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Rod Sherkin

President at ProPurchaser

toronto, Canada

840 Followers

Experienced Owner with a demonstrated history of working in the logistics and supply chain industry. Skilled in Negotiation, Operations Management, Procurement, Business Development, and Supply Chain Management. Strong business development professional with a Bachelor of Applied Science (B.A.Sc.) fo...

Rod SherkinPoints
Academic0
Author17
Influencer8
Speaker9
Entrepreneur0
Total34

Points based upon Thinkers360 patent-pending algorithm.

Thought Leader Profile

Portfolio Mix

Company Information

Company Type: Company

Areas of Expertise

Procurement 40.17
Supply Chain 40.06
Sustainability 30.58
Sales 30.32

Industry Experience

Publications

14 Article/Blogs
Would your hand still be in the air?
LinkedIn
April 15, 2019
We can’t usually affect our suppliers’ costs, but we can absolutely make sure we don’t pay unnecessarily high prices because we don’t have time to regularly track the markets. If we wait for suppliers to tell us when their cost fall, we will likely wait a very long time.

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Tags: Procurement, Supply Chain

Trust Your Suppliers, Not Their Data
LinkedIn
April 07, 2019
Depending on your supplier to provide you with unbiased information is like asking the proverbial fox to guard your henhouse. This is when procurement steps into the critical role of information validator. The company is relying upon us to determine whether the supplier’s cost assertions are true.

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Tags: Procurement, Supply Chain

Negotiate with the Right Data
LinkedIn
April 02, 2019
Researching suppliers' costs before negotiating prices is a standard best practice in our profession. What isn't standard is the data we use to support our research. The best data are reliably sourced cost trends, trends that relate directly to the raw materials our suppliers buy.

In a recent survey, 25% of purchasers told us they rely upon free, open-source cost data accessed through search engines like Google. Some of this data is fine but not all of it is suited to the task at hand.

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Tags: Procurement, Supply Chain

For a Lower-Carbon Future, Start with the Low-Hanging Fruit
LinkedIn
March 28, 2019
Procurement professionals are in a strong position to initiate positive change on a broad scale. With a little extra effort, we can make a surprisingly big difference to our carbon footprint and the air we breathe – and increase the value the supply chain delivers to our company at the same time. Reducing the cost of a product or service while also reducing our impact on the environment is a great place to start, and it gives procurement an opportunity to start having critical conversations at increasingly high levels of the organization – all the way to senior management.

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Tags: Procurement, Supply Chain, Sustainability

Going Fishing with Suppliers
LinkedIn
March 14, 2019
The role of a supply chain professional is to be the catalyst that makes things happen. You're the bridge. You are in a unique position to encourage new ideas and creativity.

The best part of fishing with suppliers is the job satisfaction you get from being an agent of positive change. You also get respect and appreciation from your colleagues and senior management while adding to your company’s bottom line. And -- you'll wind up with a string of trophy fish to show your boss at performance appraisal time (and add to your resume).

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Tags: Procurement, Supply Chain

Converting Sales Reps into Champions for Your Cause
LinkedIn
March 07, 2019
Sales reps want to close - that’s how they get paid.

To do this, they know they need to forge good working relationships with their customers: people rarely buy from sales reps they don’t like or trust. Sales reps’ compensation is usually not tied to price; if price is an obstacle, they will be just as keen as procurement is to remove it.

Procurement's job is to inject Cost Transparency into the negotiation so you can both win: they make a sale and you get the price you want.

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Tags: Procurement, Sales

Using Should-Cost Models – Actionable Transparency
LinkedIn
March 01, 2019
Should-cost modeling creates a negotiating process that leads to lower costs and a stronger, more resilient supply chain. By modeling, we force our suppliers to play fair and we guard against price creep, but we also preserve their margin and respect their overhead.

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Tags: Procurement, Supply Chain

Are you following The Golden Rule?
LinkedIn
February 21, 2019
It’s up to procurement professionals to create transparency by researching supplier costs. Researching supplier costs – following the Golden Rule - should be your go-to best practice when negotiating with suppliers.

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Tags: Procurement, Supply Chain

The Four Cornerstones for Leveraging Cost Transparency
LinkedIn
February 14, 2019
Todays procurement professionals have amazing access to data. We can build a solid foundation of information and tie all of our decisions to it. But we have to make sure were anchoring everything to costs rather than prices. Costs are more precise and make a more compelling argument at the negotiating table. They are more closely tied to the suppliers true profitability than prices are. Cost transparency is the golden arrow in a procurement professionals quiver: the key to building and maintaining a robust, sustainable, low-cost supply chain.

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Tags: Procurement, Supply Chain

ACHIEVE YOUR NEGOTIATION GOALS
linkedin
November 05, 2018
Boost Your Leverage
Drive Down Costs
Free 30 Day Trial
No Credit Card Information Required
https://app.propurchaser.com/Home/trialsignup

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Tags: Supply Chain, Procurement

Direction Counts More than Accuracy
linkedin
November 05, 2018
Years ago, while working for Green Giant, I phoned our steel can sales rep to ask for a 4% reduction. We had information suggesting steel prices had fallen 8%.

He certainly wasnt very happy and, as expected, argued against any decrease.

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Tags: Supply Chain, Procurement

Negotiate With the Right Data
linkedin
November 05, 2018
Researching suppliers' costs before renegotiating prices is standard practice in our profession. What isn't standard, however, are the data we use to support our arguments. The best data are reliably-sourced cost trends: -trends that relate directly to the raw materials suppliers actually buy.

See publication

Tags: Supply Chain, Procurement

Plant Tours Worth every Minute
linkedin
November 05, 2018
How do you make sure really sure that your supplier is capable of going the distance providing you with the price, quality and service your company needs to compete successfully? Were not talking about attitude here: its your suppliers capability that matters.

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Tags: Supply Chain, Procurement

Trust your suppliers but not their data
linkedin
November 05, 2018
Of course you need to trust your suppliers: their products, delivery, quality and service . Makes sense or why would you want to do business with them?

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Tags: Supply Chain, Procurement

2 Speaking Engagements
Cost Transparency: Catalyst for AchievingNegotiating Goals
ISM
April 09, 2019
This session is intended for procurement professionals whose job requires negotiating with suppliers for the purchase of raw materials, components or finished goods. This session will show you how to create and then use Cost Transparency to increase your leverage, drive down costs as well as create a robust, sustainable, low-cost supply-chain. The presentation is centered around four cornerstone, best practices, namely: the Golden Rule of Negotiations, should-cost modeling, converting sales reps into champions for your cause and making your supply chain an enduring competitive advantage.

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Tags: Procurement, Supply Chain

A Better Way to Negotiate: How Cost Transparency is Changing How We Negotiate with Suppliers
ProPurchaser
February 14, 2019
This lecture, given at Bryant University by Rod Sherkin, is considered by many to be their best learning experience for preparing for negotiations with suppliers. It has been viewed by over 15,000 procurement professionals (8,000 of whom are ISM members) and teaches best practices in four key areas:

1. The Golden Rule of Negotiations
2. Should-Cost Modeling
3. Converting Sales Reps into Champions for your cause
4. Making Your Supply Chain an Enduring Competitive Advantage

Because it is almost an hour long, this video is often viewed over lunch.

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Tags: Procurement, Supply Chain

1 Webinar
Cost Transparency: Catalyst for Achieving Negotiating Goals
Supply Chain Now Radio
June 07, 2019
This 50-minute webinar is for procurement professionals whose job includes negotiating prices for raw materials or components. Rod Sherkin explains why cost transparency is the golden arrow in a procurement professional’s negotiations quiver. How it favors the buyer over the seller but is also fair and useful to both parties. Why the best suppliers (aka low-cost producers) welcome transparency, and why your organization will too. You will learn how to make your suppliers’ costs transparent and, more importantly, how to turn this knowledge into creating a competitive advantage for your company: a sustainable, low-cost, robust supply chain. A professional goal we all aspire to.

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Tags: Procurement, Supply Chain

1 Webinar
Less Stress and More Success: Take Control of Supplier Negotiations
ProPurchaser
August 16, 2019
This 45-minute presentation, by Rod Sherkin,shows you how to boost your leverage and confidence at the negotiating table - and achieve lower prices. You will be introduced to four practices that position you to speak with authority, manage the relationship with sales reps, and make your job less stressful.

If you negotiate with suppliers, you should find this event a good use of your time.

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Tags: Procurement, Supply Chain

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Rod Sherkin