On Demand Webinar

The Role of the Buyer: Utilizing Practical Tools

Webinar Details $219

  • Rated:
  • Webinar Length: 100 Minutes
  • Guest Speaker:   Michael W. Gozzo
  • Topic:   Purchasing
  • Credit:   ATAPU 1.5, ATATX 1.5, CPE 2.0, ISM 1.5
All Access Membership

Professionals recognize that bullying their suppliers might provide a quick fix on the price, but it isn't a long term solution.  Join Mike Gozzo as he provides you with practical and effective way to resolve various issues resulting in beneficial supplier performances.  Walk away with an understanding of price/cost analysis, how to define customer needs and understanding how to measure performance.

Your Benefits of Attending:

  • Understand the typical roles of a buyer and why that is important.
  • Learn how to properly define customer expectations.
  • Gain insight into defining goals and objectives that result in positive outcomes.
  • Gain 5 practical tools to employ: defining needs, understanding respective commodities, using price/cost analysis, effective negotiation and supplier sourcing/evalution.

Register today and set yourself up for success in the buyer role.

  1. Introduction
  2. Content 00:01:36
  3. Section 1 00:03:03
  4. What Is A Buyer? 00:03:11
  5. What Is A Buyer? (cont’d) 00:03:42
  6. Managing The Purchasing Cycle 00:05:46
  7. Purchasing Cycle Steps 3-5 00:06:21
  8. Section 2 00:07:54
  9. Need Determination 00:08:08
  10. Purchase Requisition 00:10:45
  11. PR Creation And Approval 00:11:53
  12. Business Communication Model 00:14:08
  13. Need/Description - Specification 00:15:43
  14. Statement of Work (SOW) 00:17:32
  15. Section 3 00:19:01
  16. A New Dimension 00:19:25
  17. Skill Sets 00:22:15
  18. Commodity Management 00:24:38
  19. Understanding Supplier/Source Selection 00:26:21
  20. Section 4 00:28:23
  21. Tools 00:28:41
  22. Impacted By Inventory Costs 00:30:09
  23. ABC/Pareto/80-20 Rule 00:34:40
  24. Analysis & Execution 00:37:27
  25. Systems Contracting 00:41:19
  26. Intent of Price/Cost Analysis 00:46:29
  27. Introduction to Price/Cost Analysis 00:47:13
  28. Defining Price and Cost Analysis 00:48:47
  29. Cost Analysis 00:49:42
  30. Price Analysis 00:52:04
  31. Comparison Techniques 00:53:48
  32. Comparison Cont’d 00:55:12
  33. Comparison Cont’d 00:56:19
  34. Comparison Cont’d 00:58:01
  35. Doing Cost Analysis 01:00:29
  36. Cost Elements 01:02:24
  37. What is Negotiation? 01:04:10
  38. Model of Negotiation Process 01:05:29
  39. Overview Of The Negotiation Process 01:08:39
  40. Problems in Negotiating 01:10:49
  41. Comparison - Negotiation and Collaboration 01:14:20
  42. Collaborative Relationships 01:16:49
  43. Transforming The Relationship 01:20:11
  44. Who Uses What And Why? 01:22:02
  45. Supplier Rating Report 01:24:57
  46. Focus Resources For Improvement 01:27:26
  47. Recap 01:29:17
  48. Q&A 01:32:50
  49. Presentation Closing 01:41:39
  • 80-20/Pareto Rule 00:34:50, 00:42:23
  • Accounts Payable (AP) 00:07:36
  • ASCM - Association for Supply Chain Management 00:03:56
  • Buyer 00:03:11, 00:09:53, 00:21:16
  • Cost Analysis 00:29:13, 00:46:31, 00:49:07, 00:49:42, 01:00:37
  • Direct Costs 01:02:37
  • Distribution Requirement Planning (DRP) 00:10:09
  • Indirect Costs 01:03:07
  • Material Requirements Planning (MRP) 00:09:41
  • Price Analysis 00:29:13, 00:46:31, 00:47:17, 00:48:52, 00:52:09
  • Purchase Requisition 00:04:45, 00:10:47
  • Statement of Work (SOW) 00:17:32
  • Supplier 00:02:11, 00:04:22, 00:09:17, 00:17:32, 00:26:25, 00:43:47, 01:23:13
  • Supply Chain 00:03:56
  • Value Analysis 00:04:27, 00:38:45
  • Virtual Management 00:22:25

80-20 Pareto Rule: The Pareto principle states that, for many events, roughly 80% of the effects come from 20% of the causes.

ASCM - Association for Supply Chain Management: The Association for Supply Chain Management (ASCM) is the global leader in supply chain organizational transformation, innovation and leadership. As the largest non-profit association for supply chain, ASCM is an unbiased partner, connecting companies around the world to the newest thought leadership on all aspects of supply chain.

Accounts payable (AP): The amount of money a company owes creditors (suppliers, etc.) in return for goods and/or services they have delivered.

Buyer: Someone whose job is to choose and buy the goods that a store will sell

Cost Analysis: The primary reason for conducting cost analysis is generally to determine the true (full) costs of each of the programs under analysis (services and/or products). You can then utilize this knowledge to: Identify and prioritize cost-saving opportunities.

Direct Costs: Direct costs are expenses that directly go into producing goods or providing services, while indirect costs are general business expenses that keep you operating. Examples of direct costs are direct labor, direct materials, commissions, piece-rate wages, and manufacturing supplies.

Distribution Requirement Planning (DRP): Distribution Requirements Planning (DRP) is the process of determining the right quality of finished goods to be sent to each distribution center or warehouse in order to meet customer demand. During DRP, customer and forecasted demand are translated into purchase orders. This process depends on actual demand signals such as customer orders as those orders are used to plan the gross requirements of the supply source.

Indirect Costs: Indirect costs are costs that are not directly accountable to a cost object. Indirect costs may be either fixed or variable. Indirect costs include administration, personnel, and security costs. These are those costs that are not directly related to production. Some indirect costs may be overhead. Examples of indirect costs are production supervision salaries, quality control costs, insurance, and depreciation.

Material Requirements Planning (MRP): Material requirements planning (MRP) is a system that helps manufacturers plan, schedule, and manage their inventory during the manufacturing process.

Price Analysis: Price Analysis is the process of deciding if the asking price for a product or service is fair and reasonable, without examining the specific cost and profit calculations the vendor used in arriving at the price. It is basically a process of comparing the price with known indicators of reasonableness.

Purchase Requisition: A purchase requisition is a document used as part of the accounting process to initiate a merchandise or supply purchase. By processing a purchase requisition, appropriate controls can monitor the legitimacy of a purchase, as well as identify the business need for the products.

Statement of Work (SOW): A statement of work is a document routinely employed in the field of project management. It is the narrative description of a project's work requirement. It defines project-specific activities, deliverables, and timelines for a vendor providing services to the client.

Supplier: A supplier is an entity that supplies goods and services to another organization. A supplier is usually a manufacturer or a distributor. A distributor buys goods from multiple manufacturers and sells them to its customers. Similar Terms. A supplier is also known as a vendor.

Supply Chain: A supply chain is a network between a company and its suppliers to produce and distribute a specific product to the final buyer. The supply chain also represents the steps it takes to get the product or service from its original state to the customer.

Value Analysis: The systematic and critical assessment by an organization of every feature of a product to ensure that its cost is no greater than is necessary to carry out its functions.

Virtual Management: Virtual management, is the supervision, leadership, and maintenance of virtual teams.


Guest Speaker

  • Michael W. Gozzo

ATAPU Credit

Aurora Training Advantage is offering continuing education points designed to recognize dedication to training and excellence in purchasing.

ATATX Credit

Aurora Training Advantage is offering continuing education points designed to recognize dedication to training and excellence in accounting.

CPE Credit

Continuing Professional Education

Aurora Training Advantage is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.

For more information regarding administrative policies such as complaint and refund, and cancellation please contact our offices at 407-542-4317 or training@auroratrainingadvantage.com.

ISM Credit

Institute of Supply Management

This program may be used for Continuing Education Hours (CEH) toward recertification for programs offered by the Institute for Supply Management®, including the Certified Professional in Supply Management® and Certified Professional in Supplier Diversity®.