1998 International Conference Proceedings (May 1998)

Sort by Title, by Name, by Topic

Title:
A Modified-Weighted Point Evaluation Method For Vendor Selection
Abstract:
The Weighted Point Evaluation Method frequently used by the purchasing world for vendor selection has been around for more than half a century. Its longevity attests to its continued usefulness. As competition continues to intensify, every business decision must exact the maximum benefit for the organization. This is especially true in the acquisition of materials. This presentation describes a modification to the traditional weighted point evaluation method. It uses a multi-criteria decision model called Electre which allows subjective evaluation to complement the traditional evaluation procedure. The results leads to better vendor selection.
Authors:
Joel Knowles
Mary Knowles


Title:
AIM & DRIVE (R) Eight Steps to Managing Costs Through the Supply Chain
Abstract:
As companies in supply chains look for ways to differentiate themselves in the 21st Century, technology, quality, service and timely delivery may not be the answer. However, providing all of the these at a lower cost than that of a rival supply chain will ensure long term profitability and survival. Managing costs through the supply chain requires a clearly defined, easily implementable, written strategy. This article shifts the focus from "allocating costs" to "managing" them. It demonstrates how to develop a written cost management strategy using Anklesaria's AIM & DRIVE (R) process: a proven, winning methodology applied at many Fortune 100 companies.
Authors:
Jimmy Anklesaria, F.C.A., LL.B., M.B.A.


Title:
Achieving a Competitive Advantage Through Supplier Quality Management
Abstract:
To believe that all purchasing and supply chain managers can do to affect quality is to make sure buyers provide clear specifications and maintain open channels of communication with suppliers is wrong. The purchasing and sourcing process, often by working with other functional groups, has the opportunity to create a competitive advantage from effective supplier quality management practices. Capturing these advantages involves a commitment of time, resources, and expertise. This proceeding discusses the increasing importance of suppliers, particularly in supporting product and service quality, and presents a set of questions that executive managers must ask concerning how well their purchasing and sourcing processes contribute to total quality.
Authors:
Robert J. Trent, Ph.D.
Robert M. Monczka, Ph.D., C.P.M.


Title:
Adding Value to Your Career: Successfully "Surfing" the NAPM Conference
Abstract:
Our work in supply management is a network of relationships. We are expected to make continuous improvements to our supply operations and to contribute more value to our customers, our firms, and our society. As professional supply managers we conduct our work in a series of networks. This paper concerns using and expanding your networking skills to get the most value from participating in the 1998 NAPM International Conference.
Authors:
Robert A. Kemp, Ph.D, C.P.M.


Title:
Alternative Dispute Resolution (ADR) Under the UCC & FAR
Abstract:
The increasing use of Alternative Dispute Resolution (ADR) in the commercial contracts/subcontracts and Government contracting environment will be examined as a viable means to resolve the broad spectrum of contractual disputes without resort to litigation and its attendant high cost, delay, and absence of control in the results. An overview of various ADR methods and case examples/studies will provide the participants an appreciation on how post-performance claims and disputes could be mitigated through ADR and thus maximize the contract performance for each party. Special emphasis will be placed on using ADR methods in the resolution of matters/disputes under the Uniform Commercial Code (UCC) and Federal Acquisition Regulation (FAR). The Contracts/Purchasing professional should be aware of the ADR tools and the advantages in having them available in order to be positioned to reap greater contract performance benefits for domestic, international, and Government contracting transactions. This seminar will provide the intermediate and advanced professional with requisite ADR skills in the potentials of ADR.
Authors:
Charles E. Rumbaugh, J.D., C.P.C.M.
Ernest Gabbard, J.D., C.P.M., C.P.C.M.


Title:
Barriers to Customer-Friendly Behavior in Purchasing Organizations
Abstract:
The paper focuses on uncovering the barriers to customer-friendly behavior in purchasing organizations. Given the widespread attention aimed at customer-oriented actions, it is important to identify obstructions in organizations that impede responsiveness to both internal and external customers.
Authors:
Alvin J. Williams, Ph.D.
Kathy Dukes


Title:
Benchmarking of Purchasing: How to Reach "Best Practice" in Supply
Abstract:
Although benchmarking is one of the most discussed management tools, it is still not used as a strategic tool in supply management. Benchmarking is often regarded as a kind of comparison. In fact, it is much more: It helps to improve purchasing processes in a powerful way. Therefore, we concentrate on the concept of supply process benchmarking. This kind of benchmarking is connected (a) with the purchasing process itself, and (b) with the relationship between the purchasing process and other business processes.
Authors:
Dr. Dr. habil. Ulli Arnold
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.


Title:
Blueprint for Qualification & Implementation of the Supplier- Managed Inventory Program
Abstract:
Manufacturers, besieged by global competition and rapid technology changes, have subsequently increased pressures on their suppliers to deliver product in less than traditional lead-times. In order to accomplish this goal, the proper selection of suppliers and inventory management programs is paramount. This presentation will focus on the selection of suppliers, what it takes to make the programs successful and the most popular types of supplier-managed inventory programs in today's high-tech marketplace.
Authors:
Drew G. Curtis, C.P.M., CPIM


Title:
Building Lasting, Successful Relationships Internationally
Abstract:
Successful interpersonal relationships are a prerequisite for doing business internationally. Increasing international competition requires business professionals to have skills in interpersonal communication in order to gain competitive advantage. The best prepared are the most successful. Certain approaches are preferable. This workshop gives you the framework for developing these skills. In the process of building this framework you will learn that the value of cultural bonding and friendship building (not acquaintance building) are indispensable parts of successful international business relationships. Professionals with finely tuned interpersonal skills are the best marketing tool any company can have.
Authors:
Albert L. Linderman, Ph.D.


Title:
Coaching and Giving Feedback to Improve Performance
Abstract:
Ralph Waldo Emerson once wrote, 'Our chief want in life is somebody who will make us do what we can." He recognized that if people are to realize their potential they must be trained, guided, pushed, and inspired. In other words, they must be coached. This presentation will discuss how supervisors can use coaching and feedback to improve individual and organizational performance and assist employees to fully develop their capabilities.
Authors:
Dawn Hodson, MA


Title:
Coincidence or Collusion? 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:
Computer Software Acquisition - Issues & Best Practices
Abstract:
Modern commerce would not be possible were it not for the vital functions provided by computer software. Buying a software product, however, is intrinsically unlike buying most other types of products and services. Add to this, interdependence factors involving the hardware and the other software products that will coexist on the same "box", a constant state of rapid technological change and a whole host of other considerations, and the result is a degree of technological complexity that most purchasing professionals are ill equipped to handle. Yet in many instances, purchasing professionals are expected to not only acquire software for use by the Purchasing Department, but for the enterprise as a whole. Selecting and purchasing software in a cost effective manner requires the combined skillsets of the professional technologist and the purchasing professional. However, few purchasing professionals are cross-trained in technology, and conversely, few technologists possess the knowledge and discipline of the purchasing professional which are key to getting a good deal. In this session, a broad range of practical topics will be examined through the combined optics of the purchasing professional and the technologist, including: the life-cycle of software as it affects cost, choosing the best vendor/product combination, negotiating with software suppliers effectively, pricing considerations, and a discussion of how software license agreements can get you into trouble and how they can keep you out of trouble.
Authors:
Michael D. Feldman, A.P.P.


Title:
Customer Satisfaction Is The Strategic Advantage In Health Care
Abstract:
Customer Satisfaction is THE Strategic Advantage for any organization, regardless of industry. This is particularly true in today's Health Care climate of Managed Care, given the increasing decision-making power of the patient-customer. This presentation focuses on the need to focus management on the importance of the patient-customer and their power to "make or break" organizations. The focus is on Customer Satisfaction as a strategic approach, not a tactical measurement exercise. The goal is to have organizations adopt Customer Satisfaction as their primary strategic focus. World Class organizations clearly understand this and their marketplace performance reflects this learning and focus. It is vital that all organizations translate this message throughout their management structure.
Authors:
Roderick M. McNealy


Title:
Developing The Supplier Benchmark Audit, The Precursor To Supplier Approval
Abstract:
What is a benchmark? Webster's Dictionary defines the word as "something that serves as a standard by which others may be measured." The purpose of this presentation is to illustrate how to develop a supplier benchmark audit which will allow you to define the standard by which to measure your supplier(s), quantify and weight each standard according to its importance to your organization and develop a survey scorecard to summarize and apply the findings in the context of a Best In Class, Acceptable, Marginal or Unacceptable supplier. The benchmarked supplier can then be evaluated in the light of this summary and compared with Best In Class standards. The Supplier Benchmark Audit, therefore, is the precursor to supplier approval/reapproval.
Authors:
Patrick S. Woods, C.P.M., CPIM, A.P.P.


Title:
EHS Programs: Competing Priorities or Burgeoning Opportunities?
Abstract:
The skill of balancing what sometimes appear to be "competing priorities" of environmental and occupational health requirements in such areas as asbestos, lead, etc. is often simply a matter of being informed and willing to take a leadership role in the process. The informed purchasing professional can be an asset when he/she ensures that the concerns of all sides are addressed BEFORE any actions are taken.
Authors:
Ramon A. Thomas, CIH, CHMM


Title:
Electronic Commerce (EC) Classes of Solutions for Purchasing
Abstract:
In the past 18 months a variety of software companies have announced new divisions or new products dedicated to addressing the Business-to-Business Internet Commerce Procurement System market. Some of these companies are established names in the industry and some are venture capital funded 'start-ups'. While the solutions that each of these companies have developed have a majority of the same basic components, their overall implementation strategy differs - sometimes significantly.
Authors:
Pam Promisel
Patti Hegland


Title:
Electronic Commerce (EC) Technologies and Standards: How They Can Enable Purchasing
Abstract:
Based on AMS' understanding of the purchasing business (we have consulted on applying technology to purchasing in over 50 large organizations in both the public and private sector) and electronic commerce technologies and standards (AMS has a Center for Advanced Technology Laboratory on Electronic Commerce and is considered one of the premier thought leaders in this field), we will present a comprehensive review of how EC technologies and standards can be applied to the purchasing business, highlighting an overall definition, a functional overview of how the technology or standard would be applied to the purchasing business and the potential benefits, the issues and challenges, and highlights of existing implementations. Technologies and standards covered will range from traditional EDI to newer Internet and Web-based arenas.
Authors:
Pam Promisel
Patti Hegland


Title:
Ethics Within a Partnership - Do They Change?
Abstract:
Historically, it had been considered a violation of accepted ethics to treat one supplier substantially different from another. NAPM's "Principles and Standards of Purchasing Practice", in fact, stresses "impartiality" and the avoidance of gifts or gratuities which might influence the purchasing decision. However, a recent Cooper, Frank and Kemp study(1) revealed that these same Principles and Standards finished nearly last when purchasers were queried about what helps them develop their ethical standards. Why? NAPM Executive Vice President R. Jerry Baker, C.P.M. writes, "The fact is, ethics is so complex an issue...that there are no easy answers to the many questions it raises. One problem is defining ethics. In a society such as ours there are no absolutes, and no uniform rules of behavior(2)". If this is true, which ethics apply when?
Authors:
David J. Hoover, C.P.M., A.P.P.


Title:
Five Skills Purchasing Professionals Have, That Many in Management Do Not Have
Abstract:
Non-Use of Purchasing Cost Company over $100,000,000 per year:
A few years ago two large oil companies combined to form a much larger oil company. Their purchasing organizations were also reorganized into one. (The buying of crude oil was not done by the purchasing function in either company.)
Authors:
Warren E. Norquist, C.P.M.


Title:
Five Steps to Effective Procurement
Abstract:
Many companies today are searching for the combination of objectives and initiatives to ensure that their procurement operations are effective. These objectives are meant to satisfy both present and future requirements. Oftentimes, the objectives are constructed simply by considering what was successful during the previous period or as a result of considering a few best practices from the public domain.
Authors:
George L. Harris


Title:
Functional Supplier Consortiums
Abstract:
Bringing suppliers together for a meeting to form a consortium can be a challenge, especially when several are competitors. Practical steps can be taken to individually and collectively improve supplier performance with a sense of urgency. Building a common language is an essential first step. Another key element is to simplify and positively share baseline data across the supplier base. Based on these practical foundations, each supplier as well as the host company can take immediate initiatives to determine their internal barriers. These problems can then be turned into prioritized opportunities for action with timelines and ownership, that lead to dramatic results.
Authors:
Gerry Murak


Title:
Get a Grip With 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:
Global Supply Chain Management - Global Inventory Tracking and Management
Abstract:
As global sourcing of finished products, particularly from the Far East, grows explosively, the value of inventory and its carrying costs while in the supply chain is becoming a more significant business factor. The time value of inventory investment and the cost of shrinkage in transit and at the multiple points of transfer inherent in long-distance shipping have become important in determining true margin and profitability. Companies sourcing large portions of their product lines offshore are seeking to establish supply chain management business processes and information networks that will support setting supply chain performance standards; planning extended supply chain operations; gathering information on product location, condition and movement; producing documentation to expedite movements; and reporting on performance to standards. This presentation will discuss the background and characteristics of these business processes and systems, issues surrounding their design and implementation, practical considerations and progress to date.
Authors:
Steven M. Purdy


Title:
Having it ALL - Select the Right Supplier and Develop and Maximize the Relationship
Abstract:
In the past, procurement departments selected vendors primarily on the basis of price. Today, Supply Chain Management (SCM) Departments select suppliers on the basis of their capabilities and the potential win/win relationships that may be developed. We've discovered (in many cases the hard way) that selecting the supplier with the lowest price does not always equate to selecting the supplier who can provide the best product/service nor does it guarantee a successful mutually beneficial relationship between the buyer and the supplier.
Authors:
Lorrie K. Mitchell


Title:
Helpful Hints From Your Friendly Sales Person
Abstract:
The Purchasing Department can provide valuable knowledge and expertise to the organization. However, without strong interpersonal skills from department members, the potential cannot be realized. Purchasing personnel need to learn how to deal with "The Internal Customer", build alliances and trust, sell their ideas and add value to the company. Purchasing personnel learn everyday about products and product ideas from the sales people who visit with them. The best of these sales people have become so because of their expertise in interpersonal skills, understanding of human relations, knowledge of their customers and a commitment to solving customer's problems. The sales person who provides outstanding customer service is the role model for the purchasing professional who wants to provide outstanding service to his/her "Internal Customer".
Authors:
Marilyn Gettinger


Title:
Identifying, Developing and Managing Service Alliances
Abstract:
As alliances grow in number and importance, opportunities for service alliances should not be overlooked. Much of what is true about alliances for materials may also be said about alliances for services; however, differences also exist. Or it may be said the extent of certain conditions vary. Selecting potential service partners may be much more of an art than materials partners. Service alliances also differ in that fewer potential supply partners may be available; consequently, suppliers may have to be developed. Evaluating performance may be more complex as well. Finally, obtaining end-user support of the alliance may be a greater problem with services than materials. These and other differences between material and service alliances are considered in this paper. Suggestions are also provided for identifying, developing and managing service alliances.
Authors:
Larry R. Smeltzer, C.P.M.
R.G. Roberts III, C.P.M.


Title:
Implementing the Virtual Purchasing Organization - a practical approach
Abstract:
The demands of leading edge businesses on their purchasing organizations are increasing as globalization pressures build.
Authors:
Gerrit Kasteel
Peter Evans, Ph.D., FCIPS


Title:
Improved Supply Chain Communication Through Electronic Commerce
Abstract:
Excellent communication is a critical element of progressive supply chain management. The Internet and other forms of electronic commerce provide many opportunities for enhanced communication throughout the supply chain. This presentation will focus on practical electronic commerce methods and techniques that will improve communication and take the mystery out of electronic commerce.
Authors:
Richard G. Weissman, C.P.M.


Title:
Is Price Analysis a Lost Art?
Abstract:
"Is Price Analysis a Lost Art?" There is evidence available that would suggest it is. Some professional purchasers fail to recognize the obvious (and nonobvious) benefits of an effective price analysis program in their organizations, whether they be private or public. This presentation covers those programs, policies, and procedures any Purchasing Manager can implement in order to implement an effective, efficient price analytical system in support of negotiation.
Authors:
Dr. LeRoy H. Graw, C.P.M., CPCM


Title:
Issues In The Procurement Of Software
Abstract:
Acquiring software can be unlike any other product or service acquisition. Software is licensed, not purchased. The fact that the purchaser does not gain ownership of the software creates unique obligations and liabilities. Small missteps in software acquisition can have devastating consequences. The Uniform Commercial Code is being amended to include software and other transactions in information. The Year 2000 issue is now recognized for its size and scope in terms of available resources to address the issue and the money that it will cost to become compliant. Purchasing has the opportunity to add value and reduce costs through a thorough understanding of the nuances of acquiring software.
Authors:
Charles A. Tyrrell, C.P.M., A.P.P.


Title:
Just The Facts Please! The Quantitative Approach To Rating Suppliers
Abstract:
How often have you heard expressions such as "they're a bad supplier," "they need to shape up or ship out" or "I think I have a good supplier?" Although such expressions are spoken with sincerity, they convey a subjective, qualitative and sometimes vague approach to rating suppliers. In contrast, this presentation focuses on an objective, quantitative and very specific approach to rating suppliers.
Authors:
Patrick S. Woods, C.P.M., CPIM, A.P.P.


Title:
Managing Key Supplier Partnerships
Abstract:
Managing supplier partnerships is a major concern to buyers as source consolidation continues to be effected. The objective is to increase business to the extent possible with those key suppliers that are the most capable partners. Achieving this objective requires that these partnerships be developed, structured, administered, and evaluated to determine whether they are successful or unsuccessful in meeting the buyer's needs. Lewis-Goetz and Company, Inc. ("Lewis-Goetz") of Pittsburgh,PA has developed a Supplier Partnership Management Process (SPMP) to provide a defined structure for managing and continually improving partnerships with key suppliers. SPMP consists of seven process features that are integrated to provide performance accountability, defect identification, cost improvement commitment, problem solving, and two-way communication. These process features establish a baseline for measuring the success of the partnership while allowing areas for improvement to be clearly identified. The following sections explain the management process and highlight implementation concerns using a limited case study. The objective is to provide a practical framework that can be used as a guide for managing partnerships to measure and improve the benefits to both parties.
Authors:
William S. Wehr, C.P.M.


Title:
Managing Lead Time
Abstract:
Cycle Time Reduction is the goal of most companies today. Supplier Lead Times are the largest component of manufacturing Cycle Times length and drive Raw Material inventory levels. Lead Times exist for specific reasons and must meet specific criteria. This presentation defines reasons for, and criteria of, Lead Times. I then define what are , and what are not the drives of Lead Times. I will help you to determine when you can and cannot control Lead Time and why. Knowing the drivers provides you with a negotiating tool to use in managing Lead Time.
Authors:
David P. Zimmerman


Title:
Megatrends in Global Supply Management
Abstract:
The supply chain concept requires the sourcing function to become more global in its perspective. Leadership in strategic supply management requires that we broaden our perspective to consider all members of our unique supply network and develop policies and practices which maximize the contribution of each chosen participant. A number of Megatrends can be identified which will help organize and focus the development of leadership purchasing management in delivering competitive advantage.
Authors:
Lowell M. Hoffman


Title:
Mission Possible: Creating And Sustaining A Multi-national Sourcing Team
Abstract:
To effectively purchase equipment, parts, supplies, services and materials globally, many organizations are re-focusing their procurement process. One effective method is to establish a cross-functional, multi-national sourcing team. This presentation provides a blueprint, checklist, timelines, resource identification, as well as an assessment of opportunities and risks in such an undertaking.
Authors:
Claire S. Hauenstein, C.P.M., A.P.P.


Title:
Negotiating With Colleagues - (A Lot Like Negotiating With Your Spouse)
Abstract:
With the move to selecting fewer suppliers and longer term agreements, the purchasing practitioner is having to learn how to negotiate without one of the traditional purchasing levers: competition. This new negotiating position is very much like negotiating with colleagues and spouses. You have very little, if any, leverage. So, by learning how to strike better deals with their colleagues, the practitioner will also learn how to better deal with their spouses and selected source suppliers.
Authors:
F. M. "Mike" Babineaux, C.P.M., A.P.P.


Title:
Negotiation Basics for Purchasing Professionals
Abstract:
Whether you are new to purchasing or an experienced negotiator, an overview of negotiation basics can help you sharpen your buying skills. The first section of this paper provides an overview of the negotiation process. The eight steps presented in the second section provide a framework for negotiation preplanning.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.


Title:
Obtaining Professional Services
Abstract:
Obtaining professional services by the utilization of a Request for Proposals (RFP) is probably the best solicitation method for today's business world. Purchasing professionals must be able to write the document, conduct the process, lead the negotiations, and administer the resulting agreement.
Authors:
Donald L. Woods, J.D., C.P.M.


Title:
Out On Purchasing's Wild Frontier
Abstract:
This paper is a relatively light hearted attempt to make a serious point. It steps back from the day to day problems faced by purchasing professionals, and consider the more global - strategic - elements of the discipline. The literature suggests, there is an evolutionary - or revolutionary (Rozermeijer and Van Weel 1995) - change occurring in purchasing. If this is so, this paper will argue that it would be useful to determine the actual nature of that change and provide a 'roadmap' which will help the practitioner choose between competing views of the way in which purchasing 'should' be moving.
Authors:
Peter Stannack
Martyn Osborn


Title:
Outplacement Services - Contracting for Employees' Future Careers while Downsizing/Reorganizing
Abstract:
Regardless of the type of company or industry, if you have not reorganized in the last three years, you will in the coming year. Additionally, if you have reorganized in the last three years and the company has indicated that's the final reorganization...don't believe it!
Authors:
Raymond T. Roe
Lorrie K. Mitchell


Title:
Outsourcing - A Strategy Whose Time Has Arrived
Abstract:
Outsourcing has been with us for years in one form or another. A common form of outsourcing that has existed in manufacturing since Henry Ford's days has been whether a company should make vs. buy components of products they are building and selling. There are many myths, distortions and exaggerations which surround outsourcing both in the positive and negative. The one indisputable fact is that the use of outsourcing for acquiring non-core products and services is growing rapidly in both the manufacturing and service sectors. Additionally, outsourcing is now moving into many non-traditional areas that in the past would never have been outsourced as companies are striving to be more competitive in both the domestic and international market.
Issues cover by this paper include:
Authors:
Michael G. Patton


Title:
Partnering with the Best Suppliers
Abstract:
If you ask the typical purchasing professional to rate their supply base, chances are very great that they would indicate that their suppliers perform on an above average basis. I would take exception to that typical comment because it is based on only a small percent of the supply base. They are not commenting on suppliers who provide niche products, products and services with low value, the preponderance of MRO suppliers, and suppliers who are chosen outside the purchasing process (possibly legal, advertising, health care depending on the level of purchasing involvement).
Authors:
George L. Harris


Title:
Paths to Procurement Success
Abstract:
Individuals advance in the procurement field not only due to their technical knowledge of procurement, but due to a set of acquired management skills. This paper describes 10 (ten) aspects of personal development that are usually not addressed in typical training/education forums. Further, it identifies (10) ten dimensions, as portrayed through the personal experiences of senior purchasing managers at Fortune 500 companies, which if pursued, will lead an individual on a personal path of procurement success.
Authors:
George Harris, C.P.M.


Title:
Personality Imprinting - Why Can't You Just Do It My Way?
Abstract:
The viability and success of a volunteer committee is directly related to the fine art of choosing the right person for the right job. How do we practice wisdom in assembling a high power team? This article will introduce a key tool to use in understanding the four basic Personalities. Our Personalities are with us from birth. Just like in the economy of nature, each Personality has its own valuable contribution to make to the organization.
Authors:
Suzanne Honeycutt


Title:
Price Discipline (tm) (1): A Tough, But Fair Approach to Price Negotiation<
Abstract:
Most discussions on requests for price changes today, unfortunately, factor around bottomline price. Suppliers respond to RFQ's and customers counter. Price Discipline( is a tool that will enable both customers and suppliers to move away from arbitrary demands for price decreases or increases and base their decisions on logic and reason instead. The article describes the concept in detail and illustrates its application through a real life example.
Authors:
Jimmy Anklesaria
Sanjit Menezes


Title:
Promat Clothing: A Case Study of Supply Chain Reengineering
Abstract:
This paper is a case study of the Promat Clothing organisation in South Africa and the transformation process towards becoming World-class. The case study centres mainly around Supply Chain Management and Purchasing; and the need for transformation of both to create Supply Chain synergy.
Authors:
Leon R. Raath CA (SA), C.P.M.


Title:
Purchasers as Change Agents: Supply Leadership in the "Borderless Organization"
Abstract:
Dramatic marketplace challenges and shortening life cycles have been forcing companies everywhere to engage in time-based competition. To become ever more agile and flexible, they have been increasingly outsourcing engineering and manufacturing activities to outside suppliers. They have redefined their role from being self-sufficient to providing the leadership focus for business ecosystems that combine the resources and capabilities of several participants into a synergistic whole. While outsourcing non-core activities has made them more dependent upon their external partners, it also has enabled them to respond more quickly to customer demands. As closer links are forged between the ecosystem participants, boundaries between them blur, and the end product manufacturer becomes a "borderless organization". Bringing about this change and providing leadership to the network of value partners is the new role of purchasers.
Authors:
Dr. Dr. habil. Ulli Arnold
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.


Title:
Purchasing Law - Living in the Lion's Den and Loving it!
Abstract:
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. Purchasing professionals must be familiar with the basic principles of modern business law and understand how these principles affect purchasing decisions and operations.
Authors:
Preston J. Leavitt, Ph.D., J.D., C.P.M.


Title:
Purchasing in the Next Millennium: The Value-Added Contribution
Abstract:
Today's Best-in-Class corporations are transforming Purchasing into a value added corporate entity. How are they accomplishing this transformation? What are the successful ingredients being used by companies today to achieve improved bottom line results and maximized market share? This presentation will illustrate Purchasing approaches to these challenges and opportunities by presenting a "road map" of the value added methodologies being utilized in the 1990's to insure competitive market positions in the next millennium.
Authors:
Robert J. DeFusco
Michael D. Clark


Title:
Purchasing's Role In Delighting The Customer
Abstract:
Extra ordinary customer service can be used to differentiate one company from competition and to build customer loyalty. Purchasing can play a key role in improving customer service. We will review the relationship between customer service and purchasing and offer four tactics we have used to "delight the customer".
Authors:
Mark S. Miller C.P.M., C.I.R.M.
Steven R. Fogle, C.P.M.


Title:
Put It In Writing! The Contractual Approach To Price Changes
Abstract:
In today's dynamic environment and with the unsettling market conditions affecting the cost of raw material, contract services, labor and overhead, the purchasing professional is constantly faced with that ugly beast called the "price increase." Even in so-called "sophisticated purchasing departments," these beasts can completely take the buyer by surprise and even though many companies have contracts and/or purchase orders to address quality, delivery and technology, very few contain specific and concise language to address price change. This presentation will show how contract language can be incorporated into a customer/supplier agreement to address the important and challenging area of price changes including both increases as well as decreases due to a softening in the marketplace. Cost savings through value analysis and its resulting effect on price decrease is also discussed.
Authors:
Patrick S. Woods, C.P.M., CPIM, A.P.P.


Title:
Receiving Inspections' Changing Role In Supplier Quality
Abstract:
"How do we get suppliers to deliver 100% quality products?" is a question heard around the world. Many companies are desiring to have certified suppliers yet they are not developing suppliers who meet the criteria. One missing aspect is the information provided at receiving inspection. Based on the desire to eliminate inspection, most companies have reduced the number of employees in the receiving inspection department but haven't gotten the supply base to the level necessary to meet their quality requirements. There is a missing link and it resides in receiving inspection. If this is not changed, companies may never achieve certified suppliers and the process is doomed for failure. By assessing why we inspect incoming product and determining what we need to achieve, companies can effectively change their course on purchased material quality improvement. This session will present the changes necessary in receiving inspection to provide statistical data. Using this data will allow purchasing professionals to improve the quality of supplied materials.
Authors:
Jerry W. Claunch, C.P.M.


Title:
Reduce Total Purchased Cost by 5% Through Inbound Freight Management
Abstract:
This paper discusses the strategies and opportunities of reducing total purchase cost by 5% or more through managing inbound freight. A strategic overview of transportation management is used to identify how and why the concept is beneficial to the strategic purchasing activities of the firm. The paper is geared toward understanding key concepts and pinpointing specific opportunities to effectively procure inbound transportation services. Identifies informational needs and potential pitfalls to avoid when you determine if managing inbound freight is right for you.
Authors:
Dr. M. Theodore Farris II


Title:
Reengineering Purchasing: Managing Culture Change
Abstract:
Reengineering as a concept has been around for some time. Although many companies have experienced a degree of reengineering, few purchasing departments have undergone radical transformation. The global marketplace, rapid introduction of electronic commerce, and available data will require such transformation if companies are to be successful in the next millennium. The opportunities for any company exist in its ability to:
Authors:
Michael J. McMullen
William L. Michels, C.P.M.


Title:
Relationeering™ - The Key to Successful Organizations
Abstract:
Research results have shown that building and maintaining customer relationships is key to the success of any organization. The same concepts that are used to create and manage customer relationships are now being utilized to manage other relationships in an organization. Supplier Quality efforts are concentrating on building partnerships and ongoing business relationships with their critical suppliers. Organizations are now renewing their efforts to understand the needs of employees and to build long term relationships with them in order to keep the best employees and lower overall turnover. This presentation shows how all of these efforts can be synthesized into one common relationship building model that is systematic and is based on preventive and continuous learning approaches. Applications and the benefits of the model are also discussed.
Authors:
Ricardo R. Fernandez, P.E.


Title:
Self-Leadership Resources: Personal & Interpersonal Skills
Abstract:
Exceptional technical expertise and invaluable experience are often foiled by energy-draining, relationship-eroding behaviors, which diminish trust and destroy self-confidence needed to produce desired results in the purchasing business. Five personal and interpersonal resources comprise the necessary skill-sets for effective Self-Leadership and People-Relating -- your "partners in purchasing" -- which set the stage for maximum performance & productivity. Therefore, to increase your Purchasing Manager's "IQ: Impact & Influence Quotient" TM, master the following skill-sets:
Authors:
Jenna Lee McMillen


Title:
Starting and Operating a Purchasing Cost Savings Program
Abstract:
Purchasing has the ability to contribute to the financial results of any organization through a cost savings program. The program is an excellent way for Purchasing to gain the confidence of senior management. The paper is presented as a practical way for Purchasing heads to organize and operate a successful cost savings program. It includes goals, structure, necessary definitions, suggestions of where to find savings and how to write meaningful reports.
Authors:
Robert F. Smith, C.P.M.


Title:
Strategic Commodity Management: Lessons From A Major Implementation
Abstract:
Two and a half years ago Kaiser Permanente decided to leverage its $1.5 billion goods and services spend on a national level for the first time in its 50-year history. A new central purchasing organization, a commodity management process, new tools and a common language, and a challenging set of objectives were all put into place to support the changes. The goal was a 10% reduction in spend over the first two years, without impacting the quality of goods and services. This presentation will share with you the valuable lessons learned while achieving that goal.
Authors:
Robert H. Buckenmayer
Charles R. Noland


Title:
Strategies for Re-Educating Yourself for the New Millennium
Abstract:
To at least one observer, keeping up with all the changes in the purchasing profession is a little like jumping on a rocket with handle bars. However, it has only just begun. More changes will take place in purchasing in the next ten years than in the previous fifty. How does a purchaser balance a heavy workload with the need to reeducate oneself for the future? This presentation will review the skills necessary for future success, educational resources, and demonstrate how to build a personal reeducation program.
Authors:
Brian G. Long, Ph.D., C.P.M.


Title:
Strategies to Leverage Diversity in the Workplace and the Marketplace
Abstract:
The increasing diversity of the workforce offers multiple opportunities for leaders to leverage differences both within the workplace and in the marketplace. The various skills and perspectives which employees bring to their jobs can be a resource if leaders know how to use these differences to best advantage. In this presentation, attendees will learn what other leading organizations are doing to leverage diversity within the workplace and how they are using diversity to better serve their customers and expand their businesses.
Authors:
Dawn Hodson, MA.


Title:
Strategy Integration: Leveraging Opportunities With R&D New Product Teams
Abstract:
Successful Materials organizations are those most adept at collaborating with their R&D colleagues to integrate supply strategies at the concept stage. Leveraging mutually shared goals by participation in new product launch teams will result in delivery of new products with unprecedented velocity and immediate profit margin advantages.
Authors:
Laura L. Stover


Title:
Structured Problem Solving for Supply Management Effectiveness
Abstract:
The paper highlights the utility of structured problem solving methods for purchasing and supply management. Given the plethora of assorted problems and situations with purchasers are confronted in the global marketplace, substantive ways of generating alternative solutions must be identified and implemented. Thus, it is critical for professional purchasers to build and hone problem-solving skills.
Authors:
Alvin J. Williams, Ph.D.


Title:
Successful Skills Development for the Purchasing Professional
Abstract:
Purchasings' customers look to our profession more than ever before to bring value to their business through effective management of the supply chain. Continued development and growth of the skills required to deliver this value is a major challenge for the profession. This includes development and management of effective supply strategies, extracting optimal value from supply relationships, and managing total cost of ownership in addition to having a high expectation in our traditional purchasing business skills of forecasting, negotiation, contracting, cost/price analysis, etc.
Authors:
Phillip D. Aultman
Daniel D. Currie


Title:
Supplier Analysis: Achieving the Optimum from your Suppliers - Improved Performance and Lower Total Cost
Abstract:
Every Buyer and company have their own "formula" for analyzing their respective suppliers for ascertaining the acceptable "fit" for performance of their supplier, and ultimately, their suppliers' materials / service. Many company "formulas" are expertly documented. Most have served the company's requirements to a satisfactory level. However, very few Buyers or companies are able to perform a proficient analysis of their suppliers to project the long term success of their suppliers' ability to grow their manufacturing when the buyers' company grows. This has been a universal void with most buyers - The Alignment of Supplier/Buyer Manufacturing for Improved Perfromance and Lower Total Cost.
Authors:
L. Wayne Riley


Title:
Supplier Assessment - A Joke That's Gone Too Far?
Abstract:
This paper considers the way in which contextual factors impact upon purchasing and supply. It reviews a number of supplier assessment models and considers whether purchasing professionals can transplant so-called 'Japanese' purchasing techniques into Western contexts.
Authors:
Peter Stannack
Martyn Osborn MBA


Title:
Supplier Financial Analysis: By the Numbers
Abstract:
The completion of a financial analysis prior to contracting is a procurement best practice. The importance of this practice increases under the concept of partnering whereby long term strategic contracts are created. The goal of a financial analysis is to mitigate risk. As a result of a financial analysis the following may result:
Authors:
Maytee Aspuro, C.P.M.


Title:
Supply Chain Cost Reduction Strategies
Abstract:
The concepts of supply chains and supply chain management are reviewed. Supply chain optimization is discussed and the strategy of supplier reduction is presented. Supplier reduction techniques including partnerships and alliances, integrated supply, JIT-II, supplier city, distributor cooperative, and lead supplier or supplier outsourcing are defined. When and how to apply these various techniques is discussed.
Authors:
Ralph G. Kauffman, Ph.D., C.P.M.
Thomas A. Crimi, C.P.M.


Title:
Supply Chain Management With Vendor Managed Inventories
Abstract:
For years companies thought low unit manufacturing costs were the only secret to a successful business. It is only recently that manufacturers have become aware of the total cost of doing business and that just low unit costs are not the only answer. This recognition has spurred supply chain management as a key function to improving corporate profitability. So key is supply chain management that many companies have reengineered their business around this strategy. Many of the costs of doing business that had previously been accepted as fixed are now being challenged and changes are occurring that result in activities being more cost efficient. These new practices start with the customer where much emphasis is placed on getting all materials delivered on time, in the exact quantity ordered, defect free and billings done error free. It is now understood that these areas add cost to doing business without adding value and the result is customers that are placed in a less competitive situation.
Authors:
Bill Poole (CPIM)


Title:
Supply Partnerships as Illustrated by the CN/GM Locomotive Power-by-the-Mile Agreement
Abstract:
Long-term partnerships are built on a few key elements that link customers and suppliers. Strategic fit, trust, open communications, flexibility, quality, on-time delivery along with performance measures are elements that must be present for a successful partnership. This presentation outlines how a supply partnership can be a win-win situation for both parties involved.
Authors:
John K. Edwards
Danielle Dansereau


Title:
Ten Ways to Sell Purchasing Within Your Organization
Abstract:
A recent study of how well Purchasing Departments do in meeting the needs of their internal customers showed that the more effective Purchasing Departments handle over 75% of their parent organization's procurement activities. Reaching that level of 75% is not easy, as internal customers often wish to remain very active in the buying function. Such predicaments generally result in poor morale on the part of Purchasing professionals and lost cost-reduction opportunities for the parent organization.
Authors:
Peter E. O'Reilly, D.P.S., C.P.M.


Title:
Terms and Conditions for Electronic Commerce
Abstract:
The use of electronic commerce for the purchase of goods and/or services is growing exponentially. Unfortunately, contract (procurement) law has not kept pace with the speed of this growth. Therefore, the procurement and contracting professional must be aware of what laws apply, and how terms and conditions are established in this electronic environment.
Authors:
Ernest Gabbard, J.D., C.P.M., CPCM


Title:
The "Balanced Purchasing" Model: Research Findings
Abstract:
Booz Allen & Hamilton, through research and client work, has identified an emerging model for finding the right balance between cooperative relationships and a commitment to competitive pricing. The model, which we have dubbed "Balanced Purchasing", moves beyond the religion of "trust" that is so popular today-without reverting to an adversarial approach. Unfortunately, Balanced Purchasing is difficult to achieve-far more so than any of the one-dimensional approaches also shown in Exhibit I.
Authors:
Timothy M. Laseter
Chris Shephard


Title:
The Big Picture: Seven Global Trends Driving the Supply Chain
Abstract:
Current research indicates that the trends driving change through the supply chain fall into four broad categories: The knowledge revolution; the integration of supply management; the greening of supply management; and a values-based infrastructure. The trends themselves include management of complex information, professional development initiatives, supplier/customer integration, integration of internal functions, cost-management through the supply chain, environmental impact, and an ethics infrastructure.
Authors:
Mark A. Crowder, C.P.M.


Title:
The China Challenge - Essential Skills
Abstract:
China and Chinese business present an on-going challenge to purchasing professionals who are involved in business in the People's Republic of China and the Greater China Region. This session builds on an Essential Skills Toolkit first presented at NAPM 1996 and built on at the 1997 Convention. This toolkit will be presented at the outset of this session which goes on to provide an update on the People's Republic of China, the PRC, in the context of corporate structure and ownership, business strategy, and the impact of the latter issues on business partnering for western professionals. Once these macro concerns have been addressed, the session moves to a skills level. It will demonstrate the importance of the role of culture in business in general, and in this case, with China. By contrasting 4 specific aspects of Chinese culture which Americans find a challenge, with 4 key aspects of American culture which challenge Chinese business professionals, the session offers participants the opportunity of honing their skills in handling Chinese business interactions. Consideration will be given to cultural nuances between the PRC and other areas in the so-called Greater China Region. The session closes with time for questions and answers.
Authors:
Andrea Charman
Agar Burton


Title:
The Effects of Inter-firm Power on Supply Chain Relationships
Abstract:
Supply chain management has been promoted as a means to position manufacturing as a source of competitive advantage in the market place. Inter-firm power influences, however, retain the potential to upset effective supply chain integration. Through structural analysis of survey data from the automotive industry, this research serves to offer one of the first works to analyze power in the supply chain. The results offer significant insights for both supply chain strategy and research.
Authors:
Dr. Michael Maloni
Dr. W.C. Benton


Title:
The Purchasing Manager is Dead - Long Live the Sourcing Leader!
Abstract:
As purchasing, long a sleepy backwater, boldly reinvents itself as an organization's strategic sourcing team, a new kind of professional has burst upon the scene: dynamic change agents and well-rounded global citizens who provide visionary leadership in leveraging internal and external resources for sustained competitive advantage. They have little patience for traditional purchasing and management, instead embracing a broader process, relationship, and business perspective to provide value-added solutions to chosen clients. Building the new sourcing team requires a thoughtful combination of selection, Broad-based understanding of their clients' opportunities, needs, and challenges as well as innovative leveraging of their suppliers' talents are the hallmarks of the new sourcing leaders.
Authors:
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.
Vivian V. Longo


Title:
The Thirteen Commandments Of Export And Import Compliance Programs
Abstract:
This guide provides thirteen simple rules to help companies design and implement effective systems for complying with export and import (customs) laws.
Authors:
Oscar Gonzalez
Adrienne Braumiller


Title:
The Top Ten Approaches to Cost Reduction
Abstract:
America's most successful, as well as most internationally competitive companies, are using proven methods to reduce cycle times, improve quality, enhance customer satisfaction levels, and most importantly, reduce total costs of goods purchased. Some of these methods have used for many years, while others are relatively new tools that reflect the current supply management thinking associated with close, long-term customer-supplier relationships.
Authors:
Robert E. May, Jr., C.P.M.


Title:
Tips For Measuring Supplier Performance
Abstract:
Measuring supplier performance is an important purchasing tool. This paper will review the steps we took in establishing supplier performance measurement program. I will review: the results of our supplier performance benchmarketing, measurement details we established for the four performance factors we selected, and general tips that you should consider in your supplier performance measurement program.
Authors:
Mark S. Miller C.P.M., C.I.R.M.


Title:
Use The Web To Enhance Your Supplier Diversity Program
Abstract:
Minority Business Enterprises (MBEs) want more business from Corporate Purchasing Personnel (CPPs). In turn, CPPs want to give more of their business to MBEs. Yet, despite this seemingly common desire, each face significant impediments to doing business with the other. This presentation will focus on how the Internet, and the World Wide Web in particular, can help overcome some of these impediments and make it easier for MBEs and CPPs to conduct business by improving initial sourcing and pre-qualification processes and by lowering transactional costs.
Authors:
Brian G. Caffrey


Title:
Using Criticality Grids to Determine Negotiation Strategies
Abstract:
Purchasers acquire products ranging from industry standards and commodities to patented products and those containing proprietary technologies, with usages ranging from very low to enormous. The criticality grid helps to classify purchases based on importance of internal use and external market structure. This tool enables purchasers to develop different negotiation strategies for different levels of internal and external criticality.
Authors:
Lee Buddress, Ph.D., C.P.M.
Alan Raedels, Ph.D., C.P.M.


Title:
Using a Corporate Intranet for Indirect and MRO Purchases
Abstract:
How do you serve millions of customers worldwide, meet demanding stretch goals, manage a supply chain of thousands of suppliers and still deliver year-over-year double digit growth? The answer is to create a company culture to focus on the customer, act boundaryless, work with simplicity and speed. This requires globalization, new products, service quality and innovative information technology. This "case study" presentation describes GE's implementation of a new indirect material purchasing system. GE is developing a process called Integrated Indirect Supply (IIS) to apply sophisticated electronic commerce techniques to the purchase of indirect and MRO materials. IIS will incorporate a company wide intranet, an extranet for supplier communication, integrated use of purchasing cards (with line item detail), and complete "back office" EDI transaction usage. This presentation discusses the architecture of IIS and describes the GE implementation plan.
Authors:
William G. Cafiero
Randolph M. Rowe


Title:
Using the Internet to Increase Personal Computer Purchasing Effectiveness
Abstract:
This presentation / workshop will discuss some of the many ways in which the Internet can be used to increase the Purchasing Managers' effectiveness in procuring Personal Computers and associated peripheral equipment and software. Some of the more common methods of using the Internet are discussed, but the primary focus is on the use of a new technological service, from a leader in the technical publishing industry, which offers an unbiased view, plus a wide range of available products from many of the industries computer vendors.
Authors:
Ian Norrish


Title:
Vision, Enthusiasm, Motivation, Courage: Keys To Leadership
Abstract:
Whether it is in your professional life, personal life, or NAPM association life, there are times when you will accept a position of leadership. You will want to be a leader, or you will be asked to be a leader, or you will be required to be a leader. There are specific skills each of us can learn to improve our effectiveness at leading ourselves and others to achievement. Effective leadership is the result of a combination of skills and techniques, all of which can be learned, developed, and refined. Among these are vision, enthusiasm, motivation and courage.
Authors:
Daniel O. Coleman, C.P.M.


Title:
We Have the Technology - Building the Perfect Supply Manager
Abstract:
The training of purchasing managers and purchasing professionals might be said to be core to the position of the discipline itself. In a world where purchasing is allegedly becoming a 'strategic' discipline the question remains, with regard to what skills purchasing practitioners can and need to develop and what blockages may prevent that development. The paper argues that purchasing skills training programmes must recognise the role of the purchasing professional within an organisation as a critical factor in the skills acquisition process. Without considering role, training is likely to be ineffective. The paper seeks to develop a model of training which is transferable, robust and perceived as relevant by employers.
Authors:
Peter Stannack
Gyöngyi Vörösmarty


Title:
What Is Purchasing Success and How Do We Know If We Did It?
Abstract:
One of the ongoing difficulties in managing the purchasing function is determining how to measure performance. How is quality purchasing defined? What are the key measurements for purchasing customers? How do we build performance measures that encourage individuals to accomplish organizational goals? This paper will address these issues.
Authors:
Dr. Alan Raedels, C.P.M.
Dr. Lee Buddress, C.P.M.


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.