Opportunities in Military Foodservice Art Myers

A Billion Dollar Marketplace 5.5$ Billion in Military Food Service US Army Air Force Navy Marine Corps Coast Guard

Demographics: The Military Consumer

Market At A Glance Military Members1,456,682 Family Members1,983,236 Military Retirees1,917,242 (Not including family members) Total5,357,160 All have access to most military food facilities

Market At A Glance Military Dining FacilitiesOutletsDollar Volume (in Millions) Army3004,000.0 Air Force Navy Marine Corps Coast Guard All Services1312$ MWROutletsDollar Volume (in Millions) (Clubs, F&B, Bowling/Golf Snack Bars, etc.) Army Air Force Navy Marine Corps (MCCS) Coast Guard All Services529$512.1

What is Appropriate for the Military Long shelf life items Novel items Popular items Nutritional items Adaptable items Food, equipment, sanitation, labor saving, etc.

How Do They Buy Majority of catering food purchases for all branches of the service are done through a Prime Vendor – Installations have full access to the Prime Vendor inventories; purchases completed at the installation level Supplies/equipment purchased through the Air Force Nonappropriated Fund Purchasing Office (AFNAFPO) – Installations also purchase directly from vendors Since purchases are primarily at installation level, suppliers must accept credit cards (V, MC)

Prime Vendor There has to be a need, meet nutritional requirements, meet fair and reasonable pricing, and enough demand from customers to meet minimum requirements for the Prime Vendor All suppliers should first contact the Service HQ for APF and Installation activities for NAF to market their products Be aware that having an approved product does not guarantee sales – Installation activities have choices (no sole source) Overseas product will require a Manufacturer Purchasing Agreement (MPA) to be in place

Prime Vendor Points of Contact Air Force - Nonappropriated – Mr. Bill Spencer – Lackland AFB, San Antonio TX Army, Navy, and Marines - Nonappropriated – Mr. Clem Berrios – Fort Sam Houston, San Antonio TX DoD Appropriated – Defense Logistics Agency Troop Support – Mr. John Steenberge – National Allowance Price Agreements (NAPA)

Air Force Nonappropriated Fund Purchasing Office (AFNAFPO) Provides contracting services to all military departments Vendors evaluated on – Customer need – Ability to ship both domestically and abroad – Reporting capabilities – Pricing – Service after sale Lillian McBride Lackland AFB San Antonio TX

IMCEA International Military Community Executives’ Association

IMCEA (The Missing Piece) The Doorway to the Military MWR Marketplace Associate Membership On-Line Resource Guide Access to Decision-Makers Training & Special Events Sponsorship Opportunities Military Club & Hospitality (EBM Publications)

EBM Publications

IMCEA Fiesta of Flavors Tradeshow in San Antonio, TX on July 20 th In conjunction with the "2012 Armed Forces Training and Certification Workshop." More than 300 Military buyers from all over the world representing the Air Force, Army, Navy, Marines and Coast Guard. IMCEA celebration of 40 th Anniversary!

National Restaurant Association Show, 4-8 May What: Opportunities in Military Foodservice When: Sunday, May 6, 8:00-9:00 a.m. – Includes traditional military foodservice plus Commissaries, Exchanges, Veterans Canteens, etc. What: Veterans in Franchising - Opportunities for Both Franchisors and Franchisees When: Sunday, May 6, 2:00-3:30 pm – Panel Members Mary Kennedy-Thompson, President, Mr. Rooter Jim Amos, Chairman & CEO, Tasti D-Lite Bill Spae, Chief Development Officer, CiCi Enterprises Art Myers, Executive Director, IMCEA Hope to See You There!

NRA Military Hospitality Subcommittee Created to oversee all military-related activities Food Service awards programs Develop programs to enhance NRAs relationship with the military and create job opportunities for those leaving service Assist military members in pursuing careers in the hospitality industry Help improve military hospitality operations by providing education, skills development, insights and best practices from the private-sector industry and its suppliers

Contact Information Arthur J. Myers, Executive Director (571) Jara N. Allen, Deputy Executive Director (571) Visit us on the web at