Get the most from suppliers and improve supply reliability
Who is this training for?
Manufacturing and distribution companies, as well as retail chains:
- heads of purchasing departments and top management,
- purchasing managers,
- category managers, product line managers,
- product managers and brand managers.
The most effective procurement training in Russia and the CIS. Includes the largest toolkit to date for influencing complex suppliers and monopolists to reduce prices and obtain more favorable conditions. "This is a bomb!" – our favorite feedback from training participants.
Training results
- Participants learned techniques for negotiating and obtaining favorable conditions from complex, inflexible suppliers, including monopolists.
- In practice, we tested more than 45 techniques for improving prices and conditions from suppliers.
- Able to resist price increases.
- Recognize the ways suppliers use to manipulate and impose their positions. They know ways to resist such suppliers.
- They have a ready-to-use action plan to improve purchasing conditions and increase delivery efficiency.
The result: lower input, better purchasing conditions, higher reliability of supply.
Benefits of this program
- We are confident that your investment in training will pay off within 3 to 15 days (this is the average time stated by training participants). According to reviews, the use of only one of the tools - “5 steps to counteract price increases”, completely covers the cost of training.
- You will never let yourself be deceived by product quality and price.
- The author of the program himself worked “on both sides of the barricades” in purchasing and sales, so the training will demonstrate the techniques of the opposite side used against you. It's all to the point, no fluff, and only tools that have proven their effectiveness.
Training program “Purchasing at 100%”
The “purchaser” in the program means any employee from the buyer’s side (from the purchasing manager to the general director) who negotiates with representatives of the supplier.
Module
Approaches to complex suppliers and monopolists
- How a buyer “sells” himself to a supplier - a technology that allows you to persuade and negotiate on equal terms with difficult suppliers.
- A technique for negotiating with “difficult” suppliers if your volume of purchases is not interesting for the supplier.
- 62 more factors that may be important to the supplier in you, in addition to the large volume of purchases. Examples of why some companies with small orders achieve better conditions than others - larger and more famous ones.
Practical block
Exercises to improve the conditions of the existing supplier in the current work mode. Negotiations in supplier/purchaser pairs, followed by a detailed analysis of negotiations by the whole group using checklists for 40 parameters.
Professional preparation for negotiations
16 components of negotiations with a supplier:
- what information to obtain before negotiations;
- how to process it;
- how to formulate the goals of negotiations;
- how to argue;
- how to prepare for supplier opposition;
- what concessions to demand from the supplier, what to put pressure on;
- how to give in when necessary.
Golden rules of the buyer
- The 3 golden rules of the buyer are the foundation for ensuring that you receive the best possible purchasing conditions. Their application in the context of your business.
- What is a price bottom? How to find it? 4 consistent tactics for lowering the purchase price.
- How can a buyer improve delivery conditions on an ongoing basis? Application of the “portrait of an ideal supplier”.
Practical block
Exercises on finding the minimum possible price in the following sequences: bargaining and negotiations, cost calculation, supply chain analysis.
Improving conditions and purchasing prices
- What methods should be used if the supplier no longer “moves” on price and delay?
- “Indirect reduction in price” and price calculation are two more ways to improve purchasing conditions. How do they affect the overall cost? Examples from the practice of Russian and foreign companies.
- BKZ is a large buyer's card. The most comprehensive map of 35 criteria and 160 factors to consider when comparing suppliers and improving delivery conditions.
Practical block
Formation of criteria for selection, comparison and development of suppliers. Drawing up your own “purchaser greed map” - how and what else can be improved in negotiations with the supplier.
Receiving discounts and further improving purchasing conditions without compromising everything else
- 26 types of discounts: long-term, situational, temporary, one-time. Which ones do you already receive, and which ones could you still receive?
- Using 20 arguments for negotiating a discount with a supplier, except for the banal: “Your place is expensive.”
Practical block
- Formation of a letter template to guarantee improvement of conditions with the supplier.
- Calculation of the profitability of deferred payment. For example:
- How much does a 30-day deferment cost you and the supplier?
- The supplier offers an advance payment price of 200 rubles, with a delay of 30 days - 206 rubles. Which is more profitable?
- Which supplier is more interesting: with an advance payment of 95 rubles. per piece or with a deferred payment of 14 days at a price of 102 rubles?
Strong tools of influence in negotiations
- Weaknesses of sellers that you need to know about and which you need to use to your advantage. Let's look at 10 examples.
- 36 ways to influence suppliers to improve conditions, increase delays and reduce prices: from light pressure to ultimatums.
- What manipulations do suppliers use to influence the buyer? How to resist them.
- How to handle objections from difficult suppliers. Let's analyze your problem situations.
Practical block
Exercises to purchase a small volume from an uninterested large supplier directly. Negotiations in supplier/purchaser pairs, followed by a detailed analysis of negotiations by the entire group using checklists for 40 parameters.
Practice of negotiating with difficult suppliers
Practical block
Negotiations with difficult suppliers. Exercises to consolidate ways of influencing suppliers and practicing manipulations. Work in threes: one is the supplier, the second is the buyer, the third is an observer who gives feedback using the 40 negotiation factors of the checklist. Next, the trio members change roles.
Algorithm of actions when prices increase
- The supplier raises prices. Calculation of the true price increase and reconciliation with the declared supplier.
- 5 steps to counteract price increases. A powerful algorithm, after applying which you can sincerely say that you did everything you could, even if the price has increased.
Practical block
Group training to practice supplier price increases.
Further work after completion of the training
Practical block
- Drawing up an event plan for each participant for the next month. What exactly needs to be implemented in the work.
- For managers, this is a good tool for monitoring training results and post-training effective implementation of materials into work.
Format
There are 2 formats for the training.
- 2 days for 8 hours. In a two-day program, theory/practice = 40/60%. That is, practice with its analysis is about 9.5 ac. hours. Full training with an optimal combination of practice and theory.
- 3 days for 8 hours. In this case, theory/practice = 30/70%. This option involves the most powerful practical development of tools for influencing suppliers and a larger arsenal of skills-reinforcing practices compared to the 2-day program.
Each training module includes:
- A concentrated theoretical part in the form of mind maps, diagrams and tables. Visual and memorable.
- Exercises to practice module tasks. “Buying and selling” exercises are carried out in pairs, the rest in groups. All exercises are analyzed in detail with regard to the practical implementation of the stages of negotiations with complex suppliers.
- Step-by-step analysis of exercise results. More than 40 elements that influence the achievement of negotiation results are taken into account in each exercise and analyzed using checklists for further adjustments in daily work with suppliers.
- The interactive part is an analysis of real suppliers and negotiations between training participants.
- Functionality of the purchasing department
- Professional responsibilities of purchasing department employees
- Material incentives for procurement specialists
- Payroll options
- Bargaining. Electronic trading
- Duration of the contract
- Signing contracts with counterparties
- Subcontracting: Determining Necessity
- Preventing collusion
- Centralized and decentralized procurement
- Strategic and e-procurement
- Product standardization
- Estimating the costs of procurement activities
- Monitoring the activities of contractors
- Contractual activity base
- Competitive bidding
- Dynamic Auctions
- Incentive mechanisms
- Procurement efficiency assessment
- Fixed price and price specification contracts
- Formal contract
- Drawing up linear contracts. Risks
- Selecting a supplier supplier
- Buyer's rights
- Pre-contract work
- Post-contract work
- Contract extension
- Bidding in a competitive environment
- Procurement process and bidding
- Risks in procurement activities. Management of risks
- Pricing on electronic platforms
- Purchase of innovations
- Purpose and types of procurement logistics
- Selecting a procurement method
- Selecting a service provider
- Documentation of the order. Legal basis
- Strategic logistics planning
- Forecast of placement of infrastructure elements
- Power Usage Forecast
- General and short-term planning
Distance procurement courses are training in the field of procurement at the University of Business No. 1, which includes courses in foreign economic activity and logistics, as well as procurement management; training will allow you to study this specialty “from scratch” or improve your qualifications. How to calculate shipping costs? How to become a procurement expert? What methods of payment are there to suppliers? What is the Incoterms system? How to deliver goods at the lowest cost? You will find answers to all these questions in procurement courses at Business University No. 1!
Apply for procurement training courses right now - and soon you will learn all the features of professional management! Become a successful purchasing manager with the No. 1 Business University!
The success of trading and manufacturing companies depends on the proper organization of procurement work. Therefore, it is important that procurement professionals know their job well. They need to constantly update their knowledge and take courses for suppliers.
The Russian School of Management conducts purchasing and supply courses in Moscow, designed for managers managing the flow of goods, foreign trade operations and purchasing, purchasing directors and other employees from the industry. The training is divided into thematic seminars, the students of which study the chosen direction and related topics. The courses for purchasing managers also include workshops. Training participants receive tasks that are close to work situations.
Features of procurement management courses
Procurement seminars for directors and executives will introduce participants to the following topics:
Inventory management: how to make purchases correctly.
Increasing personal effectiveness.
Aspects of the relationship between the purchasing and supply service and other departments.
Business communications, rules of negotiations.
Logistics risks in procurement management.
Employee motivation.
During the course for purchasing directors, training participants receive additional materials.
RSHU also conducts special seminars on procurement. They are designed for managers purchasing goods from suppliers from abroad: training in procurement and supply is carried out as part of foreign economic transactions. The program includes the study of foreign trade risks, classification of foreign companies, and the legislative framework.
The course in logistics and procurement and supply management examines the features of business relations with the countries of the Customs Union and other aspects of activity.
How is training in procurement logistics and inventory management carried out?
Purchasing managers or directors can choose any program that suits their requirements and needs. To consolidate knowledge upon completion of training, we issue materials with basic schemes for procurement and work organization. During the courses, students learn not only to manage, but also to make forecasts and analyze data. They receive working tools that can be implemented into the work of the department.
To sign up for training, fill out the online form on the website or call the number provided.
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The Group of companies includes:
1. LLC "MBSh", legal address: 119334, Moscow, Leninsky Prospekt, 38 A.
2. ANO DPO "MOSCOW BUSINESS SCHOOL", legal address: 119334, Moscow, Leninsky Prospekt, 38 A.
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LLC "MBSH" legal address: 119334, Moscow, Leninsky Prospekt, 38 A.
MBSH Consulting LLC legal address: 119331, Moscow, Vernadsky Avenue, 29, office 520.
CHUDPO "MOSCOW BUSINESS SCHOOL - SEMINARS", legal address: 119334, Moscow, Leninsky Prospekt, 38 A.
- The concept and essence of inventories
- Determining the need for inventories for production
- Inventory management systems
- Foreign experience in inventory management
- Control over the condition of material reserves
- Stocks of goods of irregular consumption
- Demand for regularly consumed goods
- Demand planning
- Goods supply
- Inventory traffic. Organization of warehouse operation
- Stock consumption scale
- Seasonal goods
- Calculation of forecast of demand for goods
- Product consumption report
- Uncharacteristically low and/or high consumption
- Inventory limit and timely replenishment
- Nomenclature goods
- Calculating the budget for a new product
- Sales analysis for a new product
- Discounts on the purchase of a product line
- Financial investments in inventories
- Excess inventory
- Liquidation of excess inventory
- Replenishment stages
- Determining current replenishment needs
- Insurance order calculation
- Order Volume Forecasting
- Safety stock
- Methods for determining inventory volume
- Order lead time calculation
- Highly profitable products
- Residue analysis
- Order cycle
- Regular stock volume
- Minimum and maximum order cycles
- Determining the order cycle time
- Regular order quantity
- Additional safety stock
- Total cost of goods
- Inventory cost calculation
- Inventory holding costs
- Calculation of economic order quantity
- Carrying out inventory. Inventory counting
- Carrying out periodic inventory
- Inventory summary. Reasons for discrepancies
- Centralized and decentralized procurement
- Strategic Procurement
- Standardization of purchased products
- Monitoring of contractors' actions
- Savings and cost control
- Electronic procurement
- Strategic logistics planning
- Capacity Planning
- Planning the placement of infrastructure elements
- General and short-term planning
- Purpose and forms of purchasing logistics
- Determining the procurement method
- Supplier selection
- Legal basis for documenting an order
- Transport law and transport logistics support
- Agreements for the provision of transport services
- Carrier liability
- Transport documentation
- INCOTERMS system
Purchasing manager courses are supply training at Business University No. 1, which will allow you to study this specialty from scratch or improve your qualifications. Supply courses in Moscow have become available in a distance learning format thanks to our University. Take advanced training courses in supply and become a true professional in your field! How to determine the appropriate procurement method for your company? How to choose a supplier and place an order correctly from a legal point of view? How to conduct tenders? What is production logistics? How do intra-production logistics systems function? You will find answers to all these questions in procurement courses at Business University No. 1!
Apply for training right now - and soon you will learn all the features of professional management! Become a successful logistics manager with the No. 1 Business University!
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