NARA

How Office Equipment Dealers Can Win Government Contracts with FADGI and NARA Compliance

Government contracts are a goldmine for office equipment dealers, but landing them requires understanding the latest compliance standards. One of the newest and most important is FADGI (Federal Agencies Digital Guidelines Initiative), a set of standards governing the quality of digitized documents. Closely tied to this is NARA (National Archives and Records Administration), which enforces digital preservation policies for federal records. For office equipment dealers, FADGI and NARA compliance are more than just checkboxes,  they’re gateways to new revenue streams in federal, state, and local government markets.

What are FADGI and NARA, and Why Do They Matter?

FADGI was developed to ensure high-quality digitization of government records, making them accessible and future-proof. NARA, the agency responsible for preserving government records, mandates compliance with FADGI standards to ensure long-term accessibility. Agencies like NARA require FADGI compliant scanning solutions for official archives and historical preservation. If you sell scanners, MFPs, or managed print services, understanding FADGI and NARA can differentiate you from competitors who are still pitching traditional document imaging solutions.

Here’s the key: government agencies and contractors need FADGI  and NARA compliant hardware and software, and most don’t know where to start. That’s where you step in.

How Office Equipment Dealers Can Leverage FADGI and NARA for Sales

1. Offer FADGI and NARA Ready Solutions

Many agencies are scrambling to meet FADGI and NARA standards before upcoming deadlines. If you provide certified scanners, software, and training, you become a go-to partner. Highlight devices from manufacturers that meet at least FADGI 3-star or 4-star requirements, and package them with workflow automation tools that align with NARA’s record-keeping guidelines.

2. Educate Your Prospects

Most decision makers in government offices aren’t experts in digital compliance. Offer educational content—webinars, whitepapers, and case studies, explaining how FADGI and NARA impact them and why they need to upgrade their equipment now rather than later.

3. Target Government RFPs and Purchasing Contracts

Governments use GSA Schedules, state purchasing contracts, and cooperative agreements to buy equipment. If you’re not already registered as a vendor, now’s the time to do it. Partnering with a prime contractor already serving government clients can also open doors to FADGI and NARA related sales.

Finding and Developing FADGI- and NARA-Related Leads

Selling FADGI- and NARA-compliant solutions isn’t just about pitching,  it’s about strategic prospecting. Here’s how your sales team can build a pipeline:

1. Mine Government Databases

Use resources like SAM.gov, state procurement sites, and GovWin to track upcoming bids that mention FADGI, NARA, or digital preservation. Government agencies often publish pre-solicitations that indicate future opportunities.

2. Leverage LinkedIn and Industry Events

Government procurement officers and IT decision makers attend conferences like AIIM, ARMA, and NAGARA (National Association of Government Archives and Records Administrators). Engaging in LinkedIn discussions about digital preservation and compliance can position your team as industry experts.

3. Build Relationships with Records Managers and IT Directors

Government agencies rely on records managers to guide compliance decisions. NARA officials play a key role in shaping policies, making them valuable contacts for networking and discussions. Reach out to these professionals with a consultative approach, offering free assessments or FADGI readiness evaluations.

My Two Cents

Office equipment dealers who understand and promote FADGI and NARA compliance will have a competitive edge in government sales. The opportunity is massive agencies at all levels are transitioning to FADGI compliant digitization, and NARA’s enforcement of these standards ensures continued demand. If you position your dealership as the expert in FADGI- and NARA-ready solutions, you’ll not only secure contracts but also future-proof your business in the growing digital preservation market.

Now’s the time to train your team, identify the right solutions, and start targeting the right agencies. FADGI and NARA aren’t just regulations, they’re sales opportunities waiting to be seized.

-=Good Selling=-

FADGI & NARA: A New Revenue Stream for Office Equipment Dealers in the Digital Age

For years, office equipment dealers have thrived on selling and servicing MFPs, printers, and document management solutions. But as print volumes decline and digital transformation accelerates, dealers need to explore new revenue streams to stay competitive. One emerging opportunity? FADGI (Federal Agencies Digital Guidelines Initiative) and NARA (National Archives and Records Administration) compliance.

Government agencies and enterprises are rapidly moving toward high-quality digital preservation standards, and FADGI/NARA compliance is at the center of this shift. This presents a significant opportunity for office equipment dealers to expand their expertise, provide value-added services, and drive new revenue. Here’s why this matters and how dealers can capitalize on it.

Why Office Equipment Dealers Should Pay Attention to FADGI & NARA

• FADGI & NARA Compliance is the Future – Government agencies, libraries, museums, and businesses handling historical records or sensitive documents must meet these stringent digitization standards. Dealers that understand and provide solutions aligned with these requirements position themselves as industry leaders.

• A Growing Opportunity for Technology Reps – FADGI and NARA compliance isn’t just a government mandate; private sector industries like legal, healthcare, and finance are also recognizing the need for high-quality document preservation. Dealers who integrate compliance-focused scanning solutions can tap into these new markets.

• The Right Hardware & Software is Key – Standard office scanners won’t cut it for FADGI compliance. Dealers need to partner with manufacturers offering high-end, FADGI-rated scanners and intelligent document processing (IDP) software. Selling, leasing, and servicing this technology opens a new revenue stream while differentiating from traditional MFP competitors.

• Government & Enterprise Demand is Rising – As agencies race to digitize archives and transition to paperless workflows, vendors that provide compliant solutions will have a competitive edge. Many contracts now specify FADGI/NARA standards, making it critical for dealers to understand and offer the right products.

• Future-Proofing with AI & Automation – AI-driven OCR (Optical Character Recognition), automated metadata tagging, and advanced image enhancement tools are becoming essential for compliance. Dealers that integrate these technologies into their solutions can provide higher-value services beyond just selling hardware.

• Shifting from Copiers to Document Processing Services – As print continues to decline, office equipment dealers must evolve. FADGI and NARA compliance services allow dealers to reposition themselves as digital transformation consultants, offering scanning as a service (SaaS), workflow automation, and long-term document preservation solutions.

The Federal Government’s Push for Automation & Efficiency

As part of its long-term strategy, the U.S. federal government is actively working to reduce its workforce by implementing new technology. Agencies are looking for ways to automate administrative tasks, streamline document management, and enhance compliance with digitization standards like FADGI and NARA. This shift creates a substantial opportunity for office equipment dealers to provide advanced scanning solutions, intelligent document processing, and cloud-based workflows that align with government mandates. Dealers who position themselves as experts in automation and compliance can secure long-term contracts and become trusted technology partners for federal and state agencies.

How TWAIN Direct API Can Help

One of the biggest challenges in document scanning for compliance is ensuring seamless integration between scanning hardware and digital workflows. TWAIN Direct API simplifies this process by enabling direct communication between scanners and cloud-based applications without the need for driver installation. This makes it easier for office equipment dealers to deploy FADGI-compliant scanning solutions quickly and efficiently. By leveraging TWAIN Direct API, dealers can enhance their scanning service offerings, improve interoperability, and provide clients with a streamlined, scalable solution for digital preservation and compliance.

How Dealers Can Profit from FADGI & NARA Compliance

1. Partner with FADGI-Compliant Scanner Manufacturers – Brands like Canon, Kodak Alaris, PFU and Zeutschel offer solutions that meet federal requirements. Selling and servicing these devices adds a lucrative revenue stream.

2. Offer Professional Scanning Services – Not every business wants to invest in high-end scanning equipment. Dealers can set up scanning service bureaus, offering document conversion as a service to law firms, municipalities, and historical archives.

3. Bundle Compliance Consulting & Training – Many organizations don’t understand FADGI or NARA compliance. By providing consulting services, training, and workflow design, dealers can generate ongoing revenue beyond hardware sales.

4. Integrate IDP Software & AI Solutions – Intelligent Document Processing (IDP) software enhances scanned documents for better indexing and searchability. Reselling and supporting these solutions creates monthly recurring revenue (MRR) opportunities.

5. Leverage Government Contracting & Grants – Government agencies often have funding set aside for digital preservation initiatives. Dealers who navigate procurement processes and position themselves as compliance experts can win major contracts.

My Two Cents

The office equipment industry is changing, but that doesn’t mean dealers have to be left behind. By embracing FADGI and NARA compliance, forward thinking dealers can transform their business models, increase revenue, and stay ahead of the competition. Whether through selling compliant hardware, offering scanning services, or providing digital transformation consulting, the opportunities are clear: those who adapt will thrive.

Want to explore how FADGI/NARA compliance can fit into your dealership’s offerings? Let’s start the conversation!