Wednesday, January 18, 2006

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Benedict Negotiating Seminars


Institute for Supply Management

ISM's Annual Conference

Supply Management: Maximizing Opportunities, Managing Risk.

In This Issue...
  • One on One: An Interview with Sarmento Silva.  Read more.
  • Gaining Control Over and Reducing Indirect Spend.  Read more.
  • Now Available Online -- Latest Issue of eDigest: Chemicals Newsletter.  Read more.
  • New ISM Workshop.  Read more.
  • New ISM Web Seminar -- Introduction to Total Cost of Ownership (TCO).  Read more.
  • Put Your Knowledge Into Action.  Read more.
  • The Inaugural Global Supply Management Conference.  Read more.
  • Term of the Day.  Read more.
  • Calendar of Events for February.  Read more.
  • Contact Us.  Read more.

One on One: An Interview with Sarmento Silva

This summer The Journal of Supply Chain Management interviewed Sarmento Silva, C.P.M. Below is an excerpt from that interview:

Sarmento Silva, C.P.M., is a 27-year career purchasing professional, currently serving AstraZeneca Pharmaceuticals as director, purchasing system development and reengineering on assignment as leader for its current mySAP ERP and Ariba Buyer implementation project. Silva holds a BA in communications and an MBA in marketing. In 1993, Silva was awarded the Distinguished Service Award from the Western New England Purchasing Management Association, Massachusetts House and Senate, and received a citation from the governor's office for statewide excellence. In 2004, he was awarded the "Dick Jackson" award for distinguished service to NAPM—Delaware, Inc.

The Journal of Supply Chain Management: What makes sourcing services different from sourcing traditional goods?

Sarmento Silva: While traditional goods don't need a lot of conceptual vision, sourcing services is typically a collaborative effort. Most people involved in services have an appreciation for their own subject-matter expertise. Many times, these services are not necessarily mapped out in advance, but come as a collaboration with the supplier. The supplier comes in and pitches ideas and from that there tends to be a development of what is needed.

I think from this perspective, people who use that service see themselves as subject-matter experts and have a hurdle to get over when purchasing people come in and say they can help. This situation makes sourcing services more difficult because you're having to deal with not only external forces (suppliers) but internal forces (subject-matter experts) as well.

To read the entire interview with Sarmento Silva click here.

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Gaining Control Over and Reducing Indirect Spend

A complimentary Web Seminar presented by ISM and American Express
February 2, 2006
11:00 a.m. Pacific / 2:00 p.m. Eastern

This program qualifies for one CEH

Control and management of indirect spend continues to be a challenge for most organizations. Procurement professionals are tasked with finding new and creative solutions to reduce significant indirect spend -- including T&E -- while also streamlining procurement processes.

When you attend this free Web seminar, you will learn how to:

  • Maximize the spend and manage the compliance of T&E expense
  • Streamline supplier sourcing and negotiation
  • Identify opportunities for savings in the procure-to-pay process

Listen to experts that have visibility into the challenges and opportunities within the indirect spend category:

  • Steve Landuyt, Regional Vice President, American Express
  • Lane Dubin, Vice President, Business Development American Express Travel
  • Case Studies from Two Practioners

For more information or to register for this event click here.

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Now Available Online -- Latest Issue of eDigest: Chemicals Newsletter

The latest issue of the ISM eDigest: Chemicals newsletter was distributed on January 12, 2006. This publication is a quarterly e-newsletter that provides timely information on supply management topics pertinent to the chemical industry and those purchasing chemicals. Each issue contains articles, facts, strategies, and resources to help you understand the sourcing issues that face this dynamic field. Highlights of this quarter's newsletter include:

  • Pharmaceutical Overseas Investment: Only 37 percent of pharmaceutical executives believe their companies' levels of investment in China and India will reach $150 million or more by 2010.

  • Plastic Bottle Recycling: Plastic bottle recycling by consumers increased by 247 million pounds in 2004, the largest annual increase in history, to reach a record high of more than 1,900 million pounds.

  • RFID and Pharmaceutical Applications: RFID in healthcare and pharmaceutical applications markets earned revenue of $370 million in 2004 with projections reaching $2,318.8 million in 2011.

  • Supply Chain Security Q&A: Dow Chemical realized improving its supply chain security required a close collaboration and partnership with its transportation service providers to continuously evaluate vulnerabilities and ensure that safeguards are in place.

  • Commodity Report: The U.S. soda ash industry is encountering a situation that it has not experienced in nearly 100 years; it is now the second-largest soda ash-producing nation in the world.

If you would like to subscribe to the eDigest: Chemicals newsletter or you would like to view past issues click here.

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New ISM Workshop

ISM Workshops are designed to dig deeper and demand more. Learn through a combination of hands-on, teamwork and interaction. You will be exposed to complex, real-world issues. Workshops provide a backdrop to focus on individuals' organizational needs. Join us for this dynamic session:

P-Strat Supply Management Strategy Simulation: A Hands-On Approach to Creating and Using Supply Management Strategies (#4335)
Date: February 2-3, 2006
Location: Tempe, AZ
Price: ISM Member: USD 1,295 Nonmember: USD $1,495

For more information and to register click here.

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New ISM Web Seminar -- Introduction to Total Cost of Ownership (TCO)

As an introduction to TCO analysis, this one-hour session addresses the true cost of doing business with your suppliers. Discover how outsourcing and various business processes affect your bottomline. We'll explore several key reasons that make TCO a success and how you can define challenge areas, build the right team, and ultimately understand the inherent risks in your final analysis. Register today and find out how to incorporate TCO within your organization.

Date: February 16, 2006
Time: 10:00 a.m. Pacific / 1:00 p.m. Eastern
Presenter: Lisa Ellram, Ph.D., C.P.M., A.P.P.
Price: $99 per individual or $179 for two or more attendees per connection.

For more information or to register click here.

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Put Your Knowledge Into Action

ISM's 39th Annual Supply Management Program
March 6-10, 2006
Location: Tempe, Arizona

This program makes the subject matter come alive and delivers a complete leadership and education package. Early registration ends February 7, 2005.

For more information or to register click here.

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The Inaugural Global Supply Management Conference

Making Global Sourcing and Supply Management More Effective in Your Organization

This conference features a great line-up of speakers and topics from leading-edge technology, research, academia and leading-edge practitioners with real case studies and practical experience. Come early and join us for the one-day pre-Conference seminar, Globalization: Its Impact on Supply Management and save $$ on your registration fee.

Date: March 8-9, 2006
Location: Tempe, AZ

For more information click here.

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Term of the Day

Today's ISM Term of the Day is: TRAFFIC.

Definition: A materials management activity that controls buying, scheduling, auditing, and billing of common and contract carriers.

A different Term of the Day is posted on the ISM Home Page ( each day -- 7 days a week. The Term of the Day is taken from the Glossary of Key Supply Management Terms.

ISM members can access the online Members Only Glossary of Key Supply Management Terms which includes terms from the private, public, and various industry sectors, and from a wide variety of sources. The Glossary can be browsed alphabetically, or searched by keyword.

To access the Glossary click here.

If you are not a member but would like membership information click here.

Help us update this Glossary! If you don't find the term or definition that you are looking for let us know. We will be updating the ISM Glossary in the coming months, and your input will be useful for the new edition. To contact us regarding the Glossary, e-mail:

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Calendar of Events for February

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Contact Us

Questions/Comments? Contact RaeAnn Slaybaugh.

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