So, you are monitoring NAICS for your company right? Well, it is a virtual certainty that you are missing some really lucrative opportunities. Let’s look at the top NAICS codes for tactical gear and see where it shows up…
336992 MILITARY ARMORED VEHICLE, TANK, AND TANK COMPONENT MANUFACTURING
315999 OTHER APPAREL ACCESSORIES AND OTHER APPAREL MANUFACTURING
922120 POLICE PROTECTION
Most tactical gear folks don’t even look at 336992 because they are not thinking of where the gear is being used. Also, take a look at 315999- this is an “other” category and there are several that are important in the tactical gear space. Take a look at the Excel file and click the “NAICS” tab. You will see that all three of these NAICS account for about 51% of the total spend ($5 Billion) but only 25% of the number of contracts.
This means that the other $5 Billion is split between 453 other NAICS codes like $58 Million in 561210 FACILITIES SUPPORT SERVICES and $27 Million in 315211 MEN’S AND BOYS’ CUT AND SEW APPAREL CONTRACTORS and most of these are less than $150k per contract. Now that is a sweet spot! How and why does this happen? It happens either because the contracting officer doesn’t know what to do with the opportunity or he/she has a preferred vendor and doesn’t want 25 responses (especially for smaller projects). Either way, it is benefitting a select few federal vendors and you are not one of them. NAICS anomalies happen in every area of the federal government in every industry because it helps minimize the competition. Your best customer doesn’t want 25 responses any more than you want 25 competitors. Take a look at your competition (see pages 56, 60, 67 for their NAICS wins) and then you can understand how you can do it too! NAICS Myth: BUSTED
Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).