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IN THIS ISSUE ‘An icon and a treasure’ made in supplier diversity Get ready for MBOD 2015 MBE spotlight: BriteWorks How I made it Smart tips for MBEs News briefs
UPCOMING EVENTS Connecting Women to Power International and Domestic Trade Conference December 2 - 9 a.m. to 5 p.m. Oxnard Performing Arts Center Presented by the California State Board of Equalization, this event brings together established entrepreneurs and leaders from major corporations, government agencies, and key partner organizations to share ways of positioning women business owners to better compete in today’s global and ever changing business climate. Diverse Supplier Opportunities with the Major Broadcast Networks December 2 - 11 a.m. The FREE webinar will provide you a special opportunity to learn more about supplier diversity opportunities with ABC, CBS, FOX and NBC. Hosted by the the Asian/Pacific Islander American Chamber of Commerce & Entrepreneurship (ACE). Are You the WEAKEST Link on LinkedIn? Presented by National Association
November 2014
‘An icon and a treasure’ made lasting impact in supplier diversity He has been called “an icon and a treasure” for significantly increasing spend with diverse suppliers at his company. He is respected and admired by minority business enterprises (MBEs) and supplier diversity and procurement professionals for his mentorship and guidance. Minority business advocacy and ethnic business organizations are indebted to him for helping them achieve their missions.
Joe Alderete
Joe Alderete, who has been a major force in the supplier diversity world for more than two decades, will be retiring from Southern California Edison as its director of Supplier Diversity and Development next month. He will also be leaving SCMSDC’s board, where he has served as a member for several years and board chair for the past four years. During his tenure at SCE, he helped the utility reach new heights in purchases with diverse suppliers. Last year, the company had an unprecedented 41 percent spend, or $1.4 billion, with woman, minority and service disabled veteran business enterprises and partnered with 800-plus diverse suppliers.
‘Joe’s accomplishments at SCE are widely known. He is recognized for helping MBEs get in the door, not only at his company, but others as well. He has also been key to helping the council achieve its mission.’ -- SCMSDC President Virginia Gomez Beyond these impressive numbers, Alderete was instrumental in expanding the utility’s relationships with community-based organizations and technical assistance and capacity building programs to help diverse suppliers grow. Joe Alderete with SCMSDC President Virginia Gomez.
“Joe’s accomplishments at SCE
of Women Business Owners CR&A Custom, Inc., Los Angeles December 4 - 3 to 7 p.m. While many of us use LinkedIn, most of us do not maximize the benefits of the powerful networking tool. Join us, and learn how to increase your success and improve your online brand. City Toastmasters Meeting December 4, 18 - 9 to 11 a.m. SCMSDC Headquarters
Participants will hone speaking and leadership skills in a friendly and non-threatening atmosphere. The SCMSDC chapter caters to business owners and their employees. Contact: Natalie Masiello, nmasiello@scmsdc.org or 213-689-6963.
3rd Annual Insurance Diversity Summit December 9 - 9 to 11 a.m. Los Angeles City Hall Summit will include: a presentation and panel discussion on the results of the 2014 Governing Board Diversity Survey; breakout sessions for insurers-only and diverse suppliers-only; a matchmaking session; and panel discussions with various stakeholders on the issues of supplier diversity and governing board diversity within the insurance industry. Internet Exporting for Micro Entrepreneurs December 9 - 9 to 11 a.m. Los Angeles City Hall Presented by the Mayor's Office of Economic Development, this workshop will cover: establishing an effective branding online; website and search engine optimization; localization of content and translation tool; developing a high impact internet advertising strategy; finding buyers, agents, importers; identifying the best markets, and more! MBE Orientation November 20 - 2 to 4 p.m. SCMSDC Headquarters Learn how to best leverage your MBE certification. Great for newly-certified, those who are pending certification, and those MBEs who have been certified but would like to get connected. Free event! Last Thursday of each month.
are widely known. He is recognized for helping MBEs get in the door, not only at his company, but others as well. He has also been key to helping the council achieve its mission,” says SCMSDC President Virginia Gomez, noting Alderete recently received the organization’s Lifetime Achievement Award. “What’s great about Joe is he truly does not realize the tremendous impact he has made on so many of us,” Gomez says, adding, “the phrase ‘Everybody knows Joe,’ speaks to the respect and high regard he has in our industry because everybody does know Joe and his commitment to helping diverse businesses.”
Joe Alderete with former Los Angeles Mayor Tom Bradley (center) and SCE’s Vince Craney.
Building on SCE’s supplier diversity foundation Alderete, a 30-plus-year SCE veteran, began his career at the utility as a senior procurement agent in Procurement and Material Management, where he was involved in SCE’s strategic sourcing effort. Prior to that, he worked in Human Resources and Transmission and Distribution. When he joined the Supplier Diversity team, SCE’s primary outreach to diverse suppliers was through trade associations. Under his direction, the group evolved to expand outreach to more than 40 organizations throughout Southern California. Alderete also was responsible for helping more small and diverse firms build their capacity and competitive edge, with the idea being if SCE couldn't offer contracting opportunities to everyone, it could offer training to help them grow and compete to increase their chances of becoming more successful. To date, SCE has offered technical assistance to more than 600 diverse suppliers through its Entrepreneurial Development, Growth and Education (EDGE), which features mentorship and readiness programs. Over the years, he has met diverse suppliers and facilitated introductions to key SCE buyers and procurement decision makers, which has led to innumerable contract opportunities. No matter the size of the organization, from Sacramento to the Inland Empire, if it involved helping diverse businesses, Alderete found ways to assist them. He also supported dinners, meetings and events held by various organizations, fully aware that such support allows these groups to continue their work to help diverse businesses.
Providing support to others Alderete also advanced supplier diversity outside SCE. In addition to SCMSDC’s board, he served on the board of the National Council of Minorities in Energy and was past chairman of Joe Alderete with Southern California the Edison Electric Edison’s Eric Fisher at Minority BusiInstitute Minority Busi- ness Opportunity Day 2014. ness Development Committee. He was also a member of the Asian Business Association, Black Business Association, Latin Business Association, California Hispanic Chamber of Commerce, California Black Chamber of Commerce, California American Indian Chamber of Commerce, California Latino Caucus Institute, U.S. Hispanic Chamber of Commerce and the California Utilities Diversity Council. Alderete was one of the first supplier diversity managers at a California company to support Native American chambers of commerce, which led to the tremendous growth for many Native American businesses. In addition, he championed the formation of the CaliTracy Stanhoff, president of the fornia Disabled Veteran American Indian Chamber of ComBusiness Alliance Corpomerce of California with Joe rate Diversity Board. The Alderete at an SCMSDC event. board launched in 2003 with 13 utilities and now totals nearly 40 major corporations. MBEs have shared stories of how Alderete has provided guidance and encouraging words that ultimately helped them land contracts with SCE. In accepting SCMSDC’s Leadership Award last month, Bill Imada, founder, chairman and chief collaboration officer of IW Group, a minority-owned advertising, marketing and communications agency focused on the growing multicultural markets, gave a shout-out to Alderete. “I’m a product of people like Joe Alderete...When we pitched business to Edison the first time, we failed. Three years later, we failed again, and Joe told me not to give up. The third time, we won a contract, and they didn’t make us a Tier 2 supplier – they made us Tier 1. And, now we are helping Edison with mass market advertising.” Voices ‘As a legislator, you hope the laws you write make a difference. I can say that General Order 156 works
because of people like Joe Alderete, fighting every day to make sure diverse suppliers get a piece of the economic pie…Joe has made a difference to so many businesses in California.’ -- Former Assemblywoman Gwen Moore, who drafted landmark legislation that led to guidelines in 1988 to promote utility recruitment and use of diverse suppliers.
Joe Alderete receives SCMSDC’s Lifetime Achievement Award at the 2014 Leadership Excellence Awards. From left, Virginia Gomez; Gaddi Vasquez, SVP, Southern California Edison and Edison International; and former Assemblywoman Gwen Moore.
‘This is someone whom I have a very profound respect for on so many levels. An icon and a treasure, he is a person who is selfless and giving – it’s never about Joe; it’s always about that person in need. We have valued the great work he has brought to Edison and the community.’ -- Gaddi Vasquez, SVP, Southern California Edison and Edison International ‘Joe Alderete will always be regarded with the highest respect amongst our American Indian community for his ground-breaking work in assisting us in establishing our American Indian Chamber of Commerce of California. Our chamber has become a nationally recognized business organization for our American Indian/Alaska Native entrepreneurs. ‘Sheriff Joe,’ as we fondly have called him for several years, will always be welcome in Indian Country. There are no words for goodbye in many of our native languages so we wish him a successful adventure until we see him next time.’ -- Tracy Stanhoff, AD PRO; American Indian Chamber of Commerce of California ‘Joe Alderete has been one of the most significant contributors in our growth and development. But more importantly, he has been my friend. Friends are those folks who will tell you the truth when others will not. Joe has always operated from a place of integrity and helpfulness. In the early days of our relationship, which spans over 20 years, he made sure I avoided potential land mines. I cannot count the number of times I have
referred other small businesses to Joe, and he has always helped them to navigate through any problem. I can truly testify that Joe has been my mentor and often my inspiration...’ -- Barbara Sullivan, Sullivan International ‘When a person talks about supplier diversity, the name Joe Alderete comes to the conversation. Joe has been helping the Elite Service Disabled Veterans in our mission to ‘Help other Veterans to Help Themselves’ for over 15 years. He was there for us even when being a veteran was not popular. We will always call on him for his advice and wisdom. The nation’s largest Service Disabled Veteran Owned Business Network THANKS YOU!’ -- Bob Mulz, ELITE SDVOB Network ‘For the last 30 years, my companies have extensively participated in Southern California Edison’s Supplier Diversity Program. Our success in this program is directly attributable to Joe Alderete’s mentoring and support. Joe has been very instrumental in ensuring that we had access to bid opportunities. Since the inception of our companies, our philosophy has been focused on providing our customers with a safe workplace, a quality product at a competitive price and diverse spend. Joe has always fostered this philosophy, and gave diverse companies a fair chance at available business opportunities.’ -- Leigh Ann Anderson, SC Anderson, Inc. and Diversified Utility Services, Inc. ‘Joe Alderete is one of the greatest guys in the world. He has been at the forefront for many years in his quest to shine a light on the disparity procurement spending with minority-owned businesses. He has truly made a difference in the lives of many people. I wish him well.’ -- Gene Hale, Greater Los Angeles African American Chamber of Commerce ‘Joe Alderete has been a friend and advisor to OneSource Distributors for over 15 years. As an MBE, Joe has created many networking opportunities for us inside SCE as well as in the Southern California community. We have strong relationships with Sempra Energy, PG&E, Disney and the City of Los Angeles due in large part to Joe’s efforts. He has been a friend for a long time. After his retirement from SCE, I plan on still being his friend.’ -- Mike Christenberry, OneSource Distributors
‘Joe Alderete is a strong believer in supplier diversity. He firmly believes that leveraging supplier diversity can lead to the economic well-being of small, disadvantaged businesses as well as immigrant families. Asian Americans, like many immigrants who come to this country, want to pursue the American dream. We are fortunate to have advocates like Joe to help us in this journey. While many organizations are acknowledging Joe with awards, I believe he has a desire to achieve much more. Retirement? I don’t think it’s his style. The community needs him and I hope he will continue to be involved.’ -- Dennis Huang, Asian Business Association ‘Joe Alderete, WBEC-West congratulates you on your stellar career of inclusion. Your leadership empowered the SCE supplier diversity team to become one of the top supplier diversity programs in the nation. With your leadership, our certified women business enterprises (WBEs) have had the opportunity to connect with SCE buyers and prime suppliers for business opportunities and participate in meaningful capacity development programs. The WBEC-West board, staff and certified WBEs will miss you.’ -- Pamela Williamson, Women’s Business Enterprise Council-West ‘Joe has proven to be a true advocate for minority business enterprises and will truly be missed by the minority business community. I personally wish Joe a very happy retirement; he has earned it.’ -- Earl “Skip” Cooper, Black Business Association
Get ready for MBOD 2015 If you’re serious about jumpstarting your business in the New Year, make plans to join us at Minority Business Opportunity Day (MBOD) on March 3-4 at the Sheraton Universal Hotel in Universal City. At MBOD 2015, you’ll have an opportunity to: • Meet more than 400 buyers, procurement and supplier diversity professionals from Fortune 500 companies and other organizations at one of the largest business opportunity fairs on the west coast. • Be inspired by informative and engaging workshops, covering such topics as how successful entrepreneurs took their business to the next level
and how to do get in the door with major corporations. • Network with corporate representatives in a relaxing, after-hours atmosphere. For the first time, an evening reception will be open to all attendees. • Take part in one-on-one matchmaking appointments with corporate buyers who are interested in procuring specific products and services from minority business enterprises (MBEs). Last year’s event was one of the most successful to date with approximately 1,100 MBEs and corporate procurement and supMBOD 2014 plier diversity representatives in attendance over MBOD’s two days. Details on registration and sponsorship opportunities will be in the next issue of Connections. For up-to-date information, visit www.scmsdc.org.
MBE spotlight: BriteWorks Focusing on ‘overlooked’ areas in janitorial services Armed with $700, three vacuum cleaners and big dreams of becoming an entrepreneur, Anita Garcia Ron started her janitorial services company, BriteWorks, in 1996 and never looked back. With relentless focus on customer service and quality - areas she believed were overlooked in the janitorial services industry – the SCMSDC-certified company quickly grew to 80 employees with operations in California, Arizona and New Mexico. The Covina-based firm offers full-service janitorial services, cleaning everything from bathrooms, lunchrooms and windows to floors, upholstery, and even buses. The company has worked as a prime supplier or subcontractor for Anita Ron such organizations as Metro, MillerCoors, Coca Cola, U.S. Forestry Service and Army Corps of Engineers. “I saw that the cleaning needs of businesses were
being ignored,” says Ron, who previously worked in the food service and hospitality industry, “and BriteWorks took advantage of that opportunity." Overcoming challenges In the early days of the company, Ron, who comes from a family with nine children, employed several nieces and nephews and others whom she personally knew. As BriteWorks expanded, she learned about the industry’s high employee turnover rate.
Armed with $700, three vacuum cleaners and big dreams of becoming an entrepreneur, Anita Garcia Ron started her janitorial services company, BriteWorks, in 1996 and never looked back. “I had to make sure we had the best people with the right training. With effective training methods, along with drug and background testing, we hired employees who were solid and interested in being part of our team,” Ron adds, noting several have been with BriteWorks for eight years or longer. “Our goal is to empower employees and train them to take care of clients.” She shares the story of a client who was working late one night while a BriteWorks crew cleaned her workplace. After the crew finished, they waited to walk the client safely to her car. “When I hear this from the CEO, I know BriteWorks is providing great service.” Giving back Ron long recognized the importance of being engaged and involved in the community. She saw it as a way of networking and gaining prospective clients, but also to pay it forward and help others. She served as president of the West Covina Chamber of Commerce and was on the Latin Business Association board. Two years ago, Ron joined SCMSDC’s Minority Business Enterprise Input Committee (MBEIC), which is comprised of minority business enterprises (MBEs) who provide the board and council with constructive and solutions-oriented input on issues affecting minority-owned businesses. “You can be a member of an organization, but if you’re not active, that’s not going to give you any value,” Ron says. “The council is doing a lot to help MBEs. I believe in that, but I also wanted to help new MBEs coming in. I knew I could be a good ambassador for the council.” Ron’s advice to MBEs: • “Many people are constantly giving out business cards and pushing their products. But what you need to find out is, what does this individual have and what value can I bring?”
“Take advantage of networking events and let people know who you are. I got out of the box and wanted to meet people. I went to chamber events, open houses, and ribbon cuttings. The more people I met, the more opportunities came. I’m always out there, trying to find out what makes me better than my competitors.” • “Take care of your clients and you will have a relationship that lasts in the long run.” • “If procedures are being done correctly, you’ll save a ton of money. Start with processes and procedures – that will lead to success.”
How I made it
What’s been the key to your success? ‘Pacific Rim Capital has always focused on providing the best possible product to our clients. In leasing, that means that we are an organized and detail oriented company. Our documents are perfect and our servicing is done to the highest standards. We are very responsive to the demands of our large multinational clients. Our centralized team ensures quicker response times and more direct Marc Mills decision-making on all client matters. We eliminate the bureaucratic obstacles that clients encounter at most large lessors. As specialists in material handling equipment, we also assist customers at every stage of the process. We help them identify the true costs of leasing equipment, plan key equipment acquisitions and provide advice on whether to retire or renew a lease, whether it is in the USA, Canada or Mexico. Because PRC has been around since 1990, we are very well known and respected within the industry and amongst our prospect and client base of Fortune 200 companies. I think that we have created a culture with high standards of excellence where all of our employees are challenged, stretched and held accountable such that our team maximizes its potential. We remain always in pursuit of excellence and a competitive advantage.’ -- Marc Mills, co-founder and president of Pacific Rim Capital, which leases heavy material handling equipment across a wide spectrum of industries. The firm counts Fortune 500 companies among its clients and has nearly $700 million in equipment under management and more than $2 billion in lease originations.
Smart tips for MBEs
Managing problems and tough customers If you’ve been in business for a while, you know that problems can and do arise and you’re likely to deal with tough customers. The key is to handle these situations so everyone is satisfied with the outcome. While there’s no way to completely avoid complications, you can take a number of steps to minimize them. Here’s how: Start on the right foot • Research the company before you start a relationship. See what you can find out about what it’s like to work with a particular client. What are the culture and people like? Are they more process- or focus-oriented? Knowing this information will help prepare you for what’s to come. • Request an introductory meeting. Identify the right person in the company to request a meeting. If possible, invite him or her to an introductory meeting, preferably a lunch meeting, to introduce yourself and your company. The first meeting should focus on letting them know about your company and how you can assist them in fulfilling a challenge they currently face. • Ask for a follow up meeting to get introduced to the key parties in the company. At this time, you should have a good understanding and be prepared to expand on how you can meet the client’s needs, including deliverables and expectations. You’ll also get a glimpse of their culture and personalities. • Submit a cost proposal, if appropriate. If there is a proposal to which you are responding, be sure you do not deviate from what is required from the proposal. The proposal should spell out the scope of work and payment terms, miscellaneous expenses, etc. Mention any factors that can affect your estimate, such as change orders. • Put together a plan and timetable for deliverables. This is key to managing your client’s expectations. Both you and your client are on the hook for meeting project deadlines. Note internal and external factors that could result in delays. Make it clear that the client has final approval and signoff at the end of each phase or project conclusion. • Have a single point of contact. Working with too many people at a company creates confusion – for both you and a client. Request a single contact person for information, updates, questions and concerns. Schedule a regular meeting with the point of contact to ensure transparency and discuss any issues that may
be of interest to them related to the project. If a problem arises • Listen to the client. Hear what the concerns are and let the client know how the problem will be corrected. Then, review your options, present them to the client and agree on the right course of action. • Don't be quick to offer a discount or refund. This is particularly true if the client is at fault. Consider offering a discount or refund if there is an upside potential, such as additional work or a referral. Hopefully, you won’t encounter too many difficult customers or challenging situations. Strive to turn a negative situation into a positive experience. On the other hand, there may be a client that you just can’t please, so you may ultimately decide to walk away at the appropriate time. Should there be no other option than walking away, make sure the client understands the reasons for your action. Follow up with a tactful written letter addressed to the individuals in charge, with a copy to other appropriate persons explaining why you took this action. Doing so may eliminate any reason for not considering your company for future projects. Keeping the above tips in mind will help to keep problems and tough customers at bay.
News Briefs Bill Imada receives NMSDC regional award Congratulations to Bill Imada, IW Group, for receiving the National Minority Supplier Development Council’s (NMSDC) Supplier of the Year regional award in the Class III category from among the multi-state regional winners in the Western sector competition. Imada accepted the award at the NMSDC black-tie awards banquet at which outstanding achievement by corporate, minority business enterprises (MBEs) and affiliate regional councils were recognized. More than 6,000 corporate CEOs, procurement executives and supplier diversity professionals from the top multinational companies, and leading Asian, Black, Hispanic and Native American business owners and international organizations attended the 2014 NMSDC Conference and Business Opportunity Fair in Orlando, Fla. More than 700 corporate and MBEs exhibited at the business fair, and corporate and seasoned executives engaged in panel discussions, plenary sessions and
workshops, current trends and issues and best practices to bolster the value minority suppliers deliver.
Honoring Native Americans California is the home to the most Native Americans in the United States, with the Los Angeles-Orange-Riverside counties corridor the home to a great majority of them. SCMSDC proudly celebrates Native American Heritage Month and all of our minority business enterprises who are of Native American heritage. We honor the past and current contributions of American Indians in our society, salute their achievements and look forward to working with the American Indian Chamber of Commerce California in building greater successes.
AICCC celebrates Native American Heritage Month, honors Toyota The American Indian Chamber of Commerce California (AICC-CAL) held its 16th Native American Heritage Month Luncheon on November 20 at The Grand Californian Hotel at the Disney Resort in Anaheim. AICC-CAL honored one Tribal leader and one corporation with its prestigious Warrior Award. This year’s corporate Warrior Award was presented to Toyota. Toyota Supplier Diversity Manager and SCMSDC board member Monetta Stephens accepted the award on behalf of the company. The 2014 Tribal Leader recipient was Agua Caliente Band of Cahuilla Chairman Jeff L. Grubbe.
The AICC-CAL board with AICC-CAL Corporate Advisory Council members who assisted in presenting the Warrior Award kachina to Monetta Stephens and Toyota
"The AICC-CAL selected Toyota as this year’s Warrior Awardee for their steadfast commitment to our chamber’s efforts. Their dynamic duo of Monetta and her associate, Aaron Emi, support our membership by linking us to procurement opportunities and assisting us in our contracting readiness programs – for that and more we honor Toyota,” said Tracy Stanhoff, AICC-CAL president. The event, which is the AICC-CAL’s commemoration of November as Native American Heritage Month, raises
money for chamber and its annual scholarship fund. The luncheon also included college scholarship presentations to Native American students. A number of in-demand items were auctioned, including Laker suite tickets at Staples Center with SCMSDC Board Chair Joe Alderete serving as auctioneer. SCMSDC’s President Virginia Gomez and Director of Business Development Marlene Gomez, who serve on the AICCC Corporate Advisory Council, also attended the event.
NMSDC new online certification/recertification NMSDC is implementing a new National Online Certification and Re-certification Application that will be integrated into a new Minority Supplier Management Information database, powered by PRISM©. The new system, rolled out in phases to affiliate councils earlier this month, will be fully deployed by mid-December. As part of the new system, payment by check will no longer be accepted. All payments must be made electronically via a secured payment gateway. Additionally, the council will no longer accept paper support documents; documents must be uploaded at the end of the application process. When recertifying for the first time using the new application, MBEs will be required to enter new information to complete the application. MBEs will be able to access the system from affiliate councils’ websites or from NMSDC’s website (NMSDC.org) by clicking on the PRISM menu. MBEs do not need a login ID and password to complete an application, only the affiliate council, company name and EIN. A unique application ID will automatically be created. This ID will be required to save and return to complete the application. For questions, contact NMSDC at Helpdesk@NMSDC.org. Other briefs – SCMSDC Director of Business Development Marlene Gomez was inducted into the Asian Business Association of Orange County’s Board of Directors at its 19th Annual Awards Gala, held at the Balboa Bay Resort, in Newport Beach, Calif.
BE HEARD! JOIN SCMSDC Visit www.scmsdc.org to find out about Minority Business Enterprise (MBE) certification, the MBE Health Insurance program, major networking events, business development programs and more!
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