--- To enhance the value and performance of procurement and SCM practitioners and their organizations worldwide ---

1999 International Conference Proceedings (May 1999)

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Title:
21st Century Contracts and Contract Administration
Abstract:
A contract is a legally enforceable agreement between two or more parties involving mutual promises to do or not to do something. The contract lies at the heart of all commercial transactions. A good contract can protect your company from liability, guarantee the quality of purchased goods and services, and provide remedies if terms and conditions are not met. 21st century contracts will be automated, just as binding as traditional contracts, easier to form, and will help the purchasing professional be more efficient. They will also require skillful contract management to guarantee performance in the world of electronic commerce.
Authors:
Preston J. Leavitt, Ph.D., J.D., C.P.M.


Title:
Achieving Excellence: Creating Customer Passion In Your Purchasing Organization
Abstract:
Excellent purchasing organizations consistently exceed internal customer expectations. They engage in continuous customer dialog, demonstrate total commitment, and offer customer-friendly processes. Based on years of experience in helping purchasers deliver world class service, this paper offers proven tools for assessing the customer-friendliness of your organization, and for achieving excellence.
Authors:
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.


Title:
Anatomy Of A Purchasing Revolution - Wellman's Story
Abstract:
On December 31, 1998, Wellman, Inc. Purchasing ended a 5-year strategic plan intended to transform and optimize the way purchasing is conducted within the Wellman organization. This article is intended to overview that process with specific emphasis on the state of Wellman Purchasing at the beginning, the major change initiatives, methods of approach, difficulties encountered, and the benefits derived.
Authors:
Erv Lewis, C.P.M.


Title:
Bid Rigging -- It Happens: What It Is And What To Look For An Antitrust Primer for Procurement Professionals
Abstract:
Bid rigging, price fixing and other typical antitrust violations have a more devastating effect on the American public than any other type of economic crime. Such illegal activity contributes to inflation, shakes public confidence in the country's economy, and undermines our system of free enterprise. In the case of government procurement, such crimes increase the costs of government, increase taxes and undermine the public's confidence in its government. If all those involved in procurement have a working knowledge of the antitrust laws and understand how to identify violations, they can make a significant contribution to law enforcement.
Authors:
Robert E. Connolly


Title:
C.P.M. Examinations: Trick or Treat?
Abstract:
The attainment of the C.P.M. designation under NAPM's certification program, encompasses requirements of experience, education, and the attainment of a passing score on four required examinations. It is this latter necessity that is perceived as the most difficult, and in many cases, the single most reason why some fail to attain the C.P.M. designation, and why others do not even try. The process is seen as intimidating, and fear of the questions, whose purpose to some appears to be an attempt to trick or trip a candidate rather than test their ability, results in a hesitancy that often prevents many who are qualified from attaining their NAPM certification.
Authors:
Rene A. Yates, C.P.M.


Title:
Comparing Current and Future Buyers' Views on Gift and Gratuity Acceptance
Abstract:
Recently, gift and gratuity acceptance has been rigorously studied, primarily as it impacts buyers and vendors. But relatively little attention has been focused on the views of future purchasing professionals. This study compares the views of both current practitioners and business school students concerning gift and gratuity acceptance.
Authors:
Gregory B. Turner, D.B.A.
Mark F. Hartley, D.B.A.


Title:
Competitive Intelligence: Where Spies Go After the Cold War
Abstract:
At the end of the Cold War, literally thousands of government workers in the intelligence communities were suddenly laid off, their services no longer required by their governments. Unlike many others in government service, these people, and their specialized skills, were quickly rehired by major business corporations such as Xerox, IBM, and others. These companies began using competitive intelligence as a means of improving their market share and competitive position in the fierce competitive marketplace.
Authors:
Steven L. Clayborn, CPCM, C.P.M.


Title:
Complaints, Complaints, Complaints........Lets Go to the Optometrist to Get Rid of Them
Abstract:
Everyone hates complaints. Some of us though, have listened to the Customer Service gurus and we make sure we react to complaints quickly. "The customer is always right," they say. "Do it right the first time! Respond quickly! Make them happy at all costs!" We are tired of this stuff. We are doing the best we can..... especially since our resources were cut so much in the last reengineering effort! What do they want from me? I am not going to take this anymore!!!!!!
Authors:
Ricardo R. Fernandez, P.E.
Topic:
Tools for the Effective Supply Manager



Title:
Concepts for Public Purchasing
Abstract:
Cost containment, right sizing, tight budgets and just plain better management forces government purchasing to become more efficient with less people. Gone are the days when Purchasing could throw people and money at a problem.
Authors:
Donald L. Woods, J.D., C.P.M.
Bramby Tollen, C.P.M.


Title:
Contract Writing and Management For Procurement Professionals
Abstract:
A key characteristic that distinguishes a true purchasing professional is the ability to handle complex transactions that require contractual coverage beyond the basic/standard P.O. This paper will propose a comprehensive, practical approach to the writing and administration or management of contracts in the procurement environment.
Authors:
Ernest G. Gabbard, J.D., C.P.M., CPCM


Title:
Critical Issues and Core Skills for the 'Globally Competent' Purchaser
Abstract:
Relentless development and change in the world business arena present an on-going challenge to all purchasing professionals. Just as corporations, and the markets that host them, are involved in an almost constant dynamic of change - at what appears to be an ever-increasing pace - so are we driven by the need to continually upgrade our knowledge and skills to keep pace. Our professional survival depends on an ability to understand, analyze, and manage the critical issues in successful world-class purchasing, thereby maximizing performance. In order to manage these identified critical issues, we need specific core competencies. We need a specific set of skills. In a business environment where on-going technological advancement is the key driver of structural change and global involvement, the skills challenge is immense.
Authors:
Andrea Charman
Agar Burton


Title:
Culturally Effective Contracting--Modifying Contracting Practice for International Use
Abstract:
Standard U.S. purchasing contracting practices can be not only ineffective, but also counterproductive when buyers use them in other countries. This presentation will explain both the cultural and legal differences that cause this loss of effectiveness. It will suggest specific changes in practices and provide examples of the right and wrong way to work with potential foreign suppliers.
Authors:
Dick Locke


Title:
Does Purchasing Generate Value or Expense? Identify Your Value Added!
Abstract:
Traditional and strategic concepts of purchasing value added are reviewed. Methods of adding value are presented and discussed. An approach for development of a purchasing performance measurement system and appropriate metrics for measuring results are presented. Considerations in management reporting of value added results are discussed and examples of actual value added achievements are presented.
Authors:
Thomas A. Crimi, C.P.M.
Ralph G. Kauffman, Ph.D., C.P.M.


Title:
Doing Business in the Former Soviet Bloc and Russia Today
Abstract:
Global village, this term has never been truer than with in the last decade. As companies grow, they grow beyond the borders of their own country. The question is to where to expand? In order to move into a new market, an unexplored market, and a market that could put a company on the Fortune 500 list, a company could only want to expand into Russia. To expand into Russia, a company not needs to understand the business world; it must also understand the cultural environment of that world.
Authors:
Curtis H. Englert


Title:
Electric Utility Deregulation - Is it a Good Deal?
Abstract:
Electric utility deregulation is a hot topic these days and several states such as California, Rhode Island, and Massachusetts, already have open access for most or all customers in some form, with many other states at various stages of consideration or implementation (Morgan, 1998). Most of us like the idea of competition and the ability to choose power companies like we choose our long distance carrier. But, is deregulation really a good deal for all classes of consumers (industrial, commercial and retail) in every state?
Authors:
Wade C. Ferguson, D.B.A., C.P.M., A.P.P.


Title:
Electricity Deregulation - The UK Experience
Abstract:
In 1999 the electricity market in the USA will begin to change as deregulation becomes effective. Non-negotiable tariffs will be replaced by negotiated contracts and, in theory, a competitive market for the sale and purchase of electricity will become established. If any buyer of electricity in the United States believes this to be true, he or she should examine the experience of the UK where electricity deregulation commenced in 1990. This paper will present the issues faced in the UK and how they were tackled or remedied.
Authors:
John Matthews
Linda P. Michels, C.P.M.


Title:
Electronic Commerce - Is It Hype or Is It Reality?
Abstract:
Over the last few years the Internet "Web" transitioned from a source of entertainment to an infinite source of knowledge. The Internet has long left its days of research logs and chat-rooms. An abundance of information at our fingertips allows us to make business decisions and facilitate processes using a common platform.
Authors:
LaRoyce E. Morgan


Title:
Electronic Commerce Classes of Solutions: How Are They Evolving
Abstract:
At last year's NAPM conference in Dallas, TX, AMS presented Electronic Commerce (EC) Classes of Solutions for Purchasing which provided an overview, based on AMS's 3 'Classes of Solutions', of the different ways in which procurement organizations can implement an automated purchasing system that leverages an electronic catalog. While still applicable today to many organizations currently evaluating the different solutions on the market, we felt it would be valuable to update our model based on technical advancements, implementation experiences, and new visions of the 'next generation enterprise' that have all evolved over the last 12 months. Copies of both presentations (last year's Electronic Commerce (EC) Classes of Solutions for Purchasing and this year's Electronic Commerce Classes of Solutions - How are They Evolving?) are available to all presentation attendees.
Authors:
Patti Hegland
Gregg Mossburg


Title:
Electronic Commerce Solutions - Selection Process and Suppliers' Honest Answers to Your Tough Questions
Abstract:
What is E-Commerce? Is your definition the same as someone else's? Is yours correct? Is EDI E-Commerce? Who are the emerging E-Commerce suppliers? What are their technologies? These are all definite key questions that need to be answered prior to selection and implementation of an E-Commerce solution. One of the key aspects to this selection process is defining the minimum system and functional requirements of the E-Commerce solution, and then incorporating those requirements into a Request For Proposal document. The following is a guideline of the types of requirements to consider when developing a requirements document. To develop this document, it is important to form a cross functional team of all areas of the corporation that will be impacted by the chosen system, and get their input as to their requirements.
Authors:
Russ Boyd


Title:
Electronic Commerce: XML and Its Impact on Electronic Purchasing
Abstract:
Since its formal approval as a standard in early 1998 (the World Wide Web Consortium granted XML 'formal recommendation status' in February), eXtensible Markup Language (XML) has been the 'talk of the town' amongst Web-based software application vendors, industry visionaries, and aggressive early adopter organizations. The reason for so much attention is that organizations all over the world and in every different industry are examining the benefits of automating business processes that extend beyond the traditional 'enterprise' and enable them to interoperate with next generation 'electronic communities'. XML's role as a meta-language (a language used to build another language) promises to significantly impact the way businesses of all sizes share information within 'electronic communities' of the future.
Authors:
Patti Hegland
Gregg Mossburg
Eric Livingston


Title:
Emergency Response Contracting for Quality & Cost Control
Abstract:
If your company manufactures, ships, or receives any type of regulated substance, it is possible that your company could be the responsible party in a future spill emergency and remedial response. In fact, even unsuspecting companies have had small spills from company-owned vehicles, larger spills from on-site transformer units, and spills from small tanks holding back-up generator fuel. In fact, almost no industry is immune from being involved in an emergency response clean-up incident. This presentation offers an approach to ensure your contractual readiness for such an emergency while enhancing cost control and quality assurance for your company's response.
Authors:
Drew McCarty


Title:
Environmental Supply Chain Management
Abstract:
Environmental supply chain management consists of the purchasing function's involvement in activities that include reduction, recycling, reuse and the substitution of materials. Despite the potentially important role that the purchasing function can play in a firm's environmental activities, little research has been performed to date that examines the factors that affect environmental supply chain management. The authors examined how intra- and inter-organizational factors both drive and constrain purchasing's involvement in environmental supply chain activities.
Authors:
Dr. Joseph R. Carter, C.P.M.
Dr. Ram Narasimhan


Title:
Finding And Exploiting Best Practice In Your Organisation
Abstract:
By focusing on simple top-level results to assess buyers' performance, managers are missing the most crucial determinant of performance - the buying process.
Authors:
Robert Patrick Maguire


Title:
Getting Your Procurement Card Program Back On Track
Abstract:
Thousands of companies have implemented purchasing card programs, but many are not performing at even minimal expectations. This presentation presents the analytical tools to evaluate a program, discusses the reasons for the most common program problems, and provides tested solutions for eliminating the problems. Also provided are creative ways to use purchasing cards that can significantly improve program performance and eliminate more small-dollar transactions in the purchasing area.
Authors:
Stephanie A. King


Title:
Global Sourcing Approaches and Implementation Issues
Abstract:
Obtaining success in Global Sourcing can be one of the purchasing professional's most challenging and rewarding experiences. The probability of success can be greatly increased with the understanding of the numerous approaches to International Procurement and a discussion of a few of the implementation issues related to the selection of parts, determining the "know to knows", and targeting counties from labor rate comparison data.
Authors:
Robi Bendorf, C.P.M.


Title:
Got You Covered! The 21st Century Approach To Customer/Supplier Agreements
Abstract:
Are you maximizing your relationship with your supplier? Many customer/supplier interactions are either in the North Pole or the South Pole of the relationship spectrum. Some companies have not even defined, much less, stated in writing, their expectations of their suppliers as well as themselves in this relationship. On the other hand, some companies have strangled their suppliers with legalistic, cumbersome and voluminous contracts that penalizes their every move. This presentation goes from both extremes of the spectrum to more neutral territory in focusing on developing customer/supplier agreements that provide the purchaser with necessary and desired coverage but yet, also benefits the supplier.
Authors:
Patrick S. Woods, C.P.M., A.P.P., CPIM


Title:
Harnessing Strategic Supplier Development To Significantly Improve, Quality, Delivery And Cost
Abstract:
In the early 1990's Sterling Winthrop Australia's business was being attacked in the market place by the introduction of Generic products across two major markets - Analgesics and Household. Management took on the challenge moving the culture of the organization from a large slow moving pharmaceutical organization to a lean, innovative, customer driver business. The Purchasing Department at the time was unworkable; Perceived by management as a clerical function, Computer generated requisitions took 4-5 days to place, Supplier performance was not monitored, Average 7 suppliers for every category purchased, Prices escalating around 10% pa, Quality problems abounded.
Authors:
Debra L. Stubbings


Title:
Hot Skills for the New Millennium
Abstract:
Supply Chain Management and Logistics has been on the "HOT Job Track" since 1997. How does one build and support the appropriate competencies to keep supply management a strategic focus? A focus must be placed on competency modeling for career development and continuous management assessment. This presentation will address processes, best tools and proven practices that allow you to attract, motivate and retain the brightest and most talented in the profession.
Authors:
Cathy Martin-Kendrick, C.P.M.


Title:
How Manufacturers Can Use Internet-Based Sourcing And Procurement Of Production Materials To Cut Costs And Speed Product To Market
Abstract:
Manufacturing profitability depends on two things - money and time. To beat the competition, manufacturers have to squeeze cost and cycle time out of thousands of components and suppliers.
Authors:
Chris James


Title:
How Purchasing Can Reduce Supply Chain Costs
Abstract:
Purchasing can play a major role in reducing supply chain costs. Our company has made the pursuit of improving our supply chain one of its top priorities. Supply chain management (SCM) is a composite of all the processes required to flow products from the supplier to the ultimate customer. To reduce costs in the supply chain requires the cooperation of many functional areas, including purchasing, to work together to improve the flow of materials and reduce the investment in inventory throughout the supply chain. Some of the actions that can be taken by a buyer to reduce the costs to flow product from the supplier to the ultimate customer are: 1) improve SCM information flow, 2) supplier arrangement to reduce assets, 3) reduce cycle times, 4) outsourcing non-core functions, 5)improve customer service and 6) supplier selection based on supply chain capability. Below we will discuss further these six cost reduction action items and the role purchasing plays in improving them.
Authors:
Mark S. Miller C.P.M., C.I.R.M.
Thomas M. Graddy C.P.M, C.I.R.M.


Title:
How To Dramatically Improve Competitive Advantage Through The Procurement Of Indirect Goods And Services
Abstract:
In an increasingly competitive and global business environment, enterprises face constant pressure to reduce costs and increase productivity. Corporations are now realizing that procurement organizations play a vital role in the strategic positioning and financial well being of enterprises. The savings realized in procurement go straight to the bottom line - and they have a multiplying effect on profit margins. That is, depending on an enterprise's purchasing volume as a percent of revenues and its profit margin, a 5% reduction in purchasing can result in a 30% improvement in margins. Payback periods for the investment to realize these savings are almost always less than one year. With this in mind, it is easy to see why procurement automation for the procurement of indirect goods and services is the hottest segment in the electronic commerce marketplace.
Authors:
Carl O. Falk


Title:
I Bought The Law: Purchasing Legal And Other Professional Services
Abstract:
Leading businesses are seizing opportunities to reduce costs and enhance the value they receive from "non-traditional" purchases of professional services. By adapting familiar tactics to an unfamiliar area, Purchasing can positively impact the corporate bottom-line. This workshop will remove the mystique of legal and other professional services and enable participants to get the most from expenditures on professional services.
Authors:
Lynn D. Krauss, C.P.M., J.D.


Title:
If You Can't Beat Them, Join Them - Inter-Company Teams - An Innovative And Effective Route To Further Cost Reduction
Abstract:
As the new century approaches, many leading corporations are expecting their purchasing groups to continue to produce improvements in the cost and value delivered from their supplier base. Many people ask us the question "how to you keep reducing cost and delivering incremental value year on year?"
Authors:
Gerrit Kasteel
Peter Evans, Ph.D., FCIPS


Title:
Improve On-Time Deliveries 50% - No Expediting
Abstract:
Fifty years of purchasing expediting suppliers for improved deliveries has not produced the desired results. The reason is that there has been no financial consequences or cost of lead time associated with the buy. In this session we will demonstrate that the cost of lead time is 1.5% of the purchase price for each week of lead time and that this sum should and must be added to the purchase decision.
Authors:
Michael Harding


Title:
Incentive Clauses in Contracts
Abstract:
Will incentive clauses result in improved quality goods and services with on time deliveries and excellent customer service? The purchasing professional must anticipate and be able to identify the pitfalls of utilizing contract incentive clauses.
Authors:
Donald L. Woods, J.D., C.P.M.


Title:
Incentive-Based Cost Reduction Programs
Abstract:
As we move from the role of order placers to strategic resource managers, we are expected to add value and impact our company's bottom line through cost containment and cost reduction. One of the most effective ways that we can accomplish these tasks is by using supplier incentives. This session will lead purchasers through the step-by-step process of designing and implementing a incentive-based supplier cost reduction program.
Authors:
Jeffery A. White, C.P.M.


Title:
Info-Merchants and Info-Mercenaries. The Role of Procurement in E-Commerce
Abstract:
This paper supports a workshop to be held at the 85th NAPM International Conference on Purchasing to be held in San Diego from the 24th to 26th May 1999. It addresses issues with regard to the strategic use of new technology in managing relationships between purchasers and suppliers. It also outlines a new business model for purchasing and supply management.
Authors:
Peter Stannack


Title:
Innovative Procurement of Non-Traditional Services: An Implementation Perspective
Abstract:
Non-traditional purchasing is an emerging area for involvement by procurement and supply chain management professionals. These are areas that have been typically managed by groups without procurement training, and consequently the commercial focus is missing. By becoming more involved in these areas, procurement professionals can leverage their existing knowledge and skills into other areas, and gain knowledge in different areas of the company. Developing a plan to become more involved in the non-traditional area can be challenging, as we move into "turf" areas typically outside our domain. This paper will address a process to break down these walls and demonstrate the value procurement professionals can bring to the management of these activities. In addition, we will address some effective practices for insuring alignment in your contracting for non-traditional purchases.
Authors:
Steve Kesinger, C.P.M., A.P.P.


Title:
Intellectual Property Rights - What's Important to Procurement?
Abstract:
In our modern, high-tech business environment, intellectual property (I.P.) rights can determine a company's success or failure. This paper will outline the essential elements of each of the primary intellectual property rights with which the procurement professional must deal, and summarize the legal requirements for protecting these rights. It will also outline a plan for establishing and maintaining a comprehensive procedure for dealing with each type of I.P.
Authors:
Ernest Gabbard, J.D., C.P.M., CPCM


Title:
Intellectual Property Rights - What's Important to Procurement?
Abstract:
In our modern, high-tech business environment, intellectual property (I.P.) rights can determine a company's success or failure. This paper will outline the essential elements of each of the primary intellectual property rights with which the procurement professional must deal, and summarize the legal requirements for protecting these rights. It will also outline a plan for establishing and maintaining a comprehensive procedure for dealing with each type of I.P.
Authors:
Ernest Gabbard, J.D., C.P.M., CPCM


Title:
Intellectual Property: What is it? Why is it important to you
Abstract:
"Intellectual Property" is a generic term used to describe products of the human intellect that have economic value. Computer software is one of the many forms of intellectual property. Other examples include books, music, movies, artwork, designs and other works of authorship, names, logos, as well as certain inventions.
Authors:
Leslie S. Marell, Esq.


Title:
Learning From The Humorous Side Of Purchasing
Abstract:
Many of the situations that frequently develop in purchasing while serious, do have a humorous side to them. Whether writing a bid, conducting negotiations, handling a protest, trying to stay within budget or just dealing with suppliers and customers, when we can see the funny side, it makes our work more pleasant and less stressful. The "human relations" lessons that we can learn from purchasing's humorous side can help defuse potentially explosive situations and assist us to view things from a different prospective. The lessons we thus learn are more permanent and yet less painful.
Authors:
John L. Balentine, C.P.M.


Title:
Making Yourself An MVP: Increase Your Worth To Your Company And Your Co-Workers
Abstract:
In an era of constant change, we can no longer count on holding the same job until we retire, regardless of how hard we work. Mergers, lay-offs, and re-engineering force us to rely on our own marketability to ensure continued employment. What can we do to enhance our chances of being recognized as top contributors within our companies and within our networks? What makes us more valuable to our superiors and highly valued by our co-workers? How can we become the Most Valuable Player on a high performance team?
Authors:
Susan Scott, C.P.M., CIRM


Title:
Managing Transportation Through Proper Purchasing Procedures
Abstract:
In every purchasing transaction, except for service contracts, there is always a second purchase of transportation. Often ignored in the past, transportation was merely an uncontrollable "cost of goods sold". Today, using sound business management techniques, effective transportation programs can be set up reducing your company's cost. This presentation will examine methods of establishing contracts, implementing transportation purchasing procedures and monitoring vendor compliance with your transportation solutions.
Authors:
Norman J. Stringfield


Title:
Managing and Motivating Supplier On-Time Delivery
Abstract:
Supplier on-time delivery performance is critical to enabling the buyer's organization to meet its customer service commitments. This paper summarizes the experience of Lewis-Goetz and Company, Inc. ("Lewis-Goetz") as an industrial rubber products distributor in analyzing the delivery performance of five key suppliers and developing improvement methods. Through analysis, fundamental defects in the Lewis-Goetz buying process and the supplier order entry process were identified to form the basis for improvement. The resultant improvement methods focused on transactional and relationship management techniques relating to the determination of required delivery dates, purchase order acknowledgment, effective delivery performance measurement, and periodic performance reporting. Increased communication between Lewis-Goetz and the supplier's organization beyond routine transactional contact was cited as critical to establishing and achieving mutual performance objectives to facilitate on-time delivery. This case study concludes with specific improvement recommendations that can be applied to nearly any supplier situation to obtain increased on-time delivery performance.
Authors:
William S. Wehr, C.P.M.


Title:
Managing the Y2K Computer Challenge In Your Supply Chain
Abstract:
Purchasers need to prevent computer problems in their companies' supply chains as the Year 2000 rapidly approaches. This paper presents findings from a CAPS study in the U.S. and simultaneous research in Germany. It also discusses key challenges and best practices in managing the Y2K challenge in supply chains.
Authors:
Ulli Arnold, Dr., Dr. Habil.
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.


Title:
Megatrends for Internet Purchasing
Abstract:
Just like other aspects of computer technology, what is here today will be gone tomorrow. Unlike technological changes of the past such as the computerization of purchasing, software innovations such as MRP and ERP, and procedural changes such as credit card purchasing, purchasing will be pressured into making these changes in months rather than years. For purchasing, the internet is definitely coming. It is not just another passing fad. We can't stop it, we can't ignore it, and if we cannot grab hold of it and put it to work, the world will pass us by. The problem is defining what trends or "mega-trends" will probably prevail so that software, training, and other resources can be properly directed.
Authors:
Brian G. Long, Ph.D., C.P.M.


Title:
Negotiating With Other Cultures
Abstract:
Every person who negotiates with other cultures must be aware of the serious and costly mistakes and misunderstandings in business practices that are caused by cultural differences. The overall objective of this presentation is to enhance negotiators' effectiveness by reducing the likelihood of mistakes and misunderstandings when they negotiate with people from other cultures and/or countries.
Authors:
F.M. "Mike" Babineaux, C.P.M., A.P.P.


Title:
Negotiation and Alliance Development for Services Compared to Materials
Abstract:
Both extensive purchasing management experience and research results indicate that substantial differences exist between buying services and buying materials. The primary differences are: nature of the product/work specifications; the ability to evaluate performance; simultaneous delivery and consumption; and variances in production processes. Strategies for managing these differences are presented.
Authors:
Larry R. Smeltzer, C.P.M.
Anthony Nieves, C.P.M.


Title:
Phelps Dodge Integrates Procurement Cards with On-Site Stores and Purchasing System
Abstract:
Phelps Dodge, Wells Fargo Bank, and its suppliers have taken the procurement card to a new level. They have implemented the procurement card at Phelps Dodge corporate-wide including the Mining Company and Phelps Dodge Industries. At Phelps Dodge Mining Company they have also set up their on-site supplier stores to utilize the procurement card as the means of invoicing and payment. The supplier stores are set up with a Phelps Dodge procurement card under the store's name, Level III line-item detail, appropriate limits to maximize the use of the card, and an integration into Phelps Dodge's purchasing system to tie costs back to its assets.
Authors:
Brenda L. Bunch, C.P.M.
Kevin Scott
Elizabeth Klune
Sean Bradley


Title:
Pssst.....Can You Keep A (Trade) Secret From Vendors? Managing To Protect The Theft Of Intellectual Property
Abstract:
The theft and misappropriation of trade secrets is emerging as a vital management concern. In business to business transactions, employees whose responsibilities include safeguarding company secrets, need to be aware of the need to identify and protect their firm's secrets. Purchasing managers are often involved in the creation and implementation of interfirm agreements which result in the close cooperation of firms and the sharing of information that may be secret. Without knowledge of how to manage for the protection of loss of intellectual property, purchasing managers and their organization's can be at risk. This article/workshop explains the legislation which protect intellectual property and practical procedures for their protection.
Authors:
Michael A. Jones


Title:
Purchasing As A Service Organization In The Public Sector
Abstract:
During the last quarter century, the purchasing function has been undergoing a profound change. It started in the private sector, but the momentum of the change has overtaken the public sector. This all-encompassing change is the transformation of the purchasing function from a "Police Department" to a Service Organization.
Authors:
John L. Balentine, C.P.M.


Title:
Purchasing At All Costs? Understanding Your Supplier's Cost Structure
Abstract:
Are you paying too much for a product or service? Simply eliciting three or more supplier proposals may allow you to pick the lowest price and give you an "artificial feeling of security." I am paying the lowest price since the other sources are obviously more expensive! However, what if the lowest quote was $5.00 per unit, but you should have paid no more than $2.50? How would you know that? The answer lies in analyzing your supplier's actual or anticipated cost structure.
Authors:
Patrick S. Woods, C.P.M., A.P.P., CPIM


Title:
Rating the Supply Management Toolkit
Abstract:
Evaluation is a business and mission critical activity. Without good evaluation we cannot 'learn' effectively from our failures and successes. Unless we learn effectively, we cannot improve our performance. Unless we learn effectively, we are likely to repeat past mistakes or enter into a vicious spiral of business experimentation, where our experiments become more and more extreme, but less and less effective. Eventually the system destabilises, and finds a new equilibrium.
Authors:
Peter Stannack
Dr. Laura Forker


Title:
Sailing Into The Future With The Right Attitude!
Abstract:
Have you ever wondered what the difference is between success and failure? It's all in your attitude according to Dennis Mitchell, President of Success-N-Effect Empowerment Seminars. "All of life is a series of choices we make, the choices we make today will determine our tomorrow. There's nothing we can do that will change the past, but our future is in our hands."
Authors:
Dennis Mitchell


Title:
Selecting and Implementing a Client-Server Based Integrated Materials (ERP) System
Abstract:
While many materials professionals use automated materials systems on a daily basis to perform their work, few will likely have the opportunity to select and implement such a system. The following is written and targeted towards those practitioners who may be considering or are involved in such a selection and implementation process.
Authors:
Edward M. Lundeen, CPIM, C.P.M.


Title:
Seven Strategic Ways to Improve Purchasing's Performance
Abstract:
As we speed toward 2000, Purchasing professionals need to be both energized and forward thinkers if they are to succeed in increasing the value added role Purchasing plays in their firms. What is essential is expanding the use of strategic methods in procurement activities. This paper will focus on seven dynamic ways to assist Purchasing Departments increase their performance levels, while enhancing their importance to their customers.
Authors:
Peter E. O'Reilly, D.P.S., C.P.M.


Title:
Show Me the Money - Measuring Supply Chain Management's Financial Contribution to the Corporation
Abstract:
In the past, procurement departments were evaluated on the amount of dollar savings they were able to negotiate on a particular deal for their internal client. At times, the size of procurement's negotiated savings was questioned and labeled as possibly unrealistic. Today, Supply Chain Management (SCM) managers are being asked to participate in the selection and oversight of large, complex contracts. SCM wants to ensure their clients understand and appreciate their value added services and how it affects each client's budget - both capital and expense.
Authors:
Lorrie K. Mitchell


Title:
Six Keys To Personal & Professional Achievement
Abstract:
The Six Keys to Achievement in your personal life as well as in your professional life are Setting Goals, Leadership Skills, Managing Change, Attitude Maintenance, Communication Skills and Networking. People fail to set goals for many reasons - the fear of failure, the fear of success, or, simply not knowing how to properly set goals. If you've never kept a written set of goals before, you'll have them when you leave this workshop! Your leadership skills not only make you effective with others, but they direct you toward achievement for yourself. If you think you have no leadership skills, think again, because they exist. You simply have to exercise them! It is human nature to be comfortable with the status quo, but opportunity comes with change. You can Manage Change, or it will manage you. Do we have any control over our attitude, or is our attitude a function of external influences? Your attitude keeps you focused on achievement; keep control of it at all times. Do you know the Seven Degrees of Separation principle? It does make a difference who you know, and when you know them. Do you listen, or do you wait to speak? What you communicate is how you are perceived.
Authors:
Daniel O. Coleman, C.P.M.


Title:
Source Selection: Qualifying The Source
Abstract:
The most important job today in Purchasing is Source Selection. Buyers who fail to thoroughly investigate their suppliers have only themselves to blame for their future problems, i.e. quality, deliveries, or financially troubled suppliers. This workshop will show Buyers how to conduct thorough and complete investigations of prospect suppliers prior to making any commitments.
Authors:
Michael J. Moyer. C.P.M.


Title:
Spirit in the Supply Chain: Alignment of Culture and Values
Abstract:
This paper and the session it supports will address that nebulous part of the supplier management process, which the authors refer to as the spirit of the supply chain. The spirit of the supply chain is the synergy that flows between the buying and supplying organizations. The concept has been loosely referred to in current articles and books that focus on flow, synchronicity, alignment and congruity. This presentation will apply these ideas to the supply chain. While difficult to articulate and quantify, this element is instrumental to long-term successful buyer-supplier relationships. Examples, frameworks, and case studies will be presented as well as encouraging and soliciting input from session participants.
Authors:
Laura M. Birou, Ph.D.
Lisa M. Ellram, Ph.D., C.P.M., CPA


Title:
Strategic Supply Management at Pacific Gas and Electric Company
Abstract:
This is the case history of how one of the nation's largest privately owned utilities, Pacific Gas and Electric Company (PG&E) in San Francisco, changed from reactive purchasing to strategic supply management. Starting in 1993, PG&E established partnerships with key suppliers, consolidated purchasing from the field and negotiated long-term contracts based on total cost of ownership. This paper will summarize the major policies, procedures, and programs instituted to achieve strategic supply chain management.
Authors:
Richard L. Pinkerton, Ph.D., C.P.M.
Kevin J. Dowd


Title:
Sub-Contract and Out-Sourcing Management: Critical to the Evolution of the Virtual Corporation
Abstract:
Competitive pressures are forcing many manufacturers to re-organize around their core competence. This new way of operating is often referred to as the 'Virtual Enterprise.' This move toward the 'Virtual' Enterprise presents many new challenges to the purchasing professional. These challenges require the development of new techniques and refinement of many existing skills. The primary emphasis of this presentation is on the techniques needed for successful sub-contract and out-sourcing management with special consideration to "value-added" services.
Authors:
Preston W. Blevins CFPIM, CIRM


Title:
Successfully Managing Purchasing System Audits
Abstract:
Whether they are customer, corporate, ISO9000, or Contractor Purchasing System Review (CPSR) audits, purchasers often view audits as non-value added in nature. However, if we use proactive audit management techniques, we can begin to see audits as opportunities to benchmark our processes against our customers' expectations. Additionally, in today's Federal Government procurement environment, companies that successfully pass CPSR's and have in-house self-auditing processes have a competitive advantage over those who do not. This session will provide purchasers with strategies, tools, and techniques that can be use to turn the audit process into a catalysts for re-engineering and process improvement.
Authors:
Jeffery A. White, C.P.M.


Title:
Supplier Evaluation Matrix - Establishing Supplier Objectives And Motivate Improved Performance
Abstract:
Evaluation & measurement of Supplier's performance is an intricate part of a business relationship. However most companies only measure delivery, quality & price. This presentation will show the How, What, What & Who of Supplier Evaluation, across many aspects of a business relationship, putting into effect the "What gets measured, gets done" concept. It is an extremely important management tool for those using Strategic Alliances, Partnering or Supplier Development.
Authors:
Debra L. Stubbings


Title:
Supply Chain Integration with Distribution - The Tektronix Case Study
Abstract:
In 1995, Tektronix' source of supply was primarily from original equipment manufacturers (OEMs). The electronics industry was experiencing allocations, and Tektronix was receiving poor performance from its OEM partners. It was obvious that the OEMs could not resolve Tektronix' business issues, so Tektronix began evaluating new and innovative sources of supply. Distributors was evaluated and scored on the following criteria:
Authors:
Peggy Lewis


Title:
Taming The Temporary Services Monster
Abstract:
Companies require temporary services in office, manufacturing, and operational environments. Various internal events drive the need for these services; for example, coverage while employees are on vacation, projects of specified term, or managing the supply of labor for products with cyclical market demands. The National Association of Temporary and Staffing Services (NATSS) says that temporary help services reached unprecedented levels in 1997 with the average daily employment of temporary workers rising by 9.7 percent from the previous year. Companies are using more contingent workers and Purchasing, Human Resources, and Resource Managers all play a key role in an effective strategy for procuring temporary services while achieving cost and quality objectives and legal protection. Purchasing, in contracting for these services, must insure that they properly:
Authors:
Kurt Hornbecker, C.P.M.
Jennifer Fowler, C.P.M.


Title:
Techniques For Achieving Excellence: Awesome Affirmations - A Must for Motivation
Abstract:
Why do people succeed when others do not? When there is so much opportunity in front of people, why do only a few of them ever reach it and live it out for themselves? Searching for the answers to these questions led me to a field of research and a solution that is even now changing the field of personal motivation forever. This field of research is "Affirmations." I learned that by using affirmations coupled with the work ethic, people could turn lives and businesses of mediocrity into success.
Authors:
Julie Pyburn


Title:
The Changing World of Telecommunications
Abstract:
The convergence of voice, data, video, and the Internet makes the purchasing decision between telecommunications providers much harder than in the past. An examination will be made of the market forces that are driving the convergence of the technologies and the providers of equipment and services.
Authors:
Charles A. Tyrrell, C.P.M., A.P.P.


Title:
The E-Force: The Power of Emotion in Negotiation
Abstract:
Negotiation is a process that in spite of it's competitive nature requires a cooperative means of communication for it's success. It is a process that has as much to do with feelings as it does facts and goes well beyond business, product or market knowledge. The use of emotion in a negotiation is a powerful means of affecting the person to achieve the performance. In almost every aspect of the buyer-seller interface there is some form of negotiation. Success will go to those who can understand what it takes; it's components, its perceptions, it's idiosyncrasies and its strategies, as both an awareness and a learned skill.
Authors:
Nellie McCracken


Title:
The Human Side of Communication
Abstract:
Everyone can benefit from effective communication. The keys are to pay absolute attention to person speaking, help the speaker express ideas, and adjust your focus to establish rapport. Effective application of these techniques will distinguish your as an exceptional leader.
Authors:
Steve Kaye, Ph.D.


Title:
The Incredible Payback
Abstract:
Early in my career, I thought if intelligent people were given a set of facts, that they would come to a similar conclusion. I was so naïve. I further thought if senior management of any major manufacturing company was given an opportunity in hard dollars to earn 3:1, 5:1, or 10:1 payback on an investment in leveling up their Supply Management capability and truly believed such results would occur, they would enthusiastically embrace, investigate, and implement such "Incredible Paybacks." I was even more naïve.
Authors:
R. David Nelson, C.P.M.


Title:
The Information Systems/Purchasing Interface: A Cross-Cultural Analysis of Customer Focus
Abstract:
The complexity of internal linkages purchasing encounters has escalated dramatically. Nowhere is this more conspicuous than information systems (IS). Given that information management is such an integral part of supply management effectiveness, it is essential that working relationships between the two are harmonious and mutually beneficial. The session is based on results of surveys submitted to purchasing managers in the U.S. and Sweden that identify barriers between IS and purchasing.
Authors:
Alvin J. Williams, Ph.D.
Ake Sall


Title:
The Language of Senior Management - A Whole New Way of Communicating
Abstract:
Procurement staff working in organizations today continually strive to meet the objectives of the procurement function. A few of these are:
Authors:
Marilyn Gettinger


Title:
The NAPM Report On Business® - Now There Are Two
Abstract:
Brief background and history of the development of the NAPM Report On Business® is presented. Both the manufacturing and non-manufacturing versions of the report are described as to content and development. A brief description of diffusion indexes is provided. Also discussed is how the two reports originally came to exist and the exceedingly high reputation of the manufacturing survey among economists and other users. The monthly process to gather data and produce reports is described, and suggestions and examples are provided on how to use the report data in the development of purchasing strategy.
Authors:
Ralph G. Kauffman, Ph.D., C.P.M.
Norbert J. Ore, C.P.M.


Title:
The Purchasing Professional: How To Find And Keep The Best
Abstract:
Finding and keeping the best purchasers is becoming increasingly difficult. As the 21st Century approaches, there are many challenges facing purchasing managers that makes staffing so tough. Examples include corporate rightsizing, a reduced talent pool, changes in purchasing philosophy and inadequate recruitment of college students. There are ways that staffing problems can be turned around and managers can feel confident of their decisions. This presentation will show participants: How to do pre-search planning, The Eleven Traits of a Good Buyer (c), resume do's & don'ts, interviewing tactics, and some "hot" tips for keeping your current staff.
Authors:
Steve Miller, C.P.M., CTM


Title:
The Sales Person: Friend or Foe?
Abstract:
We all have relationships with the various sales people calling on us and our companies. Unfortunately many buyers view these relationships in a single dimension. The more appropriate way to view relationships with sales people is a three-dimensional approach.
Authors:
William L. Michels, C.P.M.
Linda P. Michels


Title:
There's Leverage In Them Thar Hills! Developing Successful Commodity Leveraging Programs
Abstract:
You are probably familiar with the saying, "There Is Strength In Numbers." Although this statement was originally applied to armies and nations, it can also be applied to leveraging your purchase of goods across companies, divisions, facilities and/or departments. It is not uncommon in some organizations for two or three different purchasers to deal with the same supplier for similar products resulting in duplication of efforts and dilution of importance. In some cases, the situation above happens in the same building!
Authors:
Patrick S. Woods, C.P.M., A.P.P., CPIM


Title:
Transforming Your Organization to World Class Supply Management(sm)
Abstract:
Supply Management is the systematic process of identifying and describing requirements, sourcing, pricing, and managing their delivery to provide the firm with a competitive advantage. It requires the development and management of collaborative relations among a firm's internal functional disciplines and its supply base. It is a core competency at an increasing number of firms. This is based on supply management's impact on the firm's bottom line, ROI, and shareholder value. Our interactive multimedia pull approach can play a key role in any organizations' efforts to achieve the many benefits of World Class Supply Management(sm).
Authors:
David N. Burt, Ph.D.


Title:
Turn Your Meetings into Results
Abstract:
Effective meetings are build upon a foundation of planning, conducted with structured activities, and guided by effective leadership. The key to success is to involve all the participants in resolving the issues. This paper shows you how.
Authors:
Steve Kaye, Ph.D.


Title:
Two-Way Performance Report Cards - A Prescription to Keep You and Your Supplier Healthy
Abstract:
Supply Chain Management is in an enviable position to make a significant difference when it comes to product and service performance. Participating and playing a key role during the RFP/RFQ process and then staying actively involved during product/service growth, maturity, and eventual decline, places SCM in a position "to make a significant performance difference." SCM has at its disposal a very important tool that can be used to monitor and improve performance. This tool is the two-way performance report card that measures both the buyer and seller. Both share in the rewards of improved performance. Too often, buyers place their entire energies on only measuring supplier performance and very conveniently overlook how they the buying company performs. One way performance report cards produce a distorted view of seller performance and have a limit on how much improvement can be obtained, as there are many performance related dependencies between buyer and seller.
Authors:
Ray Bacanskas, C.P.M., P.E.


Title:
Use of the Report on Business as a Forecasting Tool
Abstract:
The NAPM Report on Business is widely acknowledged to be among the most accurate indicators of economic performance available. In spite of its broad acceptance, it may not be used to its fullest benefit by the very purchasing professionals who generate it. This paper discusses the use of the ROB as a forecasting tool by purchasing professionals. Other forecasting tools useful to purchasers are discussed, as well.
Authors:
Lee Buddress, Ph.D., C.P.M.
Alan Raedels, Ph.D., C.P.M.


Title:
Using P-cards and Other E-cash on the Internet
Abstract:
This presentation will explore the P-card and other Electronic Cash (E-cash) tools to purchase goods and services on the Internet. The attendee will be able to evaluate the opportunities and risks associated with Internet P-card purchasing by reviewing the current "state of the 'net."
Authors:
Lee Krotseng, C.P.M.


Title:
Will Electronic Commerce Eliminate Purchasing?
Abstract:
Many buying organizations today focus on transactional tasks: order placement, expediting, tracking, etc. As e-commerce takes over these tasks, what will happen to the purchasing organization? Some companies will reduce costs, while others will identify ways for the purchasing department to add value and develop sustainable competitive advantages. What will your company do?
Authors:
Timothy Van Mieghem


Title:
Will The Last Buyer Please Stand Up!
Abstract:
As the year 2000 approaches, the purchasing task is being impacted by technology and changes in business tactics. Will the task as we know it today disappear? A growing number of firms have combined the tasks of buyer and planner, outsourcing is growing and enterprise management has overcome the MRP and MRPII schemes. Supply chain management is the theme for all "world class" firms and the question is: will the purchasing job survive and if so in what form? Perhaps the "last buyer should stand up".
Authors:
Elaine Whittington, C.P.M., CPCM, A.P.P.


Title:
Winning the Power Play
Abstract:
What happens when our personal standards of conduct and the standards of the organization are not the same? What can we do to gain (or lose) power? We are immersed in the culture of our organizations. How can we influence it? This article explores ways to strengthen our influence and power inside the organization.
Authors:
Mary Lu Harding, C.P.M., CPIM, CIRM


Title:
You - Protecting Your Most Important Investment
Abstract:
In the face of constant change in today's workplace, an individual must take steps to protect their most important investment - the time, energy, money and education committed to one's self and their profession. Individuals can make better career plans if they can imagine themselves as 'the boss.' By adopting an entrepreneurial spirit about their work, one will make better choices concerning current and future jobs or assignments. Eleven tips help guide the individual as they make those choices.
Authors:
James T. Phillips, C.P.M., A.P.P.


Title:
You Be the Judge: Test Your UCC Knowledge
Abstract:
The Uniform Commercial Code governs a majority of the transactions and contracts executed in a manufacturing, retail, or wholesale operation. It is one legal subject matter most buyers have studied and one that many believe they fully understand. Nonetheless, misuse and misunderstandings abound, generating a plethora of court cases in which the Judge must interpret the application of the Code to the situation at hand. In this session we'll review key elements of the UCC as reflected in actual court cases, so that you can test your knowledge against the verdicts.
Authors:
Susan Scott, C.P.M., CIRM