How do you get your product or service selected v others?
You have to change the buying process from a "commodity" and a procurement cost driven bid proces to what goes into getting, using the product, usability, performance specs, specific characteristics of the supplier, on time delivery, keeping guaranteed stock, usability requirements, installation process, all the reasons behind having to buy then use and and how often.
You easily do that and can find out, and get included in the bid request all of those critical edge specifics by talking with the actual dept head who uses the product. So... find out who that is and talk directly with them.
Make it a sincere fact finding call and even say that as a supplier, you really want to understand the whys and hows of the product and how its used, when replaced, critical performance, installation issues etc. Your new contact will love the fact that you did this because they are now seen as the "expert" in the product and you have respected them as such.
Learn from them what might make it easier and faster to uses, get into stock, when most needed with less agita re the type of product used. Ask what's really critical in the product for them and why.
Ask them for preferred like(s) and why.
Now, knowing everything about how the product is actually used and what's involved, its critical nature characteristics, you and that person can discuss how you best meet those issues for them, get agreement and jointly write a very specific bid spec ( recipie, not brand) that only you can meet.
Add "no substitutes, must meet entire spec", and other things that undoes competition and their ability to put a bid/quote in.
Now you can control you getting the bid v a price only competition because you have developed a very specific bid/quote specification for the product that includes only things you and your company can do and that are specified as MUST be met in order to be considered for purchase.
Try this as explained above