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U. S. Federal Government Furniture Market Overview 27 separate major agencies

“The Federal Government Furniture Market Place” The world’s largest single customer procures 1.2 billion, or 14%, of the U.S. Market. U. S. Federal Government Furniture Market Overview 27 separate major agencies Understanding each agencies or groups overall mission

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U. S. Federal Government Furniture Market Overview 27 separate major agencies

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  1. “The Federal Government Furniture Market Place”The world’s largest single customer procures 1.2 billion, or 14%, of the U.S. Market. • U. S. Federal Government Furniture Market Overview • 27 separate major agencies • Understanding each agencies or groups overall mission • Facility management is unique to each agency and sometimes to each sub agency • Buying Patterns-the Federal fiscal year-end impact • General Services Agency (GSA) and the National Furniture Center • Defense Logistics Agency (DLA) • The internet’s impact • Easy access to leads • Used for bid process

  2. Overall Strategy • Corporate Sales and Marketing Strategy • - KI Sales Force and Federal Government Market Aligned Dealers • Focus on DOD. • Focus on Wall Products. • Utilize AIS Systems products. • Add additional Products to GSA Schedule. • Unicor • Focus efforts on the Executive branch of government. • Systems furniture based approach • Recent Legislative changes • DFAR • Omnibus bill for 2004

  3. What happened?/ What’s next • Recent Financial Performance • 2004 Market Outlook • Overall • Department of Defense (DOD) • Non-DOD Agencies • Homeland Security (New) • Budget Process Impact • Fiscal 2004 • Fiscal 2005

  4. KI Reps vs. Market Aligned Dealerships • Account Based Strategy • Understand the “Mission” • Know the Purchasing/Specifying Dynamics • “Own” the Account • Communications • Project Registration • OverQuota • Dialogue w/RSM • Regional Management • Market Focused • Lead Distribution • Participate in Sales Calls

  5. Federal Customer Relationships • Know the decision maker • Diversity of Buyers • Contracting Officer • End User • Designer • Prospecting/cold calling • KI Corporate Tools • DOD Prospecting • Civil Agency Prospecting • Other Resources • Relationship Selling

  6. 2004 New Product Additions • True Desk • E-Series Files • Balance Overheads • Concerto • Hurry Up Tables • Dance Chair • Silhouette • Impulse • Barron Plus • Kismet Seating • Piretti Rapture

  7. AIS Relationship With KI • Teaming Arrangement • Product gap within market • GSA contract holder • KI Sales team fills market penetration need for AIS • AIS Products • “Low Cost Solution” • Integrate KI Products • Web Site (www.ais-inc.com) • Competitive Pricing information • Project registration • AIS/KI Genius wall • GSA requires Panel system • Project Registration process

  8. Corporate Sales Support Team • Customer Service • Integrated within Corporate Regions • GSA Compliance Staff • Nick Guerrieri • Sandi Hartlaub • Mary Peaschek • Quote Bid Desk • Kelli Jannssen • Robin McNeill

  9. Questions & Answers

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