Event links small businesses with purchasing agents

Michelle Swafford

Thursday, March 24, 2005 | 11:24 a.m.

There are lots of opportunities for small-business owners to sell to local government agencies and corporations, but they must understand the process.

The Nevada Association of Purchasing and Supply Management - made up of Nevada Power Co., Clark County, Las Vegas, Las Vegas Convention and Visitor's Authority, U.S. Postal Service, Southwest Gas, McCarran International Airport and others - held its annual supplier fair Tuesday to link small-business owners with purchasing agents.

"Las Vegas is all about connections," said Rose Davis, supplier diversity consultant for Nevada Power Co.

She met with some of the nearly 400 small-business owners who participated in the supplier fair and said there are numerous opportunities for them, but they have to be tenacious.

Small-business owners may not receive a vendor contract right away, but each procurement fair and each opportunity to mingle with purchasing agents increases their chances, she said.

"Our goal is really to provide an opportunity," Davis said. "With large companies, it's hard to get through the door."

But, once they have that opportunity, they have to be prepared and know what value they would provide to the company or government agency, she said.

Government officials say they are looking for low prices, but they are also looking for service and quality.

Marty Hope, purchasing analyst for Clark County, said the county is always looking for low prices since taxpayers pay the tab, but the county also tries to buy from as many local firms as possible.

Small-business owners should contact each agency or corporation they want to do business with to obtain information on how to do it, Hope said.

Chambers of commerce and other networking groups are also good resources for small-business owners to get connected, Hope said.

"A person that goes to all that gets a feel for how these people think," he said.

The Nevada Association of Purchasing & Supply Management also lists contract information on its Web site at www.napsm.org.

Thomas Maino, senior buyer for Las Vegas, said the city has all of its purchasing information on its Web site.

Also, buyers can call the purchasing department with questions, he said, adding that all businesses must fill out a supplier profile sheet so they can be added to the city's internal database. His best advice for potential suppliers: "Follow up and be persistent. The more they show their interest, the higher they are on the radar."

Lisa Burchard, owner and president of Advance Office & Janitorial Supplies in Las Vegas, attended the fair and has received contract opportunities from previous fairs with McCarran, Las Vegas and Stoller-Navarro.

She said the supplier opportunity fairs are a starting point for contracts, but it took her awhile before she received a contract with McCarran because there were no contracts available.

"You're not going to get a contract from going to one seminar," she said. "You have to do your homework; do your research and do the follow-up calls. You've already met the buyer face-to-face. It makes it a little bit easier to get that door open."

She said a key to gaining contracts is to build relationships with purchasing agents.

"Don't just try and pitch them on something," she said. "Try to understand their cycle; understand their needs."