Day 2: May 5, 2020 Setting Your Procurement Function Up For Success

7:00 am - 8:15 am Women In Procurement Breakfast

Women bring a different perspective to procurement and supply chain management and are increasingly becoming an integral part of many supply chain organizations. The ever-popular ProcureCon Women in Procurement Breakfast returns to provide an intimate setting for executives to discuss relative challenges in the industry.
Silvia Pencak, President at WBE Canada

Silvia Pencak

WBE Canada

7:15 am - 8:15 am Registration And Breakfast In The Solutions Zone

8:15 am - 8:20 am Opening Remarks

Matt Greenbaum, Senior Program Director at ProcureCon Canada

Matt Greenbaum

Senior Program Director
ProcureCon Canada

8:20 am - 8:30 am Chairperson’s Remarks

8:30 am - 8:50 am Keynote: King Of The Jungle: Adapting Sourcing To A Post-Amazon World

Cloud-based services are increasingly relying on Amazon, and it is the basis for most e-commerce startups.  Its shipment fleet is placing new competitive pressure on both vehicle and driver availability.  How can you expect to gain leverage or negotiate with one of the world’s biggest companies?  

•Outline how Amazon views procurement professionals and how it responds to negotiation
•Work out longer term contracts and gather alternate suppliers as a back-up strategy
•Account for the logistics impact of Amazon taking so much of the shipping fleet

Aditya Malhotra

Strategic Procurement Manager – Transportation & Fleet
Purolator Courier

8:50 am - 9:10 am Keynote: Use Change Management In Supplier Onboarding

When each business stakeholder has their own favorite suppliers, and spend is fragmented across them, it is important to consolidate so you get the most leverage.  By improving the source-to-contract stage, onboarding new suppliers will go through multiple seamless layers for both review and payment.  Planning along these lines is helpful for formalizing and raising awareness of preferred vendor lists.    

•Ensure more visibility for preferred suppliers and a clear path for stakeholders from list to processing
•Prioritize the easiest targets when making the review process simpler and more visible
•Find the right group of systems with these capabilities – and mesh them together

Sanja  Cancar-Todorovic, Director – Vendor Management, BPO Outsourcing & Site Strategy at TELUS

Sanja Cancar-Todorovic

Director – Vendor Management, BPO Outsourcing & Site Strategy

9:10 am - 9:50 am Panel: Bridge the Gaps in Canadian Contract Governance Expertise

Operational performance management, such as setting the right parameters and fees and credits for services, are not standard practice in Canada.  There is an immense gap in the skills needed to govern contracts to make sure suppliers deliver the right quality at the right time.  

•Evaluate whether templates for simple contracts are preferable to software systems that may leave privacy at risk
•Streamline the process by using the vendors’ contracts when possible
•Keep measurements of success aligned with suppliers so each contract makes KPIs clear

Stefane Belleau, Executive Director, Supply Management at CBC

Stefane Belleau

Executive Director, Supply Management

Matthew Greco, Strategic Sourcing Manager at OMERS

Matthew Greco

Strategic Sourcing Manager

9:50 am - 10:10 am Keynote: Becoming a Supplier Diversity Advocate in Canada: Walmart’s Pioneering Approach To Cultivating Supplier Diversity

Canada’s talents, resources, and political stability have rapidly made it a global destination for business, but another key Canadian advantage may be too often overlooked:  its diversity.  Only 2% of companies focus on supplier diversity, even at a time when newcomers, indigenous communities, women, minority and lgbtq entrepreneurs are leading the way in bringing unprecedented innovation in products and services that could accelerate your company’s profits, while driving Canada’s economy. Richard Pinnock, Senior Manager, Diversity & Inclusion at Walmart Canada, has a lifelong passion for supporting opportunity and equality for all Canadians. Walmart Canada has recently introduced an award-winning supplier diversity initiative that can work for you. Come learn why supplier diversity is the next frontier for Canada.  

• Review the recent trends in Diversity & Inclusion programs in Canada including the current state of supplier diversity in Canada
• Understand the multiple vendor certification programs offered by the not-for-profit organization who work to promote women and minority owned businesses across Canada
• Develop your own roadmap for effectively connecting diverse enterprises with your buyers to help tap into innovative products and services previously not readily accessible
Richard Pinnock, Senior Manager, Diversity & Inclusion at Walmart Canada

Richard Pinnock

Senior Manager, Diversity & Inclusion
Walmart Canada

10:10 am - 10:50 am Sugar Rush Networking And Refreshment Break: Lounge In The Solutions Zone

10:50 am - 11:10 am Presentation: Maintaining Your Promises And Negotiating Strengths In A Shrinking Economy

The economic slowdown – both in Canada and worldwide – brings new short-term cost pressures, which have an influence on your negotiations.  As a recession looms, organizations naturally try to spend less and save more.  At what stage will you have to categorize your spend into essential and nonessential?  And how will this impact your sourcing strategy and the health of your suppliers?  Manny Satija has over 15 years of diverse experience in core procurement strategy and leadership, and is now the Global Director for Strategic Sourcing at CSA Group.  With strong knowledge of the North American financial outlook, he can help you anticipate and navigate economic change.  

•Tighten your cancellation and termination clauses so you can offload vendors more quickly if they are seen as nonessential
•Offset the costs of a currency with less buying power by outsourcing the headcount
•Avoid sacrificing long-term improvement in performance for an immediate cost savings
•Identify risks within the portfolios of vendors you manage
•Maintain fallback positions and keep proactive conversations about different response scenarios

Manny Satija, Head of Global Procurement at CSA Group

Manny Satija

Head of Global Procurement
CSA Group

11:10 am - 11:30 am Presentation: Determine The Degree Of Centralization Best For Your Needs

Especially when dealing with very technical supplies, business teams may argue that they have more direct knowledge of products and should be able to close deals themselves; in their view, procurement is too focused on dollar amounts and not on product specifications.   Suppliers may offer incentives directly to business teams – and if procurement hasn’t already established relationships, they may get completely skipped.  
•Organize vendor management that works best from your level of centralization
•Convey to business teams that their own negotiations may leave value on the table or add exposure to risk
•Influence sourcing strategy before the contracting stage in order to not give up on any leverage

Jud Kenney, Head of Procurement & Supply Chain, Americas at Bombardier

Jud Kenney

Head of Procurement & Supply Chain, Americas

Ernesto Laing

ITT Regional Category Manager - Americas

It can be challenging to save money in your marketing spend while still getting the value of a creative product.  Can you tangibly measure the talent of a marketing piece?  Will your provider be able to replicate their success?  Thorough compliance reviews after contracting require changing a global strategy and making sure local partners are meeting expectations.  

•Adapt KPIs to creative services
•Maintain proper reliance on central suppliers when local companies want to go their own way
•Track compliance challenges nation by nation
•Compare examples of successful resolution

Mithun Sharma, Vice President, Global Strategic Sourcing at Visa

Mithun Sharma

Vice President, Global Strategic Sourcing

Lori Pengelley, Senior Category Manager, Marketing Procurement at Molson Coors

Lori Pengelley

Senior Category Manager, Marketing Procurement
Molson Coors

Leah Power, Executive Vice President, Agency Operations at ICA

Leah Power

Executive Vice President, Agency Operations

11:30 am - 12:10 pm Public Sector Boardroom: Better Buying with the Canadian Collaboration Initiative

New cost-savings initiatives soon to roll out in Ontario will significantly leverage government buying power across all other sectors in Canada.  All municipalities, schools, and hospitals across Canada stand to benefit from reduced procurement costs – if their procurement managers can first properly track and plan for this new initiative.  Sean Crossan has worked at all levels of government, both nationally and internationally, with a strong focus on collaborative procurement, and will make clear where his department’s new Canadian Collaboration Initiative is headed and how your team can benefit.  

•Map out the spread of collaboration initiatives first in Ontario and then other provinces
•Specify the new tools and buying power available
•Share goals with private sector suppliers, particularly on office supplies

Sean  Crossan, Director, Federal, Provincial, Territorial and International Relations, Acquisitions Branch Public Services and Procurement Canada at Government of Canada

Sean Crossan

Director, Federal, Provincial, Territorial and International Relations, Acquisitions Branch Public Services and Procurement Canada
Government of Canada

These interactive roundtable sessions take a deep dive into the specific areas you came to learn about. Sit and learn in an intimate format from the speakers who have had an impact on their company and industry. Take control of your own event experience and don’t be shy! Ask questions (or answer them!) alongside other conference attendees who are dealing with the same challenges as you network with industry peers with very similar challenges, interests and responsibilities.

•Selecting the best metrics to highlight true value

•Diversity of expertise:  Onboarding team members from non-sourcing careers

•Third party risk management
- Shannon Meloche, Senior Manager, LOC Procurement – Canada, GLAXOSMITHKLINE

•Quantifying Value when Procuring Marketing Services
- Sankar Pattabi, Senior Category Manager, Corporate Sourcing, CIBC

•Position your function as an equal business partner for marketing
   -Mithun Sharma, VP, Global Strategic Sourcing, VISA 

•Structuring internationally-based teams
    - Carlos Cabrero, Manager, Procurement Transformation, TELUS

Shannon Meloche, Senior Manager, LOC Procurement – Canada at GlaxoSmithKline

Shannon Meloche

Senior Manager, LOC Procurement – Canada

Sankar Pattabi, Snr. Category Manager, Corporate Sourcing at CIBC

Sankar Pattabi

Snr. Category Manager, Corporate Sourcing

Mithun Sharma, Vice President, Global Strategic Sourcing at Visa

Mithun Sharma

Vice President, Global Strategic Sourcing

Carlos Cabrero, Manager, Procurement Transformation at Telus

Carlos Cabrero

Manager, Procurement Transformation

1:10 pm - 2:10 pm Lunch

As difficult as it is to find the right people, it can be just as hard to keep those that tend to perform best – and know it.  Managers often find that their “star” team members expect more feedback and input, thus requiring more time than others do.  The results are worth it, so what habits of mind are best for managing this?  

•Properly frame improvement goals for those who are already high performers
•Balance managerial time commitments among team members with different skill levels
•Gather input from other managers and university administrators

Ramish Siddiqui, Manager, Category & Transformation Initiatives at Telus

Ramish Siddiqui

Manager, Category & Transformation Initiatives

Gilles Neron

Senior Director, Strategic Procurement
Air Canada

Rita Assaf

Senior Director, Strategic Supply Management
CBC / Radio Canada

Bill Mandelos, Director, Category Engineering at Canadian National Railway

Bill Mandelos

Director, Category Engineering
Canadian National Railway

Bringing diverse suppliers into your supply chain is a high priority – but what kind of diversity are you talking about, and how can you make sure it’s real?  Encouraging supplier diversity can both fulfill corporate and social goals while spurring entrepreneurship and strengthening the market.

•Clarify how you value diversity as based on ethnicity, gender, nationality, disability, career background, and other factors
•Pick suppliers that align with your values and belong to the most appropriate certifying bodies
•Build a culture that encourages the types of diversity that best match your organizational goals

Stephanie Fontaine, Country Director at WEConnect International

Stephanie Fontaine

Country Director
WEConnect International

Kiruba Sankar, Director of Corporate Social Responsibility - Global Procurement at Royal Bank of Canada

Kiruba Sankar

Director of Corporate Social Responsibility - Global Procurement
Royal Bank of Canada

Sanja  Cancar-Todorovic, Director – Vendor Management, BPO Outsourcing & Site Strategy at TELUS

Sanja Cancar-Todorovic

Director – Vendor Management, BPO Outsourcing & Site Strategy

Ashley Fruck Siomos, Manager, Responsible Sourcing and Supplier Diversity at TD Bank

Ashley Fruck Siomos

Manager, Responsible Sourcing and Supplier Diversity
TD Bank

Jay Sklar, Chief Procurement Officer & Real Estate Officer at Hub International

Jay Sklar

Chief Procurement Officer & Real Estate Officer
Hub International

Cassandra Dorrington


Track C: Relationship Milestones

2:10 pm - 2:50 pm Panel: Keeping The M&A Monster From Getting Hungry: A Model For Procurement
Procurement plays a key role during acquisitions – figuring breakage costs and tracking the extent of vendor contracts.  If the deal goes through, your team has to move those contracts over, removing duplicates and highlighting synergies.

•Specify the new responsibilities and challenges of successor owners
•Determine whether new contracts are re-assignable
•Quickly ascertain how to move the best procurement team members into your own

Azam Dawood, Head of Technology Procurement at BMO Financial Group

Azam Dawood

Head of Technology Procurement
BMO Financial Group

Mark L’Heureux, Global Sourcing Manager, M&A at Open Text

Mark L’Heureux

Global Sourcing Manager, M&A
Open Text

2:50 pm - 3:00 pm Innovation Spotlight

2:50 pm - 3:00 pm Innovation Spotlight

2:50 pm - 3:00 pm Innovation Spotlight

3:00 pm - 3:20 pm Presentation: Cultivate and Improve the Category Strategy Skills of Team Members

Category management is a specialized skill, and practitioners who repeat it for long periods can easily grow bored.  Keeping things interesting for them is worthwhile, and can be approached many different ways.  Staff rotation is probably not the best choice – why move a high performer elsewhere?  With over 15 years of experience in procurement and purchasing management, David Zaccagnini’s renowned skills at management and continuous improvement are just the ticket for improving your team training methods.

•Assign and incentivize mini-projects that can improve a category manager’s visions
•Appeal to pride as they can stand behind a project that is truly their own
•Do full capability assessments of your team and identify the areas where you need improvements across the board or in individual skill sets

David Zaccagnini, Head, IT, Operations, and CRE Procurement, U.S. CPO at BMO Financial Group

David Zaccagnini

Head, IT, Operations, and CRE Procurement, U.S. CPO
BMO Financial Group

3:00 pm - 3:20 pm Presentation: Making Environmental Sustainability A Procurement Priority

As climate-related emergencies grow more common, environmental sustainability has moved from an ideological value-add to an urgent feature for business continuity.  Energy and water consumption will remain huge challenges in the future, and all supply chains are vulnerable to increasing climate disruption. Jennifer Sinclair is the Senior Procurement Manager, Canada Indirect, at Adidas, with a demonstrated history of leading cross-functional teams, implementing category strategy, and resolving conflicts – all aspects essential to updating and complying with environmental sustainability initiatives.  
•Anticipate greater scarcity for metals and rare earth minerals
•Revolutionize recycling and lengthen the product life cycle to be able to reuse components
•Add climate vulnerability to your supply chain continuity analysis – moreso for sole-source suppliers

Jennifer Sinclair, Senior Manager Procurement – Canada Indirect at Adidas Canada Ltd.

Jennifer Sinclair

Senior Manager Procurement – Canada Indirect
Adidas Canada Ltd.

3:00 pm - 3:20 pm Presentation: Manage the Best Kickoff Meetings to Strengthen Successful Relationships from the Outset

Setting up supplier relationships can be difficult, with different client offices perceiving themselves as in control.  Procurement doesn’t receive the deliverables themselves, so if clients aren’t documenting the process properly there won’t be a way to bring it to the vendor’s attention until it’s too late.  Larry Leung has over a decade of experience in bidding, purchasing, and outsourcing, with a strong emphasis on stakeholder engagement and vendor collaboration.  His knowledge of team outreach as shaped at LCBO will provide key context for helping you manage your meetings.  

•Establish expectations, responsibilities, and schedule for future meetings
•Make clients into full partners for contract management
•Map out action redress plans in advance

Larry Leung, Procurement Specialist at Liquor Control Board of Ontario

Larry Leung

Procurement Specialist
Liquor Control Board of Ontario

3:20 pm - 4:00 pm Chill Out Networking And Refreshment Break And Final Visit To The Solutions Zone

4:00 pm - 4:20 pm Presentation: Adapting To The Growth Of North American Sourcing In Response To New Tariffs

President Trump’s tariffs against China have caused a major shift in production and manufacturing to North America.  What are the biggest advantages and disadvantages from a sourcing perspective?

•Define strategy based on the products being built and the level of insurance needed
•Adjust inventory level and clarify quality risk factors
•Devise trade agreements that can offset increases in product costs

Ankur Thakur, Director, Strategic Procurement at JamesWay Incubator Company Inc

Ankur Thakur

Director, Strategic Procurement
JamesWay Incubator Company Inc

4:20 pm - 4:40 pm Presentation: Develop AI Realtime Digital Twin Corporate Strategy For SMB Sector In Canada

SMB sector in Canada produces the largest employment growth.  It has developed well in technology but not in strategy.  Always bogged down with looking at various operational areas with reduced staff, it needs the benefit of AI to enable realtime corporate strategy, at low cost and with implementation within 3-to-6 months. 
·         Review past use of SMB optimization using operations research
·         Explore new applications for AI and competitive data availability at low cost
·         Use online Digital Twin Corporate Strategy to eliminate yearly corporate strategy changes and budgets
Eugene Fernandez, CEO at Eugene Fernandez & Associates

Eugene Fernandez

Eugene Fernandez & Associates

4:40 pm - 4:40 pm Conclusion of ProcureCon Canada