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