institute for supply management – kansas city, inc.€¦ · negotiating skills and techniques and...

ISM-KC Members and Friends,

Happy November, and Happy Thanksgiving to all!

Fall is quickly coming to a close and winter is almost here. With the mid-4th quarter right around the corner, it seems that the cold winds are blowing more often. I would like to take a minute to give thanks

during this time to a few key people:

Family, friends, colleagues, Board Members and

volunteers and many other people that are important to my life.

A friend once shared an inspiration, "Opportunities and

motivation are connected; Motivated people see opportunities and opportunities are often what motivate people." I would hope during this Thanksgiving time that you will be able to be inspired by friends, family, and opportunities that are around you.

Should you be interested in spending a little time helping to

shape and develop ISM-KC, please stop by to see myself or another board member. We also have many certification training opportunities and would be willing to have a session at your facility

(we only need 6 people to make it happen).

Last, I would hope that you take time to spend with ISM-KC for the November Economic Panel being held at Ash Grove

Cement. This annual event always brings great insight into what's coming up for 1st quarter next year, and who doesn't want a jump on that!

Let me take a minute to say Thank You - for your continued membership, time, knowledge-sharing, and friendship. Congratulations to our newly certified members, lifetime CPM

members, and New Members. Welcome to All.

With thanks,

Sandy Buescher, MBA, CPSM

President, ISM-Kansas City Affiliate

Message from the President

Inside This Issue

1 Message from the President

2 Dinner Meeting

3 CPSM Certification Bridge Exam

Study & Review Sessions

3 Calendar

3 ISM Scholarship Program

4 Annual Membership Renewals

5 2010 – 2011 Dinner Meeting

Schedule

6 Seminars

7 Satellite Seminars

8-11 October Mid-America

Economic Indicators

12-13 Job Posting

14 Board of Directors

Institute for Supply Management – Kansas City, Inc.

November 2010

ISM-KANSAS CITY NEWSLETTER

Tuesday, November 16th, 2010

ISM-KC Annual “Economic Summit”

At Ash Grove Cement Company

Join us for our annual “Economic Summit” where Ernie Goss Ph.D., MacAllister Chair and

Professor of Economics at Creighton University and Michael Stellern, Ph.D., Associate Professor of Economics Rockhurst University will be discussing:

• The rocky economic history of the past 24 months • Have we hit bottom? Is there light at the end of the tunnel? • What the future holds for local and national economies

• Outlook for major commodities • What effect election results will have on the economy?

• And many other topics • Bring your questions and try to stump the panel

Meeting and Dinner location: Ash Grove Cement Company headquarters located at: 11011 Cody St., Overland Park KS 66062

Plenty of free parking.

Agenda: 5:30-6:00 pm Networking/Registration 6:00-6:45 pm Dinner

6:45-7:45 pm Panel Discussion

Cost: ISM-KC Members: $25 ($30 after November 12) Non ISM-KC Members: $30 ($35 after November 12)

Reservations must be received by noon,

Friday, November 12, 2010.

Link for registration: http://www.cvent.com/events/Info/Summary.aspx?e=03439f1f-8b2e-4202-

9cd2-4b38e2f00c7b

N0VEMBER DINNER MEETING


CPSM Bridge Exam Study & Review Sessions:

We have spots still open for the CPSM Bridge

Review Sessions – sign up before they fill up.

CPSM Bridge study and review sessions will be

scheduled for first quarter 2011. Exact dates and

locations coming soon.

CPSM Certification

CPSM Full Three Module Exam Study & Review

Sessions:

We are planning another full three module session for

first and 2nd quarters of 2011. Exact dates and

locations coming soon.

NOVEMBER 2010

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DECEMBER 2010

S M T W T F S

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JANUARY 2011

S M T W T F S

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ISM Scholarship

ISM-KC is proud to announce our organization’s

sponsorship of the 2010-2011 ISM-KC Scholarship Award

Program. Scholarship application and materials will be

made available on the ISM-KC website very soon. Here

is who is eligible to apply: • Active members in good standing with the local

ISM-KC, immediate family member, student

members, and life time members.

• ISM-KC family members who are high school

seniors or high school graduates who plan to

enroll or students who are already enrolled in a

full-time program of study at an accredited two

or four-year college or university with a minimum

GPA of 3.0 on a 4.0 scale or equivalent B

average.

• ISM-KC members in good standing who are pursuing advanced certification, i.e., CPM

and/or CPSM.

Stay tuned for more information.


ANNUAL MEMBERSHIP RENEWAL

Dear Members,

It's time for the annual renewal of ISM~KC Memberships. Your volunteer board of directors works diligently to maintain

membership costs as low as possible.

If you are unemployed ~ please contact Mary Ann Lowrey, C.P.M. ~ as you may qualify for one year of dues free membership if you

have been a paying member for the past year. To qualify certain restrictions apply. If you become employed during the year you will

need to start paying at that time.

At your request group renewals can be provided.

If you allow your ISM~KC Membership to expire and you

renew within six months there is an additional $55.00 fee (in addition to the $150.00 membership fee) that is due at that

time.

Membership Expiration Date: Dec 1, 2010.

ISM KC appreciates your support!!

Sincerely,

Mary Ann Lowrey, C.P.M. Executive Administrator ISM~KC

Wireless (913) 558-1012 [email protected]


MARK YOUR CALENDARS

FOR

UPCOMING DINNER MEETINGS

November 16, 2010 – Annual Economic Panel

December – No Meeting – Happy Holidays

January 20, 2011 –“Resolving Supplier Disputes: Lessons

Learned From a Fortune 100 Negotiator”

February 15, 2011 - Topic to be determined

March 15, 2011 - Topic to be determined

April 19, 2010 - Topic to be determined

May 17, 2011 – Installation of Officers - Topic to be

determined

Michael Colbert, C.P.M. and Manuel Gutierrez, C.P.M.

Your Programs Committee has lined up a great list of

speakers to talk about the topics that you have deemed

important from your responses to the annual survey.

As always, attend for the great conversation and company

of good friends and colleagues.


Fri, Jan 21, 2011- All Day Seminar: Contract Management Workshop:

“Managing Contracts to Generate Value and Mitigate Risk”

Abstract. The contract is signed, the savings have been calculated and

now you’re done, right? Wrong! Managing a contract is just as important

as negotiating it. Not managing it effectively after implementation can

erode your savings and expose your company to legal, financial, and

operational risks. In this one-day workshop, you will learn how to plug the

value leaks that cost you money. Discover the six key ways to generate

value from your contracts and the top five terms you never want to give

up. Featuring lessons learned from real scenarios, you’ll be able to identify

the top common mistakes companies can make and walk away with tips

to effectively manage your contracts.

Who Should Attend: Supply Chain professionals, vendor managers, and

those who interface with suppliers on a recurring basis in a contract-based

relationship.

Workshop Presenter: Our presenter, Mary D. Lewis, MA, MBA has

negotiated and managed strategic contracts for a Fortune 100 company

for sixteen years, covering high tech equipment, software development

and licensing, technology alliances, professional services, and

construction. Ms Lewis, who currently manages a seven-year, $5 Billion

outsource contract and is a former graduate-level university adjunct

instructor, is a frequent guest lecturer and popular presenter on

negotiating skills and techniques and contract life cycle management.

Mary is a member of ISM, Central Exchange, Toastmasters International,

and a board member for two Kansas City-area not-for-profit organizations.

Objectives. At the end of the workshop session, attendees will be able to: • Define the difference between supplier management and contract management

• Identify potential value leaks that cost money and describe how to plug those leaks

• Discuss legal, financial, and operational implications in contract management

• List the top five terms that negotiators should never give up

• Discover six key ways to generate value from contracts

• Identify the top common mistakes in negotiating and managing contracts

• List key tips for effectively managing contracts

• Describe tools and resources to enhance contract management

We will communicate more details very soon.

Seminars


The Education Committee is proud to offer the last of THREE Satellite

Seminars for the 2010 & 2011 calendar years.

Legal and Contracting Insights for Today's Supply Professional Thursday, April 28, 2011 Contracting underlies many aspects of procuring products and services.

Questions often arise concerning how to draft the contract to address

such issues as ethical practices, global regulations, intellectual property,

licenses and social responsibility. Supply professionals are guided by laws

and regulations to answer these questions. This satellite seminar will look at

key considerations in the contracting process, including how to identify

the terms and conditions that are important for you and your company, and how to draft an agreement that will be effective in today's business

environment.

All satellite seminars are from 9:00 AM to 1:30 PM - Location will be

confirmed Registration and details will be forthcoming in cvent notification and August newsletter

SATELLITE SEMINAR COMING YOUR WAY


October Mid-America Leading Economic Indicator: Lowest Since

December 2009

Survey results at a glance:

o Leading economic indicator declined for the fourth time in

the past five months.

o Very weak job growth. Supply managers expect a two

percent wage increase in 2011.

o Inflationary pressures a continuing concern.

o Inventory led growth ends.

For Immediate Release: November 1, 2010

OMAHA, Neb. – For the fourth time in the past five months, the

Business Conditions Index for the nine-state Mid-America region declined.

According to recent surveys of supply managers, including this one, the

region will likely continue to grow, but at a slower pace.

Overall index: The index, a leading economic indicator which

ranges between 0 and 100, plummeted to 52.3 for October from

September’s 56.3. This is the lowest reading for the region since

December of last year. An index of 50.0 is considered growth neutral. This

was the 11th straight month that the regional index has risen above

growth neutral. Over the past year, the Mid-America index has normally

exceeded the national reading (www.ism.ws). The overall index is a

mathematical average of indices for new orders, production or sales,

employment, inventories and delivery lead time.

“Since July, the leading economic indicator has been trending

downward and indicates slower growth in the months ahead. Even so,

surveys are not pointing to a double dip recession. However as I stated

last month, it is very important that Congress and the administration move

quickly to head off the massive tax increase slated to hit U.S. workers

beginning with their first pay check in 2011. This increase could push the

fragile regional economy back into a recession,” Creighton University

Economics Professor Ernie Goss said today.


Employment: For the 10th straight month, the regional employment

index remained above growth neutral. However, the October job reading

dipped again to a frail 50.6 from September’s 53.2. For October, 19.4

percent of firms reported increases in employment while 19.2 percent

detailed pullbacks in company employment levels. This month supply

managers were asked how much of a pay raise they expected for 2011.

“While a 2 percent raise, as reported by survey participants, is indicative

of the weak labor market, it is a full percentage point higher than

expectations last year at this time when we asked the same question,”

said Goss.

In terms of job growth, the regional picture began to wilt in May.

Between December 2009 and May 2010, the region added more than

100,000 jobs. However since May, the region lost approximately 14,000

jobs. Our surveys over the past several months, point to positive but very

weak job growth in the months ahead,” said Goss, director of Creighton’s

Economic Forecasting Group and the Jack A. MacAllister Chair in

Regional Economics.

Wholesale Prices: The prices-paid index, which tracks the cost of

raw materials and supplies, slipped to a still inflationary 69.9 from

September’s 71.1. This was the 17th straight month that the survey’s

inflation gauge climbed above growth neutral. “Based on our survey

results, as well as other surveys of supply managers, I expect inflation to

rise well above the Federal Reserve’s (Fed) target. Once the economy

gets back on track, inflation and price bubbles will be a bigger problem

than currently expected. Current massive purchases of inflation

protected Treasury bonds indicate that investors also expect significant

boosts in inflation. Unfortunately, this week the Fed will announce another

round of quantitative easing which will push inflationary pressures even

higher sometime in 2011,” said Goss.

Confidence: Looking ahead six months, economic optimism,

captured by the October business confidence index, soared to 62.0 from


September’s 51.6 and August’s 52.4. “This is the first increase in the

confidence index since April of this year and one that I did not anticipate.

Very healthy farm income and record low interest rates combined to

boost the economic outlook for firms in the region,” said Goss.

Inventories: For the first time since January of this year, supply

managers in the nine-state region reduced inventory levels. The October

inventory index slumped to 48.3 from 56.3 in September. “Since the

beginning of the year, the percentage of firms reporting that their

inventories were too high has increased by 10 percent. This is a concern

since a significant share of the 2010 economic expansion can be traced

to firms restoring their inventory levels. In order to restore growth to levels

experienced in the first half of 2010, we need to begin recording increases

in consumer spending and business capital purchases,” said Goss.

Trade: Trade numbers over the past several months mirror the slow

growth economy. The October new export orders inched higher to 51.9

from September’s 50.0. The region’s import reading improved slightly from

September’s 50.7 to 50.9 for October. “Both imports and exports have

slumped over the past several months as growth in both the global and

domestic economy has cooled,” said Goss.

Other components: Other components of the October Business

Conditions Index were new orders at 50.0, down from September’s 56.0;

production or sales at 52.8, down from 57.9; and delivery lead time at

59.7, up from 58.4.

The Creighton Economic Forecasting Group has conducted the

monthly survey of supply managers in nine states since 1994 to produce

leading economic indicators of the Mid-America economy. States

included in the survey are Arkansas, Iowa, Kansas, Minnesota, Missouri,

Nebraska, North Dakota, Oklahoma and South Dakota.

The Creighton Economic Forecasting Group uses the same

methodology as a national survey by the Institute for Supply

Management, formerly the Purchasing Management Association, which


has formally surveyed its membership since 1931 to gauge business

conditions. The overall index, referred to as the Business Conditions Index,

ranges between 0 and 100. An index greater than 50 indicates an

expansionary economy over the course of the next three to six months.

Kansas: The leading economic indicator for Kansas from a survey of supply managers

declined slightly for the month but was above growth neutral for the third straight month.

The October Business Conditions Index dipped to 55.1 from September’s 55.5.

Components of the overall index for October were new orders at 67.3, production or sales

at 65.4, delivery lead time at 58.5, employment at 38.3, and inventories at 47.9. “After

gaining more than 10,000 jobs between December 2009 and May 2010, Kansas lost

almost 1,500 jobs between May and September. Firms in the state are growing their sales

without adding to their payrolls. I expect job growth to be flat to slightly negative in the

months ahead,” said Goss.

Missouri: For the 16th straight month, Missouri’s Business Conditions Index was above

growth neutral. The index slipped to 52.2 from 52.9 in September. Components of the

overall index from the October survey were new orders at 48.1, production, or sales at

50.5, delivery lead time at 59.0, inventories at 53.4, and employment at 50.3. “After

gaining more than 7,000 jobs between December 2009 and May 2010, Missouri lost more

than 12,000 jobs between May and September. Our surveys of supply managers in the

state show no signs of any significant upturn in hiring in the near term,” said Goss.

Follow Goss on twitter at http://twitter.com/erniegoss

For data on additional Midwest states, historical data and forecasts visit our website at:

http://www2.creighton.edu/business/economicoutlook/

http://www.ernestgoss.com


Two Job Opportunities at Dairy Farmers of America – See job posting

below DFA is a $12B company and is the largest dairy cooperative in the

United States. We produce everything from milk powders, natural and

processed cheeses, butter, and beverages for such customers as

Starbucks and Monster out of our 20 plants across the country. All of

our company profits go back to our member owners.

If any one would like additional information the two separate postings

are on Career Builder and they can also give me a call.

Thanks,

Randy

Positions are listed on www.CareerBuilder.com

Job Snapshot for 2 Purchasing Managers positions: Location: Kansas City, MO 64153

Employee Type: Full-Time

Industry: Agriculture

Manages Others: Not Specified

Job Type: Purchasing - Procurement

Experience: Not Specified

Post Date: 10/7/2010

Contact Information

Career Builder Ref ID: 149

Description Dairy Farmers of America, Inc. is a dairy marketing

cooperative that serves and is owned by nearly 18,000 dairy farmers in 48

states. DFA is one of the country’s most diversified manufacturers of dairy

products, food components and ingredients, and is a leader in formulating and packaging shelf-stable dairy products.

Dairy Farmers of America is all about milk and the 18,000 dairy farm members who produce it. We are proud to be a cooperative, owned and

operated by the dairy farmers whom we serve. We are one of the

country's most diversified U.S. manufacturers of dairy products, food

components and ingredients. We are a leader in formulating and

packaging shelf-stable dairy products in can and glass.

We are one of the most vertically-integrated and future-focused co-op

and food companies in the industry. We are an organization with over

4,000 employees.

We are DFA the premium provider of market opportunities for farmers and

a value-added supplier of innovative dairy products and food


components for customers around the world.

Negotiate the purchase of products (price/terms/quantity) for the Eagle

Dairy Direct Member Programs, as determined by the Director of Marketing.

Duties and Responsibilities: • Source and negotiate spend in categories including feed commodities,

crop needs, barn equipment and consumables as well as special projects to meet the enterprises needs in the most cost efficient manner • Interface with corporate purchasing to leverage the spend of various

DFA facilities to lower procurement costs as a benefit for Members • Actively & effectively communicate and support Eagles purchasing

policies and procedures • Serve as the point of contact to source, qualify, and approve new

suppliers • Conduct quarterly business reviews with key suppliers to monitor and

manage supply chain programs • Develop, standardize, and streamline electronic procurement practices

within Great Plains • Make recommendations regarding timing and quantity of purchases

• Serve as a change agent with the capacity to implement supply chain

strategies within Eagle offering suggestions to optimize our procurement

process ensuring member value • Drive continuous process improvement through the Eagle Supply Chain

Requirements - Minimum 10 years progressive experience in Supply

Chain/Procurement Field preferably in an agricultural/livestock

environment

• Bachelors Degree Required and Master's Degree desired in Business,

Economics, or Supply Chain Management • Certified Purchasing Manager designation is a plus

• Skilled in negotiation, market analysis, and contract formulation • A rational negotiator with the ability to build long term supplier

relationships • Ability to work closely with key Farm Service and Eagle managers

• Strong organizational and problem solving skills

• Excellent verbal and written communication skills

• Unquestionable ethics

• Knowledge of farming, preferably dairy farming

• High level of technical expertise in dairy supplies and equipment

• Understanding of farm delivery logistics

• Remains current on market trends, changes in business practices, dairy

farm practices

Post for available positions through www.CareerBuilder.com


ISM Kansas City Board of Directors

President Executive Administrator

Sandra Buescher, MBA, CPSM Mary Ann Lowrey, C.P.M.

Hallmark Cards ISM-KC

[email protected] [email protected]

1st Vice President

Membership, Marketing

& Communications Lamar Wilson

NAIC

[email protected]

2nd Vice President

Programs, Education

& Diversity Kriss Pearson [email protected]

Treasurer

Nick Arthur

Hallmark Cards

[email protected]

Secretary

JoAnn Harper, CPSM, C.P.M.

Sprint

[email protected]

Director - Diversity

Vacant Position

Director – Marketing

Mark VanSickle, CPM, CPSM

Sanofi Aventis

[email protected]

Director - Membership

David Bradshaw

Sprint

[email protected]

Co-Director – Programs Co-Director – Programs

Manuel Gutierrez, C.P.M. Michael Colbert, C.P.M.

CenturyLink Ash Grove Cement Company

[email protected] [email protected]

Director - Communications

Jim Marinakis, CPSM, C.P.M.

CenturyLink

[email protected]

Co-Director – Education Co-Director - Education

Lori Eckman Richard Wood

CenturyLink Consultant [email protected] [email protected]

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