Ki ism january 27 2005
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GSA. State. Fed. KI ISM January 27, 2005. The Government as a Customer. MGM. MGS. KI Rep. Introduction. John J. FitzPatrick – MGM ( The New Guy) Randy Hoople – MGS Debbie & Norb Brice – KI Reps KI GA. Timing is everything! 60 Mins Every 5. B. B. B.

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KI ISM January 27, 2005

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GSA

State

Fed

KI ISM January 27, 2005

The Government

as a Customer


MGM

MGS

KI Rep

Introduction

  • John J. FitzPatrick – MGM

    ( The New Guy)

  • Randy Hoople – MGS

  • Debbie & Norb Brice – KI Reps

    KI GA


Timing is everything! 60 Mins Every 5


B

B

B

The Three B’s

  • Be brief

  • Be brilliant

  • Be gone!


GSA

State

Fed

Agenda

  • Who is the government customer

  • Who’s the GSA

  • Who and What is State Government

  • Where are they

  • What do they Want

    Product/Service

  • What’s the protocol

  • How do we find them-how do we get to them!


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/LEEDS

  • Life-cycle costing / cost of ownership


Speed

Progress

Recess

Congress controls the $s

  • 2 speeds-Stop and Reverse

  • Recess- nothing succeeds like…..

  • Pro/Con-opposite

  • Show Business


Real

Peculiar

Misleading

The 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, vast, etc.

1 Fed workers for every 70 citizens

A mini DC in every State


Government Agencies- who are they!


Gatekeeper

Landlord

Fed Property Mgt

Schedules

Property Mgmt

Licensor

Fed Hunting Lic

Certifier of Product & Pricing

Pricing

MFC

Contracts

Public Bldgs

Services

Who’s the GSA


GSA Service Motto:WAS

Can we be of any further

RESISTANCE?

But now as a “non-funded” Federal Agency…..

Bottom Line


$$$

$$$

$$$

Federal purchasing

  • Federal NFC market size = $1.6B

  • 2003 office furniture purchases = $850M +

  • GSA – owns 7800 buildings and 300M square feet

  • Fed – owns 500,000 buildings


$$$

$$$

$$$

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.


$$$

$$$

$$$

Where do we fit in?

  • #1 Herman Miller- $130M

  • #2 Knoll- $116M

  • #3 Haworth- $88M

  • #29 KI- $16M


The Government Customers Disappointments

Lack of tech info/ qualified technicians

Lack of product information

Over budget

Poor quality/ construction

Lack of follow-up

Off schedule & Off Schedule

General lack of SERVICE

Premature replacement

Multiple vendors/ orders


LEED assistance

What do they want!

Products-just like the private sector

  • Fashion

  • Design

  • Color

  • Quality

  • Textures

  • Solutions

  • IT Solutions

  • Selection

  • Performance

Design innovation

Trained professionals


LEED assistance

What do they want!

Installation-just like the private sector

  • Minimal Disruption

  • Reconfiguration

  • Responsiveness

  • Problem Solving

  • Trained professionals

Design innovation

Trained professionals


LEED assistance

What do they want!

Service-just like the private sector

  • Information

  • Follow up/Follow through

  • Improved Life Cycle

  • Warranties

  • Trained Professionals

Design innovation

Trained professionals


LEED assistance

What do they want!

Sustainability-just like the private sector

Solutions to Sustainability

LEEDs Information and Assistance

EPA Compliance

Executive Order #13101

Design innovation

Trained professionals


PBS

Where’s the GSA?

The GSA is national in 11 Regions with the NFC in DC:

Boston, NYC, Philadelphia, DC, Atlanta,

Kansas City, KS, Ft. Worth, Chicago, Denver,Seattle, San Francisco….

  • The Feds are the GSA Customer

  • The GSA will assist in finding Regional Feds

  • Because this helps increase the GSA’s IFF

11 Regions

NFC


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


PBS

Mini-DC

  • Mini-DC in every state

  • US Senators & Congressmen return $s to their States

  • Fed footprint is quite large in every State..check out the Fed & State listings Blue Pages

  • For example: USDA, USDHS, The Federal Reserve, and the Fed Courts

  • Trickle Down Fed funds to State: e.g. DHS, State National Guard, State/Local Law Enforcement Agencies + State Budgets

11 Regions

NFC


Who is KI?


GSA “Schedule”with Randy

Special Use: Classroom / Training

Household & Quarters

Office Furniture

Packaged Rooms: KI Alignments

New – Balance Overheads

New – True Desking

New – Rapture and Dance Chairs

New - Impulse Task Seating

New - Xclaim Task Seating


What?

How?

Where?

What’s New-What’s Changed

Randy

  • Products

  • Package Rooms

    Debbie & Norb

  • Case Study: Fort Stewart

    Fitz

  • Mandatory Use-FPI


Now on GSA Contract

Xclaim Task Chair

  • Above average comfort

    • Passive ergonomics

    • Synchronized seat/ back movement

  • Above average design

    • Simplified user control

    • Clean subtly curved appearance

  • Below average price


Now on GSA Contract

Impulse Task Seating

  • Superior comfort

    • Back flexibility (two parts)

    • Multiple adjustments

  • Visually stunning design

    • Elegantly curved supports

    • State of the art appearance


Now on GSA Contract

Dance Chair

  • Great comfort

    • Articulating back

  • Mobility

    • Lightweight aluminum frame

    • Casters or glides

  • Flexibility

    • Nests or stacks

    • Small footprint


Now on GSA Contract

Rapture Chair

  • Great comfort

    • Sculpted back

  • Versatility

    • Integral handle

    • Stackable

  • Styling

    • Graceful, modern design

    • Extravagantly curved


Now on GSA Contract

True Desking

  • True flexibility

    • Modular design

    • Reconfigurable

  • True power

    • Integrated rigid wireway

    • Desk-height access

    • Hidden cords/ wires

  • True style

    • Customizable color palette

    • Multitude of options (shapes, screens, colors, laminates and edges)


Now on GSA Contract

Balance Overhead Storage

  • Accessible

    • ADA compliant

    • Easy to open – even when seated

    • Spring-assisted mechanism – silent & smooth

  • Accommodating

    • Compatible with all KI product lines

    • Fits both A4 and foolscap binders

  • Attractive

    • Variety of color combinations (powdercoats, laminates, fabrics, translucent)

    • Easy on the eyes


Partners

PO’s

Responsibilities

Package Room Contract-#GS-28F-0033P

  • Orders – KI GS-28F-8022H

    AIS GS-29F-0006K

    Inwood GS-28F-0026K

  • PO’s – worksurface, chair or file

  • PO’s – GSA contract numbers

  • Forwarded to partners

  • Ship independently

  • Responsibilities


KI can accept orders for both KI, AIS, Inwood on a single purchase order.

POs must include a worksurface or chair or file.

POs must show manufacturer’s GSA contract numbers.

Upon receipt, KI will forward the to Partners.

AIS and KI will ship independently unless otherwise specified.

Each company is responsible for their own warranty work, punch lists, etc.

KI Package Room Contract benefits


Federal Marketing Partners


AIS Matrix


M-Wall

AO2

AIS Workstation Furniture


Inwood Progeny/Monticello


RoomScape Furniture

Flexibility

Tool-less assembly

Reconfigurable

Versatile

Bunk Beds

Lofted Beds

Single Beds

Hang-on storage and worksurface components

Dorm & Quarters Furniture


Access

Protocol

Acronyms

Debbie & Norb

Case Study

Fort

Stewart

Education Center

Pluses & Pitfalls


Specifications

Competition

“Key” Players

Fort Stewart Army Education Center Project Or “Welcome To The Real World”

  • Specifications

    • Senior Specifier/Rookie Specifier

  • Timing

    • Patience After First Appointment

    • Quick Reactions To All The “Players”

  • Funding Sources

  • Who Were The “Key” Players?


FortStewart Army Education Center Project (Con’t)

  • The Competition

  • KI Channel Conflict

    • It’s Real

  • Overcoming Competition/Channel Conflict

  • Roadblocks

    • Going Through Them

      • Using Specials

      • Attitude


FortStewart Army Education Center Project (Con’t)

  • Lift And Shift

    • Commitment To Your Partnership

    • React Quickly To Changes

    • Become A Invaluable Source


GSA

State

Fed

KI Literature

  • www.ki.com/literature

  • No charge

  • More than literature/ price lists

    • Videos

    • CD’s

    • Corner block samples

    • Finish samples


Federal Govt Literature

  • Federal Government Solutions

  • Federal Government Contract Overview

  • Product Sell Sheets


GSA

State

Fed

Fed Govt. Market Website

  • http://www.ki.com/gov

    • GSA contracts

    • FAQ’s

    • Planning

    • Brochures

    • Events


FPI

UNICOR

Mandatory Use

Back to Fitz

  • FPI Mandatory Use has been relaxed

  • UNICOR is just another “bidder”

  • The playing field is now level

  • Fed Customers have only to review comparable offerings.

  • If comparable to UNICOR- then FAR requires you purchase UNICOR

  • If not comparable, especially based upon availability, then the PO is free to seek competitive proposals, esp. GSA

  • Purchasing control is back in the hands of the procurement officer


More

More

More

What’s in it for You!

  • More ...

    • commissions

    • sales

    • volume

    • revenue

  • Service Opportunities

  • New customer

  • Profits

  • Growth

  • Increased Share Holder Equity


GSA Contracts

Office Furniture Corporate Express (AGI) GS-28F-2089D

Office Furniture GS-28F-8022H

Special Use Furniture GS-28F-2002D

Package Room GS-28F-8022H

Dormitory & Quarters GS-27F-0513H


Single-source provider

Commitment to the customer

Project dedication

Complete support

Service excellence

Market of One

Custom Capabilities

Why?

Why?

Why?

Why KI?


Quality – Assurance & Control

Design – Craftsmanship & Sustainability

Long-term project integrity - Life-cycle cost savings - Cradle-to-cradle attention

Single source - Market of One channel – Accountability - “Off balance sheet” costs

Partners - Problem solving/ solution driven

Partners

Single source

Integrity

Gov Customer Benefits


Targets

Government A&D’s

GSA/NFC + GSA Reg Offices

Federal & State contracting officers

Procurement specialists

Purchasing officials

Federal & State end-use customers

Strategy

Target

Assault

The Approach


GSA contract

KI Federal Government website

KI’s prominent position in the Education and Healthcare markets

Market of One

Customization

Innovation and Technology

Contract

Reputation

Expertise

The Assets


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


Why go after this 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


Ready

Set

Go

Hey MGM, Where do I Start?

  • GSA Regional Business Center

  • GSA Regional Design Library

  • State website / State contract

  • Govt Specific A&Ds

  • Blue pages

  • Referrals


Ready

Set

Go

More Starting Places

  • Leads from government central

  • MGMs 24 hr hot–line

  • FedBizOps- notifications


Ready

Set

Go

Review

  • Government Handbook, “Government Selling Made Easy”

  • Government contracts

  • AIS, AGI,

  • GSA/SIN’s

  • Government speak-acronyms


Ready

Set

Go

Marketing Tools

  • GSA contract

  • The 30 Sec Elevator government pitch

  • “Government Selling Made Easy”

  • KI corporate brochure with government insert


Government Market of One

Together delivering consistent world-class furniture products and services across the entire government system the way the Govies want.


Unseen

Untold

Unsold!

The 3 Uns

The 3 Uns

The 3 Uns


Products

Contracts

Package Rooms

What’s going to change!

  • More Products on Schedule; fixed seating, anything new…automatically

  • Further relaxation of FPI Mandatory Use

  • More Package Rooms:

    Package Offices

    Package Healthcare

    Package Buildings

  • State contracts

  • Increased exposure via end user & Gov specific A&Ds


Hmmm

You drive on a parkway and you park in a driveway.

Your nose runs but your feet smell.


Contract

Sustainability

FPI

Hmmm

  • The US Treasury has pretty good credit

  • $850M+ annually

  • The contract gets you in the door

  • Sustainability / Reconfiguration-Genius Wall

  • FPI Mandatory Use – lifted-the momentum is in our favor


Bureaucracy

Market of One

Contracts

Hmmm

  • Bureaucrats-take the admin and they’ll love you forever

  • Market of One- their way

  • GSA contract – all 50 states

  • State contracts – 50 x $$$$

  • Govies want what the private sector has!


July

August

September

When- NOW -----Government Fiscal Year

  • FY year ends September 30th

  • FY 2005 began October 1st, 2004

  • Money months – July, Aug, Sept

  • 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……..!


You

You

You

It’s all about YOU!- I am the SCM2U!

  • You are my customer

  • Training, blitzes, presentations, and product exhibitions, A&D and Fed intros

  • Your RVPs will have my Travel Schedule

  • Major exhibitions

  • 24/7 Government “Hotline” – 703-850-8539


10, 9, 8,

7, 6, 5,

4, 3, 2

SS&M – Gov 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!


1

1

1

SS&M – Gov Top Ten

And the #1 reason to SS&M the Feds

It’s our money!


This is a test

This is a test

This is a test

Final Exam

  • Who is MGM, MGS, The Brices?

  • What are the 3 UN’s

  • What is SCM2U?


GSA

State

Fed

Thank You-----------Q&As

WORKING FOR YOU


Although history has long forgotten us, KI is generally credited with the Sistine Chapel Genius Wall**specified by Michelangelo Buonarroti AIA


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