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Keys To Successful Selling To The Government

Keys To Successful Selling To The Government. Size of Government Markets. Supplies & Services $200 Billion Office Products $4 Billion (does not include Furniture or Machines). Reasons Commercial Companies Shy Away. Slow Pay Complicated Federal Standards

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Keys To Successful Selling To The Government

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  1. Keys To Successful Selling To The Government

  2. Size of Government Markets • Supplies & Services $200 Billion • Office Products $4 Billion (does not include Furniture or Machines)

  3. Reasons Commercial Companies Shy Away • Slow Pay • Complicated Federal Standards • Difficulty Finding Decision Makers • Mandatory Sources • Blind Industries • GSA Depots • Small Business • Special Marking Requirements • 13 Digit National Stock Numbers • MIL Standard 123F • Bar Coding

  4. Supply Chain of Government Procurement Lighthouse / Blind Workshops Prison Industries Manufacturers DoD Agencies Quasi State & Local

  5. Supply Chain of Government Procurement Power Channel Independent Dealer DoD Agencies Quasi State & Local

  6. Supply Chain of Government Procurement Prison Industries GSA (2) JWOD (160) DoD Agencies Quasi State & Local

  7. Supply Chain of Government Procurement State & Local DoD Quasi Agencies

  8. Major Changes to Federal Procurement • Federal acquisition streamlining act (FASA) • 24-hour desktop delivery contracts • Growth of government I.M.P.A.C visa card • GSA loses mandatory status • Increased emphasis on electronic commerce • Industries For The Blind started opening stores

  9. Small Business Today • Power Channel companies(some foreign owned) are using their contracts to arrange “sole source” agreements with entire agencies: effectively blocking any sales to small business. This is already in place at: • IRS • Agriculture • US Postal Service • NASA Goddard • Langley AFB • Navy – San Diego • Agencies are not meeting their Small Business goals • Average grade for all agencies “D” • Grade for Department of Defense “F”

  10. Where Do I Go From Here? • Status Quo – Do Nothing • Get Your Own GSA Schedule • Join a Teaming Arrangement

  11. Introducing Small Business GoverNet • Network of small business Dealers. • • Woman Owned • • Veteran Owned • • 8-A • Located strategically in all major Federal Markets nationwide. • Next-day delivery on 40,000 sku’s. • Mandatory source items NIB/NISH available. • Catalog and E-catalog services. • Unified and managed by George W. Allen Co.

  12. Leading The Small Business Reseller Revolution

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