vvEPA
UpftecfSljltes ^^
Enyfrpnijiental Pgrtectjgn
Agency " * "*
Environmentally Preferable Purchasing Program
i
Selling
ii,. W ' ^ ' • '--^9jr-' • • ' : :m--^Stk--'' '• ••-^j«rr-'"'-" '• '^il&C -* '
-------
General Services Administration (GSA)—
i*rt»Tf II III I I II III
J-f» ^ir-uBMlll HI II %• HIM lid • MMH III
Procurement at GSA is done primarily through the
Federal Supply Service (FSS). FSS procures almost $6 bil-
lion worth of goods and services every year through
supply and service schedules, stock programs, special
order programs, and consolidated purchases. Vendors
Interested in doing business with GSA should contact
Kir nearest Susiness'Service Center (BSC).
I. What Products Does GSA Buy Most? u|
Product Dollar Amount (1995) Commodit
Telephone Number
hi:
Trucks and truck tractors - wheeled .q>^/,^/,uuu Automotive ... (703) 308-4190
Stationery and record forms ............ .$154,552,000Fumiture (703) sos-6636
• :,::„•„:: • • ::; ;„; •;,:,; : ; j r r, ;?IMES General products (817) 334-4545
r products $22,880,000 Qffice ^ sdentific equipment (703) 305-6626
cartons, and crates -$18,922,000 office supplies and paper pj.oducts (212) 264-3500
Office device|L(pens, |enalsS|StaPkrs,_etc.) .$17^83,000 f^is and chemkals (206) 931-7109
gm^ ^3 shelving $15^67,000
supplies (eraierij tajpe^' ink, etc.) $12,999,000
aon-powered) $12,259,000
:li(V :;
Services acquisition (703) 305-7261
Tools and appliances (703) 603-1301
^^^^^^^^
BUSiness Service Centers
Region
Telephone Number
KEGION1 - Boston
(CT, ME, MA, NH, RI, VT) (617) 565-8100
REGION 2-New York
(NJf, NY, PR, U.S. VI) (212) 264-1234
REGION 3 - Philadelphia
(DE, MD, VA, PA, WV) (215) 656-5525
REGION 4 - Atlanta
(At, FL, GA, KY, MI, NC, SC, TN) (404) 331-5103
REGION 5 - Chicago
Oly IN, MI, MN, OH, WI) (312) 353-5383
REGION 6-Kansas City
(IA, KA, MO, NE) (816) 926-7203
REGION 7 - Fort Worth
(AR, LA, NMr OK,TX) .(817) 334-3284
REGION 8 - Denver
(CO, MT, ND, SD, UT, WY) (303) 236-7408
REGION 9 - Los Angeles
(AZ, NV - Clark County, So. CA) (213) 894-3210
REGION 9 - San Francisco
(HA, NV - exl. Clark County, No. CA) .. .(415) 744-5050
REGION 10 - Auburn, WA
(AK, ID, OR, WA) (206) 931-7956
NATIONAL CAPITAL REGION (NCR) .(202) 708-5804
IV. Who Do I Contact at GSA?
Name & Office Telephone Number
Tom Daily
Environmental Policy (703) 305-5149
Mirinda Jackson
Enterprise Development (202) 501-1021
IV. What Information Sources are
Available?
Brochures
"Doing Business With GSA."
"Telephone Directory For Doing Business With GSA"
"Contracting Opportunities With GSA"
"GSA Small Purchases"
"GSA Environmental Products Guide"
Internet
GSA Web site address: www.gsa.gov
GSA Procurement Forecast*: .www.gsa.gov/pubs/dbgsa
* The Procurement Forecast is required by every
Federal Agency and is a projection of Agency purchas-
es and contracts for the next fiscal year.
-------
3IJ }X3U 31# JCOJ SpBJJUOD pUB S3
-SBipind AausSy jo uoipafoid B si puB AbuaSy pjapaj £6SZ-f 6? (ZT9)* " — * "
AJaAa Aq paimbaj sr jseaajoj juauiajnaojj SUT ,. uoiiBiisniiumv
... ^^ WAJJf C*.jajU.JMA|/ y
6699-99E (ZOZ) '""
69S6-99E COZ)
5(003 «F"O
pvre
• • dapx
JO 33TJJO
sanref
XOCI
/Z66l
XOQ,,
/xoa
(ZOZ)'
086t-99£ (ZOZ)'
6£Z£-Z£9 (ZOZ)'
SOZt-99£ (ZOZ)
Z89£-Z9Z (ZOZ)'
uosinjof
uot}Bxjsjuiuipv U
SIJUBH
9JV seDjnos UOJJBLUJOJUJ
(ZOZ)'
(ZOZ)'
sgef'-ggE (zoz)'
suotjBjado
3uoijd3]3i
elOQ J
"(naaso)
ssamsng paSBjuBApBsiQ puB HBWS 000'0^9Z$..... paraA40dun PUB
OOO'ZEfi'eZS'' " s}U3UodinoD ,
• • • s}uaunu)sui
• • • • spssaA.
iSip - sjmn Suissaaojd
000't6^/99$''"" ('3J9 'sJBJfBBjq sai 'sjBoq 3jjj 's
spssaA aoiAjas
aujoqjte jdaaxa - }uavndmba,
• pJDiipap - ajqE3 puB
OOO'ZiSS'OEZS" juavndmba uoijBDiunuiuioD snoavre^a3sip\[
"8
i OQ o^M 'III
8ZSI-Z9Z (ZOZ)
(sie)
(JQV) SuissBDOjd Bjsp
(S66T) junoiuv
Ana 100 saoa
-|
ipiAv Ajpanp p3DB|d 3JB S3SBipjnd n^uts
Aiuofeui a\p 'jaASMO^ 'sapipaxps VSO
-oid BJB suia^T jo A^TJofeui 3ijx 'SJOpuaA
ptre 'Xio^uaAur vid 31P 'sapapaips VSO 31R
sjuaurjJBdaQ -(mojaq pajsi];) sjuaxujjBdap
snoiJBA axp qSnojip auop si XOQ *B
(lOQ) uosjBiJodsuBJi jo
-------
The individuals with whom EPA
spoke while preparing this docu-
ment provided a number of sugges-
tions that may prove useful to you as
you try to market your environmen-
tally-oriented product to the Federal
government.
GSAand Other Allies
There is no one strategy that is
best to use in marketing your prod-
uct or in determining which agencies
might use your product. GSA is an
effective avenue for small businesses
to market and sell their products, but
it should not be the only avenue
used. Keep in mind that getting your
product listed in one of GSA's sched-
ules will not ensure sales. As in mar-
keting to any other potential buyer,
you should employ as many options
as possible in marketing your prod-
uct to each agency and finding out
the agencies that are most likely to
buy your product. In this way, you
can help to create demand for your
product on the part of agencies that
are buying from the GSA schedules.
GSA's 12 Business Service
Centers (BSCs) may assist your com-
pany with its marketing strategy by
placing your product in the GSA cat-
alog. The first step is to contact the
nearest GSA BSC to fill out the nec-
essary paperwork to have your
product considered for listing in the
GSA supply system. The next step is
to contact the appropriate individu-
als at each agency to ask for their
assistance in obtaining a procure-
ment forecast for the agency and to
ask for their help in identifying the
appropriate offices and individuals
at the agency that may be interested
in buying your product. You should
also contact GSA's Federal
Procurement Data Center to request
a report on what products each
agency buys. This report will include
forecasts for large (i.e., more than
$100,000) purchases. Finally, you
should talk to as many contacts as
possible and send out marketing
material to these contacts to help
them learn about your product.
Refer to the section of this document
on individual agencies to obtain lists
of agency contacts and phone num-
bers.
Small businesses also should
contact the Small Business
Administration (SBA) and the Office
of Small and Disadvantaged
Business Utilization (OSDBU) at
each agency. These offices can pro-
vide information on what each
agency purchases, the appropriate
people to contact, and special pro-
grams for small businesses. Refer to
the section in this document on indi-
vidual agencies, which lists the con-
tacts and phone numbers for each
agency's OSDBU.
Some small businesses with lim-
ited experience selling to the Federal
government have chosen to work
with larger or more experienced
companies that will work as a dis-
tributor for their products.
Advantages to this approach include
benefiting from the guidance andL..-^
Federal sales experience that a;:dis-""
tributor may be able to^provide, as
wellias;fjojp,;existirrg Federal con-
tracfs'-ttiatlth^diste^utor may have
under which your pr6ducj;]cpuldbe
promoted. Potential disadvantages—'
include a loss of flexibility and
another party with whom you must
share your profits.
Complying with FTC Guides
As indicated at the beginning of
this document, Federal consumers
are being required to consider the
environmental impacts of the prod-
ucts and services they purchase. To
effectively market your products to
these individuals, you should pro-
vide the information necessary to
assess the environmental impacts of
your products accurately and com-
pletely. The Federal Trade
Commission (FTC) has published
Guides for ensuring that environ-
mental claims are appropriately used
in the context of product marketing.
You must ensure that any environ-
mental claims that you make about
your product (e.g., recyclable, low
VOC, CFC-free) comply with the
FTC Guides for use of
Environmental Marketing Claims.
The FTC Guides establish four gen-
eral principles for environmental
marketing:
1. Clarity and prominence of
qualifications and disclo-
sures;
2. Clarity about whether claims
apply to the product, pack-
age, or components of either;. :./
3. Avoidance of overstating /
environmental attributes>nd
claims; and r/^
4. Presentation of comparisons
in a manner .{hat makes the
basis for_the"comparison suf-
ficientLy"clear. i
The 5TC Guides also provide1--
guidance on the appropriate usage —
";oi the following categories of claims:
• Claims of general environ-
mental benefits;
• Claims that the product is
"degradable," "com-
~ ~— . ..... postable," or "recyclable;"
• Claims of "recycled content,
"source reduction," "refill-
able," or "ozone safe/ozone
friendly."
You can obtain a copy of these
Guides from the internet at
http://www.ftc.gov/, or from the
FTC Public Reference Branch ((202)
326-2222).
-------
PASS is free by calling (800)
231-PASS (-7277).
Q9: In order to be most efficient
in my marketing, I'd like to
find out what agencies pur-
chase and which agencies
might use products similar to
mine. How can I find this
out? How can I keep
informed about opportunities
to sell products to the Federal
government?
A9: There are several sources avail-
able to provide you with infor-
mation on how much of a cer-
- tain product agencies use and
plan to use in the future. The
OSDBU contact at each agency
can provide you with procure-
ment forecasts for the agency.
Agency procurement forecasts
, are for large contracts and pro-
-curements (excluding purchas-
es of less than $100,000 and
credit card purchases) that the
agency predicts will occur in
the next fiscal year. GSA's
Federal Procurement Data j
Center can provide you with af
/ 'report of what each agency
(civilian and defense)-has"pur—
chased directly from the GSA
schedules in the previous fiscal
year. The contacts listed on
each agency-specific section of
this document also can direct
you to the appropriate people
and offices that purchase prod-
ucts similar to yours and can
provide you with information
on how much of that product
the agency uses and plans to
use in the future. The most
effective way to stay informed
about opportunities to sell to
the government is to complete
an SF 129 for the appropriate
agencies, maintain agency con-
tacts, contact your local GSA
BSC, and check the Commerce
Business Daily (CBD) regular-
ly. The Helpful Hints section
of this document provides
information on receiving the
CBD and finding it on-line.
Q10: What is E.G. 12873 and how
can it help me market my
products?
AID: Exeojgve_ Order 12873 \
"Federal Acquisition,
Recycling, and Waste
Prlyention/xJTederal Register,
Pjpr 54911, (Sctober 20,1993^
ploichotes'wasWprevention,
jtecycling, and energy efficien-
jflcy in the daily operations of
^Executive agenciis and pro-
iE:. motes the acquisition and use
H T of environmentally preferable
JT.T- products and services by each
f:~~ Executive agency. EX). 12873
fcL; • is, raising the awareness of
Federal consumers with^
respect to environmental prod-
ucts and, therefore, canfhelp
you in your efforts to-promote-
and market environmentally-
oriented products to the
Federal agencies.
Qll: What are preference pro-
grams? Do environmental
products enjoy any special,
formalized advantages among
products offered to Federal
agencies?
All: Federal agencies encourage
participation in procurement
and contracting activities
through preference programs
for:
1. Small businesses that meet
small business size standards
for their industry;
2. Small disadvantaged busi-
nesses that are at least 51 per-
cent owned by one or more
socially and economically dis-
advantaged individuals or
stockholders; and
3. Women-owned small busi-
nesses.
Regarding environmental
products, Federal agencies pro-
vide purchasing preferences
for products containing recov-
ered materials, which are des-
ignated by EPA under RCRA
section 6002. To date, EPA has
designated 24 items in seven
product categories, including
paper, vehicular, construction,
landscaping, transportation,
park and recreation, and office
products. Agenies are required
to purchase EPA-designated
items "to the maximum extent
practicable," considering price,
-.performance, and availability.
While there is no formalized
Federal policy on providing
price preferences for products
containing recovered materials,
some Federal agencies may
choose to adopt their own
unofficial price preference poli-
cy for these products (e.g., by
soliciting only for such prod-
ucts).
-------
• • - > "I; 1 ••: ',' •• •• ' «•': s »". vi; . •]'•,;. Jiii,; i' ",.,: : "i< t'jT"r-V' "'* iu" i1" ir11'"' 1;l" ' ill '
^!^^ZIZ^^|CLISiii^3S3SIuii;:SiSSS il^^^^
•', ' ' '" ••'.' ;' '1 " •'" .;„•,: •-. i.;!';:' 'i'i'-j' , ' .J";":J"'iii I.1'' i'i'i :"''"ii:i •',:.•'•'.• f'iW^'i/t-S''1! ^^W1''"1''1"'• ''I11'1"1 ":" '"
••' - .... ... iij;|'i '• ;•....-,.,;.;, ;., ii1,,•;;; ;!; ^,,j; :-i • if. • ;:|J:];,J • ;,;;;:;.;,;;,;, ;i ^jj,y.lf,•;jj,;,^ >; 1;11;,-;^,.••.'::', ;],'
1° uojpafoidt B ST pire AauaSy FJapad:
Xq pajttnbai sr jsBaajtOij juauiattiDOJj am] ^ 95^2-98
uojjeiujojui
8JV
FQ |«B IIBUIS ooo'zgs'zzj'
|M
•
^
ilHUB: ''I!:j'K.'. i'Hirlliii!:. - i.i.'iti,1'1,] ' [,p.:S, I'liV '''iij;!,l<;:
ll!illlllillll|l|Kii:, Jn J!'!'''1!'!!!''!..!!'.!!!!.!''''!:!!!:1" „ ! ''' lillllill lliil'ii: !'' iii^'lillliinRillIM,!11''' ^il1 <
-------
Defense Logistics Agency (DLA)
DLA is responsible for the procurement and distribu-
tion of 3.8 million consumable items used by the military
services and other Federal agencies. Procurement at DLA
is done centrally through the Defense Supply Centers
(listed below). Individual military installations also pro-
cure items directly from vendors if the item is not cen-
trally procured or stocked through DLA and if the value
of the procurement is less than $25,000. !
I. What Products Does DLA Buy Most?
Product
Dollar Amount (1995)
Aircraft - Fixed wing .$8,350,043,000
Combat ships and landing vessels $3,005,742,000
Liquid propellants and fuels $2,447,049,000
Gas turbines and jet engines $1,904,252,000
Guided missiles .. $1,768,428,000
Aircraft accessories and components $1,347,396,000
Communication equipment ............ .$972,509,000
Automated data processing equipment — .$775,489,000
Trucks and truck tractors - wheeled $765,544,000
Radio and television equipment ........ .$614,756,000
II. What are the Defense Supply
Centers?
Supply Center
Telephone
Defense Fuel Supply Center (DFSC) (800) 523-2601
in Virginia (800) 468-8893
Defense Industrial Supply Center (DISC) (800) 831-1110
Defense Supply Center, Columbus (DSCC)
(hardware) (800) 262-3272
Defense Supply Center, Richmond (DSCR) ;
(chemicals) . (804) 279-3550
in Virginia (800) 544-5634
Defense Personnel Supply Center
(DPSC) (800) 523-0705
III. Who Do I Contact at DLA?
Name & Office Telephone Number
Small and Disadvantaged Business
Utilization (OSDBU) - Defense
Logistics Headquarters (703) 767-1650
Business Opportunity Center, Richmond (804) 279-3550
IV. What Information Sources are
Available?
Brochures
"Selling To The Military"
"Subcontracting Opportunities with DoD Major Prime
Contractors"
"A Handbook for DoD and Small Businesses"
"Annual Forecast Of DoD Acquisitions For FY '97"
"Defense Logistics Agency's Environmental Products
Guide"
Internet
DLA Web site address: .www.supply.dla.mil
orwww.acq.osd.mil/sadbu
DoD Procurement Forecast*:
webl.whs.osd.mil/peidhome/prodserv/prodserve.htm
* The Procurement Forecast is required by every
Federal Agency and is a projection of Agency purchas-
es and contracts for the next fiscal year.
-------
The Federal government is the single
largest purchaser of goods and ser-
vices in the United States. In addi-
tion to basing its purchasing deci-
sions on the specific missions of each
of its agencies, the government is
basing its purchases more than ever
on environmental impact. Many
companies in the private sector cur-
rently manufacture products and
provide services that pose fewer bur-
dens on the environment. These
companies—especially small to
medium size companies—have had
difficulty accessing the Federal mar-
ket place, stemming in part from the
complex and sometimes arcane
Federal acquisition process. Often,
comanies are uncertain where to
or whom Eo'call with ques-
about selling their envlrbnmen-
ucts. The purpose of this
ment is to provide you, the ven-
ith information to facilitate
s to the Federal marketplace
thereby also increase the avail-
of environmental products to
federal government.
Jn this document you will find
information about:
The Federal government's
efforts to incorporate the
environmental attributes of
products and services into its
purchasing decisions,
Answers to some commonly
asked questions about selling
environmental products to
the Federal government,
Helpful hints to make it easi-
er for you to market and sell
your environmental products
to the Federal government,
Information about where you
can go for help, and
1
' I
• Specific information about
whom to contact in the major
purchasing agencies, the
kinds of items these agencies
purchase, and ways to make
it easier for you to sell to the
agencies.
Guiding Principals
Executive agencies, under a pres-
idential Executive Order (E.G. 12873
on Federal Acquisition, Recycling
and Waste Prevention) have been
directed to identify and give prefer-
ence to the purchase of products and
services that pose fewer burdens on
the environment. Federal consumers
have been asked to consider the fol-
lowing seven giaiding"pfincipTes ~~
When making purchasing decisions.
Vendors should consider these prin-
ciples when assessing the environ-
mental performance of their own
products and when providing infor-
mation to Federal consumers about
their products. These guiding princi-
ples are:
1. Pollution Prevention:
Consideration of environ-
mental preferability should
begin early in the acquisition
process and be rooted in the
ethic of pollution prevention
that strives to eliminate or
reduce, up front, potential
risks to human health and
the environment.
2. Multiple Attributes: A prod-
uct or service's environmen-
tal preferability is a function
of multiple environmental
attributes.
3. Life-cycle Perspective:
Environmental preferability
should reflect life-cycle con-
sideration of products and
services to the extent feasible.
4. Magnitude of Impact:
Environmental preferability
should consider the scale
(global versus local) and tem-
poral aspects (reversibility) of
the impacts.
5. Local Conditions:
Environmental preferability
should be tailored to local
conditions where appropri-
ate.
6. Competition: Environmental
attributes of products or ser-
vices should be an important
factor or "subfactor" in com-
petition among vendors,
where appropriate.
7: Product Attribute Claims:
Agencies need to examine
product attribute claims care-
fully.
Environmentally Preferable
Purchasing (EPP) ensures that envi-
ronmental considerations are includ-
ed in purchasing decisions, along
with traditional factors such as prod-
uct price and performance. The EPP
program provides guidance for
Federal agencies to facilitate pur-
chases of goods and services that
pose fewer burdens on the environ-
ment.
For more information about
EPP, contact:
Pollution Prevention
Clearinghouse (PPIC)
(202) 260-1023
E-mail: PPIC@epamail.epa.gov
-------
A number of fundamental questions
recur frequently as vendors, especial-
ly small businesses, attempt to pro-
mote and sell their environmental
products to the Federal government.
Answers to many of these questions
follow below.
Ql: Where do I start? Which
agencies do I contact and with
whom should I speak first?
Who are the right people at
the agencies to contact about
selling my product?
Al: Examine the agency-specific
sections of this document that
list the products most often
purchased by the agencies and
important agency contacts.
This information also wiin\elp__
you to determine the agencies
Jo contact that may be interest-
ed in purchasing your product.
You also might investigate the
U.S. Business Advisor „
(http:// www.busiriess.go y)\
which is a one-stop electronic .
link to air the information and
services (including procure-
ment opportunities) provided
by the Federal government.
Q2: When I do reach the right con-
tact, what questions should I
ask and what information
should I offer?
A2: Ask the person for a current
agency procurement forecast
and how to reach the appropri-
ate individuals in the agency
departments and offices that
use and may purchase your
products. With this informa-
tion, you will be able to market
to these individuals directly.
Q3:
A3:
Also, ask the person about any
procurement programs that the
agency may have specifically
for environmental products
and for small businesses. You
should be ready to provide as
much information as possible
about your product (e.g., envi-
ronmental attributes, perfor-
mance, cost, specifications,
comparison to comparable
products known by the
agency) to the various individ-
uals at the agency you are try-
ing to market.
What role does the General
Services Administration
(GSA) and the Defense
Logistics Agency (DLA) play
-in Federal procurement?
GSA and DLA are the major
supply and purchasing agen-
cies for the Federal govern-.
merit. Each of these agencies
manages different kinds of
products. GSA manages the
majority of common, commer-
cial type items that both civil-
ian and military agencies need
to perform their everyday
activities; although, GSA also
provides some defense-orient-
ed products as well.
Conversely, most of DLA's
items are defense oriented,
with the exception of a few
items that also can be used by
civilian agencies (e.g., light
bulbs). In order to achieve the
benefits of economies of scale,
GSA and DLA both establish
large contracts with vendors
on behalf of the entire Federal
government. Even though nei-
ther GSA nor DLA are manda-
tory sources of supply, most
agencies utilize these sources
due to the ease of ordering
from them and the usually
favorable prices. Therefore, it
is to your advantage to explore
the possibilities of selling your
product through GSA and/or
DLA.
What are the different ways
GSA and DLA manage their
products?
\. Stock/Inventory Program —
Both GSA and DLA use the
Stock/Inventory method.
Vendors ship large quantities
of products to various GSA
Distribution Centers or DLA
Inventory Control Points
(Defense Supply Centers).
Customer agencies order
through GSA of ~DLA, ^The
items are identified by
National Stock Numbers
(NSNs), which are used by the
government to identify specific
items. In some instances,
orders (usually large orders)
are forwarded by GSA and '
DLA to the vendors for direct
" delivery to the customer agen-
cies.
2. Federal Supply Schedules
Program — Under this pro-
gram, GSA contracts for prod-
ucts and services at stated
prices for given periods of
time. Orders are placed direct-
ly by the customer agency with
the vendor, and deliveries are
made directly to the Federal
customer. The products are
identified and categorized
according to their Federal
•'•All web site (URL) addresses and telephone numbers were in service at the time this poster -was prepared (Spring,
-------
* lillMJ
•trtrifHttofi assisfanp- hiifinnesSe's
srGQUy bidoing on JHeaeral,
Fosfjfe!
op PCR$ in your;
5BA,
iflB4'*e receipt of Fedewd funds
^ ^gh technology companies,"
T^hie Directory of Small
Inifotn1,ation Providers
oW be accessed at http://www.
»< resources,
, Be
Information
Specific
^Electron^c
•uwt^IWte document provides
: procurement
i and contacts for the
mm
'Defense Logistics
at of
J nil. i in.i.iniikl!iL
(1DOT)/
^jp— Departocient of Veterans
, gram administered by
the
,„,„«, general Services ^
Administration (GSA)A_
iiii
.Centers
, , . , Administration (HASA); I
leiling their products^ana ' I
and „_. _. ',__... - ,;,v/; ''.';i
ajSist ' ' ^1J^^aie^^g'.^rei]'l^-u^1" '• '!
*S$ ln"'i(Ssdocu^Kntlbecause'"6f^^Tl
egses ...... wi
^...^^production, contract the large volume ^oJproiEure^ |
ainistration. electemic corn- fflemt with which each is
-------
'IS 03V
at .
O.
t, -
„ ^ n, T ^ .
- ui sassauishq zoj aamosai
• ^ B SB piutjuapi si '3VU B
SI UDtUM '(id^) '3UI 'UOIJBAOUUJ
r|/\[ 'aouejsui io>j
i ssauisnq
Bins juajajjrp 99 jo
B sapiAoid axmosai sr
j-
uojietujojus ssaujsng
*^ J. jlBiUS P
"V* * £ * *g us f
-*fe fc *
^L^ s " fs* j*XS%
uo o naaSO
•saua§B
asavp 01 spnpojd jno^C };
pajja oj Moq puB sA"nq sap
^•ua§B atp jo xpBa spnpoad ^BXJM
Suiuiuijaiap ui no A JSISSB oj pa
fe- -piAoad si UOIJBUIJ[OJUI stqx -sap
£'7/-uaSB xis au> jo UDBB uiojj ajqB
"^""-^BAB saDJriosaj ubifBuiiopii pue
s?
g^t^ 4?ulbt:L|iJ»i
E^. sxVSD -^q papodai SB 'sjBjjop
^ JBJCSI) pamooad uayo ^sour spn
jnoqe UOI^BUIJOJUI PUB
sixisnpui PUB
'AjBjijpu uo aouBpmS
! puB 'A^UBnb 'UOHBDIJI
-oads pus adAj pnpoM 'sjappiq
- '* ItijssaDans f'3-3) spjBMB PBH
" -UOD[BjSpa^jadtidjnoqBuopj.
-luttdjui apiASCtd S2>vxd[ ;auo
-uo-auo papiAoid sq XBW puB
: AftvssuaS si aaiAias sp.
staatAias SIUJQ -sassaursnq
m aauauadxa |B3iu
pue juauia§BUBUi ir
aiBtjs saDujd QO? J3A°
Surpnpui 'siaajunpA
asatjx -(siawBui |BpuButf
t 'SuuaaurSua
'jB§aj 01 paiBfai
},iadxa paau
sassauisnq HBUIS
jo
Sui^uno33B jo '[BD
'SuuaauiSua ssaDoid
AS-a) aspiiadxa paz^Bp
-ads Suipaau S}uai|D dpq 05.
lopas a^BAud au^ uiooj sau:
Supsa} pus 'sjaau
SuijpisuoD 's
pred asn s^Qgg
uj; •sjuauiuiaAoS a^s PUB
aopas a^BAud axp SB ijaAi.
SB 'saSa^oo PUB saijTSjaAiun
\$iM. uoijBjadooD ui
-jado aiB s3Qgg ^
sop ui ^snotAajcd passnD
-sip SupuBug uo UOUBI
-pisuoD a\p o^ uot}tppB ui 'sa
-ssguisnq j[Buis
1
.,41
4
-------
'm*m .nB.-.Mil.lJ-.mJ... *, ~—™™
Swpp/y Classification (FSC),
which is a system used to clas-
sify all the different products
used by the Federal govern-
ment, and some have NSNs
assigned.
3. New Items — Products that
are new to the supply system
may be put on GSA's New
Item Introductory Schedule
after initial review for classifi-
cation. After a three-year peri-
od, if sufficient demand has
been demonstrated, the item
will be transferred to either the
stock or the Federal Supply
Schedule programs. DLA will
put new items, that are in the"
categories that they
into their inventory program i
there is demand for the iterhs
from military activities.
fer from the Business Service
Centers?
A6: The BSC's primary role at GSA
is to provide information and
guidance about contracting
opportunities with GSA. The
Commodity Centers perform Q8:
the actual contracting and
related functions (e.g., solicit-
ing bids and entering into con-
tracts). Each of these Centers
has respon'sibilitylfof ^specific
Jdrjps of items (e.g., office sup-
- - plies and paper products, , _
- paints and'chemicals, tools and
appliances, furniture, etc.).
Q7: Are there any marketing
"efforts required for products
• rt ! dim in ! ^- r '*
Q5: How do I get my product into
the GSA or DLA supply sys-
tems?
AS: For the GSA supply system,
contact the nearest Business
Service Center (BSC) listed in
the GSA section of this docu-
ment. For the DLA supply
system, contact the appropriate
Defense Supply Center listed
in the DLA section of this doc-
ument. Individuals at these
centers will assist you with
determining the appropriate-
ness of your item relative to
the demand, as well as applic-
able specifications and/or
standards. They also will
assist you with completing any
necessary paperwork.
Q6: What are the Commodity
Centers and how do they dif-
that I sell through GSA
and/or DLA?
Y:If your products are placed in
GSX's stock or DLA's invento-
ry programs, normally, there is
no further marketing on your
part that is required. =.
. However, if your products are
placed in any kind of sched-
ules program, it is" to your ben-
~^efit to aggressively market
yoiir products to all civilian
J r ^--—«=_ti,,1j»__n
and military consumers, espe-
cially, if your product is new or
if there are similar, competitor
products under contract.
You can market your product
directly to the various agencies
that may purchase your prod-
uct. Refer to the contacts iden-
tified in the agency-specific
sections of this document. The
best marketing strategy is a
multi-tiered approach that uti-
lizes the advantages of GSA
and DLA and also involves
direct marketing and commu-
nications with Federal con-
sumers that may purchase
products from sources other
than GSA and DLA, and possi-
bly making direct purchases
using government credit cards.
How do I get on an individual
agency's bidders list? What
forms do I need and how do I
get them? Where can I get
help on filling out the forms?
Is there a way to expedite the~
process?
Each agency/, contact will be -.,
able to proVjde you with a
Solicitation Mailing List appli- r
cation (Standard Form (SF)
129) that, when completed and
returned, will place you on
that agency's bidders list. The
agency contact may be able to
assist you in co^ple^S the
form and any other necessary
paperwork. Each agency's
Office £>f Small and j
Disadvantaged Business
Utilization (OSDBU) will be
able to provide a SF 129 and
assist you with its completion.
The best way to expedite this
process is to contact Jixe...appro--
priate OSDBU and ask if you
can receive and complete the
SF 129 electronically or by fax.
The Small Business
"Administration (SBA) main-
tains the Procurement
Automated Source System
(PASS), which is a nationwide
database of small businesses
seeking prime contract oppor-
tunities with the Federal gov-
ernment and subcontract
opportunities with large busi-
nesses that have their own
prime contracts. Listing in
-------
Small Business-Small Purchase Set-
Aside Programs
Small business-small purchase
set-asides are small purchases (gen-
erally less than $100,000) that use
simplified procurement procedures
to target the procurement to a speci-
fied type of vendor (e.g., small busi-
ness) or organization. The purpose
of set-asides is to ensure that the
small disadvantaged and women-
owned business community receives
a fair share of government •Gontrjacts-
and is afforded the opportunity to
grow and prosper. You should con-
tact the SmalLBusiness
Administration (SBA) to have them
assist yotfjh determining if your
busineasytjualifies as a small busi-
ness., Nfext, contact the OSDBU at the
agencies with whom you plan to
market and sell your product and;
;ask them if the agency has any small
' business-small purchase set-aside
programs planned for the fiscal year.
Theset programs may provide your
company an/immediate marketing
and selling opportunity. The SBA's
Office of Government Contracting
^has,an internet site with "hot-links"
taother Federal agencies. The site
(http:/ /www^sbaonlirie.sba.gov/gc)
also^has information for small busi-
nesses seeking government contract-
ing opportunities/
/ ' ' .-•'//
Financing the Sales of Your ,-- /\
Environmentally-Oriented Products
Like most compahies' in a growth
mode, yours might'fequire financing
for new equipment, or perhaps more
likely, accounts receivable and inven-
tory. Several firms with whom we
spoke during the development of
this document recited a similar
theme: financiers will be hesitant to
lend money for a product—environ-
mentally oriented, or otherwise—
with little or no track record. In the .
face of this reluctance, you must
develop a thorough and well-con-
ceived marketing plan, complete
with realistic sales projections. The
plan must make clear the value of
the product, not only in environmen-
tal terms, but also in basic business
terms.
The most appropriate type of
financing (e.g., term, line of credit)
will depend upon both the purpose
of the loan and the overall financial
strength of your business. For term
loans, your best starting point is a
commercial bank. Should the bank
require some type of guarantee, you
might seek financing through SBA's
-standard "7'(a) Loan Guaranty
Program." ~,;; ;;_•—
For inventory and accounts- --—-~-~L
receivable financing, you might con- ,
sider a commercial finance company,
or a commercial bank with a unit or
subsidiary that specializes in asset-
based lending. A listing of asset-
based lenders is available from the
Commercial Finance Association
(225 W. 34th Street, SuitelSlS, New
York, NY 10122; (212)^64-3490;
http/ /www.cfomine.c6m.cfa.htm).
Should yourprospective lender
require a guaranty, you might seek
line-of-credit financing under SBA's
CAPLines Loan Program. You
should he^aware, however, that this
is a new loan program with which
mainy lending institutions are unfa-
- miliar. For a listing of participating
lenders in your state, contact the
SBA (check the blue Government
pages in your telephone book for
your local SBA District Office) or call
(800) 8-ASK-SBA.
For free advice on:
• How to craft your business
plan;
• The appropriate type of
financing for your particuL
situation; or
• Any other aspect of your
business planning needs;
you should visit your local Small
Business. Development Center
(SBDC). To locate the nearest SBDC,
you may call the Association of
lax
Small Business Development Centers
((703) 448-6124).
Finally, many states have financ-
ing programs, including grants, for
economic development activities. For
example, the Minnesota Office of
Environmental Assistance actively
seeks in-state vendors for participa-
tion in its grant program. Depending
upon the location of your firm, and
the type and amount of financing
needed, you might qualify under
one or more of these programs. To
find out what is available in your
state, you should call both your state
department of commerce and your
state environmental agency.
The Commerce Business Daily
The Commerce Business Daily
(CBD) is published every weekday
(excluding Federal holidays) by the
Department of Commerce. The CBD
lists proposed government procure-
ment actions (generally in excess of
$25,000), subcontracting leads, sales
of surplus property, and foreign
business opportunities. Proposed
procurement actions appear only
once in the CBD, unless revisions are
made to the procurement notice and
terms, and potential suppliers gener-
ally have 30 days to respond.
To review current copies of the
CBD, visit your local GSA BSC, an
SBA office, a Department of
Commerce field office, or your local
public library. To receive a subscrip-
tion to the CBD, write to the
Superintendent of Documents, U.S.
Government Printing Office,
Washington, D.C. 20402. The cost of
the CBD is $325/year (first-class) or
$275/year second class. Some ser-
vices offer to send you the CBD over
e-mail at a cost of approximately
$200/year. You also may access the
CBD for free at:
http: / / www.sbaonline.sba.gov/
hotlist/cbd.html
-------
sa
-seqamd ^auaSy jo uotpafoxd B si puB AbuaSy
AJ3A3 A"q paimbai si jSEDaioj juaurajtnDOJtj; aijx * WFE-ttS (808)
[[[ *'i .................... il ........................................ 1 [[[ li-iii ..... Qocc-C'c'ti f7flFl
•IIII|II|I|III11H Illlllli Illllll illllltl'ilil i I lllliliiillPNIIIIIH V Plllliill"!!!!!"!!!" In 'I llll| IIIIIIPlii1 i in II lill Mill I Hull Ilillllliliniillllininill11 linilllilinillliilliiiilliill illl "hPI hllililllHIl lillMPlllllllllH O7&3 Cfw7 \dl/Cf/
SBSUB}[
•
VA
VA
VA
:ssajppB a}TS qa\\ VA
" ' ' ''
£T*z-9tz (80Z)
UOTSIAIQ uoiinqujsin
' '
(80Z) ----
(80Z)
uotjistnba
Illllllllllllllllllllllllllll IP ill ill l ill ill ill ill nil Illlllli i
:«!!!! liii lull »»l ••• is;
rii'iah null1;, mi, wain m;in :m II'IIIMIIIIIIIL :ii». MIIIIIIII ^
AJ,,
VA,,
^opaitfl aopBjquo;} avnuj
ssaursng SUIOQ,,
auoqde]9i
[[[ ', ................................... •
;H pe)uo3 QJ
-Suiseipjnj -jl
f 218-S9S
saDjnog uoiieuijojui
* • • (naaso)
Wll
ssauisng
sai|ddns puB
'juaurdmba 'aimiu,
juatudmba i{dBJ§a[a} puB;
000/^2Q^g|:".": ; uoTjBinS|juo3 raajsXs jxiauidinba ,
111
n iii ill
l.llP'IU ..... I'PHIIIJB'S'iilllllliiillini ..... :,<«.':.Ii' "l!,l ..... tm! Ii IKi i! ,!„, JH.iSi1];1!!1 iiiii II ..... I." nil!,, i ,|ll ft ..... !lin 'in!'1 in
mDOij
' kit nfiR i« lid11, iia>ui! i if1, ; ii» i ..... ' n; • ..... ..... '"• .:. K « ...... *:•,! imii: *, oil, ' ...... i;:1!, *a, • -, ri i i1' " . ........ i: , " w :\ •*
zapi
; • ..... ..... '"• .:. K « ...... *:•,! imii:
000 901
«*LUB|\J
000/6£0/S8$
000'488'OSf $
§uiss330.id Bjep pajuuroiny
• • • AiBirua^aA 'pjjuap 'iBDt}
:sa|xddns pus ^uavadinba
saijddns puB ^uaradmba
'Sjuaniujsut
pure p2Dtpap\[
iq puB
(S66t)
pnpoid
QU£-6£l (WAY
WV 9M1 saoa spnpaid V^MM 'I
ApDairp pamDoid are sasexpond
-sjopuaA uicxg pue 'ytro^uaAin via ai;P 's
-paips VSD 3V& uiojj suiBji amooid IBUI
-------
Department of Interior (DQI)
Procurement at DOI is done through the individual
Bureaus (listed below). Individual Bureaus procure items
from the GSA schedules, the DLA inventory, and directly
from vendors. The majority of items are procured from
the GSA schedules, however, the majority of small pur-
chases are placed directly with the vendors.
I. What Products Does DOI Buy Most?
Product DoUar Amount (1995)
Electrical generators and generator sets ... .$21,690,000
Automated data processing (ADP)
components .... .. .$18,638,000
Water turbines and water wheels ......... .$10,685,000
ADP support equipment
(splicers, spoolers, etc.) ................... .$8,782,000
ADP software .. .$8,612,000
ADP central processing units (CPUs) ... $7,100,000
Radio and television communication
equipment .$6,307,000
Compressors and vacuum pumps .$5,569,000
Miscellaneous printed materials
(decals, labels, etc.) $4,889,000
Motion picture and still picture film $4,534,000
II. What Are the Bureaus?
Bureau
Telephone Number
Bureau of Indian Affairs (202) 208-2825
Bureau of Land Management (202) 452-5176
Bureau of Reclamation (303) 236-3750
Minerals Management Service (703) 787-1375
National Park Service (202) 565-1163
Office of Surface Mining (202) 208-2839
U.S. Fish and Wildlife Service (703) 358-1901
U.S. Geological Survey (703) 648-7373
III. Who Do I Contact at DOI?
Name & Office Telephone Number
Jennings Wong
Procurement Analyst .(202) 208-6704
KenNaser
Environmental Program Team Leader ...(202)208-3901
Ralph Rausch
Small and Disadvantaged Business
Utilization (OSDBU) (202) 208-3493
Frank Gisondi
Small Business Specialist (202) 208-4907
IV. What Information Sources are
Available?
Brochures
"How To Do Business With DOI"
"DOI Prime Contractor Directory"
"DOI Subcontracting Directory"
"Annual Forecast Of Interior Acquisitions For FY '97"
Internet
DOI Web site address: www.doi.gov
DOI Procurement Forecast*:
ns.ios.doi.gov/osdbu/suppeq.html
* The Procurement Forecast is required by every
Federal Agency and is a projection of Agency purchas-
es and contracts for the next fiscal year.
-------
fl IP!
-*
<» g <.
3
o
------- |