Welcome toWelcome to

““GSA 2013 Update”GSA 2013 Update”

What is the GSA Program?What is the GSA Program? Contracts to provide supplies and/or services directly with customers at stated prices for given periods of time.

National (worldwide) account agreement to sell products and/or services at pre-negotiated fair and reasonable prices, along with specific terms and conditions.

Volume discount pricing on a direct delivery basis.

Best value selection to meet government needs at the lowest overall cost (the price of the item plus administrative costs).

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.

3

Why have one?Why have one?

1. 1. Preferred government purchasing program

2. 2. Accelerate the buying process

3. 3. Gain exposure to increased oppts

4. Has terms/conditions/clauses incorporated.

5. Most-favored customer status pre-negotiated.

6. Products are Trade Compliant.

7. Satisfactory Customer Satisfaction Survey.

8. Satisfactory Financial status.

9. Makes them feel good.

10. Easier to document their contract files.

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.

Reliable SalesReliable Sales

FY 09 FY 10 FY 11 FY 12

$38,048,551,474 $39,244,001,075 $38,993,603,869 $37,707,577,467

5

Top FY 12 SchedulesTop FY 12 SchedulesSchedule FY 12 Sales GSA Market Share

IT S70 $15,546,010,158 41.23%MOBIS $4,866,884,664 12.91%

PES $2,856,945,337 7.58%Law Enforcement $2,473,459,062 6.56%

FABS $1,503,421,865 3.99%Furniture $1,249,498,238 3.31%LogWorld $1,141,416,290 3.03%

CORP $817,666,777 2.17%

Scientific Equipment $804,555,997 2.13%

Office Supplies $711,114,057 1.89%Imaging $683,910,862 1.81%

Hardware Superstore $681,905,414 1.81%

Transportation $577,043,769 1.53%Building Supplies $491,734,748 1.30%

Facilities Mgt $461,902,722 1.22%

6

GSA PAST & PRESENTGSA PAST & PRESENTPast

1-3 year contractsLowest responsive, responsible bidderMaximum Order Limitations ($500k)Blanket Purchase Agreements not

emphasized

30-day protection matchSynopsis required in CBD for orders over $50k

Cost and pricing data requiredOpen market item limitationsS&L Gov’t limited to Drug Enforcement

Present

5-20 year contracts

Best Value

Maximum Order Limitations eliminated

Blanket Purchase Agreements encouraged

Allows Spot Pricing

CBD requirement (eps.gov) removed

Cost and pricing data not required

Open market (incidental items allowed)

Open to all State and Local Gov’t

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.

What’s NewWhat’s NewGSA Releases Mobile eBuy

Reverse Auctions

Expansion of Strategic Sourcing BPA’s

System for Award Management (replaces CCR and ORCA)

Virtual Audits

OBM pushes for Section 508 Compliance/Goals

Two-Year $25k minimum is being enforced

eOffer and eMod

Digital Certificate

Pathway to Success Certificate

Readiness Assessment

Green Purchasing Exec Orders (alternative fuel, sustainable bldgs., IT products, etc)

Mandatory GSA Legal review of EULA/TOS/TOU on Schedule 70

8

SADBU ContactsSADBU Contacts Small & Disadvantaged Business Utilization Specialists.

Should be your first agency contact - will tell you how, what and from whom they purchase.

23% small business goal.

http://www.sba.gov/GC/osdbu.html

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.

9

Determine your Best ValueDetermine your Best Value

Best Value is not Black and White. Maximum competition, lowest bidder out. BV can be: price, delivery, life-cycle cost, warranty,

extended tech support, trade-ins, special features, maintenance, past performance, environmental and energy efficiency, 508, etc.

Agencies need help “documenting” their justification. Research your agency and your competition – determine competitive advantage.

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.

10

SummarySummary

Get on a contract vehicle - keep it current (mods for adds, deletes, increases).

Determine what makes you unique “Best Value” Seek Blanket Purchase Agreements. Seek Teaming Agreements (for products/services

you do not offer). Seed your competition – know your competition.

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.

11

Summary Summary (continued)(continued)

Know agency budget, mission, use of your services, procurement preferences.

Sell “Solutions” not products. Spend monies on advertising (email marketing, direct

mail, trade shows, publications). Know the rules and regulations (Federal Acquisition

Regulations). Stay contractually compliant. Have lots of patience - need staying power.

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.

12

Questions???Questions???

Visit www.capitalreps.com

Call us @ 703-326-0640 or

E-mail us @ capsales@capitalreps.com

All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.