Government Contracts and Sales

Winning Government Contracts & Growing Government Sales in Healthcare

About Government Contracts and Sales

The United States government is the largest buyer in the world. This year alone, the federal government will award over 500 billion dollars in government contracts in the United States. It’s an incredible sum; however, Government agencies have strict guidelines for the allocation of funds. Suppliers listed on government contract vehicles with a federal set-aside vendor have a competitive advantage. With the right strategy, government sales can become your most profitable sector.

How We Can Help

Partnering with Lovell gives you the expertise you need to quickly get your products on Government Contract vehicles such as FSS, GSA Advantage, DAPA, and ECAT. We help your company reduce the risk of loss and yield the reward of working with the government. Not only will you have access to our knowledge and network of government customers, but you will also have access to the procurement preference we have as a Service Disabled Veteran-Owned Small Business. Why Partner with an SDVSOB?

Once your products are placed on contract, you will need dedicated personnel to manage those listings and scout out contract opportunities. Lovell eases the administrative burden of contract management. Any time you list products with Lovell, we manage your government contracts at no additional cost. Our contracts manager will reliably communicate with your team to make any needed updates and changes. Lovell will also seek out contract opportunities, notify you of these opportunities, and bid on your behalf.

Our Government Contracts

Lovell has been awarded or is pending award for the following contract vehicles:

ECAT

E-CAT Med/Surg Contract:
SPE2DE-24-D-0007

Contract Numbers Associated with Orders

– Direct Vendor Delivery (DVD) (CONUS) Contract: SPE2DE24DA004

– Direct Vendor Delivery (DVD) (AHP) Alaska, Hawaii, Puerto Rico Contract: SPE2DE24DA004

– Just In Time (JIT) (CONUS) Contract: SPE2DE24DA005

– Just In Time (JIT) (AHP) Alaska, Hawaii, Puerto Rico Contract: SPE2DE24DA005

DAPA

DAPA Med-Surg Contract:

SP0200-16-H-0011

DAPA Pharma Contract:

SP0200-18-H-0029

DAPA Equipment Contract:

SP0200-20-H-0048

FSS & GSA

VA FSS 65 II A Med-Surg Supplies: 36F79725D0128

VA FSS 65 I B Pharmaceuticals & Hematology: 36F79721D0198

VA FSS 65 VII Invitro Diagnostics & Test Kits: 36F79722D0179

VA FSS 621 I Professional & Allied Healthcare Staffing Services:
PENDING

VA FSS 65 II C Dental Equipment & Supplies (Dental): 36F79723D0177

MSPV

Multiple-Award Open Market Blanket Purchase Agreement (OM BPA) in direct support of Medical Surgical Prime Vendor: 36C24122A0010

(MSPV) – Product Category: Podiatry – Period of Performance: November 1, 2021 – October 31, 2026

Lovell is always looking for new partners in the Medical, Dental, and Pharmaceutical industries to expand our government catalog.

Are My Products Eligible For Government Schedules Such as FSS, DAPA, GSA Advantage, AND ECAT?

There are some criteria your products need to meet in order to be listed on government schedules.

Part of your free consultation is to assess eligibility for government distribution.

Considerations:

Country of Origin and Assembly
Products need to be TAA compliant for FSS, DAPA and GSA Advantage or BAA compliant for ECAT.
Lovell can help you determine TAA or BAA compliance.
Product Type
Product type determines which schedules your listings are eligible for.
After signing, our contracting experts ensure your products are placed on the correct contract vehicles.
FDA/EPA approval
Products may need to be 510(K), FDA, or EPA approved before adding to supply schedules.
Pricing
Products should be competitively priced. Lovell can help you form a pricing strategy with maximum return.

Government Opportunities

The following government agencies purchase medical supplies and services:

Veterans Health Administration Military Health System Indian Health Services

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Veterans Health Administration, VHA (VA)

170

VA Hospitals

1,074

VA Clinics

9 million

Patients, 17.4 million eligible

$ 118.7 billion

2023 FY BUDGET (31% annual growth)

Find VA Health Facilities here:
https://www.va.gov/find-locations/

Military Health System, MHS (DoD)

410

Military Treatment Facilities

9.6 million

Eligible Beneficiaries

$ 55.8 billion

2023 FY BUDGET (.2% annual growth)

Find Military Hospitals and Clinics here:
https://www.tricare.mil/Military-Hospitals-and-Clinics

Indian Health Services (IHS)

170

IHS Facilities

2.5 million

Patients

$ 9.3 billion

2023 FY BUDGET (37% annual growth)

Find Indian Health Services Facilities here:
https://www.ihs.gov/locations/

More Targets of Opportunity

Defense Logistics Agency (DLA), Federal Bureau of Prisons (FBP), Center for Disease Control (CDC), BLM (Bureau of Land Management), Federal Emergency Management Agency (FEMA), National Institutes of Health (NIH), Department of Homeland Security (DHS), Department of Health and Human Services (HHS), Disaster Relief Fund (DRF)

How to Win Government Contracts & Government Sales

5 Things to Know About Government Contracting and Sales

The Government is the largest customer in the world, ripe with opportunity for suppliers who can get past regulatory measures. Whether you are looking to break into the federal market or looking to enhance an existing federal revenue stream, there are some common mistakes to avoid. Here is a list of five things you should know when lining your business up for government sales.

1. Yes, compared to the commercial sector, there is more red tape associated with the government sector.

U.S. tax dollars and federal funds are involved, which means the government must have an intentional procurement strategy and laws in place that support domestic enterprise.
The purchasing process can be complicated but partnering with Lovell helps you navigate this process smoothly.

2. You should consider partnering with a reputable SDVOSB.

By law, the government must allocate a certain amount of spending and contracts to Federal Set-Asides, such as Service-Disabled Veteran-Owned Small Businesses (SDVOSB).
Therefore, SDVOSBs are given the highest preference in this system. Lovell is a certified SDVOSB that serves over 2000 government customers.

3. You should place your products on contract vehicles—but it takes time and resources.

Placing your products on government contract vehicles (such as FSS/GSA/DAPA/ECAT) gives government customers a readymade acquisition strategy. The only issue is, applying for contracts can take over a year and comes with a lot of responsibility, fees, and obligations. When you partner with Lovell, we fast-track your products on our contract vehicles, cover all fees and obligations, and manage your listings for you.

4. You should not be losing profit on your government sales.

Products need to be reasonably priced, but the point of government procurement pricing strategies is not to take advantage of suppliers. Instead, you should be able to formulate a pricing strategy for maximum yield. Lovell has helped many companies rehab their federal revenue stream in this way.

5. You will have to work for it.

Some companies do all the work of getting on contract vehicles, only to walk away and hope for the orders to come. There may be some exceptions to the rule, but your sales team will still need to hand-sell the product–at least at first. Once your product takes root, government customers will appreciate the convenience of re-ordering. Lovell can help your sales team navigate the procurement process.

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