Selling to NZDF

1
Selling to NZDF

• Presentation to Textile New Zealand AGM
• By
• Phillip Blundell
• Group Manager Commercial Support
• 29 Sep 09

2
Structure Function- Were We Fit
3
Commercial Support Who We Are

4
So how do we do this?
18-40 weeks
5
Where Are We At

• Early market engagement
• RFI notified industry of pending tender GETS
• Visited some NZ clothing suppliers
• Completed Procurement Plan
• Finalising the RFP for release

6
What Are We looking For

• Prime Supplier to manage clothing supply chain
• One stop shop
• Industry propositions
• Innovation
• IT enabled solutions
• Drivers - quality, fit for purpose, on time
  delivery cost
• Value for money unique range and demand
• Prime Supplier relationships with suppliers
• Supplier investment infrastructure/trg/innovation

7
Scope of RFP

• Prime Supplier - scope
• Sourcing
• Quality control
• Warehousing /or distribution
• Recruit deployment outfitting
• Reserve Stock
• R D
• Clothing specification pattern management
• Clothing Stores
• Market testing

8
What You Need to Know

• YASL is the current contractor
• Existing contract expires June 2010
• Inventory obligation buy back - 8.5 mill
• Total annual spend 18 to 20mill operations
  tempo
• Line Items 2,000
• Prime vendor 120 suppliers
• 70 to 80 of existing manufacturing is NZ based
• Reserve holdings set
• Demand reduction budgets less recruits
• Our volumes suit local manufacture
• Free trade obligations
• Fair equitable opportunity for NZ work

9
Governance

• Project Charter
• Major NZDF directed project CDF
• Sponsor Comd JLSO
• Cross Service input
• NZDF Tenders Board
• Security clearance
• Probity
• Conflict of Interest Declarations
• No hospitality
• Controlled access to RFP process

10
What Next

• Decision gates to reduce participation cost
• Release RFP
• Stage One Capability assessment
• Stage Two Relationship costing model
• Questions Answers one point of contact
• Shortlist for Stage Two (gate)
• Visit existing facilities
• Presentations
• Evaluation report
• NZDF Major Tenders Board - CDF

11
Timeline
12
Evaluation of Bids

• Evaluation Plan
• Evaluators my team, Services, Financial
  Accountant
• Questions Answers one point of contact

13
Evaluation

• Stage One Criteria
• Essential Requirements
• Capability Requirements
• Supplier Engagement NZ bid
• Administration and Support Requirements
• Stage Two Criteria
• A cost model
• Innovation opportunities
• Relationship Management Structure (KPI)
• Transition In and Out Plan

14
Challenges

• Selection to be a Prime Supplier
• Selling your ability
• Implementation transition
• Keeping NZDF operational during transition
• Offering value for money
• Clothing must meet the stated need military

15
How do You Get Involved

• Register yourself on GETS
• Bid as a Prime Vendor
• Make an association with a Prime Vendor
• Stage One shortlist GETS
• Stay in touch with Textile NZ
• NZDF generic email address
• Use GETS for future opportunities
• Attend ICN sponsored road show (Auck/Palm
  Nth/Chch)
• Syndication of contract
• Your business must be world class