When Columbus, Ohio-based Harper Engraving and Printing first started working with Applied Biosystems Inc. a little more than a year ago in the company’s supplier diversity program, the veteran-owned business kept its promise that it would go the extra mile – literally – for its customers.
"When it came down to making the final decision about using them, the company flew down here to meet with us face to face," said Jay Sheldon Wesley, supplier diversity manager at Applied Biosystems in Norwalk, Conn.
"They helped us to understand their capabilities more clearly and showed us the latest technology they use to get the job done," Wesley said. "They have a very big can-do attitude and believe customers come first."
Applied Biosystems is a life science research firm that develops and markets instrument-based consumables, software and services that researchers use to analyze nucleic acids (DNA and RNA), small molecules and proteins.
Applied Biosystems (NYSE: ABI) merged with Carlsbad, Calif.-based　Invitrogen Corp. (NASDAQ: IVGN) in November to form Life Technologies Corp., which trades on the NASDAQ Global Select Market under the ticker symbol "LIFE."
Today Life Technologies is a $3.5 billion global biotechnology tools company that employs more than 9,500 workers in 100 countries and currently holds 3,600 patents and exclusive licenses.
With the merger comes the need for more services and opportunities for veteran and service-disabled veteran businesses, Wesley said. Opportunities run the gamut from advertising and consultancy services to DNA kits and promotional items to furniture and temporary workers.
Life Technologies also needs various lab, office and technology supplies, said Wesley, who has held various positions in several supplier diversity programs over the past two decades. Five years ago, he joined Applied Biosystems, where he assumed his current position.
He especially enjoys working with veterans because it gives him the opportunity to give back to those who have made sacrifices for the U.S.
"I personally think vets have not gotten the best deal, as have minorities and women," said Wesley. "I think anyone who joins the service and puts themselves in harm’s way should have the first crack at new business and education opportunities."
As a small business advocate with a special focus on veteran-owned and other small business categories, Wesley stressed the importance of preparation.
"Before you approach us, or anyone within a supplier diversity program, you should do your homework first," said Wesley. "Don’t ask me what I do. You should already know that when we meet."
"I see a lot of small businesses at matchmaker events that spend their available time asking
people like me what our companies do, what we provide and who we serve," said Wesley. "These business owners should know their potential customers and use that 10 minute period to show me what value they bring to the table for my company."
Wesley recommends veterans compile a one-page info sheet that includes a capabilities statement and company
background so that even if a meeting or introduction is cut short or interrupted, supplier diversity managers can recall key points about the business.
Researching a company and understanding the reason it works closely with women, minorities, veterans and service-disabled veterans who own businesses can tell someone a lot about what drives a particular supplier diversity program.
"You can tell which companies embrace supplier diversity because it’s part of the corporate culture and which ones are complying just so they can use it as part of their marketing strategy," Wesley said.
According to Wesley, Life Technologies is on a mission to increase the amount it spends on services and products supplied by veteran, service-disabled veteran, and other diversity owned businesses.
"This company has always recognized the contributions vets make," said Wesley. "It’s important to make sure the transition back into mainstream society is smooth and easy."
In 2008, the company poured $306 million into its pool of small business suppliers. Its initial goal was to spend 1 percent of that figure on veteran-owned businesses. According to Wesley, the life sciences firm exceeded that amount by .83 percent.
A year earlier, the company spent $327 million on small business suppliers, of which 1 percent was allocated to veteran-owned businesses.
The Web site
(www.appliedbiosystems.com/about/diversity.cfm) is one of the best ways for VOBs to learn more about supplier diversity opportunities at Life Technologies.