USFCR Blog

Every year US Federal Contractor Registration awards the Eric Knellinger Presidential Scholarship to one or more students. These scholarships are for $1,000 each and they can be used to pay for any expense that comes with pursuing a higher education. This year, we’re proud to announce our three recipients: Aidan Ashe, Anthony Cuozzo, and Samantha White.

If you haven't been successful acquiring government contracts in the past, 2018 is going to be your year. Furthering our mission of simplifying the federal acquisition process with the latest technology, US Federal Contractor Registration has developed a major advancement which will help you acquire your first contract.
USFCR is no stranger to helping businesses break into the federal market. Check out some of the success stories from 2017 below. These successes represent a sliver of our very successful year. USFCR clients earned over $16.4 billion in government contract awards this year! That’s over $70 billion since the inception of the company.

US Federal Contractor Registration, the world's largest third-party government registration firm, weathered the passage of Hurricane Irma on Sunday with little damage to its corporate headquarters in St. Petersburg. Its team of case managers, acquisition specialist, and support staff similar weathered the storm fairly unscathed. We, like many of our neighbors across the state, are dealing with cleanup (primarily fallen trees, limbs, and branches), and down power lines, and, for some of us, not knowing when power in our homes will be restored.
"I'm grateful that the Tampa Bay area did not bear the brunt of the storm," said Eric Knellinger, president of US Federal Contractor Registration. "On and off all weekend, I wasn't sure that that would be the case, but I am glad that the storm did far less damage in our area that was predicted."

US Federal Contractor Registration is pleased to announce the recipients of the first annual Eric Knellinger Presidential Scholarship. The recipients, each of whom receives a $1,000 scholarship, are St. Petersburg College students Sylvia Cardenas, Tatsiana Picard, and Chelse Crump.
Sylvia Cardenas, from Clearwater, Florida, is pursuing an associate’s degree at St. Petersburg College; Tatsiana Picard, from St. Petersburg, Florida, is studying nursing at St. Petersburg College; and Chelse Crump, from Palm Harbor, Florida, is pursuing an associate’s degree at St. Petersburg College, with an eye toward moving into the medical field.
US Federal Contractor Registration gives one or more scholarships – aimed to help students enrolled in a two- or four-year college or university, or high school students who have ben accepted at a two- or four-year college or university, pay for tuition and/or books – to the student or students who demonstrate an awareness of government contracting, regardless of area of study. To demonstrate this, students must write and submit a 1,500-word essay on the government buying process.
“I enjoy giving back to my community, be it through my church or other organizations,” said Knellinger, “but I am also a father of a high school senior who is beginning to make decisions about where he wants to go after he graduates.”
“Being in a position to help students is something I’m grateful that I can do,” Knellinger added.
US Federal Contractor Registration received hundreds of essays from students around the country, but Knellinger and his team realized that essays sent by three area students really captured what government buying is all about.
“Succeeding as a government contractor isn’t easy. Even the SBA says that working with the government is tough. So to find so many young people interested in or knowledgeable the process provided us with an embarrassment of riches,” said Knellinger.
In her essay, Cardenas made clear the idea that to succeed as a government contractor, “you must find out where real opportunities are” and “make sure government buyers are aware of your company and its strengths.” In her essay, Picard focused on contracting trends, such as projected increases in infrastructure and IT spending. In her essay, Crump explored why companies should make good and ethical decisions and how these types of decisions can ultimately – and positively – affect a company’s bottom line and access to available government contracting opportunities.
Knellinger, who met with the scholarship recipients on July 6, said after that it’s one thing to read someone’s name and essay and make a decision, but it’s even more gratifying to meet the student and realize that you’ve made the right decision.
“Each of the young women are poised to go very far in their lives,” said Knellinger, “and I’m grateful that I get to play a small role in their educational pursuits.”
USFCR intends to award one additional $1,000 scholarship for the fall term, and then award between 3 and 5 scholarships for the 2018-2019 school year. Read more about the application process here: https://uscontractorregistration.com/scholarships/.

Eric Knellinger, president of US Federal Contractor Registration, in his February 2016 newsletter, weighs in on how President Donald Trump's administration (and policy changes) may affect small business owners:
Like many of you, I’m watching President Trump settle into the office of the Presidency. And like other Presidents before him, he’s making decisions. Some we like, and some we don’t like. For example, deciding to bar the EPA from posting contract and grant opportunities. I think this is a short-term decision that, over the long term, won’t have much affect on businesses, no matter their size.
But if I’ve learned anything over the last two weeks, President Trump will do what President Trump wants to do, and while we can’t know the whys and hows for each of President Trump’s decisions, I have to believe that he has reasons for what he’s doing and that these reasons will, in one way or another, help improve our country.
What I’ve told my clients and friends is that now is not the time to worry about the future, but it is time to prepare your business. Make sure you have a strong marketing plan in place; are receiving alerts about every possible contract opportunity in your industry; and that you don’t give a government buyer any reason to pass over your contract bid. By working with us, you’re already taking care of that last part, because we do that for you.
This year’s fiscal budget has been approved and allocated, and next year’s fiscal budget has been approved and mostly allocated. The money will be spent. The contracts will be available. From staples to spaceships, the government must purchase everything it needs. It won’t stop buying, and I believe that you’ll soon see more infrastructure-related opportunities, which, in turn, will create more jobs.
Small businesses will thrive and flourish during Trump’s presidency. You just need to look at likely tax breaks to see that that’s true. President Trump made one clear during his campaign: He wants to put America back to work.
I believe he’ll make possible even more opportunities for small businesses. Though you’d be hardpressed to call President Trump a small anything (businessman, personality, reality TV host, etc.), he understands what business owners go through during all sorts of economic conditions, and I firmly believe he’s trying to make sure that America enjoys ongoing prosperity.
If I were a betting man, I’d wager that President Trump will make even more opportunities available to business owners. If so, then you should see more contract opportunities – not fewer opportunities – available, and maybe as soon as the next few months.
Already, if you look at our AFPDS (or at the government’s FBO.gov), you’ll see contract opportunities stemming from some of his recent decisions, and I believe this trend will continue.
We’re going through a period of change right now, and like any type of change, it won’t feel good or right all the time. But caterpillars likely don’t always feel good when becoming a butterfly, and the same holds true for our country.
Regardless which side of the political divide you call home, the future will be fine. As I mentioned earlier, you may not agree with every decision President Trump makes, but these decisions will ultimately benefit you, the business owner.
I’ve been telling my friends and clients to keep the faith and believe in our country, because I believe the best is yet to come
The February 2017 newsletter also includes information about our federal bid training program and a client success story. You can download the entire newsletter in PDF form here: USFCR February 2017 Newsletter.

Government Product News, a division of American City & County, asked John Wayne -- our director of federal training -- to weigh in on how contractors should prepare for the end of the fiscal year (September 30). The magazine has been the voice of state and local government since 1909; serves a powerful audience of city, county, and state officials charged with developing and implementing government policy, programs, and projects; and provides readers with news, government trends, policy alternatives, and operational solutions. Government Product News serves government managers, engineers, administrators, department heads, and procurement professionals who specify and buy products and services for city, county, state, and federal governments.
Fiscal year-end brings with it a rush of purchases, many of which are made via simplified acquisitions. Why do agencies have money to spend in August and September? Because many of them save during the year, making sure they have access to a “slush” or “rainy day” fund.
If they don’t need to access funds for emergencies, then they get the chance – or give themselves the chance – to finance projects before the federal fiscal year-end on September 30. According to the National Bureau of Economic Research, federal government spending between September 20 and 30 is 4.9 times higher than the rest-of-the-year weekly average.

The U.S. Small Business Administration (SBA) on March 16 announced the recipients of the 2016 Small Business Person of the Year awards, which recognizes small businesses based in the United States, the District of Columbia, Puerto Rico, Guam, and the U.S. Virgin Islands.
Software-Tech Enterprises, an Illinois-based management consulting and information technology firm that specializes in providing services to the federal government and private sector, was one of the 54 winners, and its President and CEO, Dwayne Jackson, says the awards make clear how important small businesses are to the country’s economy.
“The U.S. job market is currently on a consecutive 71-months job growth, and small businesses have contributed greatly to lower the unemployment rate. Small business owners sacrifice and sometimes struggle each day to build their businesses,” Jackson said via e-mail. “It is fitting that the SBA recognize and celebrate those small businesses that go beyond the call of duty … and help drive the U.S. economy.”
While announcing the recipients of this year’s Small Business Person of the Year awards, SBA Administrator Maria Contreras-Sweet, also commented on the role small businesses play in the nation’s economy.
“There are more than 28 million small businesses serving as the economic engine of our country, employing half of the private sector and creating two out of three net new jobs. If our small business sector was a country, its output would rank number three above Germany and Japan,” said Contreras-Sweet.
US Federal Contractor Registration, the world’s largest third-party government registration firm, worked with Software-Tech Enterprises to complete its System for Award Management (SAM) Registration and make it eligible to bid on and receive government contracts. USFCR President Eric Knellinger says these awards make clear why small businesses should register to contract with the federal government.
“The federal government sets aside 23 percent of all contracts for small businesses. That’s billions of dollars right there made available to small businesses that larger businesses can’t even touch,” said Knellinger. “Since registering as a federal contractor can be a lengthy and time-consuming process, it makes sense to partner with a registration firm to make sure your registration is accurate and complete.”
Brian Lewis, an acquisition specialist as US Federal Contractor Registration, and the specialist who worked with Jackson and Software Tech Enterprises, said that the company deserves this recognition from the SBA.
“Dwayne’s commitment to provide services and solutions that involve implementing information technology strategies and solutions that help our country monitor possible terrorist activities and also help the government support our aging population is second to none,” said Lewis. “I am very proud of the small role I played to help him and Software-Tech Enterprises succeed.”
Each year since 1963, the president has issued a proclamation calling for the celebration of National Small Business Week. National Small Business Week is set as the first week in May, and this year the dates are May 1-7 with national events planned in Washington, D.C., New York City, Atlanta, Denver, Phoenix and San Jose and Oakland, California.
“What the SBA and US Federal Contractor Registration does is make sure that no matter the size of your business, you have a fair shot at winning a government contract,” said Knellinger. “By working hand-in-hand with the SBA, we help owners of small businesses access – and, historically, win – more contracts.”
Jackson, when asked about why he feels small businesses are so vital to the country’s economy, points to several ways that small businesses can provide more personalized services than a larger business, such as by making sure a client knows the person with whom he or she is in contact, offering personalized services, responding flexibly to business challenges and problems, and reaching quick decisions on the projects it can and cannot take on.
“Small businesses are well positioned to introduce and develop new ideas, due to the reporting structure, which reduces having to report to or seek approval from multiple levels,” said Jackson. “Small businesses, with their lower overheads, are able to make a profit with lower sales than a larger business, and can sell into much smaller markets.”
We're available to help small business owners complete their SAM Registration and also optimize their chances at winning federal contracts. For more information, call us at 877-252-2700, ext. 1.

US Federal Contractor Registration, the world’s largest and most trusted third-party government registration firm, completes and maintains the System for Award Management (SAM) Registration for its clients. Since SAM's implementation in 2012, we have processed over 100,000 compliant registrations. We also provide registrations for various set-asides including veteran-owned, women-owned, HUBZone, and the 8(a) Business Development Program. 

However, we are more than just a Registration firm. In fact, we provide our clients with a full suite of services. Our clients get all of the services, products, information, and advice they need from us, so they can focus more on building their business, winning government contracts, and fulfilling these contracts.

US Federal Contractor Registration, the world’s largest third-party government registration firm, is pleased to announce that The Legion Group, LLC – which makes available a comprehensive portfolio of products, from office and school chairs, tables, and desks, and medical-grade furniture, to building signage and medical supplies and equipment – has become one of its Verified Vendors.
The Verified Vendor seal shows procurement officers that a company’s registration is being maintained and that the company has successfully completed System for Award Management (SAM) Registration.
The Legion Group, LLC has been certified as a Service-Disabled Veteran-Owned Small Business (SDVOSB) by the U.S. Small Business Administration, and, though a newly established entity, has outfitted several pharmacies, banks, schools, and physician-owned clinics in the civilian sector.
The Legion Group, LLC:

I don’t know about you, but about this time of the year, I’m ready to throw in the towel on winter. If it’s not superstorm Jonas pummeling the east coast and dumping upward of two feet of snow in some places, then it’s knowing that spring is still more than two months away. Wherever you are, no matter the climate, I hope your 2016 started out on the right foot. And, as always, I thank you for being a valued US Federal Contractor Registration client.
One reason why I started US Federal Contractor Registration is because I heard time and again from friends who contract with the federal government that there just isn’t enough information out there to help new businesses or businesses who are new to government contracting. The first time I heard this, I thought for sure he hadn’t looked in the right place. The second and third times I heard this, I went online myself, and I was surprised by what I found – or, rather, what I didn’t find.
While there are definitely good resources online available to businesses (e.g., the U.S. Small Business Administration posts a lot of good information on its website), there isn’t much information available to help a business get started as a federal contractor – and there is even less information available for federal contractors who need help winning their first contract.
Sure, information is available at a Procurement Technical Assistance Center (PTAC), but that’s what you’ll get – information. The officer with whom you work can only take you so far. They can’t complete your Registration for you.
Imagine that the owner of a small business recently decided to look into federal contracting opportunities. The business owner drives 50 miles to his nearest PTAC and learns about registering as a government contractor and where to find solicitations.
Do you think that business owner learned enough during that meeting to go home and complete all of the paperwork necessary to become registered in the System for Award Management (SAM)? Or do you think this business owner will be left with dozens of questions about the process?
I tend to think that this business owner will be left with dozens of questions. The owner may try to complete the SAM Registration, and may even submit it, but likely will not complete it in full and may even make a mistake along the way. The government doesn’t tell you when you make a mistake. It’ll give you the illusion that you are done. But this does not mean that your Registration is complete and that you’re eligible to bid on and win government contracts, even if you’ve submitted your Registration. It’s up to you to figure out how to submit a properly completed Registration.
In other words, and not to belabor the point but I feel it needs to be said – the government is not invested in your company’s success. The government won’t keep in touch with you and ask if there’s anything you need. The government will neither celebrate your victories nor help you learn from your defeats. The government can’t help you complete your Registration because if they do it for you, they’d need to offer to do it for the 650,000 other government contractors out there, and the government certainly doesn’t have the time to do that. It’s simply not possible for them to do it, and that’s notwithstanding the clear conflict of interest inherent in the government completing a company’s Registration.
What a government official can do is tell you that anyone, regardless of industry or experience, can become a government contractor. And that’s actually true. You can complete your Registration on your own. You don’t need help to do it. Is this realistic? No, not really.  But the government tells business owners all the time that they can register and start winning contracts.
It upsets me each time I hear that a government agency, be it the U.S. Department of Agriculture, the Department of Forestry, or even the Department of Defense, told a company that it didn’t need help submitting a complete and correct Registration. I feel this information is misleading and doesn’t give potential contractors the full picture – Registration instructions are convoluted, and no individual or business has the time to keep up with compliance regulations and changes, let alone government red tape.
Ask any of the thousands of businesses I’ve helped register to work as government contractors if they regret working with us, the world’s largest third-party government registration firm, and you know what I think they’ll say – not at all. In fact, even after we’ve helped a client complete his or her initial Registration, most retain our services year after year.
And do you want to know why they decide to bail on government contracting? Because it’s not as easy as the government may lead you to believe. Telling you that you can become a government contractor for free doesn’t take into account any money you’ll spend marketing your business and making sure that procurement and purchasing officers know about the products and services you offer. I have yet to see a marketing program of any kind cost nothing to implement – and yet without marketing, you don’t have much of a chance to win a government contract.
You must actively pursue contracts and develop and implement a marketing program, from releasing information about your products through national press releases to making sure that the top vendors in your industry know your name, the products and services you provide, and why you deserve any contract for which you qualify. A government buyer won’t help you do this; US Contractor Registration will – and does.
We’re fully vested in our clients’ successes, and, along the way, make sure our clients have the tools they need to succeed as federal contractors. From sending out press releases each time you win a contract to helping you debrief after losing out on a bid, we’re along for the ride.
Here’s how I explain it, when someone asks me why working with US Federal Contractor Registration beats working with a government agency: Let’s say you have a question about whether or not you can write-off something on your taxes, so you call the IRS for help.  What do you think that IRS agent will tell you? Do you think the agent will tell you if you can take the deduction? Probably not. And do you want to know why? Because there is a clear and obvious conflict of interest. What that agent likely will tell you is that you should consult an accountant.
The same holds true with government contracting.
I’m not entirely against PTACs. I think the government should make available information to businesses interested in working as federal contractors. PTACs offer free services -- but is free really worth it if you don’t get what you need? I know I’d rather pay a small fee, if only so I know for sure that what I need will be done quickly, completely, and correctly.
The government encourages companies to register as government contractors, but doesn’t tell these companies how to succeed at it. US Federal Contractor Registration does. We help our clients succeed as government contractors; the federal government doesn’t. We put our clients in a position to win contracts, and our clients, over the last six years, have done just that – to the tune of billions and billions of dollars. That’s not a typo. I had my team run the numbers twice. Billions of dollars in contracts awarded to my clients.
I say, let’s make 2016 the year you land a contract, if you’ve never won one, and if you have, then let’s make this the year when you land two or three or even more. US Federal Contractor Registration is here for you, and will be there for you, every step of the way.
You can download this post as a PDF newsletter here: Eric Knellinger February Newsletter
In 2010, a federal purchasing agent suggested that Eric Knellinger, who has more than 30 years of experience in government acquisition, advertising, marketing, sales, and business development, open a business that helps companies become qualified to work as government contractors. Knellinger opened US Federal Contractor Registration, Inc. to help fill the void left as Procurement Technical Assistance Centers (PTACs) around the country are closed and to help businesses registered as contractors to actually get federal contract awards.

Over the years, I’ve learned that businesses explore the world of government contracting for one of three reasons. I call these three reasons “the three Ps.” They are: Profit, Prestige, and Protection. In other words, businesses are interested in government contracting to make money (Profit), to help brand your company or improve your reputation (Prestige), or to keep the government contracts you already have (Protection).

Happy New Year.
Over the years, I’ve learned that businesses explore the world of government contracting for one of three reasons. I call these three reasons “the three Ps.” They are: Profit, Prestige, and Protection. In other words, businesses are interested in government contracting to make money (Profit), to help brand your company or improve your reputation (Prestige), or to keep the government contracts you already have (Protection).
Regardless of your reason (or reasons) for being interested in contracting with the government, unless your Registration is completed correctly, and then subsequently maintained, you’re not going to get what you want. A smaller, less experienced company with a correct and complete Registration can swoop in, take away contracts you have, and successfully bid on and receive contracts for which your business is qualified.
I’ve seen it happen hundreds of times over the years. An otherwise qualified business that has offered the lowest bid will lose the contract because of an error in its Registration. And nine times out of 10, the business is never told that a Registration error cost them the contract.
Using US Federal Contractor Registration is the best way of ensuring that your Registration is correct and complete; renewed on time each year; and maintained. Do you need to hire us to handle your Registration? Of course not – but it’s smart to do so.
You may be thinking about paying us to complete your initial Registration and then maintain it on your own at the end of that first year. But what you may not know is that renewing your Registration is no easier that completing it in the first place. Renewing and maintaining your Registration is not easy, which is why we include annual maintenance in our Registration fee. If you’re registered in SAM, then part of being compliant is remaining current on regulatory changes. When you renew your Registration, you must double-check everything, make sure your information is correct, and make sure you’re compliant with regulations that may have changed.
In the last three months of 2015, several Federal Acquisition Regulation (FAR) changes were introduced, including the prohibition of contracting with inverted domestic corporations, updates to products and service codes, clarification on justification for urgent noncompetitive awards exceeding one year, and more. And in that same period of time, the General Services Administration (GSA) continued its ongoing review of existing rules, and announced planned changes to regulations related to construction contracting, relocation provisions, travel, historic preservation, the disposal of general assets, transportation costs, and more.
If you’re thinking about handling your government registration yourself, and taking on the liability that that entails, then I highly recommend you have someone on staff who handles all regulatory updates each month. The number of changes varies month to month, but your staff member will likely spend upward of 20 to 40 hours each month comparing these regulatory changes to your completed SAM Registration, and, when necessary, updating your Registration to remain compliant and meet new requirements.
If your Registration is noncompliant, then a procurement officer will simply pass you over when reviewing your bids – or when determining whether to continue awarding you a contract you’ve previously fulfilled.
Finding applicable regulations, monitoring changes to these regulations, and making sure you remain compliant with these regulation is often more than a business can handle. And you wouldn’t be alone in thinking this. Most companies find having a staff member dedicated to maintaining their Registration costs too much, which is why they outsource their Registration and maintenance.
This brings us back to the three Ps I mentioned earlier.
If you’re interested in government contracting to make a profit, then handling your registration and maintenance yourself means you have less time to focus on actually running your business, bidding on contracts.
If you’re angling for prestige, then your company is going to need to win contracts hand over fist. The more contracts you win, the more well-known your company becomes.
If you’re a government contractor with contracts, then you must protect the contracts you have. Small and large companies from all over the world are gunning for your contracts. You must remain on top of your Registration at all times, no matter what. And as I’ve said before, and as I’ll say again, you can’t trust the government to make sure you’re compliant.
The best way to make sure your Registration is current and remains compliant is to work with the company you trust, US Federal Contractor Registration, and let us handle and maintain your Registration and make sure you’re compliant.
US Federal Contractor Registration is more than just the world’s largest third-party government registration firm. We function as that member of your company who is tasked with making sure your Registration is and remains compliant. As a fiduciary, we work for you, and we protect your interests, not the government’s interests. That’s why we say that we not only help businesses survive – we help them thrive.
I wish you and your business a healthy, happy, and prosperous 2016.
In 2010, a federal purchasing agent suggested that Eric Knellinger, who has more than 30 years of experience in government acquisition, advertising, marketing, sales, and business development, open a business that helps companies become qualified to work as government contractors. Knellinger opened US Federal Contractor Registration, Inc. to help fill the void left as Procurement Technical Assistance Centers (PTACs) around the country are closed and to help businesses registered as contractors to actually get federal contract awards.

Charles DeBow, National Black Chamber of Commerce Vice President of Business Development and Programs, announced this week a collaboration between the National Black Chamber of Commerce and the Florida- and Washington, D.C.-based US Federal Contractor Registration.

Do you know what the terms “set-aside” and “simplified acquisition” means in terms of government contracting? If you don’t, you’re not alone. Many of our clients see these terms in solicitations and ask us to better explain what the terms mean and if their company even qualifies.

Charles DeBow, National Black Chamber of Commerce Vice President of Business Development and Programs, announced this week a collaboration between the National Black Chamber of Commerce and the Florida- and Washington, D.C.-based US Federal Contractor Registration.
Chamber members, he says, are winning more federal contracts now than ever before, and he credits US Federal Contractor Registration for making this possible.
“We have never seen the level of results our members are getting within weeks of enrolling in the US Federal Contractor Registration SAM Registration program,” says DeBow. He tells Chamber members that “doing business with the federal government continues to be one of the biggest growth environments for small businesses.”
“When it comes to federal contracting, there is no better service than US Federal Contractor Registration,” DeBow adds.
US Federal Contractor Registration helps its clients complete SAM (System for Award Management) Registration and qualify for Simplified Acquisitions. It also provides clients with information about contracts for which they are qualified to bid; procurement officers with a list of clients newly registered with SAM; and reminders about renewing SAM Registration. Companies not registered in SAM are not eligible to win government contracts.
DeBow singles out US Federal Contractor Registration Case Manager John Wayne II, a certified SAM Registration expert, with helping Chamber members win big government contracts.
“He has been on a hot streak with our members for more than 18 months. Thanks to him, one of our Chamber members — a very small company with a staff of two — went from $180,000 a year in gross sales to securing multi-million dollar contracts.”
John Wayne II has provided small businesses with efficient, cost-effective, productive strategies to help owners of small businesses successfully compete with Fortune 500 companies. He offers free weekly webinars to help owners of small businesses learn about winning government contracts.
For more information about government contracting and awards, call John Wayne II at 727-800-3012, 202-717-9062, or 877-252-2700 ext. 747. You also can email jwayne@usfcrgov.com.

After numerous success stories and an enormous need from the general public for a government marketing program that works, US Federal Contractor Registration's Simplified Acquisition Program emerges in 2015 to be the best choice for contractors. In fact, US Federal Contractor Registration launched an entire website in October 2014 devoted to the Simplified Acquisition Program.  Businesses can visit http://www.simplifiedacquisitionprogram.org/ to learn more about the Simplified Acquisition Program and how it works.

John Wayne of US Federal Contractor Registration will be speaking at the 2014 National Black Chamber of Commerce (NBCC) Convention this upcoming weekend on July 11th at 3pm at the Sheraton Hotel & Towers located in the heart of downtown Chicago, Illinois.   John Wayne will follow the presentation by Andy Ingraham, President of the Association of Black Hotel Owners.