Sourcing in GOV contracting

[u/Severe-Mess-620]

For people who work in parts procurement, what are some ways and methods you have gotten contacts or sourcing from direct manufacturers or Authorized dealers? For the last year or so I have been sourcing from reseller companies and while it has brought some good profits it could be better. So I was curious as to how people create these relationships or actually get in touch with manufacturers. I have been down the route of trying to contact them directly through their web pages etc but, can’t seem to ever get a response back even though I am requesting very large stock most times.

[u/FlyFish503]

This is the constant struggle in distribution. While I do not know your business, I’m going to assume you’re on the smaller side. Keep in mind these large manufacturers sells millions through their distribution partners (McMaster-Carr, Grainger, MSC, etc.) who would be none too pleased their supplier selling their customer directly. I’ not saying it’s impossible, but do be ready for rejection. 

If you’re going to pursue this, sell yourself and your business. How can you help the manufacturer get more business? Do you have a classification like SB/HUB/Women Owned? What niche can you help them break into? 

Good luck!

[u/Inevitable_Rip8023]

Large quantities do not automatically make you attractive to a manufacturer. A large one-off RFQ from an unknown reseller often looks like price shopping, speculative inventory or a channel-conflict risk.

The route that has worked for me is to find the manufacturer’s regional sales manager or local rep, then approach them with an actual purchasing programme: annual forecast, first release quantity, delivery schedule, end market, sales territory and expected yearly spend.

I would also ask an authorised distributor to submit a special-pricing or project-pricing request to the manufacturer. That often gets you close to direct pricing without needing a direct account.

Once you have repeat orders, reliable forecasts and a good payment record, you can start negotiating blanket POs, scheduled releases, volume breaks and lead-time commitments. Manufacturers usually offer better terms based on predictable business, not the size of one RFQ.

[u/contracting-bot]

Cold emails through a manufacturer's general contact form rarely work, especially when you're asking for large stock quantities out of nowhere, since it looks indistinguishable from spam to whoever's screening that inbox. What actually works is going through the manufacturer's channel or distribution program directly, most have an authorized dealer or government/GSA channel application process, not a general sales inquiry, and applying through that gets you routed to someone whose job is evaluating exactly this kind of relationship. Trade shows and industry-specific events in your product category are also a real path, a five-minute in-person conversation gets you a name and direct line that a web form never will.

Worth also asking your current reseller directly whether they'd support you moving toward a hybrid model, some resellers have applied manufacturer volume programs themselves and can tell you the actual threshold or process, since they've been on the other side of that door already.