The Military Trade Channel

The Military Trade Channel

American Logistics Association Military Market Facts July 2008 American Logistics Association A Brief Overview Our History 1920 Incorporated as the Quartermasters Association (QMA) QMA was composed of officers of the Regular Army, the National Guard, the Organized Reserves, key civilians in the federal government and leaders of industry. QMA disseminated professional information concerning all Quartermaster and related activities, and fostered and promoted a spirit of cooperation and friendly exchange of ideas among the members. 1961 QMA becomes the Defense Supply Association (DSA) The name was changed in response to the establishment of the Defense Supply Agency, as well as the increasing responsibilities being placed upon the U.S. Army Quartermaster Corps to provide food, clothing and general supplies to all the Armed Forces under DoDs single manager concept. The Association was composed of officers of the Armed Forces, key civilians in the federal government and leaders of industry.

1972 DSA becomes the American Logistics Association (ALA) To eliminate confusion with the Defense Supply Agency, the Association changed its name to the American Logistics Association and adopted the eagle in the oval logo. The new ALA carried forward the same objectives of the Quartermaster and Defense Supply Associations. According to an editorial in the July/August 1972 issue of ALAs Review Magazine, the new name was chosen to show clearly who we are, what we do and how we intend to function. American must always exalt the pride of patriotism we believe in our country, in its customs, in its ideas and in its business efforts. Logistics is defined as that branch of the military art which embraces the details of transport and supply. Association is a union; a connection of persons or things, or a union of persons in a company or society for some particular purpose. Our History 1974 ALA reorganizes into a national trade association Led by a Board of Directors comprised of representatives from industry, the newly organized association was designed to serve industry and its related interests in military and other government activities. 2005 The ALA Board of Directors revised the mission of ALA to include a focus on Total Quality of Life and MWR/Services. The American Logistics Association promotes, protects, and enhances the military resale and quality of life benefits on behalf of our members and the military community.

Programs and Services It is our goal to provide valuable programs and services that enable all members to operate effectively and efficiently with the military resale system and services. ALA is the only organization that can give you the resources and the information you need to succeed. We strive to increase the visibility of the Association and enhance the services that ALA provides its members. Contact Information American Logistics Association 1133 Fifteenth Street, N.W. Suite 640 Washington, DC 20005 (202) 466-2520, Fax (202) 296-4419 www.ala-national.org Military Market A Closer Look 49 States

2 U.S. Territories 30 Foreign Countries Military Resale Market FY 07 Total Sales: $18.5Billion Commissaries $5.65 Ships Afloat $84.2M Exchanges 11,980B Military Resale Market Sales Trend 2008 $18.56B 18.8 18.4 18.3 17.8 17.8 17.3 16.8

16.3 16.6 16.3 16.3 15.8 15.8 15.3 14.8 15.3 14.7 14.7 14.8 15 15 15 14.6 14.3 13.8 13.3 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007

Military Patrons Active Duty Demographics Authorized Shoppers Total Shoppers 11.6Million DoD Civilian Employees 0.67M Active Duty 1.3860M Retirees 2.1M Family Members 5.4M Source: Defense Manpower Data Center (DMDC) Guards/ Reserves 2.0M Active Duty Military Personnel Trend 2.5

2.10M 2 2.00M 1.80M 1.5 1.70M1.65M 1.60M 1.50M 1.44M 1.39M1.43M 1.43M 1.40M 1.39M1.38M 1.42M 1.40M 1.37M 1.37M 1 0.5 0 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 Source: DMDC Active Duty Demographics

Male 1,186,4 35 85.4% Officers 16.3% Source: DMDC Female 202,949 14.6% Enlisted 83.6% Age <22 23% 22-26 29% 27-31

17% 32-36 13% 37-49 17% 50+ .01% Military Resale Agencies Defense Commissary Agency (DeCA) Army and Air Force Exchange Service (AAFES) Navy Exchange Service Command (NEXCOM) Marine Corps Exchange (MCX)

Coast Guard Exchange Systems (CGES) Veterans Canteen Service (VCS) Defense Commissary Agency DeCA Profile Established: 1991 Employees: 16,358 Headquarters: 1300 E Avenue Fort Lee, VA 23801-1800 Phone: (804) 734-8253 Web site: www.commissaries.com Major Distribution Facilities: - CONUS Civilian Distributor Network - Overseas DeCA Central Distribution Centers FY 2007 Sales: $5.65 Billion Director: Vacant Chief Executive Officer: Richard S. Page, SES Selected Operations and Services:

Grocery; Freeze; Chill; Produce Meat; Dairy Deli/Bakery Mission Statement Deliver the Premier Quality of Life Benefit to the Armed Services Community - To enhance recruiting, retention and readiness by efficiently and effectively providing exceptional savings and excellent products and superior services - EVERYTIME, EVERYPLACE. DeCA Facts

Annual operating Budget- Congressionally Funded Headquarters- Fort Lee, Virginia FY 2007 Sales- $5.65 Billion 258 stores (171 in CONUS and 87 OCONUS) Merchandise sold at cost plus 1% to cover shrinkage, plus 5% surcharge applied at register Vendor Stocking-required for some categories Estimated that 45% of DeCA shoppers are retirees Commissaries recognized as the #1 non-pay benefit DeCA Sales Trends $6.02 1992 $5.79 1993 (In Billions) $5.47 $5.34 $5.31 1994 1995

1996 $5.1 1997 $4.9 $4.9 1998 1999 $5 $5 2000 2001 $4.97 $5.04 2002 2003 $5.24 $5.37 $5.42 2004

2005 2006 $5.65 2007 Commissary Sales vs. Americas Top Food Retailers Company Name Estimated Annual Sales (in billions) 1. Walmart $98.8 2. Kroger $58.5 3. Albertsons $36.3

4. Safeway $32.7 5. Costco $31.1 6. Ahold USA $22.6 7. Publix $20.1 8. Supervalu $19.9 9. Delhaise America $16.5 10. Meijer $6.7 11. H.E. Butt

$14.4 12. Winn-Dixie $8.5 13. BJ Wholesale $5.8 14. Defense Commissary Agency $5.4 Source: Progressive Grocer Magazine, May 2006 DeCA Does More With Less! Supermarke t* Weekly Sales Per Average Selling Area DeCA**

34,147 sq.ft. 31,392 sq.ft. 13 14.7 $297,496 $506,968 Checkout $27,344 $34,452 Customer $30.86 $60.76 $7.12 $16.15

45,000 16,829 118 hours 59 Average Number Checkouts Store Square Foot Avg. Number of Items Stocked Avg. Hours figures: OpenFMI per * Source of supermarket Speaks 2006 Week **Based on all DeCA CONUS stores with sales of $2milllion or more per year. Inventory Turns

Sale per Customer Transaction 15.3 22.1 $27.34 $58.57 DeCA Sales Store Rank Sales 2007 Sales 2007 Transactions #1 Fort Belvoir, VA $95,680,20 9 1,096,567 #5 San Diego NB

$70,273,05 5 1,057,251 #10 Langley AFB $63,292,72 3 985,652 #25 Wright-Patt AFB $50,485,93 3 677,811 #50 Kadena AB, Okinawa $37,882,63 6 733,812 #100 Ft Wainwright, AK

$21,993,27 Source: Progressive Grocer Magazine, May 2007 0 386,591 DeCA Prices All Merchandise at Cost +1% (shrinkage) + 5% (surcharge) No Slotting fees or co-op advertising 100% of all deal money is passed to the patron An ideal test market scenario since the effect of trade funds can truly be monitored Distance Deters Commissary Store Visits The average Commissary is 2.5 times as far from home as the local grocery store However, by a 2 to 1 margin, patrons are

willing to put up with inconveniences to save 30% on their grocery bill Commissary Consumers Use Coupons Heavily 126.4 Million coupons redeemed in FY 2007. Total coupon value was $98.8 Million. DeCA earns approximately $10.1 Million in handling fees per year. Redemption percentages are generally higher in the military market. Average coupon face value is 78 cents. DeCA Business Drivers Promotions via Display (Presented to DeCA Headquarters)

Manager Specials: Category leaders, high volume items, deep discounts, normally 7 days, mandated display, administered via automated VCM at Headquarters Power Buy Display: High volume items, excellent prices, mandated quantities and display Primary Display: Required displays (K1 & K2 display these to the maximum extent possible) Secondary Display: Optional displays (store discretion) One Time Buys/Shippers: Highly consumable, impulse items Continued DeCA Business Drivers

Case Lot Sales: Special events to sell patrons in case increments Dollar Days: Dollar price points and dollar multiples on brand name food items Coupons: On-shelf manufacturer coupons, FSI coupons & Internet coupons all accepted Demos: Very effective and cost efficient Advertising: Several effective Military specific vehicles available In-store DeCA Radio: In most major DeCA stores In-store Floor Advertising: Available for most DeCA stores Exchange Sales Trends In Billions $12.61 $9.8 $10$11.1 11.04 $10

$10.5 $9.8 $9.3 $9.7 $9.7 $9.7 $10.1$10.1 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 Exchanges AAFES, NEXCOM and Marine Corps Exchanges Operate as Federal Instrumentalities - unique organizations within the DoD Self-funded, using few tax dollars Exchanges pay their own operating costs from Revenues Return earnings to Customers through payments to Morale, Welfare and Recreation Activities and investments in new, renovated exchange facilities Coast Guard Exchanges An MWR activity; Coast Guard is part of the Department of Homeland Security Veterans Canteens Operates under the authority of the Department of

Veterans Affairs AAFES Profile Established: 1895 Employees: 43,000 Headquarters: 3911 S. Walton Walker Blvd. Dallas, TX 75236-1598 Phone: (214) 312-2001 Web site: www.aafes.com Major Distribution Facilities: Forest Park, GA; Newport News, VA; French Camp, CA; Waco, TX; Giessen, Germany; Tokyo, Japan; Yakota, Japan; Inchon, Korea; Okinawa, Japan; Honolulu, Hawaii FY 2007 Sales: $9.66 Billion Commander: Brigadier General Keith L. Thurgood, USAF COO: Mike Howard Selected Operations and Services: Retail Stores; On-line Shopping Concessions; Catalog Services Food Facilities; Gas and Auto Repair Military Clothing Stores; Movie Theaters Vending Centers, State Department

Commissaries AAFES Regions (5) Pacific Region Main Exchanges European Region Main Exchanges Alaska England Italy Germany Greenland Eastern Region Main Exchanges Guam, Japan, S. Korea, Okinawa

Hawaii Western Region Main Exchanges Central Region Main Exchanges Puerto Rico NEXCOM Profile Established: 1946 Commander: Employees: 15,000 Rear Admiral Robert J. Biachi, SC, USN Headquarters: 3280 Virginia Beach Blvd. Virginia Beach, VA 23452 Phone: (757) 463-6200 Web site: www.navy-nex.com Major Distribution Facilities: Norfolk, VA; Chino, CA Pensacola, FL; Naples, Italy

Honolulu, Hawaii; Yokosuka, Japan FY 2007 Sales: $2.30 Billion COO: Michael Good, SES Selected Operations and Services: Retail Stores; Concessions Food Facilities; Gas and Auto Repair Authorized Uniform Stores Vending Centers; Ship Stores NEXCOM Districts (11) European District Northwest District Northeast District Capitol District Western District Tidewater District (HQ) Japan

Guam Hawaii Hawaii District Cuba Japan District Guam District Mid-South District Southeast District Puerto Rico MCX Profile Established: 1897 Employees: 3543 Headquarters: 3044 Catlin Ave.

Quantico, VA 23134-5103 Phone: (703) 784-3800 Web site: www.usmc-mccs.org Major Distribution Facilities: None FY 2007 *Estimated Sales: $793.3 Million *Cooperative format Director: MG. Gen Timothy R. Larson, USMC (Ret) Deputy Director Business Operations: Michael T. Tharrington Selected Operations and Services: Retail Stores; Concessions Vending Centers; Gas and Auto Repair Food and Hospitality Facilities MWR Programs Marine Corps Exchanges (MCX) are a part of the Marine Corps Community Services (MCCS) on the Marine Corps bases. MCX Facilities (17) Barstow

Twentynine Palms Camp Pendleton Miramar & MCRD San Yuma Diego Camp Lejeune Beaufort Parris Island Albany Hawaii Japan Iwakuni Kaneoh e Bay Henderson Hall Quantico (MCX HQ) Camp Allen Cherry Point CGES Profile Established: 1945

Commander: Employees: 1,600 Captain Edward Eng Headquarters: 870 Greenbrier Circle Greenbrier Tower II Suite 502 Chesapeake, VA 23320-2681 Phone: (757) 420-2480 Web site: www.uscg.mil/mwr Major Distribution Facilities: None FY 2007 Sales: $125.3Million Director of Operations: Bob McGinty Selected Operations and Services: Retail Stores Gas Stations MWR Programs Food Operations (franchised) Vending Centers Kodiak

CGES High-Volume Exchanges Port KetchikanAngeles North Coast, Cleveland Astoria Seattle South Portland North Bend New London Cod StatenCape Island Humbolt Bay Petalum a Baltimore

Yorktown Cape May Portsmouth Alameda Elizabeth City Charleston San Pedro Mobile (2) Honolulu Galvesto n New Orleans St. Petersburg Maypor t Clearwater Miami Hawaii

Borinqu e Puerto Rico San Juan VCS Profile Established: 1946 Director: Employees: 3,100 MS. Marilyn Iverson, SES COO: Headquarters: #1 Jefferson Barracks Road Building #25 St. Louis, MO 63125-4194 Phone: (314) 894-1200 Web site: www.vcscanteen.com Major Distribution Facilities: None FY 2007 Sales: $309 Million

Ralph Shalda, SES Selected Operations and Services: Retail Stores, Food Operations (Cafeterias) Personalized Services, Vending VCS Profile Central Buying Office Core Customers: Patients (including relatives and friends) Staff and Medical workers Volunteers Average Retail Store size: 1,5001,800 sq. ft. Approved items are placed in VCS

Automated Merchandise Catalog (AMC). Items on AMC are available to each canteen for ordering merchandise. Exchanges - Main Stores CONUS AAFES OCONUS TOTAL 109 51 160 NEXCOM 45 32 77 MCX

17 2 17 VCS 170 0 170 CGES 66 10 76 Total 405 95 500

NOTE: Resale systems combined operate thousands of retail operations including Main Stores, Shoppettes, Troop Stores, Package Stores, Sport Shops, Lawn and Garden, Fast Food, Military Clothing Stores, Gas Stations, etc. Exchange Sales vs. Americas Top Retailers WalMart Source: NRF online Sales (Billions) $315.7 Target $52.6 Sears $49.1 K-Mart $19.7 J.C. Penney

$25.6 Federated Dept. Stores $23.4 May Dept. Stores $14.4 Kohls $13.4 U.S. Military Exchanges $11.6 Dillards $7.7 Nordstrom $7.1

Exchange Resale Systems Business Drivers Pricing equal to or lower than best customer Voluntary Price Reduction (VPR) Favorable payment terms Marketing funds for: In-store demos Premiums, give-a-ways Truckload and parking lot sales Contests, sweepstakes Clerk training Scholarships continued . . . Exchange Resale Systems Business Drivers

Advertising funds for: Weekly tabloids, In-store flyers Special programs Prepaid freight Warehouse allowances Business Processes Vendor Managed Inventory (VMI) Same UPC code # for Bonus Packs Pre-ticketing for certain kinds of merchandise Ship Stores Profile Established: 1909 Headquarters: 3280 Virginia Beach Blvd. Virginia Beach, VA 23452 Phone: (757) 463-6200 Web site: www.navy-nex.com Major Distribution Facility: Yokosuka, Japan FY 2007 Sales: $84.2Million

Commander: Rear Admiral Robert J. Bianchi, SC, USN Vic President, Ship Stores Program: Charlie Vaughn Selected Operations and Services: Retail Stores; Vending Machines Laundries; Barber Shops What Makes Ship Stores Unique? Investment in inventory is constrained limited storage and display space Assortments reduced to best selling SKUs Majority of sales occur

while deployed Captive market when at sea Store hours restricted while in port or repair yards Requires 24-72 hour turnaround for deliveries MWR/ Services MWR, GSA, Department of State MWR Operations Morale, Welfare and Recreation MWR MWR is a term given to a complete range of community support, quality of life programs, services, and activities that are provided to members of the Armed Forces and their families on military installations throughout the world. Operations Each of the military services operates MWR activities

Each military service has its own MWR organization, and while they manage similar activities, each does so in its own manner within the broad policy mandates of DoD Operations are generally decentralized, but there is growing trend toward regional operations in Army & Navy. Program Funding MWR operations are funded with a combination of tax payer funds (appropriated) and self generated funds (non-appropriated) referred to as APF and NAF respectively NAF is generated through the sale of goods and services by both MWR operations and the Exchanges (dividends)

Programs Categories Categories Title A Mission Essential Sports, Libraries, Rec. Centers Funds 100% APF Program Examples Fitness Center, Intramural B Community Support NAF Youth Program, Outdoor Rec., Rec. Pool 65% APF Child Dev. Center C 100% NAF*

Business Operations Restaurants, Lodging, Marinas Clubs, Golf,Bowling, Retail Stores, Snack Bars Category may determine type of contracting procedures utilized APF: Defense Federal Acquisition Regulations Supplemental NAF: DoD and Service Specific Regulations ** DoD Directive 4105.67 *With some limited exceptions DoD Instruction 4105.71 ** www.defenselink.mil Source: DMDC 35% MWRs Most Frequented Facilities Air Force

Army Fitness Facilities Libraries Outdoor Rec. Clubs and Entertainment Fitness Facilities Gyms/fields Bowling Libraries ITT Navy Marines Fitness Facilities ITT Fast Food Venues Outdoor Rec. Gyms Fitness Facilities ITT Fast Food Venues Outdoor Rec.

Gyms Army MWR Operations Headquarters: U. S. Army Community and Family Support Center (CFSC) 4700 King Street Alexandria, VA 22302 General Information: 2007 Revenues: $778M APF $953M NAF Employees: 36,000 Facilities: Lodging Operations 78 Golf 57 Fitness 236 Clubs, food, beverage, entertainment 227 Army Installation Management Agency (IMA) Chief, MWR & Family Support Branch: Arnie Cole Phone: (703) 602-1812 Commander: BG John Johnson, USA COO: Rich Gorman, SES Phone: (703) 681-7472 Web site: www.armymwr.com

Contains data on: Lodging, Sports, Recreation, Construction, Contracting (How to Do Business), Contracting Officer Listing, Armed Forces Recreation Centers, Child and Youth Programs and more Key HQ Phone Numbers: Family Programs: (703) 681-5375 Soldier Programs: (703) 681-7398 Recreation: (703) 681-7226 Business Programs: (703) 681-5203 NAF Contracting: (703) 681-5244 NAF Construction: (703) 681-1506 Marine Corps MWR Operations Headquarters: U.S. Marine Corps Personal and Family Readiness Division 3280 Russell Road Quantico, VA 22134-5103 General Information: 2007 Revenues: $200M NAF * $200M APF* Employees: 13,319 2007 Recapitalization:$20.1M Facilities: Fitness 53 Food Ops 198

Lodging 7 Golf 11 *estimated Director: MG (Ret) Timothy Larsen Dep. Dir. Business Ops: Michael Tharrington Phone: (703) 784-9501/9816 (fax) Web site: www.usmc-mccs.org Contains Data On: Semper Fit (rec./fitness),Family Programs, Business Ops Programs, Personal Services (child/youth), Construction, Contracts, MCX Sites, Buyers Lists, Sales Reports, How to Do Business Key Phone Numbers: Dep. Dir. Business Operations: (703) 784-3800 Public Affairs: (703) 783-9517 Retail Branch: (703) 784-3800 Services Branch: (703) 784-3800 Food & Lodging: (703) 784-3800 Navy MWR Operations Commander, Navy Installations Command (CNIC) Director, Fleet & Family Readiness Programs: John Baker Phone: (202) 433-4544 Contains Data On: Fitness, motion pictures, ITT, Business Activities, Facilities and Acquisition,

Community Support (child/youth), Public Affairs, (How to Do Business) Director, Fleet Readiness Programs: Christian Headquarters: Mehrer Phone: (202) 433-4538 Commander Navy Installations Command (N9) HQ POCs: F&FR Support Center: (Tom McFadden) (901) 874-6615/6812 (fax) Web site: www.mwr.navy.mil 2713 Mitscher Rd SW Washington DC 20373-5802 General Information: 2007 Resources: $461.9M NAF (includes NEX Dividends) $368.0M APF (Direct) Employees:15,000 (NAF, APF, FN, and MILPERS) 2007 NAF Recapitalization: $52.8M

Facilities: Fitness 145 Golf Courses 38 MWR Lodges Facilities 26 RV Parks 41 Food Ops 443 Other HQ POCs: F&FR Service Center: (Tom McFadden) (901) 874-6618/6803 (fax) Marketing/Communications: (901) 874-4243 Fitness/Fleet Rec: (901) 874-6802 Media Resources/Motion Pictures: (901) 874-6537 Recreation: (901) 874-6640 Food Service: (202) 433-4640 Lodging Program: (202) 433-4621 Child and Youth Programs: (901) 874-6699 Facilities & Acquisition: (901) 874-6674 Computer Services: (901) 874-6520 Finance: (901) 874-6592 Personnel: (901) 874-6716 Training: (901)874-6735 Air Force Services Operations Headquarters: U.S. Air Force Services Directorate of Services 1770 Air Force Pentagon

Washington, DC 20330-1770 General Information: 2007 Revenues: $752M NAF $599 M APF Employees: Director: Arthur Myers, SES Deputy Dir: Linda Egentowich, YC-03 Phone: (703) 604-0010/0321 (fax) Web site: www.afsv.af.mil Contains data on: Aero Clubs, Child and Youth, Fitness and Sports, Tops in Blue, Lodging, ITT, Mortuary Affairs, Survivor Assistance, Career Program, Faculty Design Guides, Libraries, Golf, Clubs, AFNAFPO, Public Affairs and News 47,247 2006 Recapitalization: $131.9M Facilities: Fitness Centers 115 HQ POCs: Programs Policy: (703) 604-0738 Armed Forces Entertainment: (703) 604-2429 Child & Youth: (703) 604-6421 Fast Food Ops 108 (Clubs Only) Golf Courses 66

Lodges 93 continued . . . Air Force MWR Operations Operations: Air Force Services Agency 10100 Reunion Place, Suite 500 San Antonio, TX 78216-4138 Commander: Col. Fredric C. Ryder, USAF Phone: (210) 652-6207/7041 (fax) www-p.afsv.af.mil Web site: www.afnafpo.com Includes How to Do Business, Acquisition Data, Smart Buy Program A.F. Services Agency POCs Community Prgms: (210) 652-3371 Rec & Business: (210) 652-3193 Fit & Sports: (210) 652-7021 Mkting & PAO: (210) 652-4945 Lodging: (210) 652-8875 Food: (210) 652-2619 A.F. NAF Purchasing AFNAFPO HQ AFSVA/SVC 10100 Reunion Place, Suite 304

San Antonio, TX 78216-4138 Director: (210) 652-5426 Purchasing Div: (210) 652-5426 Coast Guard MWR Operations Headquarters: Coast Guard Morale, Well-being, and Recreation 870 Greenbrier Circle Greenbrier Tower II, Suite 502 Chesapeake, VA 23320-2641 General Information: 2007 Revenues:$15.2M NAF $15.70M APF Employees: AF/NAF853 Chief: Captain Edward Eng MWR Director: Gary Scheer Phone: (757) 420-2480/0659 (fax) Web site: www.uscg.mil/mwr www.cg-exchange.com Facilities: Lodge 30 (excludes RV) Golf Courses 2 Food & Bev Ops 26 Fitness Ops 31 (excludes standalone equipment)

GSA Regional Small Business Centers Lurita Alexis Doan Administrator Federal Supply Service Information Center (FML) Washington, DC 20406 www.gsa.gov GSAs 12 Regional Small Business Centers (SBCs) can help your small business locate contracting opportunities. They are in place to help small businesses locate GSA buyers for their products and services and understand GSA contracting and schedule procedures. Sales total approximately $25 billion annually. GSAs 12 Regional SBCs Region 1 New England 10 Causeway Street Suite 11AB Boston, MA 02222 (617) 565-8100 Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, Vermont Region 5 Great Lakes

230 South Dearborn Street Room 3718 Chicago, IL 60604 (312) 886-8901 Illinois, Indiana, Michigan, Minnesota, Ohio, Wisconsin Region 2 Northeast & Caribbean 26 Federal Plaza New York, NY 10278 (212) 264-1234 New Jersey, New York, Puerto Rico, U.S. Virgin Islands Region 6 The Heartland 1500 East Bannister Road Kansas City, MO 64131 (816) 926-7203 Iowa, Kansas, Missouri, Nebraska Region 3 Mid-Atlantic Strawbridge Bldg., 20 North 8th Street (215) 446-4928 Philadelphia, PA 19107 Delaware, Maryland (except Prince Georges and Montgomery Counties), Pennsylvania, Virginia (except Arlington, Fairfax, Loudoun and Prince William Counties, and the City of

Alexandria), West Virginia Region 7 Greater Southwest 1500 East Bannister Road 819 Taylor Street Fort Worth, TX 76102 (817) 978-0800 Arkansas, Louisiana, New Mexico, Oklahoma, Texas Region 4 Southeast Sunbelt 77 Forsyth St. Atlanta, GA 30303 (404) 331-5103 Alabama, Florida, Georgia, Kentucky, Mississippi, North Carolina, South Carolina, Tennessee Region 8 Rocky Mountain Building 41, Room 145 Denver Federal Center P.O. Box 25006 Denver, CO 80225 (303) 236-7408 Colorado, Montana, North Dakota, South Dakota, Utah, Wyoming Region 9 Pacific Rim

450 Golden Gate Ave. San Francisco, CA 94102 (415) 522-2700 Hawaii, Nevada (except Clark County), Northern California Room 3108 300 North Los Angeles Street Los Angeles, CA 90012 (213) 894-3210 Arizona, Nevada (Clark County), Southern California Region 10 North West/Artic Room 2413 400 Fifteenth Street, SW Auburn, WA 98001 (253) 931-7956 Alaska, Idaho, Oregon, Washington Northern Capital Region (NCR) Room 1050 301 7th St., SW Washington, DC 20405 (202) 708-5804 District of Columbia, Maryland (Prince Gorges and Montgomery Counties), Virginia (Arlington, Fairfax, Loudoun and Prince William Counties and the City of Alexandria)

Office of Commissary and Recreation Affairs (CR), U.S. Department of State The Secretary of State has the legislated authority to establish and operate employee associations at U.S. diplomatic missions abroad, and the staff of the Office of Commissary and Recreation Affairs (CR) supports and oversees these associations. There are approximately 125 associations, whose members are from both the civilian agencies of the USG as well as the various military units under the jurisdiction of the Chief of Mission. Continued Office of Commissary and Recreation Affairs (CR), U.S. Department of State The associations average under $500,000 on gross annual revenues. Sales total $44 million annually. The majority of them are located in developing countries where goods and services are either difficult to acquire, expensive, unsafe, unavailable or all of the above! Some associations offer little more than a few conveniences such as a snack bar or a video club. Others run more extensive facilities more in line with those of the military. Each association is responsible for its own procurement there is no centralized procurement. However, CR assists associations by providing them with appropriate sources of procurement through the Supplier Directory and our contacts in the industry. Continued

Office of Commissary and Recreation Affairs (CR), U.S. Department of State Although the employee associations differ from the military in size and scope there is one overriding similarity: the mission to provide high quality goods and services to support the morale and welfare of Americans serving our country abroad. To this end, CR invites any and all interested supplier to contact us by fax or e-mail. We invite any interested companies to review our internet site to get a better idea of the kinds of information important to our employee associations. It can be found at: www.state.gov/m/a/c8225.htm. SA-1, Room L304 Washington, D.C. 20522-0101 202-663-1330, Fax 202-6631329 Email: [email protected],gov The Military Market Facts Presentation has been brought to you by the American Logistics Association. Advocates for Military Total Quality of Life www.ala-national.org

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