Transcript Purpose of Session

Doing Business With the Military
Main Organizations
Food Systems
Key Players
Strategies
James Fagan, Executive Director
Research and Development Associates
64th Annual Meeting
Main Military Organizations
The Military Services: Army, Marines, Navy,
Air Force
Natick
Defense Supply Center Philadelphia (DSCP)
VETCOM
USDA
Purpose of Session
To provide you with an
understanding of how the
government does business in
food, packaging, and
related areas
Military Services
Approve all food &
services
Verify quality
Visit users to assess
Usually first place to
start
Provide funding
NO ACTION IF THEY
DISAPPROVE
Military Services
Army:
USMC
Joint Culinary Center
of Excellence
Fort Lee , VA
HQ USMC
Navy Annex
Washington, DC
Military Services
US Air Force
US Navy
US Air Force Services
Agency
NAVSUP
Mechanicsburg, VA
San Antonio, TX
Natick: Soldier Systems Center
Conduct scientific studies
Verify contents of food
Establish many specifications
Technical experts for services
Program managers
THEIR CONCURRENCE IS ESSENTIAL
ON MOST ITEMS
NATICK
Natick Research and Development Center
Natick, MA
DSCP
Buying agents for DoD (all services)
– Rations
– Prime Vendor
– Direct Buys (reducing)
– Almost all contracting goes through DSCP.
Executive Agent for Food
Defense Supply Center
Philadelphia
DSCP
Philadelphia, PA
VETCOM
Quality is their main purpose in food
– Inspect on site
– Operate evaluation laboratories
– Check items against specifications
– On site at ration producers
Keep detailed records of all key food items
Inspect establishments to supply DoD
RECOMMEND ONLY
VETCOM
HQs VETCOM
Fort Sam Houston
San Antonio, TX
USDA
Key player in rations
– Affects specifications
– Required on site at some locations
– Accept or reject items offered to government in
some situations
– Keep historical data
– Can shut down manufacturers
Ensures compliance with legal requirements
USDA
Defense Contract Inspection Service
Washington, DC
FOOD SYSTEMS
RATIONS
PRIME VENDOR
COMMISSARY
EXCHANGE
DIRECT CONTRACTS
RATIONS
MREs, UGRs, HDR, etc.
Services indicate component items.
Natick ensures items are compliant.
Specifications are developed.
Items are tested in lab and with military.
DSCP contracts assembly.
Company delivers as DSCP instructs.
PRIME VENDOR
Background
Dining Halls get almost every item from
company who wins an exclusive
geographical contract with option years.
Stocked items of the contract winner is
basis of support.
Contractor evaluated annually by DSCP
About $3-5 Billion annually
COMMISSARIES
Military retail food stores
$8 billion in sales
Brand name items and bulk items
HQ in Ft Lee, VA (DECA)
Very specific in procedures
Too expensive without broker
EXCHANGE SERVICES
Military “Wal-mart-type” operations
Three Exchange services: AAFES/ Navy/
Marines
Over $17 billion in sales
Bureaucratic procedures and extremely
competitive
Direct Government Contracts
USDA
Installations
Any government agency
Must get on bid list and comply with
qualifications
Every agency has ability to buy direct.
SYSTEM EXAMPLES
MRE (meal, ready to eat)
UGR (unitized group ration)
PRIME VENDOR CONTRACTS
COMMISSARIES & EXCHANGES
Meal, Ready to Eat(MRE) Items
Start with services and Natick (program
manager)
Understand shelf life, nutrition, and
packaging requirements
Submit for consideration: Give reasons in
writing and do so repeatedly
Submit exactly what you are to provide for
evaluation.
MRE: Continued
Items will be field tested and evaluated.
Thre -year shelf life @ 80 F
If high enough scores (hedonic scale),
tested by Natick in field
Time from beginning to end is 18 months.
THERE IS NO GUARANTY THAT YOUR
ITEM WILL BE PRODUCED BY YOU.
Unitized Group Ration (UGR):
Complete meal for 50!
Army (ACES) & Natick are first steps.
New menu/new item/alternate supplier
Calories/protein/cost/weight & cube
Shelf life
Samples essential for evaluation
Should partner with an assembler
UGR: Continued
Evaluations by Natick required
May need new national stock number
– Can use an existing generic description
(DSCP)
Must negotiate with assemblers
– Price competition
– Delivery on time
– Large quantities in short time frame
Prime Vendor Operations
Annual contract with up to five one-year
options
Successful bidder gets exclusive contract
for a geographical region
PV must discuss support with customers
Prime Vendor (Continued)
PV determines most items supplied but
must meet needs of customers
Cost plus contract
Some set aside contracts
MASTER PRICE AGREEMENTS:
OCONUS CONTRACTS!!!!
Commissaries & Exchanges
Types of items
Organizational Structure:
– Headquarters
– Regions
– Individual stores
Usual manufacturer requirements
– Deliver daily
– Stock shelves daily
– Handle discrepancies
Commissary/Exchanges
Continued
Brokers are best method
– Already know structure and all key folks
– Have ability to:
handle orders
stock shelves
process payment to DFAS
do it all
KEY PLAYERS
GOVERNMENT
INDUSTRY
ASSOCIATIONS
Key Government Players
Military Services
– Navy: CDR Dailey
– USMC: LTC Sanabria
– Army: LTC Barnes
CW4 Georgene Davis
Dave Sherriff
Rick Bryd
– Air Force: George Miller
717-605-7243
703-695-7396
804-734-3007
804-734-3072
804-734-4862
804-734-3005
210-652-2619
Key Players: VETCOM
There will be a regional veterinary
command in your area
CW 5 William Warren
210-221-6510
Key Players: DSCP
HQ:CAPT. Rackauskas
215-737-2900
HQ:
215-737-2952
215-737-2901
Ray Miller
& Rich Faso
Rations:
– Harry Streibich
– Jim Lecollier
215-737-3820
215-737-3625
Prime Vendor
Prime Vendor:
– John Steenberge
– Joe Hauser
215-737-7445
215-737-2951
Key Players: Natick
HQ: Gerry Darsch
Rations Program
– Jeannette Kennedy
– Judy Aylward
– Sue Harrington
Poly Tray: Bob Trottier
Packaging: Peter Sherman
Science: Dr. Pat Dunne
Specifications: Mary Caniff
508-233-4402
508-233-4909
508-233-4448
508-233-4502
508-233-5053
508-233-4062
508-233-5514
508-233-4259
Natick Continued
Others:
– Betty Davis
508-233-4509
INDUSTRY KEY PLAYERS
MRE ASSEMBLERS:
– AMERIQUAL
– SOPAKCO
– WORNICK
812-421-4876
843-464-7851
513-552-7400
UNITIZED GROUP RATIONS
– LABATT FOOD SERVICE
– AMERIQUAL / WORNICK
210-661-4216
INDUSTRY CONTINUED
PRIME VENDORS
– LABATT FOOD SERVICE
– US FOOD SERVICE
– LANKFORD SYSCO
– SYSCO
– PYA MONARCH
– ** SEE DSCP
WEBSITE(WWW.DSCP.DLA.MIL)
ASSOCIATIONS
R&DA
210-493-8024
QUESTIONS ??????
THIS IS
A GOOD TIME TO ASK
QUESTIONS!!!
QUESTIONS
THIS IS THE BEST TIME TO
ASK A QUESTION!!!
CONCLUSIONS
The government marketplace is different
but understandable.
Get to know where your products fit.
Get to the right people.
Ask questions.
Network.
When in doubt: Ask
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