THE MAXON GSA POST
Volume 1 Issue Six |September 15, 2006
GSA Dealer Power to Win Projects
THE INSTALLATION DELIVERABLE PROMISE
Now that your product specifications are tight and hard to match by competition it is time to turn our attention to your project management deliverable. What separates you from other dealers? In the commodity world what differentiations does my dealership have from my competitors either large or small? We do know this … as far as installation is concerned the government considers it ‘negotiable’… Successful GSA dealers utilize this part of the project process as the real benefit for government end users to make ‘best value’ purchase decisions and for consideration of these benefits the government is willing to pay for these deliverables. Let me be specific … a number of years ago I worked with a manufacturer that provided it’s dealers with installation guidelines for federal projects. We had three plans labeled (Platinum, Gold and Silver) each listed specific pre and post installation deliverables.
Sample of these items are:
PRE-INSTALL:
- Pre-installation meetings that would include other trades and vendors along with the end user to review drawings, acknowledgements, logistics, contingencies, etc to drive expectations for all involved (dealer leadership)
- Project Management calendars (samples are shown on maxoninfo.com) that drive the process from order entry to production to install to post install punch list
- Post-installation deliverables can have the greatest impact on separating you from other dealer competition. Specified items could include clean up and trash removal, end user ergonomic training on chairs and keyboards, 30-day walk through, 60-day walk through, free or reduced labor rates on warranty work, provide extra value services like replacement bulbs for task lights, a small inventory of replacement parts like casters for chairs, levelers for panels, etc.
Feel free to let me or anyone on my team know if we can assist in developing these specifications for any particular dealer.
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
- Submitting An Error Free GSA Order
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
| Government Team: |
Director Government/National Accounts: Jeff Woodward Sales Contract Administrator: Abe Soria |