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Hispanic

Enterprise:
Attaining Success,
Building Wealth
Page 4

Effective Strategies to 15TH ANNUAL


LEGISLATIVE
Increase Your Business CONFERENCE:
Page 12
Capitol Hill
Heeds USHCC
Legislative
Agenda
Page 16

C O N V E N T I O N P R E V I E W I S S U E
U N I T E D S TAT E S H I S PA N I C C H A M B E R O F C O M M E R C E

COME to the largest gathering of Hispanic business owners,


corporate executives and local and statewide Hispanic
Chambers of Commerce.

NETWORK and exchange ideas for better business strategies September 14-17, 2005
for long-term business growth.
Midwest Airlines Convention Center
Milwaukee, Wisconsin

PARTICIPATE in matchmaking sessions with supplier-


diversity procurement officers from corporate America and the
federal government.

TALK to experts about building wealth, new technology


business solutions, and how to get the contract.

ATTEND workshops, chamber training and business sessions


about Hispanic Enterprise: Attaining Success and Building
Wealth.

WATCH young and aspiring entrepreneurs compete their best PHOTO COURTESY OF VISIT MILWAUKEE

at the National BizFest Competition.

W W W. U S H C C . C O M
NETWORKING
The Quarterly Publication of the United States Hispanic Chamber of Commerce
SUMMER 2005

In this issue USHCC 26TH ANNUAL


FEATURES NATIONAL CONVENTION &
4 USHCC 26TH ANNUAL NATIONAL CONVENTION & BUSINESS EXPO
BUSINESS EXPO Hispanic Enterprise: Building Wealth, Attaining Success PAGE 4
9 ANNUAL NATIONAL BIZFEST DRAWS YOUTH FROM
AROUND THE NATION Innovative Business Plans Sure to Abound
10 SBA MATCHMAKER at 26th USHCC Annual Convention
& Business Expo
11 CHANGING OF THE GUARD
Meet Michael L. Barrera, USHCC President & CEO

PROCUREMENT PHOTO COURTESY OF VISIT MILWAUKEE

12 ¡AHORA SE PUEDE! Advancing Procurement Opportunities for HBEs


14 ADVANCES IN PROCUREMENT
Virtual Trade Show Connects Buyers and Suppliers in Cyberspace!
20 THE EVOLUTION OF SUPPLIER DIVERSITY
¡AHORA
Ford Motor Company Cultivates Supplier Diversity Expansion
SE PUEDE!
TECHNOLOGY
ADVANCING
15 LEGISLATIVE ACTION CENTER
USHCC Utilizes CAPWIZ to Lobby Capitol Hill PROCUREMENT
PAGE 12
CHAMBER ACCESS
16 CAPITOL HILL HEEDS USHCC LEGISLATIVE AGENDA
A Report on the USHCC 15th Annual Legislative Conference
18 CHAMBER NETWORKING BRIEFS USHCC
19 REACHING BROADER HORIZONS Hispanic Chamber Nurtures 15TH ANNUAL
Local Business in El Paso
LEGISLATIVE
22 MAXIMIZING YOUR CORPORATE PARTNERSHIPS
Making the Most of Non-dues Revenue: Lexmark Advises CONFERENCE
PAGE 16
OF INTEREST
24 HISPANICS TODAY What Have You Been Missing?

NETWORKING
Executive Editor Publisher Mexico Office NETWORKING
United States Hispanic Puerto Real No. 11-P.B. is a publication of the United States Hispanic
David C. Lizárraga Chamber of Commerce (USHCC). The opinions
This issue of Chamber of Commerce Colonia Condesa 06170
and information expressed in guest columns
USHCC NETWORKING Managing Editor 2175 K Street, NW Mexico, D.F.
are those of the authors and do not necessarily
is made possible through a Suite 100 Tel: (525) 55-286-0564 reflect the views of the USHCC. The USHCC
Grillo & Company
generous grant from PR & Communications Washington, DC 20037 Fax: (525) 55-553-4327 welcomes contributing articles from its
Tel: (202) 842-1212 members. For more information, contact us at
Altria Group, Inc.
Fax: (202) 842-3221 ushcc@grillo.info.
www.ushcc.com
United States Hispanic
Chamber of Commerce
Welcome back! DAVID C. LIZÁRRAGA
2004-2005 Board of Directors
Chair
It is my pleasure to welcome you to the Chair of the USHCC Board
David C. Lizárraga, Los Angeles, CA
Summer issue of NETWORKING, the Vice Chair
quarterly publication of the United States Hispanic Chamber of Commerce. Frank Rivera, Phoenix, AZ

As the primary advocate for Hispanic business, our charge is to increase President & CEO
Michael L. Barrera
contracting by corporate America and the federal government with the
Legal Counsel
Hispanic business community. Our commitment is evidenced by the Melinda Guzman
recent selection of Michael L. Barrera, SBA National Ombudsman, for the
position of USHCC President & CEO (please refer to page 11 for story on Region I
Mr. Barrera). You will hear a lot about procurement in the coming months; Eric Carson, Waipahu, HI+
it is the theme of this year’s Annual Convention. You will see its impact in David C. Lizárraga, Los Angeles, CA
the discussion that follows about programs being developed for you, our Rafael Sanchez, Sacramento, CA+
membership, to increase your participation in revenue generating programs Elizabeth Gallagher, Las Vegas, NV*
at the local, state and national levels. As we go to print, USHCC members
Region II
are taking part in procurement initiatives that include trade development in
Frank Rivera, Phoenix, AZ+
Mexico and China, as well as participating in a virtual trade show from their
Tina Cordova, Albuquerque, NM
own desks.
Jerry Natividad, Lakewood, CO*
This edition of NETWORKING previews USHCC’s 26th Annual National Peter A. Granillo, Tucson, AZ+
Convention & Business Expo in Milwaukee. We invite you to join us
September 14-17, 2005 for what promises to be our best convention yet. Region III
Massey Villarreal, Houston, TX**
Many events at the Convention will help in making solid procurement
Marc Rodriguez, Austin, TX
inroads with corporate and federal buyers. From the SBA matchmaking
Paul Rodriguez, Kansas City, KS*+
program to the many networking events, we invite you to take advantage of
Jeanette Hernandez-Prenger, Kansas City, MO
all of them!
Thanks to this year’s Legislative Conference participants, the conference Region IV
was a huge success! We set out to substantially increase our influence and Ruben Acosta, Detroit, MI
presence on Capitol Hill and you responded by setting a record number of Vincent E. Rangel, Chicago, IL++
+
scheduled and attended meetings with more members of Congress from George Franco, Milwaukee, WI*
congressional districts throughout the country than in past years. Our Sandra Figueroa Bast, Highland Park, IL
work is hardly done, but what a start! We look forward to your continued
Region V
participation in carrying out and enhancing our Legislative Agenda
Ed Diaz, Wheatley Heights, NY*+
throughout the year.
Esperanza Porras Field, Morristown, NJ+
We’ve included much information of use to our chambers and constituent Alfred Placeres, New York, NY
businesses. Please take time to read the information included in this edition Alex Garcia, Newark, NJ
NETWORKING, and save it as a resource. We are working to ensure that
becomes an invaluable resource for all of our readers. Region VI
Jackie Rojas-Quiñones, Tampa, FL
Please plan on joining us in Milwaukee this September. We anticipate your Robert Chavez, Antioch, TN*+
participation and promise you a most productive and enjoyable USHCC Luis J. Torres-Llompart, Rio Piedras, PR+
Convention to date. Enid Toro de Báez, Hato Rey, PR

¡Nos vemos en Milwaukee! * Denotes Regional Chair


** Denotes Foundation Chair
+ Denotes USHCC Foundation Board Member
++ Denotes USHCC Foundation Vice Chair

PAGE 2 NETWORKING SUMMER 2005


Staff Dear Friends,
Michael L. Barerra The US Hispanic Chamber of Commerce
President & CEO
Foundation has experienced unparalleled
Frank Lopez
success this year, with numerous
President
USHCC Foundation accomplishments witnessed throughout the
William Rodriguez country. Through a series of unique and focused programs and
Chief Financial Officer activities, all launched with the generous support of our corporate
Claudia Abuin partners, the Foundation has implemented many new mechanisms
Vice President
International Trade
for serving our chamber members and youth collaborators. From
access to mentoring and diversified scholarship opportunities
Sergio Brondo
Intern to summer corporate internships and workforce development
USHCC Foundation initiatives, the Foundation has indeed embarked on a stepped up
Lucia Cortes path to building capacity in 2005.
Coordinator
Member Services This capacity building leads us into the USHCC’s 26th Annual
Ruthie Fesahazion National Convention & Business Expo. This year’s convention
Program & Communications Intern
theme “Hispanic Enterprise: Attaining Success, Building Wealth”
Faith Kaneshiro
has been the cornerstone of the USHCC Foundation since its
Assistant to the President
Massey Villarreal inception. This synergy with USHCC’s mission has meant greater
Dongsub Kim Chair of the Board
IT Intern USHCC Foundation impact for the entire USHCC organization; working together is
Rick Leal
the key to maximizing our resources. The Foundation is proud
Special Assistant to the President to have been able to continue delivering quality and innovative
Pedro Martinez programs that strive to achieve success for our members, our
Accounting Manager Hispanic business community, and our Hispanic youth.
Guillermo A. Meneses
Communications Director Please join us at this year’s Convention & Business Expo in
Shana Mosher Milwaukee where we will host a series of dynamic activities. The
Director of Special Projects Foundation will kick off the Convention with our 5th Annual
USHCC Foundation
Golf Classic sponsored again by FedEx. Each year this event grows
Olga Quiroz
International Trade Assistant
in size and significance because of the support and commitment
of our sponsors. National “BizFest” participants come from all
Judy Rosales
Office Assistant/Receptionist over the country, Puerto Rico and Mexico to display their business
Mona Rowghani skills and talents. Keeping with the spirit of the “BizFest” and
Account Intern Frank Lopez entrepreneurship, the Foundation’s Small Business and Workforce
President
Georgina Salguero USHCC Foundation Diversity Pavilion — on the Expo floor — will highlight the
Manager country’s small Hispanic-owned businesses, the core of the
Events Services
USHCC membership and fueling the U.S. economy. Finally, the
Lourdes Santiago
Vice President & Executive Producer Foundation has expanded the Hispanic Chamber training series to
“Hispanics Today” deliver the latest tools and resources our local Hispanic Chambers
Rosanna Tapia of Commerce need to build their organizational capacity.
Corporate Relations Assistant

Zelandia Tapia
We are delighted to have you join us again this year. See you in
Manager Milwaukee!
Disbursements & Billing

Connie Valiente
Sincerely,
Director
Corporate Relations &
Member Services

Juanita Villa
Event Services Intern

SUMMER 2005 NETWORKING PAGE 3


F E AT U R E

Milwaukee Sets the


Stage for USHCC
Convention & Expo

PHOTO COURTESY OF VISIT MILWAUKEE

A
few years ago Milwaukee city leaders and chief executives of several Fortune 500 companies
headquartered in Wisconsin formed a committee. The committee served as a vehicle to
express the members’ interest in hosting a USHCC national convention. This marked the
first time that USHCC had been approached by a group representing public and private interests
of a city; usually convention location is determined through an request for proposal process. If the
proactive and enthusiastic involvement of the Milwaukee community is an indicator, the USHCC’s
26th Annual National Convention & Business Expo will transcend expectations for contracting
opportunities, business connections, and great social events!

Themed, “Hispanic Enterprise: Building Wealth, Attaining Success,” this year’s convention
celebrates the progress made by Hispanic businesses all over the US, the fastest growing American
business sector. From September 14-17, 2005, the event will bring together more than 5,000
Hispanic business owners, government executives, national and local elected officials, Fortune 500
corporate leaders and chamber presidents from around the country. On the program this year are
workshops focused on technology, small business finance and federal and corporate procurement,
along with SBA sponsored Matchmaking sessions to conduct face-to-face meetings between buyers
and suppliers. Chamber executives will tackle the most pressing issues facing local Hispanic
chambers. Of course, there will be plenty of time to enjoy Milwaukee as well; the Hispanic chamber
of Wisconsin is planning several social events for everyone’s enjoyment and relaxation.

PAGE 4 NETWORKING SUMMER 2005


F E AT U R E

Milwaukee Hosts
George Franco, USHCC Board Region IV Chair and Milwaukee resident,
Your Hosts in
serves as Convention Chair. A host committee is hard at work to ensure Milwaukee!
you get the most out of your Convention experience. The committee is
formed by several companies with a strong presence in the Milwaukee area,
including: Forest County Potawatomi Community Executive Council, USHCC is proud to have as the 26th
Harley-Davidson Motor Co., Journal Sentinel, MBNA, Northwestern
Mutual Insurance, US Bank and Wisconsin Energy Corporation. Annual Convention Host Chair George

USHCC has invited influentials with national and local renown, including Franco, USHCC Region IV board
Wisonsin governor Jim Doyle and Milwaukee mayor Tom Barrett.
member and Chairman & CEO of
Golf Classic Milwaukee-based National Financial
The Annual Convention will kick-off on September 14, 2005 with the 5th
Annual FedEx-USHCC Corporation. The Convention Host
Foundation Golf Classic.
Committee are strong supporters
As in years past, Juan
Cento, President of FedEx of the USHCC and serve as a vital
Latin Affairs will serve
as Honorary Chair. The part to the continued growth of the
tournament will take organization. We truly appreciate their
place at the Silver Spring
Country Club, which will time and guidance in making this year’s
serve as the backdrop for
convention one to remember.
networking opportunities among players and provide a relaxed atmosphere
to talk business. Proceeds go to funding many vital USHCC Foundation
George Franco
programs focused on youth entrepreneurship and capacity building.
Convention Host Chair
USHCC 26th Annual Convention
& Business Expo

Convention Host
Committee

Forest County Potawatomi


Community Executive Council
The opening plenary will be a panel of corporate executives that will speak
Harley-Davidson Motor Co.
about finding opportunities with their companies, effective procurement
strategies as well as tips on marketing to large corporations. Journal Sentinel Inc.

Highlighting Latina Entrepreneurs Northwestern Mutual Insurance


and the Global Community
US Bank
The Anna Maria Arias Awards Luncheon focuses on the
particular triumphs and challenges of the nation’s Latina Wisconsin Energy Corporation
entrepreneurs. At the International Breakfast, USHCC
explores the unique talents of Hispanic business owners
in the global market.

SUMMER 2005 NETWORKING PAGE 5


F E AT U R E

National Leadership & Chamber Excellence Training


Now in its third year, made possible with funding from the United States Small Business Administration and the Altria
Group, the Chamber Excellence Training has become a cornerstone of the USHCC’s Annual National Convention. The
chamber training discusses timely topics of interest to chamber executives. This leadership training emphasizes expansion and
longevity for Hispanic chambers through enhanced member services, effective fundraising campaigns, maximizing technology,
participation in local and federal legislative processes, and forming beneficial strategic alliances and partnerships.

The Tuck School of Business at Dartmouth University brings a provocative and


enlightening curriculum to USHCC. They will train chamber executives and
leadership in finance, funding development, as well as ongoing professional
development opportunities for these executives.

Business Expo Noticing that small businesses are


The convention will feature a free two- sometimes overwhelmed when showing
day Business Expo, where participants their wares on the expansive expo
and the public will have the opportunity floor, often getting lost among the
to visit more than 200 exhibitors, larger, more elaborate corporate booth
displays, FedEx is proud to HISPANIC
provide prime expo space,
for a limited number of
VENDOR
businesses. This space will DIRECTORY
afford them the opportunity
The USHCC Procurement Council recently
and visibility to exhibit revamped the Hispanic Vendor Directory to
the goods, services and assist in their search for qualified Hispanic
vendors. By registering in the Vendor Directory,
innovative programs they
buyers from participating corporations will
offer the marketplace. be able to find Hispanic business across the
US that produce the goods and services they
The pavilion will continue to procure on a daily basis.
offer workforce development The newly revamped vendor directory features
opportunities as we increased functionality that allows the addition
of marketing collateral such as product
welcome human resources brochures as well as minority certification
officers from corporate status. Register by going to www.ushcc.com
comprised of major corporations, and follow the Hispanic Vendor Directory link.
Hispanic and international enterprises, America looking to recruit a diversified
government agencies and educational workforce. This opportunity for the
public and private sector to come PARTICIPATING CORPORATIONS
institutes. Last year’s Expo featured
and distribute information on career ASG Renaissance Intel
live salsa dancers, tasty treats from
opportunities to Expo participants is AT&T JPMorgan Chase
exhibitors, and a roaming mariachi
a major draw for the local consumer Avendra Marriott International
band. Come see what this year’s Expo BellSouth MGM Mirage
has to offer! community.
Casiano Nextel
The conference wraps up with our Communications Shell
Attention to enhanced and structured
stellar awards gala and the Philadelphia CBS.com PepsiCo Inc.
strategic contributions have lead to Cendant
Ball is the grand finale – a multimedia Pinnacle
the creation of the first ever USHCC The Coca-Cola
extravaganza honoring our chambers, Sodexho
Foundation-FedEx Small Business & Company
businesses and corporate and Sprint
Workforce Development Pavilion. This Enterprise
government partners. It’s going to be Starwood Hotels
pavilion, located on the main expo floor, Ford Motor
Company El Taller
will showcase successful Hispanic small great in Milwaukee!! Go to Collaborativo
www.ushcc.com to register – and we’ll General Motors
businesses from around the country. Toyota
Horton Interpreting
see you in Wisconsin! Services, Inc. Verizon
Communications
IBM
Wyndam Hotels
PAGE 6 NETWORKING SUMMER 2005
U N I T E D S TAT E S H I S PA N I C C H A M B E R O F C O M M E R C E

FRIDAY, SEPTEMBER 16
7:30 AM - 4:00 PM Registration

8:00 AM - 11:45 AM Business Expo and Small Business &


Workforce Development Pavilion Move-In

8:00 AM - 10:00 AM International Breakfast


TUESDAY, SEPTEMBER 13 8:00 AM - 5:00 PM National Youth Entrepreneurship BizFest
Training Sessions
6:00 PM - 8:00 PM 5th Annual USHCC Foundation-FedEx
Golf Classic Reception 10:00 AM - 12:00 PM Latino Wealth Accumulation Plenary Session

12:00 PM - 12:15 PM Expo Ribbon-Cutting Ceremony


WEDNESDAY, SEPTEMBER 14
12:15 PM - 5:00 PM Business Expo and Small Business &
6:30 AM - 4:30 PM 5th Annual USHCC Foundation-FedEx
Workforce Development Pavilion Open
Golf Classic
8:00 PM - MIDNIGHT USHCC Off-Site Event
8:00 AM - 5:00 PM Business Expo and Small Business &
Workforce Development Pavilion Move-In
SATURDAY, SEPTEMBER 17
9:00 AM - 5:00 PM SBA/Hewlett Packard Small Business
Foundation Business Matchmaking Session 8:00 AM - 3:00 PM Registration

11:00 AM - 6:00 PM Registration 8:00 AM - 4:00 PM National Youth Entrepreneurship BizFest


Training
6:30 PM - 9:00 PM Opening Reception
8:00 AM - 10:45 AM National Leadership & Chamber Excellence
9:00 PM - MIDNIGHT USHCC Hospitality Night Training

9:00 AM - 11:30 AM Milwaukee Parade


THURSDAY, SEPTEMBER 15
10:00 AM - 3:00 PM Business Expo and Small Business &
7:00 AM - 7:00 PM Registration
Workforce Development Pavilion Open
7:00 AM - 5:00 PM National Youth Entrepreneurship BizFest
11:00 AM - 12:00 PM National Delegate Caucus
7:30 AM - 9:30 AM Opening Breakfast
12:15 PM - 1:00 PM Regional Delegate Caucuses
8:00 AM - 6:00 PM Business Expo and Small Business &
3:00 PM - 8:00 PM Business Expo and Small Business &
Workforce Development Pavilion Move-In
Workforce Development Pavilion
9:45 AM - 11:15 AM Plenary Session: Procurement Move-Out

11:30 AM - 12:30 PM Concurrent Business Workshops 6:00 PM - 7:00 PM Pre-Awards Dinner Reception

12:45 PM - 2:15 PM Anna Maria Arias Hispanic 7:00 PM - 9:30 PM Awards Dinner
Businesswomen’s Luncheon
9:30 PM - 1:00 AM Philadelphia Ball
2:30 PM - 5:00 PM National Leadership & Chamber
Excellence Training SUNDAY, SEPTEMBER 18
6:30 PM - 10:00 PM LatinPalooza Event, hosted by the Hispanic 8:00 AM - 2:00 PM Business Expo and Small Business &
Chamber of Commerce of Wisconsin Workforce Development Pavilion Move-Out

As of 7/1/05. Schedule subject to change. Visit www.ushcc.com for updates.

SUMMER 2005 NETWORKING PAGE 7


F E AT U R E

DIAMOND Hilton Hotels Corporation BRASS


Forest County Potawatomi Community IBM Corporation ADT
Executive Council Lexmark AFLAC
Harley-Davidson Motor Co. McDonald’s Corporation American Express
MBNA Midwest Airlines, Inc. Blue Cross/Blue Shield of Wisconsin
Northwestern Mutual Insurance Miller Brewing Company Burger King Corporation
US Bank Reyes Holding/Distributing LLC Exxon Mobil
Wisconsin Energy Corporation SBC Wisconsin General Services Administration
State Farm Insurance KOHL’S
U.S. Army Marriott International
PLATINUM
U.S Postal Service M & I Bank
Ford Motor Company
Verizon Communication Procter & Gamble
Hispanic Magazine
Wal-Mart Stores Inc. Progress Energy
Johnson Controls Inc.
Manpower Inc. R.J. Reynolds Tobacco Company
Rockwell Automation SILVER Starwood Hotels & Resorts Worldwide, Inc.
SC Johnson GMCVB The Home Depot
Telemundo PepsiCo Inc. The Walt Disney Company
Toyota Time Warner Inc.
Wells Fargo Univision Communications, Inc.
BRONZE Washington Mutual
AT&T Wisconsin Department of Tourism
GOLD CNA Wisconsin Milk Marketing Board
American Airlines Cisco Systems, Inc. YMCA of Greater Milwaukee
Assurant Health Services Sprint
Citigroup USDA Forest Service
DaimlerChrysler Corporation US Environmental Protection Agency as of 07/06/05

General Motors Corporation

¡Bienvenidos a Milwaukee!
THE HISPANIC CHAMBER OF COMMERCE OF
WISCONSIN INVITES YOU TO
WISCONSI

Thursday, September 15, 2005 • 7:00 – Midnight


An evening full of excitement, music, fireworks, food and
beverages, at Milwaukee’s beautiful Peck Pavillion located at the
Marcus Center for the Performing Arts on the Milwaukee River.
Take a moment to taste some local favorites in between dancing to
one of four bands playing salsa,
merengue and cumbia. Thirsty?
When in Milwaukee, it’s always
Miller time — and margaritas to
enjoy. We’ll cap off the evening
with the world famous Bartolotta
fireworks display! For tickets and
information, call HCCW at
(414) 643-6963.
PAGE 8 NETWORKING SUMMER 2005
F E AT U R E

Annual National
BizFest Draws students, ages 17-25, with the tools to be successful in business
and life, by teaching them a variety of business techniques.
Youth From Students have been working throughout the year to hone and

Around the Nation perfect their business ideas and business plans. They travel
to Milwaukee to compete for prize packages totaling over
$25,000. These packages include scholarships, internships,
Innovative Business access to business services and equipment to help continue
Plans Sure to Abound the development of winner’s business ideas.

M
ilwaukee is the place for the 2005 National Stephanie Medina of Orlando, FL, proposes a health center
“BizFest” Competition, where over 50 multi- for diabetes treatment and research on the disease’s effects
talented students from all across the country, on Hispanics. Luis Panameno’s “El Paisano Car Dealership”
Mexico and Puerto Rico will come to sharpen their business offers bilingual services for Hispanic clients in the areas of
acumen. The National BizFest is the culmination of a series of credit, sales and service. The creativity and viability of these
regional Youth Entrepreneurship “BizFests” held this year. This proposed start-up businesses is an extraordinary testament to
three and half-day intensive workshop series equips Latino the talent pool that the USHCC Foundation has just begun
to tap.

The Girl Scouts of the USA and BEST (Bilingual Executive


Strategic Training) are part of the stellar team gathered to
deliver quality business training and leadership development
to the young entrepreneurs.

Thanks to generous contributions from Ford Motor Fund


and other corporate collaborators such as Sprint, Aquila,
the Kauffman Foundation and the YMCA, this year’s young
aspiring entrepreneurs are able to attend the USHCC
Annual National Convention and continue their educational
experience.

BizFest runs Thursday, September 15 through Saturday,


September 17. Please stop by and witness these talented
students in action!

SUMMER 2005 NETWORKING PAGE 9


F E AT U R E

Regional SBA Matchmaker Event


to Coincide with USHCC Annual
Convention & Business Expo

C
ome early to USHCC’s 2005 26th Annual National Convention & Business Expo to take part in SBA/Hewlett
Packard Small Business Foundation (HPSBF) Business Matchmaking, which will take place September 14, 2005 at
the Hyatt Regency in Milwaukee, Wisconsin. USHCC participants will have a tremendous opportunity to market
their business to public and private sector buyers while in Milwaukee. To date, this program has generated over $30 million
in actual contracts for small businesses. In an agreement with the SBA and HPSBF, the USHCC has been able to secure the
Business Matchmaking series as part of this year’s convention. Moreover, the USHCC has secured a certain number of seller
participant slots for USHCC members and convention participants.

In Business Matchmaking, buyers and sellers will participate in a day long event that connects corporate and government
procurement buyers with small business from all over the U.S.

USHCC Convention in Milwaukee is one of only four stops for the SBA/HPSBF Business Matchmaking series in 2005 and
the last one for this fiscal year. Business owners register by listing their products and services, while buying agencies list the
products they typically procure. The database matches buyers with sellers, and 15 minute appointments are scheduled. Sellers
present their products and services as well as
learn about working with the buying agency
or corporation. Small business owners also
may participate in walk-up appointments
with SBA counselors, advisors and lending
agencies.

Joe Lopez of New Era Builders in Cleveland,


Ohio and former USHCC board member,
speaks of his recent experience with an SBA
matchmaking program, “After a meeting
with a representative from the US Navy, I
was asked to bid on and won a $300,000
contract. Without this event it would have
been extremely difficult for my company to
gain the attention of an entity like the US
Navy.”

Go to www.businessmatchmaking.com to
register online by August 14; sign up early
as space is limited. For more information,
contact Vanessa Hammock at 415-595-
8262.

PAGE 10 NETWORKING SUMMER 2005


F E AT U R E
Mr. Barrera will implement an ambitious agenda with well-
defined goals that will ensure the USHCC’s continued path
to growth and success. “I am excited and deeply honored to
join the premiere business organization of the 21st century,”
he said. “The USHCC Board has empowered me to focus on
increasing business opportunities for Hispanic entrepreneurs,
and working more closely with our local chamber members
and our corporate partners. We will focus on projects that
create value for all of our stakeholders and continue to
advocate for the economic development of the Hispanic
community.”

Mr. Barrera comes to USHCC from the U.S. Small Business


Administration (SBA), where he served as the National
Ombudsman, appointed to the position by President Bush
in 2001. His primary role was to ensure fairness in the
enforcement of federal regulations affecting the country’s
small businesses. In addition to National Ombudsman,
he has led the Office of Capital Access, which oversees a
$76 billion dollar loan portfolio, the Office of Government
Contracting/Business Development, the Office of

CHANGING OF THE GUARD

Former SBA National Ombudsman


Michael Barrera Selected as New
USHCC President & CEO
A
s you read this issue of NETWORKING, Michael Entrepreneurial Development, and the SBA’s highly successful
L. Barrera is already hard at work advancing the Business Matchmaking program.
USHCC agenda. An extensive nationwide search for
Mr. Barrera’s ties to the USHCC run deep. He is the former
USHCC’s new chief executive culminated in the selection
Chairman and President of the Hispanic Chamber of
of Mr. Barrera. He brings a wide-ranging expertise in
Commerce of Greater Kansas City. When the USHCC was
government, entrepreneurship and a commitment to the
based in Kansas City, Barrera would volunteer time assisting
Hispanic business community. USHCC Chair David
his father, Richard Barrera, a director and founding member
Lizárraga explained the selection process, “Search criteria
of the USHCC as well as its first convention coordinator.
included candidates that are accomplished business leaders
with strong D.C. and federal government experience, A native of Kansas City, Missouri and 1982 graduate of
extensive Hispanic chamber experience, a corporate Kansas State University, Mr. Barrera received his law degree
background, proven credentials in managing national from the University of Texas School of Law.
programs and a well-cultivated entrepreneurial spirit. Michael
Armando Ojeda, former USHCC President & CEO,
L. Barrera not only possesses all of these qualities but he is a
has joined Ford Motor Company as Director of Supplier
proven leader – we couldn’t be more pleased to have him on
Diversity. Ojeda will remain active with the USHCC as a
board.”
member of the Procurement Council.

SUMMER 2005 NETWORKING PAGE 11


PROCUREMENT

ADVANCING PROCUREMENT OPP


ON B EHALF OF H ISPANIC B U

¡Ahora se puede!
T
he primary mission of the US Hispanic Chamber of Commerce is advocacy on behalf of our Hispanic
Business constituency. As preparations for our 15th Annual Legislative Conference took place, public
policy advocacy was the focus over the past few months. USHCC advocacy is bi-partisan and focuses
on advancing the economic development and growth of the Hispanic business community throughout the United
States. The conference advanced the USHCC Legislative Agenda in areas like small business size standards, free
trade agreements, and minority certification programs. The USHCC has invested an incredible amount of time,
energy and resources on developing and implementing active and aggressive public policy initiatives for the benefit
of the membership, and the broader Hispanic business constituency. A great deal has been accomplished in a short
period of time, yet, there is still much more to do.

Hispanic business has grown take advantage of those existing


tremendously in the last decade. opportunities, as well as create new
According to Hispantelligence, the opportunities. National certifying
Hispanic business sector is the fastest programs, matchmaking events, or
growing of any group in the US, supplier diversity initiatives can help
including non-minority business. This small businesses grow through increased
increase is expected to continue at a visibility and new contacts.
robust rate of 7.6 percent annually
USHCC is working together with
through at least 2010. The number of
local chamber executives and business
Hispanic-owned businesses in the US
members to shape an aggressive
is expected to grow 55 percent in the
procurement agenda. By engaging
next six years to 3.2 million, with total
the local chambers, USHCC can
revenues surging 70 percent to more
aggressively seek their input on how to
than $465 billion.1
best involve their member businesses.
Upon surveying the USHCC The local chambers have exhibited a
membership, it is clear that there deep level of interest in procurement
are a good number of procurement issues on a national level. They
opportunities and resources that remain possess the high level of expertise and
untapped. USHCC is committed knowledge necessary to ensure our
to helping its members find and agenda is on target and beneficial to

PAGE 12 NETWORKING SUMMER 2005


PORTUNITIES
USINESS E NTERPRISES

USHCC challenges its members to take advantage of


opportunities to increase revenues. We also challenge
corporate America to diversify supplier bases and reach out
to new contractors through continued support of USHCC
and the tools that have been developed.

their members; their contribution will level of procurement opportunities increase revenues and impact on their
continue to be extremely valuable. for Hispanic businesses within communities as well as the nation. We
corporations, government and the also challenge corporate America to
In the last edition of NETWORKING
prime contractor/supplier community. diversify supplier bases and reach out
we discussed the Office of Small
Today, the USHCC Procurement to new contractors through continued
Disadvantaged Business Utilization
Council is working collaboratively to support of USHCC and the tools that
(OSDBU) and the role they play in
align the interests of small business have been developed.
federal procurement. The USHCC also
and big business in the procurement
works closely with a second business If USHCC members are to continue
process, so both sides will benefit.
constituency: corporate partners. A their revenue growth and command
significant number of the Fortune 500 The end result of this extensive work their share of the American dream,
are involved in supplier diversity in and commitment – as convention they must reach out to procurement
their procurement process and look participants will witness firsthand in opportunities not only in their
to organizations such as the USHCC Milwaukee this September – is an communities but on a national level.
for assistance in identifying qualified aggressive procurement agenda that USHCC looks forward to member
Hispanic vendors. In the year 2000, is closely aligned with the interests of participation in the 26th Annual
USHCC formed the Procurement the Hispanic business community. At National Convention & Business Expo
Council comprised of over twenty the 26th Annual National Convention in September where everyone will learn
Fortune 1000 companies. Chaired by & Business Expo, USHCC will make about how to take advantage of these
Massey Villarreal, this council works several procurement opportunities opportunities.
with USHCC member chambers of available for participants, both formal 1 www.hispanicbusiness.com Hispantelligence
commerce and Hispanic businesses and informal in nature. report “Hispanic-Owned Businesses:
Growth Projections, 2004-2010”
to educate, provide guidance, and
USHCC challenges its members to
develop strategies that will advance the
take advantage of opportunities to

SUMMER 2005 NETWORKING PAGE 13


PROCUREMENT

ADVANCES IN PROCUREMENT
Virtual Trade Show Connects
Buyers and Suppliers in Cyberspace!
Marketing to the corporate
sector is a daunting undertaking
for most small businesses. Many
Hispanic entrepreneurs aspire
to the corporate arena; a sizable
corporate contract can take
a small business from shaky
ground to a more predictable
revenue stream.

W
hile corporate supplier
diversity programs have
increased small business
access to buyers, identifying Hispanic
vendors continues to be a challenge.
Participation in conventional trade
shows is a substantial investment of
time and resources for both buyers and
sellers. Now, there is an alternative from some of the top private sector their own virtual trade booth, and
route for Hispanic business owners to corporations in the nation. corporate buyers attend the live event
reach corporate America! via their desktop computer. Buyers
The first trade show included the
collectively sought qualified HBEs as
USHCC recently held its first ever participation of corporations such as:
suppliers for the opportunities offered
Virtual Trade Show, taking the tradi- BellSouth, IBM, JPMorgan Chase,
and to increase the number of HBEs in
tional trade show into cyberspace, June KBR/Halliburton, Lucent, Motorola,
their supply chain. Buyers and suppliers
9-23, 2005. The technology-focused S&N Communications, Shell Oil and
were able to chat in real time, pick up
trade show, a brainchild of the USHCC Verizon. These corporations identified
digital business cards and company
Procurement Council, was developed opportunities in over 40 areas of
literature, leave contact information or
to facilitate corporations’ identifying procurement, among them: accounting,
arrange for an immediate phone call.
and contracting with Hispanic legal, information technology, staffing,
Suppliers made themselves available for
business enterprises (HBE). Formed real estate, telecommunications,
interviews with attendees at scheduled
in 2000, the USHCC Procurement construction and engineering.
times during the live event.
Council develops strategies to advance
procurement opportunities for Hispanic So how does a virtual trade USHCC is already planning a second
businesses within corporations, show work? virtual show; more details will be
government and the prime contractor/ The show is powered by itradefair.com, available soon at www.ushcc.com. For
supplier community. The trade show the Web’s premier virtual trade show more information contact Richard Leal
brought HBEs together with buyers provider. Pre-qualified HBEs create at rleal4@ushcc.com.

PAGE 14 NETWORKING SUMMER 2005


TECHNOLOGY

LEGISLATIVE ACTION CENTER


USHCC Utilizes CAPWIZ
to Lobby Capitol Hill
“P
ower to the people” the mantra of many
generations of Americans to support change
within our country, might be replaced by “power
through the computer.” The Legislative Action Center
(LAC), located within the USHCC website (www.ushcc.
com), offers a new way to voice your opinions and concerns
about current legislation to your congressional representative.

The Legislative Action Center evolved from the input


of Hispanic chamber leaders from all six regions; it was only give you a step-by-step primer on how to craft your
conceived as a complementary tool to face-to-face meetings telephone discussion and write your letter or email, but
with legislative representatives. The LAC is an easy-to-use also discusses the process of how a bill moves through the
program designed to allow the user immediate access to state legislative process.
and federal officials. Additionally, the site allows the user
USHCC legislation positions and descriptions affecting
to view legislative alerts and updates, current legislation,
the Hispanic business community can be found within the
and key votes regarding issues and legislation affecting the
Legislative Alerts and Updates section. Included with the
USHCC community.
descriptions are sample letters outlining USHCC’s position
If you felt that your civics course only gave you a which the constituent can personalize.
rudimentary lesson in the Federal and State legislative
The Current Legislation section allows the viewer to access
process, a visit to the Capitol Hill Basics section will not
current state and federal legislation with bill reference
numbers. To check how your specific representative voted,
you can enter your zip code and view their voting record.

Although CAPWIZ will never replace a swarm of dedicated


people walking the halls of Congress demonstrating in
person and in numbers their views regarding legislation, it
does allow access for ALL constituents. Instead of making
a trip to Washington, DC or your state capital, you can
efficiently communicate with your representatives right
from your desktop. You can correspond directly with your
representatives through email or choose to utilize the Capitol
Hill Basics and create your own campaign.

Check your inbox for priority legislative alerts from


USHCC. These alerts prescribe immediate, affirmative
contact with your respective legislative representatives to let
them know your position on the referenced legislation – and
to hold them accountable. You can even email President
Bush through the Legislative Action Center!

SUMMER 2005 NETWORKING PAGE 15


CHAMBER ACCESS

Capitol Hill Heeds USHCC


Legislative Agenda
500 USHCC Members Joined by Many Washington
Influentials at 15th Annual Legislative Conference

T
his year, under the leadership of Chair David Lizárraga, USHCC set out to
substantially increase its influence and presence on Capitol Hill. For two
days during the month of April, members from across the United States
and Puerto Rico joined together to discuss, analyze and promote the USHCC
legislative agenda on key policy issues affecting the nation’s two million-plus
Hispanic owned businesses.

Conference participants seized their opportunity to speak candidly with


congressional leaders about issues that impact their communities and businesses. In
addition to addressing the important policies affecting social security, DR-CAFTA,
taxes, immigration and more, USHCC stakeholders heard from President George
W. Bush and United States Attorney General Alberto Gonzales.

Federal contracting opportunity was the topic of the procurement plenary. USHCC
Specialists in small and disadvantaged procurement – OSDBUs – from
Departments of Transportation, Energy and Homeland Security schooled ANNUAL
participants on the federal procurement process and accessing contracting
opportunities. This knowledge, applied at the local level in USHCC member
LEGISLATIVE
businesses, will help those businesses realize opportunities within each agency. CONFERENCE
This year record numbers of members participated in meetings on the Hill with
members of Congress representing various congressional districts. These meetings
WASHINGTON, DC
are highly effective in driving the USHCC agenda and collective message on the
hill; face-to-face meetings allow for an understanding of the challenges Hispanic APRIL 19-20, 2005
entrepreneurs face in today’s global economic environment.

President Bush Calls upon Congress to Act

On April 20, 2005, members and participants of the 2005 United States
Hispanic Chamber of Commerce (USHCC) 15th Annual National Legislative
Conference erupted in applause as Attorney General Alberto Gonzales and
President George W. Bush entered the amphitheater, side by side, at the
Ronald Reagan Building in Washington, DC.
After taking their bows, Attorney General Gonzales proceeded to introduce
the President. Following a warm introduction, the President focused on the
need for Congress to pass the comprehensive energy plan that he outlined
four years ago. The President stressed the vital need for comprehensive
energy legislation to sustain the economic growth of the last two years, and
outlined a plan to put us on a path toward greater energy independence.
“Members of Congress can send an important signal that they are serious
about solving America’s energy problems by getting a bill to my desk before
the summer recess,” exclaimed President Bush.

PAGE 16 NETWORKING SUMMER 2005


CHAMBER ACCESS

One chamber stood out on Capitol loans, but more substantial working the Chairman’s Award in recognition
Hill for its exceptional work in driving capital that allows entrepreneurs to of his many accomplishments and
the USHCC legislative agenda. Alfred take concrete steps to grow their significant contributions to the Hispanic
Placeres, president of the New York business. During the plenary the panel community throughout his professional
State Federation of Hispanic Chambers, addressed the most pertinent issues career. USHCC also recognized two
and USHCC board member, led a facing Hispanic business enterprises distinguished individuals, Senator
small but impactful delegation (through today – such as small business tax Edward Kennedy (D-MA) and
past experience Placeres found that reform, healthcare affordability, DR- Senator Orrin Hatch (R-UT), for their
small groups were more focused during CAFTA, telecommunications in the dedication and service to the Hispanic
sessions). The New York delegation new economy, and minority business community by honoring them with the
met with Senator Hillary Clinton (D- enterprise public policy. Lifetime Achievement Award. Senator
NY), Senator Charles Schumer (D- Mel Martinez (R-FL) and Senator Ken
Congresswoman Grace Napolitano
NY) and Congressman Charles Rangel Salazar (D-CO) attended a reception
(D-CA), Chair of the Congressional
(D-NY) on the issue of DR-CAFTA. in their honor and pledged a bipartisan
Hispanic Caucus, and Speaker Dennis
(USHCC supports DR-CAFTA, with commitment to the Latino business
Hastert (R-IL) spoke about their

(Left) Secretary of Commerce


Carlos Gutierrez addresses the
audience of over 500 Hispanic
entrepreneurs.
(Below) Congresswoman Grace
Napolitano (D-CA) speaks
about improving conditions for
Hispanic business.

(Above l to r) USHCC members,


Peter Psaras, Alice Perez, and Susan
Martinez meet with Congressman
Joe Baca (D-CA).
(Above) US Treasurer Anna
(Right) Congresswoman Nydia
Cabral presents Lifetime
Velásquez (D-NY) greets Roberto
Achievement Award to
Arango, state senator from San Juan,
Senator Orrin Hatch (R-UT).
Puerto Rico.

a concern for health and workplace work to improve conditions for small community, explaining how they will
protections.) Placeres had been reaching businesses across the US. USHCC work side by side on many important
out to chambers in Puerto Rico and the commended Senator Jim Talent (R- issues affecting the community.
Dominican Republic over the past few MO) for his efforts to eliminate the
Participants also learned how CAPWIZ
years; Ambassador Flavio Dario Espinal requirement for multiple certifications
can facilitate getting our opinions and
of the Dominican Republic joined the for minority-owned small business
influence to Capitol Hill throughout the
delegation in their Hill meetings. The owners competing for federal contracts.
year, through Action Alerts originated
congressional representatives listened
The awards dinner paid tribute to by our members and sent to our
intently to their message. If they did not
several individuals who play a significant legislators almost instantaneously. (See
support DR-CAFTA, the representatives
role in the nation’s economy and its article, page 15.)
counseled them on what was needed in
continued development. Attorney
order to get their support. The work of the USHCC Legislative
General Alberto Gonzales accepted the
Committee continues post-Conference
Congresswoman Nydia Velásquez President’s Award for his demonstration
and throughout the year. We will
(D-NY), addressed the audience at of a sincere commitment and support
keep you apprised, and solicit your
the legislative plenary session on of the Hispanic community. Secretary
involvement as we continue to influence
the importance of access to capital, of Commerce Carlos Gutierrez received
public policy.
not in the form of simple bank
SUMMER 2005 NETWORKING PAGE 17
CHAMBER ACCESS

NETWORKING BRIEFS
Remembering Tennessee Hispanic Chamber Founder 700 people participated in the tournament, allowing the MHCC
to maintain its reputation as host of the largest golf outing in the
Greg Rodriguez, founder of the Tennessee Hispanic Chamber of state of Michigan. Even if you cannot make it to the event, you
Commerce and a former state official passed away on June 8. can still register for a 1 in 2,500 chance to win a 2005 Chevrolet
Rodriguez founded the chamber in 1997 and had served as the Trailblazer LT. Visit www.mhcc.org for more information.
president and chairman ever since, dedicating much of his time
and expertise to help the community through his work. He will
be missed by the community who knew him as a strong advocate
on issues affecting their daily lives. Rodriguez is succeeded
by USHCC board member Robert Chavez, newly appointed
president of the Tennessee Hispanic Chamber of Commerce and
businessman Ed Rufo, chairman of the board of directors.
Southwest Florida HCC
Celebrates International
Conference
A reception welcoming the Latin Golfers enjoy a beautiful day at the golf course in Detroit,
Michigan at last year’s MHCC outing.
American delegations kicked
off the 13th Annual Southwest Cordova Serves as Keynote
Florida Hispanic Chamber
of Commerce International Tina Cordova, former USHCC Chair, served as the keynote
Conference in June. The speaker at the 6th Annual Public Service Company (PNM)
annual event was held over Entrepreneurial Leadership Awards program on June 3.
Congressman Connie Mack Women’s Economic Self Sufficiency Team (WESST Corp), a
(R-FL), Christina Leddin García
two days and included the
Second Annual International non-profit economic development organization headquartered
and Leonardo García, SWFHCC in Albuquerque, New Mexico, hosted the event. WESST Corp
executive director. Businesswomen’s Conference,
a business expo and a job facilitates the start-up and growth of women and minority-owned
fair, as well as a student scholarship awards reception and gala. businesses throughout the state of New Mexico, although WESST
US Congressman Connie Mack served as keynote speaker at the Corp’s services are available to any New Mexico resident seeking
Harborside Event Center in Fort Myers during the gala. to start or grow a business.

Chihuahua Crazy
In June, the Seguin-Guadalupe County
Hispanic Chamber of Commerce based
out of Texas, hosted a rather unusual event
during their second Fiesta Juan Seguin
celebration. The first-ever Chihuahua Race
took place during the heat of the day
where nearly 40 Chihuahuas raced for the
finish line. Whether they won or lost, all
participants were given an opportunity to compete for the 2005
Chihuahua king and queen. All who attended enjoyed this out-of-
the ordinary event! Cordova (left) presents an award at the PNM Entrepreneurial
Leadership Awards program.
Giving Back
Ms. Cordova’s keynote address was well received, evidenced by
The Statewide Hispanic Chamber of Commerce of New Jersey a standing ovation from the audience. The focus of her speech
(SHCC), hosted its Third Annual Scholarship Fundraising Event was the success and failures of growing your own small business
on June 15. The chamber shared some eye opening statistics and her personal experiences with both. “Remember the measure
that are affecting today’s New Jersey Latinos. Only half of of your character is how you handle both failure and success,”
young Latinos now in the eighth grade will graduate from high said Cordova.
school. Shockingly only 10 percent of Hispanic adults currently
have a college degree, compared to 23 percent of the general Celebrating 50 Years of Excellence
population. The SHCC stated that by increasing the number
and level of college degrees among Hispanics, we are not only The Hispanic Chamber of Commerce Silicon Valley celebrated
providing a benefit to the Hispanic community, but also making a its 50th anniversary this year with a gala dinner June 25 at the
tremendous investment in the America of tomorrow. Wyndham Hotel in San Jose, California.

Drive it Home
The Michigan Hispanic Chamber of Commerce (MHCC) will host LET US HEAR FROM YOU!
its 13th Annual Hank Aguirre Golf Outing on August 15. The golf Please send your chamber news, events, success stories, and items of interest
tournament is played every year in remembrance of Hank Aguirre,
the founder of the golf tournament, a former pitcher for the Detroit to ushcc@grillo.info. We will collect information and publish in upcoming
Tigers and one of the pioneers of the MHCC. Last year over issues of NETWORKING and our weekly e-newsletter.
PAGE 18 NETWORKING SUMMER 2005
CHAMBER ACCESS

F
ifteen years ago a handful of a whopping $1.2 million; a staff of four The chamber has also created four
pioneers in the El Paso area more than tripled in size. strategic Entrepreneurial Technical
recognized the definitive Assistance (ETA) Centers: Contract
According to Ramos-Davidson, many
need for a local Hispanic chamber. Opportunities Center, Small Minority
chambers make the mistake of trying to
The mission of the El Paso Hispanic Business Research & Certification
be all things to all people. The reality
Chamber of Commerce (EPHCC) Center, HUB Development Center of
is that their own lack of resources
would be to address the needs of Excellence, and The Women’s Business
or manpower may lead to their own
Hispanic as well as other small and Border Center (WBBC) that help to
demise when they are unable to provide
women-owned businesses across the fulfill the needs of the EPHCC and
for their members.
region. their community. All of the ETA
“What we do at our chamber is identify Centers are open to the public at no
Today, El Paso benefits from the
what we are doing best and stay on that charge thanks to partnerships the
tremendous accomplishments of Cindy
track,” explained Ramos-Davidson. EPHCC has created.
Ramos-Davidson, CEO of the EPHCC.
Six years ago when Ramos-Davidson Exceeding standards, the EPHCC The Women’s Business Border Center
took the helm, the chamber had 339 distributes a daily online newsletter that (WBBC), a partnership with the
members; today they are an 809- provides members a daily connection to Small Business Administration (SBA),
member chamber. A budget that once the chamber and keeps them informed is the only center of its kind to be
sat at $450,000 dollars has increased to on current business issues. affiliated with a Hispanic chamber.

REACHING BROADER HORIZONS


Hispanic Chamber Nurtures
Local Business in El Paso The center builds awareness around
business opportunities for women
and helps them take full advantage
of these opportunities. They also
“What we do at our chamber is provide bilingual technical assistance
for all phases of business start-up and
identify what we are doing best and expansion including ideas and planning,
stay on that track,” implementation of the expansion plan
and monitoring of future growth.
— Cindy Ramos-Davidson, CEO
Additionally, more than 150 women-
El Paso Hispanic Chamber of Commerce
owned businesses continually benefit
from $1.8 million in loans, in turn
providing 400 jobs through the
intermediary lending program.

The EPHCC has made great inroads


in access to capital, technological
sophistication, and diversification of
people, products, and services for long
term business sustainability. Ramos-
Davidson will continue to strive
for success to positively impact the
Hispanic community in El Paso.

Visit www.ephcc.org for more


information.
SUMMER 2005 PAGE 19
PROCUREMENT

The Evolution of
Supplier Diversity
C Ford Motor
orporate initiatives to buy goods and services
from minority businesses began appearing in
the 1970’s to address the exclusion of racial
and ethnic minorities from the mainstream of American
Company Cultivates
economic life. Agreements with the US Equal Employment Supplier Diversity
Program Growth
Opportunity Commission (EEOC) established the forward
view framework that led Ford Motor Company and
other progressive corporations to establish certification
and purchasing programs targeting businesses owned by
individuals from socially and economically disadvantaged corporations to exceed
populations (the first step). To a large extent, the early efforts the $1 billion dollar
weren’t effective because the minority business enterprises Supplier Development level. Just four years
(MBE) that existed at the time were small, undercapitalized Component later, Ford surpassed
and lacked the knowledge and experience of how to do the $2 billion mark and
business with large corporations. Recognizing the need to achieved the $3 billion
upgrade the capabilities of MBEs, Ford took the second step dollar level by 1999. At
in the evolution of minority purchasing by adding a “supplier that time, Ford Motor
development” component to the program. Company purchased
Supplier development more goods and services
worked under the from minority-owned
PPrograms targeting auspices of purchasing businesses than any
socially and managers who were made other corporation in the
economically responsible for helping United States. Today,
disadvantaged suppliers increase their there are 12 Fortune 500
businesses capabilities. As a result, corporations that spend more than $1 billion annually with
technical assistance and minority suppliers and are members of the prestigious Billion
operating capital were Dollar Roundtable.
made available through As innovators and pioneers in supplier diversity, Ford,
such entities as Dearborn General Motors and Chrysler took the initiative to expand
Capital, a Small Business business opportunities for MBEs by requiring large, Tier I
Investment Corporation automotive suppliers to launch their own supplier diversity
(SBIC). The development programs. This third step in the supplier diversity evolution,
of MBE operating capacity the initiation of 2nd tier programs, allowed Ford, General
and higher levels of capitalization positively affected the Motors and Chrysler to hold companies in the supply
volume of business sourced to minority-owned businesses. chain accountable for MBE purchases by setting goals and
The numbers tell the story: in 1985, Ford purchased $171 reporting their performance on a quarterly basis. In 2004,
million from MBEs. By 1993 Ford became one of the first Ford suppliers reported buying over $12 billion dollars from
minority-owned businesses.

PAGE 20 NETWORKING SUMMER 2005


“As part of its corporate social responsibility, Ford believes that it
should share its supplier diversity development experience with other
publicly traded corporations so they too, can enhance the value of their
own supply base.”
— Armando Ojeda
Former USHCC President/CEO and
Director of Ford’s Supplier Diversity Development Office

Last year, Ford took the supplier diversity program to the


M-tier Diversity
next level by launching the M-tier Diversity Reporting
Reporting System
System. This is considered the fourth step in the evolution
of Supplier Diversity Programs. The M-tier system is an
interactive web-based
reporting system that is
designed to allow Ford
2nd Tier Programs to view and verify MBE
business activity beyond
the 2nd tier level and have
$20 billion of economic
a significant impact on the activity between Fortune
growth of opportunities for 1000 corporations &
minority-owned businesses certified minority-owned
businesses across
throughout the automotive
the nation
supply chain.

“M-tier is a major
advancement in supplier
diversity,” said Armando
corporations and tens of thousands of certified minority-
Ojeda, former USHCC
owned businesses across the nation.
president/CEO and director of Ford’s Supplier Diversity
Development Office. “M-tier enables Ford to be the catalyst The evolution of supplier diversity is never ending – business-
for creating new supplier diversity programs across the to-business networking, matchmaking and electronic databases
country. As part of its corporate social responsibility, Ford are important tools to connect MBEs to procurement
believes that it should share its supplier diversity development opportunities and for corporations to search for minority-
experience with other publicly traded corporations so they and women-owned businesses that meet their supplier
too, can enhance the value of their own supply base,” Ojeda requirements. Two examples of auto industry databases are:
added. “Ford will measure the worth of its efforts by the new www.bigthree.com and www.fordsdd.com.
supplier diversity programs that are created and resultant job
The Supplier Diversity Development Office at Ford Motor
growth in minority communities.”
Company is a frequent sponsor of business networking
In the last 30 years supplier diversity has evolved from a sessions at USHCC and local Hispanic chamber events.
few large corporations struggling to buy goods and services Ford also participates with peer corporations as a member of
from a handful of small minority-owned businesses to over the USHCC Procurement Council to expand procurement
$20 billion of economic activity between Fortune 1000 opportunities for Hispanic-owned companies.

SUMMER 2005 NETWORKING PAGE 21


CHA M B E R A C C E S S

Maximizing Your
Corporate Partnerships
Making the Most of Non-Dues Revenue:
Lexmark Advises
website and meetings to remind
members that these programs are there
for their benefit.

Your corporate partner should report


the results of membership programs
on a regular basis; this is your key
measurement to identify and keep the
most profitable partnerships.

An example of a successful program


within the Hispanic business
community is Lexmark’s Alliance
Program. Designed to empower
Hispanic businesses to succeed by
increasing productivity and enhancing
their capability to effectively compete
in today’s market; the Alliance provides
reliable office technology fundamental
to business growth. The program offers
inkjet and laser printers, supplies and
printing solutions to Hispanic business,
at up to 30 percent savings over retail.

T
oday’s chambers of commerce • Is this the best possible offer to my The partnership also benefits Hispanic
and associations have made members in this category? chambers through a revenue sharing
increasing non-due revenues • Is it easy for my members to take system that provides the HCCs with a
a top priority. Chamber executives are advantage of this offer? percentage of sales to the member base.
evaluating existing non-dues revenue • Is the chamber going to benefit
An exclusive (and easy-to-use) sales
products and services and identifying from this partnership? (Long
website serves to execute the program,
new non-dues revenue sources. term/short term)
which also gives the chamber full
To evaluate your existing portfolio and The key to a successful partnership is reporting capabilities. Members can call
identify new sources, ask yourself the a three-way win for the association, a pre-sales support line for help with
following questions: the member and the corporate choosing the right product for their
partner. Communicating the benefits business. This program is immediately
• Does this product/service add
of membership to your members available to all Hispanic chambers. Visit
value to my members?
and prospective members is vital to the website at www.lexmark.com/ushcc
• Are my members going to be able
maximize return on non-due revenues. and contact the USHCC to set up
to use this product/service on a
Take advantage of mailings, newsletters, revenue sharing with your chamber.
regular basis?

PAGE 22 NETWORKING SUMMER 2005


OF INTEREST

Hispanics Today is the first-ever nationally syndicated television program


showcasing the contributions of Hispanic leaders in the worlds of business,
entertainment, politics, culture, sports and issues impacting the Latino
community.

For one half-hour each week, our host Paola Torres, takes viewers inside the
issues that affect their world. Covering everything from small business owners
and Latinos in Hollywood to the Vieques controversy and el Museo del Barrio,
this groundbreaking series celebrates the Hispanic Age in America.

If you haven’t been tuning into Hispanics Toda


Today lately here are just a few things
you missed!

The New Guayaveda Engineers of the Future Celebrating Latina Entrepreneurs


Alfonso and Krista Escamia have Hispanic youth are failing to exceed in Noreen Carro of LMN Printing (above)
transformed the distinctive Latino math, science and engineering. Today thought she was an unlikely candidate
fashion of a guayabera into big business only four percent of Latino high school for the Anna Maria Arias Memorial
for their company Guayaveda. A graduates are adequately prepared to Business Fund Award. Now she is
guayabera is a popular four-pocket pursue an engineering degree. Hispanic a recent recipient. With enthusiasm
cotton shirt with pleats first worn in Engineering, Science & Technology Carro explained that the $5,000 award
1860 by the rich Cuban guava farmers Week (HESTEC), a year-round gave her the opportunity to take the
who used the pockets to hold fruit. leadership program, was developed to next step with her business, into the
In the Cuban culture the shirt also emphasizes the importance of science digital age of printing. Armandina
indicated a social class; the wider the literacy to thousands of pre-k to college Flores, another recent honoree, received
pleats on your guayabera the more students and teachers. The mission of enough money to purchase playground
successful you were known to be. The HESTEC is to expose Latinos to math, equipment for her Spanish immersion
Escamias’ got their first big break when science and technology at an early age language center for infants through age
they setup a meeting with Nordstrom and sustain their interests through five.
and their first order was five times larger college.
than they expected.

Now in its fifth season, Hispanics Today reaches


more than 28 million Hispanic viewers across the country.
Please check your local TV listings for dates and times.

PAGE 24 NETWORKING SUMMER 2005


Don’t miss another episode of Hispanics Today
Today,
USHCC’s national weekly syndicated television
show. Now in its fifth season, Hispanics Today
reaches more than 28 million Hispanic viewers
across the country, showcasing the contributions
of Hispanic leaders in the business, entertainment,
politics, culture and sports, and addresses the
issues that affect the Latino community.

Please check your local TV listings for dates


and times.

2005 BROADCAST AFFILIATES


STATE/CITY STATION AFFILIATE ILLINOIS OKLAHOMA
ALABAMA CHICAGO WMAQ NBC WICHITA FALLS KSWO ABC
MONTGOMERY WAXC IND ROCKFORD WTVO ABC OREGON
ARIZONA IOWA EUGENE KEZI ABC
DAVENPORT WBQD WB MEDFORD KDRV ABC
PHOENIX KAZT IND
YUMA KYMA NBC KANSAS PORTLAND KGW NBC
CALIFORNIA TOPEKA KSNT NBC PENNSYLVANIA
BAKERSFIELD KGET NBC WICHITA KWCH CBS PITTSBURGH WBGN IND
FRESNO KFSN ABC KENTUCKY PHILADELPHIA WCAU NBC
LOS ANGELES KNBC NBC LEXINGTON WKYT CBS SOUTH DAKOTA
OAKLAND KNTV NBC LOUISVILLE WYCS IND SIOUX FALLS KELO CBS
PALM SPRINGS KMIR NBC PADUCAH KBSI FOX TENNESSEE
SACRAMENTO KMAX UPN LOUISIANA NASHVILLE WNAB WB
SAN DIEGO KNSD NBC NEW ORLEANS WWL CBS TEXAS
SAN FRANCISCO KNTV NBC MICHIGAN AMARILLO KCIT FOX
SAN JOSE KNTV NBC LANSING WLAJ ABC AUSTIN KXAN NBC
SANTA BARBARA KCOY CBS GRAND RAPIDS WOOD NBC CORPUS CHRISTI KIII ABC
COLORADO MARQUETTE WJMN CBS DALLAS-FT.WORTH KXAS NBC
COLORADO SPRINGS KOAA NBC EL PASO KTSM NBC
MINNESOTA
DENVER KUSA NBC HARLINGEN KVEO NBC
MINNEAPOLIS KSTC IND
GRAND JUNCTION KJCT ABC HOUSTON KHOU CBS
MISSOURI
CONNECTICUT ST. LOUIS KNLC IND
SAN ANTONIO WOIA NBC
HARTFORD WTNH ABC ODESSA-MIDLAND KMID ABC
NEVADA
HARTFORD WCTX UPN VICTORIA KAVU ABC
LAS VEGAS KTUD UPN
FLORIDA WACO KXXV ABC
NEW MEXICO
FT. MYERS WINK CBS UTAH
ALBUQUERQUE KOB NBC
GAINESVILLE WYPN IND SALT LAKE CITY KUTV CBS
NEW YORK
JACKSONVILLE WJXX ABC VIRGINIA
NEW YORK WNBC NBC
MIAMI-FT. LAUDERDALE WTVJ NBC NORFOLK WVEC ABC
NORTH CAROLINA
ORLANDO WRDQ IND WASHINGTON, DC
CHARLOTTE WBTV CBS
TALLAHASSEE WTLH FOX DISTRICT OF COLUMBIA WRC NBC
GREENSBORO WGSR IND
TAMPA WFTS ABC WASHINGTON
GREENVILLE WCTI ABC
WEST PALM BEACH WTVX UPN/WB
RALEIGH WNCN NBC YAKIMA KAPP ABC
GEORGIA WISCONSIN
OHIO
ATLANTA WUPA UPN
CINCINATTI WBQC UPN GREEN BAY WFRV CBS
COLUMBUS WLTZ NBC
DAYTON WRCX IND LA CROSSE KQEG UPN
LIMA WLIO NBC MADISON WISC CBS
TOLEDO WUPW FOX MILWAUKEE WTMJ NBC

SUMMER 2005 NETWORKING PAGE 25


U N I T E D S TAT E S H I S PA N I C C H A M BER OF COMMERCE

FedEx/USHCC Foundation
5th Annual Golf Classic Tournament
September 14, 2005 • The Silver Spring Country Club
Milwaukee, Wisconsin
2005 DEADLINES
July 25
Early hotel registration
August 1
Early registration
Come Take August 14
Your Best Shot! SBA/HPSBF Matchmaker – register at
www.businessmatchmaking.com
Registration Deadline:
August 15
August 15, 2005
Golf Classic registration
Early exhibitor registration
Early Small Business and Workforce
Pavilion registration
September 2
Last day to pre-register

For convention updates


All proceeds will benefit the USHCC Foundation Initiatives. The USHCC Foundation is a 501(c)(3) nonprofit organzation. visit www.ushcc.com

PRESORTED
STANDARD
US POSTAGE
PAID
PERMIT No.4205
SOUTHERN MD

USHCC USHCC Foundation


www.ushcc.com www.ushccfoundation.org

2175 K Street, NW, Suite 100


Washington, DC 20037