Government Business Intelligence Support Tool

$1 out of every $3 spent in the United States today is spent by the Government. In FY 08, commercial catalog sales through the two major Government e-Commerce portals, GSA Advantage (www.gsaadvantage.gov) and DoD EMALL (www.emall.dla.mil) exceeded $600M. In addition, NSN sales accounted for an additional $742M in portal sales last year. These Government shopping sites provide thousands of Federal employees worldwide with access to a wide range of commercial products from approved suppliers. They have become very attractive and highly competitive marketplaces for vendors selling commodity items, such as office supplies, to the Federal Government.

Sales through these Government shopping sites are expected to grow rapidly over the next several years. However, competition will be fierce. DoD EMALL presently has more than 1,900 commercial catalogs and GSA Advantage has more than 7,700 contracts all vying for their share of this expanding market. With new catalog vendors being added each week, and in an environment where the top 2% of the suppliers capture 70% of the sales, how can you compete?

XSB’s Warwick™ tool tracks every product sold through GSA Advantage and DoD EMALL and provides vendors with online access to customized market, sales and pricing reports. This actionable market intelligence enables suppliers to make more strategic marketing and pricing decisions, maximize their sales potential, increase exposure to Government buyers and better compete in this changing economy.

Warwick™ Features and Benefits:

• Quantify the Market for Your Products – Warwick™ analyzes and reports on the demand for each product SKU in your catalog based on sales transaction history data from both GSA Advantage and DoD EMALL. Your own contract sales and market share are also computed and reported to enable you to identify where your product sales outperform the competition, as well as those items in your catalog which should be selling better.
• Increase Your Knowledge of the 130+ Federal Agencies Procuring Goods Through the Portals – Warwick™ identifies which Federal Agencies are buying the products you have on contract, which Agencies are buying from your catalog and which Agencies are buying exclusively from your competitors. In addition, Warwick™ charts market seasonality and segmentation so you can track buying trends for each product in your catalog.
• Assess the Competition for Your Products – Using Warwick™ you can quickly identify how many active competitors there are in the market for each product in your catalog. Customized item sales reports also enable you to view competitor sales and average price fluctuations by month.
• NSN Matching and Identification – In the Government market, many products are bought as NSNs. Unfortunately, many companies don’t know their NSNs, and as such lose out on valuable sales opportunities. Warwick™ automatically identifies which items in your catalog match NSNs the Government buys. An accurate NSN match is provided along with five years of sales transaction history. In addition, technical attributes and characteristics on each NSN match are provided to help you improve the quality of your catalog data and increase your exposure to Government buyers.
• GSA Advantage and DoD EMALL Price Reports – Precise and timely price reports are provided for each portal comparing your price with the average, minimum and maximum sale and list price for each item in your catalog. A price ranking identifies how your price compares to competitor prices. In addition, a comprehensive improvement opportunity score is calculated to assist the you in determining the overall benefit of adjusting your item pricing based on market share and demand.
• Tailor your Product Offerings to the Needs of the Government Buyer – Want to expand into new markets and schedules, Warwick’s™ searchable commodity sales analysis reports enable you to view the top selling products on each portal in a variety of product categories. These reports also provide the sales, pricing, and buyer data associated with those top selling SKUs so that you can expand your product offerings with the hottest selling products in the market.
• Identify New Sales Opportunities – Warwick™ provides vendors with a tie in to Federal Business Opportunities (www.fbo.gov) which allows you to search, save and register to receive notifications for any new solicitations released by the Government for products in your catalog or of interest to your business. Warwick™ automatically subscribes you to receive notices for new solicitations that match to your catalog’s NSNs to ensure you never again miss out on an opportunity to introduce your products to new Government customers!
• Green Product Identification - XSB tracks environmental regulations from a variety of Government Agencies for more than 60 Million items of supply. We recently added the GPID (Green Product IDentification tool) into Warwick™ to enable DoD EMALL and GSA Advantage suppliers to obtain a timely and comprehensive list of their environmentally friendly products. Vendors can market these Green compliant products to customers committed to Green Procurement practices and take advantage of this rapidly growing market.

Warwick™ is available as a low cost annual subscription to suppliers selling to the Government through its e-Commerce portals. OEM Subscriptions are also available for Manufacturers and provide enhanced views into Reseller performance and pricing.

Interested in learning more about how Warwick™ can help your organization? Contact us at 631-444-6820 or email us daria@xsb.com to arrange for a product demo.