California Prison Industry Authority (CALPIA)

The California Prison Industry Authority (CALPIA) was established in 1982 by the California legislature to provide meaningful work opportunities for inmates of the California state correctional system. CALPIA provides self-supporting business enterprises that allow inmates to learn and improve effective work habits and reduce the cost of operating CDCR institutions. The products and services created by inmates are sold to State of California agencies and other tax-supported entities.  

ProProse was hired to develop a Sales and Marketing Plan in the Spring of 2009 (as a subcontractor to Cambria Solutions, who created the Strategic Business Plan). To gain a better understanding of the marketing opportunities, attitudes, and needs of existing and potential CALPIA customers, ProProse conduced a market analysis. This analysis included interviews of CALPIA managers, a survey of other states’ prison industries, a literature review of private industry best practices for business to buisness sales, key informant interviews with CALPIA customers and potential customers, and a SWOT Analysis.

The Sales and Marketing Plan is helping CALPIA identify, select and implement strategies and tactics that will contribute to CALPIA’s financial self-sufficiency. The plan recommends stategies and tactics to increase sales of inmate-produced goods and services, increase customer loyalty, and garner new customers and market share.