A Deeper Dive into Cooperative Purchasing

The Roadmap to Success with Cooperative Purchasing: Insights from Catalyst Consulting Group & Equalis Group

Cooperative purchasing has become an essential strategy for manufacturers, dealers, and public sector agencies looking to streamline procurement processes. In a recent Catalyst Conversations session, industry experts from Equalis Group—David Akers (EVP) and Ryan Mansueto (Senior Director of Business Development)—joined Michelle Warren to discuss the ins and outs of cooperative contracts, their benefits, and a roadmap to success in leveraging them effectively.

What is Cooperative Purchasing?

At its core, cooperative purchasing allows public sector agencies to procure goods and services through pre-negotiated contracts rather than undergoing time-consuming and expensive bid processes. Equalis Group, one of the fastest-growing cooperatives in the U.S., provides competitively solicited contracts that streamline purchasing for more than 94,000 public agencies nationwide.

Key Takeaways from the Discussion

1. Why Manufacturers Should Consider Cooperative Contracts

For manufacturers, a cooperative contract with Equalis offers several advantages:
✅ Direct Access to Public Agencies – Once awarded, authorized dealers can sell directly to state, local, and educational institutions without an RFP process.
✅ Faster Sales Cycles – Eliminates lengthy bid processes, reducing the time to close deals.
✅ Improved Dealer Relationships – Provides dealers with a strategic tool to close sales more efficiently.
✅ Avoids the ‘Race to the Bottom’ on Pricing – Unlike traditional bid-driven processes, cooperative contracts preserve value and margins.

🔹 David Akers emphasized: “If you give your dealers a cooperative contract, they can sell your products easily, less expensively, and faster.”

2. The Benefits for Public Agencies

Public sector buyers need to navigate strict procurement regulations. Cooperative purchasing ensures compliance, speed, and control:
✅ Saves Time – Agencies can purchase immediately through a pre-approved contract instead of waiting months for an RFP.
✅ Ensures Compliance – Contracts are legally vetted, ensuring buyers meet audit requirements and avoid legal risks.
✅ Maintains Design Integrity – Prevents agencies from being forced into “or equivalent” substitutions that can dilute project specifications.

🔹 Ryan Mansueto noted: “With cooperative contracts, public agencies maintain control over design, budget, and delivery timelines—avoiding last-minute substitutions or delays.”

3. A Roadmap to Success in Cooperative Purchasing

To maximize success with a cooperative contract, Equalis recommends the following approach:

🔹 Step 1: Focus on Existing Relationships

📌 Start with former and current customers – These organizations have already made a purchasing decision, making them the fastest path to revenue.

🔹 Step 2: Engage Pipeline Opportunities

📌 Work with dealers and reps to identify existing pipeline opportunities that could benefit from a cooperative contract to accelerate the close.

🔹 Step 3: Target New Business with Strategic Support

📌 Leverage Equalis’ growing member base for introductions and lead generation, but recognize that success comes from active selling—not just waiting for customers to buy.

🔹 David Akers cautioned: “Winning a cooperative contract doesn’t mean agencies will automatically start buying from you. Sales teams must still engage customers, qualify leads, and close deals.”

4. How Equalis Supports Awarded Suppliers

Equalis Group doesn’t just provide contracts—they actively partner with manufacturers and dealers to drive success:
✅ Sales Enablement – Training and tools for sales teams to communicate cooperative benefits.
✅ Targeted Prospecting – Helping reps identify and connect with key buyers in the public sector.
✅ Strategic Support – Ongoing guidance to maximize contract value over its lifecycle.

🔹 Michelle Warren shared: “We hear consistently from manufacturers and dealers that Equalis is a fantastic partner—they provide real support and want to help their suppliers win.”

Final Thoughts: The Future of Cooperative Purchasing

As the public sector procurement landscape evolves, manufacturers and dealers who embrace cooperative contracts will gain a competitive edge. Equalis Group offers a proven path to success, helping businesses sell faster, navigate compliance, and secure long-term growth.

For manufacturers looking to streamline their public sector sales, now is the time to explore cooperative purchasing with Equalis.

📌 Interested in learning more? Connect with Catalyst Consulting Group for insights into how cooperative contracts can transform your business strategy.