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Buyers Meeting Point is home to two blogs: The Point is written by BMP's Kelly Barner and a diverse group of guest contributors. MyPurchasingCenter was acquired by BMP in 2020 we now showcase their content archive on BMP.

Recommended Procurement Webinars May 6-10: Spring Economic Update from ISM and Sourcing Desk True Stories

I have good news and less good news… The good news is that I added 8 webinars to the calendar on Friday (7 of which are in May). The less good news is that there are only 3 events to shoes from this week. Take a look at my comments below to see what I recommend.

If you are planning your webinar schedule beyond this week, I recommend ‘Executing a Successful Procurement Transformation’ hosted by Ivalua on May 29th. This webinar will be presented by Duncan Jones from Forrester Research on the study that generated so much buzz at the Ivalua NOW event in Paris a couple of weeks ago. If you are interested in some insights about the study, which focuses on the misalignment between procurement’s maturity and our perception of our maturity, you can visit Art of Procurement’s blog or read my own write up here on BMP.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

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Will new startup NewsGuard address Fake News in Internet Research?

L. Gordon Crovitz recently wrote a ‘Commentary’ piece for the Wall Street Journal in which he simultaneously tackled the pervasive problem of fake news and announced the coming launch of his new company, NewsGuard.

The premise of the NewsGuard value proposition is interesting – Crovitz detailed the challenges caused by what has become a ‘news supply chain’. In many cases, we don’t get our news directly from the publisher, like we did in the olden days of newspapers. Instead we get news from another platform that is probably not dedicated to news: Google, YouTube, Facebook, Twitter, etc. This obscures our awareness of the actual source and increases the risk of reading and sharing fake news.

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Giving second tier data the second degree

Earlier this month we ran a collaborative piece by Jeanette Jones (Cottrill Research) and I on the alleged manipulation of agricultural data in the chicken supply chain. You can read that post here.

Right after I started researching for the chicken story, I came across yet another great example of why we all have to be so cautious when we cite the source of a piece of information – only this time the main culprit is: PEPPA PIG.

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Which came first – the chicken or the data?

I recently covered a fascinating story of present-day industry intrigue… centering around allegations by food distributors Sysco and USFoods that chicken producers (including Tyson and Perdue) have been colluding to raise the prices of chicken for a decade. This story has everything that makes supply chain an exciting place to work: razor thin margins, collusion, and federal intervention.

But an easily overlooked component of this case is that industry data sources were (allegedly) manipulated by the producers.

The Sysco and USFoods lawsuits accuse chicken producers of justifying increased prices by constraining supply (i.e. ensuring less available chickens) and inflating market rates through the manipulation of industry benchmarks. The Georgia Bench pricing system had to be shut down and replaced in 2017 because of questions about the reliability of their data.

Agri Stats (a subsidiary of Eli Lilly & Co.) is actually mentioned in the lawsuits because the subscription-based data they make available to chicken producers allows the producers to determine the breeding potential (i.e. production potential) of their competitors and change their own volume in response.

Since many of procurement’s efforts – and contracts for that matter – are heavily tied to industry data sources and benchmarks, Jeanette Jones (my Supply Market Intelligence for Procurement Professionals co-author) and I decided to offer our independent advice (written in parallel and without discussion) about how to apply a critical eye to industry data.

Keep in mind that you can always get our insight on industry data at ProcureSearch - a free, online resource based on our book.

Jeanette Jones’ Perspective: Finding a Trusted Source

Two chicken pricing benchmark providers have been mired in recent events that have highlighted, in a profound way, the critical need for using trusted, credible resources. It should be noted our focus here is on one aspect and that these stories are complex as there are many factors involved with determining truthful pricing benchmarks for not only poultry, but for all agriculture commodities.

Agri Stats (a subsidiary of Eli Lilly & Co) is connected with the Sysco and US Foods lawsuits because its data made available information about chicken production that provided competitive advantage to a select few. The Georgia Premium Poultry Price Index (GPPPI), which replaced Georgia Department of Agriculture’s (GDA) Georgia Dock chicken price index in January 2017, is in the news once again as it ceased to operate this past week due to a lack of available data. The GPPPI, in response to inflated price reporting concerns, considered evolving production techniques and buying practices in the poultry industry, and included changes that measure the aggregate change in the price of poultry sold on contract over three periods of time, in addition to reporting that indicates the weekly change in demand (GDA website).

In the past year, a number of valuable articles on how to detect misleading and false data have been published. One of the emerging strategies in detecting false information is to track the leading data claim directly to the primary source. In these two stories, the primary source appears to be about as credible as you can get: self-reported data by chicken producers. The challenge presented is how do you know if the primary data is being reported and presented correctly? The damage caused by the use of misleading information is felt by the businesses that rely on the data the most. This is hard to grasp if the provider of the primary data is considered a trusted source. This is especially so if you believe, like some, that the most valuable business commodity is trust.

The answer to the trust dilemma can be solved by the implementation of transparency measures by both the provider of the resource and the primary data provider (in this case self-reported chicken producers). The provider of the resource becomes 100% transparent about where the primary data originates and how it is being used. Getting back to GPPPI, an interesting aspect of the new index is its statement on verification: All data provided will be subject to verification through a random review, done through a prescribed process that will confirm submitted prices and quantities with the buyers. All formulas and forms utilized in the calculation of the price indexes will be open source and available to all parties to allow for the opportunity for any individual or company to track their own price indexes in relation to the industry aggregate index. Company specific proprietary information will not be available to the public. Regardless of what happens with GPPPI, the GDA is on the right track in regards to transparency of methodology and data origination, which is the direct path to regaining trust of past users.

Kelly Barner’s Perspective: Putting the Fox in Charge of the Hen House

In an age where real-time data is the difference between leading an industry and lagging it, procurement would be wise to understand the connections between the sources of data and the companies that profit or not based upon what it indicates. In this case, chicken producers provided data on the price per pound they earned during the current period. That data would then govern the prices paid to producers by distributors. 10 chicken producers constitute 80% of the market – so it doesn’t take a genius to figure out that they had an incentive to provide either good news or no news. And while not all of those 10 producers are based in Georgia (where the Georgia Dock pulls its data from), Georgia is the #1 producer of chicken in the U.S. The temptation was just too great to put a finger on the scale for their own benefit. Unfortunately, they grew too bold or too greedy and the Georgia Dock was ‘indefinitely suspended’ in 2016. The final death of the Georgia Dock was when, in response to concerns, the Georgia Department of Agriculture required producers to sign affidavits that their data was accurate. That quickly led to such a drop in data that the index had to be discontinued… draw your own conclusion.

The lesson for procurement in this is to consider which contracts you will use the data to govern, where the data comes from, and how much control or leverage  those parties have over their costs, profit margins, and the data they provide.

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Recommended Procurement Webinars for June 26-30: Picking up the Pace, Unprecedented Savings, and an RPA Case Study

If you’re thinking of attending a webinar this week, don’t hesitate. With the July 4th holiday in the U.S. next week closing most companies on Monday and Tuesday, the events calendar is a ghost town. Click on the title of each webinar below to view the full description and register.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

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Recommended Procurement Webinars for April 10 - 14: Intelligence and Analytics

This week, ProcureCon Canada runs from Monday through Wednesday in Toronto. Follow @ProcureCon for news and highlights from the event. Click on the title of each webinar below to view the full description and register.

BTW: If you haven’t already, sign up for our mailing list to be sure you get my weekly recommendations in your Inbox each Monday.

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Business Performance Benchmarking for Sales and Procurement

This is the transcript from a recent interview with Donal Daly, CEO of Altify. To listen to the podcast on BMP Radio, click here.

Kelly: Hello, and thank you for joining us today. This is Kelly Barner, Editor at Buyers Meeting Point. Today I would like to welcome Donal Daly. Donal is the founder and CEO of Altify, a provider of enterprise sales methodology for enterprise database sales organizations. He is also the author of the Amazon #1 best seller "Account Planning in Salesforce" and the recently released "Tomorrow Today: How AI Impacts How We Work, Live, and Think.
Altify recently opened the response period for the 2017 Business Performance Benchmark Study and Buyers Meeting Point is one of a carefully chosen group of partners working to encourage participation, as well as learning from the study's results. The study, which is now open through December 21st, will examine revenue considerations, top priorities, and the metrics that we can use to gauge progress. All participants will receive a copy of the report, including results, analysis, and insights. It only takes 10 minutes to share your opinion, and I will make sure to share a participation link on today's Blog Talk Radio episode page. So, Donal, first of all, thank you so much for joining me today.
Donal: Hi Kelly. Nice to be here. Thanks for having me.

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Webinar Notes: The Future of Procurement – The Human Challenge

This week’s webinar notes are from a February 3rd webinar hosted by SAP Ariba and presented by Ed Cone at Oxford Economics and James J. McDonald and Luisa Gonzalez at COACH. The event is available on demand here.


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Webinar Notes: The Pulse of Procurement 2015

These notes are from an August 25th webinar hosted by Sourcing Industry Group and presented by Zycus. The two speakers were Ian Hinke, Vice President of Sourcing and Vendor Management at PHH Mortgage, and Richard Waugh, Vice President of Corporate Development at Zycus.

This event showcased the results of Zycus’ annual Pulse of Procurement study. This year, the participants included 400 respondents, 80% of which were from large companies (<$500M in annual revenue) in North America (68%). Three quarters of the respondents were in procurement management positions.

Although most of the questions were the standard ones about performance metrics, maturity, and technology adoption, there were some very interesting findings between the lines…

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Which sequence best represents your buying process?

Professors Michelle Steward and Jim Narus at Wake Forest University in North Carolina are learning about the B2B buying process. In particular, they are interested in the buying process that you find fits your current job. Please select one of the six models (below) that best fits your buying process. Feel free to note any differences or customized aspects if what you see does not match your job exactly. The collective findings from the study will be used for academic journal articles that are aimed at explaining how the buying process has changed over time. All participants will be sent a copy of the final paper. No names (personal nor company) will be used in the publication, only general findings will be reported.

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Recent comment in this post
Guest — Isaac
Process F represent what we are using
Saturday, 18 July 2015 14:44
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