THE MAXON GSA POST

DON’T JUST SUBMIT A DRAWING AND PRICE SUMMARY
Convince our prospects and customers that the partnership between Maxon and Participating Dealer will provide the right “deliverable” for the proposed project. Yes you have completed the pre-sale process of the needs assessment, physical room dimension measurements, competitive analysis, product solution and space planning. Then in a hurry you provide a proposal with some information about Maxon, a few brochures, drawings and a price “recap”, the standard information.

The GSA market is very competitive so no matter the size of the dealer or the project let’s “think we are so we are”. Let’s focus on crisp easy to follow proposals that makes sense to a government end user. Spell it out so the language states: “we drive, meet or beat the specifications, the compliance requirements and competitive needs” to provide BEST VALUE purchase justification. Provide a proposal that not only achieves all of these attributes but also ‘feels’ customized to this particular end users requirements. Both military and civilian agencies have web sites where you can download information and graphics to personalize these proposal opportunities. An end user directed strong proposal that includes product and technical specifications, detailed ‘typical’ work station drawings, reduced and full size plotted drawings, proposed product literature, green statements, dealer service deliverables, case studies (including project management timelines), fabric, paint, laminate color samples, striking covers and easy to read indexes are all factors that separate us from the competition. This has to be done every time with every proposal. If you don’t your competition will.

WHERE TO GO FOR THESE PROPOSAL TOOLS
Simply go to MAXONinfo.com. It is designed to be customizable, repeatable and scaleable. All part of how Maxon “GETS YOU WORKING FAST IN GSA”. Sales Presentation Toolbox

Use the “Guest Access” button and follow these links:

• Toolbox – Create Your Own (or any other of the selections)
• Company Information
• Product Information
• Assessments
• Typical Book
• Service Tools
• Covers, Dividers, etc.

NEXT ISSUE

• GSA Dealer Power to Win Projects

Just a reminder that GSA (Federal) pricing will be held at the September 12, 2005 level through the upcoming buying season ending September 30, 2006 … Starting October 1, 2006 GSA will be utilizing the new July 2, 2006 Commercial List Price Book.

Got GSA Questions? gsa@maxonmail.com