Is medical equipment on the GSA Schedule or the VA Schedule?

Most medical equipment, supplies and pharmaceuticals for federal buyers are on schedules run by the VA National Acquisition Center, such as Schedule 65 II A, not on GSA's MAS. VA FSS contracts can be used by VA and other federal agencies.

How do I get on DLA's medical ECAT program?

DLA posts ECAT solicitations on SAM.gov and DIBBS; you submit a proposal per the solicitation, and DLA negotiates a discount off your commercial catalog price. There is no fee to join.

Does my medical product need FDA clearance to sell to government?

Device makers and initial importers must register with FDA and list their devices, and many devices need 510(k) clearance or approval. Government buyers expect the same FDA status as commercial buyers.

Can I sell products made in China on a VA FSS contract?

Generally no. The Trade Agreements Act requires covered products to be made or substantially transformed in the U.S. or a designated country, and China is not a designated country.

How long does it take to sell medical supplies and equipment to government?

It depends on the size of the purchase and how it's bought. Small purchases under an agency's threshold, or buys through an existing cooperative contract, can move quickly. Purchases that need a formal bid or a new budget line usually take longer, often a full budget cycle.

Can KSG help us sell medical supplies and equipment to government?

Yes. Kensington Sales Group provides outsourced SDRs who research target agencies, reach the right program owners and purchasing contacts, and book qualified meetings for your sales team. Book a 30-minute call to talk it through.

Selling Medical Supplies and Equipment to Government

Key takeaways

The VA National Acquisition Center's Federal Supply Schedule Service runs about 1,900 contracts with nearly $11 billion in annual sales and access to over 1 million commercial products and services, across nine schedule programs in Federal Supply Classes 65, 66 and 621.
Common ways agencies buy medical supplies and equipment: VA Federal Supply Schedule 65 II A, DLA Troop Support Medical Electronic Catalog (ECAT), VA Medical Surgical Prime Vendor (MSPV).
Rules to plan for: FDA establishment registration and device listing, Trade Agreements Act (FAR 52.225-5), FSS sales reporting and fees.
A contract vehicle or vendor registration makes buying easier, but it doesn't create demand. The vendors that win reach program owners before budgets and bids are set.

Who buys medical supplies and equipment in government

Purchases of medical supplies and equipment happen across federal agencies, states, counties, cities, school districts and colleges, hospitals, tribal governments, special districts and public utilities. The people you'll deal with usually include:

VA medical centers and VISN logistics/acquisition staff
Military treatment facilities and DLA Troop Support Medical customers
Indian Health Service and tribal health programs
Public and county hospitals (materials management, supply chain, value analysis committees)
State and local public health departments
Corrections health services
Job titles: supply chain director, materials manager, value analysis coordinator, biomedical/clinical engineering manager, contracting officer, purchasing agent

The purchasing office runs the process, but the program owner who has the problem usually decides what gets bought. Reach both. See government buyer roles for how they work together.

The government medical supplies and equipment market

The VA National Acquisition Center's Federal Supply Schedule Service runs about 1,900 contracts with nearly $11 billion in annual sales and access to over 1 million commercial products and services, across nine schedule programs in Federal Supply Classes 65, 66 and 621. (U.S. Department of Veterans Affairs, National Acquisition Center - Federal Supply Schedule Service)
VA identified 209 veteran-owned and service-disabled veteran-owned small businesses holding FSS contracts. (GAO-20-132 (recommendation follow-up))

How agencies buy medical supplies and equipment

Small purchases under an agency's threshold can often be made with a quote or a purchase card. Larger purchases need a formal bid or an existing contract. These are the contract vehicles agencies commonly use for medical supplies and equipment:

Contract vehicle	What it is
VA Federal Supply Schedule 65 II A - Medical Equipment and Supplies	VA-managed schedule (not GSA) for medical equipment and supplies; open to VA and other federal agencies.
DLA Troop Support Medical Electronic Catalog (ECAT)	Online ordering system giving DoD and other federal buyers discounted access to commercial catalogs for med/surg, lab, dental, optical and equipment items; no fee for vendors to join, solicitations posted on SAM.gov and DIBBS.
VA Medical Surgical Prime Vendor (MSPV)	VA's prime vendor program for everyday med/surg supplies at VA facilities; GAO notes it overlaps with many FSS items.

Thresholds differ by state and agency; see our state procurement thresholds. For which cooperatives cover which categories, see cooperative contracts by category.

Rules and requirements for selling medical supplies and equipment

Requirement	What it means for you
FDA establishment registration and device listing	Makers and initial importers of medical devices sold in the U.S. must register their facility and list their devices with FDA, and many devices also need FDA clearance or approval before sale.
Trade Agreements Act (FAR 52.225-5)	On covered federal contracts such as FSS, products must be made or substantially transformed in the U.S. or a designated country, so products made in non-designated countries like China usually cannot be offered.
FSS sales reporting and fees	VA FSS contractors must report sales accurately because those figures set the fees that fund the program; GAO flagged weak controls here, so expect scrutiny.
DLA ECAT ordering requirements	ECAT vendors must take orders through EDI or DLA's Supplier Order Management interface and confirm acceptance within 24 hours.

Requirements vary by agency and contract. Read each solicitation's terms, and check with the buyer when in doubt. This isn't legal advice.

Buying signals to watch

These events often mean an agency will buy medical supplies and equipment soon:

A hospital or VA facility opens, expands or adds a new service line (new beds, surgical suites, imaging)
Equipment reaching end of life or end of manufacturer support, or failed biomedical inspections
A VA or DLA solicitation or sources-sought notice posts on SAM.gov or DIBBS for your product class
A public hospital changes its group purchasing organization or prime distributor
New state or federal health funding, or a public health emergency that drives stockpiling

For more, see our guide to government buying signals and the contract expirations guide.

A sales process for selling medical supplies and equipment

Register. Get into SAM.gov for federal work and each state or local vendor portal you'll sell into. Use our vendor registration checklist.
Pick your path to purchase. Decide which contract vehicles above fit your target buyers, and whether a reseller or partner already holds one.
Build the target list. Identify the agencies with the need, the budget and the buying authority, and the people who own the problem.
Start conversations early. Reach program owners while budgets and requirements are still being written, not after an RFP is posted.
Follow through to purchase. Help the buyer pick the method, whether a cooperative purchase, quote or formal bid. When a bid comes, use our RFP response guide.

How KSG helps you sell medical supplies and equipment

Kensington Sales Group runs outbound sales development for companies selling to the public sector. Our SDRs research your target agencies, find the program owners and purchasing contacts, and book meetings for your sales team across Federal, SLED, K-12 and higher ed, healthcare, tribal, special district and utility markets. We also run bilingual English and Spanish outreach across the Western Hemisphere.

See how our outsourced SDR service works.

Sources

Checked November 2, 2026.

Selling medical supplies and equipment to government.