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GSA

GSA. Fed. Local. State. Fed. February 8, 2007. Government 2.0 MOVING FORWARD!. The Government. Introductions. Government Marketing__________: Randy Hoople John FitzPatrick. Fed. Local. State. Government Marketing. What exactly does this mean?

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GSA

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  1. GSA Fed

  2. Local State Fed February 8, 2007 Government 2.0 MOVING FORWARD!

  3. The Government Introductions • Government Marketing__________: • Randy Hoople • John FitzPatrick

  4. Fed Local State Government Marketing What exactly does this mean? • From a marketing and sales standpoint, we introduce, position, re-introduce and re-position the KI Brand to the Federal, State, Municipal, and local Government End-use Customer while training, leading, organizing, directing, assisting, educating and guiding the KI Sales Team in the norms, folkways and mores of Gov’t Selling. • All Feds, GSA 11 Regions, 50 States, and numerous local governments. • Take you someplace new in the Govie world • Re-invigorate or “jumpstart” an existing or lagging program

  5. Thank You Thanks Merci Thank You for Registering for our Government Market Session: We appreciate this opportunity to meet you,assist you in your Government Sales efforts and guide you through the Fed and State Government sales process! Our 2007 ISM Theme is: Moving Forward!

  6. This is an open forum- questions at any time!

  7. B B B The Three B’s • Be brief • Be brilliant • Be gone!

  8. GSA State Fed Agenda-a quick review! • Government Market Review • What’s new in the State • What’s pending-US Communities • Federal Government Marketing Trends • AIS Overview • Fed Govt New Product & Process • Fed Govt New Literature

  9. Want Understand Know The World of the Govies • Different but: • Profitable • Approachable • They Want Quality: • Products • Services • Installations • Innovation and technology • Fashion, design, color and quality • Sustainability-Greenness/LEED • Life-cycle costing / cost of ownership

  10. Speed Progress Recess Congress controls the Fed $s! • 2 speeds-Stop and Reverse • Recess- nothing succeeds like….. • Pro/Con-opposite • Show Business

  11. Real Peculiar Misleading The Fed Government Customer ... Most are real. Some look peculiar and are actual agencies. Some look real and are not! Government is: Immense, huge, Jagundo, vast, mammoth, etc. 1 Fed employee for every 70 citizens A mini DC in every State Most States mirror the Feds in organization

  12. Government Agencies- who are they!

  13. $$$ $$$ $$$ Federal purchasing • Federal NFC market size = $1.6B • 2005 office furniture purchases = $850M + • The Feds purchase $2M+ a day • States collectively purchase $2.5M a day • GSA – owns 7800 buildings and 300M square feet • Fed – owns 500,000 buildings

  14. $$$ $$$ $$$ State purchasing • State/local market size = $1B The GSA is one contract for 50 states… Therefore, on the State side, there are 50 individual State contracts.

  15. $$$ $$$ $$$ State Contracts are: • under utilized, • under exploited and • under nourished. We will : • re-introduce • re-position • Re-rejuvenate the existing KI products i.e. Archive

  16. $$$ $$$ $$$ State Contracts KI has: • 26 State • 8 County • 5 City • The complete list of KI State, County and Public Agency contracts is listed in Appendix N. 2006 revenue- $40.4M

  17. $$$ $$$ $$$ State Contracts Targets for 2007 16 Target States to establish, “jump start” and/or enhance State contracts for 2007. The target States are as follows: Georgia New Jersey Florida Massachusetts North Carolina Indiana Arizona Illinois California Missouri Oregon Texas Washington Louisiana New York Mississippi

  18. US Communities • At press time, our solicitation to US Communities remains pending. The US Communities DRAFT overview contains definitions, explanations, information, procedures, identifications, benefits, advantages, product offering, and duration of this contract if we are a successful awardee. • The KI’s US Communities Systems Furniture solicitation is unique in the fact that Spacesaver, as a division of KI, is part of this KI/US Communities submission. If awarded, this contract is an all encompassing KI and Spacesaver product offering.

  19. US Communities • US Communities (USCom) is more accurately , US Communities Purchasing & Finance Agency. • By definition, USCom is a non-profit instrumentality of government established to assist public agencies reduce the cost of purchased goods and improve the administrative effectiveness of the purchasing process for Suppliers and public agencies alike. US Communities is jointly sponsored by the National Institute of Government Purchasing (NIGP), the National Association of Counties (NaCO), the National League of Cities (NLC), the Association of School Business Officials International (ASBO) and the United State Conference of Mayors (USCM). The USCom presently has 12, 500 members with a potential 85,000 public agencies available across our nation.

  20. US Communities • USCom is a Government Purchasing Alliance (GPA): • Pools the purchasing power of public agencies nationwide • Achieves bulk volume discounts on behalf of public agencies nationwide • Provides a national purchasing forum for public agencies nationwide

  21. US Communities Benefits to KI/Spacesaver: • A single competitively solicited contract offering a broad range of products and services to multiple public agencies • A reduction in the administrative, legal, and sales overhead associated with responding to multiple solicitations from public agencies. • Ease of access to public agencies nationwide thru promotional efforts of the NIGP, NLC, ASBO, USCM and the USCom Advisory Panel

  22. US Communities The US Communities Contract definition of Product and Services for this solicitation were: Systems Furniture: systems furniture+ accessories Freestanding Furniture: Casegoods, furniture + Accessories Seating: Filing Systems & Equipment Related Product & Support Services: office interior Products, design, installation, modular furniture Reconfiguration, etc.

  23. $$$ $$$ $$$ Where do we fit in (Fed Market) ? • #1 Herman Miller- $134M • #2 Knoll- $114M • #3 HON Group- $83M • #12 KI- $14M

  24. $$$ $$$ $$$ Where does the Gov Mkt fit in KI? Government Federal & State touches each of the other Vertical Markets: • C/U- Military Academies, Training Commands, Fed Training Facilties i.e. CIA, FBI, USDA, Dept of State • K-12- military dependent educational facilties, and childcare • Healthcare- Military Hospitals,NIH, CDC, • Science & Tech-Command Hdqts, Agency CACs, Agency Hdqts

  25. LEED assistance What’s Unique about the Govies! • They buy on contract or “on schedule”or GPAs • All prices are pre-negotiated • The Feds must be the MFC (the Most favored customer) • We give back .75% to the GSA in the form of an IFF (an Industrial Funding Fee) • US and State Treasuries have pretty good credit • They want the same product and service as the “private sector”. • They are extremely loyal and low maintenance Design innovation Trained professionals

  26. Region 10 +Alaska Region 1 Region 8 Region 5 Region 2 +PR & Virgin Is Reg 9-SF +Hawaii Region 6 Reg 3 Region 7 Region 4 Reg 9 LA NCR-DC 7th & D STs SW Region 11 GSA Regions & AORs

  27. What? How? Where? To Randy: Federal Market Trends • Where’s the money! • Electronic Buying Tools • ISS • Case Studies, Palease! • Package AIS • New Products & Process • Updated Product Literature • Encompass w/GSA pricing

  28. Government A&D’s-i.e. Gensler USACE-Corp of Engineers DoD Training Centers VA Hospitals DHS- Homeland Security + the Rest! GSA Regional Offices Federal & State contracting officers Procurement specialists Purchasing officials Federal & State end-use customers Strategy Target Assault Who/Where’s the Money?

  29. FedBizOps eBuy GSA Advantage GovWorks.gov DoDeMall Strategy Target Assault Electronic Buying Tools:

  30. Partners PO’s Responsibilities Package Office Contract-#GS-28F-0033PPackage Office definition: Two or more GSA contract holders combine products on one purchase order. Purchase order must contain 2 of 3 elements. A Chair, File, Worksurface.

  31. Win Win with KI and AIS Process Review Marketing Packet KI AIS Partners Package Office/ AIS Partner:

  32. Process Review for KI/AIS Package Office : How do we quote AIS Projects: • Qualify Project. (competitor) • Checklist for AIS • Register Project on AIS website • Register Project in OQ • KI does drawings • AIS design checker

  33. AIS/Genius wall / Why?? GSA requirements: • Must have systems products on contract to have demountable wall • Small business exception

  34. GSA vs. Open Market Always use KI Wall Group. Determine Open Market GSA Schedule

  35. New Product Additions to GSA Schedule • Objectives • The Process • Task Force • The Products

  36. Objective of the GSA Product Addition Task Force To continuously identify and place new and existing products on to the KI GSA Schedule. Process: • Marketing identifies the products • Engineering provides product testing • Compliance groups analyses commercial discount practices • Marketing/Compliance determines GSA discounts

  37. GSA Product Addition Task Force • Rod Ganiard • Dan Schiltz • Brian Krenke • Mike Tennity • Nick Guerrieri • Joe Burkard • Randy Hoople • John FitzPatrick • Nathan Jeske • Rose Dyer • Tom Diedrich • Jeff Ross

  38. 2007 New GSA Schedule Products Group 1 • MI6 • Impress/Impress Ultra • Maestro • GateOne • Jessa • Tea Cup • Heroic

  39. 2007 New GSA Schedule Products Group 2 • In-Tandem • Dorsal 1090 • 700 Series Files

  40. 2007 New GSA Schedule Products Group 3 • Synthesis Table • Genesis Desking • Trek • KI Casegoods • Soltice • Neena

  41. Federal Govt Literature • Federal Government Contract Overview • Product Sell Sheets

  42. Targets Government A&D’s-i.e. Gensler GSA/NFC + GSA Reg Offices Federal & State contracting officers Procurement specialists Purchasing officials Federal & State end-use customers Strategy Target Assault The Approach

  43. GSA and State contracts KI Federal Government website KI’s prominent position in the C/U (#1) and Healthcare markets Quality Market of One Customization Innovation and Technology Pre-negotiated Pricing Contract Reputation Expertise The Assets

  44. One source –Kick @$$ program that alleviates chaos Fascinate the customer with our KI product/ service offering Market of One Adapt to the customers changing needs Products Services Peace of Mind The Result

  45. Why go after Gov business: Because it’s our money! Federal taxes State and Local taxes….get it back in the form of: Commissions Revenue Margin Profit $$$ $$$ $$$ The Reason

  46. Unseen Untold Unsold! The 3 Uns The 3 Uns The 3 Uns

  47. July August September When- NOW -----Government Fiscal Year • We are in the 2nd Qt of the Feds FY (the Budget assimilation period) • FY year 2007 will end September 30th • FY 2008 will began October 1st, 2007 • Money months – July, Aug, Sept • Budgeting Months-Oct, Nov, Dec-no $$ • Find them now for the Money Months, because if they don’t know you, there will be no time intros… • Someone’s selling the Govies, why not us……..!

  48. You You You It’s all about YOU! • You are our customer • Training, blitzes, presentations, and product exhibitions, A&D and Fed intros • Major exhibitions • 24/7 Government “Hotline” – 703-850-8539( Fitz)- 920-371-2062 (Randy)

  49. 10, 9, 8, 7, 6, 5, 4, 3, 2 Government Top Ten #10 US Dept of the Treasury - good credit #9 Want the same as private sector #8 Pricing is pre-negotiated-no hassle! #7 Low maintenance-local & loyal #6 Blue pages #5 Contracts – elite group/gets you in the door #4 Profitable #3 Bureaucrats-take the admin #2 We are Unknown – why not us And the #1 reason to sell to the Govies!

  50. 1 1 1 SS&M – Gov Top Ten And the #1 reason to SS&M the Feds It’s our money!

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