FSSI JanSan & MRO Acquisition Strategies

1. FSSI JanSan & MRO Acquisition Strategies JanSan & MRO Pre-Solicitation Meeting May 15, 2013

2. Agenda • Welcoming Remarks • JanSan and MRO BPA Buying Channels • Categories and Set-Asides • Market Basket Overview • Key Terms & Conditions • Technical Evaluation • Q & A • Closing Remarks

3. JanSan and MRO FSSI RFQs will be for BPAs covering three government channels, starting with Purchasing 1 2 3 Purchasing Channel Requisition Channel Fourth Party Logistics (4PL) via GSA Global Supply Channel (MRO Only) Past FSSI solutions only addressed the Purchasing Channel, where the next generation solutions aim to bring government spend under management across all three channels

4. Purchasing channel is largest of three channels, and allows customers to purchase directly from vendors • Government customers purchase directly from vendors • Covers traditional purchase methods such as purchase orders and purchase card buys within the continental U.S. • Many orders are placed through eCommerce platforms such as GSA Advantage! And DoD Emall • Largest of the three channels at 70% to 80% of total addressable spend • Presents opportunity for increasing small business spend • This channel was the exclusive focus of OS2

5. GSAs requisition model entails a specific set of unique requirements for vendors to successfully participate • The requisition channel covers mainly DoD orders that are fulfilled through GSA Global Supply • Requisition order fulfillment requires advanced e-commerce capabilities and seamless integration with GSA IT systems • E-commerce systems must fully align and link to GSA’s • Extensive testing is required to ensure that all orders are transmitted and received, and that no data elements are dropped • Use of National Stock Numbers (NSNs) is critical to ensure zero manual touch points for order processing • Other custom requirements exist, including unique marking, packing, labeling requirements, and many more

6. The “4PL” channel addresses the needs of customers who require a full on-site store Overview of “4PL” Considerations for FSSI • 4PL solution addresses requirements of GSA customers who operate on-site store (mostly on military installations) • Applicable to MRO only • Customer agencies provide space (or virtual equivalent.), GSA sets up a contract arrangement, and the vendor operates a mini-store • Vendor owns and manages the on-site inventory and ensures delivery • Cost savings accrue to vendors from GSA working with them to standardize inventory on site • Cost savings accrue to GSA because GSA does not take title to the merchandise • To date, this work has been performed by large businesses, given the scale requirements The remainder of the presentation will focus on the purchasing channel

7. For JanSan, a total of 5 Categories are proposed JanSan Categories Cleaning Compounds & Related Dispensers Non-Motorized Cleaning Equipment & Waste Collection Supplies Paper Products & Related Dispensers Motorized Floor Cleaning Equipment Motorized Laundry Cleaning Equipment Each Category will include set-asides for small businesses

8. For JanSan, a total of 15 BPAs are proposed, with 8 socio-economic set-asides JanSan • Small business set-asides represent almost half of all proposed JanSan BPAs • The goal is to increase small business participation within JanSan compared to status quo

9. For MRO, a total of 5 Categories are also proposed MRO Categories Hardware Tools &Tool Cabinets Paints & Finishes Portable Heating & Cooling Electrical & Power Each Category will include set-asides for small businesses

10. For MRO, a total of 15 BPAs are proposed, with 9 socio-economic set-asides MRO • Small business set-asides represent over half of all proposed MRO BPAs • The goal is to increase small business participation within MRO compared to status quo

11. BPAs rely on market basket approach for vendor evaluation and category representation 2 1 3 Market Basket Created Vendors Submit Quotes on Categories Path to BPA Establishment • Designed to represent Federal market purchases in the category • Top high-spend products • Additional representative items • Market Basket items are categorized into Categories for vendors to submit quotes • Quote sheets are created for the Market Basket items within each Category • Several Technical Go/No Go Factors must be satisfactorily addressed by the vendor • Vendor prices are collected on quote sheets for each Category they choose • Qualifying vendors are then asked to apply the market basket average discount to all other non-market basket items within each Category • Pricing to be uploaded into GSA Advantage! and DOD EMALL

12. Vendor quotes on Market Basket items (provided on the quote sheet) are the basis for vendor evaluation Example: Vendor XYZ, Inc. sells tools and would like to quote on the MRO Tools and Tool Cabinets Category FOR ILLUSTRATIVE PURPOSES ONLY XYZ, Inc. quotes discounts off of their Schedule pricing for every core item XYZ, Inc. is evaluated based on the prices quoted • In this example, XYZ, Inc. offered an average discount of about 9% off of their GSA MAS net prices, calculated based on their quotes for all products within the Category • If XYZ, Inc. is selected, the average discount will be applied to the entirety of their non-market basket items that are in scope with the given solution

13. Proposed JanSan/MRO aggregate volume thresholds Aggregate Volume Discounts: Vendors will be asked to provide additional discounts that go into effect upon reaching a cumulative level of spend JanSan Proposed Aggregate Tiers MRO Proposed Aggregate Tiers

14. Key terms and conditions Period of Performance • 1 base year with4 one-year options • 3-4 business days • $100 • FOB Destination Delivery Days Minimum Order Size Delivery Terms

15. Key Requirements Part Number Standardization • Manufacturer's or standard wholesaler’s part number • Universal Product Code (UPC-A) • Level III data • Point of Sale • Program-level monthly reporting Reporting Requirement

16. Technical evaluation factors • Must be AbilityOne reseller • Demonstrate ability to meet all environmentally preferable requirements • Demonstrate ability to provide 100% core Market Basket vs non Market Basket items in Category with supply manufacturer’s or standard wholesaler’s part number and UPC-A (if available) • Demonstrate ability to provide order status to GSA Advantage! • Provide plan of accomplishment addressing point of sale discounts for all BPA orders • Provide agency defined reports at no additional costs • Ensure standard delivery anywhere CONUS within 3 – 4 business days

17. Technical evaluation factors • Provide OCONUS delivery • Demonstrate Level III transactional data at line-item level • Demonstrate ability to offer Fill or Kill status • Provide Berry Amendment Compliance (MRO only) • Provide representation regarding unpaid delinquent Federal tax liability or felony conviction • Comply with Trade Agreement Act (TAA) • GSA will be evaluating past performance • Fulfill subcontracting plan requirement (large business only)

18. Large business sub-contracting goals • Required to provide new subcontracting plans • Goals must be greater than those under existing GSA MAS contract • Must submit copy of current, approved subcontracting plan

19. On and off Ramping • On Ramping: • Additional BPAs for similar requirements may be awarded if needed • Off Ramping: • Government reserves the right to cancel BPA • Government reserves the right not to exercise option periods

20. Questions ?

21. Helpful Sites • https://interact.gsa.gov/ • fssi.mro@gsa.gov • fssi.jansan@gsa.gov