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 Kits 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
|
