Global
Procurement
Group
Training supply management professionals for today's global economy

Seminar Outline

Day one: Global Supply Management I--Global Tool Kit

The first day concentrates on background knowledge that is essential for anyone who deals with suppliers or customers in other countries.

Understanding and working with cultural differences

• The eight most significant ways  by which business cultures differ from country to country.
• How these differences affect attitudes toward time, decision-making, and customers
• Where the major trading countries of the world fit on the cultural scales.
• Identifying your personal style and that of your organization.
• Adjusting your style for effective relationship building with suppliers.

Legal issues and techniques

• How legal systems vary between countries
• Code and case law differences.
• Modifying your legal expectations.
• Managing the international contracting process.

Communication

• Three fundamental ways communication patterns differ between countries
• Common areas of international misunderstanding, including hand gestures and body language
• How to modify communication style when dealing internationally

Foreign exchange management

• How to chose a pricing currency 
• How to analyze impact of multiple exchange rate changes on
   supplier costs.
• Basics of financial tools for risk management: forward contracts
  and options.
• Effect of volume uncertainty on hedge effectiveness.
• Non-financial techniques: Risk sharing, renegotiation clauses.

Second day: Global Supply Management II--Global Sourcing 

The second day covers the skills needed to evaluate and choose suppliers, set up a supply chain, and manage the relationship.

Fundamentals of international logistics, customs and trade compliance

• International product flow and the role of support organizations.
• Typical transit times and costs, ocean and air.
• Basics of determination of duty rates.
• Utilizing GSP and other trade treaties to reduce duties.
• Trade compliance procedures and problems.
• Selecting an internationally recognized term of sale (INCOTERM).

Paying the supplier

• Alternatives to letters of credit.

Channel management

• Selection of a channel (Direct, local reps, or assistance from IPOs).
• Typical costs, strengths, and weaknesses of each.
• How to get the channel you want.

Locating, selecting, and managing suppliers

• How to find the few most likely countries that meet your needs,
  and the best suppliers in those countries.
• How to integrate country search with procurement strategies
• How to modify your supplier evaluation techniques when dealing
  internationally.
• How to calculate landed cost and estimate risks.
• The differences between domestic and international supplier
  management.
  

Over 150 companies have sent buyers, purchasing managers, design engineers and finance staff to Global Supply Management seminars.

 These companies are now using leading-edge practices to reduce their materials and overhead costs.