u.s. communities. national collaborative purchasing program –operates on the same principles as...

U.S. Communities

U.S. Communities

National Collaborative Purchasing Program

– Operates on the same principles as local and regional coops

– National structure for public agencies to aggregate collective purchasing power

– Improve the overall effectiveness of their purchasing

processes

– Non-Profit Organization

Public Agency Value

• Competitively solicited contract by a lead public agency

• No cost to agencies to participate

• Best government pricing

• Optional and non-exclusive contracts; no minimum spending requirements

Founding Co-Sponsors

• Presence & Credibility

– Association of School Business Officials International (ASBO)

– National Association of Counties (NACo)

– National Institute of Governmental Purchasing (NIGP)

– National League of Cities (NLC)

– United States Conference of Mayors (USCM)

The Advisory Board

• Allegheny County, PA• Charlotte-Mecklenburg, NC• Cobb County, GA• Dallas County, TX• Davis JUSD, CA• Denver, CO• Detroit Public Schools, MI• Fairfax County PS, VA• Fairfax County, VA• Harford Co. Schools, MD• Hennepin County, MN

• Hillsborough Schools, FL• Houston, TX• Los Angeles County, CA• Maricopa County, AZ• Miami-Dade County, FL• San Antonio, TX• San Diego County, CA• San Diego City Schools, CA• Seattle, WA• Wichita Public Schools, KS

Public Procurement Professionals

Advisory Board Program Purchases Over $120 Million in 2006

Products Available

• Office & School Supplies • Office Furniture • School Furniture • Office Machines • P.E. Supplies • Janitorial Supplies• Carpet & Flooring • Roofing Supplies & Services

• Auto Parts & Accessories Technology Products & Solutions

• Telecommunications Supplies • Maintenance & Hardware Supplies • Homeland Security & Public Safety • Electrical Products  Park & Playground

Eligible Agencies

• Cities• Counties• K12• Special Districts• Universities/Colleges• Non Profits• State Agencies

Nationwide Agency Participation

Over 27,000 Participating Agencies

Supplier Advantage

• One contract for all public agencies

• Capture new revenue through selling while your competitors wait to bid

• Extend existing relationships without exposure to a public solicitation

• Increase revenue at twice the rate of traditional sales methods

• Improved profitability

Leverage Our Expertise

• National Sponsors

• Advisory Board of Public Procurement Professionals

• Regional Program Managers

• Legal and Administrative Resources

• Other Using Public Agencies

• Lead Public Agency (Fairfax County)

What US Communities RM’s Can Do For You

• Supplier Training

• Supplier Resource

• Largest Agencies in Largest Metro Areas

• Public Agency Group Presentations

• Public Purchasing Official Meetings

• Annual Conferences– NIGP, ASBO, NACo, NAEP

Regional Contacts

Corey Imhoff   US: (AK, AZ, CA, HI, ID, NV, OR, WA)

  CA: (BC, YU)

  Chris Mellis   US: (DE, FL, GA, PA, NJ)   CA: (NB, NL, NS, PE)

Program Manager4034 S. Huachuca WayChandler, AZ 85249cimhoff@uscommunities.orgMobile: (925) 708-5340Fax: (480) 802-0785  

Program Manager 830 Harper Ave. Drexel Hill, PA 19026cmellis@uscommunities.org

Mobile: (610) 368-9766 Fax: (925) 933-8457 

  Scott Wilson   US: (MN, MT, ND, NM, OK, SD, TX, UT, WY)   CA: (AB, MB, NT, NU, SK)

  Chris Robb   US: ( AL, AR, DC, IL, LA, MD, MS, VA)  CA: (ON)

Program Manager2772 Barnhill LaneFrisco, TX 75034swilson@uscommunities.orgMobile: (856) 816-5838 Fax: (972) 370-2544 

Program Manager3 Pondsedge CourtStafford, VA 22554 crobb@uscommunities.orgMobile: (571) 243-1651Fax: (540) 659-5007

Mary Pelfrey   US: (CT, KY, MA, ME, NC, NH, RI, SC, TN, VT)  CA: (QC)

Program Manager 9124 Drayton Lane Fort Mill, SC 29715mpelfrey@uscommunities.orgMobile: (704) 564-0320 Fax: (803) 547-5361

Doug Looney   US: (CO, IA, KS, MO, NE, WI)

  Alexis Turner   US: (MI, NY, IN, OH, WV)

Program Manager10379 Tuxford Dr.St. Louis, MO 63146 dlooney@uscommunities.orgMobile: (773) 892-2204Fax: (925) 933-8457 

Program Manager 166 Elizabeth St. New York, NY 10012aturner@uscommunities.orgMobile: (214) 629-2056 Fax: (212) 343-1032

• Improved Purchasing Process

• Reduced Administrative Costs

• Competitively Solicited Contract

• No Cost to Participate

• No Obligation to Purchase

The Edge

Haworth/Lacasse Contract

• Discounts are product only• Contracts includes separate pricing for all

services• Includes all product lines• Dealer bills end user at US Comm discounts

depending on tier• Enter Order for program products through

OFUSA and fax the Order Validation Form to Lacasse

• Dealer discounts are the standard OFUSA discounts for program products

US Communities Contract Pricing and OFUSA Dealer Margins

Product Group Shipping Zone Dealer Discount

(GP%)

List Value Customer Discount

Nvision All Zones 50/20/20 (36%)50/20/20 (18.9)

50/20/20

0-$50,000$50,001-$200,000Above $200,001

50%55%Neg. (contact OFUSA

bid dept)

United Chair All Zones 50/20/8 (26.4%)50/20/8 (18.2%)

50/20/8

0-$50,000$50,001-$200,000Above $200,001

50%55%Neg.(contact OFUSA

bid dept)

Education and Avenue (not available through OFUSA; send orders direct to Groupe Lacasse)

All Zones 50/20/9 (27.2%)50/20/9 (19.11)

50/20/10

0-$50,000$50,001-$200,000Above $200,001

50%55%Neg.

All Lacasse Laminate, Steel and Quorum

All Zone 50/20/8 (26.4%)50/20/8 (18.2%)

50/20/8

0-$50,000$50,001 - $200,000Above $200,001

50%55%Neg. (contact

OFUSA bid dept)

Groupe Lacasse Service Matrix

Groupe Lacasse Installation** Project Mgt Design Reconfiguration**

Asset Management Refurbishing

Project Storage

Available Yes Yes Yes Yes Yes Yes Yes

Pricing*

Not to exceed 7% of Total Product List

Price

Not to exceed 7% of Total Product List

Price

Not to exceed 7% of Total Product List

Price

Not to Exceed $55.00/hour non-union $110/hour union labor

Available thru Group Lacasse Dealer & quoted

by project

Not to Exceed $55.00/hour non-union $110/hour union labor

Available thru Group Lacasse

Dealer & quoted by

project

*For office furniture products only. Services provided for Architectural Interior products (Floors and Walls) are quoted by project

Installation Services Include: 1. Inside Delivery 2. Uncrating of all products 3. Assembly of products 4. Installation if required 5. Removal of debris 6. Wipe down of Surfaces 7. Complete Punch List 8. Dedicated Project Coordinator 9. Product Orientation and Training for new users

Installation pricing based on the following: 1. Performed during normal business hours 7:00 am to 5:00 pm Monday through Friday – no holidays 2. Non-union labor 3. Free and clear access to loading docks and elevators 4. Job site to be free and clear of other trades 5. Reasonable access to Space

Reconfiguration pricing based on the following: 1. Performed during normal business hours 7:00 am to 5:00 pm Monday through Friday – no holidays 2. Free and clear access to loading docks and elevators 3. Job site to be free and clear of other trades 4. Installation will be performed by Group Lacasse certified installer 5. Additional costs incurred for unusual working situation will be charged to buyer at cost

Selling Approach

• To lessen risk, public agencies will look to others to try something for the first time

• Local governments often have a herd mentality: if one agency takes a risk, others will quickly follow

• Larger public agencies often pave the way for smaller ones. This magnet effect is evident in the U.S. Communities contracts

Selling Approach

1. Focus on selling, not bidding2. Sell at the Director of Procurement level or above3. Sell yourself and your company first (closing question)4. Establish the competitive solicitation and award by a

public agency • Provide the RFP, Master Agreement, MICPA and

Statute.5. Utilize U.S. Communities as a vehicle to avoid the

solicitation process6. Start the process 6 – 12 months prior to the end of their

current contract7. Reference Advisory Board members and others in the

region utilizing your USC contract

Special Districts

• Identify type of Special District– Independent or Dependent

• Reference other Special Districts utilizing program

• Show value of your product immediately- Analysis/TCO

• Use U.S. Communities protocol to help access Special District Market

University/Colleges

• Tend to have de-centralized purchasing– Purchasing looking to pull this in to their department

• Reference other Universities/Colleges utilizing program

• Show value of your product immediately- Analysis/TCO

• Use U.S. Communities protocol to help access University/College Market

Nonprofits

• Little or no knowledge of U.S. Communities– Need to explain program – why non profits qualify

• Need to understand how they buy– Who, what, where and when– Usually don’t have purchasing department– Small ones used to paying retail– Product mix is ideal for these organizations

• Can have immediate impact for suppliers– No government bureaucracy– By extending immediate savings, supplier will develop

long term relationship

Public Hospitals

• Public Hospitals historically are not familiar with U.S. Communities

• Target Central Purchasing or Materials Management

• Are they active in any GPO’s?– If so offer to show a price comparison for savings

• Do they follow specific Public Agency procurement codes (City, County)?

• Reference large users in area

• Reference U.S. Communities Public Hospital advisory board member Ted Lucas

State/Local Gov’t Agencies, School Districts

• Target Procurement

• Review any immediate barriers– Legal, Competition, Strategic sourcing

• Reference other States/Municipalities utilizing program

• Offer price comparison– Need to show immediate impact

• Use U.S. Communities protocol to help access State Market

Launch Your Market!

Steps

1. Advisory Board member(s)

2. Agencies that have registered online– Supplier login search feature

3. Agencies by budget size – List available from U.S. Communities– Align targets with U.S. Communities Target Agencies

4. Leverage the network of U.S. Communities Supplier Sales People

• How to log on

• How to search for users

• How to find contract information

• How to find State Statute, MICPA, RFP and master agreement information

• How to register yourself and end users

• Locating agencies by budget size

• Using US Communities protocol

US Communities Website Navigation

Questions and Suggestions