「台灣中小企業如何直接或間接開拓 美國政府採購巿場專題研討會」 Robert Lee 李席舟 4/10/2012

1. 「台灣中小企業如何直接或間接開拓 美國政府採購巿場專題研討會」Robert Lee 李席舟 4/10/2012

2. Learn the wisdom from the ant

4. The Agreement of Government Procurement • July 15, 2009 • Taiwan(Separate Customs Territory of Taiwan, Penghu, Kinmen and Matsu) • 41th Country of GPA • Transparency, Open, Non-discremination

5. The General Services Administration (GSA) is an independent agency of the United States government, established in 1949 to help manage and support the basic functioning of federal agencies. The GSA supplies products and communications for U.S. government offices, provides transportation and office space to federal employees, and develops government-wide cost-minimizing policies, and other management tasks.[2]

6. www.gsaelibrary.gsa.gov • GSA eLibrary • www.fbo.gov • Federal BusinessOpportunity • DEMO 1

7. GSA Schedules are fast, easy, and effective contracting vehicles for both customers and vendors. For GSA Schedules, GSA establishes long-term governmentwide contracts with commercial companies to provide access to millions of commercial products and services at volume discount pricing.  • www.gsaadvantage.gov • DEMO 2

8. Direct: Apply GSA Schedule • Sell by Bid and by GSA Advantage • Indirect: Cooperate with the vendor of GSA • NSN number (National Stock Number) & Commercial Item • Example 5120-00-265-7462 • IPD: Item Purchase Description

9. NSN number (National Stock Number) Example 5120-00-265-7462 • The thirteen-digit stock number, It consists of the four-digit Federal Supply Classification code and the nine-digit National Item Identification Number. The National Item Identification Number consists of a two-digit National Codification Bureau number designating the central cataloging office of the NATO or other friendly country which assigned the number and a seven-digit (xxxxxxx) nonsignificant number • 5120 (FSC) 00-265-7462 (NIIN)

10. How do you know if your items are with NSN number? • Type: Key Word of your products and GSA Global • What is GSA DEPOT • How to find out the specification of the NSN • Please modify your products to meet the NSN IPD • What is IPD (Item Purchase Description), CID (Commercial Item Description) • What is the price you should bid? • Who is your competitor?

11. WHERE YOU CAN FIND THE BID (RFQ)? GSA e-buy www.gsaadvantage.gov Demo

12. BPA(Blank Purchase Agreement) MAS Blanket Purchase Agreements (BPAs) - In order to support agencies with their strategic sourcing requirements, GSA is developing a number of MAS Blanket Purchase Agreements for selected commodities and services. These BPAs can be used by all agencies to fulfill requirements. MAS BPAs leverage the government's buying power and achieve significant cost savings through the aggregating of federal demand.

13. Good Presentation to Your Gov. Buyer • Good JPG Photo • Clear Description, including right key word. • Attractive Company Web site • Show your good Quality Control • Packing and Marking meet GSA need 123H • Box certificate

14. FOIA:FREEDOM OF INFORMATION ACT • www.leegsaapproval.com

15. Who need to use this system? • Who get the GSA Schedule • Who Applying the GSA Schedule • Who want to sell indirectly to U.S. Government including Federal and States government. • Welcome to be the member • DEMO 3

16. GSA EXPO 2012 May 15-17 • San Antonio, Texas • www.expo.gsa.gov/index.

18. Products • May have associated services • Professional services • May have associated products • IT (Schedule 70) proposals • Medical schedule proposals

19. I. Get Dun & Bradstreet No. • https://eupdate.dnb.com/requestoptions.asp • II Get CCR Number • The Central Contractor Registration (CCR) system • Accessible to all Federal agencies • Annual renewal is required to remain active • All federal agencies use CCR registration data for payment and contract formation purposes • www.ccr.gov

20. III. Get NAICS number • The North American Industry Classification System • Is the standard used by Federal statistical agencies • NAICS number can be changed after CCR registration is complete • www.naics.com • IV. Register at ORCA • Online Representations and Certifications Application • Describes your company and its goods and services • Web address: orca.bpn.gov

21. Customer satisfaction survey • Costs $185US • Select at least 10 references • You may use more than one person from the same company • Draws some information from CCR and other sources • The confirmation email, sent by the Open Ratings system when you first apply, must be submitted with your proposal

22. Vendor Response document • Not submitted but required for information needed for your proposal • Summary of Offer • Collects information needed for your proposal • Includes • Delivery time • Trade Agreements Act monitoring • AbilityOne monitoring • Submitted with your proposal

23. Income statements (P&Ls) and Balance sheets from the past two years (audited if possible) • Must be positive • Low/manageable debt level • Must show that you can pay your bills while you perform a government contract

24. Small app that allows you into eOffer system • eOffer is a Web-based, secure system for uploading a proposal to GSA • Costs $119US • Application forms must be notarized • Apply at http://aces.orc.com/

25. Web-based training • Required of all offerors • There is a quiz at the end of the training • PDF certificate issued – included with the proposal documents • Visit https://gsafas.secure.force.com/MASTrainingHome • Select the box on the left (New User Registration). In the drop-down box, select "Prospective Vendors" and click the "Go" button.

26. A small business subcontracting • plan is required if in CCR and ORCA the NAICS code showed “No” at the “Small Business” section of each and the offeror has an office in the US • No plan is required “For contracts or contract modifications that will be performed entirely outside of the United States and its outlying areas;” • The format for the plan is included in the GSA solicitation documents

27. Some SINs within many GSA solicitations require UPC codes • Visit https://vsc.gsa.gov/lookup/sin_mol.cfm for list of solicitations and SINs that require UPC codes • UPC codes normally come from http://www.gs1us.org/, but this is an expensive option. • Try http://ezupc.com/ as a less expensive alternative

28. NSN Bar Code • National Stock Number Bar Code • Many Bar Code Software can make this “3 of 9” • Bar code • For Example: Label Martrix program

29. If the offeror is not the manufacturer of the products being offered, the offeror must obtain letters of supply and associated paperwork from “TAA” compliant sources or have a system to prove compliance. • It is assumed that the companies obtaining GSA contracts through TAITRA and Robert Lee are manufacturers, making their items in Taiwan, and will not have to perform this step.

30. GSA sees three kinds of prices • Retail/undiscounted MSRP (Manufacturer Suggested Retail Price) • Any discount price given to a “favored” customer • The price proposed to GSA • Must be the lowest price to any customer (GSA becomes the “most” favored customer • Discounts to GSA may be based on prices to direct customers, not prices to dealers and value-added resellers (some GSA contracting officers debate this)

31. Commercial Price List • The list of your products/services and the undiscounted prices you charge to commercial customers • Commercial Sales Practices document • Shows your discounting practices to different kinds of customers (GSAProposal completes this and sends it to offeror for review) • Pricing spreadsheet (Excel) • Shows products, MSRP, Most Favored Customer and GSA pricing as well as country of origin (Taiwan) and warranty period of the item • GSA has a suggested format • Invoices samples: Verify previous sales and pricing • Notations are permitted (and encouraged) on the invoices to explain any differences in pricing to your MFC such as quantity discounts, old pricing etc.

32. For Schedule 51 V and a few others • The presence of a Point of Sale software system, where required • For Schedule 78 • Excluded Parties List System (https://www.epls.gov/) • Shows contractors that have had problems with delivery to federal agencies

33. Not normally proposed by overseas product manufacturers

34. Includes • Hardware • New • Leased • Rented • Refurbished • Software • Professional services (not normally proposed by non-US companies)

35. Administrative • Technical • Pricing

36. CCR: Previously described • ORCA: Previously described • Vendor Response Document: Previously described • Client data sheet: Shows management team, products and more • Organization chart: Shows management chain • Subcontracting Plan: Previously described • Financial Statements: Previously described • Pathway to Success: Previously described • Digital Certificate: Previously described

37. Open Ratings report: Previously described • Open Ratings response email: Previously described

38. Commercial Pricelist: Previously described • FAS(Federal Acquisition System) Price List: GSAProposal creates this; offeror reviews and revises it – it lists your products, company info and terms and conditions • Commercial Sales Practices Format (CSP-1) and CSP table: Previously described • Pricing Support: Invoice samples (must match what is in the pricing spreadsheet) • Proposed Economic Price Adjustment (EPA) Mechanism and supporting documentation: GSAProposal creates this – it is the basis of future price increases • UPC code: Previously described • Pricing spreadsheet: Previously described

39. Proposals reviewed by and contracts managed by the US Veteran Administration (Chicago, IL) • Different format than the rest of the GSA proposal system • Fewer files • No eOffer – proposals are submitted via paper • No Open Ratings review

40. CCR: Previously described • ORCA: Previously described • Income statement from previous 12 month period • Commercial Price List: Previously described • Invoice samples: Previously described • Warranty and return policy

41. Vendor Response Document: Expanded format and is submitted • Commercial Sales Practices format: Expanded format • Pricing spreadsheet • Past Performance Evaluation: Created instead of doing Open Ratings process • Small Business Plan