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
Family Members
Military Retirees
Total
1,456,682
1,983,236
1,917,242 (Not including family members)
5,357,160
All have access to most military food facilities
Market At A Glance
Military Dining Facilities
Army
Air Force
Navy
Marine Corps
Coast Guard
All Services
Outlets
300
277
301
64
370
1312
Dollar Volume (in Millions)
4,000.0
240.0
331.5
263.0
37.3
$4871.8
MWR
Outlets
(Clubs, F&B, Bowling/Golf Snack Bars, etc.)
Army
126
Air Force
99
Navy
118
Marine Corps (MCCS)
160
Coast Guard
26
All Services
529
Dollar Volume (in Millions)
142.2
85.0
134.0
145.7
5.5
$512.1
What is Appropriate for the Military
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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
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Customer need
Ability to ship both domestically and abroad
Reporting capabilities
Pricing
Service after sale
Lillian McBride 210-395-7865
Lackland AFB San Antonio TX
www.afnafpo.com
IMCEA
International Military Community
Executives’ Association
IMCEA (The Missing Piece)
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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) 296-9505
art@imcea.org
Jara N. Allen, Deputy Executive Director
(571) 207-8893
jara@imcea.org
Visit us on the web at www.imcea.org