Hispanic Enterprise

:
Attaining Success, Building Wealth
Page 4

Page 12

Effective Strategies to Increase Your Business

15TH ANNUAL LEGISLATIVE CONFERENCE:

Capitol Hill Heeds USHCC Legislative Agenda
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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 for long-term business growth. PARTICIPATE in matchmaking sessions with supplierdiversity 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 at the National BizFest Competition.

September 14-17, 2005 Midwest Airlines Convention Center Milwaukee, Wisconsin

PHOTO COURTESY OF VISIT MILWAUKEE

W W W. U S H C C . C O M

The Quarterly Publication of the United States Hispanic Chamber of Commerce

NETWORKING

In this issue
FEATURES 4 USHCC 26TH ANNUAL NATIONAL CONVENTION & BUSINESS EXPO Hispanic Enterprise: Building Wealth, Attaining Success 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 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 Ford Motor Company Cultivates Supplier Diversity Expansion TECHNOLOGY 15 LEGISLATIVE ACTION CENTER USHCC Utilizes CAPWIZ to Lobby Capitol Hill CHAMBER ACCESS 16 CAPITOL HILL HEEDS USHCC LEGISLATIVE AGENDA A Report on the USHCC 15th Annual Legislative Conference 18 CHAMBER NETWORKING BRIEFS 19 REACHING BROADER HORIZONS Hispanic Chamber Nurtures Local Business in El Paso 22 MAXIMIZING YOUR CORPORATE PARTNERSHIPS Making the Most of Non-dues Revenue: Lexmark Advises OF INTEREST 24 HISPANICS TODAY What Have You Been Missing?

SUMMER 2005

USHCC 26TH ANNUAL NATIONAL CONVENTION & BUSINESS EXPO PAGE 4

PHOTO COURTESY OF VISIT MILWAUKEE

¡AHORA SE PUEDE!
ADVANCING PROCUREMENT PAGE 12

USHCC 15TH ANNUAL LEGISLATIVE CONFERENCE
PAGE 16

NETWORKING
This issue of USHCC NETWORKING is made possible through a generous grant from Altria Group, Inc. Executive Editor David C. Lizárraga Managing Editor Grillo & Company
PR & Communications

Publisher

United States Hispanic Chamber of Commerce 2175 K Street, NW Suite 100 Washington, DC 20037 Tel: (202) 842-1212 Fax: (202) 842-3221

Mexico Office

Puerto Real No. 11-P.B. Colonia Condesa 06170 Mexico, D.F. Tel: (525) 55-286-0564 Fax: (525) 55-553-4327

NETWORKING is a publication of the United States Hispanic Chamber of Commerce (USHCC). The opinions and information expressed in guest columns are those of the authors and do not necessarily reflect the views of the USHCC. The USHCC welcomes contributing articles from its members. For more information, contact us at ushcc@grillo.info.

www.ushcc.com

United States Hispanic Chamber of Commerce

Welcome back!

2004-2005 Board of Directors
DAVID C. LIZÁRRAGA

Chair of the USHCC Board It is my pleasure to welcome you to the Summer issue of NETWORKING, the quarterly publication of the United States Hispanic Chamber of Commerce.

Chair

David C. Lizárraga, Los Angeles, CA

Vice Chair

Frank Rivera, Phoenix, AZ

As the primary advocate for Hispanic business, our charge is to increase contracting by corporate America and the federal government with the Hispanic business community. Our commitment is evidenced by the recent selection of Michael L. Barrera, SBA National Ombudsman, for the position of USHCC President & CEO (please refer to page 11 for story on Mr. Barrera). You will hear a lot about procurement in the coming months; it is the theme of this year’s Annual Convention. You will see its impact in the discussion that follows about programs being developed for you, our membership, to increase your participation in revenue generating programs at the local, state and national levels. As we go to print, USHCC members are taking part in procurement initiatives that include trade development in Mexico and China, as well as participating in a virtual trade show from their own desks. This edition of NETWORKING previews USHCC’s 26th Annual National Convention & Business Expo in Milwaukee. We invite you to join us September 14-17, 2005 for what promises to be our best convention yet. Many events at the Convention will help in making solid procurement inroads with corporate and federal buyers. From the SBA matchmaking program to the many networking events, we invite you to take advantage of all of them! Thanks to this year’s Legislative Conference participants, the conference was a huge success! We set out to substantially increase our influence and presence on Capitol Hill and you responded by setting a record number of scheduled and attended meetings with more members of Congress from congressional districts throughout the country than in past years. Our work is hardly done, but what a start! We look forward to your continued participation in carrying out and enhancing our Legislative Agenda throughout the year. We’ve included much information of use to our chambers and constituent businesses. Please take time to read the information included in this edition NETWORKING, and save it as a resource. We are working to ensure that becomes an invaluable resource for all of our readers. Please plan on joining us in Milwaukee this September. We anticipate your participation and promise you a most productive and enjoyable USHCC Convention to date.

President & CEO Legal Counsel Region I

Michael L. Barrera Melinda Guzman Eric Carson, Waipahu, HI+ David C. Lizárraga, Los Angeles, CA Rafael Sanchez, Sacramento, CA+ Elizabeth Gallagher, Las Vegas, NV*

Region II

Frank Rivera, Phoenix, AZ+ Tina Cordova, Albuquerque, NM Jerry Natividad, Lakewood, CO* Peter A. Granillo, Tucson, AZ+

Region III
Massey Villarreal, Houston, TX** Marc Rodriguez, Austin, TX Paul Rodriguez, Kansas City, KS*+ Jeanette Hernandez-Prenger, Kansas City, MO

Region IV
Ruben Acosta, Detroit, MI Vincent E. Rangel, Chicago, IL++ + George Franco, Milwaukee, WI* Sandra Figueroa Bast, Highland Park, IL

Region V

Ed Diaz, Wheatley Heights, NY*+ Alfred Placeres, New York, NY Alex Garcia, Newark, NJ

Esperanza Porras Field, Morristown, NJ+

Region VI
Jackie Rojas-Quiñones, Tampa, FL Robert Chavez, Antioch, TN*+ Enid Toro de Báez, Hato Rey, PR
* Denotes Regional Chair ** Denotes Foundation Chair + Denotes USHCC Foundation Board Member ++ Denotes USHCC Foundation Vice Chair

Luis J. Torres-Llompart, Rio Piedras, PR+

¡Nos vemos en Milwaukee!

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NETWORKING

SUMMER 2005

Staff
Michael L. Barerra President & CEO Frank Lopez President USHCC Foundation William Rodriguez Chief Financial Officer Claudia Abuin Vice President International Trade Sergio Brondo Intern USHCC Foundation Lucia Cortes Coordinator Member Services Ruthie Fesahazion Program & Communications Intern Faith Kaneshiro Assistant to the President Dongsub Kim IT Intern Rick Leal Special Assistant to the President Pedro Martinez Accounting Manager Guillermo A. Meneses Communications Director Shana Mosher Director of Special Projects USHCC Foundation Olga Quiroz International Trade Assistant Judy Rosales Office Assistant/Receptionist Mona Rowghani Account Intern Georgina Salguero Manager Events Services Lourdes Santiago Vice President & Executive Producer “Hispanics Today” Rosanna Tapia Corporate Relations Assistant Zelandia Tapia Manager Disbursements & Billing Connie Valiente Director Corporate Relations & Member Services Juanita Villa Event Services Intern SUMMER 2005 Frank Lopez President USHCC Foundation

Dear Friends,
The US Hispanic Chamber of Commerce Foundation has experienced unparalleled success this year, with numerous accomplishments witnessed throughout the country. Through a series of unique and focused programs and activities, all launched with the generous support of our corporate partners, the Foundation has implemented many new mechanisms for serving our chamber members and youth collaborators. From access to mentoring and diversified scholarship opportunities to summer corporate internships and workforce development initiatives, the Foundation has indeed embarked on a stepped up path to building capacity in 2005. This capacity building leads us into the USHCC’s 26th Annual National Convention & Business Expo. This year’s convention theme “Hispanic Enterprise: Attaining Success, Building Wealth” has been the cornerstone of the USHCC Foundation since its inception. This synergy with USHCC’s mission has meant greater impact for the entire USHCC organization; working together is the key to maximizing our resources. The Foundation is proud to have been able to continue delivering quality and innovative programs that strive to achieve success for our members, our Hispanic business community, and our Hispanic youth. Please join us at this year’s Convention & Business Expo in Milwaukee where we will host a series of dynamic activities. The Foundation will kick off the Convention with our 5th Annual Golf Classic sponsored again by FedEx. Each year this event grows in size and significance because of the support and commitment of our sponsors. National “BizFest” participants come from all over the country, Puerto Rico and Mexico to display their business skills and talents. Keeping with the spirit of the “BizFest” and entrepreneurship, the Foundation’s Small Business and Workforce Diversity Pavilion — on the Expo floor — will highlight the country’s small Hispanic-owned businesses, the core of the USHCC membership and fueling the U.S. economy. Finally, the Foundation has expanded the Hispanic Chamber training series to deliver the latest tools and resources our local Hispanic Chambers of Commerce need to build their organizational capacity. We are delighted to have you join us again this year. See you in Milwaukee! Sincerely,

Massey Villarreal Chair of the Board USHCC Foundation

NETWORKING

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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.
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F E AT U R E

Milwaukee Hosts
George Franco, USHCC Board Region IV Chair and Milwaukee resident, serves as Convention Chair. A host committee is hard at work to ensure 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, Harley-Davidson Motor Co., Journal Sentinel, MBNA, Northwestern Mutual Insurance, US Bank and Wisconsin Energy Corporation. USHCC has invited influentials with national and local renown, including Wisonsin governor Jim Doyle and Milwaukee mayor Tom Barrett.

Your Hosts in Milwaukee!
USHCC is proud to have as the 26th Annual Convention Host Chair George Franco, USHCC Region IV board member and Chairman & CEO of Milwaukee-based National Financial Corporation. The Convention Host Committee are strong supporters of the USHCC and serve as a vital part to the continued growth of the organization. We truly appreciate their time and guidance in making this year’s convention one to remember.
George Franco Convention Host Chair USHCC 26th Annual Convention & Business Expo

Golf Classic
The Annual Convention will kick-off on September 14, 2005 with the 5th Annual FedEx-USHCC Foundation Golf Classic. As in years past, Juan Cento, President of FedEx Latin Affairs will serve as Honorary Chair. The tournament will take place at the Silver Spring Country Club, which will serve as the backdrop for networking opportunities among players and provide a relaxed atmosphere to talk business. Proceeds go to funding many vital USHCC Foundation programs focused on youth entrepreneurship and capacity building.

Convention Host Committee
Forest County Potawatomi Community Executive Council

The opening plenary will be a panel of corporate executives that will speak about finding opportunities with their companies, effective procurement strategies as well as tips on marketing to large corporations.

Harley-Davidson Motor Co. Journal Sentinel Inc. Northwestern Mutual Insurance US Bank Wisconsin Energy Corporation

Highlighting Latina Entrepreneurs and the Global Community
The Anna Maria Arias Awards Luncheon focuses on the particular triumphs and challenges of the nation’s Latina entrepreneurs. At the International Breakfast, USHCC explores the unique talents of Hispanic business owners in the global market.
SUMMER 2005 NETWORKING

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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
The convention will feature a free twoday Business Expo, where participants and the public will have the opportunity to visit more than 200 exhibitors,

Noticing that small businesses are sometimes overwhelmed when showing their wares on the expansive expo floor, often getting lost among the larger, more elaborate corporate booth displays, FedEx is proud to provide prime expo space, for a limited number of businesses. This space will afford them the opportunity and visibility to exhibit the goods, services and innovative programs they offer the marketplace. The pavilion will continue to offer workforce development opportunities as we welcome human resources officers from corporate America looking to recruit a diversified workforce. This opportunity for the public and private sector to come and distribute information on career opportunities to Expo participants is a major draw for the local consumer community. The conference wraps up with our stellar awards gala and the Philadelphia Ball is the grand finale – a multimedia extravaganza honoring our chambers, businesses and corporate and government partners. It’s going to be great in Milwaukee!! Go to www.ushcc.com to register – and we’ll see you in Wisconsin!
NETWORKING

HISPANIC VENDOR DIRECTORY
The USHCC Procurement Council recently revamped the Hispanic Vendor Directory to assist in their search for qualified Hispanic vendors. By registering in the Vendor Directory, buyers from participating corporations will be able to find Hispanic business across the US that produce the goods and services they procure on a daily basis. The newly revamped vendor directory features increased functionality that allows the addition of marketing collateral such as product brochures as well as minority certification status. Register by going to www.ushcc.com and follow the Hispanic Vendor Directory link.

comprised of major corporations, Hispanic and international enterprises, government agencies and educational institutes. Last year’s Expo featured live salsa dancers, tasty treats from exhibitors, and a roaming mariachi band. Come see what this year’s Expo has to offer! Attention to enhanced and structured strategic contributions have lead to the creation of the first ever USHCC Foundation-FedEx Small Business & Workforce Development Pavilion. This pavilion, located on the main expo floor, will showcase successful Hispanic small businesses from around the country.

PARTICIPATING CORPORATIONS
ASG Renaissance AT&T Avendra BellSouth Casiano Communications CBS.com Cendant The Coca-Cola Company Enterprise Ford Motor Company General Motors Horton Interpreting Services, Inc. IBM Intel JPMorgan Chase Marriott International MGM Mirage Nextel Shell PepsiCo Inc. Pinnacle Sodexho Sprint Starwood Hotels El Taller Collaborativo Toyota Verizon Communications Wyndam Hotels
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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 8:00 AM - 11:45 AM 8:00 AM - 10:00 AM Registration Business Expo and Small Business & Workforce Development Pavilion Move-In International Breakfast National Youth Entrepreneurship BizFest Training Sessions

TUESDAY, SEPTEMBER 13
6:00 PM - 8:00 PM 5th Annual USHCC Foundation-FedEx Golf Classic Reception

8:00 AM - 5:00 PM

10:00 AM - 12:00 PM Latino Wealth Accumulation Plenary Session 12:00 PM - 12:15 PM Expo Ribbon-Cutting Ceremony 12:15 PM - 5:00 PM 8:00 PM - MIDNIGHT Business Expo and Small Business & Workforce Development Pavilion Open USHCC Off-Site Event

WEDNESDAY, SEPTEMBER 14
6:30 AM - 4:30 PM 8:00 AM - 5:00 PM 9:00 AM - 5:00 PM 11:00 AM - 6:00 PM 6:30 PM - 9:00 PM 9:00 PM - MIDNIGHT 5th Annual USHCC Foundation-FedEx Golf Classic Business Expo and Small Business & Workforce Development Pavilion Move-In SBA/Hewlett Packard Small Business Foundation Business Matchmaking Session Registration Opening Reception USHCC Hospitality Night

SATURDAY, SEPTEMBER 17
8:00 AM - 3:00 PM 8:00 AM - 4:00 PM 8:00 AM - 10:45 AM 9:00 AM - 11:30 AM 10:00 AM - 3:00 PM Registration National Youth Entrepreneurship BizFest Training National Leadership & Chamber Excellence Training Milwaukee Parade Business Expo and Small Business & Workforce Development Pavilion Open

THURSDAY, SEPTEMBER 15
7:00 AM - 7:00 PM 7:00 AM - 5:00 PM 7:30 AM - 9:30 AM 8:00 AM - 6:00 PM 9:45 AM - 11:15 AM Registration National Youth Entrepreneurship BizFest Opening Breakfast Business Expo and Small Business & Workforce Development Pavilion Move-In Plenary Session: Procurement

11:00 AM - 12:00 PM National Delegate Caucus 12:15 PM - 1:00 PM 3:00 PM - 8:00 PM Regional Delegate Caucuses Business Expo and Small Business & Workforce Development Pavilion Move-Out Pre-Awards Dinner Reception Awards Dinner Philadelphia Ball

11:30 AM - 12:30 PM Concurrent Business Workshops 12:45 PM - 2:15 PM 2:30 PM - 5:00 PM 6:30 PM - 10:00 PM Anna Maria Arias Hispanic Businesswomen’s Luncheon National Leadership & Chamber Excellence Training LatinPalooza Event, hosted by the Hispanic Chamber of Commerce of Wisconsin

6:00 PM - 7:00 PM 7:00 PM - 9:30 PM 9:30 PM - 1:00 AM

SUNDAY, SEPTEMBER 18
8:00 AM - 2:00 PM Business Expo and Small Business & 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

Forest County Potawatomi Community Executive Council Harley-Davidson Motor Co. MBNA Northwestern Mutual Insurance US Bank Wisconsin Energy Corporation

PLATINUM

Ford Motor Company Hispanic Magazine Johnson Controls Inc. Manpower Inc. Rockwell Automation SC Johnson Telemundo Toyota Wells Fargo

Hilton Hotels Corporation IBM Corporation Lexmark McDonald’s Corporation Midwest Airlines, Inc. Miller Brewing Company Reyes Holding/Distributing LLC SBC Wisconsin State Farm Insurance U.S. Army U.S Postal Service Verizon Communication Wal-Mart Stores Inc.

BRASS

SILVER

GMCVB PepsiCo Inc.

BRONZE

GOLD

American Airlines Assurant Health Services Citigroup DaimlerChrysler Corporation General Motors Corporation

AT&T CNA Cisco Systems, Inc. Sprint USDA Forest Service US Environmental Protection Agency

ADT AFLAC American Express Blue Cross/Blue Shield of Wisconsin Burger King Corporation Exxon Mobil General Services Administration KOHL’S Marriott International M & I Bank Procter & Gamble Progress Energy R.J. Reynolds Tobacco Company Starwood Hotels & Resorts Worldwide, Inc. The Home Depot The Walt Disney Company Time Warner Inc. Univision Communications, Inc. Washington Mutual Wisconsin Department of Tourism Wisconsin Milk Marketing Board YMCA of Greater Milwaukee
as of 07/06/05

¡Bienvenidos a Milwaukee!
THE HISPANIC CHAMBER OF COMMERCE OF WISCONSIN WISCONSI INVITES YOU TO
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.
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F E AT U R E

Annual National BizFest Draws Youth From Around the Nation
Innovative Business Plans Sure to Abound

students, ages 17-25, with the tools to be successful in business and life, by teaching them a variety of business techniques. Students have been working throughout the year to hone and 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, access to business services and equipment to help continue the development of winner’s business ideas. Stephanie Medina of Orlando, FL, proposes a health center for diabetes treatment and research on the disease’s effects on Hispanics. Luis Panameno’s “El Paisano Car Dealership” offers bilingual services for Hispanic clients in the areas of credit, sales and service. The creativity and viability of these proposed start-up businesses is an extraordinary testament to 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!

M

ilwaukee is the place for the 2005 National “BizFest” Competition, where over 50 multitalented students from all across the country, Mexico and Puerto Rico will come to sharpen their business acumen. The National BizFest is the culmination of a series of regional Youth Entrepreneurship “BizFests” held this year. This three and half-day intensive workshop series equips Latino

SUMMER 2005

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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 415-5958262.

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F E AT U R E
Mr. Barrera will implement an ambitious agenda with welldefined 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 L. Barrera is already hard at work advancing the USHCC agenda. An extensive nationwide search for USHCC’s new chief executive culminated in the selection of Mr. Barrera. He brings a wide-ranging expertise in government, entrepreneurship and a commitment to the Hispanic business community. USHCC Chair David Lizárraga explained the selection process, “Search criteria included candidates that are accomplished business leaders with strong D.C. and federal government experience, extensive Hispanic chamber experience, a corporate background, proven credentials in managing national programs and a well-cultivated entrepreneurial spirit. Michael L. Barrera not only possesses all of these qualities but he is a proven leader – we couldn’t be more pleased to have him on board.”

Entrepreneurial Development, and the SBA’s highly successful Business Matchmaking program. Mr. Barrera’s ties to the USHCC run deep. He is the former Chairman and President of the Hispanic Chamber of Commerce of Greater Kansas City. When the USHCC was based in Kansas City, Barrera would volunteer time assisting his father, Richard Barrera, a director and founding member of the USHCC as well as its first convention coordinator. A native of Kansas City, Missouri and 1982 graduate of Kansas State University, Mr. Barrera received his law degree from the University of Texas School of Law. Armando Ojeda, former USHCC President & CEO, has joined Ford Motor Company as Director of Supplier Diversity. Ojeda will remain active with the USHCC as a member of the Procurement Council.

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PROCUREMENT

ADVANCING PROCUREMENT OPP ON B EHALF OF H ISPANIC B U
¡Ahora se puede!
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 tremendously in the last decade. According to Hispantelligence, the Hispanic business sector is the fastest growing of any group in the US, including non-minority business. This increase is expected to continue at a robust rate of 7.6 percent annually through at least 2010. The number of Hispanic-owned businesses in the US is expected to grow 55 percent in the next six years to 3.2 million, with total revenues surging 70 percent to more than $465 billion.1 Upon surveying the USHCC membership, it is clear that there are a good number of procurement opportunities and resources that remain untapped. USHCC is committed to helping its members find and
PAGE 12 NETWORKING

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he primary mission of the US Hispanic Chamber of Commerce is advocacy on behalf of our Hispanic

take advantage of those existing opportunities, as well as create new opportunities. National certifying programs, matchmaking events, or supplier diversity initiatives can help small businesses grow through increased visibility and new contacts. USHCC is working together with local chamber executives and business members to shape an aggressive procurement agenda. By engaging the local chambers, USHCC can aggressively seek their input on how to best involve their member businesses. The local chambers have exhibited a deep level of interest in procurement issues on a national level. They possess the high level of expertise and knowledge necessary to ensure our agenda is on target and beneficial to
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 continue to be extremely valuable. In the last edition of NETWORKING we discussed the Office of Small Disadvantaged Business Utilization (OSDBU) and the role they play in federal procurement. The USHCC also works closely with a second business constituency: corporate partners. A significant number of the Fortune 500 are involved in supplier diversity in their procurement process and look to organizations such as the USHCC for assistance in identifying qualified Hispanic vendors. In the year 2000, USHCC formed the Procurement Council comprised of over twenty Fortune 1000 companies. Chaired by Massey Villarreal, this council works with USHCC member chambers of commerce and Hispanic businesses to educate, provide guidance, and develop strategies that will advance the

level of procurement opportunities for Hispanic businesses within corporations, government and the prime contractor/supplier community. Today, the USHCC Procurement Council is working collaboratively to align the interests of small business and big business in the procurement process, so both sides will benefit. The end result of this extensive work and commitment – as convention participants will witness firsthand in Milwaukee this September – is an aggressive procurement agenda that is closely aligned with the interests of the Hispanic business community. At the 26th Annual National Convention & Business Expo, USHCC will make several procurement opportunities available for participants, both formal and informal in nature. USHCC challenges its members to take advantage of opportunities to

increase revenues and impact on their communities as well as the nation. 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. If USHCC members are to continue their revenue growth and command their share of the American dream, they must reach out to procurement opportunities not only in their communities but on a national level. USHCC looks forward to member participation in the 26th Annual National Convention & Business Expo in September where everyone will learn about how to take advantage of these opportunities.
1 www.hispanicbusiness.com Hispantelligence report “Hispanic-Owned Businesses: Growth Projections, 2004-2010”

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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 route for Hispanic business owners to reach corporate America! USHCC recently held its first ever Virtual Trade Show, taking the traditional trade show into cyberspace, June 9-23, 2005. The technology-focused trade show, a brainchild of the USHCC Procurement Council, was developed to facilitate corporations’ identifying and contracting with Hispanic business enterprises (HBE). Formed in 2000, the USHCC Procurement Council develops strategies to advance procurement opportunities for Hispanic businesses within corporations, government and the prime contractor/ supplier community. The trade show brought HBEs together with buyers
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from some of the top private sector corporations in the nation. The first trade show included the participation of corporations such as: BellSouth, IBM, JPMorgan Chase, KBR/Halliburton, Lucent, Motorola, S&N Communications, Shell Oil and Verizon. These corporations identified opportunities in over 40 areas of procurement, among them: accounting, legal, information technology, staffing, real estate, telecommunications, construction and engineering.
So how does a virtual trade show work?

their own virtual trade booth, and corporate buyers attend the live event via their desktop computer. Buyers collectively sought qualified HBEs as suppliers for the opportunities offered and to increase the number of HBEs in their supply chain. Buyers and suppliers were able to chat in real time, pick up digital business cards and company literature, leave contact information or arrange for an immediate phone call. Suppliers made themselves available for interviews with attendees at scheduled times during the live event. USHCC is already planning a second virtual show; more details will be available soon at www.ushcc.com. For more information contact Richard Leal at rleal4@ushcc.com.
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The show is powered by itradefair.com, the Web’s premier virtual trade show provider. Pre-qualified HBEs create
NETWORKING

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

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CHAMBER ACCESS

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

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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. Specialists in small and disadvantaged procurement – OSDBUs – from Departments of Transportation, Energy and Homeland Security schooled participants on the federal procurement process and accessing contracting opportunities. This knowledge, applied at the local level in USHCC member businesses, will help those businesses realize opportunities within each agency. This year record numbers of members participated in meetings on the Hill with members of Congress representing various congressional districts. These meetings 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 entrepreneurs face in today’s global economic environment.

USHCC ANNUAL LEGISLATIVE CONFERENCE
WASHINGTON, DC APRIL 19-20, 2005

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

(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). (Right) Congresswoman Nydia Velásquez (D-NY) greets Roberto Arango, state senator from San Juan, Puerto Rico.

(Above) US Treasurer Anna Cabral presents Lifetime Achievement Award to Senator Orrin Hatch (R-UT).

a concern for health and workplace protections.) Placeres had been reaching out to chambers in Puerto Rico and the Dominican Republic over the past few years; Ambassador Flavio Dario Espinal of the Dominican Republic joined the delegation in their Hill meetings. The congressional representatives listened intently to their message. If they did not support DR-CAFTA, the representatives counseled them on what was needed in order to get their support. Congresswoman Nydia Velásquez (D-NY), addressed the audience at the legislative plenary session on the importance of access to capital, not in the form of simple bank
SUMMER 2005

work to improve conditions for small businesses across the US. USHCC commended Senator Jim Talent (RMO) for his efforts to eliminate the requirement for multiple certifications for minority-owned small business owners competing for federal contracts. The awards dinner paid tribute to several individuals who play a significant role in the nation’s economy and its continued development. Attorney General Alberto Gonzales accepted the President’s Award for his demonstration of a sincere commitment and support of the Hispanic community. Secretary of Commerce Carlos Gutierrez received
NETWORKING

community, explaining how they will work side by side on many important issues affecting the community. Participants also learned how CAPWIZ can facilitate getting our opinions and influence to Capitol Hill throughout the year, through Action Alerts originated by our members and sent to our legislators almost instantaneously. (See article, page 15.) The work of the USHCC Legislative Committee continues post-Conference and throughout the year. We will keep you apprised, and solicit your involvement as we continue to influence public policy.
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CHAMBER ACCESS

NETWORKING BRIEFS
Remembering Tennessee Hispanic Chamber Founder
Greg Rodriguez, founder of the Tennessee Hispanic Chamber of Commerce and a former state official passed away on June 8. Rodriguez founded the chamber in 1997 and had served as the 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. 700 people participated in the tournament, allowing the MHCC to maintain its reputation as host of the largest golf outing in the state of Michigan. Even if you cannot make it to the event, you can still register for a 1 in 2,500 chance to win a 2005 Chevrolet Trailblazer LT. Visit www.mhcc.org for more information.

Southwest Florida HCC Celebrates International Conference
A reception welcoming the Latin American delegations kicked off the 13th Annual Southwest Florida Hispanic Chamber of Commerce International Conference in June. The annual event was held over Congressman Connie Mack two days and included the (R-FL), Christina Leddin García Second Annual International and Leonardo García, SWFHCC Businesswomen’s Conference, executive director. a business expo and a job fair, as well as a student scholarship awards reception and gala. US Congressman Connie Mack served as keynote speaker at the Harborside Event Center in Fort Myers during the gala.
Golfers enjoy a beautiful day at the golf course in Detroit, Michigan at last year’s MHCC outing.

Cordova Serves as Keynote
Tina Cordova, former USHCC Chair, served as the keynote speaker at the 6th Annual Public Service Company (PNM) Entrepreneurial Leadership Awards program on June 3. Women’s Economic Self Sufficiency Team (WESST Corp), a non-profit economic development organization headquartered in Albuquerque, New Mexico, hosted the event. WESST Corp facilitates the start-up and growth of women and minority-owned businesses throughout the state of New Mexico, although WESST Corp’s services are available to any New Mexico resident seeking 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-ofthe ordinary event!

Giving Back
The Statewide Hispanic Chamber of Commerce of New Jersey (SHCC), hosted its Third Annual Scholarship Fundraising Event on June 15. The chamber shared some eye opening statistics that are affecting today’s New Jersey Latinos. Only half of young Latinos now in the eighth grade will graduate from high school. Shockingly only 10 percent of Hispanic adults currently have a college degree, compared to 23 percent of the general population. The SHCC stated that by increasing the number and level of college degrees among Hispanics, we are not only providing a benefit to the Hispanic community, but also making a tremendous investment in the America of tomorrow.

Cordova (left) presents an award at the PNM Entrepreneurial Leadership Awards program.

Ms. Cordova’s keynote address was well received, evidenced by a standing ovation from the audience. The focus of her speech was the success and failures of growing your own small business and her personal experiences with both. “Remember the measure of your character is how you handle both failure and success,” said Cordova.

Celebrating 50 Years of Excellence
The Hispanic Chamber of Commerce Silicon Valley celebrated its 50th anniversary this year with a gala dinner June 25 at the Wyndham Hotel in San Jose, California.

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

NETWORKING

CHAMBER ACCESS

F

ifteen years ago a handful of pioneers in the El Paso area recognized the definitive need for a local Hispanic chamber. The mission of the El Paso Hispanic Chamber of Commerce (EPHCC) would be to address the needs of Hispanic as well as other small and women-owned businesses across the region. Today, El Paso benefits from the tremendous accomplishments of Cindy Ramos-Davidson, CEO of the EPHCC. Six years ago when Ramos-Davidson took the helm, the chamber had 339 members; today they are an 809member chamber. A budget that once sat at $450,000 dollars has increased to

a whopping $1.2 million; a staff of four more than tripled in size. According to Ramos-Davidson, many chambers make the mistake of trying to be all things to all people. The reality is that their own lack of resources or manpower may lead to their own demise when they are unable to provide for their members. “What we do at our chamber is identify what we are doing best and stay on that track,” explained Ramos-Davidson. Exceeding standards, the EPHCC distributes a daily online newsletter that provides members a daily connection to the chamber and keeps them informed on current business issues.

The chamber has also created four strategic Entrepreneurial Technical Assistance (ETA) Centers: Contract Opportunities Center, Small Minority Business Research & Certification Center, HUB Development Center of Excellence, and The Women’s Business Border Center (WBBC) that help to fulfill the needs of the EPHCC and their community. All of the ETA Centers are open to the public at no charge thanks to partnerships the EPHCC has created. The Women’s Business Border Center (WBBC), a partnership with the Small Business Administration (SBA), is the only center of its kind to be affiliated with a Hispanic chamber.

REACHING BROADER HORIZONS

Hispanic Chamber Nurtures Local Business in El Paso
“What we do at our chamber is identify what we are doing best and stay on that track,”
— Cindy Ramos-Davidson, CEO El Paso Hispanic Chamber of Commerce

The center builds awareness around business opportunities for women and helps them take full advantage of these opportunities. They also provide bilingual technical assistance for all phases of business start-up and expansion including ideas and planning, implementation of the expansion plan and monitoring of future growth. Additionally, more than 150 womenowned 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. RamosDavidson will continue to strive for success to positively impact the Hispanic community in El Paso. Visit www.ephcc.org for more information.

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PROCUREMENT

The Evolution of Supplier Diversity

C

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 economic life. Agreements with the US Equal Employment 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 populations (the first step). To a large extent, the early efforts weren’t effective because the minority business enterprises (MBE) that existed at the time were small, undercapitalized and lacked the knowledge and experience of how to do business with large corporations. Recognizing the need to upgrade the capabilities of MBEs, Ford took the second step in the evolution of minority purchasing by adding a “supplier development” component to the program. Supplier development worked under the P Programs targeting auspices of purchasing socially and managers who were made economically responsible for helping disadvantaged suppliers increase their businesses capabilities. As a result, technical assistance and operating capital were made available through such entities as Dearborn Capital, a Small Business Investment Corporation (SBIC). The development of MBE operating capacity and higher levels of capitalization positively affected the volume of business sourced to minority-owned businesses. The numbers tell the story: in 1985, Ford purchased $171 million from MBEs. By 1993 Ford became one of the first

Ford Motor Company Cultivates Supplier Diversity Program Growth
corporations to exceed the $1 billion dollar level. Just four years Supplier Development later, Ford surpassed Component the $2 billion mark and achieved the $3 billion dollar level by 1999. At that time, Ford Motor Company purchased more goods and services from minority-owned businesses than any other corporation in the United States. Today, there are 12 Fortune 500 corporations that spend more than $1 billion annually with minority suppliers and are members of the prestigious Billion Dollar Roundtable. As innovators and pioneers in supplier diversity, Ford, General Motors and Chrysler took the initiative to expand business opportunities for MBEs by requiring large, Tier I automotive suppliers to launch their own supplier diversity programs. This third step in the supplier diversity evolution, the initiation of 2nd tier programs, allowed Ford, General Motors and Chrysler to hold companies in the supply chain accountable for MBE purchases by setting goals and reporting their performance on a quarterly basis. In 2004, Ford suppliers reported buying over $12 billion dollars from minority-owned businesses.
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NETWORKING

“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 next level by launching the M-tier Diversity Reporting 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 to view and verify MBE 2nd Tier Programs business activity beyond the 2nd tier level and have a significant impact on the growth of opportunities for minority-owned businesses throughout the automotive supply chain. “M-tier is a major advancement in supplier diversity,” said Armando Ojeda, former USHCC president/CEO and director of Ford’s Supplier Diversity Development Office. “M-tier enables Ford to be the catalyst for creating new supplier diversity programs across the country. 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,” Ojeda added. “Ford will measure the worth of its efforts by the new supplier diversity programs that are created and resultant job growth in minority communities.” In the last 30 years supplier diversity has evolved from a few large corporations struggling to buy goods and services from a handful of small minority-owned businesses to over $20 billion of economic activity between Fortune 1000

M-tier Diversity Reporting System

$20 billion of economic activity between Fortune 1000 corporations & certified minority-owned businesses across the nation

corporations and tens of thousands of certified minorityowned businesses across the nation. The evolution of supplier diversity is never ending – businessto-business networking, matchmaking and electronic databases are important tools to connect MBEs to procurement opportunities and for corporations to search for minorityand women-owned businesses that meet their supplier requirements. Two examples of auto industry databases are: www.bigthree.com and www.fordsdd.com. The Supplier Diversity Development Office at Ford Motor Company is a frequent sponsor of business networking sessions at USHCC and local Hispanic chamber events. Ford also participates with peer corporations as a member of the USHCC Procurement Council to expand procurement opportunities for Hispanic-owned companies.

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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. The partnership also benefits Hispanic chambers through a revenue sharing system that provides the HCCs with a percentage of sales to the member base. An exclusive (and easy-to-use) sales website serves to execute the program, which also gives the chamber full reporting capabilities. Members can call a pre-sales support line for help with choosing the right product for their business. This program is immediately available to all Hispanic chambers. Visit the website at www.lexmark.com/ushcc and contact the USHCC to set up revenue sharing with your chamber.
SUMMER 2005

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• •

oday’s chambers of commerce and associations have made increasing non-due revenues a top priority. Chamber executives are evaluating existing non-dues revenue products and services and identifying new non-dues revenue sources. To evaluate your existing portfolio and identify new sources, ask yourself the following questions: Does this product/service add value to my members? Are my members going to be able to use this product/service on a regular basis?

• • •

Is this the best possible offer to my members in this category? Is it easy for my members to take advantage of this offer? Is the chamber going to benefit from this partnership? (Long term/short term)

The key to a successful partnership is a three-way win for the association, the member and the corporate partner. Communicating the benefits of membership to your members and prospective members is vital to maximize return on non-due revenues. Take advantage of mailings, newsletters,
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PAGE 22

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 Today lately here are just a few things Toda you missed!

The New Guayaveda

Engineers of the Future

Celebrating Latina Entrepreneurs

Alfonso and Krista Escamia have transformed the distinctive Latino fashion of a guayabera into big business for their company Guayaveda. A guayabera is a popular four-pocket cotton shirt with pleats first worn in 1860 by the rich Cuban guava farmers who used the pockets to hold fruit. In the Cuban culture the shirt also indicated a social class; the wider the pleats on your guayabera the more successful you were known to be. The Escamias’ got their first big break when they setup a meeting with Nordstrom and their first order was five times larger than they expected.

Hispanic youth are failing to exceed in math, science and engineering. Today only four percent of Latino high school graduates are adequately prepared to pursue an engineering degree. Hispanic Engineering, Science & Technology Week (HESTEC), a year-round leadership program, was developed to emphasizes the importance of science literacy to thousands of pre-k to college students and teachers. The mission of HESTEC is to expose Latinos to math, science and technology at an early age and sustain their interests through college.

Noreen Carro of LMN Printing (above) thought she was an unlikely candidate for the Anna Maria Arias Memorial Business Fund Award. Now she is a recent recipient. With enthusiasm Carro explained that the $5,000 award gave her the opportunity to take the next step with her business, into the digital age of printing. Armandina Flores, another recent honoree, received enough money to purchase playground equipment for her Spanish immersion language center for infants through age five.

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
CHICAGO ROCKFORD WMAQ WTVO WBQD KSNT KWCH WKYT WYCS KBSI WWL WLAJ WOOD WJMN KSTC KNLC KTUD KOB WNBC WBTV WGSR WCTI WNCN WBQC WRCX WLIO WUPW NBC ABC WB NBC CBS CBS IND FOX CBS ABC NBC CBS IND IND UPN NBC NBC CBS IND ABC NBC UPN IND NBC FOX

OKLAHOMA
WICHITA FALLS KSWO KEZI KDRV KGW WBGN WCAU KELO WNAB KCIT KXAN KIII KXAS KTSM KVEO KHOU WOIA KMID KAVU KXXV KUTV WVEC WRC KAPP WFRV KQEG WISC WTMJ ABC ABC ABC NBC IND NBC CBS WB FOX NBC ABC NBC NBC NBC CBS NBC ABC ABC ABC CBS ABC NBC ABC CBS UPN CBS NBC

ALABAMA
MONTGOMERY WAXC KAZT KYMA KGET KFSN KNBC KNTV KMIR KMAX KNSD KNTV KNTV KCOY KOAA KUSA KJCT WTNH WCTX WINK WYPN WJXX WTVJ WRDQ WTLH WFTS WTVX WUPA WLTZ IND IND NBC NBC ABC NBC NBC NBC UPN NBC NBC NBC CBS NBC NBC ABC ABC UPN CBS IND ABC NBC IND FOX ABC UPN/WB UPN NBC

ARIZONA
PHOENIX YUMA

IOWA
DAVENPORT

OREGON
EUGENE MEDFORD PORTLAND

KANSAS
TOPEKA WICHITA

CALIFORNIA
BAKERSFIELD FRESNO LOS ANGELES OAKLAND PALM SPRINGS SACRAMENTO SAN DIEGO SAN FRANCISCO SAN JOSE SANTA BARBARA

PENNSYLVANIA
PITTSBURGH PHILADELPHIA

KENTUCKY
LEXINGTON LOUISVILLE PADUCAH

SOUTH DAKOTA
SIOUX FALLS

LOUISIANA
NEW ORLEANS

TENNESSEE
NASHVILLE

MICHIGAN
LANSING GRAND RAPIDS MARQUETTE

TEXAS
AMARILLO AUSTIN CORPUS CHRISTI DALLAS-FT.WORTH EL PASO HARLINGEN HOUSTON SAN ANTONIO ODESSA-MIDLAND VICTORIA WACO

COLORADO
COLORADO SPRINGS DENVER GRAND JUNCTION

MINNESOTA
MINNEAPOLIS

CONNECTICUT
HARTFORD HARTFORD

MISSOURI
ST. LOUIS

NEVADA
LAS VEGAS

FLORIDA
FT. MYERS GAINESVILLE JACKSONVILLE MIAMI-FT. LAUDERDALE ORLANDO TALLAHASSEE TAMPA WEST PALM BEACH

NEW MEXICO
ALBUQUERQUE

UTAH
SALT LAKE CITY

NEW YORK
NEW YORK

VIRGINIA
NORFOLK

NORTH CAROLINA
CHARLOTTE GREENSBORO GREENVILLE RALEIGH

WASHINGTON, DC
DISTRICT OF COLUMBIA

WASHINGTON
YAKIMA

GEORGIA
ATLANTA COLUMBUS

OHIO
CINCINATTI DAYTON LIMA TOLEDO

WISCONSIN
GREEN BAY LA CROSSE MADISON MILWAUKEE

SUMMER 2005

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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 August 14 SBA/HPSBF Matchmaker – register at www.businessmatchmaking.com August 15 Golf Classic registration
Early exhibitor registration Early Small Business and Workforce Pavilion registration

Come Take Your Best Shot!
Registration Deadline: August 15, 2005

September 2 Last day to pre-register
All proceeds will benefit the USHCC Foundation Initiatives. The USHCC Foundation is a 501(c)(3) nonprofit organzation.

For convention updates visit www.ushcc.com

PRESORTED STANDARD US POSTAGE PAID PERMIT No.4205 SOUTHERN MD

USHCC www.ushcc.com

USHCC Foundation www.ushccfoundation.org

2175 K Street, NW, Suite 100 Washington, DC 20037