**Commercial Sales Practices Format (CSP) (Section G.4)**

**SPECIAL ITEM NUMBER (SIN) \_\_\_\_\_\_\_\_\_\_ (ex: 132-8 or 132-51)**
**Note: If special item numbers received the same discount, then list
all item numbers here. If different discounts are offered for each
special item number, provide a separate chart for each SIN. Also, if
there are dollar volume discounts or quantity discounts, be sure to show
the dollar volume levels (ex. \$0-50,000 = 20%) or quantities (ex. 1-5 =
10%).**

+-------------------+--------+--------+------+------+-----+----+----+
| ##                | **St   | **N    | **R  | **Pr | **W | ** | *  |
|                   | andard | onStan | ebat | ompt | arr | FO | *% |
| ## **T            | Dis    | dard\* | es** | P    | ant | B\ | Of |
| ype of Customer** | counts | inclu  |      | ayme | y** | P  | G  |
|                   | &**    | ding** | *    | nt** |     | oi | ro |
| **1**             |        |        | *4** |      | **  | nt | ss |
|                   | **P    | **     |      | **Di | 6** | ** | ** |
|                   | ricing | Degree |      | scou |     |    |    |
|                   | Poli   | &      |      | nt** |     | *  | *  |
|                   | cies** | frequ  |      |      |     | *7 | *8 |
|                   |        | ency** |      | *    |     | ** | ** |
|                   | **2**  |        |      | *5** |     |    |    |
|                   |        | **3**  |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **Distributors**  |        |        |      |      |     |    |    |
|                   |        |        |      |      |     |    |    |
| (Sells only to    |        |        |      |      |     |    |    |
| dealers/          |        |        |      |      |     |    |    |
| resellers)        |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **De              |        |        |      |      |     |    |    |
| alers/Resellers** |        |        |      |      |     |    |    |
|                   |        |        |      |      |     |    |    |
| (Resell to end    |        |        |      |      |     |    |    |
| users)            |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **Value Added     |        |        |      |      |     |    |    |
| Reseller (VAR)    |        |        |      |      |     |    |    |
| System            |        |        |      |      |     |    |    |
| Integrator**      |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **Original        |        |        |      |      |     |    |    |
| Equipment**       |        |        |      |      |     |    |    |
|                   |        |        |      |      |     |    |    |
| **Manufacturers   |        |        |      |      |     |    |    |
| (OEM)**           |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **State & Local** |        |        |      |      |     |    |    |
|                   |        |        |      |      |     |    |    |
| **Government**    |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **Educational &   |        |        |      |      |     |    |    |
| Nonprofit**       |        |        |      |      |     |    |    |
|                   |        |        |      |      |     |    |    |
| **Institutions**  |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **National &      |        |        |      |      |     |    |    |
| Corporate         |        |        |      |      |     |    |    |
| Accounts**        |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **Commercial End  |        |        |      |      |     |    |    |
| Users**           |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| **Other:**        |        |        |      |      |     |    |    |
| (Specify)         |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+
| # **Propos        |        |        |      |      |     |    |    |
| ed GSA Discount** |        |        |      |      |     |    |    |
+-------------------+--------+--------+------+------+-----+----+----+

*NOTE: DO NOT USE "N/A". Use "None","0%", or "DO NOT SELL TO THIS
CATEGORY OF CUSTOMER".*

Company
Name:\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_

Printed Name:
\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_

Authorized Signature: \_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_
Date: \_\_\_\_\_\_\_\_\_\_\_

The attached Commercial Practices Chart is designed to facilitate the
offeror's response to Paragraph G.4 (4) (a)&(b).

If space on the chart is insufficient for a complete response, the
offeror should provide any necessary attachments to explain both
standard discount and pricing policies, as well as any nonstandard
business practices for each special item number offered. (**If the
offeror does not sell to a particular type of customer, indicate "does
not sell to this type of customer" across the row.)** For any types of
customers not identified on the chart, the offeror should specifically
identify such customers under "Others."

\*Refer to Table 515-4-2 (Instructions for Commercial Sales Practices
Format) in the solicitation.

**Explanation of [Types of Customers]{.underline} (Column 1):**

**Distributors** \-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-- **Sells only to
Dealers and Resellers**\-\-- they do not sell to end users, OEM's, State
& Local Govts.,

> Educ./Nonprofit Inst. Or National Corporate Accounts. ***They stock
> the products.***

**Dealer/Resellers** \-\-\-\-\-\-\-\-\-\-\-\-\-- **Resells to end users
*(they do not do anything with the product they order*** ). When
ordered, some

> dealers may even have the product drop-shipped where the
> dealer/reseller will have no expense with regard to shipping and
> handling. It is sent directly to the customer by the manufacturer.
>
> ***Some may stock very small quantities of the product \-\-- most do
> not.***

**Value Added Resellers (VARs)/Systems Integrators** \-\-\-\-\-\-\--
This category ***adds value to the equipment/software purchased from***

> ***the manufacturer or they may integrate the product/equipment***
>
> ***ordered* (ex: software)** into an already existing system for
> customers. They then resell the product(s) as their own.

**[O]{.underline}riginal [E]{.underline}quipment
[M]{.underline}anufacturer** \-\-\-\-\-- ***They are the manufacturer of
the equipment***. Sometimes they may need to order products

> from another manufacturer from time to time to complete their system.

**State and Local Govts**. \-\-\-\-\-\-\-\-\-\-\-- ***Any State and
Local government***.

**Educ./Nonprofit Institutions** \-\-\-\-- ***Self Explanatory.***

**National/Corporate Accounts** \-\-- **These are your largest companies
(corporate account customers)** that do nothing but buy in large

quantities and will receive larger discounts than commercial end users
or state/local governments because

they do not buy one or two products. Typically, they have a commitment
to purchase in large quantities.

> (Ex. UPS, Best Buy, Dell, etc.)

**Commercial End Users** \-\-\-\-\-\-\-\-\-\-\-\-- **no Commitment
customers, buys one or two products.** Sometimes you may have commercial
end users

> that may make a commitment (but rarely).

**Other** \-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\-\--
\-\-\-\-\-\-\-\-\-- It is any customer that does not fall into any of
the above categories.

**Proposed GSA Discount** \-\-\-\-\-\-\-\-\-- It is the best discount
you are proposing to the government based on your customers above.