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Purchasing/Supply Chain Management

Seminars & Certificate ProgramFall 2010-Fall 2011

2 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 3

NEW!

Purchasing as a Profit Center: How to Manage the Purchasing/ Supply Chain Organization

As purchasing changes from an acquisition function to one of sup-

ply chain management, so does the role of purchasing executives.

In addition to overseeing buyers, today’s purchasing /supply chain

executives need expert skills for:

•Strategic outsourcing of the organization’s supply chain

•Managing and fostering supplier relationships

• Aligning supplier performance with the organization’s business

strategies

• Utilizing technologies that offer real-time access to inventories

and supply chains

• Restructuring supply chains to give their organizations a competi-

tive edge

• Retaining the right people amid requests to cut costs and head

counts

• Measuring the supply chain function and marketing it as a profit

center—not a cost center

•Cutting costs and doing more with fewer staff

During this new seminar, you’ll learn to use these skills to demon-

strate purchasing’s positive impacts to the bottom line—and turn

the perception of your department from a cost center to a profit

center.

Who Should Attend:

•Chief purchasing officers

•Vice presidents of purchasing

•Supply chain executives

•Purchasing directors

•Purchasing/supply chain managers

•Managers responsible for the purchasing/supply chain function

Agenda:

1. Mission, Objectives and Responsibilities of Purchasing/Supply

Chain

2. Structure and Functions of Purchasing/Supply Chain

Management

3. Applying Financial Dimensions to Purchasing/Supply Chain:

MRO, Financial Statements, Ratios and More

4. Marketing the Purchasing/Supply Chain Function: The FLOTAI®

Quotient

5. The How’s and What’s of Measuring the Purchasing/Supply

Chain Function

6. How to Measure the Purchasing/Supply Chain’s Profit

Contribution

7. Justifying Management’s Investment in Purchasing: Steps for

Success

8. Open Forum: Performance Systems

Schedule:

Monday & Tuesday, 10/04 & 10/05/2010

Louisville, KY

You’ll Also Learn:

• How to develop a mission state-

ment for the purchasing/supply

chain function

• What 20 key items you should

measure

• How to effectively market the

purchasing/supply chain function

• The 24 responsibilities of the pur-

chasing/supply chain function

• What to include in reports for

your boss and how to format

them

• How to attract, select, develop

and retain the right people

Save $250 on an unlimited number of registrations with our corporate discount plan.

See page 8 for details.

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Purchasing/Supply Chain Management Seminars 3

As organizations struggle with rapid shifts in technology and mar-

kets, purchasing professionals are finding themselves in need of new

and improved skills, a better understanding of the cost structure of

new and existing products and services, and the ability to deal with

new and different suppliers and technology.

Furthermore, management is viewing purchasing as a cost center

and asking its buyers to reduce costs like never before. Today’s

purchasing professionals must find effective ways of reducing costs,

and above all, understand the key role purchasing plays as a profit

center – guiding their organizations successfully through continuing

turbulent times.

Who Should Attend:

•Purchasing and supply chain managers

•Buyers wishing to gain a deeper insight into cost/price analysis

Suggested Prerequisites:

•Essentials of Purchasing

•Advanced Purchasing Strategies

Agenda:

1. Traditional Buying Methods

2. Deficiencies in Supplier Pricing Strategies

3. Competitive Pricing and Pricing Theory

4. Estimating Techniques

5. Analyzing Direct and Indirect Costs

6. Dissecting Financial Statements

7. Zero-Based Pricing

8. Future Costing

9. Product Life Cycle

Schedule:

Wednesday & Thursday, 10/06 & 10/07/2010

Louisville, KY

OR

Monday & Tuesday, 11/28 & 11/29/2011

Louisville, KY

Reducing Costs Through Cost-Price Analysis

During this Seminar, You Will

Discover:

• How uncovering deficiencies in

supplier pricing practices can

produce significant cost savings

• The key cost drivers and how to

use them in negotiations

• Three new approaches to use

when looking at cost and price

• How knowledge of direct and

indirect costs can uncover major

cost-saving opportunities

• Techniques for using the Internet

to identify hidden costs

We also offer seminars covering these essen-

tial workplace competencies:

•Management and Leadership Development

•Organization and Productivity

•Written and Interpersonal Communication

•Coaching and Motivation

•Critical Thinking

•Project Management

Call (502) 852-6456 to receive a free catalog.

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4 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 5

Contract Writing: Laying the Foundation for Agreements that Work

This seminar is designed to help those involved in all stages of the

contracting process understand, anticipate and manage the conse-

quences of the process. Moreover, it addresses the tension between

commercial and legal interests and suggests methods of rationaliz-

ing, if not satisfying, the objectives of both parties.

Throughout the program, you will be given opportunities to exercise

your contractual interpretation and drafting skills via hands-on

exercises.

Who Should Attend:

Anyone involved in or who will have responsibility for negotiating,

developing, writing, or managing contractual relationships, whether

for goods or services.

Suggested Prerequisite:

•The Legal Aspects of Purchasing

Seminar Agenda:

1. Writing the Contract

2. Fundamental Principles of Contracts

3. Two Basic Goals of Contract Writing

4. Guidelines for Using Forms and Existing Contracts

5. The Structure of a Contract

6. Contract Language

7. Three Types of Written Agreements

8. Sample Terms and Conditions

Schedule:

Monday & Tuesday, 11/15 & 11/16/2010

Louisville, KY

OR

Monday & Tuesday, 10/26 & 10/27/2011

Louisville, KY

You Will Discover:

• Principles of contract law that

must be incorporated into all

agreements

• Why prevention should be your

overall objective in creating a

contract

• How to protect your company’s

interest without killing the deal

• How to effectively and efficiently

make use of forms and existing

contracts

• The meanings and usage of legal

terms that impact your contracts

• Why the contract for goods

will differ from the contract for

services

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Purchasing/Supply Chain Management Seminars 5

Suppliers are generally more experienced and better trained in ne-

gotiations, leaving purchasing professionals at a disadvantage when

bargaining for the best deals.

Buyers well-trained in the negotiation process can save their organi-

zations valuable dollars that go straight to the bottom line.

During this seminar, you’ll “learn by doing” with an experienced

negotiator who will bring your negotiation skills up to par with

those of your suppliers.

Video tapes and role playing are the key elements of this seminar.

You’ll be extensively involved in the development, practice, and

analysis of your negotiation skills, strategies, and techniques.

Who Should Attend:

•Purchasing managers and agents

•Buyers and senior buyers

•Directors of purchasing

• Management personnel with functional responsibility for the

purchase of goods and services

Suggested Prerequisite:

•Essentials of Purchasing

Seminar Agenda:

1. Definition of Negotiation

2. Identifying Negotiation Style

3. Pre-Negotiating Planning

4. Effective Communication

5. Using Cost-Price Analysis as an Asset

6. Negotiation Strategy

7. Using Conflict Creatively

8. Self-Assessment of Negotiations

9. A Negotiating Exercise

Schedule:

Wednesday & Thursday, 11/17 & 11/18/2010

Louisville, KY

OR

Wednesday & Thursday, 2/16 & 2/17/2011

Louisville, KY

Improving Your Negotiation Skills

You Will Learn:

• Key ingredients of successful

negotiations

• Ways to problem solve before

the negotiations

• The do’s and don’ts of negotia-

tions

• How time, information, and

power can influence outcome

• How to achieve a “win-win”

outcome

All public purchasing seminars are available for exclusive presentation to your organization’s

purchasing professionals. To learn more, contact jeanie.habich@louisville.edu or call (502) 852-6597.

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6 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 7

Learn from “Mr. Purchasing”

Kenneth M. Rowe’s business career represents constant growth and

challenge—from a buyer for an electronics firm to director of pur-

chasing for Parker Brothers Games.

While at Parker Brothers, he established a worldwide network

of suppliers and played a key role in helping business organiza-

tions meet greatly expanded production needs generated by rapid

growth. Ken also developed effective tools for measuring, identify-

ing, and controlling key factors that determined a supplier’s ability

to provide quality, delivery and price within the constraints of the

marketplace.

Ken has been instrumental in the development of public seminars

that have become staples in ISM’s catalog of offerings as well as

those of his university partners.

As president of Rowe and Associates, Inc., he has developed a sup-

plier fulfillment operations review program that is refocusing the

perspective for key executives. Its timeliness and effectiveness have

created substantial demand which has resulted in countless consult-

ing projects.

Ken is a member of the American Production and Inventory Control

Society (APICS) and the Institute for Supply Management (ISM).

His unique blend of professional experience, his gift of teaching,

and his education (MBA and BS, Industrial Management) make him

one of the purchasing industry’s most sought-after speakers.

“Ken’s seminars are always fun and very instructive. I keep his course manuals and notes handy to use as references. I have sent several people to his programs so they, too, can gain from the experience.”

No vague, abstract theories here – just solid information based on

vast experience and proven methods.

Seminar Agenda:

1. The Changing Role of the Purchasing Function

2. The Concept of Commodity Management

3. How to Handle MRO Purchases

4. E-Commerce and Purchasing

5. Just-In-Time and Purchasing

6. What is the Price of Quality?

7. Important Legal Aspects of Purchasing

8. E-Commerce and UCITA

9. Understanding the Elements of Price

10. The Business Contract

11. Value Analysis for Buyers

12. Improving Your Negotiating Skills

13. A Simple Approach to Measuring Supplier Performance

14. Ethics in Purchasing

Schedule:

Monday & Tuesday, 02/14 & 02/15/2011

Louisville, KY

Essentials of Purchasing

In Just 2 Days, You’ll Learn:

• How to get the best deal from

your suppliers

• How to develop and maintain

competent supplier base

• How to put the supply chain to

work for your organization

• If the procurement card is right

for your company

• Key techniques for winning at

negotiations—every time

• The most important legal

aspects of purchasing

• How to select and evaluate

suppliers

• New ways to streamline the

purchasing process

• How to deal with a restruc-

tured organization and new

technologies

• How to determine the best deal

using cost and price analysis

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Purchasing/Supply Chain Management Seminars 7

This systematic and well organized seminar has consistently

received the highest praise from the best judges of all—on-the-line

purchasing professionals. In just two days, you’ll get the informa-

tion you need to determine:

•When is a contract really a contract?

•What is the best way to determine the authority level of the seller?

•How can I get an extended warranty at no cost?

•What are the best remedies for avoiding and settling disputes?

Who Should Attend:

•Associate buyers and buyers

•Transportation, distribution and non-purchasing executives

•Managers responsible for the purchasing function

•Engineers and managers with purchasing-supplier interface

Suggested Prerequisite:

•Essentials of Purchasing

Seminar Agenda:

1. The Uniform Commercial Code (UCC)

2. The Law of the Agency

3. The Offer and Acceptance

4. Competence of Parties to Contract

5. Legality of Purpose

6. The Buyer-Seller Relationship

7. Types of Contracts

8. Title and Risk of Loss

9. The Battle of the Forms

10. Rights of Inspection and Rejection

11. Warranties

12. Remedies for Buyer and Seller

13. Means of Resolving Disputes

14. Patents

15. Government Regulation of Business

16. E-Commerce

17. The Uniform Computer Information Transaction Act (UCITA)

Schedule:

Tuesday & Wednesday, 05/10 & 05/11/2011

Louisville, KY

The Legal Aspects of Purchasing

You’ll Also Learn How to:

•Handle defective materials

• Get your materials delivered on

time

• Avoid entering into a bad

contract

•Deal with e-commerce

•Handle unauthorized shipments

• Select the best contract for dif-

ferent types of purchases

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All public purchasing seminars are available for exclusive presentation to your organization’s

purchasing professionals. To learn more, contact jeanie.habich@louisville.edu or call (502) 852-6597.

8 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 9

The old rules no longer apply. Buyers must develop and apply a new

set of skills alongside the old to deliver the value that their organiza-

tions need, expect and demand.

Because the procurement function has such a significant impact on

the organization, it is imperative that buyers monitor and con-

tinue their professional development. This program was specially

developed to give buyers the skills they need to succeed in the new

procurement environment.

Who Should Attend:

•Buyers

•Supply chain professionals

•Managers responsible for purchasing/supply chain function

Suggested Prerequisites:

•Essentials of Purchasing

•Improving Your Negotiation Skills

Seminar Agenda:

1. Delivering Powerful Client Service

2. Polishing Your Communication Skills

3. Improving Your Negotiation Skills

4. Managing Time

5. Developing Your Consulting Skills

6. Understanding Organizational Conflict

7. Managing Stress

Schedule:

Thursday & Friday, 05/12 & 05/13/2011

Louisville, KY

Improving Purchasing Performance: Developing New Skills for a Changing Profession

You’ll Develop Essential Skills

for:

• Consulting with your internal

clients

• Fostering positive relationships

with suppliers and clients

• Managing the changing roles of

buyers

• Becoming more proactive and

less reactive

• Emerging as a better and more

productive person

• Regaining control of your pro-

fessional life

Save 25% or More with Our Corporate ProgramsCustomized, In-House Training

If you have as few as 12 employees to train in the same subject, your

organization can realize significant savings on tuition fees and the

cost of time and travel by bringing a purchasing seminar in-house.

We’ll customize the curriculum to meet your organization’s

unique needs and present the program at a time and place of

your choice.

For a free, no-obligation consultation, contact

jeanie.habich@louisville.edu or (502) 852-6597 or (800)

334-8635, extension 852-6597.

Discount Plan

By simply guaranteeing as few as six registrations over an

18-month period, your organization will receive a $250

discount on an unlimited number of registrations!

Join the list of growing organizations who are taking

advantage of this money-saving offer. Start saving today by

contacing jeanie.habich@louisville.edu or (502) 852-

6597 or (800) 334-8635, extension 852-6597.

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Purchasing/Supply Chain Management Seminars 9

Advanced Purchasing Strategies

Significant and on-going changes in organizations, technology, and

purchasing call for the latest purchasing techniques.

This popular seminar takes the top six training needs of purchasing

professionals and explores each in-depth. Don’t miss this opportu-

nity to learn from one of the industry’s most sought-after trainers.

Who Should Attend:

•Associate buyers, buyers and senior buyers

•Managers responsible for the purchasing function

•Engineers and managers with purchasing-supplier interface

Suggested Prerequisite:

•Essentials of Purchasing

Seminar Agenda:

1. Developing a Strategic Supplier Strategy

2. The Impact of Costs on Profits

3. Cost-Price Analysis

4. Negotiations: One-on-One

5. Who Should Select Suppliers

Schedule:

Monday & Tuesday, 10/24 & 10/25/2011

Louisville, KY

In Just Two Days, You Will

Learn:

• 6 key steps to implementing a

supplier reduction program

• How to improve your one-on-one

negotiations

• How to develop an effective sup-

plier rating system

• How to use cost-price analysis to

improve negotiations

• How to better manage supplier

relations

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10 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 11

This informative seminar was specially designed to help you pur-

chase services as confidently as you purchase hard goods.

Who Should Attend:

•Any employee who deals with service suppliers

•Associate buyers, buyers, senior buyers

•Managers responsible for the purchasing function

•Managers and administrators with purchasing-supplier interface

Seminar Agenda:

1. What a Service Supplier Is – and Is Not

2. Where to Find the Right Service Supplier

3. Developing a Service Supplier Selection Process

4. The Contract Development Process

5. The Statement of Work

6. Controlling Cost Elements

7. Measuring Service Supplier Performance

8. Negotiating Your Service Contract

9. An Open-Forum, Problem-Solving Session

Schedule:

Wednesday & Thursday, 11/30 & 12/01/2011

Louisville, KY

How to Purchase Services

In Just Two Days, You Will

Learn to:

• Develop, negotiate and manage

definitive service contracts

• Purchase quality services at a

cost-effective price

• Find the right service supplier

for your needs

• Monitor quality and measure

supplier performance

Complete 6 courses (3 core courses and 3 electives) and pass the

exams with a score of 70% of higher. You can even receive credit for

courses you completed as far back as four years ago by requesting

and passing the exams. Upon completion, you’ll receive an attrac-

tive, framed certificate of completion.

We’ve scheduled the courses to allow for completion in as few as

two or as many as four years.

Core Courses

•EssentialsofPurchasing

•ImprovingYourNegotiationSkills

•TheLegalAspectsofPurchasing

Elective Courses

•ContractWriting:LayingtheFoundationforAgreementsthat

Work

•ImprovingPurchasingPerformance:DevelopingNewSkillsfora

Changing Profession

•AdvancedPurchasingStrategies

•HowtoPurchaseServices

•ReducingCostsThroughCost-PriceAnalysis

•PurchasingasaProfitCenter:HowtoManagetheSupplyChain

Organization

Certificate Program

Certificate programs are

becoming invaluable to purchas-

ing professionals—even those with

college degrees!

Here’s why:

• Elective courses offer opportuni-

ties for customization

• The curriculum is constantly

monitored and updated

• Certificates enhance career and

promotion opportunities

• Participation demonstrates the

employee’s commitment to

professional development

For further information and/or to request exams for seminars previously completed, please visit www.delphi.louisville.edu (click on “Professional Development,” then “Certificate Programs.”)

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Learn MoreLearn More

Purchasing/Supply Chain Management Seminars 11

All seminars held in

Louisville, KY

Registration Form

Fee: $995 each (includes instruc-

tion, comprehensive manual,

lunch, parking, and refreshment

breaks). A $250 discount is avail-

able. Call Jeanie at (502) 852-6597

for information.

Cancellation Policy: Full refunds

will be granted to those who cancel

at least 7 weekdays prior to the

seminar’s start date. If you cancel

at a later date, we will accept a sub-

stitute or transfer you to another

seminar at that time. If you don’t

cancel and don’t attend, you are

still responsible for payment.

We reserve the right to cancel a

seminar in the event of low enroll-

ments or other unforeseen circum-

stances. A full refund will be issued

in such instances.

Continuing Education Units

(CEUs): CEUs are available to all

participants who successfully com-

plete a seminar.

ISM Continuing Education Hours

(CEHs): Participants successfully

completing a public seminar are

eligible for 14 CEHs. ISM’s consent

to award continuing education

hours is not an endorsement of

these programs or their contents.

For information about the C.P.M.

or A.P.P. designations, please call

the Institute for Supply Manage-

ment at (800) 888–6276.

IMPORTANT! Please enter the ALPHABETIC code that appears near

your name on the mailing label

Mr. Ms. Name:

Title:

Organization:

Address:

City: State: Zip + 4:

Business Phone: FAX:

E-Mail Address: Used to send acknowledgements, confirmations and announcements of future courses.

(We do not share or sell e-mail addresses)

Seminar Title:

Course Code:

Seminar Title:

Course Code:

Payment: Payment should accompany your registration.

We accept MasterCard, VISA, and company checks.

Check enclosed, payable to: University of Louisville

Charge to:

Card # Exp. date:

Signature:

For additional registrants, please duplicate this page.

• FAX this page anytime to

502•852•8573,or

• Mail to Delphi Center for

Teaching and Learning, Shelby

Campus, University of Louis-

ville, Louisville, KY 40292, or

• Register online anytime at

https://louisville.edu/professionaldevelopment/seminars-workshops/purchasing.html

•Phone502•852•6456or1-800-334-8635 extension

852–6456

4 Easy Ways to Register!

YES! Please register me for:

Purchasing as a Profit Center: How to Manage the Purchasing/Supply

Chain Organization

Oct. 4 & 5, 2010 (#117DJA)

Reducing Costs Through Cost-Price Analysis

Oct. 6 & 7, 2010 (#117DJB)

Nov. 28 & 29, 2011 (#127EJA)

Contract Writing: Laying the Foundation for Agreements that Work

Nov. 15 & 16, 2010 (#117EJA)

Oct. 26 & 27, 2011 (#127DJB)

Improving Your Negotiation Skills

Nov. 17 & 18, 2010 (#117EJB)

Feb. 16 & 17, 2011 (#117HJB)

Essentials of Purchasing

Feb. 14 & 15, 2011 (#117HJA)

The Legal Aspects of Purchasing

May 10 & 11, 2011 (#117LJA)

Improving Purchasing Performance: Developing New Skills for a

Changing Profession

May 12 & 14, 2011 (#117LJB)

Advanced Purchasing Strategies

Oct. 24 & 25, 2011 (#127DJA)

How to Purchase Services

Nov. 10 & Dec. 1, 2011 (#127FJA)

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