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WHEN & WHERE:
March 11, 2015
8:00 AM – 5:00 PM
GVSU Eberhard Center
301 Fulton St. W, Grand Rapids, MI 49504
EVENT DESCRIPTION:
The Midwest Supply Chain Management
Conference is a comprehensive supply chain
management education and networking event.
This year’s conference will include leaders from
industry, consulting and academia who will share
practical experiences in:
• Operations & Logistics
• Growth & Innovation
• Future Perspectives
• Leadership & Development
Continued change in the global economy has
created new opportunities for supply chain
professionals. Future success will be heavily
influenced by the strategies, practices and
processes that organizations put in place to
facilitate innovation and operational excellence.
As an individual or as an organization, you will
walk away from this conference with positive
energy and new ideas for the future.
regonline.com/SCMC2015
KEYNOTE SPEAKERS INCLUDE:
• Rick Mattoon, Senior Economist, Federal Reserve Bank
of Chicago: The US and Midwest Economy in 2015:
Implications for Supply Chain Firms
• Tony Rubleski, President, Mind Capture Group
Exceptional Mind Capture Customer Service
WHO SHOULD ATTEND?
Executives, managers and other individuals interested
in learning more about integrated supply chain
management strategies and how they can help
transform the overall competitiveness of a business.
Individuals with responsibility for product design/
engineering, procurement/sourcing, manufacturing/
operations, distribution/logistics, customer demand
management, human resources and information
technology will benefit from attending this conference.
EVENT FEES:
$225 early bird (ends February 20, 2015)
$250 regular registration
$195 group registration (3 or more people from same company)
$35 student fee (Students must be enrolled full-time at a university.
Call 616.771.0327 to register)
EVENT AGENDA:
8:00 - 8:30 a.m.
8:30 - 8:45 A.M.
Registration & Breakfast
Welcome Remarks
OPENING KEYNOTE: The US and Midwest Economy in 2015: Implications for Supply Chain Firms
8:45 - 9:45 A.M.
Rick Mattoon, Senior Economist, Federal Reserve Bank of Chicago
10:00 - 11:00 A.M.
CONCURRENT BREAKOUT SESSIONS - First Choice
OPERATIONS & LOGISTICS
GROWTH & INNOVATION
FUTURE PERSPECTIVES
LEADERSHIP & DEVELOPMENT
5 Metrics We Hate
The Business Model Canvas and Lean
Start-Up Methodologies
Driving Supply Chain
Stability and Efficiency
Emotional Intelligence
Randall Schaefer and Deb Smith,
The Association for
Operations Management
J. Kevin McCurren and Timothy Syfert, Grand
Valley State University
11:00 - 11:15 A.M.
11:15 - 12:15 P.M.
Dave Lewandowski,
Amway
Kathy Lyall,
Stryker
Break
CONCURRENT BREAKOUT SESSIONS - Second Choice
OPERATIONS & LOGISTICS
GROWTH & INNOVATION
FUTURE PERSPECTIVES
LEADERSHIP & DEVELOPMENT
Yard Management Through
Mobile Technology
The Everything: The Journey
of Owning Innovation
Bending the Future
Culture Eats Strategy...
And How to Deal with It
Eric Bentley and Blair Thomas,
Columbian Logistics Network
John Shull,
Spectrum Health
Todd Hart, Flow-Rite
12:15-1:15 P.M.
Steve Melnyk, Ph.D.,
Michigan State University
Lunch + Exhibitors
KEYNOTE PRESENTATION: Exceptional Mind Capture Customer Service
1:15 - 2:15 P.M.
Tony Rubleski, President, The Mind Capture Group
2:30 - 5:00 p.m.
CONCURRENT WORKSHOPS - Third Choice
OPERATIONS & LOGISTICS
GROWTH & INNOVATION
FUTURE PERSPECTIVES
LEADERSHIP & DEVELOPMENT
The Trend Toward Cost Transparency
in The Supply Chain
Seizing Integration - Procurement
Business Alignment that Delivers
Breakthrough Value
Supply Chain Capabilities
Negotiating Lessons, Tactics and Skills:
Increasing Your Bottom Line
by Improving How You Negotiate
Ken Jones, Western Michigan University,
Jeoff Burris and Adam Thor,
Advance Purchasing Dynamics
Matt Albin, Amway,
June Kuiper, Evoqua Water Technologies,
Mike Snider, Lacks Enterprises,
Beverly Bekius, Magna Mirros of America
REGISTER TODAY!
EVENT PARTNERS:
David J. Closs, Ph.D.,
Michigan State University
regonline.com/SCMC2015
Michael Bloom, University of Michigan and
Bruce Courtade, Rhodes McKee
SESSION DESCRIPTIONS AND SPEAKER BIOS
KEYNOTE SPEAKERS
The US and Midwest Economy in 2015: Implications for Supply Chain Firms
Rick Mattoon, Senior Economist, Federal Reserve Bank of Chicago
Rick Mattoon
Rick Mattoon is a senior economist and economic advisor in the economic research department of the
Federal Reserve Bank of Chicago. Mattoon’s primary research focuses on issues that face the Midwest
regional economy. Mattoon began his career at the Chicago Fed in 1990. In 1997, he left the bank to
serve as a policy advisor for economic development, energy and telecommunications to the Governor
of Washington. He later served as director of policy and legislation for the Washington Utilities and
Transportation Commission. He returned to the bank in 2001.
Rick’s work has appeared in the National Tax Journal, State Tax Notes, Public Choice and Society. He is the co-author
of a chapter on state and local governments and the national economy in the Oxford Handbook of State and Local
Government Finance.
Rick serves on the Board of the Chicago Manufacturing Renaissance Council, the Advisory Committee to the Chicago
Workforce Investment Council, the pension committee of the Civic Federation and is a member of the Joint Advisory
Board of Economists to the Governor of Virginia. He also serves as a lecturer at the Kellogg School of Management at
Northwestern University. Rick received a B.A. from Kenyon College and an M.A. from the University of Chicago.
Exceptional Mind Capture Customer Service
Tony Rubleski, President, Mind Capture Group
Tony Rubleski
Tony is currently the president of Mind Capture Group. His message is designed to help people
‘capture’ more minds and profits. He is an in-demand speaker who’s given hundreds of presentations
the past decade, a strategic business coach, and global event promoter with over 20+ years of
experience in the personal development industry.
His second book in the Mind Capture series went #1 in three different business categories with
Amazon.com and received stunning reviews from a wide range of leaders in marketing, sales,
psychology to academia and multiple New York Times bestselling authors. Book #4 in the series titled, Mind Capture:
Leadership Lessons from Ten Trailblazers Who Beat the Odds and Influenced Millions, will release in February of 2015.
His work has been featured in various media outlets ranging from Bottom Line Magazine, The Detroit Free Press, the
FOX TV network, ABC, to CNN Radio, NPR and Entrepreneur Magazine Radio. In addition, he has also served as a faculty
member with both the U.S Chamber of Commerce and CEO Space International.
EVENT PARTNERS:
TRACK TOPIC: OPERATIONS & LOGISTICS
FIVE METRICS WE HATE
Randall Schaefer and Deb Smith, The Association for Operations Management
What do typical metrics for inventory turns, PPV, shipping schedule attainment, capacity and cycle counting have in
common? We hate ‘em! This presentation will explore how these metrics are too often misused, misaligned or just plain
worthless. Yet, company after company embraces such metrics to measure supply chain professionals and business
improvement. Learn to separate the good sense from the nonsense and focus on the right stuff.
Randall Schaefer
Randall Schaefer, CPIM, is an industrial philosopher, retired consultant and veteran speaker to APICS and other
manufacturing based organizations. Randall is editor of the Lessons Learned feature in APICS magazine and contributing
author of the Society of Manufacturing Engineers’ handbook, Material and Parts Handling in Manufacturing. Contact him
at randallschaefer@att.net.
Deb Smith
Deb Smith is Product Information and Planning Manager for AGS Company, a Muskegon, Michigan based manufacturer
of hard parts, chemicals and lubricants serving the Automotive, Industrial, Hardware and Mass Merchant industries.
She has experience in a broad range of supply chains, including office furniture, automotive, recreation and aerospace.
Deb is a contributing author of the Society of Manufacturing Engineers’ Handbook, Material and Parts Handling in
Manufacturing, and is a frequent speaker at APICS events.
YARD MANAGEMENT THROUGH MOBILE TECHNOLOGY
Eric Bentley, General Manager of Transportation and Blair Thomas, Director of Customer Care, Columbian
Logistics Network
Learn basic principles of yard management and the importance of extending inventory visibility outside your four walls.
This session will focus on how yard management software and off the shelf mobile technology can increase productivity
with a real life implementation case study. The audience will learn: (1) principles of yard management as a discipline;
(2) cost effective, off the shelf technology available for implementation; and (3) benefits and lessons learned from an
actual live installation.
Eric Bentley
Eric Bentley is General Manager of Transportation for Columbian Logistics Network. In addition, Eric is responsible for
company maintenance and safety programs. Prior to joining Columbian, he was a Senior Manager at FedEx Ground for
fourteen years at the largest manual sort facility in the FedEx network. Earlier experience includes Allina Health and
United Parcel Service. Eric holds an MBA from Cardinal Stritch University and a B.S. in Economics from the University of
Wisconsin-River Falls.
Blair Thomas
Blair Thomas is Director of Customer Care at Columbian Logistics Network. He is responsible for Columbian’s customer
facing corporate functions, including IT, Quality, and Marketing. His group serves as the project management office for
new customer integrations, technology implementations, and internal improvements. Prior to joining Columbian, Blair
held roles in operations, process improvement, and customer integration at DSC Logistics in Des Plaines, IL. He has a
BS in Marketing from Miami University in Oxford, OH and an MBA concentrating in Organizational Leadership & Change
Management from DePaul University in Chicago.
EVENT PARTNERS:
THE TREND TOWARD COST TRANSPARENCY IN THE SUPPLY CHAIN – WHY LEADING COMPANIES ARE GOING THERE AND THE TECHNIQUES
THEY ARE USING – WORKSHOP
Ken Jones, Director of Executive and Workforce Education and ISM Faculty, Western Michigan University
Jeoff Burris, Founder and Principal, Advanced Purchasing Dynamics
Adam Thor, Director, Cost Engineering, Advanced Purchasing Dynamics
Understanding cost transparency or the true cost of the supplier manufacturing processes enables buyers to develop
more collaborative relationships with suppliers, source before the engineers have completed the design of the products
and establish pricing based upon mutually agreed criteria. The result is leaner supply chains, optimized cost in the design
phase, and purchasing organizations that bring greater value to their companies. This workshop examines the trend toward
cost transparency and presents a roadmap of how to get there. Participants will receive an understanding of true cost
transparency tools, an assessment rubric to evaluate if their company is ready for true cost transparency, and an overview
of the critical steps to implementation.
Ken Jones
Ken Jones is the Director of Executive and Workforce Education at Western Michigan University’s Center for Integrated
Supply Management, and ISM faculty. In this capacity, Ken develops and manages the Bronco Force Initiatives currently
consisting of customized training and educational solutions, university-resourced supply chain consulting teams, fast-track
industry certifications, and K-12/community college outreach programs. Before shifting his focus to the education field, Ken
was a supply chain management professional with 15 years of progressive leadership experience at Ford Motor Company,
Rolls-Royce Aerospace, Roche Pharmaceuticals, and Hillenbrand Industries. Ken received a B.S. in finance and MBA in
marketing and finance from Indiana University’s Kelley School of Business. In addition, he holds CPSM and C.P.M. designations
with the Institute of Supply Management, and is a Six Sigma Black Belt.
Jeoff Burris
Jeoff Burris founded APD after spending 20 years in the automotive industry, where he became a recognized authority on
procurement processes. Jeoff led purchasing teams at Ford Motor Company, Metaldyne and Intier Automotive Seating. At
each assignment, he was able to consistently reduce procurement costs and significantly improve related processes. Jeoff has
a Bachelor’s of Science in Supervision from Purdue University and an MBA in Operations from Indiana University. He remains a
key figure in the world of procurement and global sourcing.
Adam Thor
As a Cost Engineering Director, Adam Thor uses his true cost modeling expertise to assist companies in understanding
the cost structure of their material purchases. An effective trainer, Adam teaches buyers to fully comprehend supplier
cost structures. Before joining Advanced Purchasing Dynamics, Adam honed his purchasing and cost engineering skills
at manufacturing giants Lear Corporation and General Motors Corporation. As a cost engineer at Lear, his work focused
on providing data-driven cost analysis to support purchasing decisions. Adam is a graduate of the University of Michigan
with a Bachelor’s of Science in Industrial and Operations Engineering.
EVENT PARTNERS:
TRACK TOPIC: GROWTH & INNOVATION
THE BUSINESS MODEL CANVAS AND LEAN START-UP METHODOLOGIES – ENTREPRENEUR TOOLS THAT CAN BE USED FOR STRATEGY DEVELOPMENT
IN ANY ORGANIZATION
J. Kevin McCurren, Executive Director of the Center for Entrepreneurship and Innovation at the Seidman
College of Business, Grand Valley State University and President of e-merge West Michigan
Timothy Syfert, Ph.D. Clinical Professor of Management in the Seidman College of Business, Grand Valley
State University
Are you an entrepreneurial spirit? Are you constantly thinking about how to create value and build new businesses for
your organization? Are you trying to find innovative ways of doing business to replace old, outdated ones? Do you want
to learn a new way to present your new business ideas? Whether a start-up, existing business or a new line of business
within an existing business, the Business Model Canvas is a tool you can use to strategize and present your ideas in a
quick, simple and visual format. This program will help supply chain managers easily identify the “who,” “what,” and
“how” of implementing change. The “who” is the target audience(s), the “what” is the value provided and needs that are
addressed by the product/service, and the “how” is what resources and activities are crucial in satisfying your customers.”
J. Kevin McCurren
J. Kevin McCurren is the Executive Director of the Center for Entrepreneurship and Innovation at the Seidman College
of Business at Grand Valley State University in Grand Rapids, Michigan, USA. His responsibilities as the Executive
Director include technology transfer for the university, GR Current, a community life science and technology incubator
and e-Merge West Michigan, an economic development organization dedicated to supporting entrepreneurs in West
Michigan. Kevin has over 25 years of combined corporate and entrepreneurial experience. As an entrepreneur he has
been involved in the start-up of a medical management company, a dental laboratory company, several biomedical
companies and not-for-profit start-ups. As an investor, Kevin has been involved in several angel investment groups and
venture clubs. Kevin holds a Bachelor of Science and Master in Public Health and Health Services Management from the
University of Missouri.
Timothy Syfert, Ph.D.
Timothy Syfert teaches organizational strategy and organizational development at Grand Valley State University to both
undergraduate and graduate students. He also has over 25 years business experience in key strategic roles at Timex
Watch Company, Haworth, Royal Consumer Business Products, Sherwin Williams, Roadway Express Trucking Company,
and Johnson Controls. As a business consultant, he has assisted numerous profit and non-profit organizations with the
facilitation of strategic analysis and planning activities. Companies have included large consumer products and businessto-business corporations as well as small to medium-sized manufacturing organizations. He has a Bachelor of Science
degree in business from Oklahoma State University, a Masters in Business Administration in Strategic Planning from
Rensselaer Polytechnic Institute, and a Doctorate in Organization Development from Capella University.
EVENT PARTNERS:
THE EVERYTHING: THE JOURNEY OF OWNING INNOVATION
Todd Hart, Executive Vice-President, Flow-Rite Controls
“Problem” is our favorite word; they smell like opportunity at Flow-Rite. What does our innovative process look like? Our
first step is always to involve and encourage all of our team to identify and share problems and frustrations. We also
empower (listen to) our customers or potential customers to submit ideas. Simple, right? It’s pretty messy, rarely straight
forward, and hidden by other problems. So you have to dig a little and ask the QBQ (Question behind the Question).
Once we’ve identified the problem we need to come up with a solution. We joke, the idea is the easy part. Now (that we
have the idea) all we have to do is everything. This is where we stand out among our peers. We own “the everything.”
The fact that we are able to own “the everything” is due to the amount of reinvestment in the company and more
recently the people. Innovation requires implementation and when you own the implementation, you are able to make
continuous improvements. You find the problems faster. You’re more intimately involved with the product, the customer,
the distribution...”the everything.” A little secret in advance: you’ve likely sat just above Flow-Rite products and/or have
Flow-Rite products within your supply chain.
Todd Hart
Todd Hart is a Michigan native and alumnus of Hope College. Despite starting in finance with Deutsche Bank, he has spent the
last 15 years of his career across different aspects of manufacturing, the last 2.5 at Flow-Rite. Flow-Rite has grown 41% in fiscal
years 2013-2014. His passion is for building powerful teams and empowering them to be great.
SEIZING INTEGRATION – PROCUREMENT BUSINESS ALIGNMENT THAT DELIVERS BREAKTHROUGH VALUE – WORKSHOP
Matt Albin, Manager Enterprise Excellence, Amway
June Kuiper, Manager Procurement Business Excellence, Evoqua Water Technologies
Mike Snider, Director of Purchasing, Lacks Enterprises
Beverly Bekius, Strategic Commodity Manager, Magna Mirrors of America, Inc.
As the economy continues to show recovery many companies are realizing they need to shift their focus from reducing
cost and capacity to developing business integration and best placement strategies to meet new growth and sales demands.
Is your supply organization ready for this change? Are you partnering with your executive team so they understand the
constraints and capabilities of your supply chain? Are you preparing your supply organization now for the time when
demand is greater than your capacity? Do you have the execution tools developed that will allow you to quickly respond
to new requirements? In this interactive and hand-on workshop we will explore approaches, tools and checklists that
will ensure your supply chain is up to the challenge. In small groups we will review and discuss various real-life scenarios
that supply chain professionals have faced and we will walk you through a three step process to proactively address new
supply requirements vs. waiting for the call and having to respond in a crisis mode. Specifically we will discuss:
Partnering: How are you partnering with your executives and commercial team to ensure they understand your current
capabilities, capacity and what is required to develop new capacity? How can you understand and align with the needs
of the business?
Preparing: What are three areas that are critical to your success in outsourcing business but are often overlooked when
responding to a “crisis?”
Executing: What tools does every supply organization need to develop and have in place and what advanced tools can
be used as a company develops their capability?
At the end of the workshop you will walk away with many examples and best practices shared by your peers and a
model you develop for your business to develop a strategic plan to Partner, Prepare and Execute successfully.
EVENT PARTNERS:
TRACK TOPIC: FUTURE PERSPECTIVES
DRIVING SUPPLY CHAIN STABILITY AND EFFICIENCY
Dave Lewandowski, Senior Supply Chain Planner, Amway
Decision making within the supply chain often involves an analysis of risk. Sacrifice in one business metric can be
required to achieve the best decision outcome for the company as a whole. This session will discuss how Amway
redesigned its supply chain technology and processes to provide supply chain planners with the tools to successfully
analyze risk and provide stability and efficiency throughout the supply chain.
Dave Lewandowski
Dave Lewandowski has over a decade of supply chain experience across a broad range of industries and functional roles.
His work from automotive manufacturing, medical device startup and large consumer packaged goods industries has
shaped him into a creative and effective decision maker. Today, Dave is a Senior Supply Chain Planner at Amway, with a
strategic focus on process and technology. He has a passion for delivering an efficient process to provide supply chain
planners with the tools they need to make their jobs easier and more productive. Dave resides in Grand Rapids, Michigan
along with his wife and three children.
BENDING THE FUTURE
John Shull, Director – System Supply Chain, Spectrum Health
Bending the Future is about understanding the likely evolution of key trends and forces on our business, anticipating
the impact of those forces and developing insights that help us solve for future issues…..NOW. Moore’s Law tells us
that technology capabilities will double every two years, so much of what we know about supply chains, how we
compete and what motivates our customers today will be obsolete in the near future. As Supply Chain leaders in our
organizations, we cannot wait for the new and disruptive technologies to become apparent. This session provide a
framework that you can bring back to your company to anticipate your own trends and forces and will provide the
confidence that you can in fact “bend the future” in your favor rather than simply being a victim to it.
John Shull
John Shull joined Spectrum Health in 2014 to lead the system-wide supply chain function. In his role, John oversees
teams in Sourcing, Contracts, Materials Management and Logistics responsible for supplies, linens, document services
and equipment throughout the system. Spectrum Health is a not-for-profit health system based in West Michigan
offering a full continuum of care through the Spectrum Health Hospital Group, which is comprised of 11 hospitals
including Helen DeVos Children’s Hospital; 169 ambulatory and service sites; 1,150 employed physicians and advanced
practice providers; and Priority Health, a 590,000-member health plan. Spectrum Health is West Michigan’s largest
employer with 21,600 employees. Prior to joining Spectrum health, John held the position of Vice President, Chief
Procurement Officer at Steelcase in Grand Rapids, Michigan with global responsibility for both direct and indirect
procurement activities as well as the company’s Global Travel & Expense Management. Prior to joining Steelcase, John
was with General Mills in Minneapolis, Minnesota in finance and also with the Bill Knapp’s restaurant company in a variety
of finance and operations roles including Plant Manager over two regional facilities. John earned his bachelor’s degree
in 1986 in Finance from Michigan State University and his MBA in 1991 with a concentration in Operations Management
from Western Michigan University. He lives in Grand Rapids, Michigan with his wife and two sons.
EVENT PARTNERS:
SUPPLY CHAIN CAPABILITIES – WORKSHOP
David J. Closs, Ph.D., the John H. McConnell Chaired Professor and Chairperson, Department of Supply Chain
Management, Eli Broad College of Business, Michigan State University
The supply chain management profession is experiencing a fundamental change in the way that future strategies will be
identified and implemented. The use of “best practices” is being replaced by a more sophisticated notion of strategic
capabilities that organizations must have in order to manage in an increasingly dynamic environment. Based on research
currently being conducted at Michigan State University, this session will allow participants to work through nine key
shifts that are redefining the work of supply chain management. Using an interactive approach, you will be able to
understand and consider these shifts in the context of your own business and think about future actions necessary to
ensure your organization’s success.
David J. Closs, Ph.D.
David J. Closs, Ph.D. is the John H. McConnell Chaired Professor and Chairperson of the Department of Supply Chain
Management in the Eli Broad College of Business at Michigan State University. Dr. Closs has worked with over 100 of the
Fortune 500 corporations in areas involving logistics strategy and systems. His experience has focused on the logistics related
issues in the consumer products, medical and pharmaceutical products and parts industries. Dr. Closs actively participates in
logistics executive development seminars and has presented sessions in North America, South America, Asia, Australia and
Eastern Europe. Dr. Closs’s primary research interests include supply chain strategy, information systems, security, and planning
techniques. He was one of the principle researchers in two studies completed by Michigan State University investigating
world-class logistics and supply chain capabilities. Dr. Closs is an active member in the Council of Supply Chain Management
Professionals and The Supply Chain Council. He is on the Board of Directors of the Supply Chain Council. He was Editor of the
Journal of Business Logistics and is Executive Editor of Logistics Quarterly. Dr. Closs received the Distinguished Faculty Award
from MSU in 2013.
EVENT PARTNERS:
TRACK TOPIC: LEADERSHIP AND DEVELOPMENT
EMOTIONAL INTELLIGENCE
Kathy Lyall, Senior Engineering Manager, Stryker
Intelligence Quotient (IQ) will get you hired, but the soft skills associated with Emotional Intelligence (EQ) are key to
advancing a career in leadership. This session will explore the 5 components of Emotional Intelligence, and link them to
the field of supply chain management. Supply chain professionals interested in becoming a manager will learn the skills
necessary to excel as a leader. Current supply chain leaders will identify which skills to hone in order to advance their
career to the next level.
Kathy Lyall
Kathy Lyall holds a Bachelor of Science in Industrial Engineering Technology from the University of Dayton, and a Master
of Science in Engineering Management from Western Michigan University. In addition, Kathy maintains four professional
certifications through the American Society for Quality: Certified Quality Engineer, Certified Quality Auditor, Certified
Manager of Quality and Operational Excellence, and Certified Six Sigma Black Belt. Kathy’s career has included positions
in Industrial Engineering, Manufacturing Engineering, Advanced Sourcing, Supplier Quality, Supplier Development,
Advanced Quality, and Engineering Management. She is currently employed as a Senior Engineering Manager at Stryker,
a Fortune 500 medical technology company. Her professional interests include supplier quality, supplier development,
strategic planning, and acquisition integration. Kathy resides in Kalamazoo, Michigan with her husband Sean, and their 2
dogs. She currently serves as Chairman of the American Society for Quality Section #1003 Battle Creek/Kalamazoo.
CULTURE EATS STRATEGY…AND HOW TO DEAL WITH IT
Steven A. Melnyk, Ph.D., Professor of Operations and Supply Chain Management, Eli Broad College of
Business, Michigan State University
Increasingly, firms are changing their strategies. Yet, they are also finding that these strategic changes are failing to
take. The culprit often cited – culture. Culture is portrayed as a powerful force resisting change and defeating the most
brilliant of strategies. Yet, this approach fails to understand what culture is, why it is important, and how it impacts the
implementation of strategy and change. In this presentation, we draw on findings generated by two large-scale studies
into change, measurement, and culture. The findings point to a very different “take” on strategy. Strategy is shown to
be the institutionalization of past approach – actions that have found to succeed in the past. When a significant change
is introduced (one that changes both the outcomes and the methods used to achieve), how the organization responds
depends strongly on the type of culture present. Two types of culture are introduced – the “how” and the “what” types
of culture. The presentation explores the two types of culture, their strengths and weaknesses, and their implication for
managing and implementing change. The presentation draws on insights from two in-depth, long-term case studies.
Finally, the session will identify different strategies for addressing the challenge of culture and strategy.
Steven A. Melnyk, Ph.D.
Steven A. Melnyk, Ph.D. is Professor of Operations and Supply Chain Management (Ph.D. – The Ivey School, University
of Western Ontario, 1981) in the Eli Broad College of Business at Michigan State University. He has co-authored 17 books
on operations and supply chain management. His research interests include supply chain and design, metrics/system
measurement, responsiveness supply chains, supply chain design, sustainability, and strategic supply chain management.
Dr. Melnyk is an active researcher whose articles have appeared in over 90 international and national refereed journals. Dr.
Melnyk sits on the editorial review board for Production and Inventory Management, the Journal of Business Logistics, the
Journal of Supply Chain Management, the Journal of Business Logistics, the Journal of Humanitarian Logistics and Supply
Chain Management (where he is co-editor for North America), and the International Journal of Production Research. Dr.
Melnyk is known for his ability to bridge the gap between the academic and practitioner worlds. He has spoken extensively
nationally and internationally at meetings of such organizations as ISM, APICS, Supply Chain Council (both Europe and
North America), SAPICS, InterLog, General Services Administration, National Defense Industry Association, Decisions
Sciences Institute, Production and Operations Management Society, Supply Chain Management Association, and North
American Research Symposium. Finally, Dr. Melnyk is a member of the APICS 2014 Board of Directors and a member of the
APICS leadership team (2015).
EVENT PARTNERS:
NEGOTIATING LESSONS, TACTICS AND SKILLS: INCREASING YOUR BOTTOM LINE BY IMPROVING HOW YOU NEGOTIATE - WORKSHOP
Michael L. Bloom, Clinical Assistant Professor, University of Michigan Law School
Bruce A. Courtade,Shareholder, Rhoades McKee, PC.
In today’s ultra-competitive, results-oriented “flat” business world, companies and their procurement or purchasing
departments tasked with cost-cutting or savings initiatives often overlook the benefits that can be achieved through the
art of negotiation. Whether on the front end (how much your company must pay to obtain what it needs) or the back
end (what you receive for what you provide), improving your negotiation skills can help improve your company’s bottom
line by helping you “win” the deal without “losing” the bottom line.
This seminar, presented by an accomplished University of Michigan Law School professor and a distinguished local
attorney – both of whom have extensive experience in negotiations large and small – combines informative presentations
with hands-on exercises designed specifically for this audience to teach participants how to prepare for and conduct
better informed and more successful negotiation. Among the topics covered will be:
• How negotiation impacts your purchasing outcomes;
• Preparation for negotiation;
• “The 2:1 Rule” and its importance in obtaining what you need from your counterpart;
• Ten (or more!) tips to use in your next negotiation; and
• Closing the deal: when to get what in writing.
Michael L. Bloom
Michael L. Bloom teaches contracts, business, and transactional law classes at the University of Michigan Law School.
He is the founding director of the Transactional Lab, where he works with students to support corporate clients with their
contract drafting and deal making. Professor Bloom is the co-author of two books on transactional contracts, Contracts:
A Transactional Approach and Contracts and Commercial Transactions (both published by Wolters Kluwer/Aspen).
Prior to joining Michigan, Prof. Bloom was a co-founding director of the Corporate Lab at the University of Chicago Law
School. Additionally, he practiced at Sidley Austin LLP in Chicago, where he focused on technology transactions and mergers
and acquisitions. Professor Bloom earned his J.D. from Yale Law School and his B.A., with highest distinction, from the
University of Michigan. He is a regular contributor to Corporate Counsel, and a frequent speaker, on related topics.
Professor Bloom also is the founder and developer of Praktio, an engaging and interactive electronic tool that uses games
and repetitions to teach contract drafting. It is designed for use as a training module for business people and attorneys.
Bruce A. Courtade
Bruce A. Courtade is a shareholder with Rhoades McKee, PC, one of Grand Rapids’ premier business law firms. A former
president of the State Bar of Michigan, Bruce’s practice emphasizes civil and commercial litigation, construction law,
business disputes and general business counseling. He has served as a mediator and arbitrator of business disputes, and
recently completed a 40-hour mediation training class that will allow him to serve as a court-appointed facilitative mediator.
In 2010, he co-chaired a four-week jury trial which resulted in a verdict in favor of his clients for roughly $7.9 million,
which believed to be the highest verdict in the history of the Kent County Circuit Court; after appeal, the case settled for
$10 million in 2013. He has been named a Super Lawyer in Commercial Litigation every year since 2006.
Bruce’s strengths include the ability to distill complex legal theories and issues into easily understandable concepts. He
is often sought out as a lecturer for community groups, law schools and trade associations. He has spoken extensively on
issues related to construction law and litigation throughout West Michigan, for groups such as the Builders Exchange of
West Michigan, the American Institute of Architects, the American Society of Professional Estimators, and the Grand Rapids
Bar Association. He has also been a frequent guest lecturer to law school classes on ethics and professionalism, and was a
panelist on a CSPAN-televised symposium on “Ethics in Our World,” broadcast from the Gerald R. Ford Presidential Museum.
Bruce received both his undergraduate and law degrees from the University of Michigan. He currently serves on the
University’s Advisory Board on Intercollegiate Athletics, overseeing the school’s Athletic Department, and in 2010
received the Alumni Association’s Distinguished Alumni Service Award, its highest honor, in recognition of outstanding
service to the University and its alumni.
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