By John DiPisa, Founder and CEO, Bid Desk Analytics –
As a manufacturer, if you want to sell high volume to large retailers, you need to be packaged for retail sale. Retailers, for example, may want a package of four or 12 or perhaps individual units. In fact, they know exactly how their customers want to buy your product, and of course, how your competitors’ package their products, too.
Likewise, if you want to sell high volume on government and school bids, you need to know how those end users – city governments, school districts, etc. – need your product to be packaged for distribution.
It’s important to consider that, unlike retailers, these end users are not reselling your product. Rather, the city or school district is providing your product to its employees or teachers and students directly in the office or classroom environment. For that reason, your product needs to conform to the city or school district’s normal ordering unit and can simply be delivered in a container that’s clearly marked with your brand name and item number.
The best practice is to ask your dealer what commercial packaging is necessary for your product when working with them to win public sector bid business. Without paying attention to this often-overlooked detail, you may find that dealers will not bid your product, or that if they do and the business is won, your product will need to be repackaged before delivery.
Tax-supported bid business can provide you with a profitable and renewable revenue stream, but it cannot be won with the same strategies used for securing retail business. At Bid Desk Analytics, we know the unique ins and outs of public sector business and have been helping Fortune 500 manufacturers successfully win millions of dollars in government contracts for over 30 years.