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KI ISM January 27, 2005

GSA. State. Fed. KI ISM January 27, 2005. The Government as a Customer. MGM. MGS. KI Rep. Introduction. John J. FitzPatrick – MGM ( The New Guy) Randy Hoople – MGS Debbie & Norb Brice – KI Reps KI GA. Timing is everything! 60 Mins Every 5. B. B. B.

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KI ISM January 27, 2005

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  1. GSA State Fed KI ISM January 27, 2005 The Government as a Customer

  2. MGM MGS KI Rep Introduction • John J. FitzPatrick – MGM ( The New Guy) • Randy Hoople – MGS • Debbie & Norb Brice – KI Reps KI GA

  3. Timing is everything! 60 Mins Every 5

  4. B B B The Three B’s • Be brief • Be brilliant • Be gone!

  5. GSA State Fed Agenda • Who is the government customer • Who’s the GSA • Who and What is State Government • Where are they • What do they Want Product/Service • What’s the protocol • How do we find them-how do we get to them!

  6. Want Understand Know The World of the Govies • Different but: • Profitable • Approachable • They Want Quality: • Products • Services • Installations • Innovation and technology • Fashion, design, color and quality • Sustainability-Greenness/LEEDS • Life-cycle costing / cost of ownership

  7. Speed Progress Recess Congress controls the $s • 2 speeds-Stop and Reverse • Recess- nothing succeeds like….. • Pro/Con-opposite • Show Business

  8. Real Peculiar Misleading The Government Customer ... Most are real. Some look peculiar and are actual agencies. Some look real and are not! Government is: Immense, huge, Jagundo, vast, mammoth, vast, etc. 1 Fed workers for every 70 citizens A mini DC in every State

  9. Government Agencies- who are they!

  10. Gatekeeper Landlord Fed Property Mgt Schedules Property Mgmt Licensor Fed Hunting Lic Certifier of Product & Pricing Pricing MFC Contracts Public Bldgs Services Who’s the GSA

  11. GSA Service Motto:WAS Can we be of any further RESISTANCE? But now as a “non-funded” Federal Agency….. Bottom Line

  12. $$$ $$$ $$$ Federal purchasing • Federal NFC market size = $1.6B • 2003 office furniture purchases = $850M + • GSA – owns 7800 buildings and 300M square feet • Fed – owns 500,000 buildings

  13. $$$ $$$ $$$ State purchasing • State/local market size = $1B The GSA is one contract for 50 states… Therefore, on the State side, there are 50 individual State contracts.

  14. $$$ $$$ $$$ Where do we fit in? • #1 Herman Miller- $130M • #2 Knoll- $116M • #3 Haworth- $88M • #29 KI- $16M

  15. The Government Customers Disappointments Lack of tech info/ qualified technicians Lack of product information Over budget Poor quality/ construction Lack of follow-up Off schedule & Off Schedule General lack of SERVICE Premature replacement Multiple vendors/ orders

  16. LEED assistance What do they want! Products-just like the private sector • Fashion • Design • Color • Quality • Textures • Solutions • IT Solutions • Selection • Performance Design innovation Trained professionals

  17. LEED assistance What do they want! Installation-just like the private sector • Minimal Disruption • Reconfiguration • Responsiveness • Problem Solving • Trained professionals Design innovation Trained professionals

  18. LEED assistance What do they want! Service-just like the private sector • Information • Follow up/Follow through • Improved Life Cycle • Warranties • Trained Professionals Design innovation Trained professionals

  19. LEED assistance What do they want! Sustainability-just like the private sector Solutions to Sustainability LEEDs Information and Assistance EPA Compliance Executive Order #13101 Design innovation Trained professionals

  20. PBS Where’s the GSA? The GSA is national in 11 Regions with the NFC in DC: Boston, NYC, Philadelphia, DC, Atlanta, Kansas City, KS, Ft. Worth, Chicago, Denver,Seattle, San Francisco…. • The Feds are the GSA Customer • The GSA will assist in finding Regional Feds • Because this helps increase the GSA’s IFF 11 Regions NFC

  21. Region 10 +Alaska Region 1 Region 8 Region 5 Region 2 +PR & Virgin Is Reg 9-SF +Hawaii Region 6 Reg 3 Region 7 Region 4 Reg 9 LA NCR-DC 7th & D STs SW Region 11 GSA Regions & AORs

  22. PBS Mini-DC • Mini-DC in every state • US Senators & Congressmen return $s to their States • Fed footprint is quite large in every State..check out the Fed & State listings Blue Pages • For example: USDA, USDHS, The Federal Reserve, and the Fed Courts • Trickle Down Fed funds to State: e.g. DHS, State National Guard, State/Local Law Enforcement Agencies + State Budgets 11 Regions NFC

  23. Who is KI?

  24. GSA “Schedule”with Randy Special Use: Classroom / Training Household & Quarters Office Furniture Packaged Rooms: KI Alignments New – Balance Overheads New – True Desking New – Rapture and Dance Chairs New - Impulse Task Seating New - Xclaim Task Seating

  25. What? How? Where? What’s New-What’s Changed Randy • Products • Package Rooms Debbie & Norb • Case Study: Fort Stewart Fitz • Mandatory Use-FPI

  26. Now on GSA Contract Xclaim Task Chair • Above average comfort • Passive ergonomics • Synchronized seat/ back movement • Above average design • Simplified user control • Clean subtly curved appearance • Below average price

  27. Now on GSA Contract Impulse Task Seating • Superior comfort • Back flexibility (two parts) • Multiple adjustments • Visually stunning design • Elegantly curved supports • State of the art appearance

  28. Now on GSA Contract Dance Chair • Great comfort • Articulating back • Mobility • Lightweight aluminum frame • Casters or glides • Flexibility • Nests or stacks • Small footprint

  29. Now on GSA Contract Rapture Chair • Great comfort • Sculpted back • Versatility • Integral handle • Stackable • Styling • Graceful, modern design • Extravagantly curved

  30. Now on GSA Contract True Desking • True flexibility • Modular design • Reconfigurable • True power • Integrated rigid wireway • Desk-height access • Hidden cords/ wires • True style • Customizable color palette • Multitude of options (shapes, screens, colors, laminates and edges)

  31. Now on GSA Contract Balance Overhead Storage • Accessible • ADA compliant • Easy to open – even when seated • Spring-assisted mechanism – silent & smooth • Accommodating • Compatible with all KI product lines • Fits both A4 and foolscap binders • Attractive • Variety of color combinations (powdercoats, laminates, fabrics, translucent) • Easy on the eyes

  32. Partners PO’s Responsibilities Package Room Contract-#GS-28F-0033P • Orders – KI GS-28F-8022H AIS GS-29F-0006K Inwood GS-28F-0026K • PO’s – worksurface, chair or file • PO’s – GSA contract numbers • Forwarded to partners • Ship independently • Responsibilities

  33. KI can accept orders for both KI, AIS, Inwood on a single purchase order. POs must include a worksurface or chair or file. POs must show manufacturer’s GSA contract numbers. Upon receipt, KI will forward the to Partners. AIS and KI will ship independently unless otherwise specified. Each company is responsible for their own warranty work, punch lists, etc. KI Package Room Contract benefits

  34. Federal Marketing Partners

  35. AIS Matrix

  36. M-Wall AO2 AIS Workstation Furniture

  37. Inwood Progeny/Monticello

  38. RoomScape Furniture Flexibility Tool-less assembly Reconfigurable Versatile Bunk Beds Lofted Beds Single Beds Hang-on storage and worksurface components Dorm & Quarters Furniture

  39. Access Protocol Acronyms Debbie & Norb Case Study Fort Stewart Education Center Pluses & Pitfalls

  40. Specifications Competition “Key” Players Fort Stewart Army Education Center Project Or “Welcome To The Real World” • Specifications • Senior Specifier/Rookie Specifier • Timing • Patience After First Appointment • Quick Reactions To All The “Players” • Funding Sources • Who Were The “Key” Players?

  41. FortStewart Army Education Center Project (Con’t) • The Competition • KI Channel Conflict • It’s Real • Overcoming Competition/Channel Conflict • Roadblocks • Going Through Them • Using Specials • Attitude

  42. FortStewart Army Education Center Project (Con’t) • Lift And Shift • Commitment To Your Partnership • React Quickly To Changes • Become A Invaluable Source

  43. GSA State Fed KI Literature • www.ki.com/literature • No charge • More than literature/ price lists • Videos • CD’s • Corner block samples • Finish samples

  44. Federal Govt Literature • Federal Government Solutions • Federal Government Contract Overview • Product Sell Sheets

  45. GSA State Fed Fed Govt. Market Website • http://www.ki.com/gov • GSA contracts • FAQ’s • Planning • Brochures • Events

  46. FPI UNICOR Mandatory Use Back to Fitz • FPI Mandatory Use has been relaxed • UNICOR is just another “bidder” • The playing field is now level • Fed Customers have only to review comparable offerings. • If comparable to UNICOR- then FAR requires you purchase UNICOR • If not comparable, especially based upon availability, then the PO is free to seek competitive proposals, esp. GSA • Purchasing control is back in the hands of the procurement officer

  47. More More More What’s in it for You! • More ... • commissions • sales • volume • revenue • Service Opportunities • New customer • Profits • Growth • Increased Share Holder Equity

  48. GSA Contracts Office Furniture Corporate Express (AGI) GS-28F-2089D Office Furniture GS-28F-8022H Special Use Furniture GS-28F-2002D Package Room GS-28F-8022H Dormitory & Quarters GS-27F-0513H

  49. Single-source provider Commitment to the customer Project dedication Complete support Service excellence Market of One Custom Capabilities Why? Why? Why? Why KI?

  50. Quality – Assurance & Control Design – Craftsmanship & Sustainability Long-term project integrity - Life-cycle cost savings - Cradle-to-cradle attention Single source - Market of One channel – Accountability - “Off balance sheet” costs Partners - Problem solving/ solution driven Partners Single source Integrity Gov Customer Benefits

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