The resurgence of black business in America. (Special Advertising Section).

Slowdown Is Creating New Opportunities

The economy continues to splutter. Uncertainty prevails in the shadows of the Iraq war and no one can predict the stock market. But, surprisingly, these conditions appear to have created opportunities for small business owners and minority-owned business enterprises (MBEs) in particular.

From 1992 to 1997, the number of African American-owned firms increased 26 percent, compared with a 7 percent increase for all United States firms, according to the latest Census Bureau figures. Clearly, black Americans are founding their own businesses at a Faster rate than Americans as a whole. One reason for this may be the success of many African American men and women in corporate America. As these executives leave their corporate nests, or are nudged out either by layoffs or a narrowing of the corporate pyramid, many decide to start their own businesses--rather than sit on the sidelines waiting for the U.S. industry to stage a comeback.

Experienced Executives Start Businesses

Ralph Moore, a well-known advisor on supplier diversity, calls these executives a "new breed" of black entrepreneurs--people who are particularly savvy at doing business in today's service-based, high tech economy. "Further," Moore says, "these executives are able to parlay their corporate skills to achieve entrepreneurial success faster than those of the old school."

These new entrepreneurs are also benefiting from the sea change in purchasing. Fortune 1000 corporations continue their drive toward "strategic sourcing"--that is, the reduction in the total number of suppliers. Many aim at having one supplier nationwide For certain items in order to trim costs and exert greater control over purchasing.

As this trend continues, pressure on vendors increases to reduce per-unit costs, provide value added services and use techniques like online auctions and online purchasing to he competitive. This means that the vendors who are best at keeping on top of technology, and change will succeed, as corporations shed many of their existing suppliers and look for replacements.

The New Environment

Competing in this new purchasing environment, no matter the industry, demands 'fine tuned' business skills. Today's entrepreneur must have a combination of a good product or service, marketing savvy, sales talent, technology know-how, management understanding--and, increasingly important--financial expertise.

"You can't be in business today unless you have a keen sense of financial management," says Moore. He believes that today's successful entrepreneur must be able to analyze all aspects of the product or service from a financial perspective, since customers are so concerned about the bottom line. Thus, the entrepreneur must be able to explain his or her own costs to the prospective buyer as well as present tiered options in many instances. "Without these skills, the business person is driving with a blind fold on," says Moore. These financial capabilities are just as important as being Internet-ready or able to participate in online auctions today.

Adopting New Techniques

But having a wide range of business skills may not even be enough for survival and growth in today's tough environment. Linda Ireland, Director of the New York/New Jersey Minority Development Council, urges entrepreneurs to use other techniques to compete successfully into today's market. These include bundling contracts with other small businesses, subcontracting with Tier I suppliers and forming strategic alliances. Ireland has seen all of these techniques work successfully in New York and New Jersey.

To help more minority suppliers hook up with Tier I suppliers, Toyota runs an annual "Opportunity Exchange" conference. This event has generated over $60 million in contracts for minority suppliers since it was started in 1990, according to T. Williams, Supplier Diversity Coordinator for Toyota Motor Manufacturing North America.

To participate, minority suppliers must be certified by the National Minority Supplier Development Council (NMSDC) and submit information on the product and services they can provide prior to the event. Then, on of the event, they are matched with Toyota suppliers who have opportunities for them.

Other more traditional business development techniques can also help small companies ride through tough economic conditions. One business owner who demonstrates this is Martha Taylor, President of Taylor Electric, who is part of the third generation to run her family's very successful electric contracting and maintenance company in Cooke County, Illinois. Since the early 1990s Taylor Electric has been handling electrical maintenance for the Chicago White Sox's home stadium--U.S. Cellular Field. Taylor attributes her company's success to a number of factors: One is the high level of service it provides. Another is the time and energy spent on networking through groups like Black Contractors United and the National Electrical Contractors Association (NECA). She emphatically recommends that entrepreneurs not under estimate the value of consistent high-level service to existing clients. Her firm is also accredited as a minority- and women-owned business; so that the company's name is likely to come up when large corporations search databases for minority- or women-owned enterprise (MBWE) certification.

Long-Term Relationships

Clearly, a combination of traditional--and new--business skills is essential today for small business success. Since corporations continue to pare back their supplier base, smaller businesses can get squeezed out. So more systematic planning and research--plus technology and financial skills--can help a business assess each business opportunity correctly and win new contracts or projects.

While the tips below are not a guarantee for success, they can help increase a company's "hit" rate for winning new contracts. So, especially in today's economy, this type of time and effort is well worth it for you to keep your company in a position of strength as you prepare for an economic revival and greater business success in the future.

TIPS FOR WINNING THE NEW CONTRACT

Your ability to bid on a Request for Proposal (RFP) may depend on a preliminary interview. Tips for success in the initial client meeting.

* Do Your Homework. Research your prospective client--from products and services to size, markets and financial condition.

* Needs Analysis. A thorough assessment to determine whether the company is a true potential customer for your product.

* Product Pricing. Crunch the numbers to calculate whether your prices are consistent with the company's business goals.

* The Competition. Identity your competitors and determine how their products/pricing differ from yours.

* Unique Selling Proposition (USP). Develop a three-minute sales pitch based on your value proposition--point of distinction--and costs.

* Sales Objection. Be prepared to answer specific objections to your proposal.

Sprint

Sprint Supplier Diversity achieved record success in 2002 with contract awards totaling $1.1 billion with diverse suppliers. This record spend is attributable to a quality diverse supplier database and an increased internal awareness of the value diverse suppliers bring to the table. The future of our business demands a vast array of solutions in a shorter response time. That is why we've found that maintaining a diverse supplier base has given us a real competitive edge: a broader collection of experiences and backgrounds to yield more unexpected and innovative ideas.

In 2003, we will work to sustain long-term relationships with our existing suppliers and continue to work with Supply Chain Management to open up new opportunities. We will continue to include strong diversity contract language in our contractual agreements, ensuring our primary suppliers also support supplier diversity initiatives. At Sprint, we will continue to provide developmental opportunities for diverse suppliers by sponsoring them to nationally recognized entrepreneurial schools, seminars and trade shows.

Diversity has helped Sprint become a leader in the communications industry and the source of mutually beneficial relationships with our suppliers. Supplier diversity is the key to our ability to think smart, think fast, and think outside the box.

To find out how to get registered in our supplier database, visit our website at www.sprint.com/supplierdiversity.

Diversity of thought. Diversity of ideas.

Diversity--period! Diversity of experience.

Wendy's International, Inc. Old Fashioned Hamburgers

We see Supplier Diversity as one of the many ways to value people in front of and behind Wendy's counter. Our stakeholders--customers, employees, vendors and franchisees--are rapidly becoming more diverse each day. The Supplier Diversity initiative, a smart business advantage, is a clear way to demonstrate commitment to our stakeholders.

The Department of Diversity/Ethics supports the company's commitment to utilize diverse suppliers in all areas. Over the years, we've developed dynamic business relationships with minority and women-owned businesses (M/WBEs) that are essential to our business. And, we've developed strong business relationships with BLACK ENTERPRISE, the National Minority Supplier Development Council, and the U.S. Hispanic Chamber of Commerce to name a few.

Real commitment means managing the supply chain to the bottom line. That demands inclusion. This approach supports Wendy's overall business objectives while embracing diversity.

Wendy's procures goods and services for our restaurants through Supply Chain Management (SCM), the department with perhaps, the most direct role in utilizing M/WBEs. Wendy's International, Inc. considers candidates who can demonstrate:

* Financial viability

* Competitive pricing

* High Ethical standards

* Programs of continuous improvement

* Experience

* Quality procedures and processes

Contact us:

Diversity & Ethics

Wendy's International, Inc.

P.O. Box 256,

Dublin, OH 43017

www.supplier [e-mail]

Eastman Kodak Supplier Diversity Helps Shape Our Future

What does tomorrow look like?

Kodak's Supplier diversity program helps businesses compete for--and transform--Kodak's business. Created in 1989, the program gives women- and minority-owned businesses opportunities to work with Kodak and share ideas that help both Kodak and suppliers compete and prosper.

More than an effort to meet government mandates, Kodak's supplier diversity program helps Kodak tap the most agile and innovative companies. Our industry experiences rapid transformations, requiring new solutions in everything from application software to X-ray technologies. By allying with minority- and women-owned businesses, we create opportunities to share ideas and grow our businesses.

Kodak helps many suppliers compete in new ways. Example: a supplier utilized reverse-auction software developed for our Worldwide Purchasing organization. This minority-owned office products supplier was able to obtain highly competitive pricing, thereby winning a supplies contract.

Kodak encourages diverse suppliers at every level. Our website (www.kodak.com/go/sup plier diversity) enables businesses to apply online to pursue opportunities with Kodak. At occasional "matchmaking events," invited suppliers interact with our commodity managers to explore supplier opportunities.

In 2002, Kodak earned several supplier diversity awards:

* The Defense Contract Management Agency, U.S. Department of Defense, rated Kodak "outstanding" for our Small Business Sub-Contracting Program for 2001.

* The Defense Logistics Agency awarded Kodak a Certificate of Achievement for surpassing the Women Owned Small Business Goal for 2001.

* The Upstate New York Regional Minority Purchasing Council's Minority Business Enterprises honored Kodak with its "Corporation of the Year" award for the second consecutive year.

* Two Kodak supplier diversity managers received the Upstate (N.Y.) Council's first "Supplier Advocate Award." The awards "recognize individuals who exhibit outstanding commitment to supplier diversity."

The Supplier Diversity team supports diversity purchasing for Kodak's facilities in Rochester, N.Y.; Peabody, Mass.; Windsor, Colo.; Medford, Ore.; and Kodak's Qualex subsidiary in Raleigh, N.C. Learn more at www.kodak.com/go/supplierdiversity.

American Airlines[R] American Airlines

The Supplier Diversity Strategy at American Airline was established in 1989. It is focused on doing business with minority-owned enterprises. The Strategy is administered from the Corporate Purchasing Department and is represented throughout the corporation by supplier diversity advocates. The advocates are responsible for representing supplier diversity within their respective departments on a day-to-day basis. Annually, each department establishes goals for supplier diversity spend. Progress against those goals is measured to assure that each department is on track to realizing the supplier diversity objective. Since 1990, supplier diversity spend at American Airlines has increased from $172 million annually to $244 million. Since the establishment of the Diversified Supplier Program in 1989, total expenditures with diverse suppliers exceeds $2 billion.

Supplier diversity at American Airlines focuses on providing opportunity to minority-owned businesses. Success is dependent on the supplier's ability to be price competitive in the marketplace, provide a quality product and/or service and deliver that product or service in a timely manner. Minority-owned businesses have proven to be competitive in providing a wide range of resources that support American's operations. American Airlines attempts to match potential suppliers with their customer within the American Airlines organization to establish a line of communication between the supplier and the customer. This is accomplished subsequent to receiving a supplier profile from the minority-owned business.

American participates in numerous events that provide opportunities to meet minority business owners such as the BLACK ENTERPRISE Entrepreneurs Conference. If you are a diversified supplier and would like to explore opportunities with us, we'd like to hear from you. Send information on your product or services and a copy of your minority owned business certification to American Airlines, Inc., P.O. Box 619016, MD 5223, DFW Airport, TX 75201-9616. Or contact Fred Kahl, Manager of AMR and American Diversified Supplier Program, at 817-903-2020, or [e-mail].

New York Life

For successful companies like New York Life, diversity is the foundation upon which their cultures are built. By bringing together a diverse mix of talented people, we foster innovation and creativity. We consider our commitment to diversity a key strength and an essential component to achieving our long-term business objectives. This philosophy goes hand-in-hand with our corporate values of financial strength, integrity and humanity.

In addition to maintaining our commitment to a diverse work force, we promote the same inclusive standards in the selection of our suppliers and vendors. The New York Life Supplier Diversity Program is designed to provide more opportunities for minority-owned and women-owned business partners who, in turn, can help us provide even better value and service to our customers. We are proud of the progress we have made in this endeavor and are committed to building on this success.

The policy of our Supplier Diversity Program is to diligently seek out and include certified minority- and women-owned business enterprises (M/WBEs) in our procurement processes. And in exchange for the competitive pricing, high quality, and exceptional service that we expect from our supplier base, suppliers can expect the following from us:

* We will apply the same business standards and expectations uniformly to all suppliers competing for our business.

* We will award business to those suppliers who can offer cost effective solutions to our business needs at the best overall value.

* We will demonstrate respect, honesty and fairness in the way we do business with you.

Our program has the enthusiastic support of our chairman and chief executive officer, Sy Sternberg, and our chief procurement officer, Cande Olsen. Some of our current initiatives involve exploring innovative approaches to include M/WBEs in nontraditional areas like management consultants and investment firms. We will continue to expand our customer base for M/WBEs and participate in activities that will introduce the company to new M/WBEs.

We invite you to learn more about our Supplier Diversity Program by visiting our website at www.newyorklife.com.

GlaxoSmithKline

At GlaxoSmithKline we know the value of the unique knowledge, experience and style of each individual in our global community. The very essence of our business demands a commitment to diversity. Our success relies on our innovation and creativity, which thrives in our diverse environment.

Embracing our differences is what strengthens us--not just in the research lab but in the marketplace as well. For this reason, our commitment goes beyond the diversification of employment and expands to create opportunities for diverse suppliers.

As our customer base becomes more diverse, we want to ensure our supplier base is also diverse by supporting the purchases of goods and services from a diverse population.

Supplier Diversity at GlaxoSmithKline is not just a company goal but a corporate commitment because we recognize the mutual advantages.

As the mission of GSK states, we want to improve the quality of human life by enabling people to do more, feel better and live longer. Supplier Diversity helps to achieve this mission. We understand that major corporations have a responsibility to help improve the lives of people in the communities they serve. By encouraging the entrepreneurial spirit and collaborating with small businesses, we help strengthen the economic prosperity of these communities.

Consequently, diversifying our supplier base gives us access to small diverse businesses who are in the best position to give GSK better service at better prices.

It's a classic win-win--for the small business, the economy and for GlaxoSmithKline!

We at GSK are excited to see the growth of small diverse suppliers and know that we are contributing to the economic success of small business everywhere. We believe that together ... everybody wins!

GlaxoSmithKline is a world leading research-based pharmaceutical company. The Supplier Diversity Administration team works diligently to help small diverse suppliers position themselves more favorably with GSK and other large corporations. Visit our website at http://ussupplierdiversity.gsk.com/.

Yum Brands

Our Commitment to Supplier Diversity Brings More to the Table

At Yum! Brands, we're "maniacs" about customer service and providing delicious food to our customers the world over, as well as bringing strong business partnerships. We recognize that supplier diversity is important for the growth of our company and to our customers.

Yum! believes supplier diversity is smart business and to grow our pipeline of outstanding minority and women suppliers, we partner with several national minority and women's business organizations, including the National Minority Supplier Development Council, U.S. Pan Asian Chamber of Commerce, and Women's Business Enterprise Council. These groups, along with regional purchasing councils and minority chambers of commerce, are key resources for identifying diverse suppliers who can deliver high quality goods and services at competitive prices.

Our goal is to develop strategic relationships with minority and women-owned business enterprises (MWBEs). Through these efforts, we work to enhance the economic strengths of the communities we serve, including:

* Acquiring the high-quality products and services needed to operate the business

* Actively and diligently securing qualified MWBEs for all possible company requirements;

* Providing essential links between diverse suppliers and corporate departments with purchasing needs;

* Implementing practices that ensure each qualified MWBE supplier has an equal opportunity to compete and participate according to established policies and procedures.

Hungry for more information? Visit us at www.yum.com.

The Coca-Cola Company

In 2000, Doug Daft, chairman and chief executive officer of The Coca-Cola Company reinforced the Company's 20-year commitment to supplier diversity for the world's largest marketer and producer of non-alcoholic beverages. With a mission to maximize procurement opportunities for minority- and women-owned businesses, our reinforced commitment charged us with a goal of spending $800 million with minority- and women-owned suppliers over five years.

It's a commitment of which we are proud and one which we use to develop stronger local communities, while creating long-term growth and competitive advantage for The Coca-Cola Company and our bottler system. Since 2000, we've made significant progress, and our spend with minority- and women-owned businesses has increased from less than 2% of our total procurement spend in 2000 to approximately 5% in 2002.

At The Coca-Cola Company, all employees who directly or indirectly influence purchasing and contracting decisions are required to participate in Supplier Diversity training, which has contributed to our success by developing a strong team of champions and advocates.

Through our champions, employees recognize the importance of diversity in business operations, embrace Supplier Diversity as a business imperative, and integrate it into day-to-day business processes.

In collaboration with Clark Atlanta University, we've established a Supplier Mentoring Program to assist minority and women-owned businesses to enhance their capability and capacity.

Second tier engagement is also a critical component of success, helping us reach and include more minority- and women-owned suppliers. We require our primary suppliers to proactively demonstrate their commitment by including minority and women businesses on all Company projects and contracts.

Together, we are positive that our Company and our suppliers can experience the full benefit of supplier diversity, as we move toward our goal of a supplier base which mirrors the diversity of the consumers and communities we serve. Visit our website at www.coke.net/supplierdiversity.com.

LUCENT TECHNOLOGIES

Lucent Technologies Introduces Diversity Management System

As part of our continuing commitment to supply chain diversity, Lucent recently introduced a Web-enabled automated tracking and reporting tool that will allow diversity companies to update and expand their corporate profile information on a real-time basis.

This tool, called the Diversity Management System (DMS), also will enable users to access profile information on certified diversity companies and to identify companies that have specific capabilities.

"DMS will help Lucent and our diversity suppliers address operational gaps in the current Minority, Woman or Disabled Veteran-Owned Business Enterprise (MWDVBE) reporting and analysis systems," said Michelle Stone, director, Supply Chain Diversity. "DMS will satisfy Lucent's customers' increasing requirement for supply chain diversity inclusion while effectively managing and tracking the performance of their MWDVBEs. With DMS, decision makers will be able to access up-to-date MWDVBE information anytime, anywhere."

DMS provides Lucent with an effective way to communicate and collaborate with its supply chain partners. In conjunction with Lucent's existing Supply Chain Web Portal, DMS provides a single point of access to all company profile information, vendor payment, invoice and point-of-sales information and MWDVBE utilization statistics.

Lucent currently employs a strategic set of MWD VBE suppliers in its supply chain for many services, including contract manufacturing and high-tech component provisioning as well as administrative and expense items. "The vast majority of categories of goods and services purchased by Lucent include MWDVBE suppliers," said Stone. "It is Lucent's policy is to include diversity companies solely on merit, and wherever practical, on a competitive basis to improve the quality of our products and services, reduce cycle times, lower costs and increase customer satisfaction."

For more information on Lucent's Supply Chain Diversity initiatives, contact Lucent at mwd [e-mail]. To register on DMS, visit https://scportal.lucent.com/DMS/.

JC PENNEY

Since the inception of our Supplier Diversity Program in 1972, JC Penney's involvement with minority-owned businesses has grown substantially. In 1983, we established the Supplier Diversity Awards Program to recognize minority-owned businesses and our associates for their outstanding services and efforts to the JC Penney Supplier Diversity Program. Today, Suppliers and associates are recognized on-line at: http://supplierdiversity.jcpenney.net/default.htm

Our program further evolved in 1993, when women-owned businesses were made an integral part of our Supplier Diversity Program. Since the program's inception, it has realized substantial growth in the purchases of merchandise, goods, and services from $5 million in purchases in its first year to $673 million in purchases in 2002.

Each and every potential supplier is carefully evaluated for business opportunities within our company. To qualify as a minority and/or women-owned supplier, the business must meet the following criteria:

* Be a U.S. citizen and own, operate and control at least 51% of their company.

* Belong to one or more of the following groups: African American, Hispanic American, Asian-Indian American, Asian-Pacific American, Native American, or Women.

* Provide certification.

* Complete the JC Penney Supplier Diversity Business Profile.

* Listed with Dun and Bradstreet.

* Have a specific product or service to sell.

We welcome your inquiries to learn more about our program and/or to become a JC Penney supplier. For more information, visit our web site at: www.jcpenney.net/company/supplier/partners/index.htm.

ALTRIA GROUP, INC.

The companies of Altria Group, Inc.--including Kraft Foods Inc., Philip Morris Capital Corporation and Philip Morris USA Inc.--purchased more than $1.3 billion in goods and services from minority- and women-owned firms in 2002. The Altria family's Supplier Diversity Program also capped 2002 with a prestigious recognition: the "Corporation of the Year" award from the National Minority Supplier Development Council.

Explains Sharon Patterson, chairperson of the Altria Supplier Diversity Task Force, "Our Supplier Diversity Program is a critical component of our companies' responsibility efforts, and we're moving forward with a high level of commitment and best-practices initiatives. We have learned, from decades of experience in conducting business with diverse suppliers, that the inclusion of a wide range of ideas and perspectives promotes greater innovation and the best business solutions."

One focus of Altria's diversity program is executive education and technical training for its suppliers, which helps Altria companies establish and maintain long-term partnerships.

Last year, the Altria family of companies, which includes Altria Corporate Services, Inc., provided scholarships for 16 diverse suppliers to attend management training programs at the Tuck School of Business at Dartmouth College, the University of Virginia's Darden Graduate School of Business Administration and the University of Wisconsin's School of Business. The Tuck School presented Altria with the first Tuck Investor in Education award in 2002 for its commitment to business education.

Altria companies also offer suppliers manufacturing classes in production methods and processes, and technical assistance and training in finance, computer services and software and bid preparation.

In May 2003, Altria Group hosted the second biennial Billion Dollar Roundtable (BDR) Forum and Induction Ceremony at its New York headquarters. The BDR is an initiative of organizations that each spends more that $1 billion annually with minority- and women-owned businesses. For more information about Altria's Supplier Diversity Program, visit www.altria.com/responsibility.

BellSouth

At BellSouth, we have a rich heritage of inclusion, reaching into all facets of our business, from our workforce to our community outreach initiatives. For us, Supplier Diversity has been an integral part of this for over 20 years. We believe that it is the right thing to do for the communities where we are proud to live and work. And, it's the smart thing to do for our future.

BellSouth operates in one of the most ethnically rich areas of the United States. By continuing to champion diverse suppliers, we invest in our communities, our customers, and in ourselves. Smaller suppliers like minority, women and disabled veteran owned companies, are nimble, provide excellent customer service and lower overhead costs--all competitive advantages.

Our commitment reaches to the top. It's backed by companywide procurement policies developed by our Diversity Council, which is chaired by our Chairman and CEO Duane Ackerman. We also have a champion in Chief Diversity Officer Valencia Adams.

We also require our primary vendors to demonstrate the same commitment. If a company does business with BellSouth, we require them to submit quarterly reports that show the amount of their BellSouth business that they've subcontracted to MWDVBEs.

We also want to pass along what we've learned by providing scholarships to leading universities and offering e-Commerce seminars to sharpen their competitive skills and learn new ways of conducting business to enhance their profitability.

Recognition

* For the third consecutive year, BellSouth finished first among 10 telecommunications companies surveyed in the NAACP 2002 Telecommunications Industry Report Card.

* The Georgia Minority Supplier Development Council awarded us one of their highest honors, the Crystal Award. The council members, who are minority business owners, selected us for the award.

* Members of Div2000.com recently selected us as one of the top 50 corporations providing multicultural businesses opportunities.

More Information

For more information, including instructions for submitting information about your company, please log on to our Web site at http://www.bellsouth.com/suppliers.

Major League Baseball

April 15th marked the 56th year of one of the most historic events for Baseball and America, the anniversary of Jackie Robinson's entry into the Major Leagues. As we continue our commitment to employment and supplier diversity Major League Baseball is determined to make Jackie Robinson's legacy our industry's reality. Major League Baseball strives to diversify our workforce, our fan base and our business partners.

Within sports MLB has remained at the forefront of providing procurement opportunities for minority and women owned businesses through our Diverse Business Partners Program. Our industrywide strategic approach has resulted in expenditures of more than $260 million with MWBE's. MLB's Central Office and Clubs are committed to expanding our supplier diversity efforts as we:

   increase our spend with current vendors and suppliers
   encourage new procurement partners,
   and advocate the advancement of that commitment to our majority
   business partners.

The leadership of Major League Baseball Commissioner, Allan H. "Bud" Selig, drives the success of our program. The result of that leadership is evident in the performance of our franchises. MLB' Clubs cover the spectrum of program implementation and we are proud of our success. Our program manages implementation, strategic communication and vendor utilization. The intention of Major League Baseball is to "think inside and outside of the diamond" as we exceed past performance and continue to set the standard for the sports industry.

Toyota Motor Manufacturing North America, Inc.

At Toyota Motor Manufacturing North America, Inc. we know the business case for supplier diversity and we're putting what we know into practice. We increased our Tier I minority purchases by 50% between 2001 and 2002, and we are continually improving our Tier II sourcing program, which sets MBE procurement goals for our direct, or Tier I, suppliers.

One of the most significant steps we've taken is raising our target for annual Tier I MBE purchases from 5% to 7.5% by 2005. Having reached our previous 5% target a full year ahead of schedule, we have set a new, more challenging goal for ourselves. We are also asking our direct suppliers to set challenging goals for themselves and their Tier II purchases from MBEs. Underscoring our commitment, in 2003 we added Supplier Diversity to the short list of key measurement categories we consider before publicly granting our supplier performance awards.

Performance has always been the core of our supplier diversity effort, and we believe our own business performance is an important engine of opportunity for the nation's MBEs. In the past year Toyota has announced plans to build two new manufacturing plants in North America, which represent additional chances for new business.

Another prime engine of opportunity for MBEs is Toyota's Opportunity Exchange. At this one-of-a-kind event-scheduled this year for November 11, 2003 in Cincinnati--our Tier I suppliers participate as exhibitors for the express purpose of building business relationships with MBEs, who attend for free as Toyota's guests. To date, Opportunity Exchange, which attracted more than 1,500 participants in 2002, has generated millions of dollars worth of contracts between Toyota's Tier I suppliers and MBEs.

For more information on our program, please visit www.toyotasupplier.com and follow the link for supplier diversity.

Coors Brewing Company

Coors Brewing Company (CBC) is committed to diversity in the marketplace and the workplace. Diversity is a core business strategy to the way we do business every day. Supplier diversity is an integral part of Coors' overall commitment to diversity. Our supplier diversity initiative is inclusive and seeks to broaden the pool of suppliers that want to do business with Coors.

CBC uses minority and women-owned business enterprises in several areas ranging from brewing materials to office supplies to chemicals, from advertising to packaging; and from construction to transportation. Coors has awarded Diversified Chemical Technologies, Inc. the Minority Supplier of the Year for the last two years.

Coors is also focusing on several new initiatives that will enhance business opportunities for its minority suppliers. A formal mentoring program is being implemented in 2003 that will target four minority companies. The objective of this program is to provide management advice and assistance to minority and women-owned businesses that will enable the entrepreneurs to become more cost effective and efficient suppliers.

The company will continue to maintain a strong focus on first tier spending and recognize economic development opportunities that will result by improving our existing second-tier program. Minority suppliers will be introduced to key prime suppliers where matching opportunities exists. Specific minority spending targets have been included in agreements with key non-minority partners and spending will be monitored via the supplier scorecard measurements.

These initiatives have allowed Coors to be successful in including Supplier Diversity in performance management. Specific goals are tied to our senior staff objectives for the year, and from there, they cascade down through the organization.

NORDSTROM

Nordstrom launched the Supplier Diversity Program in 1989 because we as a company recognized that there were tremendous opportunities to do more business with minority and women-owned companies. Through this program, Nordstrom has forged new partnerships with businesses from the communities we serve, supporting the economic growth of those communities while giving us the chance to work with qualified minority and women-owned businesses. And it ensures that all qualified businesses have equal access to opportunities with Nordstrom.

In 2002, Nordstrom spent $597.3 million with minority and women owned businesses and total expenditures have exceeded $4.7 billion since the program's inception. In 1995, Nordstrom also was recognized by the U.S. Department of Commerce's Minority Business Development Agency for its corporate advocacy of minority business development and successful diversity efforts.

For further information on the Nordstrom Supplier Diversity Program, contact us via our web site at nordstrom.com/about us, or call us at [phone].

Wal-Mart Stores, Inc.

For the past three years, Wal-Mart Stores, Inc., has been the only retailer to top $1 billion in sales with minority and women-owned businesses, and in fiscal 2002 the total reached $2.5 billion.

Achieving a sales level this large (approaching the level of a Fortune 500 company) doesn't happen by accident. Beginning in 1994, Wal-Mart has had a specific Supplier Development Program in place to enhance relationships with minority and women-owned suppliers and to identify mutually beneficial business opportunities with them.

"This partnership has proven to be valuable to us and to our suppliers," says Excell La Fayette, Jr., director of the Wal-Mart program. "We are constantly on the lookout for companies that can help us meet our goal of providing our customers the best possible products at the best possible prices."

While selling to a company as large as Wal-Mart represents a huge business opportunity for any supplier, "our size can often be intimidating to smaller companies," La Fayette says.

"For this reason, we have initiated local purchase initiatives to allow smaller suppliers to get a start, and we have worked hard to simplify and speed up our own business processes so that suppliers find us easier to work with," he says.

The company expects to utilize the Internet to a greater extent in the future to further simplify interaction and communication with suppliers.

"We've made a company-wide commitment to support minority and women-owned suppliers," La Fayette says. "Our promise is to be honest, fair and open in our business processes and to do all we can to help companies who have the potential to become one of our suppliers."

Wal-Mart is a member of the National Minority Supplier Development Council (NMSDC) and the Women's Business Economic National Council (WBENC). La Fayette serves on the board of directors of both organizations.

IBM CORPORATION

IBM's commitment to diverse suppliers is demonstrated by its rich corporate history. Founded in 1968, as IBM's Minority Supplier Development Program, over the last three decades, IBM has placed billions of dollars of business with its diverse suppliers. In 2000, IBM became the first Information Technology Company to purchase more than $1 billion with diverse businesses and proudly joined the ranks of Minority Business News USA's "Billion Dollar Roundtable".

IBM recognizes a diverse supplier base is integral to its corporate objectives and strategic imperatives--solidifying the connection between customer satisfaction and winning in the marketplace. IBM's policy is to provide minority and women-owned businesses the opportunity to participate in all areas of IBM's marketing, procurement and contracting activities whether for products or services. This exemplifies IBM's ongoing commitment to diversity--in their workforce, customer base, and supply chain.

Two new components of IBM's program are our Regional Town Meetings which they began in 2001. These sessions provide an interactive discussion between IBM procurement executives, managers, procurement personnel, and selected current and potential diverse suppliers. In 2002, IBM began a mentor program involving their procurement executives. These executives are assigned as mentoring partners to select diverse suppliers to enhance their development.

IBM's Program Director for Global Supplier Diversity, I. Javette Jenkins has corporate responsibility for implementing the supplier diversity program and measuring its success.

For additional information please contact:

Javette Jenkins

IBM Corporation, Rt. 100

Somers, New York 10589

Washington Mutual

Support for Diversity

The success of any business is due largely to ensuring that it guarantees fair and equal access for every employee, customer, vendor and partner. Washington Mutual has been lauded for providing an environment that welcomes men and women of diverse backgrounds.

Our National Supplier Diversity Program monitors and encourages contracts with businesses that are at least 51 percent owned by minorities, women or individuals with disabilities. Begun in 1998, the program empowers minority businesses to compete as suppliers through the proof of their skills rather than by company size.

Our company's long-term goal is to award up to 15 percent of our supplier-related contract expenses to companies that qualify for the program. As of 2002, we were at 12.07 percent, up from 11.26 percent in 2001. These services are contracted with us directly or through qualified subcontractors.

Building and maintaining a diverse employee base that reflects the communities we serve also helps us understand the needs of those communities and makes us a better company.

While valuing employee diversity is not new to us, we continue to grow in several key areas. Ethnic minorities currently comprise 39 percent of our workforce and 30 percent of our managers. Women comprise 68 percent of the workforce and 64 percent of our managers.

In 2002, we launched a diversity recruitment team, created a high-level diversity recruitment strategy, and began rolling out diversity recruiter training in all business units. We also partnered with local and regional universities, specifically targeting those with diverse student populations. We're proud that Fortune Magazine named Washington Mutual one of the "Best Companies for Minorities" for the third consecutive year.

If you're interested in learning more about Washington Mutual's National Supplier Diversity program, please contact Carolyn Crowson at 206-377-3553 or [e-mail].

Morgan Stanley

Diversity is essential at Morgan Stanley and permeates every aspect of our business. Our workforce consists of highly talented and creative individuals who represent a cross-section of our global community. Our core values--integrity, excellence, entrepreneurial spirit, respect for individuals and cultures and teamwork--help us attract and develop diverse and exceptional individuals who make our firm a preeminent provider of global financial services.

As with our workforce, our supplier base consists of some of the most talented and creative providers of services. The entrepreneurial spirit that thrives in the minority and women owned businesses that we work with drives the development of the kinds of products and services we value the most. Our diverse vendor base not only strengthens competition and the potential for cost savings, but also provides a means for building the economic base of the communities in which we operate. We continue to develop and strengthen our supplier pool to ensure that the Morgan Stanley hallmarks of quality, innovation and integrity remain paramount. Our commitment to our Supplier Diversity Program is evident in the program's growth. We established a formal process and outreach program to diverse suppliers in 1008. Over a four-year period of time, our program has grown in excess of 1600% and we now have over 3200 registered vendors. Our supplier diversity vendors provide a broad range of services--from construction, to graphic design and printing, to office and computer supplies to professional services. Our goal is to have access to the highest quality products and services at the best price. We achieve this goal by working with our supplier diversity vendors and by continuing to develop longstanding relationships with partners who are visionaries and whose creativity, ethical business practices and entrepreneurial spirit will keep Morgan Stanley at the forefront of the financial services industry.

If you're interested in learning more about Morgan Stanley's diversity program, please contact us at [e-mail].