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Business Development Update Part II: Products Business Development Update & Business Development Townhall Exceeding Customer Expectations!!!


What’s New in Products Business Development Bill Allen, Director, Business Development Exceeding Customer Expectations!!!


Agenda 1. BD Update and Key Account Manager Pursuits – – –

Staff Core/Strategic Lines of Business Pipeline

2. 3 (Free) Widely utilized Web-Based Sources – – –

www.ccr.gov www.fbo.gov www.fedspending.org

3. New Strategic Summary 4. DLA Enterprise Supplier Conference and Exhibition 5. NPA Marketing Strategy Page 3


Products BD Team Strategies & Pursuits BD Team Member

Contracting Activity Being Pursued

Bill Allen, Director of Bus. Dev. Marilyn Furbush

DLA Troop Support (Strategic BD Relations) Business Development Support Technician

Joel Thomas, Senior Team Mgr.

DoD and DHS (Strategically)

Dave Brown, Senior BD Mgr.

USDA, DOC, DOE, USAF, GSA, DOL, DOT

Rajiv Lamichhane, Senior BD Mgr. DOI, DOJ, DHS, Military Exchange Stores, USPS, USMC, USN

Rose Tallant, Senior BD Mgr.

DLA Troop Support Directorate of Subsistence, Medical and Natick Food R&D

Jack Campbell, Senior BD Mgr.

DLA Troop Support, Aviation and Land & Maritime and TAACOM

Janet Zhang, Senior BD Mgr.

Targeting Existing Food Business and CRP Customer Service Relations

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Products Core & Strategic LOBs Core • • • • • • •

Apparel and Equipage Hardware and Equipment Food Processing and Packaging Medical Supplies and Equipment Office Supplies and Equipment Chemical Protective Suits Other General Supplies and Equipment

Strategic • • • • •

Non- DoD Uniform Programs Military Exchange Stores Non-DoD Food Programs Hardware and Equipment Product Processing and Packaging

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Pipeline Projects: FY11 • DOI- Multi-Agency Uniform Program – $51M/est. 90 DFTEs – Lost requirement due to internal pressures from the four agencies (see below) department heads …urged DOI procurement folks to post requirement as Full & Open • National Park Service ($7.3M or 51 Jobs) • The U.S. Fish and Wildlife Service ($3.8M or 27 Jobs) • The U.S. Army Corps of Engineers ($1M or 7 Jobs) and • U.S. Park Police and the Bureau of Land Management ($568K or 4 Jobs) – Pre-Solicitation was posted 16 March 2011 Page 6


Pipeline Projects (Cont.): FY11 • USDA- Instant Corn Soy Blend (ICSB) – $16M/est. 100 DFTES • DLA Troop Support- Oil Blends – $24M/est. 70 DFTES • GSA – Remanufactured Toners – $2.4M/est. 15 DFTES • Non AbilityOne - Grocery Store Chains – $556B Market/ ? DFTES Page 7


3 (Free) Widely utilized Web-Based Sources

• Web Tools – www.ccr.govfbo.gov – www.fbo.gov – www.fedspending.org

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What is CCR?

Central Contractor Registration

www.ccr.gov

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What is CCR ? • Registration is required prior to being awarded a contract • Registration collects general information about a company • Required to perform Electronic Funds Transfer (EFT) • Requirement covers all federal agencies. – References: FAR 4.1102:

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What is CCR? Defined cont’d • Online database of information – thousands of small businesses – serves as a search engine for contracting officers – marketing tool for small companies – "link" to procurement opportunities and other important information

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Brief Web Demo

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What is FedBizOps?

Federal Business Opportunities (FBO) www.fbo.gov

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What is FedBizOps? Defined • FedBizOpps.gov is the single government pointof-entry (GPE) • Simplified Acquisitions • Publication of business opportunities • Commercial vendors seeking Federal markets for their products and services • Can search, monitor and retrieve opportunities solicited by the entire Federal contracting community

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Federal Supply Groups • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

10 -- Weapons 11 -- Nuclear ordnance 12 -- Fire control equipment 13 -- Ammunition & explosives 14 -- Guided missiles 15 -- Aircraft & airframe structural components 16 -- Aircraft components & accessories 17 -- Aircraft launching, landing & ground handling equipment 18 -- Space vehicles 19 -- Ships, small craft, pontoons & floating docks 20 -- Ship and marine equipment 22 -- Railway equipment 23 -- Ground effects vehicles, motor vehicles, trailers & cycles 24 -- Tractors 25 -- Vehicular equipment components 26 -- Tires and tubes 28 -- Engines, turbines & components 29 -- Engine accessories 30 -- Mechanical power transmission equipment 31 -- Bearings 32 -- Woodworking machinery and equipment 34 -- Metalworking machinery 35 -- Service and trade equipment 36 -- Special industry machinery 37 -- Agricultural machinery & equipment 38 -- Construction, mining, excavating & highway maintenance equipment 39 -- Materials handling equipment 40 -- Rope, cable, chain & fittings 41 -- Refrigeration, air-conditioning & air circulating equipment 42 -- Fire fighting, rescue & safety equipment 43 -- Pumps & compressors 44 -- Furnace, steam plant & drying equipment; & nuclear reactors 45 -- Plumbing, heating, & sanitation equipment 46 -- Water purification & sewage treatment equipment 47 -- Pipe, tubing, hose & fittings

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

48 -- Valves 49 -- Maintenance & repair shop equipment 51 -- Hand tools 52 -- Measuring tools 53 -- Hardware & abrasives 54 -- Prefabricated structures and scaffolding 55 -- Lumber, millwork, plywood & veneer 56 -- Construction & building materials 58 -- Communication, detection, & coherent radiation equipment 59 -- Electrical and electronic equipment components 60 -- Fiber optics materials, components, assemblies & accessories 61 -- Electric wire & power & distribution equipment 62 -- Lighting fixtures & lamps 63 -- Alarm, signal & security detection equipment 65 -- Medical, dental & veterinary equipment & supplies 66 -- Instruments & laboratory equipment 67 -- Photographic equipment 68 -- Chemicals & chemical products 69 -- Training aids & devices 70 -- General purpose information technology equipment 71 -- Furniture 72 -- Household & commercial furnishings & appliances 73 -- Food preparation and serving equipment 74 -- Office machines, text processing systems & visible record equipment 75 -- Office supplies and devices 76 -- Books, maps & other publications 77 -- Musical instruments, phonographs & home-type radios 78 -- Recreational & athletic equipment 79 -- Cleaning equipment and supplies 80 -- Brushes, paints, sealers & adhesives 81 -- Containers, packaging, & packing supplies 83 -- Textiles, leather, furs, apparel & shoe findings, tents & flags 84 -- Clothing, individual equipment & insignia 85 -- Toiletries 87 -- Agricultural supplies 88 -- Live animals 89 -- Subsistence 91 -- Fuels, lubricants, oils & waxes 93 -- Nonmetallic fabricated materials 94 -- Nonmetallic crude materials 95 -- Metal bars, sheets & shapes 96 -- Ores, minerals & their primary products 99 -- Miscellaneous

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Way In Which Tool is Utilized • Solicitations • Awards • Sources Sought • Contracting Officers

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Brief Web Demo

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Search Agents

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What is Fedspending.org?

Fedspending.org www.fedspending.org

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What is FedSpending.org? • Tool for the public and journalists to find out about US government spending • The data is largely from two sources – The Federal Procurement Data System; which contains information about federal contracts – The Federal Assistance Award Data System, which contains information about federal financial assistance such as grants, loans, insurance, and direct subsidies like Social Security Page 20


Way In Which Tool is Utilized • • • • • • • •

Finding revenue streams Recovery Dollars Determining contractor federal status Preliminary impact analysis Top spending Place of performance Congressional Districts Who’s being awarded contracts and where

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Nationwide Spending FY2009

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State Example of Federal Spending

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New and Improved Strategic Summary • Strategic Summary Assistance History – In conjunction with Regional Project Managers – Diagnosis principles of operation • R:\Products\Bill Allen's BD Team\Strategic Summary Diagnosis

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DLA Enterprise Supplier Conference and Exhibition

1780: 2011 DLA Industry Conference & Exhibition Theme: “Sustaining Warfighter Support While Reducing Cost”

Event Number: 1780 Event Date: 6/27/2011 to 6/30/2011 Event Location: Greater Columbus Convention Center Event Contact: Ms. Taryn Crowder at tcrowder@ndia.org or 703-247-2566

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NPA Marketing Package • • • •

Job Aids AbilityOne Process Now on NISH Extranet NPA Marketing Package on NISH Extranet https://www.nish.org/NISH/Rooms/DisplayPages/La youtInitial?Container=com.webridge.entity.Entity%5 BOID%5B522B5E87740EA94984C8635FD3F068B A%5D%5D

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US Army | Program Executive Office (PEO) Soldier | Natick Chris Stearns, Senior Team Manager, DART


The Proposal In May 2010, NISH Products approached the PEO Soldier Clothing & Individual Equipment (SC&IE) Program Manager during the National Conference and proposed they place additional SC&IE items with AbilityOne if we formed a team to FOCUS on their projects:  A dedicated team-single POC  Become a solution provider  Address common barriers among ALL PARTIES and resolve them

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What is PEO Soldier? The Program Executive Office (PEO) SCIE located at Fort Belvoir VA, was created by the Army with one primary mission: Develop the best equipment and field it as quickly as possible, so our Soldiers remain second to none in missions that span the full spectrum of military operations.

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Natick Contracting Division • Contracting organization managing acquisition from research to production. Their mission includes: – services and supplies, – base operations, – spare parts and – item development. • Natick contracts for major soldier support systems ranging from body armor to air drop delivery with an annual contracting value in the billions. Page 30


What is M&D? • Manufacturing and Development Assistance agreement (M&D) (2001 PL add) – Provide the RDECOM Natick with research, development, prototyping assistance and initial fielding – During the M&D the item is not placed on the Procurement List (PL) – B1 Transparency Process is used to assign M&D projects and a second transparent project distribution process is used to assign producers in the event of addition to the PL

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Why PEO/Natick use AbilityOne • Ease of Contracting: – After items are added to Procurement List, Contracting Activity can award contract without competitive solicitation – Contract can be awarded immediately under M&D

• Experienced network of organizations that historically provide quality products and service on-time • Organizations are financially sound and Berry compliant Page 32


CURRENT M&D PRODUCERS

Peckham GWISF SEKRI STEPS ReadyOne Group Home TRC PARC Mt. Rogers HTC Seneca-Cayuga

Alphapointe BISM LC Industries San Antonio Seattle Lighthouse Winston-Salem Alabama Industries Greensboro Industries

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M&Ds IN 2010 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18.

OCP ACS Improved Combat Vehicle Crewman FR ACU ACU OCP Patrol Cap ACU Helmet Cover ACS Material / Fabric Changes Army Mountain Kit ACU Sun Hat NWU Pants NWU Blouse NWU Cover Army IFAK Camo Conversion IFAK contents kit Supply Chain Test ACU OCP Gen III Headwear System ECWCS Gen IV Baselayer ECH Reversible Helmet Cover PCU Level 3 Loft Sweater

SEKRI/Goodwill Group Home Foundation ROI/Goodwill SEKRI NIB/Lions Volunteer of TN NIB/ Winston Salem PARC SEKRI ROI NIB/Winston Salem SEKRI SEKRI SEKRI Multiple producers SEKRI/Dawn Enterprises/Peckham Peckham NIB/Lions Volunteer of TN ROI

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TOTAL M&Ds in FY2010

1. M&D 2010 • •

FTEs Sales

Total 291.9 Total $47.0 M

2. Line Extensions 2010 from M&D • •

FTEs Sales

Total 70.9 Total $14.6 M

3. Full Additions 2010 from M&D • •

FTEs Sales

Total 554.3 Total $87.3 M

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50,000 New Uniforms “Through the M&D process, our overall savings is the shortened timeframe to immediately equip our war fighters in time of need and deployment with quality goods and services through AbilityOne." - Dan Purcell (program acquisition specialist for the U.S. Army Research Development and Engineering Command (RDECOM).

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NPAs We Appreciate You!!

“There are people who thank us for what we do. I thank you for what you do. Your gear has never let us down. In the rain, the cold, the snow, your gear always worked. ” - SFC Chris Dempsey

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Q&A

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Business Development Update Part II

Thank you for your participation! Please join us for the “Meet the Business Development Team” Roundtable session at 4:45pm – 6:00pm

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Business Development Town Hall

Questions and Answer Session with NISH Business Development Staff

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Session Evaluation Information

SESSION TITLE: BD2 SESSION CODE: BD-T130

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Business Development Update-Part 2-Allen_Sterns-Presentation