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Small Business / Supplier Diversity Program at DuPont

May 8, 2012 Susan B. Youngblood Patrick E. Toelle 5/30/2012

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Purpose


Review Small Business/Supplier Diversity Program at DuPont


Rollout the elements of the Program Process


Review the qualification requirements
Review the Sourcing Process


Provide the rules of engagement! Product


Understanding potential opportunities at DuPont
Contact information at DuPont

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DuPont Core Values

• Safety & Health • Environmental Stewardship • Highest Ethical Standards • Respect for People

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DuPont in 1802

DuPont in 2011


40 employees


60,000 employees


1 site


> 210 sites


1 country


> 70 countries


1 product


Hundreds of thousands of DuPont products and customers


12 customers
$15,116 in sales (1804)


$38.0B in sales (2011) 5/30/2012

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DuPont 2011 |

$38.0B Sales by Segment

$9.2 B DuPont Agriculture & Nutrition

$4.3 B • Pioneer Hi-Bred • Crop Protection • Nutrition & Health

Core Markets: Production Agriculture • Food & Nutrition

$3.2 B

Core Markets: Consumer Electronics • Advanced Printing • Photovoltaics • Displays

$7.8 B

DuPont Performance Materials

• Performance Polymers • Packaging & Industrial Polymers

Core Markets: Automotive • Packaging • Electrical/Electronics • Construction • Consumer Durables

$3.9 B • Titanium Technologies • Chemicals & Fluoroproducts

Core Markets: Construction • Specialties • Industrials & Chemicals

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Core Markets: Automotive OEM • Collision Repair • Industrial Coatings

$6.8 B

DuPont Electronics & Communications

DuPont Performance Chemicals

DuPont Performance Coatings

DuPont Safety & Protection

• Protection Technologies • Building Innovations • Sustainable Solutions

Core Markets: Industrial Personal Protection • Construction & Industrial • Military & Law Enforcement 5

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DuPont at Cooper River in 2012

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DuPont at Cooper River in 2012

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DPT - Kevlar®

DPP - Hytrel®


~130 employees


~60 employees


24/7 operation


24/7 operation


Spinning facility producing yarn.


Continuous Polymerization


Multiple product grades


Thermo-plastics


Designed for future expansion


Multiple product grades
Designed for future expansion

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DuPont Businesses 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 5/30/2012

Applied BioSciences Building Innovations Chemicals & Fluoroproducts Crop Protection Electronics & Communications Nutrition & Health Packaging & Industrial Polymers Performance Coatings Performance Polymers Pioneer Hi-Bred Protection Technologies Safety Resources Titanium Technologies

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DuPont Trademarks – few of the unique 1,850! DuPont Refrigerants – SUVA, ISCEON

DuPont™ Teflon® fluoropolymer resins

DuPont™ Tyvek® in Building & Construction

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The Vision of DuPont To be the world’s most dynamic science company, creating sustainable solutions essential to a better, safer, healthier life for people everywhere.

We are a market-driven science company. 5/30/2012

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Core Value – Respect For People DuPont Corporate Policy: (US & Puerto Rico) "It is the policy of DuPont to identify and include small (veteran-owned, service-disabled veteran-owned, womenowned, HUBZone, disadvantaged-owned) businesses, and diverse (women and minority owned) businesses among its sources of supply and to assist in the development of these businesses into competitive suppliers in accordance with DuPont Core Values. All DuPont businesses are responsible for implementation of this Policy which will be executed by DuPont Sourcing & Logistics“

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Classifications Measured: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22.

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SB – Small Business SDB - Small Disadvantaged Business - Ethnic and Socially Disadvantage Business HUBZone - Historically Underutilized Business Zone for Small Business located in the HUBZone VOSB - Veteran Owned Small Business SDVOSB - Service Disabled VOSB WOSB - Woman Owned Small Business WBE - Woman Business Enterprise SB African American - MBE - U.S. Citizen having origins in the Black Groups of Africa African American - MBE - U.S. Citizen having origins in the Black Groups of Africa SB Hispanic American - MBE- U.S. Citizen having origins in Mexico, South & Central America, and the Caribbean Basin Hispanic American - MBE- U.S. Citizen having origins in Mexico, South & Central America, and the Caribbean Basin SB Native American - MBE- American Indian, Hawaiian Native American - MBE- American Indian, Hawaiian SB Alaska Native Corporation - MBE - Eskimo, Aleut Alaska Native Corporation - MBE - Eskimo, Aleut SB Asian Indian - MBE- U.S. Citizen having origins in India, Pakistan or Bangladesh Asian Indian - MBE- U.S. Citizen having origins in India, Pakistan or Bangladesh SB Asian Pacific - MBE - U.S. Citizen having origins in Japan, China, Taiwan, Korea, Vietnam, Laos, Cambodia, Philippines, Samoa, Guam, and Northern Marianas Asian Pacific - MBE - U.S. Citizen having origins in Japan, China, Taiwan, Korea, Vietnam, Laos, Cambodia, Philippines, Samoa, Guam, and Northern Marianas HBCU - Historically Black Colleges and Universities MI - Minority Institutions - institutions of higher education enrolling populations with significant percentages of minority students AbilityOne - Provides job opportunities for people who are blind or have other severe disabilities

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National and Regional Sponsorship 1. NMSDC – National Minority Supplier Development Council 2. 16 NMSDC Affiliates:

DE, CA, LA, KY, MI, NC, NJ, NY, OH, PA, PR, SC, NC, TN, TX and VA

3. USPAACC – US Pan Asian American Chamber of Commerce 4. NaVOBA – National Veteran Owned Business Association 5. The Conference Board - The Supplier Leadership Council 6. PA-NJ-DE WBEC – Women’s Business Enterprise Council 7. WBENC – Women’s Business Enterprise National Council 8. WIT – Women In Trucking 9. NAWBO-DE – National Association of Women Business Owners 10. State of Delaware – Supplier Diversity Council 11. USHCC- US Hispanic Chamber of Commerce 12. Minority Enterprise Development Week – US Chamber of Commerce 13. National Veterans Small Business Conference & Expo 14. State of Delaware Small Business Administration Conferences and Expos 15. Greater Philadelphia Hispanic Chamber of Commerce 5/30/2012

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How do I conduct business with DuPont?

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Qualification Requirements Aligned with DuPont Core Values:  Safety and Health - EMR (Experience Modification Rating) less/equal to 0.99 and a - TRFR (Total Recordable Frequency Rate) less/equal to 5.00  Environmental Stewardship  Highest Ethical Behavior  Respect for People  Sound financial foundation  Demonstrated experience – qualified to perform the services or deliver the goods and/or products  Certified Small/Large, Disadvantaged, Veteran, Service Disable Veteran, HUBZone, Woman and Minority Owned Businesses  Union and Non-Union Business

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Supplier Qualification Process  Conference, Trade Show or Matchmaking: (1) Pre-screening of a supplier prior to the event: - Google, supplier web site, colleagues, etc

(2) Initial assessment based on meeting with supplier - capabilities, products, services, safety, etc (3) Invitation to send specific information: - specific service/product they wish to provide to DuPont - footprint for their capabilities - minimum/maximum contract values - safety data for services: EMR & TRFR - SB/SD certifications - tell me why DuPont should conduct business with you?

(4) If supplier responds, invite them to register in the Supplier Portal and once their registration is completed and confirmed --> the appropriate Buyer is contacted (5) The Buyer will make the final evaluation and determination to invite the SB/SD supplier to an opportunity 5/30/2012

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General Sourcing Process 1) 2)

Registration in DuPont Global Supplier Portal Buyer and/or Project Team will finalize the qualifications for the Small Business/Diverse Supplier 3) Buyer and/or Project Team will finalize the Bidders List for the Bid Package via an RFI to RFP process 4) Bidders invited to participate in the bidding process will be notified by the Project Team 5) Bid package will be issued to bidders via a web-based Sourcing application used for hosting on-line reverse auctions, negotiations or sealed bids 6) A bidders/site visit meeting conducted to review health & safety, scopes of work, specifications, standards, schedule, site and general conditions 7) Review period for the bidders 8) Q&A period for the bidders 9) Bid due date 10) Review and clarification period, if necessary 11) Award

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Rules of Engagement 1. Do Your Homework on DuPont • Due diligence

2. Do Your Homework for Your Fit in DuPont • How can I help you fit into DuPont? Your niche? NAICS?

3. Differentiate Your Services/Goods/Products • Demonstrate ROI – why conduct business with you? 4. Develop a relationship • Persistence, patience, ready for opportunity!

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Don’t: 1. Lead with your minority classification • DuPont does not have set asides

2. Ask “what does DuPont make?” • Immediate disconnect!

3. Ask “what do you need done in DuPont” • Very difficult to be your advocate!

4. Call every week • It may take years for your opportunity

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Potential Opportunities at DuPont  Construction Services  Contract Manufacturing  Engineering Services  Environmental Remediation Services  Lab Supplies & Services  Lab Chemicals  Logistics Services  Packaging  Raw Materials  Safety Supplies  Specialty Chemicals  Waste Management Professional Services, Marketing, Human Resources, Staffing and IT have very limited opportunities

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Contact Information Ron Tutundji • Small Business/Supplier Diversity Manager • 302-892-8462 • [email protected] •Susan Youngblood •Sourcing Operation Team Leader – Southeast US Region •843-797-9767 •[email protected] •Patrick Toelle •Sourcing Operations Site Leader – Southeast US Region •843-797-9890 •[email protected] 5/30/2012

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