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Doing Business With the Military

Doing Business With the Military. Main Organizations Food Systems Key Players Strategies James Fagan, Executive Director Research and Development Associates 64 th Annual Meeting. Main Military Organizations. The Military Services: Army, Marines, Navy, Air Force

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Doing Business With the Military

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  1. Doing Business With the Military • Main Organizations • Food Systems • Key Players • Strategies James Fagan, Executive Director Research and Development Associates 64th Annual Meeting

  2. Main Military Organizations • The Military Services: Army, Marines, Navy, Air Force • Natick • Defense Supply Center Philadelphia (DSCP) • VETCOM • USDA

  3. Purpose of Session To provide you with an understanding of how the government does business in food, packaging, and related areas

  4. Approve all food & services Verify quality Visit users to assess Usually first place to start Provide funding NO ACTION IF THEY DISAPPROVE Military Services

  5. Military Services • Army: • Joint Culinary Center of Excellence • Fort Lee , VA • USMC • HQ USMC • Navy Annex • Washington, DC

  6. Military Services • US Air Force • US Air Force Services Agency • San Antonio, TX • US Navy • NAVSUP • Mechanicsburg, VA

  7. 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

  8. NATICK • Natick Research and Development Center • Natick, MA

  9. DSCP • Buying agents for DoD (all services) • Rations • Prime Vendor • Direct Buys (reducing) • Almost all contracting goes through DSCP. • Executive Agent for Food

  10. Defense Supply Center Philadelphia • DSCP • Philadelphia, PA

  11. 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

  12. VETCOM • HQs VETCOM • Fort Sam Houston • San Antonio, TX

  13. 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

  14. USDA • Defense Contract Inspection Service • Washington, DC

  15. FOOD SYSTEMS • RATIONS • PRIME VENDOR • COMMISSARY • EXCHANGE • DIRECT CONTRACTS

  16. 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.

  17. 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

  18. 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

  19. EXCHANGE SERVICES • Military “Wal-mart-type” operations • Three Exchange services: AAFES/ Navy/ Marines • Over $17 billion in sales • Bureaucratic procedures and extremely competitive

  20. Direct Government Contracts • USDA • Installations • Any government agency • Must get on bid list and comply with qualifications • Every agency has ability to buy direct.

  21. SYSTEM EXAMPLES • MRE (meal, ready to eat) • UGR (unitized group ration) • PRIME VENDOR CONTRACTS • COMMISSARIES & EXCHANGES

  22. 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.

  23. 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.

  24. 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

  25. 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

  26. 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

  27. 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!!!!

  28. Commissaries & Exchanges • Types of items • Organizational Structure: • Headquarters • Regions • Individual stores • Usual manufacturer requirements • Deliver daily • Stock shelves daily • Handle discrepancies

  29. 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

  30. KEY PLAYERS • GOVERNMENT • INDUSTRY • ASSOCIATIONS

  31. Key Government Players • Military Services • Navy: CDR Dailey 717-605-7243 • USMC: LTC Sanabria 703-695-7396 • Army: LTC Barnes 804-734-3007 • CW4 Georgene Davis 804-734-3072 • Dave Sherriff 804-734-4862 • Rick Bryd 804-734-3005 • Air Force: George Miller 210-652-2619

  32. Key Players: VETCOM • There will be a regional veterinary command in your area • CW 5 William Warren 210-221-6510

  33. Key Players: DSCP • HQ:CAPT. Rackauskas 215-737-2900 • HQ: Ray Miller 215-737-2952 & Rich Faso 215-737-2901 • Rations: • Harry Streibich 215-737-3820 • Jim Lecollier 215-737-3625

  34. Prime Vendor • Prime Vendor: • John Steenberge 215-737-7445 • Joe Hauser 215-737-2951

  35. Key Players: Natick • HQ: Gerry Darsch 508-233-4402 • Rations Program • Jeannette Kennedy 508-233-4909 • Judy Aylward 508-233-4448 • Sue Harrington 508-233-4502 • Poly Tray: Bob Trottier 508-233-5053 • Packaging: Peter Sherman 508-233-4062 • Science: Dr. Pat Dunne 508-233-5514 • Specifications: Mary Caniff 508-233-4259

  36. Natick Continued • Others: • Betty Davis 508-233-4509

  37. INDUSTRY KEY PLAYERS • MRE ASSEMBLERS: • AMERIQUAL 812-421-4876 • SOPAKCO 843-464-7851 • WORNICK 513-552-7400 • UNITIZED GROUP RATIONS • LABATT FOOD SERVICE 210-661-4216 • AMERIQUAL / WORNICK

  38. INDUSTRY CONTINUED • PRIME VENDORS • LABATT FOOD SERVICE • US FOOD SERVICE • LANKFORD SYSCO • SYSCO • PYA MONARCH • ** SEE DSCP WEBSITE(WWW.DSCP.DLA.MIL)

  39. ASSOCIATIONS • R&DA 210-493-8024

  40. QUESTIONS ?????? • THIS IS • A GOOD TIME TO ASK • QUESTIONS!!!

  41. QUESTIONS THIS IS THE BEST TIME TO ASK A QUESTION!!!

  42. 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

  43. Email Addresses • judith.marie.aylward@us.army.mil • robert-barnes16@us.army.mil • tracey.l.brown@dla.mil • alphonzo.bryd@us.army.mil • mary.canniff@us.army.mil • thomas.daley@dla.mil • gerald.darsch@us.army.mil • betty.davis@us.army.mil

  44. Emails 2 • ddubose@sopakco.com • c.patrick.dunne@us.army.mil • jon.geislet@wornick.com • susan.harrington@us.army.mil • joseph.hauser@dla.mil • michael.hyche@wornick.com • jeannette.kennedy@us.army.mil • jknapp@ameriqual.com

  45. Emails 3 • james.lecollier@dla.mil • john.mcnulty@us.army.mil • tmacdonald@labattfood.com • richard.faso@dla.mil • michelle.j.richardson@us.army.mil • carlos.sanabria@usmc.mil • peter.sherman@us.army.mil • robert.trottier@us.army.mil

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