SELLING RESALE PRODUCTS TO DeCA

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How to Do Business Defense Commissary Agency
(DeCA)
RICHARD S. PAGE Director DeCA West Region
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THE DEFENSE COMMISSARY AGENCY
15 YEARS OF SERVICE
140 YEARS OF HISTORY
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Introduction

• Congress authorized the Army to sell food items,
  at cost in 1867.
• Later expanded to all branches of the military.

Early Commissary
First Orote Store
Marianas-Bonin Cmd (prior to Andersen AFB)
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Modern Commissaries

• Defense Commissary Agency (DeCA) created in 1991.
• Over 5 billion in annual sales The premier
  quality-of-life benefit to the armed forces.

Headquarters in Ft. Lee, Virginia. Regional
Offices in California, Virginia and Kapaun
Germany
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DeCA West

• Alaska, Hawaii, Guam, Okinawa, Japan, Korea and
  all CONUS states west of the Mississippi.
• Annual Sales of over 2.3 billion

Meat - 186 million
Grocery - 2 billion
Produce - 176 million
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DeCA West - Hawaii

• Commissaries on Oahu
• Pearl Harbor
• Hickam AFB
• Schofield Barracks
• Kanoehe Bay
• Barbers Point

Combined annual sales of over 212 million
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DeCA West - Hawaii
Kaneohe Bay Schofield Barracks Pearl
Harbor Hickam AFB Barbers Point
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DeCAs Impact on Hawaiis Economy (2006)

• Directly employs 670 23,523,984
• 3rd parties employ 1,360 N/A
• Contract reimbursements 4,028,299
• Purchases via local distributors
  107,755,367
• Local item purchases 78,534,000
• Local produce purchases
  8,660,000
• TOTAL 222,501,650

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DeCA West - Guam

• Two Commissaries and one Central Distribution
  Center (CDC)
• Andersen AFB
• Orote NS
• Guam CDC

• Combined annual sales of 46.8 million.

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DeCA West - Guam
Andersen AFB Guam CDC Orote NB
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DeCAs Impact on Guams Economy (2006)

• Directly employs 190 8,402,793
• 3rd parties employ 260 N/A
• Contract reimbursements 3,582,261
• Purchases via local companies 2,571,806
• Local produce purchases 503,658
• TOTAL 15,060,518

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DeCA Contract Dollar Obligations

• DeCA has contract authority to provide a
  worldwide acquisition program for the procurement
  of commissary subsistence and other resale,
  commissary operational equipment, supplies,
  services and other agency support requirements.

• Total acquisition dollars for FY06
  5,897,000,000
• Resale 5,437,000,000
• Other than resale 158,000,000
• Government-wide 90,000,000
• Purchase Card
• Information Technology 110,000,000
• Facilities Program 102,000,000
• Contracting internal to DeCA
• Includes payments against contract
• Contracting external to DeCA

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DeCA

• DeCA has Three Internal Contracting Divisions
• Resale Contracting Division Contracts for
  commissary subsistence and other resale items
• Contracting Business Unit Contracts for
  commissary operational supplies, services and
  agency support requirements
• Equipment Maintenance Contract Division
  Contracts for commissary equipment and
  maintenance of equipment
• DeCA receives external contract support for
  construction and information technology

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Directorate of SalesResale Contracting Division

• Contractual agreements for resale subsistence
  products and services, including
• Consolidated resale ordering agreements (ROAS)
  for brand name products (Green Giant, Revlon,
  Tide, etc.)
• Consolidated indefinite delivery type (IDT)
  contracts and BPAS for non-brand name products
  (beef, pork, eggs, etc.)
• Consolidated acquisition for in-store services
  (deli-bakery, fish markets, etc.)

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Item Presentation - National

• Present to the appropriate directorate of sales
  buyer listed in our directory on our website at
  www.commissaries.com
• Call [phone] for an appointment to meet
  with a buyer at Fort Lee, Virginia

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First Responsibility Is To The Patron

• Have the items and brands that patrons desire at
  the best available price
• Maintain an efficient stock assortment that
  allows the purchase of new items when they hit
  the market
• Negotiate the lowest available price
• Promote and display to take advantage of known
  shopping patterns

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What Are Brand Name Buyers Looking For?

• New item innovation
• Proven consumer acceptance
• Customer input
• Past brand performance
• Anticipated volume
• Current assortment efficiency
• Price/Value to category

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Item Presentation

• Local/Regional Buyer - Hawaii
• Ms. Vicki Sliwicki
• Contact [phone]
• E-mail vicki.sliwicki_at_deca.mil

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Non Brand Name Resale

• No demonstrated brand preference (e.g., beef,
  pork, eggs, dairy, fresh fruit and vegetables)
• Contracts for in-store services (e.g. deli,
  bakery, fish market operations)
• Contracts established on a competitive basis IAW
  Federal acquisition regulations
• Procurement opportunities published on federal
  business opportunity website at www.fedbizopps.gov

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Resale Contracting DivisionPoint of Contacts

• Larry Hahn Division Chief
• Contact 804-734-8884
• Email larry.hahn_at_deca.mil
• Brand Name Non Brand
• Judge Mays Contracting Officer Phyllis McGowan
  Contracting Officer
• Contact 804-734-8923 Contact 804-734-8900
• Email judge.mays_at_deca.mil Email
  phyllis.mcgowan_at_deca.mil
• Non Brand Non Brand
• Sheila Norfus Contracting Officer Sara Saunders
  Contracting Officer
• Contact 804-734-8889 Contact 804-734-8899
• Email sheila.norfus_at_deca.mil Email
  sara.saunders_at_deca.mil

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Directorate of Contracting Contracting Business
Unit

• The contracting business unit (CBU) is
  responsible for buying supplies and services
  needed to operate the commissaries
• Provide oversight of the contracting mission and
  ensures policy and procedures are properly
  carried out for the agency

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Contracting Division

• Service contracts
• Linen Laundry, Banking, Armored Car, etc.
• Supply contracts
• Operational supplies
• Revenue generation agreements
• Cardboard/Plastic
• Sale of scanner data
• Administrative needs
• Office supplies

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Contracting DivisionPoints of Contact

• Bruce Piper - Division Chief
• Contact 804-734-8640
• Email bruce.piper_at_deca.mil
• Store Support Services Revenue, Supplies HQ
  Support
• Melissa Rios Contracting Officer Mike Shaffer
  Contracting Officer
• Contact 804-734-8680 Contact 804-734-8681
• Email melissa.rios_at_deca.mil Email
  michael.shaffer_at_deca.mil

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Commercial Services Division

• Renewal and administration of store contracts for
  shelf stocking, custodial and receiving/storage/ho
  lding
• Sixty percent of contracts are set aside for NISH
• NISH a national nonprofit agency whose mission
  is to create employment opportunities for people
  with severe disabilities by securing Federal
  contracts as implemented by the
  Javits-Wagner-ODay program (JWOD)
• Forty percent of contracts are small business set
  aside
• Approximately 10-15 requirements are set aside
  under small business program per year

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Commercial Services DivisionPoint of Contacts

• Debbie Wiggins Division Chief
• Contact 804-734-8654
• Email deborah.wiggins_at_deca.mil
• Ginna Thomas Contracting Officer Kathy
  Hawthorne Contracting Officer
• Contact 804-734-8546 Contact 804-734-8031
• Email ginna.thomas_at_deca.mil Email
  kathy.hawthorne_at_deca.mil
• Denise Brown Contracting Officer
• Contact 804-734-8172
• Email denise.brown_at_deca.mil

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Directorate of Performance Policy Equipment
Maintenance Division

• Acquisition of equipment and equipment
  maintenance
• MHE, meat wrappers, other meat room equipment
• Acquisition of equipment for construction
  projects
• Shelving, office equipment
• Corporate contract program
• Grocery and other carts, furniture, meat room
  equipment

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Equipment Maintenance Division Points of Contact

• Terri Kerby Division Chief
• Contact 804-734-8391
• Email terri.kerby_at_deca.mil
• Ted Crews Contracting Officer Doreen Cadigan
  Contracting Officer
• Contact 804-734-8185 Contact
  804-734-8830
• Email ted.crews_at_deca.mil Email
  doreen.cadigan_at_deca.mil

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Facilities Contracting

• DeCA acquires facilities contracts through the
  Air Force Education And Training Command
  contracting squadron
• DeCA uses indefinite delivery, indefinite
  quantity (IDIQ) contracts for design,
  construction, construction surveillance and
  maintenance contracts
• IDIQ contracts have multi-year terms
• Current opportunity is replacement construction
  IDIQ contracts
• Streamlined construction improvement program
  (SCIP)
• Five-year contracts, 500M total contract ceiling
• Targeting five large-value contracts for task
  orders over 7.5m
• Targeting five small-value contracts for task
  orders under 7.5m
• CONUS-wide contracts plus Hawaii, Alaska, Guam,
  Puerto Rico, other locations as permitted by
  status of forces agreements

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Facilities Contracting

• How to propose and compete for SCIP contracts
• www.fedbizopps.gov
• Click on vendor button at bottom of page
• Click on find business opportunity at top of
  page
• Use search box at bottom of page enter SCIP
  for October 19, 2006, posting of the solicitation

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Facilities Contracting

• Contact the following for inquiries relating to
  facilities contracting
• Department of Air Force
• Air Education and Training Command
• Lackland AFB 37th Contracting Squadron
• Lackland AFB, Texas 78236-5253
• POC Boyce Bourland Facilities Program Mgr
• Contact [phone]
• Email boyce.bourland_at_deca.mil

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Information Technology

• Contact the following individual for inquiries
  regarding DeCAs information technology
• Teddy Matthews
• Contact [phone]
• Email teddy.matthews_at_deca.mil

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Its Your Move

• Companies who have never conducted business with
• DeCA are encouraged to
• Read the business guide on DeCAs website at
  www.commissaries.com
• Review the website for Federal Government
  procurement opportunities at www.fedbizopps.gov
• And

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We Are Here to Help

• For assistance
• DeCA Office of Small Business Programs,
  804-734-8740
• or
• Contact one of our small business specialists
• Faith Smith, 804-734-8015
• Ernie Favale, 804-734-8548
• Email small.business_at_.deca.mil