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Chris Colle*e ‐ Senior Vice President ‐ Supplier Chain Management
As we push our Supplier Diversity program to full thro6le, I am pleased to share that Delta’s Supply
Chain Management Team is making significant strides towards our ambiCous 2012 Supplier
Diversity spend goals. With the support of our C.E.O. Richard Anderson, who was our keynote
speaker at Delta’s Supplier Diversity Star Awards, we conCnuously “Keep Climbing” to loOier
heights in supplier diversity. With this in mind we are looking forward to recruiCng and developing
new and capable diverse suppliers as we work to generate not only ‘big wins’, but ‘smaller wins’
that we can nurture and grow throughout the years.
Karmetria Burton ‐ General Manager ‐ Supplier Diversity
As we conCnue to make significant strides in supplier diversity, we are geared up for the second
half of what has been an exciCng and ambiCous year. We are in the midst of vigorously growing our
2nd Tier iniCaCve and look forward to a robust 2nd Tier report at the end of 2012. We are also
pleased with the Greater Women’s Business Council’s recogniCon of Delta Air Lines as a 2012 Top
CorporaCon and on another note of celebraCon, is the Women’s Business Enterprise NaConal
Council’s 15 Year Anniversary! CongratulaCons to our industry partner for their years of service, as
we too celebrate their, "Vision, OpportuniCes and Success."
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Welcome Aboard!
IN THIS ISSUE
SPOTLIGHT
Delta's 13th Annual Supplier Diversity Star Awards
INSIGHT
2nd Tier: Its Role and Importance in Corporate America.
Top 10 Things Not to do at a Trade Show
Delta’s Star Award Winners share their Expo and Conference advice for fellow M/WBEs & SBEs
RECAP
Delta Air Lines, 2012 Greater Women’s Business Council’s (GWBC) Top CorporaYon
Georgia Minority Supplier Development Council’s (GMSDC) Minority Business Summit,
Conference & Expo
PERFORMANCE
Delta's Supplier Diversity 1st Tier & 2nd Tier Results
CONNECT
Upcoming Events
VISIT
www.delta.com/supplierdiversity
SPOTLIGHT
Delta's 13th Annual Supplier Diversity Star Awards
Delta honored the small, minority and women‐owned businesses as well as supply
chain employees who have disCnguished themselves during its 13th Annual Supplier
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Diversity Star Awards Luncheon in Atlanta.
For the second year, NBC 11Alive News anchor Brenda Wood emceed the event, and
Richard Anderson, Chief ExecuCve Officer, Delta Air Lines was the guest speaker.
“I think the most important piece of informaCon or idea I can leave you with is a
fundamental moral belief that diversity in suppliers, diversity in our employee base
and diversity in our customer base is essenCal, essenCal to the long‐term success of
the enterprise for all the consCtuents we serve at Delta,” shared, Richard Anderson,
Chief ExecuCve Officer, Delta Air Lines.
Delta presented the Small Business of the Year award to Bolder Manufacturing, a
design and manufacturing company that provides consulCng services to Delta
Technical OperaCons. The Minority‐Owned Business of the Year award was given to
MKG ProducCons, a markeCng and event producCon agency. ConCnental Wireless, a
company that provides IT‐related radios, was awarded Women‐Owned Business of
the Year. The Catalyst Award was given to Cassandra Hill of Regional Alliance, a
management company that aided in Delta’s JFK Redevelopment Program. New
Minority Business of the Year was Meristem Packing, provider of the custom
onboard 7‐oz. Styrofoam coffee cups.
The Advocate of the Year was awarded to Sherry Cox, Manager, Strategic Sourcing,
In‐Flight. The final award went to Airport Customer Service for the Supply Chain
Management Team of the Year.
Richard Anderson, Chief Execu4ve Officer, Delta Air
Lines speaking at Delta’s 13th Annual Supplier
Diversity Star Awards Luncheon
“The Star Awards shows Delta’s commitment to making sure our business reflects the diversity of our customers and employees around
the world,” said Chris Colle6e, Senior Vice President, Supply Chain Management. “The dedicaCon and innovaCon of Delta’s minority
suppliers help Delta conCnue to grow and to climb higher every year.” To view the video highlights of the event, click here
Minority‐Owned Business of the Year: MKG
(l‐r) Karmetria Burton, General Manager, Supplier Diversity, Supply Chain
Management; Jake Brooks‐Harris, Account Director, MKG; Maneesh
Goyal, The Minority‐Owned Business of the Year, Founder & CEO, MKG;
Chris ColleTe, Senior Vice President, Supply Chain Management; Steve
Gorman, Chief Opera4ng Officer and Execu4ve Vice President
New Minority‐Owned Business of the Year: Meristem Packaging Company
(l‐r) Karmetria Burton, General Manager, Supplier Diversity, Supply Chain
Management; Louis Herrera, President, Meristem Packaging Company;
Nate Carter, New Minority Business of the Year, CEO, Meristem Packaging
Company; Chris ColleTe, Senior Vice President, Supply Chain
Management; Steve Gorman, Chief Opera4ng Officer and Execu4ve Vice
President
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Women‐Owned Business of the Year: ConYnental Wireless
(l‐r) Karmetria Burton, General Manager, Supplier Diversity, Supply Chain
Management; Gary Weber, Consultant to Con4nental Wireless; Rita
Weber, Women‐Owned Business of the Year, President, Con4nental
Wireless; Chris ColleTe, Senior Vice President, Supply Chain
Management; Steve Gorman, Chief Opera4ng Officer and Execu4ve Vice
President
Small Business of the Year: Bolder Manufacturing
(l‐r) Karmetria Burton, General Manager, Supplier Diversity, Supply Chain
Management; Gilberto Madrid, Engineering Manager; Bolder
Manufacturing; Ben Boloori, Small Business of the Year, President, Bolder
Manufacturing; Chris ColleTe, Senior Vice President, Supply Chain
Management; Steve Gorman, Chief Opera4ng Officer and Execu4ve Vice
President
Catalyst Award Winner: Cassandra Hill, Regional Alliance
(l‐r) Karmetria Burton, General Manager, Supplier Diversity, Supply Chain
Management; Cassandra Hill, Catalyst Award Winner, project M/WBE
Manager, Regional Alliance; Chris ColleTe, Senior Vice President, Supply
Chain Management; Steve Gorman, Chief Opera4ng Officer and
Execu4ve Vice President
Team of the Year Award: Airport Customer Service
(l‐r) Karmetria Burton, General Manager, Supplier Diversity, Supply Chain
Management; Sherry Cox, Advocate of the Year, Manager, Strategic
Sourcing, Supply Chain Management; Chris ColleTe, Senior Vice
President, Supply Chain Management; Steve Gorman, Chief Opera4ng
Officer and Execu4ve Vice President
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Advocate of the Year: Sherry Cox
(l‐r) Karmetria Burton, General Manager, Supplier Diversity, Supply Chain
Management; Ricardo Salazar‐CanT, Strategic Sourcing Manager;
Mahmoud Kha4b, Commodity Manager; Mike Firsowicz, Strategic
Sourcing Manager; Demetrio Acevedo, Strategic Sourcing Manager; Elisa
Graban, Commodity Manager; Steve Gorman, Chief Opera4ng Officer
and Execu4ve Vice President; Sabrina Gobin, Regional Director, Proper4es
& Facili4es; Brad Wilson, Team of the Year Award; General Manager;
Airport Customer Service; Chris ColleTe, Senior Vice President, Supply
Chain Management;
INSIGHT
2nd Tier: Its Role and Importance in Corporate America.
2nd Cer offers corporaCons the promise of growing supplier diversity across all industries by
expanding the base of stakeholders. It reaches virtually every company on the commercial
landscape and corporate leaders have embraced this pracCce as a viable means for
extending the promise of supplier diversity to their strategic partners. 2nd Cer applicaCons
are a fundamental component in the transiCon to supply chain opCmizaCon. We cannot
achieve compeCCve access without it. The objecCve is quite simple . . . incorporate supplier
diversity into the subcontracCng rouCne as a seamless element of supply chain management
which results in best value for the company, the employees and the shareholder.
But this can only be accomplished by generaCng a stakeholder interest on the part of staff
and suppliers across the enterprise. Everyone on the team has to be on the same page
guided by a well understood supplier diversity strategy at the Tier 1 level in order for the 2nd
Cer to achieve tracCon. This means that 2nd Cer effecCveness is only possible when there is
a sound supplier diversity process underway at the first Cer.
That is why staff training is so essenCal for your strategic partners and your team. You must
convey the business case for this mission in clear, compelling terms guided by the company’s
Reginald Williams Chief Consultant –
Supplier Diversity Procurement Resources,
Inc. www.corporatediversity.biz
vision that is arCculated by senior leadership. It is criCcal that you illustrate the added value
of supplier diversity by serving as a role model for your partners and the team.
Supplier diversity simply will not succeed absent a viable 2nd Cer presence that engages the
enCre supply chain and brings your company closer to small emerging firms. It must be
viewed as a core element of the corporate value system and the foundaCon on which your company conducts its business. Small minority
and women‐owned firms are a vital component of the customer base and their growth and success at the subcontracCng level fuels the
economy by creaCng jobs and expanding market share. Thus . . . it is a business imperaCve.
As a cerCfied member of NMSDC, your company and its colleagues share a commitment to cast a wider net of inclusion that reaches every
segment of the supply chain. The only way to achieve this goal is to leverage our relaConships through our strategic partners to generate
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new and innovaCve 2nd Cer partnerships that will not only support the business mission, but will invest in our long term growth and
sustainability.
Here are some excerpts from my textbook, “2nd Tier Minority Purchasing: EffecYve Strategies in Supplier Diversity™” which highlight the
preliminary steps for establishing a viable 2nd Cer capability. It is not meant to be a rigid inflexible approach to the subject, but rather a
broad list of strategic opCons for you to consider in the context of your business reality.
2nd Tier: Rolling Out the Program:
1. Establish clear and unambiguous 2nd Yer policy – The supply management team must arCculate the company’s vision and
performance expectaCons in wri6en policies and procedures that outline performance expectaCons. And, these policies must be
incorporated into your contract language template as a performance requirement.
2. Establish the operaYonal infrastructure – The supply management team must idenCfy resources (budget and staff) to support program
oversight of 2nd Cer iniCaCves.
3. Confirm your strategic partners – New Procurement Policies and pracCces must be established including the contract dollar threshold
for parCcipaCon of your key strategic supplier partners.
4. Staff and supplier training – The company must orient and train supply chain staff, internal customers and your Tier 1 partners on the
company’s performance expectaCons.
5. Offer guidance and resources for staff and suppliers – The supplier diversity team must provide resource assistance as warranted to
ensure that parCcipaCng strategic partners will achieve the goals that have been set and they fully understand their role and
responsibiliCes.
6. Reward and commend high performance – the company should recognize and celebrate high performance among the team (both Staff
and Suppliers) on an annual basis.
7. Generate appropriate reports to measure performance – supply Chain should report quarterly and annually on the company’s 2nd Cer
uClizaCon results to relevant customers and senior leadership. Be certain to keep uClizaCon data separate and disCnct from your Tier 1
reporCng.
8. Generate success stories to support the brand – Underscore the added value (reduced cost, job creaCon, improved efficiency, increased
revenue opportuniCes, and diverse small business parCcipaCon) made possible through your 2nd Cer success stories.
Top 10 Things Not to do at a Trade Show
The Georgia Minority Supplier Development Council has provided some great trade show Cps that we thought may be helpful to
entrepreneurs as the tradeshow season kicks into gear! Here are the Georgia Minority Supplier Development Council’s Top 10 Things not
to do at a trade show:
10. Do not Play the Diversity Card – Sell on Your Company Value
9. Don’t pracYce “Hovering” – Be paCent and courteous
8. Don’t have mulYple representaYves contact the same company ‐ It makes you look unorganized
7. Do not wear your name badge in a manner that is not visible ‐ Higher is always be6er
6. Do not try to close the deal at the booth – Time is limited
5. Fail to do your research – Know your desired target customer
4. Don’t be a give‐a‐way hog ‐ Enjoy but don’t get greedy
3. Don’t try to give out large markeYng packages – Capability Statements are best
2. Don’t be unable to quickly arYculate the scope and value of your company – Elevator Speech
1. Don’t fail to follow‐up quickly and as agreed
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Delta’s 2012 Star Award Winners share their Expo and Conference advice for fellow
M/WBEs & SBEs
Ben Boloori; Small Business of the Year Awardee, President, Bolder Manufacturing shares, "Remember who, and what, you are. Do not
a6empt to misrepresent yourself as a big company. However emphasize what your company can do be6er than a big company (price
responsiveness, flexibility, or whatever you consider your company is be6er at). Limit your business interests with, and/or only present a
limited set of product offerings to, the company in discussion. As a small company you must have a niche that you can perform be6er at
than others; emphasize, but accurately and honestly communicate your true capabiliCes."
Maneesh Goyal, Minority‐Owned Business of the Year Awardee, Founder & CEO, MKG shares, “When a6ending a conference or expo, it's
all about making the most of your Cme. Study the a6endee and/or exhibitor list in advance and do some research on the top companies
you want to meet before you ever walk in. Target those companies (while always keeping yourself open to engaging with new people and
discovering new opportuniCes). People can have very different experiences at the same conference; it's all based on how much you put
into it yourself. Being proacCve is the key. Start conversaCons (as opposed to waiCng to have someone start one with you.) Come prepared
with all the tools you'll need (from business cards to a phone charger) to ensure you get everything you need out of the day."
Nate Carter, New Minority Business of the Year Awardee, CEO, Meristem Packaging Company shares, “When interacCng with companies
at expos, understand who is serious and who is not, who is going through the moCons and who is actually commi6ed to the iniCaCve.
Rather than trying to move the ball forward with whomever you are speaking to at the expo, try to acquire a name and contact
informaCon for the specific buyer in your area. In our experience it doesn’t get much be6er than Delta in‐terms of showing a level of
seriousness in really wanCng to help companies become a supplier."
Rita Weber, Women‐Owned Business of the Year Awardee, President, ConYnental Wireless shares, “Network, network and network!!!
There are all kinds of tremendous opportuniCes available for all who a6end. These events provide a capCve audience for you to showcase
your offerings. Work the room, meet new people, discover new opportuniCes, mine those opportuniCes and grow your business. Keeping
a ‘can do’ aptude with a posiCve outlook on life certainly helps too!"
Back To Top
NEWS IN REVIEW
Delta Air Lines, 2012 Greater Women’s Business Council’s (GWBC) Top CorporaYon
Delta has been recognized as one of the 2012 Greater Women’s Business Council’s (GWBC) Top CorporaCons. Delta was awarded as such in
2010 and has again been recognized by the GWBC. This annual recogniCon is designed to idenCfy those companies who are corporate
members of GWBC and who effecCvely integrate women business enterprises (WBEs) into their supply chain at all levels. In recogniCon of
its commitment to the organizaCon and WBEs, Delta Air Lines was selected as one of the 2012 Top CorporaCons.
Georgia Minority Supplier Development Council’s (GMSDC) Minority Business Summit,
Conference & Expo
Delta Air Lines, Inc. sponsored and parCcipated in the 2012 Minority Business Summit, Conference & Expo presented by the Georgia
Minority Supplier Development Council (GMSDC). GMSDC’s annual Minority Business Summit, Conference and Expo represents one of the
largest minority business conferences and exposiCon in the southeast a6racCng more than 300 corporate and minority businesses from
across the naCon. This annual event provided an excellent plarorm for corporate members and minority business enterprises (MBEs) to
connect and do business together.
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Pictured above: Karmetria Burton, General Manager, Supplier Diversity, presen4ng to minority businesses on Delta’s 2011 supplier diversity
success and how to business with Delta at GMSDC’s Minority Business Summit
Pictured above: Shari Oliver, Supplier Diversity Associate‐2nd Tier Manager, interac4ng with minority businesses during GMSDC’s Minority
Business Summit, One‐on‐One session.
Back To Top
PERFORMANCE
Delta's Supplier Diversity
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1st Tier Results
2nd Tier Results: Q1, 2012
*Total Reported Spend is defined as Total A6ributed Spend plus Direct Spend
UPCOMING EVENTS
August 15, 2012
Best PracYces Business InsYtute Series
Delta Campus
(InvitaCon Only)
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August 14‐16, 2012
NaYonal Veterans Small Business Conference & Expo
(RegistraCon Required)
September 21, 2012
Georgia Minority Supplier Development Council (GMSDC) Spirit of Alliance Awards
(RegistraCon Required)
September 27‐30,
Med Week
(RegistraCon Required)
October 28‐31 , 2012
NaYonal Minority Supplier Development Council (NMSDC) Conference & Business Opportunity Fair
Denver, Colorado
(RegistraCon Required)
November 12 , 2012
Greater Women's Business Council (GWBC) Lace Awards
(InvitaCon Required)
VISIT
[email protected]
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