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 Members 1,456,682Family Members 1,983,236Military Retirees 1,917,242 (Not including family

members)

Total 5,357,160

All have access to most military food facilities

Market At A Glance

Military Dining Facilities Outlets Dollar Volume (in Millions)Army 300 4,000.0Air Force 277 240.0Navy 301 331.5Marine Corps 64 263.0Coast Guard 370 37.3All Services 1312 $4871.8

MWR Outlets Dollar Volume (in Millions)(Clubs, F&B, Bowling/Golf Snack Bars, etc.)

Army 126 142.2Air Force 99 85.0Navy 118 134.0Marine Corps (MCCS) 160 145.7Coast Guard 26 5.5All Services 529 $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 210-395-7788– Lackland AFB, San Antonio TX

• Army, Navy, and Marines - Nonappropriated– Mr. Clem Berrios 210-466-1301– Fort Sam Houston, San Antonio TX

• DoD Appropriated – Defense Logistics Agency Troop Support– Mr. John Steenberge 215-737-7445– 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 210-395-7865Lackland AFB San Antonio TXwww.afnafpo.com

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 20th

• 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 40th 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) 296-9505art@imcea.org

Jara N. Allen, Deputy Executive Director(571) 207-8893jara@imcea.org

Visit us on the web at www.imcea.org