Doing Business With the Military

1
Doing Business With the Military

• Main Organizations
• Food Systems
• Key Players
• Strategies
• James Fagan, Executive Director
• Research and Development Associates
• Fall 2010 Meeting

2
Value RDA Meetings

• Cost to visit all key government agencies two
  times and once to commercial firms
• Travel and labor 61,710
• Cost to attend 2 RDA meetings annually
• Travel , lodging , fees, labor 9,380
• Net Savings 52,330
• Face time with decision makers priceless

3
Main Military Organizations

• The Military Services Army, Marines, Navy,
• Air Force
• Natick
• DLA Troop Support
• VETCOM
• USDA

4
Purpose of Session

• To provide you with an understanding of how the
  government does business in food, packaging, and
• related areas

5
Military Services

• Approve all food services
• Verify quality

• Visit users to assess
• Usually first place to start
• Provide funding
• NO ACTION IF THEY DISAPPROVE

6
Military Services

• Army
• Joint Culinary Center of Excellence
• Fort Lee , VA

• USMC
• HQ USMC
• Pentagon
• Washington, DC

7
Military Services

• US Air Force
• US Air Force Services Agency
• San Antonio, TX

• US Navy
• NAVSUP
• Mechanicsburg, VA

8
Natick Soldier Systems Center

• Conducts scientific studies
• Verify contents of food
• Establish many specifications
• Technical experts for services
• Program managers
• THEIR CONCURRENCE IS ESSENTIAL ON MOST ITEMS

9
NATICK

• Natick Research and Development Center
• Natick, MA

10
DLA Troop Support

• Buying agents for DoD (all services)
• Rations
• Prime Vendor
• Direct Buys (reducing)
• Almost all contracting goes through DSCP
• Executive Agent for Food (supports all military
  in a war zone)

11
DLA Troop Support

• DLA Troop Support
• Philadelphia, PA

12
VETCOM

• Quality is their main purpose in food
• Inspect on site
• Operate evaluation laboratories
• Check items against specifications
• On site at ration producers
• Keep detailed records of all key food items
• Inspect establishments to supply DoD
• RECOMMEND ONLY

13
VETCOM

• HQs VETCOM
• Fort Sam Houston
• San Antonio, TX

14
USDA

• Key player in rations
• Affects specifications
• Required on-site at some locations
• Accept or reject items offered to government in
  some situations
• Keep historical data
• Can shut down manufacturers
• Ensures compliance with legal requirements

15
USDA

• Defense Contract Inspection Service
• Washington, DC

16
FOOD SYSTEMS

• RATIONS
• PRIME VENDOR
• COMMISSARY
• EXCHANGE
• DIRECT CONTRACTS

17
RATIONS

• MREs, UGRs, HDR, etc.
• Services indicate component items
• Natick ensures items are compliant
• Specifications are developed
• Items are tested in lab and with military
• DLA-TS contracts assembly
• Company delivers as DLA-TS instructs

18
Rations

• MRE 3 yr shelf life/3,600 calories for three
  meals/limited space/war stopper
• UGR Family of rations/all different shelf
  life/see specs/feeds 50 military
• Special Rations There is a ration for every
  situation
• THESE ARE DISCUSSED IN WORKGROUP

19
PRIME VENDOR

• Background
• Dining Halls get almost every item from company
  who wins an exclusive geographical contract with
  option years
• Stocked items of the contract winner is basis of
  support
• Contractor evaluated annually by DLA-TS
• About 3-5 Billion annually

20
COMMISSARIES

• Military retail food stores
• 12 billion in sales
• Brand name items and bulk items
• HQ in Ft Lee, VA (DECA)
• Very specific in procedures
• Too expensive without broker

21
EXCHANGE SERVICES

• Military Wal-Mart type operations
• Three Exchange services AAFES/Navy/ Marines
• Over 21 billion in sales
• Bureaucratic procedures and extremely competitive

22
Direct Government Contracts

• USDA
• Installations
• Any government agency
• Must get on bid list and comply with
  qualifications
• Every agency has ability to buy direct

23
SYSTEM EXAMPLES

• MRE (meal, ready to eat)
• UGR (unitized group ration)
• PRIME VENDOR CONTRACTS
• COMMISSARIES EXCHANGES

24
Meal, Ready to Eat(MRE) Items

• Start with services and Natick (program manager)
• Understand shelf life, nutrition, and packaging
  requirements
• Submit for consideration Give reasons in writing
  and do so repeatedly
• Submit exactly what you are to provide for
  evaluation

25
MRE Continued

• Items will be field tested and evaluated
  Three-year shelf life _at_ 80 F
• If high enough scores (hedonic scale), tested by
  Natick in field
• Time from beginning to end is 18 months
• THERE IS NO GUARANTY THAT YOUR ITEM WILL BE
  PRODUCED BY YOU

26
Unitized Group Ration (UGR) Complete Meal for
50!

• Army (JCCoE) Natick are first steps
• New menu/new item/alternate supplier
• Calories/protein/cost/weight cube
• Shelf life
• Samples essential for evaluation
• Should partner with an assembler

27
UGR Continued

• Evaluations by Natick required
• May need new national stock number
• Can use an existing generic description (DSCP)
• Must negotiate with assemblers
• Price competition
• Delivery on time
• Large quantities in short time frame

28
Prime Vendor Operations

• Annual contract with up to five one-year options
• Successful bidder gets exclusive contract for a
  geographical region
• PV must discuss support with customers

29
Prime Vendor (Continued)

• PV determines most items supplied but must meet
  needs of customers
• Cost plus contract
• Some set aside contracts
• MASTER PRICE AGREEMENTS OCONUS CONTRACTS!!!!

30
Commissaries Exchanges

• Types of items
• Organizational structure
• Headquarters
• Regions
• Individual stores
• Usual manufacturer requirements
• Deliver daily
• Stock shelves daily
• handle discrepancies

31
Commissary/Exchanges Continued

• Brokers are best method
• Already know structure and all key folks
• Have ability to
• handle orders
• stock shelves
• process payment to DFAS
• do it all

32
KEY PLAYERS

• GOVERNMENT
• INDUSTRY
• ASSOCIATIONS

33
Key Government Players

• Military Services
• Navy CDR Dailey 717-605-7243
• USMC LTC Rogers 703-695-7396
• Army LTC Johnson 804-734-3007
• CW4 Georgene Davis 804-734-3072
• Dave Sherriff 804-734-4862
• Rick Byrd 804-734-3366
• Air Force George Miller 210-652-2619

34
Key Players VETCOM

• There will be a regional veterinary command in
  your area
• CW 3 William Warren 210-221-6510

35
Key Players DSCP

• HQ CAPT. Hansen 215-737-2900
• HQ Ray Miller 215-737-2952
• Rich Faso 215-737-2901
• Rations
• Harry Streibich 215-737-3820
• Jim Lecollier 215-737-3625

36
Prime Vendor

• Prime Vendor
• John Steenberge 215-737-7445
• Joe Hauser 215-737-2951

37
Key Players Natick

• HQ Gerry Darsch 508-233-4402
• Rations Program
• Jeannette Kennedy 508-233-4909
• Judy Aylward 508-233-4448
• Sue Harrington 508-233-4502
• Poly Tray Bob Trottier 508-233-5053
• Packaging Peter Sherman 508-233-4062
• Science Dr. Pat Dunne 508-233-5514
• Specifications Mary Caniff 508-233-4259

38
Natick Continued

• Others
• Betty Davis 508-233-4509

39
INDUSTRY KEY PLAYERS

• MRE ASSEMBLERS
• AMERIQUAL 812-421-4876
• SOPAKCO 843-464-7851
• WORNICK 513-552-7400
• UNITIZED GROUP RATIONS
• LABATT FOOD SERVICE 210-661-4216
• AMERIQUAL / WORNICK

40
INDUSTRY CONTINUED

• PRIME VENDORS
• LABATT FOOD SERVICE
• US FOOD SERVICE
• LANKFORD SYSCO
• SYSCO
• PYA MONARCH
• SEE DLA-TS WEBSITE (WWW.DSCP.DLA.MIL)

41
ASSOCIATIONS

• RDA 210-493-8024
• WEBSITE MILITARYFOOD.ORG

42
QUESTIONS ??????

• THIS IS
• A GOOD TIME TO ASK
• QUESTIONS!!!

43
QUESTIONS

• THIS IS THE BEST TIME TO ASK A QUESTION!!!

44
CONCLUSIONS

• The government marketplace is different but
  understandable
• Get to know where your products fit
• Get to the right people
• Ask questions
• Network
• When in doubt Ask

45
Email Addresses

• judith.marie.aylward_at_us.army.mil
• rossie.Johnson_at_us.army.mil
• tracey.l.brown_at_dla.mil
• alphonzo.bryd_at_us.army.mil
• mary.canniff_at_us.army.mil
• thomas.daley_at_dla.mil
• gerald.darsch_at_us.army.mil
• betty.davis_at_us.army.mil

46
Emails 2

• ddubose_at_sopakco.com
• c.patrick.dunne_at_us.army.mil
• jon.geisler_at_wornick.com
• susan.harrington_at_us.army.mil
• joseph.hauser_at_dla.mil
• michael.hyche_at_wornick.com
• jeannette.kennedy_at_us.army.mil
• jknapp_at_ameriqual.com

47
Emails 3

• james.lecollier_at_dla.mil
• john.mcnulty_at_us.army.mil
• tmacdonald_at_labattfood.com
• richard.faso_at_dla.mil
• michelle.j.richardson_at_us.army.mil
• peter.sherman_at_us.army.mil
• robert.trottier_at_us.army.mil