E-Commerce -Marketing Your Business to the Government and Corporations Presented to:

1. E-Commerce -Marketing Your Business to the Government and Corporations Presented to: Candler County Industrial Development Authority EC Arthur L. Brown 770-732-9392 art@lescot.com

2. LeScot’s Mission “To cost effectively build profitable organizations through a solid foundation of business, marketing and economic development expertise.”

3. EC Training, Seminar and Other Communication Services LeScot Enterprise Services Business Management and Technical Assistance Services Economic Development Marketing Development

4. Electronic Commerce Defined (EC) The electronic exchange of business/technical information using Electronic Data Interchange (EDI), Email, Electronic Funds Transfer (EFT) and other similar technologies.

5. CHANGE Business Climate Now Forever

6. Why/Uses for E-Business? • In order to sell goods and services • Time-saving business communications • To easily share necessary information with other staff members/businesses

8. Why/Uses for E-Business? (cont’) • To purchase required goods and services • Create data once and use it many times • To reduce costs of traditional operations

9. Why/Uses for E-Business?(cont’) • To be electronically linked to the rest of the business community (world-wide)

10. Economic Forces Driving Electronic Commerce Cost of Labor Telecommunications Costs Computing Costs

11. Research Your Market to Find Answers To: • Who are my customers • Where are they located • What does/will make them by my product/services • What is my optimum selling price • What should my advertising/promotional message consist of • How do I get to them

12. Market Research Methods • Primary Research • Provide online surveys, questionnaires, online focus groups • Study your traffic logs • Example: http://www.zoomerang.com/login/index.zgi http://www.surveymonkey.com/

13. http://info.zoomerang.com/

14. Start by Defining Your Business Classification • North American Industrial Classification (NAICS) Code - http://www.census.gov/epcd/naics02/ • Standard Industrial Classification (SIC) Code - http://www.census.gov/epcd/naics02/ • Federal Supply Classification (FSC) Code -http://www.softshare.com/tables/pscs/ • National Institute of Government Purchasing (NIGP) -http://www.nigp.org/ • Commercial and Governmental Entity (CAGE) Code -http://www.dlis.dla.mil/cageserv.asp • Data Universal Numbering System (DUNS) Number -http://www.dnb.com/US/

15. www.census.gov/epcd/naics02/

17. NAICS Codes of Attendees • Janitorial/Custodial Services 561720 • Emergency Medical Transportation 621910 • Caterer 722320 • Contractor (Single Family Contractor) 236115 • Florist 453110 • Home Improvement 236118 • Apartment Rental 531110

19. www.nigp.org

20. http://statepurchasing.doas.georgia.gov/02/doas/osp/home/0,2469,35226973,00.htmlhttp://statepurchasing.doas.georgia.gov/02/doas/osp/home/0,2469,35226973,00.html

22. www.dnb.com/US

23. Market Research Methods (cont’) • Secondary Research Sources • Company Data • Industry Sources/Associations • Governmental Agencies • Universities/Libraries • Search Engines • Trade Journals • Investment Industry Analysis • Internet Analysis

24. http://www.census.gov/epcd/cbp/view/cbpview.html

28. http://www.bea.gov/

29. Procurement Personnel Need to Know (Public Sector) • Small and Disadvantaged Utilization Specialists (SADBUS • Small Business Liaison Officer • Users • Contracting Officer • Competition Advocate • Program Manager • http://www.osdbu.gov/Member_List.htm

30. http://www.dodscrc.org/links.htm

31. Procurement Personnel Need to Know (Private Sector) • Buyers • Purchasing/Procurement • Supply Chain Managers • Supplier Diversity • Program Manager

32. Who’s the Competition • Who are your competitors • Where are they located • What are their strengths/weaknesses • How does my product/service compare

33. Marketing Strategy Development • A marketing strategy is a target market and a related marketing mix • A target market is a similar group (market segment) of customers to whom you wish to appeal • A marketing mix consists of a group of controllable variables (product, place, promotion, price) which are put together to satisfy a target market

34. Target Market Profile Parameters • Demographic • Geographic • Cultural and ethnic groups • Economic • Power • Industry Type • Psychographic • Values, attitudes, beliefs • Lifestyles

35. Target Market Segment Examples • Homeowners with homes valued at $1million and over • Professional athletes • Colleges and Universities • Families between the ages of 20 and 45 years of age • Federal, state and local governments

36. Sources to Identify Target Markets/Commercial • Build/Existing Contact Database • Access/Purchase Database • Reference USA • http://www.referenceusa.com/ • Yellow Pages • Yellowpages.com • Thomas Register • http://www.thomasnet.com/

37. Sources to Identify Target Markets/Government (cont’) • U.S., State and Local Governments • Federal • http://www.fedbizopps.gov/ • http://www.hq.usace.army.mil/cepr/ASFI.htm • https://www.neco.navy.mil/ • http://www.mbda.gov/index.cfm?fuseaction=login.main&returnAddress=fuseaction%3Dpx2%2Ephx%5Fmain • State and Local • http://www.statelocalgov.net/index.cfm

38. http://www.referenceusa.com/

39. Construction Contractors in Candler County

40. Banks Located in Candler County

43. Procurement Research Sources • Historical Purchases • E-Procurement Database – http://www.fpdsng.com/ • Current Purchases • Fedbizopps - http://www.fedbizopps.gov/ • NECO - https://www.neco.navy.mil/secure/register/register.cfm • Army Single Face to Industry - https://acquisition.army.mil/asfi/ • Projections • Agency Procurement Forecasts - http://hqlnc.doe.gov/support/SmallBusUtil.nsf

44. www.fpds.gov

45. Purchases of NAICS 453110 for FY 07

46. http://www.fedbizopps.gov/

50. http://ssl.doas.state.ga.us/PRSapp/PR_index.jsp