「台灣中小企業如何直接或間接開拓美國政府採購巿場專題研討會」

Robert Lee 李席舟4/10/2012

Learn the wisdom from the ant

The Agreement of Government Procurement

July 15, 2009 Taiwan(Separate Customs Territory of Taiwan, Penghu, Kinmen and Matsu) 41th Country of GPA Transparency, Open, Non-discremination

•The General Services Administration (GSA) is an independent agency of the United States government, established in 1949 to help manage and support the basic functioning of federal agencies. The GSA supplies products and communications for U.S. government offices, provides transportation and office space to federal employees, and develops government-wide cost-minimizing policies, and other management tasks.[2]

www.gsaelibrary.gsa.gov GSA eLibrarywww.fbo.gov Federal BusinessOpportunityDEMO 1

GSA Schedules are fast, easy, and effective contracting vehicles for both customers and vendors. For GSA Schedules, GSA establishes long-term governmentwide contracts with commercial companies to provide access to millions of commercial products and services at volume discount pricing. www.gsaadvantage.gov

DEMO 2

•

Direct: Apply GSA ScheduleSell by Bid and by GSA Advantage

Indirect: Cooperate with the vendor of GSA NSN number (National Stock Number) &

Commercial Item Example 5120-00-265-7462 IPD: Item Purchase Description

•

NSN number (National Stock Number) Example 5120-00-265-7462The thirteen-digit stock number, It consists of the four-digit Federal Supply Classification code and the nine-digit National Item Identification Number. The National Item Identification Number consists of a two-digit National Codification Bureau number designating the central cataloging office of the NATO or other friendly country which assigned the number and a seven-digit (xxxxxxx) nonsignificant number

5120 (FSC) 00-265-7462 (NIIN)

•

How do you know if your items are with NSN number?

Type: Key Word of your products and GSA Global

What is GSA DEPOT

How to find out the specification of the NSN

Please modify your products to meet the NSN IPD

What is IPD (Item Purchase Description), CID (Commercial Item Description)

What is the price you should bid?Who is your competitor?

•

WHERE YOU CAN FIND THE BID (RFQ)?GSA e-buywww.gsaadvantage.gov

Demo

•

BPA(Blank Purchase Agreement)MAS Blanket Purchase Agreements (BPAs) - In order to support agencies with their strategic sourcing requirements, GSA is developing a number of MAS Blanket Purchase Agreements for selected commodities and services. These BPAs can be used by all agencies to fulfill requirements. MAS BPAs leverage the government's buying power and achieve significant cost savings through the aggregating of federal demand.

•

Good Presentation to Your Gov. Buyer Good JPG Photo Clear Description, including right key word. Attractive Company Web site Show your good Quality Control Packing and Marking meet GSA need 123H Box certificate

•FOIA: FREEDOM OF INFORMATION ACT

www.leegsaapproval.com

•

Who need to use this system?1.Who get the GSA Schedule2.Who Applying the GSA Schedule3.Who want to sell indirectly to U.S. Government including Federal and States government.

Welcome to be the member DEMO 3

•

GSA EXPO 2012 May 15-17San Antonio, Texas www.expo.gsa.gov/index.

1. Products May have associated services

2. Professional services May have associated products

3. IT (Schedule 70) proposals4. Medical schedule proposals

•I. Get Dun & Bradstreet No.•https://eupdate.dnb.com/requestoptions.asp •II Get CCR Number• ( ) The Central Contractor Registration CCR system•Accessible to all Federal agencies•Annual renewal is required to remain active•All federal agencies use CCR registration data for payment and contract formation purposes•www.ccr.gov

• III. Get NAICS number• The North American Industry Classification System• Is the standard used by Federal statistical agencies• NAICS number can be changed after CCR registration

is complete • www.naics.com • IV. Register at ORCA• Online Representations and Certifications Application• Describes your company and its goods and services• Web address: orca.bpn.gov

Customer satisfaction survey Costs $185US Select at least 10 references

You may use more than one person from the same company

Draws some information from CCR and other sources

The confirmation email, sent by the Open Ratings system when you first apply, must be submitted with your proposal

Vendor Response document Not submitted but required for information

needed for your proposal Summary of Offer

Collects information needed for your proposal Includes

Delivery time Trade Agreements Act monitoring AbilityOne monitoring

Submitted with your proposal

Income statements (P&Ls) and Balance sheets from the past two years (audited if possible)

Must be positive Low/manageable debt level Must show that you can pay your bills while

you perform a government contract

• Small app that allows you into eOffer system

• eOffer is a Web-based, secure system for uploading a proposal to GSA

• Costs $119US• Application forms must be notarized• Apply at http://aces.orc.com/

Web-based training Required of all offerors There is a quiz at the end of the training PDF certificate issued – included with the

proposal documents Visit https://gsafas.secure.force.com/MASTrainingHome

Select the box on the left (New User Registration). In the drop-down box, select "Prospective Vendors" and click the "Go" button.

A small business subcontracting plan is required if in CCR and ORCA the NAICS

code showed “No” at the “Small Business” section of each and the offeror has an office in the US

No plan is required “For contracts or contract modifications that will be performed entirely outside of the United States and its outlying areas;”

The format for the plan is included in the GSA solicitation documents

Some SINs within many GSA solicitations require UPC codes

Visit https://vsc.gsa.gov/lookup/sin_mol.cfm for list of solicitations and SINs that require UPC codes

UPC codes normally come from http://www.gs1us.org/, but this is an expensive option.

Try http://ezupc.com/ as a less expensive alternative

NSN Bar Code National Stock Number Bar Code Many Bar Code Software can

make this “3 of 9” Bar code

For Example: Label Martrix program

If the offeror is not the manufacturer of the products being offered, the offeror must obtain letters of supply and associated paperwork from “TAA” compliant sources or have a system to prove compliance.

It is assumed that the companies obtaining GSA contracts through TAITRA and Robert Lee are manufacturers, making their items in Taiwan, and will not have to perform this step.

GSA sees three kinds of prices Retail/undiscounted MSRP (Manufacturer Suggested

Retail Price) Any discount price given to a “favored” customer The price proposed to GSA

Must be the lowest price to any customer (GSA becomes the “most” favored customer

Discounts to GSA may be based on prices to direct customers, not prices to dealers and value-added resellers (some GSA contracting officers debate this)

Commercial Price List The list of your products/services and the undiscounted prices you

charge to commercial customers Commercial Sales Practices document

Shows your discounting practices to different kinds of customers (GSAProposal completes this and sends it to offeror for review)

Pricing spreadsheet (Excel) Shows products, MSRP, Most Favored Customer and GSA pricing as

well as country of origin (Taiwan) and warranty period of the item GSA has a suggested format

Invoices samples: Verify previous sales and pricing Notations are permitted (and encouraged) on the invoices to explain

any differences in pricing to your MFC such as quantity discounts, old pricing etc.

For Schedule 51 V and a few others The presence of a Point of Sale software

system, where required For Schedule 78

Excluded Parties List System (https://www.epls.gov/)

Shows contractors that have had problems with delivery to federal agencies

Not normally proposed by overseas product manufacturers

Includes Hardware

New Leased Rented Refurbished

Software Professional services (not normally proposed

by non-US companies)

Administrative Technical Pricing

CCR: Previously described ORCA: Previously described Vendor Response Document: Previously described Client data sheet: Shows management team,

products and more Organization chart: Shows management chain Subcontracting Plan: Previously described Financial Statements: Previously described Pathway to Success: Previously described Digital Certificate: Previously described

Open Ratings report: Previously described

Open Ratings response email: Previously described

Commercial Pricelist: Previously described FAS(Federal Acquisition System) Price List: GSAProposal

creates this; offeror reviews and revises it – it lists your products, company info and terms and conditions

Commercial Sales Practices Format (CSP-1) and CSP table: Previously described

Pricing Support: Invoice samples (must match what is in the pricing spreadsheet)

Proposed Economic Price Adjustment (EPA) Mechanism and supporting documentation: GSAProposal creates this – it is the basis of future price increases

UPC code: Previously described Pricing spreadsheet: Previously described

Proposals reviewed by and contracts managed by the US Veteran Administration (Chicago, IL)

Different format than the rest of the GSA proposal system Fewer files No eOffer – proposals are submitted via

paper No Open Ratings review

CCR: Previously described ORCA: Previously described Income statement from previous 12 month

period Commercial Price List: Previously

described Invoice samples: Previously described Warranty and return policy

Vendor Response Document: Expanded format and is submitted

Commercial Sales Practices format: Expanded format

Pricing spreadsheet Past Performance Evaluation: Created

instead of doing Open Ratings process Small Business Plan