GSA Sales Density (Top 12 Agencies)

GSA Sales Density (Top 12 Agencies)

Key Point: Understanding the GSA Sales per buyer of an agency is important factor in knowing what marketing strategy to employ. These figures help reveal to us how centralized that particular agency is in its purchasing decisions. Agencies that are more centralized are usually harder to break into and have more seasoned buyers. These buyers are much more likely not to be the end user of the product which places price and reputation as a higher consideration for the purchaser. Basically when someone has a complaint about the purchase the buyer can use one of those as rationales for their decision. A less centralized buyer will be far more focused on if the product they are about to purchase meets their exact needs. A decentralized buyer is more likely to be less price sensitive.

Summary

Centralized Buyer – Price/Safer Decision

Tip: This is a more sophisticated buyer; make sure your brochure in elibrary is very descriptive, explains high quality and makes it easy for an uninformed buyer to do an apples-to-apples price comparison with your major competitors on schedule.

Decentralized Buyer – Items that are more suitable for their specific need.

Tip: These buyers will likely use GSA Advantage (the GSA’s online web purchasing porthole) to find the product or service they are looking for by passing the more complicated