The document discusses the GSA program and 2013 updates. The GSA program provides supplies and services directly to customers through negotiated contracts and pricing. It outlines the benefits of the program including being a preferred purchasing option and gaining exposure to new opportunities. Sales under the program have remained over $37 billion annually from 2009 to 2012. The document also highlights new features of the GSA program including mobile purchasing and an online system for contractors. It stresses determining your competitive advantages within the program to provide the best value.

1. WWeellccoommee ttoo
““GGSSAA 22001133 UUppddaattee””

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
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. 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
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. 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. 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
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. 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
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
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
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.