Making Lucrative Connections.

B.E.'s Fourth Annual Entrepreneurs Conference provided tools for black business owners to form strategic alliances toward building wealth

AS THE OWNER OF ZEE CEE PRODUCTIONS, A GROWING suburban Atlanta-based marketing firm, Zandra Conway relies on networking to get clients. Conway was one of 1,200 African American business owners and corporate executives who attended the Fourth Annual Black Enterprise/Bank of America Entrepreneurs Conference, held May 5-9, at Disney's Contemporary Resort in Lake Buena Vista, Florida, An attendee last year as well, Conway has cultivated at least four business alliances from her trips, and attends a monthly networking group of a dozen conference goers in Atlanta to "share practices and keep in contact until next May," says the entrepreneur.

The theme of this year's conference, "Achieving Peak Profitability: Structuring Business Alliances to Generate Wealth," set the tone for the four-day event, providing attendees with opportunities to learn how to structure and maximize business alliances while finding strategies to build profitable ventures.

"The purpose of the conference is to encourage you to be players, not spectators," said Earl G. Graves, chairman and publisher of BLACK ENTERPRISE, in his remarks during the opening session. "You will gain insight into structuring profitable business alliances and be given valuable tools to take your company to new heights ... You're not alone in the challenges that you face and the drive that you possess to excel ... Every entrepreneur's dream can be answered in this room."

A bevy of other topics enticed conference attendees, including such additions as doing business with the automotive industry, tapping into global opportunities, conducting business online and business-to-business finance.

The title sponsor for the fourth consecutive year was the Bank of America (formerly NationsBank). Of the 24 sponsors of this year's conference, Pitney Bowes, Federated Department Stores, Visit Florida, the Wall Street Journal and the Miller Brewing Co. were new.

The dynamic panel speakers included Saundra Parks, president and CEO of Daily Blossom, Robert L. Luster, president and CEO of Luster Group Inc,, Geralda L. Dodd, president and CEO of Thomas Madison Inc. Holding Co., Roy A. Brannon, president and CEO of Brannon-Cottrell Group and Patricia Russell-McCloud, president of Russell-McCloud & Associates.

Networking opportunities were plentiful, from the successful Entrepreneurs Golf Outing and Reception hosted by Reebok International, Titleist, Wittnauer and Miller Brewing Co., to The Exchange: Business-to-Business Expo, which was expanded to include more hours, more exhibitors (80), prize raffles and a special reception for the BE 100s company leaders who were written about in Black Enterprise Titans of the B.E. 100s (John Wiley & Sons, $24.95), to an After Five Reception hosted by Schieffelin & Somerset.

Theron Jackson, president of Theron Jackson & Associates, a Shreveport, Louisiana, business consulting firm, was able to make a few solid contacts that led to a business deal. Jackson met Burnell Molliere, president of AME Inc., a New Orleans janitorial services firm. Molliere, who has a $6 million national contract with Fed Ex, and Jackson, who helps businesses in Louisiana develop relationships with other businesses, formed a joint venture to bid on a major contract with the Shreveport Municipal Airport Authority worth $300,000 annually.

"We began talking at the conference [in May] and formed the joint venture in July," says Jackson. "I was looking for people who had the ability to create an alliance with local minority businesses to increase the capacity of both businesses to create jobs in Shreveport. I wasn't looking for 100 alliances, just one good one."

Jackson is also in discussions with other conference attendees to bid on a $235 million casino project in Shreveport and other municipal opportunities.

"The business-to-business Exchange is an added value to the conference because it allows you to have face-to-face contact with potential African American entrepreneurs," says Steve Warren, vice president of corporate affairs for Wendy's. "For Wendy's, as an inaugural participant in The Exchange and in the Entrepreneurs Conference, we've had an opportunity to develop partnerships with prospective African American franchisees and suppliers for each year of our attendance."

In addition, several authors held book signings at The Exchange Expo, including image consultant and event planner Harriette Cole (How to Be: Contemporary Etiquette for African Americans, Simon & Schuster, $26), BE contributing writer and former small business editor Wendy Beech (Black Enterprise Guide to Starting Your Own Business, John Wiley & Sons, $19.95) and BE editor-at-large Derek T. Dingle (Black Enterprise Titans of the B.E. 100s). Also on hand for the signings were several CEOs of the BE 100S covered in Dingle's book.

A dynamic evening roundtable discussion featuring eight of the CEOs profiled in Titans provided unique and candid insight into the challenges and triumphs faced by some of the country's top African American business leaders in getting their businesses off the ground and growing.

"You have to not be afraid to fail," titan Emma C. Chappell, chairman, founder and CEO of United Bank of Philadelphia (No. 14 on the BE BANKS list) told the crowd of more than 800. "People aren't willing to take a chance, so they don't realize their dreams. You must have perseverance to fight the good fight.... The only way we're going to build wealth is to pass the baton."

Indeed, most participants felt the titans session was the highlight of the conference, and a majority of attendees have requested the format for next year's conference, according to Sherry Browne, program manager for the Entrepreneurs Conference. "I was impressed with their sense of realism, their roots and ability to express how they started, how they expanded and their hopes, dreams and drive to do better," said Dr. Eddie R. Cheeks of Augusta, Georgia.

The four-day event was capped in dazzling fashion by the annual black-tie BE Entrepreneurs Awards Dinner (to learn who won, see "Driven to Succeed," this issue) followed by twilight dancing at the AfterGlow Party. Pro-Line Corp. (No. 39 on the BE INDUSTRIAL/SERVICE 100 list) CEO Comer J. Cottrell was hailed as the recipient of the A.G. Gaston Lifetime Achievement Award for his 29 years of success in the beauty and haircare industry. The gala's inspiring and emotional keynote address was delivered by the Rev. Al Sharpton of the National Action Network and catalyst for the Madison Avenue Initiative. Sharpton spoke on the importance of being business-minded and valuing consumer power in the black community.

"[This conference] gave me a lot of food for thought about starting and running a business and forming alliances," said Ruth Hegamin, president of Business Solutions, a Sandler Sales institute franchise in Alpharetta, Georgia. "Through networking with people who have experienced the ups and downs, I can understand things to look out for."

Next year's Entrepreneurs Conference is scheduled for May 10-14 and will again be held at Disney's Contemporary Resort in Lake Buena Visa, Florida. For registration information, call 800-543-6786. The fifth anniversary of the affair promises to be full of excitement and special events for the year 2000; it will also celebrate BE'S 30th anniversary.

Third Annual B.E. 100s Strategic Summit: Strengthening Relationship

In its third and most successful year, the B.E. 100s Strategic Summit drew more than 100 CEOs and top executives from the largest African American-owned businesses. They come together each year to form alliances and develop an agenda to continue moving forward.

Developing growth strategies during market volatility, leadership and stimulating growth and adding value through mergers, acquisitions and strategic alliances were among the topics that were covered.

"Every session was jam-packed with information for African Americans who have the experience and expertise to deliver the appropriate kind of advice to African Americans," says George Beach, founder, chairman and CEO of George Beach Inc. (No, 20 on the BE ADVERTISING AGENCIES list).

In response to an idea about increasing networking opportunities generated at last year's Summit roundtable discussion, for the first time the event included a Procurement Pavilion and networking luncheon. The meal afforded BE 100s companies and 12 corporate sponsors two hours of critical "face time" to help facilitate partnerships. A procurement directory provided profiles of each corporate sponsor and their procurement opportunities, as well as the capabilities of each BE 100s company by category. There also was a presentation by representatives from IBM and General Motors about procurement opportunities.

American Airlines hosted a separate procurement luncheon and one-on-one session with its commodities managers.

Fourth Annual Kidpreneurs[TM] Konference: Developing The Leaders Of The Next Generation

Ashley Gibson loves to bake cakes: chocolate, pound or blueberry upside down. Gibson, 11, of Collegeville, Pennsylvania, thought her culinary creations were so good she decided to start Ashley's Delicious Cakes. The business has generated about $300 in sales. Gibson. who'd like to learn more about financial management and hire a staff, is one of 125 young entrepreneurs who attended the Fourth Annual Kidpreneurs Konference.

The Kidpreneurs Konference, a perennially sold-out three-day event, had 125 participants this time around. Young people ages 4 to 18 attended and were divided into four groups: Weepreneurs (4-6), Futurepreneurs (7-10), Junior Executives (11-13) and Future CEOs (14-17). Students learned about the fundamentals and viability of entrepreneurship through hands-on activities such as bake sales and creating a business plan. Topics included developing a business plan, saving and investing in stocks, developing a marketing campaign, promotion and identifying business opportunities.

"They taught us about setting goals and working to achieve them," said future CEO Bryan Barton. 15, of Cincinnati, who was in the program to learn about what it takes to run a business. "In the future. I want to get a degree in business marketing and own stock and a fashion design business."

This year's instructors were: Saundra Sowell-Scott, state director of youth entrepreneurial training at Temple University; Joel Sylvain, a licensed realtor, lecturer and teacher of entrepreneurship; James McNeal, director of Alumni Services of the National Foundation for Teaching Entrepreneurship; Stanley Stain, president and CEO of the New Ventures Group, a financial consulting firm; Juan Casimiro, president of Casmar Inc., a business seminar consulting firm; and Erika Fikes, author and creator of Visualizing Your Dreams, a self-help program for students.

Guest speaker Alonzo Washington, founder and president of Omega 7 Inc., a comic book/action-figure business, and the 1998 BE Rising Star Award recipient, addressed Kidpreneurs about the challenges of starting a business, what it takes to become a successful entrepreneur, boning leadership skills and choosing the right career.

"The Kidpreneurs Konference is 100% revolutionary when you look at the image of African American youth--lost gangbangers," says Washington. "This is very positive. More things like this should take place in our community."

On graduation day, Kidpreneurs presented their winning business plans to a standing-room-only audience of proud parents and conference attendees, and received certificates of participation for their hard work.

The Kidpreneurs Program is expanding to include two bimonthly newsletters, Kidpreneurs News and BLACK ENTERPRISE For Teens. A clothing line and regional summer camp version of the successful Kidpreneurs Konference are in the works, according to John C. Graves, president of Black Enterprise Unlimited.