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WWeellccoommee ttoo 
““GGSSAA 22001133 UUppddaattee””
WWhhaatt iiss tthhee GGSSAA PPrrooggrraamm?? 
 Contracts to provide supplies and/or services directly with 
customers at ...
3 
WWhhyy hhaavvee oonnee?? 
1. 1. Preferred government purchasing program 
2. 2. Accelerate the buying process 
3. 3. Gai...
RReelliiaabbllee SSaalleess 
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 
TToopp FFYY 1122 SScchheedduulleess 
Schedule FY 12 Sales GSA Market Share 
IT S70 $15,546,010,158 41.23% 
MOBIS $4,866...
GGSSAA PPAASSTT && PPRREESSEENNTT 
6 
Past 
1-3 year contracts 
Lowest responsive, responsible bidder 
Maximum Order Limit...
WWhhaatt’’ss NNeeww 
GSA Releases Mobile eBuy 
Reverse Auctions 
Expansion of Strategic Sourcing BPA’s 
System for Award M...
8 
SSAADDBBUU CCoonnttaaccttss 
 Small & Disadvantaged Business Utilization Specialists. 
 Should be your first agency c...
DDeetteerrmmiinnee yyoouurr BBeesstt VVaalluuee 
 Best Value is not Black and White. 
 Maximum competition, lowest bidde...
10 
SSuummmmaarryy 
 Get on a contract vehicle - keep it current (mods 
for adds, deletes, increases). 
 Determine what ...
11 
SSuummmmaarryy ((ccoonnttiinnuueedd)) 
Know agency budget, mission, use of your services, 
procurement preferences. 
...
12 
QQuueessttiioonnss?????? 
Visit www.capitalreps.com 
Call us @ 703-326-0640 or 
E-mail us @ capsales@capitalreps.co...
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Cap i tal reps gsa schedules update

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GSA overview

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Cap i tal reps gsa schedules update

  1. 1. WWeellccoommee ttoo ““GGSSAA 22001133 UUppddaattee””
  2. 2. WWhhaatt iiss tthhee GGSSAA PPrrooggrraamm??  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. 3. 3 WWhhyy hhaavvee oonnee?? 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.
  4. 4. RReelliiaabbllee SSaalleess 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. 5. 5 TToopp FFYY 1122 SScchheedduulleess Schedule 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. 6. GGSSAA PPAASSTT && PPRREESSEENNTT 6 Past 1-3 year contracts Lowest responsive, responsible bidder Maximum Order Limitations ($500k) Blanket Purchase Agreements not emphasized 30-day protection match Synopsis required in CBD for orders over $50k Cost and pricing data required Open market item limitations S&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.
  7. 7. WWhhaatt’’ss NNeeww GSA 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. 8. 8 SSAADDBBUU CCoonnttaaccttss  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. 9. DDeetteerrmmiinnee yyoouurr BBeesstt VVaalluuee  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. 9 All data is copyrighted by CapITal Reps, LLC. Data may not be reproduced without written permission from CapITal Reps.
  10. 10. 10 SSuummmmaarryy  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. 11. 11 SSuummmmaarryy ((ccoonnttiinnuueedd)) 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. 12. 12 QQuueessttiioonnss?????? 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.

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