March Dinner Meeting...He is currently the president of the Graduate Supply Chain Management Association (GSCMA) at BYU, and was the captain of the BYU Walton Logistics Case Competition

Thursday, March 8th, 2012 Salt Lake City Pro-D & Dinner Location: Sheraton Salt Lake City Hotel 150 West 500 South SLC, UT 84101 4:30 –5:30 P.M. Pro-D Meeting Speaker—Dennis Owens– Associate General Counsel, University of Utah Topic—Words Matter—Contract Terms and Conditions, Part 1 5:45—7:00 P.M. Dinner Meeting Speaker—Dennis Owens Topic—Words Matter—Contract Terms and Conditions, Part 2 Menu— Garden house salad New York strip loin with a garlic-herb crust Roasted rosemary red potatoes and shitake mushroom demi-glace Seasonal vegetables Chefs choice dessert

Wednesday, March 21st, 2012 Central Utah Branch Luncheon Location: Ruby River Steakhouse (inside of LaQuinta Inn) 1454 S. University Avenue Provo, Utah 11:45 A.M. – 1:00 P.M. Speakers: Kristie Seawright, Simon Greathead, Casey Green & Richard Westbrook Topic: Supply Chain Management—Changing Perspectives on Economic Development. RSVP via c-vent or email [email protected] by Monday, March 19th.

Check out our new website!! www.ismutah.org

March 2012 Utah Purchasing News

March Dinner Meeting ISM Meetings 1

President’s Message

2

Utah County News 3

Speaker Bios 4-5

Say Cheese! 7

Let’s Make a Deal! 8-9

Time to Volunteer 9

Supply Chain Ethics 10-11

Interview Mistakes 6-7

Salt Lake & Utah Co. Testing Information

11

Purchasing Month Declaration

12

Greetings ISM Utah members! Scholarship Last reminder! Applications for the ISM-Utah Chapter Scholarship are due at the end of this month on March 30th. If you are going to school, I urge you to apply for the $1,000 Scholarship. The application form is found on the ISM-Utah website. Gordon B Affleck Award Do you know someone who has performed over and above their job duties or someone who has made a significant contribution to the procurement arena? If so, contact last year’s recipient, Ron Peterson, and let him know. Elections We have 3 Board Member spots, along with the Treasurer and Vice President spot, opening. This is such superb opportunity to either learn new skills or hone existing skills. I am thankful to ISM-Utah members for allowing me to serve them this past year. The amount of support has been phenomenal! You will find that you are not alone. Both current and past Board Members, and ISM National are always willing and eager to assist you. Experience not necessary, just desire and motivation. What are you waiting for? Social Responsibility Social responsibility is the key to further developing suppliers that are already performing at a 98-100% level. I found a fairly comprehensive list at the ISM National website. The following can be included as part of your Supplier Business review or separately as a Citizenship Report. Here is a small sample of what I found: Note: Implemented metrics will usually be stated in absolute numbers, a percentage, by employee, ratios, and in other ways that allow for more effective comparison and data management. 1. Community Community initiatives provide resources to support the community in which the company or organization operates.

President’s Message

Page 2 Purchasing Newsletter

a. Number and types of community programs in place, including philanthropy and foundation resources/giving

b. Employees hours or person days for community initiatives

c. Employee volunteerism d. Corporate funding of community-based

initiatives e. Philanthropy f. In-kind contributions g. Employee giving h. Donation of products and services i. Indigenous programs and support 2. Workforce Diversity and Inclusiveness Workforce diversity and inclusiveness refers to efforts to attract and retain a workforce that represents the varied backgrounds of the customer and community in which the organization operates. a. Employee demographic mix across the

organization and within organization levels Gender

b. Ethnicity c. Disability/special need d. Retention and promotion rates, if

applicable Recruiting e. Promotion and executive movement

3. Health and Safety Health and safety refers to the condition of being protected or free from the occurrence of risk of injury. a. Illnesses b. Heath care and insurance (costs,

coverage) Health and wellness initiatives and programs Employee housing

c. Cafeterias d. Written safety procedures, audits e. Working conditions (heat, lighting) f. Providing safety equipment Other categories mentioned are as follows: Environment Ethics and Business Conduct Financial Responsibility Human Rights Sustainability

Thanks, Edith Rodriguez, C.P.M. ISM-UT President

ISM-UTAH Board Edith Rodriguez, President Greg Adams, Vice President Marge Taylor, Secretary Garth Slater, Treasurer Paul Buckner, Central Utah Branch Director David Stokes, Past President Board Members: Claudine Peterson Gordon Wells Chad Barrett Jackie Cook Susan Fowler Luan Green Committees & Volunteers: Chad Barrett, Communication John Carpenter, Certification Tom Iverson, Member Roster Jackie Cook, Education Karl Harward, Seminars Ashley Gibson, Newsletter Janae Neitzel, Cvent Coordinator Mike Bernard, Name Change Donna Beaupre, Networking Susan Fowler, Socials Julie Anderson, Name Badges Marge Taylor, New Members Jerry Tramposh—Photographer Open Position, Member Retention

If you wish to contribute an article, or items of interest, please submit material to Ashley Gibson at [email protected]


Utah County News

Thanks to all those who attended our February meeting. It was one of the largest meetings we have had and I thought Tim Hill from BYU did an excellent job in his presentation. There were definitely some thoughts and ideas for all of us to take back to our organizations and help improve performance. I am also excited about the attendance of the student members of the Supply Chain Club at BYU. Their continued involvement will only enhance our organization and provide a great networking tool as these young men and women become more involved with ISM. Many of you may not know that student membership in ISM is free so they must cover the cost of their meals either individually or with donated funds. Union Pacific made a very nice donation to the Supply Chain Club to help with these expenses which allows more and more of their membership to attend. They do not have the resources for all of their members to attend though so if your organization has a program to help student organizations or would like to start, please see one of the student members at our March meeting and arrange for a donation to their club. I know they would be very appreciative and it would allow more of their members to attend our meetings. Also, if your company has any internship or scholarship programs I would think the supply chain club would be a wonderful place to look for these individuals to fill these positions. As we enter March please remember that it is Supply Chain Month and we have the CPSM exams scheduled on March 23rd and March 30th. Please make sure you check both the national website (http://www.ism.ws/) as well as our local chapter web site (http://ismutah.org/ ) for the latest news on ISM and Supply Management Month. Have a great week and I will see you on March 21st!

Mark your calendars for the 2nd Thursday or 3rd Wednesday of each month for the ISM-Utah Pro D and dinner or luncheon meetings.

Paul Buckner Central Utah Branch Director

Speaker Bios—Salt Lake Dinner Meeting


Dennis Owens graduated from Weber State University with a Bachelor of Arts degree in English. In 1998, Dennis earned a law degree from the University of Utah, S.J. Quinney College of Law. While in law school, Dennis served as Articles Editor for the Utah Law Review. Dennis graduated Order of the Coif. Following law school, Dennis practiced law for six years in Salt Lake City as a transactional lawyer at Snell & Wilmer, LLP, a regional law firm based in Phoenix, Arizona. While at Snell, Dennis practiced in the areas of general corporate law, securities law and general contracting matters. During the last five years, Dennis has served as Associate General Counsel for the University of Utah Office of General Counsel. While employed at the University OGC, Dennis has practiced in the areas of intellectual property law, general corporate law, securities law and general contracting. Specifically, Dennis has provided legal support for the Purchasing Department at ARUP Laboratories, Inc., an esoteric clinical diagnostic laboratory operated by the University of Utah. Dennis currently resides in Salt Lake City with his family and spends all of his free time hiking and cycling the canyons east of Salt Lake. In unusual moments of candor, Dennis admits to a slight addition to Words with Friends.

Kristie Seawright is the Donald L. Staheli Fellow in International Management on the faculty at the Marriott School at Brigham Young University (BYU), and has done research in the areas of global supply chain management and international entrepreneurship. This combination of interests has led to discoveries in international development programs that center around supply chain configuration.

Professor Seawright served as the Executive Director of the Global Entrepreneurship Research Association, the organization that houses the Global Entrepreneurship Monitor (GEM)

research project, from 2008 to 2011. She has experience researching and teaching internationally. Dr. Seawright has taught entrepreneurial executive seminars in Rostov-na-Dony and Tver, Russia; Ho Chi Minh City, Vietnam; and Minsk, Belarus where she was a Fulbright Scholar. Professor Seawright was the director of the Marriott School of Management Center for International Business Education from 2000-2002.

In her current assignment as an Associate in BYU’s Office of Planning and Assessment, Kristie currently has responsibilities that include chairing the University Academic Unit Review Committee and coordinating on-campus and external reviewers and review processes.

Speaker Bios—Utah County Lunch Meeting


Speaker Bios—Utah County Lunch Meeting, Continued

Simon Greathead is a native of Lancaster, Lancashire, England. He graduated from Brigham Young University in Provo, Utah with a BS in Business Management and an emphasis in International Business in 2003. In 2005 Simon worked as a European Sales Manager for an Inc. 500 consumer goods company. In 2006 Simon became European Operations Director overseeing the company’s operations in several European countries. While in England Simon completed his MBA from Henley Business School at The University of Reading. In 2007 Simon relocated with his family back to the US where he formed Vis Veritas Advisors, a local management consultancy focused on helping companies achieve strategic and operational alignment. He is a visiting instructor at BYU’s Marriott School of Management teaching in the Global Supply Chain Management group. Casey Green is a second year MBA student in Global Supply Chain Management; he will graduate in April. Following completion of his undergraduate degree Casey worked

for three years at Kohl’s Department Store’s corporate offices as a merchandise analyst. He managed $300 million dollars of inventory across 1,100 stores nationwide.

He is currently the president of the Graduate Supply Chain Management Association (GSCMA) at BYU, and was the captain of the BYU Walton Logistics Case Competition this year that placed third in the nation. He has served as Co-Director of the Innovation in Social Entrepreneurship Case Competition for two years. In this responsibility he traveled to Guatemala to study the micro-consignment business model of a local NGO working in Latin America. Last summer Casey interned Savage Services; following graduation he will take a

position at American Greetings in Cleveland, Ohio as a part of their supply chain leadership rotation program.

Richard Westbrook is a sophomore at Brigham Young University studying Global Supply Chain Management. He is a native of the Los Angeles area and hopes his future profession will take him back to the sunshine someday. Richard is currently working as an intern at a Guatemalan company name Quetsol that focuses on solar rural electrification and looks forward to starting his summer project in supply chain management for the company. Richard served a two year mission in Tokyo, Japan, and enjoys being actively involved in school, extra curricular activities, and his hobbies.


Beware of the Top 5 Interview Mistakes

We’ve all heard stories of job candidates who looked great on paper but who were absolute disasters in person. With fewer interview opportunities available in our competitive job market, it’s essential to make the best possible first impression. Learn from the mistakes of others and avoid these top five worst interview blunders: 1. Not preparing for the tough interview questions. Like every job seeker, you probably have your own set of tough interview questions you hope will never be asked. The best strategy is to prepare ahead of time with answers to ALL of these questions. A career coach can be a great resource for helping you work out suitable answers with a positive spin on negative or challenging career situations. 2. Failure to match communication styles. Making a great first impression is easier to do when you communicate effectively with

your interviewer. The best way to do this is by mirroring his or her communication style. Allowing your interviewer to set the tone of the conversation will put him or her at ease and makes the conversation flow more naturally. For instance: If the interviewer seems all business, don’t attempt to loosen him or her up with a joke or story. Be succinct. If the interviewer is personable, try discussing his or her interests. Personal items on display in the office can be a clue. If asked a direct question, answer directly. Then follow up by asking if more information is needed.

3. Talking too much. In my recruiting days, I abhorred over-talkative candidates, and so did most of my client employers who interviewed these candidates. Over-talking takes several forms: Taking too long to answer direct questions. The impression: This candidate just can’t

get to the point. Nervous talkers. The impression: This candidate is covering up something or is

outright lying. To avoid either of these forms of over-talking, practice answering questions in a direct manner. Using role-playing in preparing for your interview will help you avoid excessive, nervous talking.


Beware of the Top 5 Interview Mistakes, continued

4. Saying negative things about your current or past employers or managers. Even if your last boss was Attila the Hun, avoid stating your ill feelings about the person or work situation. No matter how reasonable your complaints, your negative comments will be viewed as disrespect towards your boss. When faced with the challenge of talking about former employers, make sure you are prepared with a positive spin on your experiences. 5. Giving away too much salary and earnings information. Candidates often weaken their future earning potential by speaking too freely about their current income. No matter the official salary range of the position you are interviewing for, your current earnings have an enormous effect on the size of the offer. Investing in a career coach to help you answer salary questions can add thousands of dollars to your new job offer. Deborah Walker, Certified Career Management Coach Read more career tips and see sample resumes at: www.AlphaAdvantage.com

-Submitted by Edith Rodriguez

Snapshots of Last Month’s Dinner Meeting

Say Cheese!!

Say Cheese!!


Let’s Make a Deal!

-Submitted by Luan Green

Have you ever had a discussion with yourself about when to go to bed? The word "negotiation" may bring to mind thoughts of hostage standoffs and high-stakes labor disputes, but there's a more ordinary brand of conflict resolution that enters daily life at nearly every turn. Think of negotiation as "all interactions between two or more points of view.” Negotiations crop up on the way to decisions big and small—when to fill the gas tank, how to spend money, who picks up the kids, whether to get married, what to have for dinner, etc., etc.

Granted, compromising over which DVD to watch isn't the same as signing that incredibly important business deal, but you and I can benefit from the same skills world-class negotiators use to solve problems. And best of all, getting better at reaching agreement is pretty painless. As active participants in the supply chain world, we spend a good deal of our time “reaching agreements” or negotiating for better pricing, better delivery dates, better quality, etc. Negotiating is also one of the most difficult jobs a person can do. It requires a combination of diverse traits and skills. You also need a real understanding of human nature – not to

mention good business sense. Here are some good attributes (suggested by Dr. Chester L. Karrass, see www.karrass.com for additional information) that are necessary to be a good negotiator: 1. An ability to negotiate effectively with members of your own organization and win their confidence. 2. A willingness and commitment to plan carefully; know the product/project, the rules and the alternatives; and the courage to probe and check information. 3. Good business judgment; an ability to discern the real bottom-line issues. 4. The ability to tolerate conflict and ambiguity. 5. The courage to commit oneself to higher targets and to take the risks that go with it. 6. The wisdom to be patient and thereby to wait for the story to unfold. 7. A willingness to get involved with the other party and their organization—that is, to understand all the various personal and business issues. 8. A commitment to integrity and mutual satisfaction. 9. An ability to listen with an open mind. 10. The insight to view the negotiation from a personal standpoint—that is, to see the hidden personal issues that could affect the outcome. 11. Self-confidence based on knowledge and planning. 12. A stable person; one who has learned to negotiate with oneself and to laugh a little; one who doesn’t have too strong a need to be liked so they can feel free to disagree when the need arises Common sense and research tell us that skilled negotiators create better agreements. We are not born with these skills, it takes practice and persistence, but they can be learned!


Let’s Make a Deal!, continued

Because negotiating IS such a big part of our day, I think the following tips (also from Dr. Karrass) are good reminders. These tips focus on the art of persuasion and are based on research findings in human psychology. Try incorporating one or two in your next negotiation session. 1. It is better to start your negotiation with easy-to-settle issues rather than highly controversial issues. 2. When two messages must be sent, one of which is desirable and the other undesirable, the most desirable message should be sent first. 3. Learning and acceptance are improved if emphasis is placed on similarities of position rather than differences. 4. Agreement is facilitated when the desirability of reaching an agreement is emphasized. 5. It is more effective to present both sides of an issue rather than just one side. 6. When you are discussing the pros and cons of an issue, it is better to present your favored viewpoint last. 7. Conclusions should be stated explicitly rather than left for the other party to decide. 8. Repetition of a message, said in different ways, leads to learning and acceptance. You, too, can become an expert negotiator! All it takes is a little time and preparation. There are many wonderful classes and public seminars available to learn new skills. I challenge you to dive in and find the style that is best for you. Both you and your business will benefit!

The Elections Committee is looking for members that would like to be involved next year for the following positions:

Vice President Treasurer Board of Directors (3 positions to fill)

Go the www.ismutah.org, Contact tab, Volunteer Opportunities page for more information. Don‘t shy away from volunteering! The benefits are worth the time invested such as broadening your business relationships, earning extra education hours, developing skills like leadership, team building, organization, and public speaking. You don‘t have to be well known in the organization to volunteer. People that step out and start to help are respected and admired by their peers. By volunteering you naturally make new friends and broaden your horizons.

Contact me at [email protected] if you would like to run for one of the open positions. Elections are in April. Thanks!

Jerilyn Midhtun, C.P.M., CPPB

It’s Time to Volunteer!


-Submitted by Gordon Wells

When someone asks me what I do for my employer, I often respond; “I have a great job. I get to spend someone else’s money.” Every supply management professional is entrusted with the responsibility of spending their company’s money wisely and according to established company guidelines. When you think about it, that is an awesome responsibility. As Purchasing professionals we can never afford to compromise the trust of our employers.

Organizations, as well as individuals, have ethical standards, and frequently ethics codes and policies. The ethical standards of an organization are judged by its actions and the actions of its employees. If we are not ethical, our companies are judged as not being ethical. We are the face of the companies we work for.

“A distinguishing characteristic of a profession is that practitioners combine ethical standards with the performance of technical skills. Supply management

professionals must subscribe to a set of ethical principles and standards.”

This is the opening statement in ISM’s Ethical Supply Management Guidelines. It is assumed, as members of ISM, that we adhere to the following guidelines and standards.

1. Perceived Impropriety. Prevent the intent and appearance of unethical or compromising conduct in relationships, actions and communications.

2. Conflicts of Interest. Ensure that any personal, business or other activity does not conflict with the lawful interests of your employer.

3. Issues of Influence. Avoid behaviors or actions that may negatively influence, or appear to influence, supply management decisions.

4. Responsibilities to Your Employer. Uphold fiduciary and other responsibilities using reasonable care and granted authority to deliver value to your employer.

5. Supplier and Customer Relationships. Promote positive supplier and customer relationships.

6. Sustainability and Social Responsibility. Champion social responsibility and sustainability practices in supply management.

7. Confidential and Proprietary Information. Protect confidential and proprietary information.

8. Reciprocity. Avoid improper reciprocal agreements.

9. Applicable Laws, Regulations and Trade Agreements. Know and obey the letter and spirit of laws, regulations and trade agreements applicable to supply management.

10. Professional Competence. Develop skills, expand knowledge and conduct business that demonstrates competence and promotes the supply management profession.

It is important to regularly evaluate our behavior, and be sure we are following the ethical standards of our profession and especially the rules and guidelines of the companies we represent.

Consider an event that occurred at the University of San Diego for students that would soon be entering the job market. The workshop facilitator instructed the participants to write their own obituaries. Morbid? Maybe. Useful? Absolutely!

Supply Chain Ethics


The purpose of the exercise was to force the students to project to the end of their lives, and then summarize how their lives had been lived. This exercise of coerced self- reflection was designed to examine each student’s values. What kind of career unfolded? How did this person treat other people? Did this person touch the lives of others in such a way so as to be missed?

We all write our obituaries each day. If your obituary discussed your ethics, what would it say? Something we should consider at all times.

Supply Chain Ethics, continued

Salt Lake & Utah County CPSM/CSM Schedule

CPSM & CSM Testing Our Utah affiliate is proud to be offering both CPSM and CSM tests at a special discounted rate of $50 per exam. The Bridge Exam is not being offered at the discounted price at this time. Make sure you take advantage of this amazing opportunity.! Utah County-BYU Campus All dates and time are still “tentative”, we are waiting for confirmation from ISM National for Utah County. The CPSM and CSM exams are “tentatively” scheduled to take place at BYU campus according to the following plan: March 23, (Friday): 1st ½ of the day: CPSM & CSM Exam #1. Actual start times and “check-in for test-taking” times, as well as location to be determined and announced. March 23, (Friday): 2nd ½ of the day: CPSM & CSM Exam #2. Actual start times and “check-in for test-taking” times, as well as location to be determined and announced. Friday, March 30 (1st ½ of the day): CPSM & CSM Exam # 3. Actual start times and “check-in for test-taking” times, as well as location to be determined and announced. For further information, please contact either Paul Buckner at 801-422-7313, or via email at [email protected] OR Todd Mortensen at 801-422-7004 or via email: [email protected]. Salt Lake County- Salt Lake City Corporation The historic City & County Building is located across the street from the new Scott Matheson Courthouse 451 S. State Street Salt Lake City, Utah 84111—Room 126 March 23 (Friday)

Test 1 start time 9:00. Test 2 start time 1:30

March 30 (Friday) Test 3 start time 8:00am

How do you register for the test? Contact John Carpenter at 801 335-3805 or at [email protected]. If you need help finding your way around the facilities on test day, contact Karl Harward’s cell phone: 801-696-6442

Documents

March Dinner Meeting...He is currently the president of the Graduate Supply Chain Management Association (GSCMA) at BYU, and was the captain of the BYU Walton Logistics Case Competition