Purchasing Best Practices & Negotiation Skills

23-24 Mar, 2020, Kuala Lumpur

IPA Training is Registered with

Learn from the Best

DR. V. THANABALAN VELLOO has extensive experience in the field of operations performance improvement particularly in various manufacturing and services industries. He is not only an excellent and resourceful training consultant; he is also skilled in management and leadership of organizations.
 
Dr Thanabalan has much experience in manufacturing operations and has held various managerial positions such as Production Manager Packaging Manager, Planning and Logistics Manager, Sales Manager and Factory Manager. To name a few of the organizations that he has worked for are Carsem semiconductor, Baxter Healthcare, London Rubber Company, Solectron, Mona Industries and Asiatic Dipped Products. This experience has given him a thorough understanding of the opportunities and problems involved with managing work, people and customers.
 
While working in the manufacturing sector, he pursued an MBA program with University Kebangsaan Malaysia, majoring in General his MBA in 1998 and also due to his passion for training, he switched his career to Training and development.
 
Dr Thanabalan completed his PhD in 2013 in the area of training transfer.
 
To date Dr Thanabalan has conducted more than 900 training programs mainly in the area of employee development, customer management and operations management/improvement. He has conducted training programs in many business areas for government organizations and private sectors such as Ministry of Defence, TLDM, UMW, Titan Group, CS Metal Industries, Sharp Roxy, Petronas, ShinEtsu Sdn. Bhd., Triplus Industry, Metrod Sdn. Bhd., Shinko Electronics, Green Riverwood, Omron Malaysia Sdn. Bhd., Hap Seng Consolidated Bhd., YTY Industry, Maruyama Sdn. Bhd, Top Glove etc. He has also provided quality trainings to more than 5000 clients over the past ten years.
 
Dr Thanabalan is a versatile and bilingual training consultant; his fluency in Bahasa Malaysia has given him a competitive advantage especially in the present workplace conditions. He is a certified trainer with PSMB and to date has also conducted TNA projects and Train the Trainer programs for several companies. He is also a certified business coach representing University Malaya in coaching programs.
 
His participants always receive enhanced benefits and impactful results from his training programmes because of his vast industrial exposure in various areas. He empowers people to increase their limits, level of commitment, higher level of performance of the individual, team and the organization in achieving organizational goals.

Venue Details

Dorsett Kuala Lumpur
172 Jalan Imbi, 55100 Kuala Lumpur,
Phone : 03 2716 1000
Fax : 03 2715 5000

Click For Hotel Location

Contact us

Juliany,
O - 03 2283 6109 | M - 019 3134436
juliany@ipa.com.my

Michelle,
O - 03 2283 6100 |  M - 019 363 7822
michelle@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Yvonne,
O - 03 2283 6101 | M - 012 2011247
F - 03 2283 6108 
yvonne@ipa.com.my

ADDRESS 
A-28-5, 28th Floor, Menara UOA Bangsar, 
No.5, Jalan Bangsar Utama 1, 
59000 Kuala Lumpur
www.ipa.com.my

FOCUSING ON
  • Introduction to Procurement
  • Strategies & Tactics for Skilful Negotiation
  • The Purchasing Process
  • Negotiate Optimum Price, Quality and Service
  • Cut Administrative Effort with More Efficient Buying Procedures
  • Vendor Development Program
  • Get The Most Out of Your Supplier
  • Powerful Ways to Get More for Your Money
  • Spend Analysis and Cost Reduction
OBJECTIVES

Purchasing is a process. Purchasers should be exposed to the necessary specific steps taken at each stage to ensure the maximum benefit for their organization.

This course will focus on the important challenge faced by those responsible for making purchases, that is establishing and maintaining their reputation as a strong and experienced buyer. Buyers will also discover skillful ways to make suppliers appreciate their business and reduce the burden of administrative paperwork.

This course will also help participants learn masterful negotiating and purchasing techniques used by the most sophisticated and effective buyers in the business. Finally, as a buyer you will sound like a professional no matter what you are buying.

AFTER ATTENDING THIS COURSE, YOU WILL RETURN TO YOUR JOB…
  1. Improving your negotiating skills to get the price, quality and service you want.
  2. Learning the key factors in an effective purchasing system.
  3. Using effective telephone techniques including negotiating on the telephone.
  4. Learning criteria for finding suppliers who will best serve your needs.
  5. Identifying ways to turn a supplier problem into a financial advantage for your company.
WHO SHOULD ATTEND
  • Purchasing & Procurement Personnel
  • Store/Warehouse Staffs
  • Finance Personnel
METHODOLOGY
  • Interactive Lectures
  • Case Studies
  • Group Discussions
  • Group Exercises
DAY 1
9:00

INTRODUCTION TO PROCUREMENT

  • Define the 5 objectives of procurement
  • The procurement process
  • Single sourcing and multi sourcing
  • The purchasing cycle time
  • Types of purchase
  • Group discussion


10.45

STRATEGIES & TACTICS FOR SKILFUL NEGOTIATION

  • Ensuring best price and service
  • How to be a good negotiator
  • Discover the most powerful negotiating tool
  • Strategies for negotiating on the telephone
  • Active and passive bargaining tactics
  • Group discussion
1:00 Lunch
2:00

THE PURCHASING PROCESS

  • 7 key elements of an effective purchasing system
  • Inspect shipments
  • How to resolve deviations to your satisfaction
  • Purchasing techniques to improve company’s profitability
  • Reduce organization’s cost of doing business
  • Price and cost analysis methods
  • How to avoid problem areas that can raise the true cost of inventory
  • Identifying your BATNA
  • Group discussion
  • Case study
3:45

NEGOTIATE OPTIMUM PRICE, QUALITY AND SERVICE

  • 6 questions to ask after receiving a price quote
  • Negotiating techniques
  • How to increase your buying power?
  • 4 negotiating advantages by dealing on the phone
  • When to make concessions
  • Avoid being intimidated by technical salespeople
  • Role Play
5:00 End of Day 1
DAY 2
9:00

CUT ADMINISTRATIVE EFFORT WITH MORE EFFICIENT BUYING PROCEDURES

  • Techniques to reduce price
  • How to ‘read’ suppliers before you buy?
  • 6 essential principles of inventory control
  • Inventory procedures
  • The purchasing policy
  • The 6 purchasing strategy
  • Case study
10.45

VENDOR DEVELOPMENT PROGRAM

  • Effective vendor development program
  • Vendor qualification
  • Vendor selection
  • Vendor evaluation
  • Vendor development
  • Vendor certification
  • Listing of supplier sources
  • Techniques and procedures for locating and evaluating new suppliers
  • Group activity
 

GET THE MOST OUT OF YOUR SUPPLIER

  • On time delivery techniques
  • Actions taken if suppliers fail to perform
  • How to handle problems like: unscheduled deliveries, poor workmanship, unexpected costs and other risks
  • Anticipate and deal with potential supplier problems
  • Group discussion
1:00 Lunch
2:00

POWERFUL WAYS TO GET MORE FOR YOUR MONEY

  • The ‘art’ of telling suppliers the price you want
  • Save purchasing costs
  • Use the computer to improve purchasing activities
  • Enhancing your communication skills
  • Group discussion
3:45

SPEND ANALYSIS AND COST REDUCTION

  • Ensuring best price and service
  • Active and passive bargaining tactics
  • Generating savings report
  • Purchasing techniques to improve company’s profitability
  • Reduce organization’s cost of doing business
  • Price and cost analysis methods
  • How to avoid problem areas that can raise the true cost of inventory
5:00 End of Course