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U.S. Communities ProgramU.S. Communities Program

Graybar Internal TrainingGraybar Internal Training                                           

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Graybar U.S. Communities Program ManagersGraybar U.S. Communities Program Managers

• Rob Rhoads | Strategic Account Manager

Graybar East Districts

(Atlanta, Boston, New York, Pittsburgh, Richmond, Tampa)Office (314) 573-7159 | Mobile (202) 445-8992

Robert.Rhoads@graybar.com

• Jeff Peskuski | Strategic Account Manager

Graybar West Districts

(California, Chicago, Dallas, Minneapolis, Phoenix, Seattle, St. Louis)

Office (314) 573-7154 | Mobile (630) 640-4905

Jeff.Peskuski@graybar.com

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• Creating Value

• U.S. Communities Organization Overview

– Contract Basics

– Key Contacts

– USC Roles & Resources

• Graybar Role and USC Contracts

• Best Practices

– Selling approach & strategies

• SG-530 process

– Corporate Commitment

• U.S. Communities and Graybar Program Website information

AgendaAgenda

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ProcessProcess

PricePrice

ProductProduct

GovernmentGovernment

25%25%

65%65%

10%10%

How do we add value if this is how the market purchases?

Creating ValueCreating ValueCreating ValueCreating Value

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Government Purchasing, Cooperatives & Government Purchasing, Cooperatives & U.S. CommunitiesU.S. Communities

• Government requires Three Bid or Solicitation Process• Cooperative purchasing saves money• U.S. Communities

– A national cooperative purchasing alliance for local governments including Counties, Cities, Special Districts, Schools, Colleges and Universities, Non-profits, and State Agencies

Website: www.uscommunities.org

Program Managers: www.uscommunities.org/contactus

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U.S. CommunitiesU.S. Communities

• Cooperative Contract Manager• Non-Profit • For Government – By Government• National Volume• Best Overall Value• 24+ Available Contracts• No Cost / Non-Binding • Best in Class Vendors

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National SponsorsNational Sponsors• NIGP (www.nigp.org)

– National Institute for Governmental Purchasing

• NACo (www.naco.org)– National Association of Counties

• ASBO International (www.asbointl.org)– Association of School Business Officials

• NLC (www.nlc.org)– National League of Cities

• USCM (www.usmayors.org)– United States Conference of Mayors

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• Auburn University• Cobb County • City and County of Denver• Emory University• Fairfax County• Great Valley School District• Harford County Public Schools• Hennepin County• Hillsborough Schools• Fresno Public Schools• City of Kansas City• Cape May County

• City of Houston• City of Los Angeles• Los Angeles County• Maricopa County• Miami-Dade County • North Carolina State University• City of San Antonio• San Diego Unified School District• Salem Kaiser School District• City of Seattle• Denver Public Schools

Public Procurement Professionals

The Advisory BoardThe Advisory Board

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USC Solicitation ProcessUSC Solicitation ProcessAdvisory Board recommends

a product or commodity

U.S. Communities evaluates category

Lead Agency and Advisory Board evaluate proposals

Lead Agency & Advisory Board monitor and evaluate supplier performance

Public Agencies access contract through online registration

with U.S. CommunitiesAward Contract

Correct Fit?No further action

Lead Advisory Board member prepares competitive bid

Includes "public participating agency" language enabling other agencies to use contract.

All contracts are competitively solicited, non-exclusive and require no fees to participate.

No Yes

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Graybar role with Graybar role with U.S. CommunitiesU.S. Communities• Two Contracts

– Electrical– Telecommunications

– Current growth of contracts are valued @ $130MM • County of Los Angeles, Lead Public Agency• Large Breadth of Product• Consistent and competitive pricing• No contracts to sign and non-binding• Best Overall Value• Services

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Graybar USC ContractsGraybar USC Contracts

• Electrical # MA-IS-1140130

• Valid to 3/31/2013

• Products include Lighting & Lighting Controls, Power Distribution, Management & Control General Electrical Commodity Materials.

• Services include Recycling, Energy Audits, Power Distribution Analysis, Emergency Service, Preventive Maintenance , Installation and Graybar Financial Services

• Communication/Security # MA-IS-1040222

• Valid to 12/31/13 with (1) one year options

• Products include Networking, Communication, Fiber & Cabling, Termination & Related Materials

• Security products include Cameras, Monitoring, Entrance Protection, Fire, Intrusion, Notification and other Related Security Products

12Over 50,000 Participating Agencies

Nationwide Access ParticipationNationwide Access Participation

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States By PopulationStates By Population

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State & Local GovernmentState & Local GovernmentOverviewOverview

• Main Responsibilities– Handle powers not delegated to Fed or other

agencies– Public Safety, Education, Transportation,

Health, Housing, Internal Facility Infrastructure

• Breakdown per 2010 Census– 50 States– 3034 County & Parishes – 36,011 Cities, Towns & Villages– 28 Consolidated City/County Governments– Other Townships, Municipalities,

Incorporations & Special Districts

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State & Local Org Chart ExampleState & Local Org Chart Example

E n e rg y M a n ag e m e nt

E n g in e e rin g / C o ns truc tion

F a c ility M an a g em e nt

IT / S e cu rity

P u b lic W o rks

A d m in is tra tion

C o m m u n ity S e rv ices

B e a ch e s & H arb o rs

P a rks & R ec

S tre e ts

G e n era l S erv ices

F a m ily S e rv ices

H o u s ing

H e a lth

F ire

P o lice

P u b lic S a fe ty

E d uca tion

P o rt A u th o rity

M e tro

A irp o rt

W a ter

S p e c ia l D is tric ts

P ro cure m e n t / C o ntra c ts

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Higher Education & K12 Higher Education & K12 OverviewOverview

• Main Responsibilities– Improve quality of learning each fiscal year – Ensure equal access for all citizens– Better serve the needs of the society and

economy.

• Breakdown per 2010 Census– 145,209 K-12 Educational Institutions – 4,352 Colleges & Universities– Other Technical Schools, Charter Schools &

Special Education Districts

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Common Higher Ed & K-12Common Higher Ed & K-12Purchasing Services Org ChartPurchasing Services Org Chart

Director of Procurement Services

Assistant Directorof Procurement Services

Purchasing ManagerP-Card Coordinator

Purchasing Agents/buyers

Accounts Payable clerk

E-business Manager

Sr. Purchasing Agent

Commodity Manager

Manager/Construction Services

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Benchmark Potential BusinessBenchmark Potential Business

• Benchmarking using population or enrollment

• Core Commodities• Narrows Focus• State & Local Government

– $2 to $4 per resident depending on services

• Education– Higher Education: $16 per student– K12 & Charter: $12 per student

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Potential Sales for State, Local & EducationPotential Sales for State, Local & Education

• State & Local– 308,745,538 Residents per 2010 Census – $1 Trillion Annualized Local Spend– Potential $1 Billion for Graybar

• Higher Ed Enrollment – ~ 20,500,000 enrollment per 2010 Census– Potential $325,000,000 Million for Graybar

• K-12 Enrollment– ~59,200,000 enrollment per 2010 Census– Potential $700,000,000 Million for Graybar

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Selling approach & StrategiesSelling approach & StrategiesSelling approach & StrategiesSelling approach & Strategies

• Focus on selling, not bidding• Sell at the Director of Procurement level or above• Sell yourself and Graybar first!• Establish the competitive solicitation and award by a public

agency, (Los Angeles County Government) • Provide the RFP, Master Agreement, MICPA and

Statute.• Utilize U.S. Communities as a vehicle to avoid the

solicitation process• Start the process 6 – 12 months prior to the end of their

current contract• Reference Advisory Board members and others in the

region utilizing our USC contract

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Corporate CommitmentCorporate Commitment

• Legally, it is our corporate commitment to lead with the U.S. Communities contract to agencies that have signed up to use the program.

• Commercially, it is in our best interest to encourage customers to sign up for the program.

• Strategically, it is our plan for selling to local government customers.  

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• USC Program, register online @ www.uscommunities.org– Customer clicks on register to participate tab– Reference Master Intergovernmental Cooperative Purchasing Agreement

(“MICPA”)– Registration is one time– Customer can register more than one dept. and buyer– Registration enables agency to use program and to be automatically notified of

new contracts– Graybar receives a notification via email that the customer has registered and

selected use of our contracts.– Graybar will then link customer sold to/account # to the USC hierarchy pricing on

our end. (SG-529 form)

How a Customer ParticipatesHow a Customer Participates

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SG-530 Process• The CVIA exemption was created for project business or large one-time orders from our Local Government agency customers.    • Utilize only when a “Formal Public Bid” or “Formal Quotation” is issued from a USC member account.  • Bid documentation is required to exempt the order from VIA payment. • We cannot exclude any sale where an agency is using the program to purchase or Graybar is using the program pricing to win the order. • Exemptions on registered USC customers for daily commodity purchases will not be approved.    • SG-530 forms must be approved by the District Government Manager prior to approval by the Strategic Account Manager.       

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U.S. Communities & Graybar U.S. Communities & Graybar Program Website InformationProgram Website Information

• Graybar Marketing and Contract Documents:

www.graybar.com/uscommunities

• U.S. Communities Program Information:

www.uscommunities.org

• U.S. Communities Graybar micro-site:

www.uscommunities.org/graybar

• Government WIKI page under SAM Information

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Graybar U.S. Communities Graybar U.S. Communities Program OverviewProgram Overview

Thank you !!