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November
Joint
Meeting
Thursday, November 8, 2012, Salt Lake City & Utah County
Plant Tour
ISM Utah Plant Tour - LDS Church Bishop Central Storehouse
Location: LDS Church Bishop Central Storehouse
5405 W. 300 S. Salt Lake City, UT 84104
Location Phone: 801-240-2967
Congratulations to Jerilyn Midthun
Recipient of the Gordon Burt Affleck Award
For
Exemplary service to ISM this past year!
Well Done!
Inside this issue:
November Meeting 1
Presidents Message 2
Presidents Message 3
Membership Value
Highlight
4
Salt Lake City Past
Dinner Meeting
5
Article 1 6
Article 2 7
Party 8
Newsletter 9
November 2012 Utah Purchasing News
ISM-UTAH Board
Greg Adams, President
Michael Bernard Vice President
Marge Taylor, Secretary
Bob Mooney, Treasurer
Central Utah Branch Director
Paul Buckner
Edith Rodriguez, Past President
Board Members:
Gordon Wells
Jackie Cook
Luan Green
Chris Thackeray
Janae Nietzel
Cody Muirborook
Purchasing Newsletter
ISM-Utah President’s Message
November 2012
As we inch ever closer to the close of another year, we grow ever closer to my favorite holiday –
Thanksgiving. Maybe it is your favorite holiday too? Some on the other hand may not celebrate this
particular holiday and that’s OK, too. For all though, the fall season presents an opportunity to re-
flect upon the many benefits of being involved in the Supply Chain.
It is good to be involved in the Supply Chain for a number of reasons: (Here are 11 with the oppor-
tunity to add five of your own.)
1. A business function that is fully established and continues to gain momentum (Just think, we
could be accountants, marketers, operators, sales, or in facilities management - instead)
2. Potential involvement in most areas of business – finance, facilities management, operations, lo-
gistics...
3. Institute for Supply Management (ISM) -- An industry which is backed by a nationally/
internationally recognized organization dedicated to education and certification
4. The chance to impact the bottom line in our organizations
5. Ever expanding learning opportunities in a progressive industry
6. Involvement in business critical projects
7. Professional Development
8. Work with professional associates to create new benefits for our organization(s)
9. Direct involvement with suppliers
10. Emphasis on communication and negotiations
11. The opportunity to develop/improve/enhance our professional skills
12.
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13.
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14.
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15.
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16.
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Presidents Message Page 2
Purchasing Newsletter
I would imagine that you could create your own list of benefits from being involved in the Supply
Chain. I hope that you will take a minute and add your top five benefits of being involved with
the Supply Chain.
Just a quick focus moment though, on the last benefit shown on the list. That is, the opportunity
to continue to develop professional skills. Good listening can be an important skill to develop. In
the Book Getting More, by Dr. Stuart Diamond, he says: “Listening and validating their percep-
tions is Key. What you say is less important than what they say. What you think you said is less
important than what they think they’ve heard. The more you value them, the more they will lis-
ten. This is true for virtually everyone, including children, government officials, sales reps, and
customers.”
Greg Adams
Current President ISM Utah
Presidents Message
Page 3
Purchasing Newsletter
ISM Utah has it’s own Career Coordinator!
John Carpenter CPSM serves as the Career Coordinator for ISM Utah.
If you find yourself in need of help looking for a new job, here is what John can
help you do;
Help connect you to the tremendous network that exists in ISM Utah of Pur-
chasing Professionals in many fields.
Help you get access to resources for resume writing.
Teach you how to properly prepare for a “Me in 30 seconds” presentation.
Get you help in preparation for informational job interviews.
In addition, the ISM website has a list of many potential jobs! See them at;
http://www.ismutah.org/resources/careers
John Carpenter
801 335-3805 (O)
801 638-7008 (M)
john.carpenter@maverik.com
ISM Utah
Membership Benefits
Page 4
Purchasing Newsletter
Salt Lake City October Dinner Meeting
Rick Adams receiving his certificate from Mike Bernard for presenting at the October Dinner meeting.
Jerilyn Midthun receives the Gordon Burt Affleck from Ron Peterson.
This is an annual award presented to an ISM member for exemplary service to the local chapter.
Last Meeting...
Page 5
Purchasing Newsletter
Every day, we often hear stories of fraud and dishonesty. An investor is fraudulent with the funds he
has been entrusted with or a scam artist has stolen someone’s identity. I recently had a friend tell me
about a call she received from someone requesting $4,000 to help her grandson, who was stranded in
Canada. Luckily, she didn’t fall for the story, since her grandson had never been to Canada.
So, what does this have to do with business? As buyers, we have contact with many different types of
people and businesses. We have been entrusted to represent the companies we work for and spend
funds wisely. Building a relationship of trust with our suppliers is a powerful tool that works in negoti-
ation.
A few months ago, I had the opportunity to attend a Karrass negotiation training. Dr. Chester L. Kar-
rass teaches that negotiation doesn’t only include the price of goods and services. The price also in-
cludes trust, credibility, integrity, and recognition of authority and legitimacy. He said, “You can’t trust
someone’s price if you can’t trust him/her. Trust, friendship, and recognition are bargaining issues.
Take the time to get a commitment to mutual satisfaction.”
As we build relationships of trust with our suppliers, we also create partnerships. Our suppliers will
then have an interest in our success as well as their own, which becomes a powerful tool in negotia-
tion.
Janae Neitzel, CPSM
Salt Lake Distribution Center Purchasing
Current Board Member ISM Utah
Article
Page 6
Purchasing Newsletter
Adding Value through Supply Chain Management
Wikipedia tell us,
“Value added refers to “extra” features of an item of interest that go beyond the standard expectations and provide something "more" while adding little or nothing to its cost.”
In comparison, and as an interesting contrast, Wikipedia also tells us,
“An entitlement is a guarantee of access to benefits based on established rights or by legislation. In a cas-ual sense, the term "entitlement" refers to a notion or belief that one is deserving of some particular re-ward or benefit.”
While the primary role of government is debatable between these definitions, within the scope of profit-able business the preferred path is clear. When business revenues are flat or decreasing, supply chain professionals play an increasingly important role in profitability by reducing the Cost of Goods Sold (COGS). Along with direct purchase price reductions, supply chain professionals can also influence COGS through inventory reduction, shipping costs, and reducing scrap due to supplier quality. Since COGS re-duction are proven to have a compounding benefit on operational efficiency (see studies on lean manu-facturing), even a 5% reduction in COGS can result in significantly higher increase in overall profitability.
The 2012 ISM Salary Survey provided an interesting insight on how an individual or purchasing organiza-tion can improve the ability to reduce COGS. The study indicated that individuals that hold a CPM or CPSM are able to command 3% to 7% higher wages. Based on free market principles, not only is in-creased purchasing knowledge an added value to the individuals, it leads to a direct reduction in COGS and improved profitability.
Chris Thackeray CPM CPSM
IM Flash Technologies
Current Board member
Article
Page 7
Purchasing Newsletter
If you bought tickets, don’t forget...
Christmas Party! This is going to be really cool. Many thanks to all those who put this together!
Where:
Desert Star Playhouse
4861 South State, Murray
When:
December 13, 2012
The play starts at 6 pm. They start seating at 5:30, but you must arrive by 5:45
Food will be around $10.00 if you choose to eat there. To see a menu first, go to:
www.desertstar.biz
The best parking is in the rear and there is some on State Street.
Party
Page 8
Purchasing Newsletter
Newsletter
Hello all. My name is David Jones. It is now my privilege to try to fill the
shoes that Ashley wore as the editor of the newsletter. The usefulness of
this publication will be depend in large part on how much we are willing to
share our professional expertise with each other. As I read over the previ-
ous editions, I can see that there is extraordinary talent in this organiza-
tion. This is why I joined the ISM and why I am exited to participate. My
contact information is below. Please offer advice, articles and information
for us to share!
Thanks!
David Jones
General Manager PJ’s College Books
Nebraska Book Company Business Unit 228
Taylorsville, Utah 84118
davidjones39@gmail.com
Work 801-966-5800
Cell 801-953-8062
Newletter
May 2012 Utah Purchasing News
Page 9