One of the hurdles we have to overcome is in the sales of dogs. Everyone would like to have a clear understanding of what the assessment will look like and how it is evaluated – including existing vendors.
A vendor recently brought 11 dogs to be evaluated for the DOD (Department of Defense). This vendor typically has about 70% success in selling dog to the DOD/TSA. A minor, but significant change in the assessment (how to get the dog to release the reward object) changed and zero dogs were accepted. Understand the vendor’s liability: they had two employees’ pay, lodging, food, vehicle cost, fuel cost, and the time/resources invested in preparing the dogs. Because of that one change, all was a loss.
The change was one where the government could have simply shared a change in their criteria but they did not. This happens far too frequently.
Take away –
- Prepare a well rounded dog
- Realize purchasers are not looking for an “above average” dog, they want an “extremely above average” dog
- There is always the possibility your dog is not the dog that they want (for a myriad of reasons)
- Read assessments and statements of work repeatedly to avoid surprises
- Have more than one option available for the sale of the dog
- Market your dog(s) in smart ways
We are working vigilantly for your success and trying to create a level playing field. That will take time.
UPDATE- These same 11 dogs were presented again three weeks later. 10 of 11 were accepted under the assessment in the statement of work for purchase.