Selling to schools, universities and councils

[Cma87]

Hello all

I have a distribution business, I’m a manufacturer and importer and I’d like to start selling my products to schools, universities and councils.

My products are already available via shops both physical and high street and I supply Amazon and have done for many years.

Does anyone have much experience selling direct to these kinds of institutions?

My plan was to employ an extra salesperson and give them this as an “area” and as it grows consider adding extra members to the team.

 

[fisicx]

Selling what?

 

[Mark T Jones]

It's over a decade since I was in this space, but I'm told not much has changed

Break it down:

State schools are a nightmare unless you are selling to a specific edic or remit - then you need to be smart in how you present your offering to match terms.

Higher education & private schools are far more commercial and clear in decision-making

Councils - varies hugely, but bigger purchases are always tendered (with general belief that the winning party is known in advance - but that might be source grapes)

 

[Paul FilmMaker]

It's over a decade since I was in this space, but I'm told not much has changed

Break it down:

State schools are a nightmare unless you are selling to a specific edic or remit - then you need to be smart in how you present your offering to match terms.

Higher education & private schools are far more commercial and clear in decision-making

Councils - varies hugely, but bigger purchases are always tendered (with general belief that the winning party is known in advance - but that might be source grapes)

I'm 100% with you on this. I've won public sector business and always knew before the tender that we were the winner.

I've recently won an LA piece of business. Interestingly, they only choose local suppliers. Anyone outside the borough isn't in consideration.