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ROWE ASSOCIATES INC.

Center Harbor, NH

Telephone: 603 253-8600 Fax: 603 244-3034

Essentials of Purchasing®
Essentials of Purchasing®. No vague, abstract theories here -- just solid, put-it-to-use material based on vast experience and proven methods. This systematic and well organized seminar has repeatedly received the highest praise from the best judges of all, on-the-line purchasing professionals. You'll find the answers you need in just two days at this seminar--the best deal from suppliers, developing and maintaining a competent supplier base, understanding the supply chain concept, the implementation of the Procurement Credit Card, why ISO-9000 can boost your impact, winning at negotiations every time, inventory valuation techniques, the most important things to know about the legal side of purchasing, measuring supplier performance, and much more.

IN TWO DAYS YOU WILL LEARN:
  • New ways to streamline the purchasing process
  • How to put the supply chain to work for your organization
  • Ways of using cost and price analysis to determine the best deal
  • Why integrated suppliers must be a part of your plan
  • The four best techniques of negotiation
  • Dealing with E-commerce – technology on the move
  • How to select and evaluate suppliers
  • How to work with ISO 9000
  • The impact UCITA (Uniform Computer Information Transactions Act) will have on your contracts
  • How to determine if the procurement card is for your company
  • Ways to effectively deal with a restructured organization and new technologies

WHO SHOULD ATTEND:
  • Associate Buyers
  • Buyers
  • Non-Traditional Buyers
  • Production and Inventory Control Personnel
  • Transportation, Distribution and Non-Purchasing Executives
  • Managers responsible for the purchasing function
  • Engineers and Managers with Purchasing-Supplier interface

WORKSHOP OUTLINE

1. THE CHANGING ROLE OF THE PURCHASING FUNCTION
  • How purchasing fits in your company
  • The supply chain concept
  • Managing customer relations
  • Purchasing's financial impact on your company
  • Effective purchasing processes

2. THE CONCEPT OF COMMODITY MANAGEMENT
  • The value in using commodity management
  • How to establish and use a commodity program at your company
  • Pareto's Law and ABC Analysis

3. HOW TO HANDLE MRO PURCHASES
  • Getting a handle on this high transaction driven area
  • The systems contract - one option
  • The procurement card - Is it for your company?
  • Under $100 purchase approach - a reasonable alternative
  • Integrated supply contracts

4. E-COMMERCE AND PURCHASING
  • The increasing impact it has on the buyers' job
  • Sorting out the tools that have real value
  • Web sites – which ones are of value – which ones should you use?
  • Dealing with your internal clients
  • How to manage your internal clients
  • How to manage the supply base with this new tool
  • On-line auctions

5. JUST-IN-TIME AND PURCHASING
  • The pros and cons of the just-in-time concept
  • How to get started - an 11 step program
  • JIT – II, an extension of JIT

6. WHAT IS THE PRICE OF QUALITY?
  • Purchasing’s responsibility for quality
  • A buyer quality procurement plan
  • Improving supplier quality and reducing cost

7. LEGAL ASPECTS OF PURCHASING
  • What the Uniform Commercial Code (UCC) is
  • Understanding the elements of a contract
  • Who has authority?
  • All about warranties
  • F.O.B. - title
  • Legal considerations
  • When to get legal help

8. E-COMMERCE AND UCITA
  • Understanding the Uniform Computer Information Transactions Act
  • What are the laws you need to know?
  • What UCITA covers
  • How to deal with E-Commerce

9. UNDERSTANDING THE ELEMENTS OF PRICE
  • The components of price
  • Applying learning curve theory
  • How to avoid a price increase

10. THE BUSINESS CONTRACT
  • Key elements of a business contract
  • Some important factors to consider
  • How it can be an asset to every buyer

11. VALUE ANALYSIS FOR BUYERS
  • What value analysis is
  • How to apply V-A techniques
  • Some examples of VA in your company
  • A supplier V-A program

12. IMPROVING YOUR NEGOTIATION SKILLS
  • The four key steps to successful negotiations
  • Using the TIP principle
  • Successful negotiation behavior
  • Discovering the most powerful buyer negotiation tool

13. A SIMPLE APPROACH TO MEASURING SUPPLIER PERFORMANCE
  • Why supplier rating systems fail
  • What a supplier rating system should be
  • How to determine what to measure
  • Developing a supplier rating system
14. ETHICS IN PURCHASING
  • Gifts and gratuities
  • Meals and entertainment
  • Confidential information
  • What not to tell your suppliers
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