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Purchasing/Supply Chain Management

Seminars & Certificate ProgramFall 2011-Fall 2012

2 Purchasing/Supply Chain Management Seminars

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 opportunity 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

Course #127DJA

OR

Monday & Tuesday, 06/11 & 06/12/2012

Course #127MJA

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

supplier rating system

• How to use cost-price analysis

to improve negotiations

• How to better manage supplier

relations

“I received my certification in Purchasing/Supply Chain today from the Delphi Center/University of Louisville. I wanted to share with you how much I appreciate and have learned from Ken Rowe during this process of coursework. Ken is a unique individual with an incredible background in procurement and supply chain work. His courses are engaging, thought-provoking, and certainly provide insight that only a practitioner might provide.

I am thankful that the University provides such training and am appreciative of the opportunity to participate in continuing education. The staff at the Delphi Center have been courteous and helpful in regard to registration and all the sundries accompanying the certification process.”

Kindest regards,

Mark W. McAdams Director of Fuels Procurement Big Rivers Electric Corporation Henderson, KY

Purchasing & Supply ChainManagement Certificate

Learn more about this certificate

program on page 4.

Register

Register

3 Purchasing/Supply Chain Management Seminars

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 consequences of the process.

Moreover, it addresses the tension between commercial and legal interests and

suggests methods of rationalizing, 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:

Wednesday & Thursday,10/26 & 10/27/2011

Course #127DJB

OR

Wednesday & Thursday, 06/13 & 06/14/2012

Course #127MJB

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

Register

Register

4 Purchasing/Supply Chain Management Seminars

How to Purchase Services

This informative seminar was specially designed to help you purchase 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

Course #127FJA

OR

Wednesday & Thursday, 10/17 & 10/18/2012

Course #137DJB

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 attractive, 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

•Essentials of Purchasing

• Improving Your Negotiation Skills

•The Legal Aspects of Purchasing

Elective Courses

• Contract Writing: Laying the Foundation for Agreements that Work

• Improving Purchasing Performance: Developing New Skills for a Changing

Profession

•Advanced Purchasing Strategies

•How to Purchase Services

•Reducing Costs Through Cost-Price Analysis

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

Certificate Program

Certificate programs are

becoming invaluable to

purchasing professionals—even

those with college degrees!

Here’s why:

• Elective courses offer

opportunities for customization

• The curriculum is constantly

monitored and updated

• Certificates enhance career and

promotion opportunities

• Participation demonstrates the

employee’s commitment to pro-

fessional 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.”)

Register

Register

5 Purchasing/Supply Chain Management Seminars

As organizations struggle with rapid shifts in technology and markets, 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:

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

Course #127EJA

OR

Monday & Tuesday, 10/15 & 10/16/2012

Course #137DJA

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

essential 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.

Register

Register

6 Purchasing/Supply Chain Management Seminars

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 purchasing for Parker Brothers

Games.

While at Parker Brothers, he established a worldwide network of suppliers and

played a key role in helping business organizations meet greatly expanded

production needs generated by rapid growth. Ken also developed effective

tools for measuring, identifying, 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 supplier 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 consulting 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, 01/30 & 01/31/2012

Course #127GJA

Thursday & Friday, 11/15 & 11/16/2012

Course #137EJB

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 restructured

organization and new

technologies

• How to determine the best deal

using cost and price analysis

Register

Register

7 Purchasing/Supply Chain Management Seminars

Suppliers are generally more experienced and better trained in negotiations,

leaving purchasing professionals at a disadvantage when bargaining for the best

deals.

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

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, 02/01 & 02/02/2012

Course #127HJA

Tuesday & Wednesday, 11/13 & 11/14/2012

Course #137EJA

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

negotiations

• 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.

Register

Register

8 Purchasing/Supply Chain Management Seminars

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 information 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:

Monday & Tuesday, 05/07 & 05/08/2012

Course #127LJA

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

•Work with e-commerce

•Handle unauthorized shipments

• Select the best contract for

different types of purchases

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.

Register

9 Purchasing/Supply Chain Management Seminars

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 organizations need, expect and

demand.

Because the procurement function has such a significant impact on the

organization, it is imperative that buyers monitor and continue 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:

Wednesday & Thursday, 05/09& 05/10/2012

Course #127LJB

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

professional 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 advan-

tage of this money-saving offer. Start saving today by contac-

ing jeanie.habich@louisville.edu or

(502) 852-6597 or (800) 334-8635, extension 852-6597.

Register

10 Purchasing/Supply Chain Management Seminars

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

As purchasing changes from an acquisition function to one of supply 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

competitive 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 demonstrate purchas-

ing’s positive impacts to the bottom line—and turn the perception of your depart-

ment 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

Currently available for in-house presentations only.

Contact Jeanie Habich at (502) 852-6597 for details.

You’ll Also Learn:

• How to develop a mission

statement 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 purchasing/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.

Contact Jeanie Habich at (502) 852-6597 or jeanie.habich@louisville.edu for details.