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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 - PowerPoint PPT Presentation
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Keys To Successful Selling To The Government
Size of Government Markets
Supplies & Services $200 Billion
Office Products $4 Billion(does not includeFurniture or Machines)
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
Supply Chain of Government Procurement
DoD Agencies Quasi State & Local
ManufacturersPrison IndustriesLighthouse / Blind
Workshops
Supply Chain of Government Procurement
DoD Agencies Quasi State & Local
Independent Dealer
Power Channel
Supply Chain of Government Procurement
DoD Agencies Quasi State & Local
GSA (2) JWOD (160) Prison Industries
Supply Chain of Government Procurement
DoDAgencies
Quasi
State & Local
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
Small Business Today
• IRS• Agriculture• US Postal
Service
• NASA Goddard• Langley AFB• Navy – San
Diego
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:
Agencies are not meeting their Small Business goalsAverage grade for all agencies “D”Grade for Department of Defense “F”
Where Do I Go From Here?
Status Quo – Do Nothing
Get Your Own GSA Schedule
Join a Teaming Arrangement
• 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.
Introducing Small Business GoverNet
Leading The Small Business Reseller Revolution