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Ever wonder why some furniture companies thrive during economic downturns while others struggle? The answer might lie in public sector sales. Michelle Warren and Ryan Hay of Catalyst Consulting reveal the untapped potential of government furniture purchases – a staggering $4-6 billion annual market that represents nearly a third of the entire industry.
They chat about common misconceptions holding businesses back from selling to government agencies, particularly the persistent myth that federal contracts restrict commercial pricing. With the upcoming shift to Transactional Data Reporting (TDR), manufacturers will enjoy unprecedented flexibility in their commercial pricing strategies while maintaining lucrative government contracts. This game-changing development arrives just as federal spending on furniture has increased 13% over last year, creating a perfect storm of opportunity.
What makes this market segment particularly compelling is its recession-proof nature. While commercial spending plummets during economic downturns, government furniture purchases typically remain stable or even increase. Add to that the transparency of government spending – allowing you to research budgets, purchasing patterns, and competitor activities with unprecedented detail – and you have a formula for strategic growth that too many companies overlook.
The conversation explores current federal trends creating substantial furniture demand: agency decentralization, return-to-work mandates, and Department of Defense growth. Michelle and Ryan provide practical insights on navigating these opportunities, whether through GSA contracts, cooperative purchasing agreements, or direct purchase card transactions that don't require formal contracts.
Ready to explore how public sector sales could transform your business? Connect with Michelle Warren on LinkedIn or join Catalyst Consulting's free monthly webinars to learn more about capitalizing on this significant but often overlooked market segment.
In this episode:
Resources:
Link to Webinar
Connect with Michelle Warren:
Catalyst Consulting Group
LinkedIn
Email
Connect with Ryan Hay:
Catalyst Consulting Group
LinkedIn
Connect with Sid:
www.sidmeadows.com
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Sid on LinkedIn
Sid on Instagram
Sid on YouTube
Sid on Clubhouse - @sidmeadows
The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/
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