PROCUREMENT
AND SUPPLY CHAIN ME 4 –JBR6 Dubai, December 2012 4-6 December 2012 | Mövenpick Hotel, UAE
Movenpick Hotel, JBR Dubai, UAE
Achieving efficiencies, driving down costs and supporting business growth The first regional gathering of leading procurement experts sharing winning strategies and insights to efficiently manage costs in a challenging economic environment
OUR RENOWNED SPEAKER FACULTY Featuring a cross-industry panel of experts, including: Carl Jansma Director of Global Strategic Procurement
DP World
Glen Sansom VP of Shared Services
WHY YOU NEED TO BE THERE:
Schlumberger
➜ Network with procurement leaders and supply chain experts to learn best practice in managing the most pressing challenges faced in your purchasing cycle
George Paraskevadis Supply Chain Director MENAP
Johnson & Johnson Elie Matta Procurement Director, Global Strategic Sourcing Director
➜ Improve the skills and competencies needed to effectively manage your procurement processes as a strategic part of the business
Mars
➜ Learn to reduce costs, measure performance and drive efficiencies throughout the supply chain ➜ Gain insight into the latest procurement technologies from leading providers in the region ➜ Understand how to establish an integrated procurement function and learn to create a procurement division that’s aligned to your organisation’s goals
Wael Safwat Director of Procurement
American University of Sharjah Louise Harding Regional Procurement Lead
Pfizer
Haytham Etemad Head of Procurement and Contracts
Sidra Medical & Research Center
PLUS! Two exclusive in-depth workshops led by renowned experts
A
Learning effective negotiation skills to ensure profitable relations with suppliers
B
Developing a proactive planning function for your procurement department Platinum Sponsors
Jayakrishnan Group CPO
National Air Services (NAS)
Don’t miss
our industry focused roundtable discussions
for practical takeaways to jump start your company’s 2013 procurement and SCM strategies Endorsed By
Supported By
Anil George Regional Head of Global Sourcing
Standard Chartered Jerome Fardeau Supply Chain GM
Carrefour
And many more…..
Strategic Career Partner
Media Partners
www.iirme.com/procurementme
Organised By
PROCUREMENT
AND SUPPLY CHAIN ME 4 – 6 December 2012
Movenpick Hotel, JBR Dubai, UAE
Procurement and Supply Chain ME is the first event of its kind in the region providing comprehensive coverage of the fundamentals of procurement and supply chain, led by senior practitioners. It addresses the benefits of effective strategic procurement in the Middle East and provides delegates from across the purchasing, procurement and supply chain functions with practical, applicable strategies to structuring, measuring and achieving high performance procurement departments. No other procurement event gives you such extensive coverage of overall operations, offers you opportunities to meet cross-industry practitioners and provides applicable practices for your business.
Why is this a MUST-ATTEND event for you and your procurement team? ✔ The only purely practitioner-led conference in the region that offers applicable solutions to the main challenges faced by procurement, supply chain and purchasing professionals ✔ Participate in interactive, industry-specific roundtable discussions that will tackle challenges and strategies specific to your industry
Leading companies speaking include: ● American University of Sharjah ● Bel Group ● Carrefour ● Coca Cola ● DP World ● Emirates Nuclear Energy Corporation ● Emirates Steel ● Ernst & Young ● Henkel ● International Medical Center ● International Renewable Energy Agency ● Johnson & Johnson ● Mars ● Masdar ● Mattex Group ● National Air Services ● National Bank of Abu Dhabi ● Oracle ● Pfizer ● Schlumberger ● Sidra Medical & Research Center ● Standard Chartered
Who should attend and who will you meet? ● Heads ● VPs ● Chiefs ● Directors ● Managers ● Executives of: ● Procurement ● Supply Chain ● Purchasing ● Operations ● Logistics ● Contracting ● Planning ● Sourcing ● Buying ● Trade Compliance ● Finance
Industry breakdown:
✔ Learn from a number of dynamic panel discussions featuring leading practitioners who will provide solutions to the biggest challenges in supply chain & procurement ✔ Implement new strategies that will effectively build and establish procurement functions in support of your business’ objectives ✔ Meet high-profile practitioners in procurement and SCM from global and regional organisations offering the opportunity to personally learn from their experiences
“This is a great opportunity to pass on and share new ideas, knowledge and contacts. I recommend people to attend as this will be a good networking opportunity and a chance to learn from some of the leading procurement people from various industries” Jason Brown Head of Procurement and Commercial Management National Bank of Abu Dhabi (NBAD)
“This is the place to be and interact with professionals to find out how they are coping with the challenging economic environment”
Imran Barlas Purchasing Director Henkel
Construction/Engineering/Infrastructure Oil & Gas/Energy Food & Beverage FMCG/Retail Public/Government Aviation Medical/Health Authorities Telecoms
“Professional development, networking and sharing ideas is what inspires me…You should never stop learning!”
Carl Jansma Director of Global Strategic Procurement DP World
Partner with us With increasing pressure on businesses in the Middle East to streamline operations, the procurement function is being forced to undergo major change and to justify each decision it makes. With this attention to detail, comes opportunity. In order to increase efficiency and demonstrate value, senior procurement professionals are looking to: • Successfully structure and staff high performance procurement teams • Measure and monitor the performance of suppliers • Effectively report procurement efficiencies to their organisation • Secure senior buy-in and raise procurement in the eyes of the board • Manage and monitor costs Can you solve these problems for our delegates? If so, we have numerous bespoke sponsorship packages available to promote your services and expand your business in the region. For more information, contact Michael Moffat on +971 4 407 2716 or email him at sponsorship@iirme.com
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Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/procurementme
Conference Day One 09:10
Keynote Opening Address: Achieving high performing procurement teams across global organisations Glen Sansom, VP of Shared Services, Schlumberger
09:30
Professionalising Procurement: The role of strategic procurement in driving business growth in the Middle East during times of economic turmoil • What does effective strategic procurement look like in today’s modern businesses? • To what extent has regional and international market turmoil affected the procurement function? • More than just cutting costs: Effectively building stability, increasing efficiency, reducing risks, improving quality and overall business practice • Getting the right infrastructure in place to enable strategic procurement functions • Lessons learnt from some of the leading public and private sector organisations in the region Louise Harding, Regional Procurement Lead, Pfizer, UAE Carl Jansma, Director of Global Strategic Procurement, DP World, UAE Jason Brown, Head of Procurement and Commercial Management, National Bank of Abu Dhabi, UAE Luay Shalkhoub, Chief Procurement Officer, International Renewable Energy Agency IRENA, UAE
10:15
10:45
Keynote speech by Oracle Deepak Mehra, Vice-President, Enterprise Architecture & Industry Solutions, Oracle ECEMEA (East Central Europe, Middle East & Africa)
11:15
Morning refreshments and networking break
11:45
The Right Talent: What skills and competencies are required to excel as a procurement professional in today’s changing market? • Global matter: The importance of having a global perspective to interpret regional and international trends • What is the right combination of skills and expertise to look for when hiring in procurement? • Finding a balance between broad industry experience and academic excellence in a scarce resource environment • Building and strengthening skills in new and advanced team members to work competently within a procurement team • The analytical skills you need to effectively work in a procurement department Elie Matta, Procurement Director, Global Strategic Sourcing Director, Mars, UAE
12:15
12:45
3
Procurement Performance Management: The key to establishing the link between procurement excellence and business impact • Taking a closer look at the actual implications of procurement processes on the business’ bottom-line and stakeholders • How can procurement functions demonstrate their value proposition to internal business stakeholders? • Internal Stakeholders’ Buy-In: Effectively translating procurement objectives and activities into outcomes that drive business performance • How can procurement build a credible, technology enabled performance management process? Frank Thewihsen, Lead Partner Procurement, Ernst & Young Kapil Raghuraman, Executive Manager, Ernst & Young
Sourcing, selecting and onboarding suppliers that will work best with your procurement process • Defining the criteria required to facilitate the searching process and ensure business compatibility in advance • Minimising the risks involved in choosing international suppliers in comparison to local/regional suppliers • What critical information should you look for when sourcing a new supplier? Previous customers reviews, background checks, history of orders, prices of product/service etc • Effectively analysing and selecting suppliers in highly competitive markets to avoid price fixing • Efficient searching strategies to find critical information on new suppliers in new markets Haytham Etemad, Certified Purchasing Manager & Head of Procurement and Contracts, Sidra Medical & Research Center, Qatar
13:45
Risk Management: Identifying and mitigating the risks involved in a procurement process • Effectively handing the risks faced when carrying out a procurement transaction: New suppliers/contractors, regulations, payment and delivery, new strategies etc • Procurement’s role in risk management: Winning strategies for the procurement function to effectively measure and analyse the risks involved • Project delays: What exactly are the risks that lead to delay in projects and meeting deadlines, and how can you best address these risks? • What is the best approach to transferring or sharing of risks with suppliers Wael Safwat, Director of Procurement, American University of Sharjah (AUS), UAE
14:15
Understanding and working with regional and international trade agreements, rules and regulations to successfully operate a global procurement function • Ensuring all procurement transactions are in compliance country rules and regulations, including any international contracts and communication • How can your procurement department stay up to date with the changes and developments in the trade agreements and conditions? • Legal perspective: Communicating with the different business units that need to be updated on recent developments in regulations and how to ensure they are implemented • Gaining more knowledge of UK and European laws to efficiently deal with international contractors • Ensuring that shipping and delivery strategies are in compliance with the customs and clearance requirements Moderator: Garrett Grenan, Senior Director of Indirect Tax Services, MENA, Ernst & Young Jerome Fardeau, Supply Chain GM, Carrefour, UAE Haytham Etemad, Certified Purchasing Manager & Head of Procurement and Contracts, Sidra Medical & Research Center, Qatar Jayakrishnan, Group CPO, National Air Services (NAS), KSA
PANEL DISCUSSION
Opening remarks from the Chairman Bashar El Jawhari, Senior Director, Supply Chain Operations, Ernst & Young
PANEL DISCUSSION
09:00
Tuesday | 4 December 2012
15:00
Afternoon refreshments and speed networking break Business cards at the ready! An engaging high-speed session where all delegates have the opportunity to meet with peers, speakers and guests in a chance to build new relationships and win new work
15:40
Creating a Procurement Division: Successfully establishing and structuring a procurement division within regional companies to increase efficiencies and reduce costs • Understanding what kinds of skills and expertise to look for when forming the procurement department • Procurement in Emirates Steel: Calculating the financial impact of not having a centralised procurement department, processes or practice • Prioritising key roles and responsibilities • Determining the size and scope of the procurement function dependent on the scale of projects and materials required • Maintaining a balance between fostering existing talent and recruiting external expertise to ensure a sustainable growth plan Shannon Hore, Vice President of Procurement & Logistics, Emirates Steel, UAE
16:20
Planning and Forecasting: Working with suppliers and manufacturers to ensure timely and within budget deliveries • Optimising the supply chain: Understanding the need for collaborative planning, forecasting and replenishment(CPFR) and its integration throughout the supply chain by collaborating with other departments internally and with suppliers externally • Discussing the importance of having a defined planning/forcasting system in your procurement function and what it has to offer in terms of identifying customers’ requirements and suppliers’ capacity • Precautionary measures: How to best prepare for any unexpected changes that come up during a procurement cycle? • Strengthening your forecasting and planning to reduce logistical and inventory costs • How can you guarantee your suppliers have the capacity to meet their end of the deal? Clendon P. Raines, Senior Director of Supply Chain, International Medical Center, KSA
16:50
Closing remarks from the Chairman Bashar El Jawhari, Senior Director, Supply Chain Operations, Ernst & Young
Lunch and networking break
Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/procurementme
Conference Day Two 09:15
Understanding the impact of the economic and market changes on procurement functions and strategies in the Middle East • How is the regional market dealing with economic changes in comparison with international markets? • Successfully keeping track of the upcoming market changes: Having enough market knowledge to make informed decisions • What is the impact of these commercial and regulatory changes on commodities, shipping and service costs? • Political aspect: How big an impact do political matters, such as the Arab Spring, have on procurement processes in the region? • Financial changes: Major fluctuations in overcoming exchange rates Imran Sajjad Barlas, Purchasing Director, GCC/Category Manager, Henkel, UAE Eric Evans, Procurement Industry Expert Vasco Amoroso, Head of Global Supply Chain, Mattex Group, UAE
10:00
A new approach to aligning procurement with the corporate goals and objectives of the organisation Procurement has often been accused of being no more than an administrative function. This session will explore how procurement teams can gain senior management trust, ensure the support of the organisation in pursuing objectives, provide a strong guiding framework for procurement within the organisation and embed a new culture of change. This session will focus on: • Delivering a strong commercial and contract management approach to major procurement activities • Ensuring the business is actively supportive of procurement • Securing buy-in from other senior management teams • Creating stakeholder value while keeping the business objectives aligned Jason Brown, Head of Procurement and Commercial Management, National of Abu Dhabi, UAE
10:30
New approaches to effectively measuring procurement team performance to demonstrate the value you bring to your business • KPI Index: What factors under procurement require regular measurement against different sides of the value proposition? • Avoiding stagnant KPIs to ensure gradual improvement in performance and reflection of evolution of the function • How can a procurement team measure performance without a KPI system: Performance Metrics and Analytics, Balanced Business Scorecards • Measurement of compliance to key regulations and possession by vendors of requisite certification/approvals • ERP solution systems – How to customize your procurement system to efficiently help in tracking performance of purchase transactions and suppliers? • How to ensure that all the vendors on your database are compliant and covered through different filters of acceptance criteria? Anil George, Regional Head of Global Sourcing, Standard Chartered, UAE
11:10
Morning refreshments and networking break
11:40
Building a High-Performing Procurement Organisation: Measuring the savings achieved, demonstrating the benefits delivered and commanding respect from senior teams • What is it that sets high performing procurement teams apart from competent teams? • How do you deliver better results, often with fewer staff? • What steps are required to turn your team into a high-performing procurement organisation? • How can you ensure respect from your top management? • Sharing the blueprint of a high-performing procurement organisation Jayakrishnan, Group CPO, National Air Services (NAS), KSA
ROUNDTABLE DISCUSSION
12:10
4
13:00
Lunch and networking break
1400
Ensuring strategic relationships with suppliers to build and maintain win-win business partnerships • Calculating the financial benefits and cost savings in maintaining long-term relations with suppliers • Leveraging established relationships with suppliers to effectively negotiate in critical situations without damaging relations • Ensuring supplier satisfaction whilst in turn maintaining the best service and value for your business as well as a credible reputation in the market • What are the best strategies to ensure higher reliability of suppliers? • Disadvantages of diversification of suppliers and the risks involved Carl Jansma, Director of Global Strategic Procurement, DP World, UAE
14:30
Creating a Green Supply Chain: Practical lessons in achieving sustainability objectives from Masdar’s green supply chain team • Understanding sustainability in supply chains and the associated challenges and issues • Building the business case for implementing sustainable supply chains • What are today’s leading green supply chain practices and trends in the industry? • How Masdar implemented a ‘green’ supply chain, enabled companies in the ‘green’ market, and advanced innovation and the adoption of ‘green’ building materials and products? Faisal Saleem, Supply Chain Specialist, Masdar, UAE
CASE STUDY
Opening remarks from the Chairman Waleed Al Saeedi, Procurement Manager, Emirates Nuclear Energy Corporation, UAE
PANEL DISCUSSION
09:00
Wednesday | 5 December 2012
15:00
Afternoon refreshments and networking break
15:30
Effective Negotiation: Utilising advanced negotiation techniques throughout a purchasing process to maintain quality and price of services without compromising supplier relations • Achieving a win-win situation: The best approach to accomplishing mutually beneficial finalised deal • New negotiation techniques to make deal terms and conditions more favorable for your business • The skills needed to effectively negotiate a deal or contract and successfully reach the desired conclusion • What is the best approach to negotiate payment terms with competing suppliers and overcome market price fixing? Eric Evans, Procurement Industry Expert
16:00
Effectively working with the logistics and supply chain functions to reduce time delays, increase efficiency and minimise costs • Outlining the logistical challenges faced during the supply chain process and the best techniques to overcome them • Effectively managing logistics costs and identifying spend saving opportunities • How to best map out the logistics operations with suppliers to ensure an efficient supply chain and delivery process • Effectively dealing with delays in shipping and finding alternative solutions Youssef Kenawy, Supply Chain Director, Bel Group, Egypt
16:30
Demand Planning in Practice: Implementing effective demand planning processes within your business to deliver the service level your customers demand while better managing inventories and keeping waste under control • Applying the concept of a company wide sales & operation planning process • The skill-set required to successfully plan in advance of external factors such as economic changes, government sanctions, natural disasters leading to shipping delays etc. • What are the benefits to an organisation when having the concept of demand planning embedded in their procurement department? George Paraskevadis, Supply Chain Director MENAP, Johnson & Johnson, UAE
17:00
Closing remarks from the Chairman Waleed Al Saeedi, Procurement Manager, Emirates Nuclear Energy Corporation, UAE
Roundtable Discussion: Industry Focused Roundtables Industry focused roundtables that offer interactive discussion on the challenges and experiences faced by procurement departments in relation to the supply chain in each sector. • Oil, Gas & Energy Wael Safwat, Director of Procurement, AUS and Former Group Manager, Contracts, ENOC Group of Companies • Healthcare Clendon P. Raines, Senior Director of Supply Chain, International Medical Center • Manufacturing Eric Evans, Procurement Industry Expert
Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/procurementme
Post-Conference Workshops
Thursday | 6 December 2012
WORKSHOP A:
WORKSHOP B:
Learning effective negotiation skills to ensure profitable relations with suppliers
Developing a proactive planning function for your procurement department
Workshop A will run from 08:30 to 12:30. Refreshments will be served during the networking break and lunch will be served at 12:30.
Workshop B will run from 13:30 to 17:30. Refreshments will be served during the networking break.
The skill of negotiation is considered a vital competency needed in an organisation’s procurement department to ensure profitable relations with suppliers. With suppliers gaining more experience in the market, corporations need to be more diligent in strengthening their procurement negotiation skills to improve their chances of getting the best deals from suppliers. Lack of effective negotiation in a procurement team can lead to major disagreements in projects or even deal breakers.
In light of the continuous market changes, planning and forecasting have become increasingly important factors that need to be integrated in any organisation’s procurement department. There is a significant need for corporations to be more proactive than reactive to any unexpected changes that may arise during a procurement process.
Benefits of attending: •
Comprehensive training on establishing basic negotiation skills
•
Enhance your procurement skills by learning how to implement new negotiation techniques in a purchasing process
•
Outsmarting the seller: Improving and revitalising your current procurement negotiation tactics to give you the upper hand when making deals with suppliers
•
Learn how to overcome a critical situation where you wouldn’t have leverage over the negotiation
Key topics covered: •
•
Introducing negotiation to a procurement function: What are the basic skills required for effective negotiation and how can you incorporate them in a procurement team? Breaking down negotiation in procurement: The stages in a purchasing process where you need negotiation and how to differentiate between negotiations with different parties including suppliers, vendors, manufacturers, subcontractors, EPC contractors etc
•
Negotiation terms: How to predict changes that may arise down the line and including it as early as the contract negotiation phase in a procurement process
•
Key aspects to consider when negotiating with international and regional suppliers
•
Overcoming challenges that arise with the different modes of negotiations; through email, telephone or meetings. What is the ideal format for negotiations?
•
Attendees will be provided with a negotiation planning and profiling tool
Workshop Leader: Eric Evans
Procurement Industry Expert in Negotiation Eric Evans has worked as Director of Procurement in a number of international organisations in consumer goods, healthcare, the public sector and IT. He has worked in organisations across the Gulf region, the Americas and Europe. In his current role he is responsible for negotiating deals valued in hundreds of millions of dollars with some of the largest IT companies in the world. He is the author of three books on procurement and his book on negotiation has been translated into many languages, including Mandarin Chinese. The three books Eric authored are Purchasing Excellence, Mastering Negotiations and Implementing e-procurement.
Benefits of attending: • • • •
Learn how to accurately plan a procurement operation to avoid unnecessary costs and unfavourable results Efficiently plan and strategise a purchasing transaction Making well informed buying decisions by gathering critical information from the market Tactics on how to set up and utilise backup strategies to avoid any deviations that may lead to delays and increased expenses
Key topics covered: •
•
•
• •
How can the CPFR (Collaborative Planning, Forecasting and Replenishment) approach benefit your supply chain to ensure your customer’s needs are met? A closer look at CPFR: What are the different stages in a CPFR model? Are there any other planning systems as integrated as CPFR and if so how beneficial are they? When to know the factors that are out of your control and how to best work with the situation at hand. Natural disasters, significant market changes, currency exchange rates, government regulations Demand planning: Collaborating with other departments and suppliers to be able to efficiently plan for customer orders Clearly understanding the terms and conditions of all parties involved before entering a contract/deal to avoid any discrepancies down the line
Workshop Leaders: Youssef Kenawy
Supply Chain Director, Bel Group
Youssef enjoys more than seventeen years of experience with global corporations in USA, Canada, Middle East and North Africa. Youssef currently is the Supply Chain Director with Bel Group – Egypt. Youssef held previous roles including the Head of Supply Chain Development with Maersk Logistics based in Egypt and covering Eastern Mediterranean region, Supply Chain & Logistics Optimization Manager with the Schwan Food Company (MN, USA - one of the largest FMCG providers of branded frozen food in the world), in addition to former positions including Management Consultant / Supply Chain Optimization Manager with (ADC, MN, USA). Youssef voluntary serves as the vice-chairman of the Supply Chain Council chapter for Middle East and North Africa, and also a seasonal speaker / Supply Chain instructor at the American Chamber of Commerce in Egypt. Youssef’s education and professional credentials include an MBA (Master of Business Administration - University of Phoenix, USA), Information Technology Post Graduate Diploma in eBusiness (ITI, Toronto, CANADA), CSCP (Certified Supply Chain Professional – APICS USA), B.Sc. in Engineering (Cairo University, EGYPT), and CPF (Certified Professional Forecaster – IBF USA).
Mohamed Hegazy MENA Supply Chain & Strategic Procurement Manager, Coca Cola
Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers or topics
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Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/procurementme
PROCUREMENT
AND SUPPLY CHAIN ME 4 – 6 December 2012
4-6 December 2012 Movenpick Hotel, JBR Dubai, UAE
Mövenpick Hotel, JBR Dubai, UAE
4-6 November 2012 | Crowne Plaza Hotel, Kuwait
FIVE WAYS TO REGISTER +971 4 335 2437
IIR Holdings Ltd. P.O Box 21743, Dubai, UAE
+971 4 335 2438
register@iirme.com
www.iirme.com/procurementme
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PROCUREMENT
AND SUPPLY CHAIN ME
AZ3013
Book before 12 October 2012
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GROUP DISCOUNTS AVAILABLE
4 – 6 December 2012
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