DSCP

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DSCP
Defense Supply Center Philadelphia
June 2006
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DLA
DLA has 4 buying centers Columbus supports
Land/Sea Weapon systems Richmond supports Air
Weapon systems Springfield supports fuels
Philadelphia supports Food Clothing
Medicine Construction and Equipment Items
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DSCP

• DSCP Clothing Stats
• 2.5 Billion in sales in FY05
• 16,000 customer locations world wide
• 2,000,000 orders per year
• 38,000 items managed
• 325 employees world-wide
• Bragging Rights
• DoDs 2006 Supply Chain Management Award
• 2006 Dick Alley (JWOD) Award Winner
• 2006 Top JWOD Products Customer

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Share of Business Over the Years ...
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... And Dollars Over the Years
Dollars in millions
Dollars in millions
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Performance Used to Lag Comm'l industry ...
of contracts delinquent
60
50
COMM'L
40
NIB
NISH
30
UNICOR
20
10
0
FY 92
FY 93
FY 94
FY 95
FY 96
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But Now Look See !!!
of contracts delinquent
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DSCP

• Whats Old
• Best Value Buying
• Long Term Contracts
• Direct Vendor Shipments
• Whats New
• More computer integration Warfighter and
  VIM-ASAP
• New Leadership - BG Cross
• Services Moving into Individual Uniforms
• Whats Coming
• More work with services attached
• e.g., warehousing, inventory mgmt, distribution
• Greater use of advanced performance fabric
  technology
• RFID (Radio Frequency Identification)

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The Top 10 List on how to become competitive
and stay that way
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Number 10 - The Digital Age

• Move into the Electronic Age
• EDI / EFT / Electronic Invoice / VIM-ASAP /
  WAWF
• Use the Power of the Web
• www.dscp.dla.mil / www.warfighter.dla.mil Get
  your own info
• Know your web sites
• www.fedbizopps.gov / www.progate.daps.mil
  Stay connected

Number 9 - On the Other Hand

• Computers do not always make it right
• Need to stay on top of your business
• Stay in touch with DSCP - use the phone
• Check latest changes
• For example, DSCP just improved VIM-ASAP - are
  you current?
• Caring people make the difference !

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Number 8 - The Regulatory Era

• Stay in Tune with Congress
• These are the days of Change Management
• Find out when the latest changes become effective
• Stay in Tune with DSCP Changes
• Use the Committee / Your Leadership for updates
  from DSCP

Number 7 - Read the Writing on the Wall

• Crisis
• Translated in Chinese means Dangerous
  Opportunity
• Know your product
• What is happening with the demand for that
  product - Why?
• Know your industry
• What are the current industry trends?
• Know your marketplace
• What is going on in the DoD?

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Number 6 - Time to Market the Product

• Time to use marketing skills
• Sometimes the obvious is overlooked
• Be simple, direct, bold
• Customers like packaging
• Make it look like a retail product
• Talk to DSCP about proposed changes
• UPC Bar Codes / RFID Tags

Number 5 - Make it Right the First Time

• Does not need any explanation
• We will not get many second chances !
• Customers are more finicky than ever
• No more captive audience, or captive producers

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Number 4 - Know Your Customer

• Who is your Customer ?
• Not just DoD - know what Service you support and
  for what mission
• What is important to your customer in the item
  you produce?
• Do you properly instruct your customer as to the
  care of the item?
• Who else can use your product? (Increase your
  production)

Number 3 - Look for the Hidden Pitfalls

• Always be alert for danger
• Let DSCP know as soon as a potential problem
  surfaces - do not let it slip by
• Delivery, technical document, production
• Industry usage reports
• Sometimes you know about product performance (or
  non-performance) before customers

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Number 2 - Don't Bite off more than you can chew

• Most common reason for Going Out of Business
  Sign
• Stay with product lines you know in quantities
  you can produce
• If you must change, do your homework
• Be flexible multiple lines if possible /
  different shifts / dual customers

Number 1 - Just Do It

• It takes all the running you can do just to
  stay in the same place. If you want to move
  ahead, you have to run twice as fast. The Red
  Queen to Alice in Through the Looking Glass
• There is nothing permanent except change.
  Heraclitus
• nuff said !!

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