u.s. communities. national collaborative purchasing program –operates on the same principles as...
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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 [email protected]: (925) 708-5340Fax: (480) 802-0785
Program Manager 830 Harper Ave. Drexel Hill, PA [email protected]
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 [email protected]: (856) 816-5838 Fax: (972) 370-2544
Program Manager3 Pondsedge CourtStafford, VA 22554 [email protected]: (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 [email protected]: (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 [email protected]: (773) 892-2204Fax: (925) 933-8457
Program Manager 166 Elizabeth St. New York, NY [email protected]: (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