2002 International Conference Proceedings (May 2002)

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Title:
A Framework For Developing And Understanding Supplier Costs
Abstract:
Organizations have become increasingly aware of the need to understand supplier costs. The following identifies two issues that affect the ability of a company to collect and utilize supplier cost information. In addition, a framework and methodology is presented as a guide to understanding supplier costs which has proven to be successful during the past twenty-five years.
Authors:
Douglas L. Morey, A.P.P.
Dr. Russell Morey, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Achieving More For Less: Mental Aerobics for Supply Chain Professionals
Abstract:
Excess is out and lean is back in a revision economy that stretches resources to the limit. In supply chain terms this means an ever-increasing level of integration demanding yet further streamlining and the removal of any hint of excess, plus real-time customer-driven multiple-partner decision-making based on fast and effective information synthesis. It means continuous creativity in search of smart solutions as the shelf life of data shortens and the speed of change gathers pace. It means mental fitness and mindpower; a high energy culture to meet the challenges of a post-industrial economy in which sophisticated electronic tools and techniques take over an array of tasks and transactions, sort and store data, manage knowledge, shorten cycles and enable the application of complex strategic decision-making. This session proposes a well-researched mental aerobics program that will ensure supply chain practitioners the 'fitness' or continual upskilling capability required for sustainable employability in a workplace typified by non-stop transformation.
Authors:
Andrea Charman
Agar Burton
Topic:
Professional Growth: The Key to Your Future



Title:
Achieving World Class Purchasing Through Solving the Centralized vs. Decentralized Organizational Dilemma
Abstract:
Adding to the perpetual issue of how to operate an effective strategic sourcing function when there are both centralized and decentralized staffing elements, is the ever increasing concern brought on by today’s numerous mergers and acquisitions. How to organize a procurement function is no longer solely a situation comprised of organizational silos within firms, but it is also the pressure to “fit in” additional purchasing units from newly incorporated entities. Instead of asking and answering questions related to who stays and who goes, the management of strategic sourcing organizations should be responding to what makes the best business sense to the corporation and the internal customers in terms of purchasing organizational format. This presentation will address strategic issues related to these concerns and offer some action plans to better position purchasing organizations to overcome these challenges and seize strategic opportunities.
Authors:
Dr. Peter E. O’Reilly, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Adding Value Through SCM Internships: An Academic and Student Perspective
Abstract:
Developing and enhancing a supply chain management internship program may be a rewarding and time consuming experience. The program must be developed, organized, and implemented properly to add value to the student and company.
Authors:
Emily S. Knox
Dr. Russell Morey, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Advanced Negotiation Strategies and Tactics
Abstract:
Win-win negotiation strategies work well in many, but not all, situations. This paper identifies issues that favor integrative (win-win) and distributive (win-lose) negotiations and discusses negotiation strategies that are appropriate in different situations. The following section presents a framework for discussing integrative and distributive bargaining. The second section discusses negotiating strategies in win-win and win-lose negotiations. The third section presents factors that facilitate or hinder win-win negotiations. The final section provides a framework for negotiations.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Topic:
Making the Most of Supplier Relationships
Tools for the Effective Supply Manager



Title:
Avoiding the Potholes on the E-Sourcing Highway: Understanding and Evaluating E-Sourcing Solutions
Abstract:
Companies are feeling the pressure to rein in costs. Traditionally, they have looked to technology, implementing tools like sales force automation, etc. However, few have successfully applied automation technology to purchasing. Even though purchasing departments often oversee millions, if not billions of dollars, they have had no automation tools available to them to effectively manage processes or reduce costs. This is changing. e- Sourcing software solutions designed for purchasing departments can dramatically improve efficiencies and save companies money—all while making purchasing managers’ jobs easier. So what do you need to look for in an e-sourcing solution, and what results can you expect?
Authors:
Kent Godfrey
Topic:
Making Sense of the E-Commerce Revolution
Supply Management: A Strategic Perspective



Title:
Beyond the Exchange – The Future of B2B
Abstract:
Most B2B activity to date has centered on on-line exchanges and auctions, and most observers have assumed that these electronic marketplaces would come to dominate the B2B landscape. Once you look beyond the hype, you quickly see that most Internet exchanges are floundering. Use of the Internet to facilitate commerce among companies promises vast benefits: dramatically reduced costs, greater access to buyer and sellers, improved marketplace liquidity, and a new array of efficient and flexible transaction methods. But if the benefits are clear, the part to achieving them is anything but. The B2B market is still in its infancy, and the structure and players remain in rapid flux. This presentation examines the model for the future shape of B2B and how it will evolve on the Internet.
Authors:
Rita Cardenas, C.P.M, A.P.P.
Topic:
Making Sense of the E-Commerce Revolution



Title:
Building Global Supply Chains: A New Mosaic Comes of Age
Abstract:
To be competitive in today's global marketplace, and to serve global operations, supply chains must also be global. This paper identifies the challenges typically encountered in building multi-national supply chains and provides approaches, strategies, and best practices for developing, implementing, and maintaining supply chains that are international in scope.
Authors:
Ralph G. Kauffman
Thomas A. Crimi
Topic:
Supply Management: A Strategic Perspective



Title:
Business-to-Business E-commerce And Enterprise Resource Planning: Increasing Value In Supply Chain Management
Abstract:
The modern ERP systems are fully integrated with e-commerce supply chain solutions like e-procurement, seller-oriented marketplaces, exchanges and auctions, etc. However, these integrated ERP systems still have substantial implementation and utilization issues including complexity, high cost of ownership, long time to recover investments, and being unaffordable for small- and middle-size companies. The paper presents the framework of overcoming these issues and increasing value in supply chain e-commerce development and ERP.
Authors:
Zinovy Radovilsky
Topic:
Making Sense of the E-Commerce Revolution
Supply Management: A Strategic Perspective



Title:
Can We Afford to Outsource Our Ethics?
Abstract:
Our profession’s current ethical doctrine (Principles & Standards of Purchasing Practices) is expressed in a setting between a purchasing professional, his/her employer, and a supplier. The temptations, snares, risks, as well as the standards of a purchasing professional are presented in this setting. This one-on-one setting between a buyer and a supplier is becoming obsolete and is no longer adequate to meet the needs of new ethical dilemmas in a supply management setting. We now have the emergence of networks of enterprises competing against other networks. These Next Generation Enterprises (NGE) consist of multiple firms that are linked together with eBusiness tools and operating as a synchronized collaborative enterprise or network. In today’s environment the firms in just one NGE may represent many different countries and cultures. Competition is growing between these NGE’s as firms’ team up to meet customer expectations.
Authors:
William J. Wagner. C.P.M. Senior Consultant (retired)
Topic:
Making Sense of the E-Commerce Revolution
Tools for the Effective Supply Manager



Title:
Can't Pay? Won't Pay! Strategies and Tactics to Avoid Price Increases
Abstract:
If you’re like most businesses – under pressure to provide ever greater returns to your stockholders – you can bet that your suppliers are too. And you can bet that many of them aren’t putting much thought into how they’ll achieve that return. Most of them will go for the easy option – raising the price they charge you, their customer, for their product or service.
Authors:
Ross Darrah
Topic:
Tools for the Effective Supply Manager



Title:
Data’s Gold Rush – Finding Useful Data in Them Thar Hills
Abstract:
This paper supports a workshop to be held at the 87th Annual N.A.P.M. International Purchasing Conference to be held in San Francisco, California from May 5 through May 8, 2002. This presentation will use actual procurement data from multiple sources, and demonstrate how it can be applied toward true savings efforts.
Authors:
Kevin Williams, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Dealing With Troubled Suppliers
Abstract:
Recognizing and dealing effectively with troubled suppliers to your company is essential to your company's success. Being able to identify a troubled supplier is the first step to successfully addressing this potentially devastating problem. First you must understand that being troubled can be more than just financial unsoundness, but also managerial weakness. The health of your own organization may be at stake if your suppliers don't come through for you.
Authors:
Mark Aiello
John Trentacosta
Jeffrey J. Mayer
Topic:
Making the Most of Supplier Relationships



Title:
Designing and Enhancing Effective Business-to-Business Relationships in the 21st Century
Abstract:
The recent and dynamic national—and world—events flowing from "911" as well as "normal" day-to-day supply management tasks bring into focus a need to review and revitalize the design, implementation, and/or maintenance of an effective supplier dispute/claim resolution system for the 21st century. This interactive session will provide an opportunity for buying professionals to increase their expertise on concepts/notions, embedded as a foundation in successful dispute resolution systems which has as a bedrock, trust and team building.
Authors:
Charles E. Rumbaugh, J.D., C.P.C.M.
Topic:
Making the Most of Supplier Relationships



Title:
Developing Value Propositions: Strategic Choice in Supply Management
Abstract:
Value creation and delivery have both become the mantra of supply management theorists and practitioners. In the quest to create and deliver value, little focus is placed on the mechanics of developing and implementing value propositions that lead to enhanced performance for all supply partners. The strategic choices made by supply professionals should be based upon carefully conceptualized value propositions. The presentation will identify concrete approaches that supply practitioners can use to make appropriate strategic choices regarding value propositions.
Authors:
Alvin J. Williams, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Developing Your C.P.M. and A.P.P. Study and Test-Taking Skills
Abstract:
This paper is divided into four sections. The first section briefly reviews the requirements for the Certified Purchasing Manager (C.P.M.) and Accredited Purchasing Practitioner (A.P.P.). The second section discusses study and test taking skills that are useful for many that are preparing for the C.P.M. and A.P.P. examinations. The third section is a discussion of how to use the C.P.M.) and (A.P.P.) Diagnostic Practice Exams to prepare for the C.P.M. and/or A.P.P. Examinations. The final section provides test taking tips that many have found useful.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Topic:
Professional Growth: The Key to Your Future



Title:
Documenting Your Value to the Organization
Abstract:
Purchasing professionals of the 21st century are being encouraged by organizational leaders to move from tactical to strategic thinkers. Strategic thinking calls for: Seeing the big picture, Knowing the mission, objectives, and goals of the organization, Focusing on the requirements of the internal and external customers, Understanding the ever-changing challenges of the organization in its effort to stay competitive in a global environment, Adapting quickly to meet those constantly changing challenges, Leveraging all resources to hit the financial targets of the organization.
Authors:
Marilyn Gettinger, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
E-Commerce Tools to Drive Demand Management and Strategic Sourcing
Abstract:
Strategic sourcing is not a technology fix, but rather a mix of effective procurement professionals, value-added suppliers, key e-commerce tools, and personalized report-driven demand management. Success factors include accurate approval hierarchy, effective policy to eliminate backdoor procurement, and a process that makes the competitive environment the easiest way for the internal customer and the supplier to do business.
Authors:
Roy R. Anderson
Topic:
Making Sense of the E-Commerce Revolution



Title:
E-Sourcing for the Middle Market
Abstract:
Unlike Fortune 500 companies, middle market companies typically have a lower spend and struggle with whether an eSourcing program will be beneficial. Companies with an annual spend of as little as $20 MM have successfully used eSourcing processes to obtain a significant ROI. On the other hand, some companies with a annual spend of $1 billion have not succeeded in eSourcing. This paper addresses the following questions. Is my business suitable for eSourcing? How do I create a successful business case for eSourcing? Do I need to install an ERP system to run a successful eSourcing program? What eSourcing process should I follow? How do I select an eSourcing service provider?
Authors:
Subhash Makhija
Larry R. Smeltzer
Topic:
Making Sense of the E-Commerce Revolution



Title:
Ethical and Legal Issues of Contracting in the 21st Century
Abstract:
Ethics in the new millennium; why is it important? Because an understanding of it could make the difference between a successful career and one that ends up shipwrecked upon the shores of ignorance, fear or greed. First we will introduce the subject of ethics, then outline the importance of it to the purchasing professional, and move the discussion from general applications to specifics. Secondly, we will discuss the importance of law, how it relates to ethics, and how law can be used to reach solutions to ethical problems you may face in the purchasing profession.
Authors:
Michael Cole
Tim Little
Topic:
Tools for the Effective Supply Manager



Title:
Examining The Efficiencies of Cooperative Purchasing Via The Internet In The Public Sector
Abstract:
The governmental entities throughout Northern Nevada have enjoyed phenomenal success over the past 18 years through the use of cooperative purchasing. Almost all government entities in the area are participating members of the Northern Nevada Consortium for Cooperative Purchasing (N.N.C.C.P.). A vast array of products and services, common to governmental entities, are procured cooperatively, resulting in lower costs to the taxpayers and greater efficiency to each participating purchasing department. As e-procurement techniques and practices develop and solidify, these too will be incorporated by the Consortium members to guarantee maximum efficiency as well as lowest costs.
Authors:
John L. Balentine, C.P.M., CPP
Michael L. Sullens, C.P.M.
Topic:
Making Sense of the E-Commerce Revolution



Title:
Expanding Your Personal Brandwidth: Marketing Your Personal Skill Set
Abstract:
This paper supports a workshop to be held at the 87th Annual N.A.P.M. International Purchasing Conference to be held in San Francisco, California from May 5 through May 8, 2002. This presentation will look at ways Supply Management professionals can grow, develop and find that "dream job" they have been seeking.
Authors:
Kevin Williams, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Fast Cycle Change in Supply Chain Systems: Maneuvering Through the Maze
Abstract:
Given the rapidity of change in supplier and customer markets, supply professionals are forced to integrate and adapt many processes and behaviors to remain competitive. Since the only real source of sustainable competitive advantage is the supply organization’s capacity to adapt to marketplace dynamics, it is imperative that firms implement systems that accommodate change comfortably and insightfully. The presentation focuses on fast cycle change as a means of handling the enormous demands of intra- and inter-chain competitive behaviors.
Authors:
Alvin J. Williams, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Global Sourcing – Critical Steps in the First Phase
Abstract:
Getting the greatest value for every dollar spent has become a common business imperative that has top management asking the question "are we buying from the best place in the world?" Those who know the answer have added an exciting and challenging aspect to their career. The purpose of this presentation is to improve the productivity and success of those new to global sourcing initiatives by outlining a process for implementing international purchasing based on the experiences of those who have "been there, done that."
Authors:
Robi Bendorf, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
How to Achieve Cost Savings From Supply Chain Management: Techniques that Work
Abstract:
This paper identifies and demonstrates proven techniques that achieve real cost savings from supply chain management, and provides information on how to apply these techniques in various business situations. Most supply chain professionals have knowledge of supply chain management, but many find serious challenges in achieving actual cost savings from the concept. This paper provides information on how to achieve cost savings from supply chain management.
Authors:
Thomas A. Crimi
Ralph G. Kauffman
Topic:
Tools for the Effective Supply Manager



Title:
How to Succeed in Supply Chain Management Without Really Trying: Leveraging the Performance of the Extended Enterprise
Abstract:
Tough economic conditions have compelled companies to find ways to improve performance by eliminating waste. Application of lean principles and practices (Lean) accomplish this objective by removing activities across the enterprise (manufacturing, order to delivery, supply chain, distribution) that do not add value to the customer, increasing revenues, margins and market responsiveness. Implementing Lean in the supply chain presents a huge opportunity, but also a huge challenge, as most current techniques are too slow and too costly. The advent of new Internet technology however, allows for new techniques and approaches that are much quicker and more efficient. It is now possible to use powerful web-based solutions and proven implementation techniques to deliver lasting improvements in revenues, margins and market responsiveness at a depth, breadth and speed that have never been possible before. This presentation will discuss ways of encouraging and enabling suppliers to improve their performance. It will also discuss new, powerful tools and techniques and show how companies use these to achieve performance improvements in their supply chains to enhance their own performance.
Authors:
Sherry R. Gordon
Robert Rosen
Topic:
Tools for the Effective Supply Manager



Title:
Impact of E-Sourcing on Supplier Relationships
Abstract:
Companies are increasingly looking at e-sourcing and reverse auctions as a means by which to reduce their procurement expenses and provide bottom line savings to the organization in a relatively short time. However, this has sometimes led to resistance among suppliers who believe that e-sourcing results in commoditization of goods and services, lack of appreciation of value-added services, and in negative impacts on buyer-supplier relationships. This seminar discusses the likely impacts of e-sourcing and reverse auctions on supplier relationships. It also presents short and long-term strategies to both buyers and suppliers to minimize costs and maximize collaboration / benefits.
Authors:
Roopa Gandhi Makhija
Topic:
Making Sense of the E-Commerce Revolution
Making the Most of Supplier Relationships



Title:
Indexing for Today and Tomorrow
Abstract:
Indexing provides a professional tool for measuring, investigating and controlling price and cost increases. As we advance in managing our supplier relationships, we must employ effective measures to ensure our contract alliances provide the lowest total cost for our companies. Indexing serves as an effective cost measurement tool as well as timely cost forecasts on key market indicators.
Authors:
Lee Ferriss, C.P.M.
Topic:
Making the Most of Supplier Relationships
Tools for the Effective Supply Manager



Title:
Interacting With Small Manufacturing Suppliers for Purchasing Effectiveness
Abstract:
Customers dealing with small manufacturing suppliers, often marginal, closelyheld companies with minimal technical staffs, can promote the viability and responsiveness of such firms by encouraging joint ventures, co-operative sourcing, and supplier consortia. Strong historical forces work against such resource sharing, but the global economy, a customer’s market, now requires innovative approaches to achieve supplier effectiveness and economic survival. Some strategies are proposed to accomplish this effectiveness.
Authors:
Alexis N. Sommers, Ph.D.
Topic:
Making the Most of Supplier Relationships
Supply Management: A Strategic Perspective



Title:
Investment Recovery's Role in the Supply Chain
Abstract:
Investment recovery generates significant revenue and creates impressive cost savings for corporations. By strengthening bonds between investment recovery and other departments responsible for the supply chain, corporations will realize less waste and idle assets while increasing revenue.
Authors:
Dennis Knutz, CMIR, ASA
Topic:
Tools for the Effective Supply Manager



Title:
John Deere Supplier Development Program
Abstract:
The continual demands of customers to lower costs force today’s companies to think beyond the traditional Continuous Improvement approaches to reducing waste. As a greater percentage of costs are outside the plant in the supply chain, it becomes harder to realize savings by addressing only that portion of the cost structure within the plant walls. A way must be developed to work with the supply base to lower the Total Acquired Cost of goods purchased. One important component of this is a group of highly skilled engineers who work with the suppliers to implement lean transformations throughout the supply chain. Results are immediate and dramatic. We call this group "Supplier Development."
Authors:
Jon R. Stegner
Bill Butterfield
Craig T. Evers, PhD, PE
Topic:
Making the Most of Supplier Relationships



Title:
Lease vs. Buy Analysis: Real-Life Lessons You Don't Want to Forget
Abstract:
Cash is king! This mantra is acutely relevant for companies faced with competitive pressures and customer demands for higher productivity and lower prices. Companies that have grown through acquisition are particularly challenged as the additional debt must be serviced. Cash generation and conservation become a focal point throughout the organization. Like it or not, supply management professionals find themselves in a new role working with suppliers of leasing services to evaluate the costs and benefits of leasing.
Authors:
Debora P. Darty
Norbert J. Ore
Topic:
Tools for the Effective Supply Manager



Title:
Lowering Total Cost Through Reverse Auctions
Abstract:
Reverse-Auctions offer the opportunity to greatly expand your sourcing reach while reducing the manual administration and unit costs. Depending on which reverse-auction model you use, it can even deliver you a better price faster. This session dispels the mystique of reverse auctions and enables purchasing professionals at all levels to understand the benefits and risks of reverse auctions. This joint industry-academic presentation is intended to educate and guide the purchasing professional in the alternatives and opportunities of reverse auctions.
Authors:
Wes Guillemaud
M. Theodore Farris II, Ph.D., C.T.L.
Dan Hooper
Topic:
Making Sense of the E-Commerce Revolution



Title:
Managing the Supplier's Salesforce Effectively
Abstract:
Salespeople and supply managers often lock horns when they could cooperate, producing better results for both parties. These two business functions don’t always enjoy a happy marriage, when they really need to. As a supply manager, you can improve the situation, by learning to identify and manage four types of sales behaviors. You can develop techniques for making those behaviors work for you, techniques you can put to work immediately so that you -- and your suppliers -- can work less and achieve more.
Authors:
Ellen Bristol
Topic:
Making the Most of Supplier Relationships



Title:
Measuring Supplier Performance (How to Get What You Measure and Other Unintentional Consequences)
Abstract:
When an organization focuses its resources on its suppliers’ performance, the results can be rewarding. One organization, FedEx, tells its story in this presentation about improving supply chain performance through its supplier scorecard program.
Authors:
F. Michael Babineaux, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Mentoring Magic
Abstract:
Today’s fast paced business climate provides a real challenge for both the business firm and it’s employees. This same situation exists in volunteer organizations that are constantly searching for strong new leadership. Ambitious individuals are anxious to succeed, however often youth and inexperience are blocks to that goal. The simple solution is either a formal or informal mentoring program that allows the employee or the volunteer to "learn the ropes."
Authors:
Elaine N. Whittington, C.P.M., CPCM, A.P.P.
Topic:
Professional Growth: The Key to Your Future



Title:
Navigating and Networking The 87th Annual International Supply Management Conference: Building Value in Your Career
Abstract:
The importance of better relationships throughout supply management processes is reinforced by the increasing complexity, demand for speed, and pressures for cost control forced on us by the changing world situation. Similarly, rapid economic development, demand for increases in quality and performance, changing political attitudes, significantly improved communication systems, better transportation systems, trends toward economic integration and increasingly intense competition are some of the tremendous social forces that are driving change in our supply management. These social changes will become even more important as we move on into 21st century. This paper defines the process of networking and is my personal advice on how you can make the 87th International Supply Management Conference a great career building opportunity for you by networking.
Authors:
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Negotiating Blind
Abstract:
E-Commerce is, at its core, an improved communication tool. Reliance on written forms of communication changes the interaction dynamics of the buyer-supplier relationship in many ways. Planning for negotiation may be different, as will be its conduct. Results of a recent experiment indicate outcomes may be significantly different, as well. Negotiating blind - without all of the visual and verbal cues on which we traditionally rely - may require an entirely different approach.
Authors:
Lee Buddress, Ph.D., C.P.M.
Michael E. Smith, Ph.D.
Alan Raedels, Ph.D., C.P.M.
Topic:
Making Sense of the E-Commerce Revolution



Title:
Online Education: A Perspective from ASU's On-Line MBA
Abstract:
On-line education is growing rapidly, and the many offerings are difficult to evaluate. This session is designed to introduce attendees to the latest approaches to on-line education. While based in part on Arizona State University's On-Line MBA, the topics covered will be of general interest to anyone who is considering pursuing on-line education either as a student or an educator. This paper and accompanying presentation address the following issues:
Authors:
Lisa M. Ellram, Ph.D., C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Personality Style Considerations in Effective Negotiation
Abstract:
Most buyers and supply managers have been trained in the processes and mechanics of commercial negotiation and have had a significant experience in applying the tools and techniques that they have been taught. However, most commercial negotiators (buyers and suppliers alike) have not been sufficiently trained to identify and take advantage of the innate personality characteristics and tendencies that all humans have. This session will provide insight as to how the different personality styles of negotiators can affect the outcomes and process of a negotiation. Several simple models are discussed that can be used to predict and identify the different personality traits and related negotiating styles for more effective negotiation preparation and execution.
Authors:
James L. Patterson, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Planes, Trains, Ships...Whatever It Takes!
Abstract:
You have a pending cross-border shipment of 1000 televisions. This session will teach you how to get the product across borders and into the dock efficiently; how to coordinate logistical needs; and ultimately, how to meet the request and satisfy the customer.
Authors:
Tom Sanderson
Rajiv Uppal
Topic:
Tools for the Effective Supply Manager



Title:
Principles and Standards of Ethical Supply Management Conduct: Bringing Our Standards Up to Date
Abstract:
Since 1992, NAPM has used the Principles and Standards of Purchasing Practice and accompanying guidelines for information and guidance on ethical behavior. In support of its vision, mission and objectives, over the past two years, the Ethical Standards Committee has reviewed and rewritten the Principles and Standards to take into account the supply management perspective and to update the standards according to environmental changes such as technology advances.
Authors:
Cynthia A. Trainer, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Procurement Performance Optimization
Abstract:
Companies that invest in performance management out perform other companies in multiple financial measures – total shareholder return, return on equity, return on assets, and cash flow return on investment, and multiple productivity measures – sales per employee, income per employee and real growth in sales. And, considering that a large percentage of Cost of Goods Sold (COGS) is purchased materials, Procurement can have a large impact. For example, for a company with 55% COGS in purchased materials, a 1% reduction in COGS delivers the same margin lift as 12-18% sales growth.
Authors:
Dr. Judith A. Stimson
Topic:
Supply Management: A Strategic Perspective



Title:
Proprietary E-Procurement and Strategic Sourcing
Abstract:
Warehouse overhead, order fulfillment, customer satisfaction and transaction costs were a few of the concerns that stimulated thought and action toward a proprietary eprocurement solution. We discovered that although many were rushing to invent the wheel, no k12 district had created a "cradle-to-grave" process that included strategically sourcing vendors, electronically routing orders and approvals, and ensuring just in time delivery. What we discovered and what you are about to read, is that a proprietary solution is possible with the right combination of courage, vision, strategy and technology.
Authors:
Norman H. McGarry, CPPB
Jon Barth, MA
Topic:
Making Sense of the E-Commerce Revolution



Title:
Pulling Your Way to an Integrated Supply Chain
Abstract:
During recent times, many organizations have recognized tremendous progress in effectiveness and efficiency by adopting a pull strategy that establishes the pace of production at the rate of customer demand. Additional advantages accrue when a similar strategy is applied to the supply chain, as is seen with the adoption of just-in-time (JIT) approaches. However, such approaches can have disastrous effects when there is strategic misalignment between organizations. This session will introduce a new conception of supply-chain integration based upon backwards pulling of strategic initiatives through the supply network in order to provision the creation and maintenance of valuable inter-organizational relationships.
Authors:
Michael E. Smith, Ph.D.
Lee Buddress, Ph.D., C.P.M.
Alan Raedels, Ph.D., C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Purchasing and Supply Management Knowledge: Key to Competitive Advantage
Abstract:
Purchasing and supply management (PSM) knowledge has emerged as an important area of business knowledge. This workshop focuses on how PSM knowledge can create competitive advantage for individuals and organizations. The workshop also explores the major types of PSM knowledge and their relative importance in creating and maintaining competitive advantage.
Authors:
William J. Christensen, Ph.D., C.P.M.
Laura Birou, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Riding the Bucking Bronco: Techniques to Survive Tremendous Growth
Abstract:
Many organizations struggle to meet increasing needs with limited resources. This presentation covers methods utilized by the school district purchasing department in Las Vegas to "do more with less." Methods utilized include backup and secondary strategies, efficiency studies, and the examination of existing processes to re-define the role of purchasing and increase it contribution and value to the organization.
Authors:
Bramby A. Tollen, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Services E-Procurement: What It Is and How It Is Helping Texas Instruments Save Millions
Abstract:
With more than 42,400 employees worldwide spread over four continents, Texas Instruments (TI) sought greater visibility and control over its contingent workforce operations. In order to improve operational effectiveness and reduce costs, TI needed to streamline and track the interactions among hiring managers, facility managers, physical security, IT, services vendors and contingent workers. They chose the CascadeWorks™ Clarity services eprocurement solution to get greater visibility into information on contractor activity and spend, more effectively manage their vendor programs and relationships, and streamline the procurement cycle from requisition to payment.
Authors:
Diana Jovin
Luther Harris
Topic:
Making Sense of the E-Commerce Revolution



Title:
Strategic E-Commerce: Does It Travel Well?
Abstract:
Isource Business magazine states "Now, with the advent of the Internet, companies are starting to integrate their supply chains in a system-to-system manner, minimizing the need for human contact, human data entry or any sort of human involvement." This is the holy grail of ecommerce. It has great potential for transactional ecommerce, where XML tags can identify well-categorized data. However, how does it work for more strategic procurement functions, and how well does strategic ecommerce cross national boundaries?
Authors:
Dick Locke
Topic:
Making Sense of the E-Commerce Revolution



Title:
Strategic Sourcing and Supplier Diversity – Strategies for Success
Abstract:
World class procurement organizations include world class strategic sourcing and supplier diversity processes. Corporations are streamlining procurement processes through strategic sourcing and supplier rationalization. Through focused strategies, supplier diversity and strategic sourcing can work together to add value to global procurement organizations and overall corporate strategic intents. Presenters will (a) describe the business case for a world class supplier diversity process (b) provide tools to integrate supplier diversity and strategic sourcing processes and (c) showcase success stories that demonstrate how diverse suppliers can be integrated with and actually benefit from the strategic sourcing process.
Authors:
Audrey Goins Brichi
Paul L. Massih
Topic:
Supply Management: A Strategic Perspective



Title:
Strategic Sourcing and e-Procurement – Which One, or Both?
Abstract:
It is doubtful that any subject in the history of procurement or supply chain management has created more excitement and enthusiasm than "e-procurement." It promises to revolutionize the way we do business, and produce significant savings. The subject of strategic sourcing creates almost as much excitement, and possibly even more return-oninvestment (ROI). It is therefore incumbent upon all procurement/supply chain professionals to become conversant on both of these subjects, and to understand the relevance of each to the procurement process.
Authors:
Ernest G. Gabbard, C.P.M., CPCM
Topic:
Making Sense of the E-Commerce Revolution



Title:
Strategic eSourcing at Work: Delta Airlines Sustains Real Cost Savings
Abstract:
According to recent analyst research, purchasing executives plan to buy almost 50 percent of their direct materials online by 2002. Many companies have realized single event-based savings already through reverse auctions, but Strategic eSourcing offers far more. Enterprises can further streamline their supply chain and sustainable cost savings by developing, institutionalizing, and executing world-class sourcing processes.
Authors:
Richard Waugh
Aaron Dent
Topic:
Making Sense of the E-Commerce Revolution
Supply Management: A Strategic Perspective



Title:
Supplier Relationship Management vs. Customer Relationship Management - Collaboration from a Supply Management Point of View
Abstract:
The structure of the partnerships you develop with not only your suppliers but also your customers will in many cases determine the degree of success of the relationship. A successful partnership provides an opportunity for shared risk while maximizing the opportunity for mutual success whether it’s with your supplier or customer. In order for this to take place, the Supply Management (SM) professional, the supplier, and the customer must commit to a working partnership of collaboration with their supplier and customer where relationship identification, development, and management are the key elements.
Authors:
Lorrie K. Mitchell, C.P.M., A.P.P.
Topic:
Making the Most of Supplier Relationships



Title:
Supply Chain Management — Integrating E-Purchasing and Retailing Concepts
Abstract:
In this paper, we will analyze Supply Chain Management(SCM) to emphasize the need for a process view and the integration of all contributors within a specific value chain. We will show the basic SCM modules relevant for successful adoption and refer to successful SCM concepts used in manufacturing and retailing. Four German case studies provide useful insights into these two sectors. Retailers implement SCM in the form of Efficient Consumer Response (ECR) approaches.
Authors:
Dr. Dr. habil. Ulli Arnold
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.
Topic:
Making Sense of the E-Commerce Revolution
Supply Management: A Strategic Perspective



Title:
Supply Chain Professionalism in the New Economy
Abstract:
Rather than replacing humans with technology, the knowledge-intensive new economy requires a new type of supply chain professional. This paper presents a skills profile of the new supply chain professional, professional development methods for the new economy, and a set of tools for attracting, rewarding, and retaining world class professionals.
Authors:
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Supply Management and Project Management: Bridging the Gap
Abstract:
Why is it that supply managers often encounter barriers when trying to support the needs of specific projects within the organization? Many supply managers can trace the source of these barriers to the actual project management function. In order to understand why barriers between the supply management function and the project management function may exist, one must first obtain a sound background on the actual basics of project management. Likewise, a good project manager aims to acquire at least a working knowledge of the supply function within an organization. This paper and supporting formal presentation will discuss the origins of modern project management. They will also introduce some of the cutting-edge techniques used in the field today. They will compare and contrast the similarities and differences between the two functions. This will help supply managers to gain an understanding of the typical constraints that project managers experience. Once supply managers are aware of these constraints, they can begin to evaluate techniques that can be used to improve communications between themselves and the project management function.
Authors:
Jeffery A. White, C.P.M.
Topic:
Professional Growth: The Key to Your Future
Tools for the Effective Supply Manager



Title:
Take Charge of Change!
Abstract:
The ability to manage complexity and master change has never been more important, given our fastpaced, non-stop lives. The first step is to understand the built-in mechanisms that make change so difficult, and which serve as the source of our natural resistance when faced with something new. Based on this we can distill five characteristics, or CHANGE-abilities, that enable us to better adapt to whatever the world throws our way. Finally, we can learn and apply specific strategies and tactics to enhance our CHANGE-ability.
Authors:
Peter A. Hess, CODC
Topic:
Professional Growth: The Key to Your Future



Title:
Technology: Fine Servant, Dreadful Master
Abstract:
With technology becoming ever more pervasive in our society and a necessary tool in the purchasing and supply chain management profession, how are we using it? We can "hide behind it"… we can "run scared" from it… or we can use it "wisely" to aid us to accomplish the great variety of tasks we must perform daily. We’ll look at some examples of technology that went "horribly wrong" and we’ll analyze some examples of the misapplication of technology. Finally, we’ll discuss how we can remain the "masters" of technology to ensure that it remains our "servant". We’ll learn the one key question to ask when considering any new or modified technology application, that will enable us to know if the technological application under consideration will really work for us or against us.
Authors:
John L. Balentine, C.P.M., CPP
Paula M. Wulff, C.P.M.
Topic:
Making Sense of the E-Commerce Revolution



Title:
The Integrated Purchasing Solution — The Marriage of e and Legacy
Abstract:
Many of the providers of e-procurement solutions ignore legacy and traditional purchasing solutions, at best as unimportant, and, at worst, irrelevant. This approach ignores the significant benefit that businesses have obtained over many years using existing traditional best purchasing practice. On the reverse side, many companies with high performance and effective purchasing have rejected the idea of e-procurement as yet another fad which will add nothing to their current processes and practices. In fact, both views are incorrect. This session seeks to highlight the importance of both approaches and to integrate them to provide a combined solution. The session will introduce a strategic framework through which they will be able to identify, by expenditure category, the most effective and appropriate traditional or eprocurement solution or combination of both.
Authors:
William L. Michels
Robin Jackson
Topic:
Making Sense of the E-Commerce Revolution



Title:
The People Factor in World Class Supply Chain Integration
Abstract:
Improving supply chain effectiveness used to be all about cutting cost through the improvement of purchasing, logistics and distribution functions. It began with leveraged savings through supplier consolidation and focused process mapping and redesign, plus best partner selection. Today, technology is changing our business environment forever as it changes the very concept of the business enterprise. The result is an emerging model with organizations forming high performance networks in their attempts to meet the ever-more demanding expectations of the customer/consumer within continually shortening timeframes. This development has encouraged a radical broadening of focus from early supply chain optimization concentration on internal process excellence towards an extended inclusive model that embraces external partners - the total network. In this climate, the arbiters of success shift towards the ability to maintain fast product and service innovation to satisfy the ultimate consumer, achieved through excellence in network management with its emphasis on transparent integrated (or synthesized) collaborative effort. Competency in business relationships, and all that this implies, take center stage, with cutting edge technology a given. The potential barriers to excellence in this interenterprise (and often global) model begin with certain organizational cultures of distrust where cultural and emotional intelligence are in short supply and where hostility and adversarial attitudes abound.
Authors:
Andrea Charman
Topic:
Professional Growth: The Key to Your Future



Title:
The Supply Management Fitness Review -- On the Road to World Class
Abstract:
Most supply management operations have the objective of becoming or maintaining world-class status. Yet it is surprising how many have significant gaps between their actual performance and what are commonly recognized as best supply management practices. The severity of the "gaps" result in many of these operations being more appropriately described as "getting" departments rather than supply management operations. How does your organization stack up? A Supply Management Fitness Review is a good way to find out. This paper’s objective is to assist the supply management 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 supply management.
Authors:
Robi Bendorf, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Training or Development — The Choice Is Yours
Abstract:
Many companies think that by sending an employee to a training course, the individual will learn new skills, broaden his or her horizons and apply those new skills to the job. Many employees may learn new skills, but the work environment does not enable the employee to effectively use the skill set. There is little or no support within the business to encourage the application of something new. Change, for most companies, is difficult at all levels and time constraints force people to use time-tested habits. Furthermore, there is no accountability placed on the individual, little measurement between the old skill and newly acquired skill set.
Authors:
William L. Michels
Michael L. Quick
Topic:
Professional Growth: The Key to Your Future



Title:
Using Technology to Simplify Premium Transportation Purchases
Abstract:
A key principle furthering professional purchasing is the use of information to reduce uncertainty and thus reduce total cost. Emergency shipments traditionally require an excessive amount of special effort and handling to determine the best route, maintain current tracking, and provide follow-up to multiple parties.
Authors:
M. Theodore Farris II, Ph.D., C.T.L.
Brent Hudspeth
Topic:
Making Sense of the E-Commerce Revolution



Title:
Utilizing Predictive Supplier Performance Information for Successful Non-Core Supplier Management
Abstract:
How well a company’s product performs can be attributed to how well their core suppliers are performing. The consequences of choosing a poor performing supplier can mean the difference between significant cost savings or losses. But what are the financial and performance risks associated with choosing poor performing suppliers?
Authors:
Jeff Baron
Topic:
Supply Management: A Strategic Perspective



Title:
When to Hold ‘em, When to Fold ‘em: Supplier Conditioning
Abstract:
The key responsibility of supply managers is managing and developing a supply chain capable of delivering increased value year-on-year. Supply managers are caught in a battle between a customer base that demands lower priced product and a supply base demanding higher prices. There are various tools and techniques applied to managing supply, which, traditionally are left solely to the purchasing department. An often-overlooked supply management concept is supplier conditioning.
Authors:
Michael L. Quick, C.P.M.
Linda P. Michels, C.P.M.
Topic:
Making the Most of Supplier Relationships
Tools for the Effective Supply Manager



Title:
Which Way Did They Go? I'm Their Leader!
Abstract:
Leadership means leaving a mark. It is initiating and guiding and the result is change. By ideas and action, leaders show the way and influence the behavior of others. If you’re an effective leader, then you have more people and power behind you to make things happen.
Authors:
Preston J. Leavitt, Ph.D., J.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
World Class Supply Management
Abstract:
World Class Supply Management is the philosophy of continuously improving the process of design, development, and management of an organization’s supply system, with the objective of improving the bottom line. The terminology of "world class" recognizes that companies compete in an existing or impending global environment. As a philosophy, World Class Supply Management spans functional boundaries and company borders. The philosophy of World Class Supply Management requires change driven by upper management to shift decision-making processes from an internal department or single company focus toward optimization of the supply chain. Through continuous improvement, World Class Supply Management is an ever-moving target that focuses on supply chain process improvement. World Class Supply Management requires the development and management of institutional trust. World Class Supply Management involves purchasing, but is far more strategic. A world-class supply manager is not departmentally or internally focused, but concentrates on proactively improving processes with the long-term goal of upgrading the competitive capability of the firm and the firm’s supply chain.
Authors:
David N. Burt
Stephen L. Starling
Topic:
Supply Management: A Strategic Perspective



Title:
eProcurement Best Practice Chronology
Abstract:
Authors:
Ernest G. Gabbard, C.P.M., CPCM
Topic:
Making Sense of the E-Commerce Revolution