“GSA Focus added us $26.8M in revenue over 4 years” – Ted M., Cask

Transactional Data Reporting vs. Price Reductions Clause

There are two options for GSA Contractors that drastically effect their Terms and Conditions. I am talking about Transactional Data Reporting (TDR) vs. Price Reductions Clause (PRC). Here are brief definitions and how the clauses work:

Price Reductions Clause #

Going back decades, the Price Reductions Clause (PRC) allows the GSA to determine a “Basis of Award” (BOA) customer, often called “Most Favored Customer” (MFC). This BOA or MFC is the that which GSA Pricing and discounting are based on. So, if you have several customer types, the GSA will typically select the one that is the closest match to the GSA as a customer. Often times, this is “All Commercial Customers.”

If and When a GSA Contractor offers a higher discount to their BOA, then the GSA’s Price Reductions Clause is triggered and the GSA is then supposed to receive a discount according to that offered to the BOA Customer + the negotiated GSA Discount. For example:

GSA Negotiated discounts: GSA received 3% discount from “All Commercial Customers” who receive a 0% discount.

If GSA Contractor sells to a Commercial Customer with a 2% discount, then this triggers the PRC, and the new GSA Discount is to be bumped up to 5% (the 3% originally offered to GSA + the 2% that the BOA was given). This can apply even if it was just a one-time discount offered.

This has been a very problematic clause for GSA Contractors for as long as it has been around. Many believe that the GSA should not have the ability to reach into Commercial Practices, that this is not a fair business practice because it limits a companies ability to be competitive in the commercial market.

Transactional Data Reporting #

In recent years (June 2016), the GSA began offering an alternative to the Price Reductions Clause, called Transactional Data Reporting or TDR. This allows a GSA Contractor to opt-out of the Price Reductions Clause if they are willing to report their monthly/quarterly sales transactionally. So, all transactional information must be entered, with several details for each transaction (contract number, quantity, item price, part number, etc.). Those under the PRC only have to enter the total GSA sales for that period.

Transactional Data Reporting is offered under a group of Special Item Numbers (SINs), not all. Here is the list:

58 IProfessional Audio/VideoAllProducts
72Furnishings & Floor CoveringsAllProducts
03FACFacilities Maintenance & ManagementAllServices
51VHardware SuperstoreAllProducts
75Office Products/SuppliesAllProducts
73Food Service, Hospitality, Cleaning EquipmentAllProducts
70Information Technology517410 (132-54, 132-55)Satellite Services
511210( 132-32, 132-33)
54151 (132-34)
33411 (132-8)Hardware
00CORPProfessional Services Schedule (PSS)Professional Engineering Services SINsServices

According to the GSA’s website, The Key Objectives of TDR are to:

  • Support category management & promote smarter buying
  • Save money and pass on savings to the taxpayer
  • Reduce contractor and contracting officer burden
  • Increase transparency into federal acquisition
  • Be a proactive federal partner to give our customers the information they need
  • Lower barriers for businesses entering the market, which is especially important for our small business partners

GSA TDR Fact Sheet (pdf)
Federal Times Article (8/19/19): GSA extends a pilot to save the government millions

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