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2000 International Conference Proceedings (May 2000)

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Title:
A Self-Critique of Purchasing and Supplier Involvement in New Product Development
Abstract:
In a CAPS study the authors examined a wide range of issues in purchasing and supplier involvement in new product development(1). One of the results of this research was the identification of variables that effect new product success when purchasing and suppliers are involved in the new product development process; and when they are not. Based on our research we developed a self-administered exercise that can help managers evaluate new product success in their business units.
Authors:
Dr. Michael A. McGinnis, C.P.M.
Mr. Rafeekh Mele Vallopra


Title:
Applying Lean Thinking To Your Company And Your Supply Chain
Abstract:
Lean thinking can be applied to your company and your supply chain in order to improve overall performance. There are numerous practices being deployed by successful companies that can be viewed in the context of the five lean principles of value, value stream, flow, pull and perfection. While lean practices are typically associated with the manufacturing shop floor, these practices are highly relevant to supply chain management in both manufacturing and service organizations. This presentation focuses on some best practices, practical applications of these practices, and typical results from implementing them.
Authors:
Sherry R. Gordon


Title:
Applying Six Sigma Methods to Materials Management
Abstract:
This paper characterizes Six Sigma as a breakthrough technique in contrast with restorative and continuous improvement techniques. Materials Management, the movement and control of goods into, inside, and from a company, is a functional area in comparison with a department on an organization chart. Understanding the functions, processes, and procedures of Materials Management sets the stage for measurement and consequent improvement. The application of Six Sigma to Materials Management requires projects selected to support the company's strategy. The project improvement teams apply statistical methods to understand a process, set the process parameters for improved results, and institute methods to hold the gains achieved.
Authors:
Dan O'Leary, CQA, CQE, CQMgr, CRE


Title:
Are You Purchasing Hazmat and Don't Know It
Abstract:
In this hazardous materials safety training workshop, Department of Transportation (DOT) rules and regulations concerning the handling, storage, and transportation of hazardous materials will be presented. With special emphasis is placed on identifying what constitutes hazardous materials, the goal of this workshop is threefold:
Authors:
Robert J. Truck, CECM, CHP


Title:
Breaking Up Is Hard To Do - How To End A Supplier Relationship
Abstract:
Although we'd like to believe that strategic supplier alliances will last forever, we must come to the realization that they have a natural life cycle and will inevitably come to an end depending on the evolution of the business relationship. Even if it's your intention to continue the relationship indefinitely, if the evolving alliance evolves to an ending point, it's best for purchasing and supply professionals to be prepared.
Authors:
Lorrie K. Mitchell


Title:
Chaos Theory: Can We Use It to Our Advantage in Supply Management
Abstract:
Many supply management professionals find themselves in a chaotic environment, trying to react to market and customer behavior, internal production or service problems, loss of staff, introduction of new technology and products and changing organizations. Since the majority of any organization's budget is spent with suppliers who provide critical products and services, supply management also has to consider potential chaotic situations in their supplier organizations. Suppliers mirror their customers - in fact, much of the chaos evident in supplier organizations may be caused by wild fluctuations of schedules, quick introduction of new products, and increasing pressure to reduce total costs.
Authors:
George Harris


Title:
Commercial Item Acquisitions
Abstract:
With the enactment of acquisition reform within the Government regulations, the Federal Government sent out a clear message: Prime contractors must be efficient in their subcontracting processes by using commercial practices. If we issued our subcontracts in a commercial fashion, we can streamline the acquisition cycle, while potentially reaping tremendous cost savings. This session will involve purchasers in an interactive workshop designed to increase awareness of the commercial acquisition process, while identifying factors that impact successful implementation.
Authors:
Jeffery A. White, C.P.M.


Title:
Conflict Resolution Within The Supply Chain - Can't We All Just Get Along
Abstract:
One of the major components of effective supply chain management is effective communication and the ability to work effectively in a team environment. Most important is the ability to handle conflicts in a positive manner. If the team concept fails so does the supply chain. Sometimes it is helpful to know your own "conflict personality" and how best to interface with similar as well as different "conflict styles."
Authors:
Elaine Whittington, C.P.M., CPCM, A.P.P.


Title:
Cost Analysis Outside Manufacturing - Information for Evaluating Service Expenses
Abstract:
Getting a "good" or a "fair" price is often the principal measure of a buyer's performance. Yet trying to gather information on market prices or supplier costs is often quite difficult. This is especially true with regard to services, where every buy can be unique or customized. There are, however, a number of publicly available data sources that can be used to establish benchmarks for the comparative movement of prices and costs. This information can be useful in supplier negotiations, particularly in validating requested price increases. The trick is to focus your search so that the analysis is both efficient and effective. Here, a simple model of price formation can point you in the right direction. This paper presents a model of price change, uses it as a guide for price and cost analysis, and surveys data sources. In our survey, we pay particular attention to the sources of information on service related expenses.
Authors:
John Mothersole
Laura Hodges


Title:
Cost Reduction Using Ten Inventory Management Techniques
Abstract:
The annual investment our companies make in inventory represent between 20% and 40% of invested capital. Inventory ties up cash, takes up space, requires handling, deteriorates and is sometimes lost or stolen. Purchasing can play a major role in managing the investment in inventory. We will discuss how inventory reduction impacts bottom line costs and outline ten inventory management techniques that the buyer can use to reduce inventory costs.
Authors:
Mark S. Miller, C.P.M., CIRM
Thomas M. Graddy, C.P.M., CIRM


Title:
Crafting Supply Chain Strategy Through Market Sensing
Abstract:
As supply professionals grapple with the nuances of conceiving, activating, and assessing means to enhance organizational performance, increasingly attention is directed toward the art of actually crafting action-oriented strategies. A critical ingredient in this process is adroitly using market sensing as a complementary tool for market definition, monitoring of competition, value assessment, and partner satisfaction feedback. Sound and sustainable supply chain strategy is dependent upon designing a market sensing mechanism within the organization that allows for more effective and efficient resource usage.
Authors:
Alvin J. Williams, Ph.D.


Title:
Critical Twenty First Century Commodities: Purchasing as a Knowledge Manager
Abstract:
In our eponymous information society, the ability to turn information into usable knowledge is a critical task for the purchasing manager. As organizations move into the network age, understanding how suppliers operate, and being able to co-ordinate activities throughout the trading network is less a task for contracts -which often represent a lack of information - and more a task for knowledge. Initiatives such as supplier assessment, supplier communication and early supplier involvement in design are all indicators of the purchasing managers need for information and knowledge. The objectives of introducing a knowledge management initiative within your network are to:
Authors:
Peter Stannack MSc. LLB.


Title:
Developing International Procurement Skills
Abstract:
Today's global business economy has launched many procurement professionals into international procurement. Whether this is a new "adventure", or you are a seasoned veteran, the most significant challenges in this environment are preparation for, and documentation of such transactions. This paper and presentation will provide a summary of the differences between domestic and international transactions, and outline how to utilize a checklist for establishing a comprehensive international procurement contract.
Authors:
Ernest Gabbard, J.D., C.P.M., CPCM


Title:
Discovering True Savings Through Non-Traditional Purchasing Engagement
Abstract:
In an ever-changing market with increased margin pressure, Intel has been forced to take a hard look at G & A level corporate expenditures in order to improve our position in a market. Managing our indirect and internal operating costs has proven to be one of our successful strategic initiatives over the years. Intel Corporation has saved millions of dollars in the non-traditional procurement arena, which goes straight to the bottom line.
Authors:
Dawn Moore


Title:
EDI, ERP and E-Commerce: What You Don't Know CAN Hurt You
Abstract:
Today, we rely on a vast array of computer-generated information to aid us in our jobs. From calculating safety stocks to finding information on the internet, we use technologies to help make business decisions. Use of those tools without understanding their underlying logic often leads to difficulty. Relying on computers to calculate order quantities or safety stocks is risky unless the method of calculation is known. While e-commerce is fast and convenient, it too has risks. Enterprise Resource Planning systems are being installed at many firms throughout the world; however, selecting and installing those systems and entering data correctly is crucial to their success. This paper will identify and discuss some of the difficulties and risks of the technologies we use and examine ways to address them.
Authors:
Lee A. Buddress, Ph.D., C.P.M.
Alan R. Raedels, Ph.D., C.P.M.


Title:
Electronic Commerce - Savior or Pipe Dream
Abstract:
This paper supports a workshop to be held at the 85th Annual NAPM International Purchasing Conference to be held in New Orleans, Louisiana from April 30 through May 3, 2000. This presentation will look at variety of options in Electronic Commerce today, and their proper implementation in your business.
Authors:
Kevin Williams, C.P.M.


Title:
Electronic Commerce Solutions - Part II
Abstract:
Capturing All the Costs and All the Savings
Authors:
Russ Boyd


Title:
Evaluating and Assessing Your Supply Chain
Abstract:
The business literature is replete with books on supply chain management. The supply chain is described from many different perspectives, ranging from information flow, to physical distribution flow, to the process to satisfy a customer's order perfectly 100% of the time. In our work with Fortune 200 companies, and based on the feedback from training we have accomplished, the most universal definition of the supply chain is as follows:
Authors:
George Harris


Title:
Exit Stage Right: Ending Partnerships Without Hostility
Abstract:
Much has been written about how to develop supplier relationships, how to create supplier partnerships, and how to select potential partners, but, although over 50% of supplier partnerships fail, little has been said about how to effectively end supplier relationships. The issues addressed in this workshop relate to the reasons for the dissolution of supplier relationships, recommended courses of action during transition, and the behaviors and techniques most likely to keep hostility and customer disruption to a minimum.
Authors:
Susan I. Scott, C.P.M., C.I.R.M.


Title:
Five Strategic Initiatives to Increase the Value-Added of Purchasing
Abstract:
Much is happening to our wonderful world of purchasing. Every day we are constantly bombarded with the likes of outsourcing, electronic procurement, staffing reductions, and value added projects. Purchasing professionals are facing an ongoing dilemma, how to integrate these strategic elements into the daily operational demands placed on buying organizations by their customers, management and themselves.
Authors:
Dr. Peter E. O'Reilly, C.P.M., A.P.P.


Title:
Go for the Gusto! Recognizing Your Volunteer Leadership
Abstract:
Leading a volunteer committee, board or organization is both challenging and rewarding. Time becomes a critical commodity and everyone involved is looking for value in their volunteer position. In this presentation, you will be able to identify the characteristics that make for effective L.E.A.D.E.R.S.H.I.P., develop the skills needed to lead your volunteers to higher performance levels, assess your leadership strengths, and realize that leadership can be a fun and enjoyable experience.
Authors:
Bernadette "Bernie" Young


Title:
Have You Hugged Your Supplier Today? The Benefits As A Preferred Customer
Abstract:
SUPPLIER PARTNERSHIPS, LONG TERM AGREEMENTS, STRATEGIC ALLIANCES; these terms sound great and are the "in words," or as the kids say: their cool! But what do they really mean? You have probably read about companies, or unfortunately, currently work for one, that give lip service to the above phrases, but in reality, continue to pummel their vendors, as one popular philosophy used to advocate: "HAVE YOU KICKED YOUR SUPPLIER TODAY?" Such companies cry: give me, give me, give me, but are not willing to give back as well.
Authors:
Patrick S. Woods, C.P.M., A.P.P., CPIM


Title:
How Effective is Your Materials Management Organization
Abstract:
One of the most difficult things for managers to do adequately is to assess the competency of their people and their organization. This is generally systemic to the fact that performance metrics are either lacking or poorly defined. This paper will put a new slant on how to correct this chronic issue. Additionally it will focus on how to work with the employee to make sure the expectations are understood and there is a plan of action that drives toward improvement.
Authors:
Bill Poole, CFPIM, C.P.M.


Title:
International Purchasing "Rules-of-the-Road"
Abstract:
This session will review some of the increasingly significant issues/problems associated with "striving" to attain the status of a world class "customer", i.e. as a "buyer," in the purchase of foreign goods.
Authors:
Charles E. Rumbaugh, J.D., C.P.C.M.


Title:
Is Your Supply Chain Missing A Link
Abstract:
As Supply Management professionals pursue continuous improvement and improved relationships with their supply chains, a cost-effective Supplier Education & Training Program can produce significant results for both the customer and the supplier. The supply chain is critical to the overall performance and the survival of your business. By educating and training the supply chain in the methods of cost reduction, value improvement, organizational effectiveness, quality, and improved delivery, it will ultimately lower your costs and help sustain growth into the new millennium. Deere & Company has created a model that provides training to its supply chain at a low cost via state training grants.
Authors:
Michael A. Bailey, C.P.M., CPIM, MBA
Donald R. DeDobbelaere, MBA, C.P.M.


Title:
Key Enablers for Strategic Cost Management in the Supply Chain
Abstract:
Competitive pressures and supply chain partners require costs to be strategically managed. For many organizations, the cost of purchasing goods and services makes up more than 60% of the cost of goods sold (Copacino, 1999). This paper first defines what is "strategic cost management," then identifies key enablers (necessary factors to the application of strategic cost management) found in many supply chain situations. The paper also considers how to identify and apply the enablers in particular individual company situations, and environmental considerations in strategic cost management including: market conditions, cost structures, cost impact on the supply chain, cost modeling, and the impact of dominant members of the supply chain.
Authors:
Thomas A. Crimi, C.P.M.
Ralph G. Kauffman, Ph.D., C.P.M.


Title:
Learning, Influence and Persuasion - Key Features of Leading Supply Management Organizations
Abstract:
Many multi-national businesses are struggling to establish Purchasing and Supply Management arrangements, which provide the cutting edge of competitive advantage. The need to change and adapt as technology and supply markets continue to develop, requires a strong commitment to be "best in class" in these areas.
Authors:
Vic Van Hul
Peter Evans, Ph.D., FCIPS


Title:
Leveraging Centers of Excellence within the Supply Chain
Abstract:
How does a supply chain leader maximize the benefits of a supply chain? How do individual corporate entities come together, define the total scope of services and agree on who will perform the specific services necessary to the supply chain's success, while keeping redundancy to a minimum? This paper will outline how leveraging centers of excellence within the supply chain can overcome some of the barriers to the single enterprise model of supply chain integration.
Authors:
Thomas Brunell
Robert J. DeFusco


Title:
Leveraging E-commerce and the Internet to Buy Chemicals Effectively
Abstract:
In 1848, the grain marketplace faced major supply and demand problems. Eighty-two Chicago merchants joined together to meet the need for a central marketplace. Building the Chicago Board of Exchange took 150 years.
Authors:
Jay Hall


Title:
Location and Qualification of Global Sources
Abstract:
In the market place today, competition forces all of us to constantly be on the search for that 'Holy Grail' of the lowest cost supplier. In the global environment that many times props us to look across borders, or even oceans in search of that low cost supplier. How do we start a global sourcing effort? How do we find a supplier in a land we may have never seen and know little about? How can we 'qualify', or at least assure ourselves of their capability 'over there'? These are the topics this presentation is intended to assist you in answering.
Authors:
Anthony A. Noë, C.P.M., A.P.P.


Title:
Making Time and Getting Things Done
Abstract:
Time can never be used again. It is opportunity. Use it wisely and satisfaction is the reward. Use it poorly and frustration is the result. To think that we can totally control our time is a delusion. Life is not like that. But by developing a sense of how to use time well and what wastes time we can have a degree of control over that precious commodity. By exercising discipline and by planning we can focus on what is really important both personally and professionally.
Authors:
Preston J. Leavitt, Ph.D., J.D., C.P.M.


Title:
Managing Inbound Domestic and International Transportation
Abstract:
A challenge facing those who manage inbound transportation is the complexities of managing international and domestic sourcing. In this situation the transportation manager has to be familiar with two processes. This paper focuses on the similarities and differences of managing domestic and international inbound freight. Topics include supplier selection, routing, product flow, terms of sale, problem avoidance, cost control, and popular misconceptions to avoid. Specific issues unique to international inbound transportation management, documentation, and customs clearance, are discussed. The paper is organized into five sections. They are International Transportation Logistics, International versus Domestic Freight Terms, Domestic Base Transportation: Elements of Purchase, Summarizing The Buyer's Role, and Conclusions.
Authors:
Ms. Elena M. Johnson
Dr. Michael A. McGinnis, C.P.M., A.P.P.


Title:
Managing Purchasing Organization's Changes
Abstract:
(Helping the Tired and Overworked Deal with Today's Workplace Realities)
Authors:
F. M. Babineaux, C.P.M.


Title:
Negotiation in the New Millennium
Abstract:
As we approach the new millennium, our profession is undergoing change. The many acquisitions and divestitures of the 1990s have restructured supply chains. In many cases, supply links have shortened as companies drive vertical integration to improve profits. Many buyers are finding that the choice of suppliers is limited and negotiating power is minimized.
Authors:
William L. Michels, C.P.M.
Linda P. Michels. C.P.M.


Title:
Preparing For The 21st Century Supply Chain
Abstract:
"Resistance is Futile....You will be assimilated!!!" This ominous quote should be familiar to avid Star-Trek Generation fans that remember the episode with the dreaded Borg sweeping into our solar system on an unprepared Federation of Planets and almost annihilating Star Fleet. In preparation for the next millennium most concerns have been focused upon the "Y2K" problem, however, most experts believe that the Supply Chain movement will have greater impact and we are as unprepared as a Star Fleet Academy cadet. Will you have a supply chain that "survives and thrives" in the new millennium? This presentation will introduce a compelling rationale and justification for entry into the 21st Century Supply Chain. One will also learn how companies of all sizes must prepare for entry and what tools and information are available to facilitate that entry.
Authors:
Jack Symon C.P.M. CFPIM CIRM


Title:
Procurement to Strategic Sourcing: How to Make the Transition
Abstract:
Strategic sourcing is defined. A process for making the transformation from transactional procurement to strategic sourcing is presented. Key areas that must be addressed to assure successful transformation are discussed. These include: business strategy identification, alignment of sourcing strategies and business strategies, use of a total cost model, varying degrees of supplier relationships, inclusion of value-added services, and transforming the mindset.
Authors:
Ralph G. Kauffman, Ph.D., C.P.M.
Thomas A. Crimi, C.P.M.


Title:
Project Management Success - "I Guarantee It"
Abstract:
Successful project management at all levels is key to effective supply chain and cost management. Cross-functional teams are the norm. Successful team and project management requires broad-based skills. This session will discuss the eight lessons learned from the successful implementation of a multi-million dollar global after sales parts system at a Fortune 200 company.
Authors:
Donald R. Brownell
Mark S. Miller


Title:
Purchasing Efficiency vs Effectiveness: Millennial Thoughts and Strategic Implications
Abstract:
Professional purchasers work to enhance overall performance in supply-related areas in particular and the organization in general. Paramount in their quest to improve performance is deftly focusing on both efficiency and effectiveness. While both are critically important, sometimes purchasers must choose the proportion of resources allocated to either efficiency or effectiveness. The effort allocation decision by purchasers is a key success ingredient. The paper focuses on variables influencing the decision and various representative examples.
Authors:
Alvin J. Williams, Ph.D.


Title:
Purchasing in a dot.com World
Abstract:
The explosion of web-based business to business to business services, coupled with rapid advances in electronic commerce tools, applications, and opportunities, is transforming the traditional business environment. Purchasing professionals must respond to these changes by quickly developing an electronic commerce roadmap that will enhance both themselves and their organization.
Authors:
Richard G. Weissman, C.P.M.


Title:
Purchasing: Pipeline to Corporate Profit
Abstract:
This workshop will reflect on the continuous flow and processes of the business cycle, albeit, pipeline, and the nature of opportunities for the purchasing function to contribute value and profitability to it. These things will occur if 1) purchasing executives understand the corporate executives' perspectives on profit, e.g. finance, 2) purchasing is advantageously placed in the corporate structure, 3) purchasing is doing the right things (operating effectively), the right way (operating efficiently) and 4) purchasing sees itself as An information resource/highway.
Authors:
Raymond A. Clayton, C.P.M., A.P.P.


Title:
Results Oriented Purchasing
Abstract:
Today's Chief Executive is no longer content to grow the top line to improve profitability alone. Demand for higher returns for shareholders are driving the modern CEO to grow top line sales and reduce bottom line costs.
Authors:
Giles Wright, Jr.
William L. Michels. C.P.M.


Title:
Save Me From Extinction - New Age Thinking For the 21st Century
Abstract:
Several books have been published in the last few years describing the company of the future. That organization will be:
Authors:
Marilyn Gettinger, C.P.M.


Title:
Shifting Millennium Skills in to High Gear to Drive Organizational Capability
Abstract:
Gaining a competitive advantage in any Supply Chain Management and Logistics organization requires a defined set of skills in the new millennium. How can skills translate to performance and increase organizational capability? What is organizational capability and how does it support a strategic focus in supply chain management? This presentation will address workforce impacts, culture and organizational structure to help you determine the "value-add" of having better educated supply managers who fully understand your business.
Authors:
Cathy Martin-Kendrick, C.P.M.


Title:
Successful Online Bidding and Contract Management
Abstract:
Public Sector bidding and contract management can be made more efficient and economical using a common sense approach to the latest developments in technology. This session will review cutting edge ideas that have been implemented by the State of Utah and the University of Utah to streamline operations and to improve information flow and analysis for suppliers, internal customers and purchasing staff.
Authors:
Jim Parker, C.P.M.


Title:
Supplier Alliance at Quaker Oats
Abstract:
This session describes how Quaker Oats Company of Chicago, IL formed an alliance with Graham Packaging of York, PA. Graham is a leading global manufacturer of custom blow molded plastic containers. Plastic bottles are the largest single quantity and cost item purchased by Quaker Oats. Topics include how to determine an alliance partner, how to negotiate a massive joint building construction and equipment project, and what kind of contract facilitates a "win-win" relationship based on trust and sharing of cost information. This alliance actually became a joint venture with Quaker building an addition for the plastic bottle plant and Graham investing in the equipment and people and for operating the plant at the Quaker Gatorade plant in Atlanta, Ga.
Authors:
Richard L. Pinkerton, Ph.D., C.P.M.
Richard G. Reider


Title:
Supply Chain Management and Cross Functional Teams
Abstract:
Cross function teams (CFTs) can be defined as the collaboration of experts with different technical and functional knowledge to solve a complex problem or complete a complex task. In a best practice organization CFTs are the normative method of doing business. Supply managers must understand the purpose and composition of CFTs, and how best to manage them.
Authors:
Maytee Aspuro, C.P.M.


Title:
Supply Chain: Are You The Weak Link
Abstract:
What improvements can be made by the customer's organization to strengthen the supply chain link? There has been tremendous emphasis on initiatives that need to be implemented in the supplier's organization to meet customer satisfaction. Significant improvements can only be made with a balanced focus. Traditionally, primary emphasis has been downstream to improve flexibility to meet changing customer demands. Often, the customer's organization is not held to stringent expectations by suppliers and the result is missed opportunities for improvement. The supply chain link can be strengthened through several initiatives including supplier feedback, paradigm changes and Activity Based Costing.
Authors:
James Limperis


Title:
Teamwork ~ Kicking It Up a Notch
Abstract:
The study of and a basic understanding of the changes affecting the culture in which we live and do business is critical to devising the strategy to assure success in the future. The emerging cultural paradigms of today are demanding key business strategies that revolve around team based or team oriented operations. This presentation looks at the basics of enhancing personal and organizational effectiveness through team based or team oriented operations...and if teams are in place, how to kick it up a notch. As managers we must fully comprehend the basics of teamwork, what it is, why have it, what it will do for the business, and most importantly, building a compelling case for the benefits to the employee. Next, we must build teamwork skills and competencies throughout the entire organization. And as purchasing professionals we must be in tune with the evolving cross-functional teaming model that will drive customer based operations in 2000 and beyond.
Authors:
Daniel P. Woodring


Title:
The Current State of Best Practices in Purchasing
Abstract:
Purchasing and Supply Management (PSM) has finally come of age to the point that it can be considered a true "profession." Any true profession has a set of skills, knowledge and best practices that distinguishes the successful, leading edge professionals from the crowd. Based on its work with hundreds or organizations around the globe, McKinsey has identified a set of "best" practices" in purchasing. This presentation will introduce these best practices. Based on a recent survey, the presentation will also explore how widely accepted these best practices are, how the practices fit together, and how participation in these best practices affect the status of PSM within the organization.
Authors:
Michael Stanly, C.P.M.
Lisa M. Ellram, Ph.D., C.P.M., CPA


Title:
The Future of MRO E-Commerce is Now
Abstract:
Rapid advancements in Internet-based electronic commerce are causing positive effects for supply chain management professionals. The purchase of MRO/indirect materials, utilizing electronic commerce applications and tools, offers an excellent and often untapped opportunity to maximize value by streamlining the MRO transaction process, enhancing communication, reducing acquisition and material costs, improving purchasing performance, and satisfying internal customers.
Authors:
John F. Troller


Title:
The Public/Private Partnership - Developing the Vendors You Need
Abstract:
Drawing upon unique strengths as well as mutual needs, Chevron Corporation partnered with the U.S. Small Business Administration (SBA) to craft business development training for Chevron's small business subcontractors. Responding to the changing landscape of government and private sector procurement, the organizations brought resources to the partnership in the interest of building stronger small business enterprises.
Authors:
Audrey Goins Brichi
Darlene L. McKinnon


Title:
The Purchasing Fitness Review
Abstract:
Most purchasing operations have the objective of becoming or maintaining world-class status. World-class purchasing operations provide significant annual cost improvement, bringing significant strategic value to their companies and strong recognition to the function and those in it. Yet according to the Center of Advanced Purchasing Studies "most organizations have not changed significantly their purchasing process over the last 20 to 30 years." Where is your organization located on the road to World-Class performance? A Purchasing Fitness Review is a good way to find out. This paper's objective is to assist the purchasing professional in determining where they are now and the direction they need to go by providing a summary of the review process and identifying some of the best practices generally viewed as leading to world-class performance in purchasing.
Authors:
Robi Bendorf, C.P.M.


Title:
The Successful Merger of Two Supplier Certification Processes
Abstract:
Company mergers present professionals with the task of creating new processes using the best practices of the companies undergoing the merger. In December 1997, Sandoz Pharmaceuticals and Ciba Giegy merged to form Novartis Pharmaceuticals. The Self Medication (Over the Counter Medication) divisions were faced with creating one Supplier Certification Process where two existed before.
Authors:
Alfred T. (Ted) Ericson III


Title:
UCC Or Contract Law?
Abstract:
Prior to the enactment of the Uniform Commercial Code (UCC) the primary concept for enforcing agreements was "contract law", which was based upon what was known as the old English Common Law and sometimes referred to as case law. Rules for interpreting contracts flowed from rulings on prior cases as interpreted by appellate courts.
Authors:
Donald L. Woods, J.D., C.P.M.


Title:
Unleashing the Power of Online Markets
Abstract:
Markets for direct materials are fragmented and characterized by inefficient sales channels that rely largely on face-to-face negotiations between buyers and sales people. In addition, because many direct materials must be custom-made to buyer specifications, there are no catalogs to simplify price comparisons.
Authors:
Tom L. Dammer


Title:
Use of Supply Chain Modeling to Examine Total Supply Chain Costs
Abstract:
Many manufacturing industries are facing technological advances that have drastically reduced product life cycles. If an organization is not ready with the latest advances, the competition will be. Attempts to gain customer loyalty in this fast paced market has lead to an ever increasing variety of products and the phenomena of mass customization (the ability to provide individually designed products on a mass scale). This environment continues to drive customer expectations for variety, availability, and quality, not to mention ever-lower prices. Managers understand that the only way to stay alive in this game is to be nimble. Too much inventory late in the product life cycle may need to be deeply discounted and, more often than not, must be written off as obsolete. On the other hand, being too lean on inventory quickly leads the customer base to select from a wide variety of alternatives that the competition is both able and willing to provide. In the face of these pressures, managers have been trained to increase inventory "velocity". Remaining flexible and responsive while efficiently moving inventory through the supply chain has become the mantra of the industrial world.
Authors:
Lee Buddress, Ph.D., C.P.M.
Alan R. Raedels, Ph.D., C.P.M.
Jim Burrus
Scott Culbertson
Scott Swenson


Title:
Value Chain Management - The Next Step in Supply Chain Management
Abstract:
This presentation describes the operation and integration of the Value Chain. It explains how Value Chain Management (VCM) differs from and is more complete than Supply Chain Management (SCM). It describes the flow of a VCM system. And it discusses the eCommerce elements of the Value Chain. The presentation will review the Value Chain performance of companies like Dell Computers and Amazon.com.
Authors:
Gerhard Plenert


Title:
What's New in Federal Government Subcontracting
Abstract:
This session will cover current regulatory/legislative developments that impact the Buying Professional in his/her ability to acquire goods and services under a Federal Government prime contract or subcontract in a cost effective, profitable and "compliant" manner. Understanding these changes means buying the smart way, not the old cumbersome way. Topics include changes in contracting for commercial items for incorporation into finished products delivered to the Federal Government as well as cutting edge changes in Federal Acquisition Regulations and agency implementing regulations including those changes in the proposal/ comments stage, planned regulatory changes, and those expected to be proposed to support administration goals.
Authors:
James F Southerland, CPCM


Title:
Will The Real Definition of Supply Chain Management Please Stand Up
Abstract:
This paper examines numerous definitions of supply chain management [SCM] encountered in contemporary literature and offers a view that Supply chain management is an evolving concept, and that like Just-in-Time a decade before it, represents a collection of management philosophies rather than any one approach. Further, as it is an emerging concept, there is at present no commonly agreed upon working definition of Supply chain management upon which many can agree. This lack of definitional orthodoxy poses a dilemma to those seeking to better understand the concept. Ultimately, this definitional fuzziness can thwart both strategic and tactical implementation of supply chain management programs. This analysis examines various definitions offered for supply chain management in recent literature and at academic and practitioner conferences, and offers a useful perspective on the concept, which encourages greater clarity and understanding.
Authors:
James D. Reeds, M.S., CFPIM, CIRM, C.P.M., CPCM


Title:
Will You Know World-Class Purchasing When You Get There?
Abstract:
Excellence in planning has frequently been measured by achieving MRPII Class "A" certification. Achieving excellence in Materials Management requires integrating both "Class A" planning and purchasing functions. Companies that are successful in doing this are the companies that will ultimately be World Class. This paper will share the steps necessary to attain this status by development of a world class purchasing organization.
Authors:
Lewis (Bill) Poole, CPIM


Title:
Write Now! How to Turn Your Expertise into Marketable, Professional Text
Abstract:
You're confident you possess extensive supply management knowledge. But, could you put it in a written package that speaks creatively and efficiently to your peers? Whether you write for your organization or want to write for NAPM's Purchasing Today(r), at this workshop you'll learn the mechanics of solid professional writing; the editorial process at Purchasing Today(r) (Yes, you can be published!); and tips for making the writing easier, whether for work or fun.
Authors:
Julie Murphree
Roberta J. Duffy