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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:
• [email protected] 616‐393‐1645
• PaulHirschbergIMMSSProjectManager941‐447‐2978
• [email protected] 850‐664‐1249
• hTp://mosaic2.haworth.com/immss2