1. Increase your profit through effective procurement James Cadman Managing Director, JB Kind Limited 15 June 2011

2. Topics to be covered Personal background Experiences in procurement Current challenges Hints and Tips

3. Personal Background Chartered Engineer by profession 1986 - Began career working on operational improvement tasks 1990 - Joined Coopers & Lybrand as Management Consultant 1995 - Returned to Industry with Williams Holdings as Operations Director 2002 - Joined Aqualux Products Limited as Managing Director 2011 - Joined JB Kind Limited as Managing Director

4. Experiences in procurement Developed inventory reduction programmes which exposed supply reliability issues. Faced the challenges of transferring production away from UK to low cost countries. Developed production facilities in Far East. Learnt from procurement benchmarking initiatives by major retailers

5. Current challenges Sourcing wood products is a global challenge. Supply lead times are long relative to demand lead time – forecasting challenges. Business is relatively small with high standards of quality. Currency has a profound effect on decision making. Terms of trade with suppliers not supportive of low working capital. Specific to JB Kind Limited these are:

6. Hints and tips Understand the competences and capabilities of your suppliers. Don’t play currency roulette. Don’t assume a long relationship necessarily means a competitive one! Forge relationships, but in a competitive environment. Set out terms of engagement (contracts) and performance measures. Set internal policies for buyer/supplier relationships. Remember a lasting relationship is one where both parties are making money!