Uploading to GSAadvantage.gov is often a cumbersome process so when we do it, we need to make sure that we have the information the way GSA Advantage wants to see it.
Even more important is to compile your information so it matches how your prospective buyers want to see it. This way when buyers are looking, your company comes to the top of the field.
When a buyer is looking for a product on GSAadvantage.gov, the default return is sorted by price. Preliminary research indicates that price takes the day about 43% of the time – this means more than half of the purchases on GSAadvantage are not associated with price…
What Federal Buyers are looking for:
- A company they recognize. Many buyers are reluctant to buy from a company they don’t know – even if they are not the cheapest. Steady, proactive marketing will enhance your brand recognition so if you land in the “acceptable price bracket” you can win – and still make your margins! There are ways to market your products directly to your products on GSAadvantage. Click here for more information.
- Deliv Days. If federal buyers need what you have in a hurry they will sort looking for the fastest delivery… 1 Day Shipped is the #1. On your next contract update, consider lowering your Delivery Days. You might just start getting calls from buyers to ask if you have the product in stock.
- Min. Most contracts have a $100 minimum order. Since smaller orders are often a pain for federal buyers so they will look for companies with smaller minimum orders. This can be a challenge to your profitability considering smaller orders barely break even or might incur a couple of percent loss. Let me ask a question… If you were going to try and get some business with a new buyer, how much would you spend on marketing? Would you spend $10 on marketing to reach a buyer that gives you a shot?
On your next GSA schedule revision take a look at where your products are landing. If you cannot negotiate a better wholesale price from your manufacturers, remember building relationships with buyers is the best way to beat the system and appeal to a buying motive other than price.