Formerly The Regenerator
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NOSH NEWS
THE MONTHLY PUBLICATION OF APICS NORTH SHORE CHAPTER #20 – JANUARY 2005
Negotiation
Strategies & Tactics
Tuesday
January 11, 2005
Registration/Networking 5:30 pm
Dinner
6:00 pm
Tour/ Presentation
7:00 pm
The North Shore Chapter of APICS welcomes Arnold J.
Lovering, President of Lovering Consulting and retired
Member
$25
Director of Supply Chain Management for the Raytheon
Nonmember
$25
Company. Arnold will be discussing Negotiation
Unemployed
$15*
Strategies & Tactics. From the power negotiation tactics
Students
$15*
of the 1970's and 1980's to the joint problem solving
*You must state your status when registering
strategies of the 1990’s.... a stream of ideas, concepts,
strategies and tactic has shaped today's negotiation
Make your reservation by 5 pm, Friday, Jan. 7, 2005
body of knowledge.
Arnold will review these
developments as they impact decisions in business and
Call Bruce Netten
in supply chain management. He has presented his
(781) 438-2466
Negotiation Strategies and Tactics Seminar to
or
thousands of attendees throughout the United States
REGISTER ON-LINE
and Europe. He has produced an interactive CD-ROM
Visit
of the seminar featuring a comprehensive collection of
negotiation best practices. He also conducts seminars
on Supply Management, Cost and Price Analysis, and
click on WHAT’S NEW and REGISTER NOW
Defense Industry Fundamentals. Read more about our
Directions to the Lord Wakefield
speaker on page 5.
www.apics-northshore.org
Take I-95 North to Exit 39, North Avenue. Coming
from the south, turn right off the ramp. (From the
north, turn left off the ramp.) Turn left into the
The Annual Membership Survey is enclosed. This is a driveway. The Best Western Lord Wakefield
valuable tool for the Board of Directors to determine Conference Center is in the rear of the Lakeside Office
membership needs. So, please respond! There will be Park.
a drawing from completed surveys at the March dinner
meeting. Two names will be drawn. Each prize will be
NOSH 20 NEWS
for $50 cash, to be doubled to $100 if the winner is
INSIDE THIS ISSUE
present. Your chances are excellent, so fill out your
by email?
Event Calendar…….… 2
survey today! A stamped, self-addressed envelope is
Send us your email request at:
enclosed. There is also an-online version you may fill
Member Survey………. 3
contact@apics-northshore.org
out on our website by visiting www.apics-northshore.org.
Member News…………. 5
MEMBERSHIP SURVEY ENCLOSED
We wish you a great start in the New Year!

You will receive a maximum of two
APICSNOSH20 emails in any given month.
We never spam or reveal your address.
Certification Quiz ……… 5
Workshops ……………
6
North Shore Chapter 
2
APICS North Shore Chapter
2002-2004 Board of Directors
PRESIDENT
Kevin Burnell
E-mail: contact@apics-northshore.org
H: 978-373-3762
North Shore Chapter #20
2004 - 2005 CALENDAR
VP & AWARDS
open
SECRETARY
Joyce Vecchiarelli
E-mail: joyce.vecchiarelli@smith-nephew.com
W: 978-749-1075
TREASURER
Doug Wilson, CFPIM
H: 603-382-5368
Date
Day
Activity
Agenda
01/1105
Tue
PDM
Arnold Lovering, Negotiation Strategies & Tactics
EDUCATION & RESEARCH
Marc Ratte
E-mail: rattem@tycoelectronics.com
W: 978-442-5066
Ken Duratti, CPIM
E-mail: ken_duratti@hotmail.com
H: 781-245-1773
NEWSLETTER
Adrienne Galbraith, CPIM
E-mail: aagalbraith@hotmail.com
H: 978-440-8019
FACILITIES
Bruce Netten, CPIM
E-mail: netten@peoplepc.com
H: 781-438-2466
Fill out your Member Survey!
02/08/05
Tue
PDM
Student Night,
Robert Adelson, Esq., “Contract Negotiation”
03/08/05
Tue
PDM
Joint meeting, Member Survey Contest
04/12/05
Tue
PDM
Dr. Michael O’Connor, "Six Sigma – Business
PROGRAMS & AWARDS
Susan Sulesky
E-mail: sulesky@gtequipment.com
Improvement Processes"
MARKETING
open
Nominations
WEBSITE
Frank Clapp
E-mail: clapp5@comcast.net
W: 978-703-2677
05/10/05
Tue
PDM
Election of Officers
WEBMASTER
Michael Burkett
E-mail: webmaster@apics-northshore.org
ACTIVITIES LIAISON
Kenneth B.Glasser, CPIM, C.P.M.
E-mail: kenneth.glasser@axcelis.com
W: 978-787-9273
Victor Garo, Top Management Night
06/14/05
Tue
PDM
Annual Bash, Installation of Officers
MEMBERSHIP
Rich Hopkins, CFPIM,CIRM
E-mail: richard.hopkins@vsea.com
W: 978-282-2339
EMPLOYMENT
Patrick Stack
E-Mail: pstack@newalliance.com
W: 978-681-0677 x212
The North Shore Chapter of APICS
wishes to welcome its newest
members:
ACADEMIC LIAISON
Billie Gettel
H: 978-897-5284
E-mail: billie.gettel@comcast.net
PAST PRESIDENT
Paul Blanchet, CPIM
E-mail: paul.blanchet3@averydennison.com
W: 978-345-8119
DIRECTOR AT LARGE
Preston Holleman, CPIM
E-mail: presolder@aol.com
H: 978-369-8727
COMPANY CO-ORDINATOR
Brenda DeCoff
E-mail: Brenda.Decoff@itt.com
Lucinda Stone Nuvera Fuel Cells

Chris Daly
North Shore Chapter 
3
APICS NORTH SHORE CHAPTER
2005 PROGRAM SURVEY
We need your assistance in planning our Educational Programs. Please, take a few minutes to answer our annual membership
survey. We value your input and we will make every effort to improve this chapter’s activities based on your responses. A return
envelope has been provided for your convenience.
NOTE: Returning our survey entitles you to be entered in a Drawing to be held at the March Professional Development Meeting. There
will be 2 winners: Each will receive a $50.00 cash prize. As an added bonus, if you are present at the March meeting, and your name is
drawn, you will receive an additional $50.00, for a total $100.00 cash award.
1.
Thank you for taking the time to give us your input.
Name:_____________________________________________
E-Mail: ___________________________
[ ] Please check here if you would like to receive meeting announcements by e-mail
2.
Have you visited our Website www.APICS-northshore.org? [ ] Yes
[ ] No
What features do you find helpful? ________________________________________
Do you have suggestions which would improve our website? _________________________
3.
What factor was most important in your decision to become an APICS Member?
[ ] Professional Development
[ ] Access to Job Bank
[ ] Job Requirement
[ ] Networking
[ ] Other ____________________
4.
My company reimburses me for (check all that apply):
[ ] Membership Dues
[ ] Dinner Meetings
[ ] Certification Exams
5.
[ ] Certification Classes
[ ] Seminars
[ ] Other (explain)_______________________________________
The number of Professional Development Dinner Meetings put on by the North Shore Chapter that I have attended in the
past 12 months is:
[ ] None
6.
[ ] Access to discounted literature/seminars, etc.
[ ] CPIM Certification
[ ]1-2
[ ]3-4
[ ]5-6
[ ] 7 – 10
Would your company be interested in hosting: [ ] a Plant Tour [ ] an Educational Workshop
Company:
Contact:
Phone:
______________________________________
____________________________
_____________________
(Please see other side)
North Shore Chapter 
4
APICS NORTH SHORE CHAPTER
2005 PROGRAM SURVEY
(Page 2)
7.
What area would be most convenient for you to attend our Professional Development Meetings?
[ ] Andover
8.
9.
[ ] Danvers/Beverly
[ ] Burlington
[ ] Wakefield
[ ] Other
Please check the three topics which would most interest you at a Dinner Meeting or Seminar:
[ ] Performance measurements
[ ] Lean Manufacturing
[ ] Logistics/Traffic
[ ] Forecasting
[ ] Systems Implementation
[ ] Cycle Time Reduction
[ ] Career Management
[ ] Strategic Sourcing
[ ] cGMP
[ ] International Outsourcing
[ ] Supply Chain Management
[ ] Other__________________________________
What industry are you in? _______________________________
10. Can you recommend a speaker whom you would like to hear at a Professional Development Meeting?
Name __________________________________________
Contact Info: ______________________________________
11. I would be interested to volunteer for this Chapter in the following areas (check all that apply):
[ ] Educational Workshops
[ ] Seminars
[ ] Student Chapters
[ ] Programs
[ ] Company Coordinators
[ ] Employment
[ ] Membership
[ ] Newsletter
[ ] Instructor
[ ] Website
[ ] Marketing
[ ] Other__________________________________
Name: _______________________________ Phone: _____________________
Thank you for taking the time to give us your input. We hope to see you at an upcoming meeting!
North Shore Chapter 
5
President’s Message
Certification Corner
Dear Fellow APICS Members,
Each month in this section, we will feature five sample
questions from one of the five modules in the CPIM
Certification Program. For more information on the CPIM
Certification process, call Rich Hopkins at 978-282-2339.
We also encourage you to take advantage of all the educational
opportunities APICS has to offer—at the chapter, region and
society levels:

Visit www.apics-northshore.org for more information
This month's questions are taken from the Basics of
Supply Chain Management module:
on upcoming classes.

For information on Society webinars and seminars
visit http://www.apics.org.
1. Which of the following is used to rank the frequency of
problems?
(A) Pareto analysis
(B) cause-and-effect diagram
(C) process flow diagram
(D) root cause analysis
We wish you a great start in the New Year!
Sincerely,
Kevin Burnell, President
2. The capacity of which of the following determines the
throughput of a manufacturing process?
APICS North Shore Chapter #20
(A) initial work centers
(B) finishing work centers
(C) overloaded work centers
(D) underloaded work centers
About Our Speaker
Arnold Lovering is President of Lovering Consulting and retired
Director of Supply Chain Management for the Raytheon
Company. He has served as adjunct member of the faculty at
the University of Massachusetts, and has taught at Babson
College, Cornell University, Arizona State University, and
Howard University.
His subject matter expertise includes
business ethics, negotiation theory and practice, supplier
3. Which of the following is used to determine the feasibility
of the material requirements plan?
(A) resource requirements planning
(B) rough-cut capacity planning
(C) capacity requirements planning
(D) work center capacity control
management, strategic alliances, outsourcing and supply chain
management. Lovering is a graduate electrical engineer and an
attorney.
Lovering has served as Chairman of the Institute of Supply
Management Committee on Ethical Standards.
He was the
Technical Consultant to Commonwealth Films on the Ethics
Video “No Strings Attached“ and was the Editor of Chapter 17 of
4. Which of the following combinations is best suited for
developing customer promise dates in the make-to-order
environment?
(A) forward scheduling and infinite loading
(B) forward scheduling and finite loading
(C) backward scheduling and infinite loading
(D) backward scheduling and finite loading
the McGraw Hill Purchasing Handbook entitled “Ethics and
Responsibility“.
He is the recipient of the Harry J. Graham
Award from the Purchasing Management Association of Boston
for contributions to the Purchasing Profession.
QUIZ ANSWERS: 1. A, 2. C, 3. C, 4. B, 5. A NO PEEKING!
5. Which of the following is a benefit to the supplier of a
long-term customer-supplier relationship?
(A) an improved ability to plan
(B) improved product quality
(C) more frequent shipments
(D) reduced transportation costs
APICS North Shore Chapter #20
PO Box 108
Beverly, MA 01915
First Class
U.S. Postage
PAID
Permit No. 88
Acton, MA
01720
Return Service Requested
Sign up for CPIM Workshops!
http://www.apics-northshore.org/education.htm
Register by January 17, 2005
GET MAINTENANCE / CERTIFICATION POINTS TOWARDS YOUR CPIM & C.P.M.!
Register at our web site for the following workshops:
HOST SITES NEEDED!
One registration fee will be waived
if your site hosts a workshop!
Call Ken Duratti 781-245-1773 or e-mail
ken_duratti@hotmail.com for more info
Course
Day
Basics of Supply
Chain
Management
Master Planning
of Resources
Execution &
Control of
Operations
Mon.
ArQule Inc.,
Woburn, MA
Thu.
Lucent Technologies,
North Andover, MA
ArQule Inc.,
Woburn, MA
Mon.
Location
Please contact Marc Ratte via E-mail: rattem@tycoelectronics.com , or tel @ : 978-442-5066
