Process & Category Management

8:00 - 9:00 The Leadership & Change Management Workshop – Follow Up Breakfast Discussion Meeting Mike Inman, Partner, TableForce This is a follow up Q&A/discussion based on the leadership and change management session conducted yesterday. It is your opportunity to bring your own issues and experiences to the table in a private boardroom, group setting. It runs alongside the program and is open to up to 20 participants on a ‘first come, first serve’ basis. Request your participation during the registration process or email carina.kuhl@wbresearch.com Mike Inman Partner, TableForce Negotiation Skills ExpertiseHaving worked on both the sales and procurement sides of the table in industries including manufacturing, defense, airlines, technology, publishing, and gaming/hospitality, Mike is uniquely qualified to offer critical real-world examples and in-depth analysis to class case studies and discussion. Adding to his depth, Mike has successfully worked deals (4 of which have b [read more]

8:40 Opening Remarks Carina Kuhl, Executive Director, ProcureCon Events USA, WBR Opening Remarks Carina Kuhl Executive Director, ProcureCon Events USA, WBR Head of ProcureCon events in North America, consulting role globally.Responsible for directing the strategy of each event in the ProcureCon Portfolio, program development and managing the overall development and execution of the projects.

8:45 Chairperson’s Opening Remarks Chairperson’s Opening Remarks

9:00 What’s Gonna Work? Teamwork. Exploring The People Aspect Of Strategic Procurement Transformation Jamie Crump, Director, Indirect Strategic Sourcing & Supplier Diversity, United Rentals, Inc. Leslie Campbell, CPO, Reed Elsevier When Leslie arrived at Reed Elsevier four years ago as their very first CPO, procurement folks were scattered across different business across the globe – illustrative of the highly decentralized procurement organization. Four years later, the Reed Elsevier Procurement Team wins the 2011 ‘Best Procurement Team’ Procurement Leaders Award. Leslie conveys their transformation journey, focusing on the people aspect of the tale. She is proud of her mixed team of individuals who pooled their talent and found new yet sustainable ways to work with stakeholders. Not only has she blended non-procurement talent into her existing team, her still very diversified, remote global procurement folks are now a team in every sense of the word. And they have become a management resource, exporting talent successfully throughout the entire company. All of you want to take your teams to that next level – and we often discuss how procurement needs to do more to build open relationships. Here’s how to do more. Jamie Crump Director, Indirect Strategic Sourcing & Supplier Diversity, United Rentals, Inc. Jamie Crump has more than 20 years indirect strategic sourcing experience in a variety of industries including banking, medical products, pharmaceutical, telecommunications and welding. Her category experience includes advertising, benefits, BPO, brand, contingent staffing, facilities, financial services, human resources, IT, legal, marketing, meetings & events, MRO, office service [read more] Leslie Campbell CPO, Reed Elsevier Career History: Campbell was Vice President, Worldwide Procurement at Dell, Inc. before joining Reed Elsevier in 2008. At Dell, she was responsible for the indirect procurement teams globally, and most recently led the global platforms procurement team from the company’s Austin headquarters. Prior to her procurement tenure she ran the Dell Global Segment sales force for Europe, Middle East and Afr [read more]

9:30 Panel: Beyond Savings: Procurement’s Role In Driving Incremental Revenue Diane O'Connor, VP, Services & Indirect Purchasing, Xerox Corporation Jamie Crump, Director, Indirect Strategic Sourcing & Supplier Diversity, United Rentals, Inc. Robert Donohue, VP Commercial, Connolly, Inc. How is your group seizing the opportunity to add strategic value and drive efficiencies? Now that you are transforming into a strategic procurement organization, it is time to focus your resources on making the overall value chain more efficient as well. Procurement has many opportunities to move beyond affecting cost savings and drive revenue and profitability too. This interactive session provides you with tangible examples of how procurement teams have identified revenue enhancing activities, building strategic internal alliances with the business resulting in increased margins and revenue. Diane O'Connor VP, Services & Indirect Purchasing, Xerox Corporation Diane is the Vice-President of Post Sale and Supply Chain Procurement for Xerox Corporation. She leads a global team focused on key supplier relationships for Xerox’s manufactured and acquired consumables and service parts, as well as, transportation and supply chain service providers. Her organization is also responsible for enabling achievement of consistent supplier quality and optimal total ac [read more] Jamie Crump Director, Indirect Strategic Sourcing & Supplier Diversity, United Rentals, Inc. Jamie Crump has more than 20 years indirect strategic sourcing experience in a variety of industries including banking, medical products, pharmaceutical, telecommunications and welding. Her category experience includes advertising, benefits, BPO, brand, contingent staffing, facilities, financial services, human resources, IT, legal, marketing, meetings & events, MRO, office service [read more] Robert Donohue VP Commercial, Connolly, Inc.

10:10 Rolling SOW Spend Into An MSP At Lexmark Matt Montgomery, Manager Corporate Supply Base, Lexmark Steve Schumacher, VP of Operations, Allegis Group Services Statement of Work (SOW) is a complex yet high opportunity spend category that’s typically been under managed. Lexmark and Allegis embarked on a contingent labor MSP in 2008. It’s been a healthy partnership and the team is currently expanding the program globally, into independent contractor reviews and integration of SOW. In this session, Lexmark and Steve hone in on how to overcome the trialing barriers to SOW integration into the MSP. Matt Montgomery Manager Corporate Supply Base, Lexmark Matt Montgomery is a Global Manager with Lexmark, responsible for Procure to Pay (P2P) global systems, process and policy. Since joining Lexmark in 2006, he has led the global rollout of procurements systems, supplier corporate responsibility, and procurement operational excellence programs. Mr. Montgomery most recently led the Vendor Master Data Management project which was awarded the 2011 Gartn [read more] Steve Schumacher VP of Operations, Allegis Group Services Steve Schumacher has over 15 years of experience within the Allegis family of companies. In his current role as Vice President of Operations, Steve is responsible for global operations and serves as the executive contact for the client program sponsors, ultimately ensuring the achievement of Service Level Agreements, program metrics, and program expansions. Schumacher’s core responsibility for the [read more]

10:45 Networking Break Inside The Solution Zone Networking Break Inside The Solution Zone

11:20 Panel: Outsourcing Considerations – Getting The Projected ROI! Bob Lazenby, Director Strategic Sourcing, BAE Systems Jerri Hamlin, VP Indirect Sourcing, Advance Auto Parts Scott Long, Director of Procurement, NCR Tony Filipone, EVP, Research, HfS Research (Horses for Sources) We are all looking at outsourcing for different par ts of the business, including procurement activities, as a means to becoming more lean, focused and efficient. But too often the numbers look great up front but well into the project, projected ROI isn’t achieved. We discuss: Why has outsourcing ROI been so hard to get by, and can we expect improvement? How outsourcing is becoming an area where procurement can add value Service Outsourcing: Teaching your internal business users how to manage outsourced environments Procurement Outsourcing: Adjusting your internal organizational model and sourcing workflow when leveraging an external organization Innovation in outsourcing; why is it so hard to get any? Bob Lazenby Director Strategic Sourcing, BAE Systems The Stats:Annual total indirect spend: $2B Number of Employees in Indirect organization: 20 Percentage of spend under management: 70% Percentage of hands-free transaction: 55%The Story: Bob Lazenby is the Director of Strategic Sourcing at BAE Systems, Inc. BAE Systems’ procurement organization functions with a hybrid design in a mandated environment. The organization is currently in the medium to [read more] Jerri Hamlin VP Indirect Sourcing, Advance Auto Parts Scott Long Director of Procurement, NCR Tony Filipone EVP, Research, HfS Research (Horses for Sources) Tony Filippone is Executive Vice President, Research, at HfS Research. He oversees the quality of HfS' overall research agenda and published research and works with the HfS analyst teams to ensure HfS' content is relevant for the firm's buy-side clients' sourcing strategies. His prime research focus is delivering practical advice, and imparting real-world vendor management experience to buy-side c [read more]

12:00 Spend Management & Analysis: Your Trojan Horse To Get In & Drive Change Stephen Hughes, VP, SCM, Vertis Communications With procurement executives under great pressure to contribute to the bottom line, understanding category spend across the entire organization is vital. Obtaining complete insight into your spend allows procurement teams to organizational change across the board towards better spend behavior. However, many procurement organizations are fragmented, making full spend visibility a struggle. Making the business case for spend alignment and obtaining stakeholder buy-in Automating spend data capture across a fragmented purchasing organization effectively Filtering and cleansing the data for accurate, organization-wide spend information Ensuring data accuracy and integrity going forward – putting controls in place Managing overlapping areas of services and categories Developing a continuous, metrics-based spend visibility program to drive optimal value Executive reporting; visualize results Using your data effectively for project prioritization, risk management and opportunity identification Stephen Hughes VP, SCM, Vertis Communications

12:30 The Customer Knows Best: Integrating the Voice of the Traveler into Managed Travel Programs Amber Kelleher, Director, Global Education, Association of Corporate Travel Executives (ACTE) Angela Naegele, VP Global Procurement, Reed Elsevier, Inc. Maria Chevalier, Global Director Travel & Meeting Services, Global Procurement, Hewlett-Packard Company Miriam Moscovici, Director Strategic Marketing, BCD Travel Emerging technologies, increased sophistication of business intelligence and instant access to data via mobile devices are generating dramatic changes for travelers – and travel programs. This session will demonstrate how some savvy travel managers are shifting from a philosophy of controlling travelers to one of influencing traveler behavior with consumer-inspired technologies and communication styles. Amber Kelleher Director, Global Education, Association of Corporate Travel Executives (ACTE) What’s your ProcureCon session focus & related background:Amber Kelleher is Director of Global Education for the Association of Corporate Travel Executives (ACTE). She has an extensive background in international executive education and holds a Master of Business Administration (MBA) from Thunderbird School of Global Management.The focus of the session is how to integrate the voice [read more] Angela Naegele VP Global Procurement, Reed Elsevier, Inc. Angela Naegele currently holds the position of Vice President, Global Procurement for Reed Elsevier. Angela joined Reed Elsevier, one of the world’s leading media companies, in December 2007 to assist in the creation of a centralized Global Procurement Organization.She assembled and staffed global teams to support Travel, Meetings/Events/Exhibitions, Marketing, and Supplier Diversity. Prior to her [read more] Maria Chevalier Global Director Travel & Meeting Services, Global Procurement, Hewlett-Packard Company Maria Chevalier has over 25 years of travel industry leadership experience. She is currently the global director of Travel & Meeting Services for HP (Hewlett-Packard). Maria’s prior roles in the industry include Johnson & Johnson’s Global Director of Travel & Meeting Services, BCD Travel Vice President of Hotel Consulting/Relations and COO of The Tra [read more] Miriam Moscovici Director Strategic Marketing, BCD Travel

1:00 Luncheon For All Attendees Luncheon For All Attendees

1:00 - 2:40 Private Boardroom Luncheon - Driving Efficiencies Through Continuous Improvement Brad Schoenfelder, Director of Business Process, McKesson Tracy Joshua, CPO, Detroit Public Schools Driving Efficiencies Through Continuous Improvement Hosted By: Brad Schoenfelder Director of Business Process, McKesson Tracy Joshua CPO, Detroit Public Schools Known as a global leader with a passion for people and processes, Ms. Joshua drives operational excellence through her collaborative leadership style. While being interviewed, when asked if she would describe herself as a “global supply chain leader”, Tracy Joshua chuckled and replied enthusiastically, “No, instead I believe I would best describe myself as a ‘global visionary people and process fo [read more]

2:00 Category Roundtables 1 Amber Kelleher, Director, Global Education, Association of Corporate Travel Executives (ACTE) Andrew Charles, Director of Procurement, Performance Fibers Christian Widmann, Director Indirect Commodities, Manitowoc Cranes Scott Coleman, Buyer, Business & Professional Services, PetSmart Marketing – Decoupling Marketing Procurement Developing a marketing decoupling strategy to increase flexibility and efficiency while maintaining brand consistency and spend controls Professional Services: Benchmarking Consulting Spend Creating full-blown consulting expenditure guides including improved process control and demonstrated ROI requirements HR Benefits Procurement We discuss best practices in partnering with your internal HR experts and ways to deploy procurement’s expertise effectively in complex HR benefits related negotiations. IT/Technology: ERP Upgrades Benchmark with industry peers to exchange advice and lessons learned when going through an ERP system upgrade MRO & Capital Equipment Integration Engaging with the engineering community early on to leverage spend Travel: The Customer Knows Best - Integrating the Voice of the Traveler into Managed Travel Programs Emerging technologies, increased sophistication of business intelligence and instant access to data via mobile devices are generating dramatic changes for travelers – and travel programs. We discuss how some savvy travel managers are shifting from a philosophy of controlling travelers to one of influencing traveler behavior with consumer-inspired technologies and communication styles. Amber Kelleher Director, Global Education, Association of Corporate Travel Executives (ACTE) What’s your ProcureCon session focus & related background:Amber Kelleher is Director of Global Education for the Association of Corporate Travel Executives (ACTE). She has an extensive background in international executive education and holds a Master of Business Administration (MBA) from Thunderbird School of Global Management.The focus of the session is how to integrate the voice [read more] Andrew Charles Director of Procurement, Performance Fibers Christian Widmann Director Indirect Commodities, Manitowoc Cranes Scott Coleman Buyer, Business & Professional Services, PetSmart Annual total indirect spend: $275,000,000 # Employees Indirect organization: 15 Procurement environment (Mandated/Non-Mandated): Non-Mandated environmentOrganizational Design (Centralized, De-Centr., Hybrid): CentralizedHow mature is your procurement organization (start-up, medium, advanced) and why?: Our indirect procurement group is fairly advanced in relation to many of our retail peers. Focusi [read more]

2:40 Category Roundtables 2 Aaron Cleavinger, Director of Procurement, Ulta Beauty Andrew Charles, Director of Procurement, Performance Fibers Frank Callaghan, Former Senior Director Worldwide Procurement, Pfizer Inc. Jay Brun, Sr Sourcing Analyst, MISO Nick Pappas, Global Marketing Procurement Director, Coca-Cola Steve Grumbach, SVP, Strategic Sourcing for Services, Sun Trust Bank Marketing – Agency Governance Developing A Solid Review & Governance Structure For Your Creative Agencies Legal: Managing The Complexities Of Legal Spend Even when you have a solid foot in the door, legal spend embodies a lot of complexity for procurement executives to manage. Navigating the internal management of legal activities; who is in charge of what? Getting the right mix of external services Driving non-legal expenses out of external legal billing Effectively analyzing external provisions Contingent Labor How are you addressing your 1099 – independent contractors – spend? How are you protecting yourself from coemployment and compliance issues? MSP/VMS coverage issues & advice IT: New IT Delivery Models New IT delivery models - such as BPO, SaaS & Cloud computing - affect the relationship between IT and procurement. We discuss procurement’s role in working with IT to drive forward advanced SRM (Supplier Relationship Management) and business user relationship management practices RE & FM Being an effective partner to the person handling RE & FM on a daily basis and adding value to them Energy I: Multi-Site & Multi-State Energy Procurement You might consider this an obscure category but taking a strategic approach to multi-site energy procurement can pay great dividends on a continuing basis. We tackle budget certainty, managing bill pay, rebates, selecting partners and outsourcing. Aaron Cleavinger Director of Procurement, Ulta Beauty Advisory Board Member Aaron Cleavinger, CPSM, C.P.M., is the Director of Procurement for ULTA Beauty. The procurement organization is in the start-up phase, though with a center-led philosophy for all spend areas, and with tactical aspects of critical commodities (energy management, fixtures, supplies, travel) now directly under the procurement umbrella. Aaron is currently building a new [read more] Andrew Charles Director of Procurement, Performance Fibers Frank Callaghan Former Senior Director Worldwide Procurement, Pfizer Inc. Frank Callaghan is a senior procurement leader who has developed and executed innovative sourcing strategies for indirect procurement and direct procurement for diverse global companies like Pfizer, Honeywell and Unilever. He is passionate about strategic sourcing and enjoys building strong relationships with business leaders and suppliers that align to company objectives. Frank is a respected, go [read more] Jay Brun Sr Sourcing Analyst, MISO The Stats:Annual total indirect spend: $113,000,000 Number of Employees in Indirect organization: 9Percentage of spend under management: 70%Annual Savings Percentage: 6%Percentage of hands-free transaction: 10%The Story: Jay Brun is the Senior Sourcing Analyst at MISO. The MISO indirect procurement organization functions in a non-mandated environment and is currently at a medium level of maturity. [read more] Nick Pappas Global Marketing Procurement Director, Coca-Cola Steve Grumbach SVP, Strategic Sourcing for Services, Sun Trust Bank

3:15 Category Roundtables 3 Aaron Cleavinger, Director of Procurement, Ulta Beauty Amber Kelleher, Director, Global Education, Association of Corporate Travel Executives (ACTE) Jeffrey Hebert, Director, Vendor Management & Sourcing, Metlife Nick Pappas, Global Marketing Procurement Director, Coca-Cola Steve Grumbach, SVP, Strategic Sourcing for Services, Sun Trust Bank Marketing – Digital Marketing Procurement Discuss and benchmark how to best source and procure the many different elements of digital marketing Contracting: Setting Legal Involvement Boundaries What’s the empowerment or authorization procurement organizations are given in contracting? We all end up with a lot of agreements that get heavily negotiated. We discuss the balance of when to use a lawyer and when not. Global Contingent Labor Expanding a domestic program to a global enterprise-wide program Developing ‘playbooks’ to manage contract labor outside of the USA How are you sourcing the right contingent talent in a competitive marketplace? Travel: The Customer Knows Best - Integrating the Voice of the Traveler into Managed Travel Programs Emerging technologies, increased sophistication of business intelligence and instant access to data via mobile devices are generating dramatic changes for travelers – and travel programs. We discuss how some savvy travel managers are shifting from a philosophy of controlling travelers to one of influencing traveler behavior with consumer-inspired technologies and communication styles. Logistics Energy II: Managing Your Energy Spend Globally We discuss challenges and best practices in managing your energy spend around the world, including market variables, hedging strategies, where the market opportunities lie, sustainability and carbon footprint reduction as well as energy conservation opportunities Aaron Cleavinger Director of Procurement, Ulta Beauty Advisory Board Member Aaron Cleavinger, CPSM, C.P.M., is the Director of Procurement for ULTA Beauty. The procurement organization is in the start-up phase, though with a center-led philosophy for all spend areas, and with tactical aspects of critical commodities (energy management, fixtures, supplies, travel) now directly under the procurement umbrella. Aaron is currently building a new [read more] Amber Kelleher Director, Global Education, Association of Corporate Travel Executives (ACTE) What’s your ProcureCon session focus & related background:Amber Kelleher is Director of Global Education for the Association of Corporate Travel Executives (ACTE). She has an extensive background in international executive education and holds a Master of Business Administration (MBA) from Thunderbird School of Global Management.The focus of the session is how to integrate the voice [read more] Jeffrey Hebert Director, Vendor Management & Sourcing, Metlife Nick Pappas Global Marketing Procurement Director, Coca-Cola Steve Grumbach SVP, Strategic Sourcing for Services, Sun Trust Bank

4:00 End Of ProcureCon Indirect East 2012 End Of ProcureCon Indirect East 2012