ISM–Atlanta, Inc. ISM-Atlanta’s April Professional ... · will share her knowledge of the legal...

INSIDE THIS ISSUE

Thursday, April 14th, 2011Gordon Biersch Brewery - Buckhead6:00 p.m.

Coming in April-CPSM Module 1 Review Class ......3Welcome New Members ..........................................3Mark Your Calendars ................................................4Time To Vote ..............................................................52011 ISM-Atlanta Ballot ...........................................6Scenes from the February Meeting .........................7March Georgia Purchasing Manager’s Index .........8Career Corner ...........................................................11

By Lauchlin McKinnon, President

Baseball, hot dogs, apple pie and ISM Atlanta! I know that’s not how the phrase goes but it is kind of catchy… I am fired up it is time to begin another season of baseball for the Atlanta Braves. They opened the season with a win and I hope that is the Braves’ play the entire season.

We have a lot of exciting events planned in the upcoming month including the resurrection of ISM Satellite Seminars. There are a few more details being

continued on page 2

From the President’s Pen - April 2011

Join ISM-Atlanta in Buckhead on Thursday, April 14, for an in-depth look compliance in International Trade and Logistics. It’s everything you need to know but didn’t know to ask. Our guest speaker, Anila Sundaram, has years of experience in the world of international trade as an expeditor of freight. As an attorney, Anila will share her knowledge of the legal aspects of export compliance while moving goods around the world.

Since 9-11,the U.S. Government has become increasingly aware of the vulnerabilities in the U.S. export control programs of export. Due to these vulnerabilities, over the past decade the govern-ment has committed significant funding and resources to increase enforcement activities, modernize systems, amend and introduce new regulations, and to offer outreach programs for the trade com-munity.

Compliance with export regulations is paramount with any sound and successful business strategy, as the fines and penalties assessed for discovered violations are significant. It is important to empha-size that the Federal Government has moved from an “education and awareness” mode to one of “enforcement”. In our discussion on April 14th, we will cover the following export topics:

• Government Agencies that Control Exports • Classification and License Determination • Prohibited End Users and Denied Party Screening • Trade Embargoes and Economic Sanctions • Prohibited End Uses and Red Flags • EEI Filing • Documentation and Recordkeeping • Penalties • Regulatory Updates• Highlights regarding imports

continued on page 2

International Export Compliance TodayFeaturing Anila Sundaram

t

ISM-Atlanta’s April Professional Development Meeting

NationalAssociation ofPurchasing Managemen the Peach State Purchaser

ISM–Atlanta, Inc.

APRIL2011

http://www.ism-atlanta.org/calendar-of-events/index.php/reservations/12

ISM-ATLANTA PEACH STATE PURCHASER

worked out but we should have a program slated for April 16th at the Country Club of Roswell for a nominal fee. This is an easy way to achieve 4 CEU’s and hear a great topic that was originally aired in 2010. Be on the lookout for future e-mail blasts with further details. It is going to be ISM At-lanta’s goal to have at least one per Quarter to provide more opportunities for CEU credit.

We will be changing locations yet again in April and May to Gordon Biersch in Buckhead in order to accommodate those who work and live in the Buckhead/Mid-Town/Down-town area. I want to encourage those of you who work in the suburbs like me to still attempt to make this Professional Development meeting because you will be able to network with different ISM Atlanta Members / Supply Professionals and we have a special topic of International Logistics and Trade Compliance. Gordon Biersch will prepare a specially selected buffet for our group.

Since a variety of venues is something members re-quested, we were successful at bringing in new faces to our

Professional Development Meetings in Northwest Atlanta and hope to do the same here before we head back to the Country Club of Roswell for June. Then, summer break for July and August when the board conducts planning meet-ings.

I also want to take this opportunity to send out a call for action. Penny Murphy, our Webmaster / Newsletter Editor, is in need of an “intern” to learn her role and activi-ties. So, as an organization, we hope to cross train for this key position in the event our Newsletter/Webmaster Direc-tor needs back up. Interested? Contact Penny Murphy at [email protected].

Enjoy the transition to Spring and join us in April for an outstanding speaker.

Lauchlin McKinnon, C.P.M.President ISM-Atlanta

Our speaker, Anila, began working for Expeditors Tradewin, LLC in June 2008. Prior to working for Tradewin, Anila worked for Expeditors International of Washington, Inc. as an In-House Attorney in the Legal Department from 2000 until 2005. Af-ter five years in the Legal Department, she transitioned to a Corporate Account Manager on Expeditors’ business side, managing the account of a local customer for two years until 2007. Anila’s practice at Tradewin focuses on Export Compli-ance and C-TPAT consulting services.

NEW LOCATION for APRIL and MAY: Gordon Biersch Brew-ery near the intersection of Peachtree and Piedmont Roads in Buckhead. Instead of menu selections, Gordon Biersch has developed a selected buffet menu we should all enjoy.

The Gordon Biersch Restaurant is located at 3242 Peachtree Road NE, Atlanta, GA 30305., The location has easy access

from GA 400 and I-85, Gordon Biersch is located feet from the intersection of Piedmont and Peachtree. Contact: 404-264-0253

COMING IN MAY AND JUNE:On May 14th, Doug Long will discuss the latest develop-

ments in Six Sigma and how important it can be to the Sup-ply Management professional. May is also election month and members will vote on Secretary and Treasurer positions. Watch for email and ballot in early May.

The June 9th meeting will feature reviews of the Best of the ISM International Conference by conference attendees who are going in May. Watch for topics that will be reviewed in coming email blasts. The June meeting will be back at the Country Club of Roswell.

Continued from previous page

From the President’s Pen


International Export Compliance Today


Welcome new members!NAME COMPANY/ORGANIZATION NAME PRIMARY JOB TITLEDarretta Whitfield Newell Rubbermaid Lead E-SourcingBonnie Harrison Dept of Admin Svcs Sourcing SpecBart Crispen C.P.M. Ashman Company Sourcing MgrMa Vang C.P.M. Ceridian Sr Comm BuyerCynthia Williams Verizon Mgr SourcingDoug Burgett Home Depot Srategic Sourcing MgrPam Jones ViaSat Inc. BuyerWinsome Culley Teleco Global Commodity MgrPatrick Ritterbush Cabot Corporation Sr BuyerKathryn Morrell C.P.M. Newell Rubbermaid Decor Sourcing Mgr

Mark your calendars for Friday, April 29th at the Country Club of Roswell from 8:30 am to 4:00 pm, as we review Module 1 of the CPSM exam. This all-day, instructor-led class is for those of you studying for either the CPSM or CPSD exams.

Who: Debra Hansford, our popular ISM certified instructor

What: Review of maaterial for CPSM Module 1, including lots of practice questions, interactive discussion, test taking tips and strategy, download version of all class materials, and including

• continental breakfast, coffee and beverage service • lunch in the CCR dining room• 7 hours Continuing Education Unit (CEU) credits.

Where: The Country Club of Roswell, 2500 Club Springs Dr., Roswell, GA 30083

When: Friday, April 29th from 8:30 am to 4:00 pm

How Much: New lower price of $200.00 for members and $245.00 for non-members. This is a REAL Bargain!

Please email David Pettitt with any questions or comments at [email protected].

Coming in April- CPSM Module 1 Review Class!

http://www.ism-atlanta.org/calendar-of-events/index.php/reservations/14


Mark Your Calendars Now for These Upcoming Events

April 16 – ISM Satellite Seminar at the Country Club of Roswell from 8:00 a.m. until 12:30 p.m.. Talent and Career Manage-ment for Supply Professionals

Supply professionals are searching to find and retain positions that provide job satisfaction and career advancement. This satellite seminar will explore the talent management, career management, succession planning and other human resource challenges in today’s supply management arena.

This four hour pre-recorded event will earn 4 CEHs and at a nominal cost. Check the web calendar and watch for email blast.

April 29 – Another great CPSM Module I training class featuring Debra Hansford. At the Country Club of Roswell, this all day event includes continental breakfast, a nice lunch in the dining room and snacks. Check out the web calendar for details and registration. New Reduced Rate!!!

May 12 – Professional Development Meeting at 6 p.m. Doug Long from the Institute of Industrial Engineers who will explore Six Sigma, what is it and isn’t, where it is going and how we can use it in our purchasing and supply management activities. In this session, we will explore some of the basics of the Six Sigma methodology and how they can be applied to the supplier selection process to increase the reliability of your supply chain. This presentation explains some of the com-mon pitfalls and mistakes with assessing supplier capability and how the application of Six Sigma tools can help ensure they are avoided.

Long is currently the Global Director of Strategic Alliances at the Institute of Industrial Engineers. Prior to joining IIE, he served for over 25 years in operations, supply chain & logistics, quality and service capacities. He has extensive experience in deployment of continuous improvement methodologies including Six Sigma, Lean, and Statistical Process Control and ISO registration among others.

Meet at Gordon Biersch near the intersection of Piedmont and Peachtree Roads in Buckhead, starting at 6 p.m with net-working activities.

All Professional Development Meetings begin with dinner at 6:30 and speaker at 7 p.m. Networking before dinner begins at 6 p.m.

ISM Atlanta Dinner Cost Increasing Slightly

Beginning in February, the cost of the ISM Atlanta Professional Dinner meeting increased to $25 for members. Non members will continue at $30, but the Board will revisit this price for non members in its 2011-2012 plan-ning meetings this summer.

The cost of the meals has continued to rise and ISM Atlanta has made up the deficit from its budget. And, even though our membership roster as of December 2010 was stable compared with the previous year, it is down from years past. All professional organizations are experiencing decreases in new members and renewals as companies reduce or eliminate reimbursement for professional development activities. Any reduction in membership means a decrease in revenues and operating budgets.

Compare ISM Atlanta’s dinner costs with many other local organizations, and you will find we are still a great bargain with others charging $35-$45 for members.

We hope the slight increase will not deter members from joining us for our excellent speakers and network-ing opportunities.

http://www.ism-atlanta.org/calendar-of-events/

http://www.ism-atlanta.org/calendar-of-events/


State of Georgia DOAS Named Finalist in Awards for ISM Excellence in Supply

The State of Georgia Department of Administrative Services, which handles most sourcing for our state, is among the finalists for the ISM Excellence in Supply award in the Technology Category.

Supply management departments at 15 companies are among the finalists in the Institute for Supply Management™ (ISM) Awards for Excellence in Supply Management. Finalists in the 2011 competition were selected from applications received in an online submission process held from July 1, 2010 to September 17, 2010. Multiple entries were welcomed in one or more of the following categories: Process, People, Organization/Structure, Technology and Sustainability.

ISM will announce winners from among the 2011 finalists in April. Representatives from winning organizations will present their stories of excellence in supply management in Orlando, Florida, at ISM's 96th Annual International Supply Management Conference and Educational Exhibit, to be held May 15-18, 2011.

The 2011 ISM Awards for Excellence in Supply Management Finalists are:• Advanced Micro Devices, Inc. - Process Category (two nominations) • CAPITAL ONE - Process Category • Delphi - Technology Category; Organization/Structure Category; Process Category • The Dow Chemical Company - Process Category; Organization/Structure Category • State of Georgia, Department of Administrative Services - State Purchasing Division - Technology Category • Hewlett-Packard Company - Sustainability Category • IBM Corporation - Sustainability Category • Kraft Foods, Inc. - Organization/Structure Category; Process Category • L-3 Communications - Process Category • Lockheed Martin Missiles and Fire Control - Process Category • Pacific Gas and Electric Company - Process Category • Pfizer Inc. - Process Category • SIRVA, Inc. - Process Category • Sodexo, Inc. - Process Category • United States Postal Service - Technology Category

The ISM Awards for Excellence in Supply Management are open to supply management departments of all sizes and geographic locations, both domestic and international.

TIME TO VOTE!ISM-Atlanta Secretary and Treasurer Terms Expire in June Elections will be in May 2011 and Nomination Forms will be distributed in April. NOMINATE YOUR CHOICES TODAY. Use the Nomination Form on the following page.

Please submit your ballot at the April 14th Professional Development meeting or scan and email by May 5th.

Below are the current Officer positions that are open for nominations. Nomination Forms will be available at the April 14th meeting. Official Ballots will be distributed, marked and collected at the May 12th meeting. Both meetings will be held at Gordon Biersch Restau-rant near the intersection of Piedmont and Peachtree Roads in Buckhead.

Current ISM-Atlanta Board of Directors Expiring Terms:NOMINATE AND VOTE ON THESE POSITIONS IN 2011

Secretary: Debra HowingtonTreasurer: Frank Kosakowski


NOMINATE NOW AND VOTE IN MAY ON THESE CURRENT POSITIONS IN 2011 Secretary: Debra Howington Treasurer: Frank Kosakowski Nomination Form for ISM-Atlanta 2011-12 Officers & Committees below: Secretary: Treasurer: ______________________________________________________________________________ Want to Volunteer? Sign up for these Committee Positions: (Volunteer positions are by Presidential approval only.) Public Relations: __________________________________________ Membership: _____________________________________________ Professional Development: __________________________________ Librarian: ________________________________________________ Newsletter/ Web Site: ______________________________________ Employment Development/ Jobs:_____________________________ College Out-Reach and Mentoring: ____________________________ Complete and Submit at the April 14th Professional Development meeting or complete, scan and email to [email protected] prior to May 5, 2011. CURRENT OFFICERS ELECTED IN JUNE 2010 President – Lauchlin McKinnon 1st Vice President – Richard Angel 2nd Vice President – Natalie Blankenship Appointed / Director Positions Public Relations: Dolapo Famakinwa Membership: Bill Howell Professional Development - Training: David Pettitt Professional Development – Speakers: Allen Podratsky Librarian: Splendora Motley Newsletter/ Web Site: Penny Murphy Employment Development.: Tom Alexander College Out Reach: Don Sabbarese Past Presidents: David Lister, Raymond Padgett


Scenes from the March MeetingMembers network before the March meeting be-fore hearing about Green topics.

David Pettit, Professional Development Training Director, and Membership Director Bill Howell explain the reasons ISM membership is beneficial to a student visitor at the Southern Polytechnic Institute Career Fair on March 2 in Marietta.

Penny Murphy, Newslet-ter/Website Director, and David Pettit greet an MBA candidate who stopped by the ISM Atlanta booth for information on supply management during the Career Fair at Southern Polytechnic Institute.

An the Winner is…..Don Archer of Shaw Industries who is congratulated by President Lauchlin McKin-non. Don won an all-expense paid trip to Orlando for the ISM International Conference.

Speakers John Wilkerson, Bellwether, and Tim Riordan, Interface, are congratulated by Professional Development Chair, Allen Podrastky, after they presented informative dual presentations on “Green” requirements and initiatives at the March dinner meeting. Riordan gave a detailed overview of how Interface, Inc., major flooring manufacturer, is getting its carbon footprint way down, while Wilkerson provided information on government requirements and where to learn about them.

Visitors from ISM-Chattanooga, Brian Davis and Clif-ford Weeks, attended the ISM-Atlanta March meeting with Don Archer and Jamie Smith, all employed by Shaw Industries. ISM Atlanta was honored to have the out of town guests.


continued on next page

An analysis of the March PMI Report:New Orders:

New Orders increased 0.9 of a point 69.7. New Orders increase was based on 1.5% more respondents reporting higher New Orders for a total of 51.5% and 0.4% less respondents reporting lower New Orders for a total of 12.1%.

Production:Production increased 9.1 points to 75.8. Production’s increase

resulted from 15.9% more respondents reporting higher Produc-tion for a total of 57.6% and 2.3% less respondents reporting lower Production for a total of 6.1%.

Employment:Employment increased 5.1 points to 69.7 based on 9.1% more

respondents reporting higher employment for a total of 42.4% and 1.1% less respondents reporting lower Employment for a total of 3%.

Supplier Delivery Time:Supplier Delivery Time increased 1.7 points to 62.1 based on

3.4% more respondents reporting slower delivery time for a total of 24.2% and no respondents reporting faster delivery for a total of 0.

Finished Inventory:Finished Inventory increased 8.5 points to 60.6 based on 3%

less respondents reporting higher FI for a total of 30.3% and 20.1% less respondents reporting lower Finished Inventory for a total of 9.1%.

Commodity Price:Commodity Price increased 5.5 points to 90.9 based on 11%

more respondents reporting higher Commodity Price for a total of 81.8% and 0% respondents reporting lower Commodity Price for a total of 0%.

Survey Question:Sixty percent reported higher expected production in the next

3-6 months versus sixty one percent in February. Zero percent expected production to be lower than their current production. The index is 80.

Overview:March’s PMI surge is based on strong improvement for Produc-

tion, Employment and Finished Inventory. March Production hit its highest level going back to March 2010’s reading of 72.6. Employ-ment’s reading of 69.7 is its highest reading since the start of the recession. The combined jump in Production and Inventory sug-gests Finished Inventory’s strong increase is matching an anticipa-tion of higher Production in the near future, which is consistent with the survey question above. Commodity Price’s reading of 90.9 is its highest dating back to June of 2008.

National PMI Report:The National March PMI decreased 0.2 of a point to 61.2, which

was the result of the following: New Orders decreased 4.7 points to 63.3; Production increased 2.7 points to 69; Employment decreased 1.5 points to 63; Supplier Delivery Time increased 3.7 points to 63.1; and Finished Inventory decreased 1.4 points to 47.4.

Commodity Price increased 3.0 points to 85. Fifteen of 18 manufacturing industries reported growth in

March. The two contracting industries include; Wood Products and Primary Metals.

Industrial Production Report:The February Industrial Production Report reported a 0.1%

decrease following January’s 0.3% increase. Manufacturing in-creased 0.4% following a 0.9% increase in January. Utilities’ 4.5% drop explains the difference between Industrial Production and Manufacturing. Durable goods increased 0.9% driven up by Motor vehicle’s strong increase of 4.2%. High-tech was also strong with a 1.2% increase. Business equipment increased 0.5% following a 1.8% increase for January.

Manufacturing capacity utilization of 74.7 is up from 74.4% for January.

Manufacturing production for 1st quarter 2011 is 8.3% up from 4th quarter’s 4.6%. All three components of business equipment (capital spending) recorded gains including transportation pro-duction’s 1.2%.

National PMI Report:The National March PMI decreased 0.2 of a point to 61.2, which

was the result of the following: New Orders decreased 4.7 points to 63.3; Production increased 2.7 points to 69; Employment decreased 1.5 points to 63; Supplier Delivery Time increased 3.7 points to 63.1; and Finished Inventory decreased 1.4 points to 47.4.

Commodity Price increased 3.0 points to 85. Fifteen of 18 manufacturing industries reported growth in

March. The two contracting industries include; Wood Products and Primary Metals.

Industrial Production Report:The February Industrial Production Report reported a 0.1%

decrease following January’s 0.3% increase. Manufacturing in-creased 0.4% following a 0.9% increase in January. Utilities’ 4.5% drop explains the difference between Industrial Production and Manufacturing. Durable goods increased 0.9% driven up by Motor vehicle’s strong increase of 4.2%. High-tech was also strong with a 1.2% increase. Business equipment increased 0.5% following a 1.8% increase for January.

Manufacturing capacity utilization of 74.7 is up from 74.4% for January.

Georgia Purchasing Manager’s Index ReportFurnished by Don Sabbarese, Ph.D., Kennesaw State University Econometric Center

March 2011 PMI Report


PRODUCTS WITH HIGHER PRICES (frequency) “Polyethylene, carbon steel plate, sheet and tubing, energy,

freight, rubber, pvc, freight costs, steel plate, bar and hot roll coil, industrial grades of paper, steel (14), metals, across the board, nat-ural rubber, synthetic rubber, carbon black, zinc oxide, wax stearic acid, steel, fuel, carbon and stainless steel, gasoline, diesel, steel, steel, acetone, methanol, ammonia, crude, acrylic resins, perox-

ide based products, brominated flame retardant raws, hardware, handles, locks, hinges, steel and aluminum sheet, plastics, powder coating, latex, phenol, metals, fuel, oxides, plastics, cotton goods, copper (5)-though it is beginning to slow, aluminum-although it’s beginning to slow, resin, fiber based, oil, steel and its related prod-ucts, steel, gas, diesel, resin, wood, lead, steel prices continue to rise and lead time continues to move out, hydrocarbons, silver, oil,

COMMENTS FROM SURVEY PARTICIPANTS REGARDING CONDITIONS THAT AFFECT PURCHASING OPERATION:

PMI Georgia, PMI Southeast, and PMI National

PMI GAPMI SoutheastPMI National

Oct-10 Nov-10 Dec-10 Jan-11 Feb-11 Mar-11 Mar-Feb 50.3 56.3 53.7 53.8 62.5 67.6 +5.1

52.7 53.9 56.4 58.9 64.8 64.4 -0.4

56.9 56.9 58.5 60.8 61.4 61.2 -0.2

Higher Same LowerNew Orders 1.5 -1.1 -0.4Production 15.9 -13.6 -2.3Employment 9.1 -8.0 -1.1Deliveries 3.4 -3.4 0.0Finished Inventory -3.0 23.1 -20.1Commodity Prices 11.0 -11.0 0.0

Change In Percent of Georgia Participants Reporting Higher, Same and LowerFEBRUARY - JANUARY

Manufacturing production for 1st quarter 2011 is 8.3% up from 4th quarter’s 4.6%. All three components of business equipment (capital spending) recorded gains including transportation pro-duction’s 1.2%.

Georgia versus the Southeast Survey:Georgia’s increase of 5.1 points pushed the Georgia PMI above

the Southeast’s (SE) PMI as it decreased 0.4 of a point. Georgia’s component readings exceeded Southeast’s PMI readings by 2.6, 7.4, 1.3, 1.1 and 3.2 points for New Orders, Production, Employ-ment, Supplier Delivery Time, and Finished Inventory respectively. Georgia’s March reading of 67.6 is the first month Georgia recorded a higher reading going back to November 2010.

The Three Survey Comparison:In March the National and SE PMIs decreased by 0.2 and 0.4

as Georgia’s PMI increased 5.1 points. The Georgia PMI recorded higher readings than for the National PMI components by 6.4, 6.8, 6.7 and 13.2 for New Orders, Production, Employment and Fin-ished Inventory respectively. Georgia’s commodity price index of 90.9 recorded 5.9 point higher than National’s price index of 85.

Comment:Georgia’s improvement for New Orders, Production and Em-

ployment has been substantial with readings of 10.1, 17.5 and 8.9 points higher than their six-month averages respectively. It’s not clear why Georgia’s PMI respondent’s business jumped so quickly in such a short period of time, but the direction of change was somewhat expected given the higher readings for the National and Southeast in December and January.

Related sources of information for manufacturing paint a simi-lar picture of growth for both production and jobs.



gas, steel wire, pvc, polyethylene, polypropylene, nylons, adhesive components including both natural and synthetic rubbers, steel, aluminum, copper, oil, lubricants, seeing 3 to 8% on most all prod-uct categories, fuel, any item containing any metal particularly cooper, steel, plastics, steel, lead, copper, aluminum, rubber, plas-tic, steel, acrylic resins, brominated flame retardant raws, starch, mineral spirits, resins, urea, plastics, soybean oil, flour based items, fuel, copper”

PRODUCTS WITH LOWER PRICES“Scrap metal, lumber, precious metals, zinc based products,

electronics, corn starch, are you kidding!!!!, acetone, isopropyl al-cohol, acetone, isopropyl alcohol, electronics-but that will change with the problems in Japan

ITEMS IN SHORT SUPPLY“TI02, carbon steel plate, pet coke pvc resins, wood pallets,

hydraulics, electrical components, steel, prime scrap, some grades of carbon black, plate, pope products, some acrylic resins are on order control, some pigments continue to be in short supply, and concern is developing for fluoropolymer products based in Japan, resins with oil based manganese, refrigerant 134a, high voltage switches, steel tubing, some aliphatic isoyanates, some pigments due to industry consolidation, and also concern about Japan sourced products going forward”

BUYING POLICY CHANGE“Getting a little long on raw material inventory”“Buying some spot material”“Searching for all cost saving measures”Concerned about electronics out of Japan, stocking up on long

lead time parts”‘Buying ahead on wood moulding items to try and keep cost

reduced prior to increases”

GENERAL REMARKS - Give your frank opinion on any condi-tions, local, national or international, that affect your purchasing operation or your company’s outlook

“A shortage of scrap metal is the major driving factor for steel prices increasing”

“Rubber prices have started to moderate this month. Pvc prices continue to rise”

“Overall sales/purchases up. Most customers exceeding prior orders”

“Unrest in middle east is causing the buying public to be cau-tious about moving forward”

“More confidence as general in the future of this great country”“Manufacturers continue to plan capital spending projects,

although pricing is the driver”“Very encouraged with upturn in business. Weakness in con-

struction sector continues, but there are indicators of improve-ment there as well”

“Concern about the effects from Japan. If no meltdown, then things should tick up in the next week. Also, if no other problems in the middle east come up, then optimistic about the next 6 months”

“Building is still very slow, little rebound has occurred, we still look forward to a growing economy”

“Business is good”“Slight decline in demand”“We are entering our seasonal peak-hiring employees and

building inventory”“Japanese earthquake impact not expected to be felt until later

April, early May. For our products prices are rising from combina-tion of oil and supply”

“Busy second quarter”“The current wars on foreign lands that supply oil to us”“International affairs is the concern-but nothing at this time

except the oil situation”“Uncertain how the Japanese crisis will affect the raw material

we purchase. Expect some to become tighter, but other may be-come longer”

“Earthquake in Japan and unrest in middle east could affect supply chain”

“Freight costs are going up after lull-costs from China continue up –vessel space for containers is still limited”

“With the situation in the Middle East driving up oil and now the problems in Japan the potential growth in production may slow instead of grow”

“Fearful of mass price increases of raw material”“Japanese earthquake would affect many things (supply, price

and so on)”“Business outlook for 2011 remains optimistic; however, the

crisis in the Middle Eastern countries could change this”“The tsunami in Japan has started to impact the supply chain”“Housing markets continue to struggle”“Transportation is becoming a problem”“Most of the increases are due to maintenance, so it gave the

appearance of a better economy; but the level of new projects is still down”

“Generally our outlook is good. We could see some affect from issues in Japan”

“Japan disaster and exchange rates”“People are hiring for manufacturing, oil pricing and employ-

ment are the only horizon concerns”“Raw material costs are significantly affecting us. We are seeing

full surcharge letters from our suppliers on a daily basis”“The Japan crisis will be an effect…only time will tell how

much”


Georgia PMI Report


Career Corner


When we interview people who are about to attend our keynotes and workshops, they often say, "I join organiza-tions and go to conferences, but I wonder if it’s worth the time and money."

You’re probably a member of several groups – a profes-sional association, a leisure time or "hobby" group, the Chamber of Commerce, maybe your alumni group. And you may wonder the same thing. So we’ve packed 16 years of our customer research and experience about how to make the most of your memberships into 10 Q & A’s to help you make networking an art . . . not an accident.

1. Why join organizations or go to meetings? ("I have

a job already." "I’m not in sales." "Memberships cost too much." "I don’t have time." "My boss won’t let me." "I’m shy." "I can’t take time away from the office.")

It’s way too time-consuming to make all your contacts one by one. So that’s why it makes sense to get visible in groups. You’re on thin ice if you say, "I’m too bashful." "I’m too broke." or "I’m too busy."

To benefit your organization and its bottom line, as well as your career, and your future, get out of the office. As fu-turist Faith Popcorn says, "Whatever you need to know, the answer’s probably not in your office."

Here’s our "Top Ten" list of reasons to join organizations and attend conferences. We bet at least half of them apply to you!

· Learn state-of-the-art strategies from peers and pros · Become known to people who might help you - or hire

you · Find new resources and discover new markets · Gain new skills and expand your expertise through

leadership · Find role models and make contacts when you want to

change careers · Get feedback about yourself and your activities · Give back to younger members of your profession · Earn professional certifications and win awards · Get advice and grow personally and professionally

Networking Know-How:

By Anne Baber & Lynne Waymon

Making Meetings and Memberships Worth the Time and Money©


Career Corner, continued

· Stay on the cutting edge of what’s happening in the marketplace

2. How many organizations should I join? Which ones?

What’s your purpose? If you work for a corporation, join organizations that will

teach you about the industry and put you in touch with resources to get the job done. If you are in sales and your product is bought by small businesses, then join several organizations that have small businesspeople as members. If you are job hunting, join groups whose members could hire you.

We recommend that you plan to become known in 5 or 6 arenas: your family (Does cousin Bob really know what you do?"), a community or leisure time group, one or two professional organizations that serve your job type, one or two "target" groups - if you’re looking for a job or are in sales.

3. How do I find just the right organization for my

purpose? Look at the calendar in your newspaper’s business pages

for names of local organizations. Go to the library and look for groups in the Encyclopedia of Associations or search the web using key words and phrases. Ask people who might know -- colleagues at work, peers in other organizations, mentors, experts in your field. Ask your clients/customers what groups they belong to. Ask people who have the job you want what professional groups they belong to, or what conferences they go to.

4. How can I be sure an organization is the right one for me?

Attend a couple of meetings as a guest. Talk to new members and old members. Read several issues of the newsletter. Check out the website. Scan the membership directory. Is it a local group or is it part of a national or-ganization? That could be important if you’re moving to another city and want to build a national network. Before you write your check and commit your time, remember that you are about to place a very talented person -- you -- in a key position.

Assess the organization's value to you by answering these questions.

· How many members are there? (The bigger the bet-

ter for networking, but it may be easier to move into leadership in smaller groups.)

· Can I get excited about the group's mission? Does it connect with my networking goals?

· Are people in the group likely to need my product or service or to refer business to me? Are people in the group likely to provide valuable resources or connec-tions? Could they hire me?

· What do people say about the group? What's its repu-tation in the profession or community?

· What opportunities will the group offer me to associ-ate with my peers? With stars in the field?

· Does the group set a good networking culture by encouraging people to introduce themselves and talk to each other about important business and career agendas?

· Does the group have special activities to help new-comers feel welcome and meet people?

· How easy is it to participate? How quickly could I move into a leadership role that would give me visibility and career experience?

· Do the leaders seem genuinely excited about their participation or are they playing "somebody has to do it?"

· Are the programs interesting? Do the topics and speakers provide valuable professional growth?

· What would my time commitment be? Can I make that commitment for at least one year?

5. Once I join, how can I get to know people and become part of "the inner circle"?

Arrive early. That’s when the movers and shakers show up. Introduce yourself. Appreciate their leadership. Give yourself a job. Look around for what needs to be done. Offer to help in ways that show your character and com-petence.

Skip the small talk – about the weather and the ball scores. Instead, ask good questions such as, "What do you like about being a member of this group?" and "What have you been working on lately?"

And be prepared to be spontaneous with well thought out answers to "What do you do?" and "How are you?"

Set a goal for the number of people you’d like to meet at any event.

Pour your energy into conversations, looking for a rea-son to exchange cards with people.



Listen generously – with an ear to how you can help others find resources and meet people.

Learn people’s names and make your own memorable. (Chapter 10 in our book, “Make Your Contacts Count: Net-working Know-How for Cash, Clients, and Career Success,” gives lots of tips.) One tip: It is your job to teach your name, it’s not the other person’s job to remember it. So say your first name twice and give a trick or tip for remembering your name. Example: "Hi, I’m Lynne, Lynne Waymon. That’s Waaaaayyyy down at the end of the alphabet." Or "Hi, I’m Anne, Anne Baber. That’s Anne with an "e" and Babe with an "r".

Always have an Agenda. Before the meeting think of 3 or 4 things you’d like to find or know more about. Also, be ready to talk about 3 or 4 things you’re excited about – per-sonally or professionally.

Extend the meeting beyond the meeting. For example, you met Fred and would like to know him better. Say: "How about getting together for coffee next week? I’d like to hear more about how you’re organizing that training program you mentioned."

6. I’m afraid if I get involved in "committee work" it

will take too much time. (But I also know that’s a good way to build relationships.)

That’s right! Our studies show that it often takes 6 con-tacts with someone before they know who you are and have you placed in their mental Rolodex. So committee work and small group activities are good ways to create that continued contact.

Choose carefully what you agree to do. Will you meet the people you want to meet? Will you be able to show your character and competence? Whether you write a newsletter article or introduce the speaker, or handle the finances, will you enjoy it so people enjoy you?

7. What am I really trying to accomplish as I get in-volved with the group?

Since people want to do business with (and hire!) people they trust, your overall goal is always to teach people to trust you. People will trust you if they believe in your character and your competence. Your contacts see your character when you meet deadlines, are unfailingly reliable, and treat everyone equally. They see your compe-tence when you do the job right the first time, handle the details with care, and continue to perfect your expertise.

8. I’m so shy. It’s excruciating for me to enter a room

full of strangers. What can I do to get more comfort-able?

Researchers say that more than 50% of all Americans report feeling shy or uncomfortable in business and so-cial settings. So, you’re not alone! The good news is that networking know-how can be learned, just as you learn to use a computer or bake a soufflé. Our book, “Make Your Contacts Count: Networking Know-How for Cash Clients, & Career Success” has helped thousands of people feel more comfortable and competent at networking. Anyone can follow our step-by-step approach to solving every net-working dilemma – from "Hello" to "Goodbye."

9. Is there anything I can do before I go to an event to make sure I’m going to get something out of it?

Plan a couple of "success stories", so you know what to say when people say, "What’s new?"

Think through your agenda. What do you want to find? What resources, ideas, information, and referrals do you have to give away, conversationally speaking?

Make a pact with others from your office that you’re there to meet new people and aren’t going to talk or sit together.

Call a contact and offer to give her a ride to the event, so that you have some uninterrupted time together.

Call someone and say, "Are you are going to the meet-ing this Thursday? How about grabbing a cup of coffee afterwards? I’d like to hear more about your project."

Call the meeting planner and ask for a list of attendees so that you can be on the lookout for key contacts.

When you are talking to someone about a specific topic or need, ask, "Who else do you think I should talk to about this?" Then ask your contact to introduce you.

Introduce yourself to the leaders, Board members, and speaker.

10. What are the biggest mistakes people make when they join organizations?

· They join, but don't go. · They appear, but don't interact. They eat another

olive, listen to the speaker, and leave. · They skip the networking portion of the meeting, ar-

riving just in time for the meal, and duck out just as the speaker is winding down.


· They talk and sit with people from their office. · They try to blend into the crowd, rather than looking

for ways to be positively visible. · They wait for others to make the first moves. · They think handing out business cards s "networking". · They give up too soon -- and hop from one organiza-

tion to another, never giving themselves or others time to establish relationships.

· They have "non-conversations": "Hi, how are you?" "Not bad. How are you?" "Not bad. What's new?" "Not much. What's new with you?"

· They arrive without any idea of what they have to give or what they want to get.

· They violate "good networking" protocols or are un-aware of the "NETiquette" within the group.

· They forget that the best way to become the natural and only choice when opportunity arises is to con-tribute time and energy and show their character and competence.

We wish you great connections! Remember to "Make Networking an Art...not an Accident!"

Anne Baber and Lynne Waymon are principals of Con-tacts Count, a nationwide consulting and training firm that specializes in business and professional networking, and career development. Visit www.ContactsCount.com and www.FireProofYourCareer.com 301-589-8633


How Many Friends?

Have you heard of “Dunbar’s number?” Oxford Professor Robin Dunbar has researched friendships. He’s found that we can maintain only about 150 meaningful relationships - online and off. The average number of friends on Facebook is 120-130 and usually those are the same people we know offline. Dunbar says that emotional closeness declines by around 15% a year in the absence of F2F contact, and that, given time constraints, having 5 “best friends” consumes all of our energy.


Institute for Supply Management-AtlantaISM-Atlantac/o Frank Kosakowski1308 Cobblestone LaneWoodstock GA 30189

The PEACH STATE PURCHASER is the official publication of theInstitute for Supply Management - Atlanta, Inc.ISM-Atlanta is an affiliate of the Institute for Supply Management(ISM) The PEACH STATE PURCHASER is published monthly andcarries articles and notices regarding ISM-Atlanta activities.

All editorial notices for publication in the PEACH STATEPURCHASER must be submitted to the editor by the third Mondayof the month preceding publication.ISM-Atlanta cannot be held responsible for the content oropinions expressed in editorial material published herein.

ISM-Atlanta Peach State PurchaserApril 2011 Edition

Editor / Webmaster Penelope M. Murphy

ContributorsPenny Murphy, Lauchlin McKinnon, William Howell, Allen Podratsky, Don Sabbarese

DesignerSeth Brown Designwww.sethbrowndesigns.com

Articles and Photos from ISM-Atlanta members are welcome and will be con-sidered for publication as appropriate and as space permits. Submissions should be in form of a word document or pdf file and should be sent to Penny Murphy at [email protected].

ISM-Atlanta Directory

ISM—Atlanta, Inc.

PresidentLauchlin McKinnon, C.P.M. UCB, Inc.Smyrna, GA 30080Phone: 770-970-2360E-mail: [email protected]

1st Vice President Richard Angel, C.P.M.2641 Fontainebleau DriveAtlanta, GA 30360Phone: 770-757-4222E-mail: [email protected]

2nd Vice President Natalie Blankenship, CPSM, C.P.M.Cell: 678-431-2202E-mail: [email protected]

TreasurerFrank Kosakowski, CPSM; C.P.M.Emerson Climate Technologies – Retail Solutions1308 Cobblestone LaneWoodstock, GA. 30189Phone: 678-784-2737E-mail: [email protected]

SecretaryDebra Howington, C.P.M., A.P.P.SKF USA Inc.5385 McEver RoadFlowery Branch, GA 30542Phone: 770-967-5309 Fax: 770-967-4258E-mail: [email protected]

Professional Development Chair – CertificationDavid Pettitt, CPSM; C.P.M.3262 Devaughn DriveMarietta, GA 30066Phone: 770-977-4466E-mail: [email protected]

Membership ChairWilliam Howell, C.S.C.P.CAT Switichgear Supply Chain Mgt.Alpharetta, GAPhone: 404-319-4423E-mail: [email protected]

Director / Employment Develop-ment ServicesThomas G. Alexander, C.P.M., CPIMThe Clorox Company3655 Brookside Parkway, Suite 300Alpharetta, GA 30022Phone: 678-893-8916E-mail: [email protected]

At-Large Employment Develop-mentAristotle A. Papadopoulos, C.P.M. 4006 Chelsea Lane, Marietta, GA 30062Cell:678-826-6432 E-mail: [email protected]

Director/Professional Develop-ment - Speakers Bureau Allen N. Podratsky CPSM; C.P.M.Global Supply Chain Partners, Inc.3651 Cape York TraceAlpharetta, GA 30022Cell: 678-984-3344E-mail: [email protected]

Director/LibrarianSplendora R. Motley Plug-In Operations Manager AT&T Telecommunications [email protected] Phone: 678-656-3928

Director/ Public RelationsDolapo Famakinwa, CPSMNCR CorporationSuwanee, GA 30024Phone: 678-808-7997E-mail: [email protected]

Director/Newsletter-WebmasterPenelope M. Murphy, C.P.M., A.P.P.City of SmyrnaPurchasing Manager2800 King StreetSmyrna, GA 30080Phone: 678-631-5337E-mail: [email protected]

At-Large Communications/Sur-veys Pierre M. Rallu303 Perimeter Center NorthSuite 300Atlanta, GA 30346E-mail: [email protected]

Director/College ReachoutDon Sabbarese, Ph.D.Director of Econometric CenterKennesaw State University1000 Chastain RoadBurruss Bldg., Room 323Kennesaw GA 30144-5591Phone: 770-423-6094E-Mail: [email protected]

Immediate Past PresidentRaymond Padgett, C.P.M., A.P.P.Keystone Automotive Operations, Inc.600 Hartman Industrial Ct.Austell, Georgia. 30168Phone: 770-881-3867E-mail: [email protected]

At Large – Affiliate ServicesJ. David Lister, CPSM; C.P.M.1325 Badingham DriveCumming, GA 30041Phone: 678-746-5050Fax: 770-664-6302Email: [email protected]

Dinner Meeting Reservation InformationWeb site: ism-atl.orgE-mail: [email protected]

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