An FY-to-FY GSA Sales Comparison is a year-over-year analysis of GSA Schedule sales data across two or more fiscal years (FY), typically broken down by product or service categories and Special Item Numbers (SINs). This comparative evaluation helps contractors, GSA officials, and acquisition analysts monitor sales performance, identify market trends, and assess the effectiveness of pricing strategies, catalog adjustments, and marketing efforts within the GSA Multiple Award Schedule (MAS) program.
The comparison is usually conducted using data reported through the Federal Acquisition Service Sales Reporting Portal (FAS SRP), which contractors are required to update quarterly. GSA may also publish aggregated reports to support transparency and inform procurement decisions.
Purpose of the Comparison
The primary purpose of an FY-to-FY GSA Sales Comparison is to provide actionable insights into:
- Changes in contract utilization over time
- Shifts in agency demand by SIN or category
- Performance trends across contractors and sectors
- Impacts of contract modifications, price changes, or catalog updates
- Alignment with federal spending priorities and agency initiatives
This analysis supports strategic decision-making and ensures that GSA contract offerings remain relevant and competitive in the evolving federal market.
Key Metrics Analyzed
An effective year-over-year comparison involves analyzing several key performance indicators across fiscal years, including:
- Total sales volume by fiscal year
- Sales by SIN, highlighting growth or decline in specific service or product categories
- Sales by category (e.g., IT, facilities, professional services)
- Top buying agencies and changes in their purchasing behavior
- Average order size and order frequency
- Contractor market share within a category or SIN
These metrics are critical for identifying where demand is increasing, which areas may be saturated, and where there may be opportunities for expansion or adjustment.
How Contractors Use FY-to-FY Comparison
Contractors use year-over-year GSA sales comparisons to guide business decisions and improve their contract performance. Specific uses include:
- Tracking internal sales growth or decline
- Comparing performance across multiple SINs or product lines
- Informing price adjustment strategies under the Economic Price Adjustment (EPA) Clause
- Supporting decisions about adding or deleting SINs or catalog items
- Assessing return on investment from marketing, trade shows, and agency outreach
- Preparing for option period reviews or Contractor Assessment Visits (CAVs)
Contractors who regularly analyze this data are better positioned to adapt to shifts in federal procurement demand.
How GSA Uses FY-to-FY Data
GSA also uses this comparison to:
- Evaluate program effectiveness and contract performance
- Identify underperforming SINs or suppliers
- Support category management and procurement planning
- Inform policy decisions or changes to the MAS structure
- Ensure Spend Under Management (SUM) goals are being met
- Report to oversight bodies including OMB and Congress
The data helps GSA keep the MAS program aligned with government-wide acquisition objectives.
Tools and Resources for Comparison
Contractors and analysts may use the following tools to access and analyze sales data:
- FAS Sales Reporting Portal (FAS SRP): Official quarterly reporting platform
- GSA eLibrary: SIN-level descriptions and vendor listings
- GSA Advantage Sales Reports: Historical transactional data (limited scope)
- FPDS.gov and SAM.gov Contract Data: Agency-level award data
- Custom dashboards or Excel models: Used by vendors for internal analytics
Some contractors also develop FY-to-FY reporting templates to automate comparison across business units or catalog segments.
Best Practices for Conducting the Comparison
To perform a reliable and meaningful FY-to-FY GSA Sales Comparison:
- Use consistent fiscal year dates (October 1 to September 30)
- Normalize data for large one-time orders or contracts
- Segment by SIN, category, or agency to isolate specific trends
- Validate reported sales against internal ERP or CRM data
- Look for patterns over at least two to three years for trend accuracy
- Use visuals like charts or dashboards for internal reporting
Regular review of this data can support stronger forecasting, budgeting, and performance management.
Conclusion
An FY-to-FY GSA Sales Comparison is an essential tool for evaluating business performance under a GSA Schedule contract. By comparing sales data year over year and segmenting by SIN or category, contractors can better understand demand patterns, strengthen their federal sales strategy, and maintain compliance. For GSA and federal buyers, this comparison supports smarter acquisition planning and program oversight. Consistent use of sales analytics ensures that both vendors and agencies maximize the value of the MAS program.
