IMMSS - KiSP Inc. Background... · 2015-05-07 · IMMSS • For more Informaon, Contact: • Cyndi...

IMMSS

•  IntegratedModularMedicalSupport(IMMSS)

–  BPA

•  SupportsArmyMedicalCommand(MEDCOM)Facili?esWorldwide

•  ManagedbyUSArmyCorpsofEngineersHuntsvilleCenter

•  5Year$400MillionContract

•  StreamlinedNego?atedAgreementwithThreeVendors–  Haworth–  Knoll–  HermanMiller

IMMSS

•  Products

–  IntegratedFacilitySolu?onsforMedicalTechnologyandFunc?onalRequirements

•  Modular

•  Func?onal•  Durable•  Flexible•  Safe•  ProfessionalAppearance•  SelectedbyMEDCOMandHFPAasStandard

•  OnlySelectedHaworthProductsareAvailable

•  hTp://mosaic2.haworth.com/immss2

IMMSS

IMMSS

•  Cer?fiedTeamingAgreements

–  TomeetalloftheProductRequirementsofthisBPA,HaworthhasFormedCTA’swiththefollowingManufacturers

•  Unicell

•  DAI/Eagle

•  Amico

•  Dwyer

IMMSS

•  Pricing

–  ContractPricingEstablished•  CONUSDelivery•  Design•  StandardandExtendedInstalla?on•  Reconfigura?onofExis?ng•  OCONUSDelivery

Non‐IMMSSProducts,Services

andRequirementsareGenerally

ProcessedUsingOtherContracts

IMMSS

•  LocalBusinessDevelopment

–  RGM’s,BDM’sandLocalDealers

•  EstablishaWorkingRela?onshipwithyourLocalArmyMedicalFacilityPointofContact(POC)

•  DealerDriven,DailyorSmalltoMediumSizedopportuni?es

•  Huntsville/HFPADriven,LargeProjectsInvolvingHFPAandContractedA&DFirms

IMMSS

•  IMMSSKeyPersonnelRequirements

–  TheIMMSSContractSpecificallyMandatestheFollowingKeyPersonnelandtheirRoles:

•  IMMSSProgramManager‐CyndiKamps:ADedicatedRoletoExecuteManagerialandAdministra?veOversightoftheContract

•  IMMSSDesignManager‐Chris?neDavis(Innerspaice):RequiredtoExecuteDesignDevelopment.ProjectCoordina?onandProgramOversightforAllDesignissuesRela?vetotheBPAandLiaisonBetweentheHFPADesignersandLocalDealers

IMMSS

•  IMMSSKeyPersonnelRequirements

–  TheIMMSSContractSpecificallyMandatestheFollowingKeyPersonnelandtheirRoles:

•  IMMSSProjectManager‐PaulHirschberg: ResponsiblefortheDaytoDayFunc?onsofEachTaskOrder,ProjectIden?fica?on,PlanningandSchedulingwithMEDCOMStaff,POC’s,HFPADesigners,Contrac?ngOfficersandLocalDealers,QualityPerformanceReviews,HealthandSafetyCompliance,andIMMSSContractCompliance

–  OrderProjectManager‐BillEdwards(Innerspaice):EstablishedtoAssisttheHaworthProjectManagerinSinglePointOrderEntry/OrderManagement,andtoAssistwiththeCoordina?onofDeliveryandInstalla?on

IMMSS

•  InnerspaiceArchitecturalInteriors

–  WhoisInnerspaiceandwhyaretheyInvolved?

•  PreferredHaworthDealer•  StrategicPartner/ContractProcurement

•  LocalandExis?ngRela?onshipswithUSACEandHFPA

•  RequiredHealthcareExperience•  Compe??veKnowledge

•  BPAManagingDealer

–  CentralOrderEntry–  Specifica?onCompliance

–  U?liza?onofInventories–  Applica?onofLearnedEfficiencies

–  AccessandDistribu?onofallProjectDocuments

IMMSS

•  “TheThreeP’s”

–  Projects,Par?cipa?on&Processes

•  Projects:

–  DealerDriven–  HuntsvilleCenter/HFPADriven

•  Par?cipa?onandProcesses

–  LocalDealer»  Responsibili?es»  Discoun?ngandDSFLevels

IMMSS

•  Objec?vesofthePar?cipa?onSchedule

–  WhatDrivesEveryonetoWorkTogetherandStayProfitable?

•  ProvideIMMSlevelsofExperienceandSupportfromInnerspaiceastheBPAManagingDealer

•  ProvideLocalDealerIncen?vesandNewOpportuni?es

•  MaintainaUnifiedandConsistentMessage

•  IncreaseHaworthMarketShareThroughNon‐BPASales

IMMSS

•  AdvantagesandTools

–  AdvantagesoftheBPA

•  AccesstoNewCustomers

•  BPA=Hun?ngLicense•  UsetheBPAtoGainAccess•  IncumbentDissa?sfac?on

•  Non‐BPAProductSales•  Addi?onalServicesRevenue•  LimitedCompe??on

–  HermanMiller

–  Knoll

IMMSS

•  AdvantagesandTools

–  ToolsfortheBPA

•  Innerspaice–  DesignComplianceManagement

–  PrincipaltoPrincipalStrategy–  OrderEntry–  IMMSDataBase

–  Communica?on

•  Marke?ng

–  6PageColorBrochure–  MosaicWebsitehTp://mosaic2.haworth.com/immss2

IMMSS

•  ChallengesandStrategies

–  Challenge:HermanMiller

•  15YearTourwithNoCompe??on•  EnormousCustomerBase

–  Strategy:It’sOurTurn!

•  CustomersBoredandUnimpressed

•  NotAggressiveun?lNow•  WeOfferaBeTerAesthe?c

•  Unicell!

IMMSS

•  ChallengesandStrategies

–  Challenge:SoleSourceAwards

•  HMownstheonlyCurrentJus?fica?on

–  Strategy:WorktheSystem!

•  SSAllowanceisCapped•  AbilitytoCreateourownSSOpportuni?es•  InnerspaiceAbilitytoQualifyandConfirmaTrueHMSSProject

IMMSS

•  ChallengesandStrategies

–  Challenge:Compe?ngEveryOrder

•  HuntsvilleIntendingtoCompeteeverytaskOrder

–  Strategy:BuildtheResume’

•  CriteriatoAwardisMorethanPrice

•  MeasuredPerformance

•  CreateAdvantagesbyDrivingSolu?ons•  AbilitytotapintoAddi?onalDiscoun?ngwhenRequired

IMMSS

•  ChallengesandStrategies

–  Challenge:LocalDealerConcernRegardingPar?cipa?onLevels

•  WillDealersseetheAdvantagesofPursuingIMMSSOpportuni?es?

–  Strategy:ShowThem!

•  MajorityofPar?cipa?onisLocal

•  BeTerthanOtherBPA’s•  ExtremelyLimitedCompe??on

•  Marke?ngTools

•  DedicatedProgramTeam/Support

•  Addi?onalRevenueStreams

IMMSS

•  FormoreInforma?on,Contact:

•  CyndiKampsIMMSSProgramManagerCyndi.Kamps@Haworth.com 616‐393‐1645

•  PaulHirschbergIMMSSProjectManager941‐447‐2978

Paul.Hirschberg@Haworth.com

•  Chris?neDavisIMMSSDesignmanagerCDavis@Innerspaice.com 850‐664‐1249

•  hTp://mosaic2.haworth.com/immss2