UpftecfSljltes   ^^
                     Enyfrpnijiental Pgrtectjgn
                     Agency    " * "*
 Environmentally Preferable Purchasing Program

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
  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
                             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

"Doing Business With GSA."
"Telephone Directory For Doing Business With GSA"
"Contracting Opportunities With GSA"
"GSA Small Purchases"
"GSA Environmental Products Guide"

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.

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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

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-

   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

    1.   Clarity and prominence of
        qualifications and disclo-
    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
     You can obtain a copy of these
 Guides from the internet at
 http://www.ftc.gov/, or from the
 FTC Public Reference Branch ((202)


      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

 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

 AID: Exeojgve_ Order 12873  \
      "Federal Acquisition,
      Recycling, and Waste
      Prlyention/xJTederal Register,
      Pjpr 54911, (Sctober 20,1993^
      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

 All: Federal agencies encourage
      participation in procurement
      and contracting activities
 through preference programs

 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-

 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-

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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?
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
Supply Center
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

"Selling To The Military"
"Subcontracting Opportunities with DoD Major Prime
"A Handbook for DoD and Small Businesses"
"Annual Forecast Of DoD Acquisitions For FY '97"
"Defense Logistics Agency's Environmental Products
DLA Web site address: 	.www.supply.dla.mil
DoD Procurement Forecast*:

* 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
'	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

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
   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-
   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-
   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-
   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.
 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

 What are the different ways
 GSA and DLA manage their

 \. 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-

 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,


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                                                                        srGQUy bidoing on JHeaeral,
            op PCR$ in your;
                                                                  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
                              •uwt^IWte document provides
                                            : procurement
                                         i and contacts for the
                                                                        'Defense Logistics
                                                                                  at of
                                                      J	nil.	i in.i.iniikl!iL	
                                                                    ^jp— Departocient of Veterans
, gram administered by
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                                                                                    '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
     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

 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-
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~

 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

     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
     •  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
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/

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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?
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
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

"How To Do Business With DOI"
"DOI Prime Contractor Directory"
"DOI Subcontracting Directory"
"Annual Forecast Of Interior Acquisitions For FY '97"

DOI Web site address:	www.doi.gov
DOI Procurement Forecast*:

* The Procurement Forecast is required by every
Federal Agency and is a projection of Agency purchas-
es and contracts for the next fiscal year.

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