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PRODUCTS and Textiles OVERVIEW

PRODUCTS and Textiles OVERVIEW. Marie-France Vareilles Vice President, Products Sally DiDonato Director, Textiles TAG July 2016. Overview . FY16 goals and objectives Business environment Current activities Department Overview Textiles. FY16 Goals/Objectives.

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PRODUCTS and Textiles OVERVIEW

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  1. PRODUCTS and Textiles OVERVIEW Marie-France Vareilles Vice President, Products Sally DiDonato Director, Textiles TAG July 2016

  2. Overview • FY16 goals and objectives • Business environment • Current activities • Department Overview • Textiles

  3. FY16 Goals/Objectives • Meet or exceed assigned new employment goals of 278 Blind Work Years (BWY) and project completion goals of 75 for all product categories • Status to Date:

  4. Product Group Objectives • Provide operational support to ensure maximum distribution of our products within our network of authorized wholesalers and distributors- implement distributor policy • Decrease the leakage of products by preventing the marketing/ sale of Essentially-the-Same (ETS) products among Multiple Award Schedule (MAS) holders and bids/ solicitations • Improve and sustain the MR program through effective product launch, increase program promotions to DeCA and improve product distribution • Decrease product development time to efficiently and effectively add new products to the procurement list

  5. Business Environment • DLA not issuing NSNs when there is no contract • Foreign Military sales • Tailored Logistics Service (TLS) contracts are a source of leakage for products • DOD proposal to cut commissary funding

  6. Business Environment • ETS compliance of GSA distributors • ETS policy published July 2015 • Distributor Policy published and effective July 2016 • Federal Strategic Sourcing Initiatives: GSA • JanSan/MRO requisition channel launching August 2016 • OS3 requisition channel launched November 2015 • Industry Day August 25-26, 2016 • FPI waivers

  7. Current Activities • Reviewing M&D agreement –SourceAmerica • Product transfer from VA National Acquisition Center to Strategic Acquisition Center • Discussions with DLA FedMall • Cooperative Agreement

  8. Products: Department Overview • Mission:Manage product assignments, product development, procurement list addition and ETS process while ensuring visibility of new products among the various sales channels PRODUCTSSUPPORT Textile Products - Product development - Engineering production support • Channel Operations • Commercial distribution support • Essentially the Same (ETS) • Product designation • Compliance monitoring • Niche Products & Commercial • Federal & Commercial product development • Engineering product support • Commodity Product Management • - Develop New Products • Refresh Existing Items • Product Development Support • Product Assignment • Product Reporting • Military Resale • Program management

  9. Product Management & Development Ryan Gold Niche Associate Product Manager • Develop opportunities to expand AbilityOne and commercial product manufacturing. • Coordinate all activities of NIB’s product development which include: product identification, engineering review, agency support and customer interface. • Assist in production startups, increase blind labor rates on projects and resolve customer issues. • Senior Director: Kevin Campbell, kcampbell@nib.org, (703) 310-0538 • Office Products: Amanda Alderson, aalderson@nib.org 703-310-0347 • JanSan/MRO: Shawn Spengler, sspengler@nib.org703-310-0559 • Niche: Tom Black, tblack@nib.org, (703) 310-0396

  10. Textiles Operations • Customer Interface • Engineering Review • Agency Technical and Production Support Director: Sally DiDonato, sdidonato@nib.org, (703) 310-0390 • Barbara Hutton • Technical Training Specialist

  11. FY16 Goals/Objectives - Textiles • Meet or exceed assigned new employment goals of 122 Blind Work Years (BWY) and project completion goal of 15. • Goal for Textiles: • 148.61 BWYs and 12 Projects added to the Procurement List • Major Programs: • Army Combat Uniform Coat (59 BWYs) • Navy Running Pants (29.15 BWYs) • Army Wind Jackets (20.03 BWYs) • EWOL Jacket & Trousers (15.59 BWYs) • Will finish FY16 with 149.72 BWYs an 14 Projects

  12. Business Environment • Majority of items changed to OCP • Army no longer wants to pay royalties • Business is stable – some increase in demand for Afghan Army under current contracts • New Project Forecast: • Female Fit ACS • Army Poncho Liner • Hydration Cleaning Kits

  13. Business Environment (Continued) • Projected Additional Increase end of FY 16: $14M • Projected Total Sales for FY 16: $155M • Possible increase with End of Year Funds • Continuous Resolution could have an effect on sales

  14. Business Development • NIB has employed Managing Procurement Solutions as Consultant • MPS brings years of experience with Government contracting and FPL • Charter: • Coordinate visits and or strategic planning sessions with major customers • Identifies areas of opportunities for FPL or M&D • Meetings held with PM SCIE and PM SPE todiscuss NIB capabilities

  15. Textiles: Challenges • Erratic Customer Demand • Labor Intensive • Blind Worker Availability & Skill Sets • Meeting Ratio (75%) • Customer Sponsorship • Contracting Agencies have small business goals • Competitive Pricing • Cost Margins • Competition with Industry

  16. Manufacturing and Development (M&D) • Seven NPAs in the M&D Pool • Source America is Prime (NPAs are subcontractors) • LCI, BISM, Lions Volunteer, Winston-Salem, San Antonio, Seattle and Greensboro • NIB involved in several M&D Projects this FY • Airborne Rucksack • Hydration Bladder Cleaning Kits • JFADE • 12 Projects expected for FY 17

  17. Pricing • Realities of Current Market Prices • Commercial firms bidding low prices to keep doors open • Customer feels these prices are indicative of a fair market price since contractors are able to deliver on time with qualityitems • Difficult for Ability One Producers to participate in textile items. • Need to review O/H and Margin to be in line with commercial firms.

  18. Contract Performance • Adherence to contract schedules is paramount • Customer do not see individual Agency but NIB as a whole • Past performance is used to assess NIB’s capability on new projects • NPAs that are prime need to communicate issues that will delay performance with NIB. • DLA will not issue delivery orders when contract is in delinquent status • Delinquency Rate: 16% - last year 26% • In Comparison: • Commercial Contracts: • Source America: • Federal Prison Industries:

  19. Operations Support • Procurement List (PL) Addition Administration • SourceAmerica & Commission Relationship Management • Launching products to our Channel Partners • Identification of new ETS designations at product launch and throughout the lifecycle of a product and subsequent housing of data • ETS Compliance monitoring of authorized AbilityOne MAS holders and Solicitations posted by federal agencies AVP: Chuck Froemke, cfroemke@nib.org, (703) 310-0545 • Quan Leysath, qleysath@nib.org703-310-0458 • Annelie Eyre, aeyre@nib.org 703-310-0525

  20. AbilityOne Channel Partner Distribution Network 2016 NIB facilitates the management of the networks Producing NPA Wholesalers GSA Requisition GSA Purchase 600 + Commercial Distributors BSCs: NIB, , Commercial AbilityOne.com Federal Customers: Army, Navy, AF, Marines DHS, USDA,, DOT DOE, DOE, VA, NASA, EPA HHS, NSF, HUD, GPO,USPS,DOJ, DOA,DOS Legend Order Flow Product Flow

  21. ETS Team – Essentially the Same • Identification of new ETS designations at product launch and throughout the lifecycle of a product • ETS Compliance monitoring of authorized AbilityOne MAS holders and Solicitations posted by federal agencies • Maintain ETS database containing all ETS designations • Issuance of ETS quarterly files to channel partners • Challenge processing • Consolidated reporting of compliance actions • Team Lead: David Barrett dbarrett@nib.org 703-310-0584

  22. ETS Metrics as of July 2016 • FY16 Results: Infractions found in the BSCs and Solicitation Monitoring through June 2016 total 224 ETS infractions (Solicitation Monitoring – 140 infractions and BSC- 84 infractions) • Base Supply Center (BSC) compliance visits total 69 (14 locations containing ETS and 55 ETS Free).  All but one AbilityOne location was ETS free. The non-AbilityOne operated stores are the biggest concern with 83 out of 84 ETS infractions found at GSA managed stores (operated by Office Depot and Grainger)  or MANCON operated • Solicitation monitoring successfully converted $7.1M in potential sales. This figures includes 27 service contract conversions valued in excess of $4.4M where we successfully inserted FAR clause 52.208-9 requiring contractor use of mandatory source of supply • GSA Advantage Compliance.  Based on GSA Advantage transactional sales, the Program lost $960,000 due to the sale of ETS on GSA Advantage only from October- May 2016. DoDEmall and distributor ecommerce sites are excluded from this figure. However, they continue to be sources of leakage.   • Distributors under a Compliance action: The Commission issued warnings (x12) and probationary notes (x3) to 15 dealers based on the sale of ETS on GSA Advantage. 

  23. Military Resale (MR) Operations • Serves two distinct markets: Commissaries and Exchanges in a retail environment. 18 Non Profit Agencies are involved in the program • Provides program management, Broker Management, Distribution Management and Product Management • Two product categories • SKILCRAFT Program - 68% of sales • Impulse Marketing Program (IMP) – 32% of sales Director: Anne-Marie Wallace, awallace@nib.org/ 703-310-0368

  24. Contact Marie-France Vareilles Vice President, Products 703-310-0472 mvareilles@nib.org Sally DiDonato Director, Textiles 703-310-0390 sdidonato@nib.org

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