DEFENCE & GOVERNMENT PROCUREMENT

Defence Equipment Dealer Government Procurement Advisory & OEM Feedback Survey

Defence equipment dealers, OEM representatives, and procurement advisors evaluate tender timelines, compliance requirements, and vendor qualification criteria, so you can sharpen bid positioning, benchmark OEM channel performance, and convert procurement relationships into contracted revenue.

Pan-India sample
Defence dealers and OEM reps (Procurement Decision-Makers)
15-20 min
Talk to a Survey Consultant
Procurement friction & conversion gapsIdentify where dealer-OEM bids stall, lose priority, or fail qualification.
Vendor selection drivers & trade-offsBenchmark OEM criteria, compliance thresholds, and contract award signals across segments.
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CONTEXT & RELEVANCE

Why run this survey now

Most defence equipment dealers don't lose government procurement contracts purely on price. They lose them due to misaligned OEM positioning, opaque tender evaluation criteria, weak after-sales commitments, offset compliance gaps, and poor ministry-level relationship mapping, none of which fully show up in tender submission records or OEM sales reports.

If you are...

  • Defence equipment dealer or distributor

  • OEM channel head, domestic or import

  • Procurement advisory firm, defence vertical

  • Product planning lead, defence platforms

  • Corporate strategy head, defence OEM

You're likely facing...

  • Tender loss: pricing vs. compliance gap

  • OEM fit confusion: domestic vs. import

  • Ministry preference shifts, unclear signals

  • After-sales obligation: dealer vs. OEM

  • Offset clause: liability vs. opportunity

This will help answer...

  • Procurement decision drivers beyond price

  • Tender drop-off stage and cause

  • Dealer vs. OEM segment preference

  • After-sales and offset commercial tension

  • Renewal, re-tender, and switching triggers

RESEARCH THEMES

What This Survey Investigates

Eight interconnected research themes that map the complete defence dealer journey from tender discovery to post-supply advisory.

TENETS 01

Tender Discovery & Reach

  • RFP awareness channels, GeM vs. DDP
  • Tender lead time, notification gaps
TENETS 02

OEM Selection & Fit

  • OEM shortlisting criteria, domestic vs. import
  • Indigenisation mandates, IDDM compliance
TENETS 03

Bid Preparation & Cost

  • Bid documentation burden, L1 pricing pressure
  • Technical evaluation criteria, field trial costs
TENETS 04

Procurement Friction & Delays

  • Contract finalisation lag, payment cycle gaps
  • Single-vendor nomination, repeat order barriers
TENETS 05

Pricing & Margin

  • Transfer pricing, dealer margin benchmarks
  • Offset cost absorption, warranty provisioning
TENETS 06

After-Sales & AMC

  • AMC scope, spares availability timelines
  • Field service capacity, depot-level support
TENETS 07

Advisory & Influence

  • Pre-RFP advisory role, user directorate access
  • Technical specification shaping, trial influence
TENETS 08

Competitive Positioning

  • Rival dealer strengths, DPSU competition
  • Offset partnership leverage, Make-II positioning
Request a scope validation call

SAMPLING STRATEGY

Tell us about your ideal sample

Help us understand your target respondent profile. Select what applies, we'll design the optimal sample plan based on your inputs.

Sample size
How many respondents do you need?
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Target audience
Who should we survey?
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Region
Which regions should we cover?
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Segments
How should we slice the data?
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Discuss sample plan

METHODOLOGY

Survey approach

For the Defence Equipment Dealer Government Procurement Advisory and OEM Feedback Survey, we recommend a quant-first design with flexible data-collection modes to balance reach, depth, and verification across dealer and procurement segments.

PRIMARY
Online web surveySelf-administered survey shared via email / panels to capture structured responses at scale.
Best for
1
Ranking OEM satisfaction across dealer tiers
2
Mapping procurement bottlenecks by equipment category
3
Benchmarking tender advisory gaps by region
Deliverables
OEM satisfaction scores
Procurement gap matrix
Dealer tier rankings
OPTIONAL
CATI (phone survey)Interviewer-led telephone interviews to reach owners who are harder to get online.
Best for
1
Dealers in remote or restricted-access defence corridors
2
Quick pulse across multiple procurement zones
Deliverables
Dealer coverage map
Call-log diagnostics
SELECTIVE
Face-to-faceOn-ground surveys or interviews in key industrial clusters or high-value cohorts.
Best for
1
Senior procurement officers handling high-value contracts
2
OEM representatives in defence manufacturing clusters
Deliverables
Cluster insights
Procurement journey maps
OPTIONAL
FGDs
Deliverables
Themes and quotes
Advisory concept feedback
OPTIONAL
Mixed surveysAny 4-mode combo Online + CATI + F2F + FGDs to maximise reach and representation. Mode-specific quotas and weighting for clean comparisons.
Deliverables
Unified dataset
Mode-adjusted analytics
Our Recommendation
Start with: Online web survey as the core quant layer, supported by CATI to reach dealers operating in low-digital or restricted-access defence procurement zones.
Consider adding: Face-to-face interviews for senior government procurement officers and OEM account leads, with a focused FGD layer to pressure-test advisory positioning and tender communication strategies.
Confirm approach
Request timeline

EXECUTION PROCESS

How we execute

A proven 9-step process from scoping to delivery, designed to ensure quality, speed, and actionable insights.

Define the decision frame

Confirm objectives, target cohorts, geographies, and reporting cuts

Step 01

Define the decision frame

Design the instrument

Build workstream modules mapped to outputs (drivers, friction, pricing, retention, trust)

Step 02

Design the instrument

Lock the questionnaire

Review wording, sequencing, LOI, and competitive context; approve final version

Step 03

Lock the questionnaire

Pilot and calibrate

Test comprehension and ease quality; refine quotas and remove friction where needed

Step 04

Pilot and calibrate

Run fieldwork

Execute collection with active quota management and feasibility controls

Step 05

Run fieldwork

Assure quality

Dedupe, attention checks, speed/consistency rules, removals with audit trail

Step 06

Assure quality

Prepare the dataset

Clean data and deliver codebook/variable definitions

Step 07

Prepare the dataset

Analyse and synthesise

Driver ranking, leakage diagnostics, pricing bands, segment insights

Step 08

Analyse and synthesise

Deliver and align

Executive deck (optional dashboard) and leadership readout with recommendations

Step 09

Deliver and align

COMMERCIAL TERMS

Request a Commercial Proposal

Pricing depends on cohort, geography, sample size, approach, LOI, and deliverables. Configure below for an indicative estimate.

Select Sample Size

100

Geography

  • India
  • APAC (Singapore, Vietnam, Philippines, Indonesia, Australia, NZ, Japan, Thailand)
  • Middle East (UAE, KSA, Qatar, Bahrain, Oman, Kuwait)
  • North America (US, Canada)
  • Europe
  • Africa (South Africa, Kenya, Nigeria, Egypt, Algeria)
  • LATAM (Brazil, Mexico)

Select Mode of Survey

  • Online
  • CATI
  • Online FGD (5 people per FGD)
  • F2F

Length of the Interview

  • Select
  • 0-15
  • 16-20
  • 21-30
  • 31-45
  • 46-60
  • Custom
Indicative Estimate
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$0.00

+ applicable taxes

Proposal turnaround typically 24–48 hours

Note: Estimate is indicative only. Final pricing is subject to scope finalization after discovery call.

REFERENCE CASELETS

Reference

Real-world examples of survey work in the defence procurement and OEM advisory space.

CASELET 1

Dealer channel friction & procurement readiness mapping (India)

CASELET 2

OEM positioning & messaging territories for MoD buyer segments (India)

Dealer channel friction & procurement readiness mapping (India)

OBJECTIVE

A defence equipment distribution network needed to identify where authorised dealers stalled during government tender cycles , specifically which documentation, compliance, and bid submission steps caused drop-off and delayed order conversion across three procurement tiers.

WHAT WE DID

Ran a structured quant survey across 120 dealers in 8 states, capturing tender participation rates, documentation friction points, timeline adherence, and dealer-reported gaps in OEM technical support during the DPP compliance stage of each bid cycle.

DELIVERED

A procurement friction map by dealer tier, a ranked barrier list across five bid stages, and a set of OEM support levers prioritised by their potential to reduce dealer attrition during active tender windows.
Talk to Survey Consultant
CASELET 1

Dealer channel friction & procurement readiness mapping (India)

CASELET 2

OEM positioning & messaging territories for MoD buyer segments (India)

Dealer channel friction & procurement readiness mapping (India)

OBJECTIVE

A defence equipment distribution network needed to identify where authorised dealers stalled during government tender cycles , specifically which documentation, compliance, and bid submission steps caused drop-off and delayed order conversion across three procurement tiers.

WHAT WE DID

Ran a structured quant survey across 120 dealers in 8 states, capturing tender participation rates, documentation friction points, timeline adherence, and dealer-reported gaps in OEM technical support during the DPP compliance stage of each bid cycle.

DELIVERED

A procurement friction map by dealer tier, a ranked barrier list across five bid stages, and a set of OEM support levers prioritised by their potential to reduce dealer attrition during active tender windows.

FREQUENTLY ASKED QUESTIONS

Common Questions

Answers to frequently asked questions about this survey mandate.

What decisions will this survey enable?

Who is the buyer vs who are the respondents?

Can we see differences between single-OEM dealers, multi-OEM dealers and direct government procurement units?

How will you measure OEM and dealer preference in government procurement beyond simple ratings?

Will the survey map the full government procurement cycle and drop-offs?

Can this survey inform product and pricing strategy?

How will findings improve our government tender conversion rate?

Still have questions?

Schedule a discovery call to discuss your specific needs and get a custom quote.

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