Smarter Sourcing

What does it take to transform procurement from a cost center into a strategic value driver? Johnathon Baker, Operating Partner & Head of Strategic Sourcing and Procurement at Apollo Global Management, shares his expertise in procurement transformation, gained from leading strategic initiatives at major companies like Starbucks, before taking on his current role at Apollo. 

His discussion with John on this episode of Smarter Sourcing explores how Johnathon’s team drives value across Apollo's portfolio companies through strategic sourcing, leveraging AI and analytics while building strong CPO partnerships. From managing complex supplier relationships to preparing for global economic shifts, Johnathon offers valuable insights into modern procurement leadership and the evolution of sourcing from a back-office function to a strategic business driver.  

Topics discussed:

• The evolution of procurement into a strategic business function driving organizational value and operational excellence.
• Transformation of procurement practices at Starbucks during the 2009 recession, particularly cost reduction while maintaining supplier relationships.
• Building effective partnerships with portfolio company CPOs while driving significant cost savings and operational improvements.
• Leveraging AI and analytics to manage complex procurement data across Apollo's extensive portfolio of companies.
• Preparing portfolio companies for economic shifts through scenario planning and strategic supplier relationship management.
• The importance of balancing cost-reduction goals with maintaining strong supplier partnerships and business growth.
• Implementation of technology solutions to streamline procurement processes and enhance decision-making capabilities.
• Managing procurement transformation across diverse portfolio companies while maintaining individual company autonomy.
• Development of procurement talent and the changing skill sets required in modern strategic sourcing.
• Creating value through procurement beyond cost savings, including revenue growth and operational efficiency improvements.

In this episode of Smarter Sourcing, John welcomes Jeff Bever, VP of Strategic Sourcing and Procurement at Russell Stover Chocolates, to discuss how a 100-year-old company is transforming its procurement and supply chain operations for the modern era. Jeff reflects on his diverse career journey across agriculture, construction, and confectionery, sharing how each experience has shaped his leadership style. 

He discusses the challenges of building sustainable supply chains, managing cocoa supply in a volatile market, and using an enterprise-wide mindset to drive business value. Jeff also discusses mentoring the next generation of supply chain professionals and the evolving role of AI in procurement.

Topics discussed:

• How diverse career experiences across industries drive innovation in procurement and sourcing.
• The importance of building trust and relationships across global management teams.
• Sustainability challenges in cocoa supply chains, including pricing volatility and farmer welfare.
• Why a growth mindset is critical for sourcing professionals and team building.
• The enterprise mindset: thinking beyond silos to drive holistic business value.
• The role of AI and technology in accelerating procurement innovation and decision-making.
• Contingency planning for a constantly volatile supply chain landscape.
• Mentoring the next generation of supply chain leaders to think beyond traditional boundaries.
• Aligning procurement strategies with broader organizational goals and future growth.

In this episode of Smarter Sourcing, John speaks with Brent Rohrs, VP of Global Procurement & Program Management at Mayville Engineering Company (MEC), to discuss the evolving world of procurement and supply chain management. Brent shares insights from his career, including the importance of centralizing procurement operations to enhance supplier collaboration and efficiency. 

Brent and John also explore lessons learned during the pandemic, such as managing supply chain risk and balancing cost with lead times. Brent offers advice on embracing cross-functional learning and building resilient teams in today’s dynamic environment. 

Topics discussed:

• Navigating global supply chain disruptions and the need for stronger risk management strategies in an unpredictable world.  
• The benefits of centralizing procurement operations to leverage scale, reduce costs, and enhance supplier collaboration.  
• How cross-functional learning fosters team collaboration and problem-solving across diverse groups and industries.  
• Lessons from the pandemic, including balancing cost, lead time, and inventory to meet unprecedented demand.  
• Strategies for building supplier partnerships and treating suppliers as extensions of internal operations.  
• The value of understanding numbers and cost drivers, even without a finance background.  
• Developing resilient teams by encouraging open communication and communal learning across all levels of an organization.  
• Embracing diverse career experiences and taking on challenges outside your comfort zone to grow professionally.  
• The role of technology in modernizing procurement, from supplier portals to artificial intelligence applications.  
• Key skills for supply chain professionals, including emotional intelligence and effective relationship-building with vendors.  

In this episode of Smarter Sourcing, John speaks with Asmara Agha, Head of Strategic Sourcing at Nitto Avecia, who shares her insights on the evolving landscape of supply chain management. She discusses the critical role of resilience and adaptability in navigating challenges, especially in the wake of the pandemic. 

Asmara emphasizes the importance of leveraging AI and predictive modeling to enhance efficiency and risk mitigation. Additionally, she highlights her commitment to empowering women in the industry and fostering a culture of collaboration and innovation.

Topics discussed:

• The significance of resilience in supply chain management, particularly in overcoming challenges posed by global events like the COVID-19 pandemic.  
• How AI and predictive modeling can enhance efficiency and risk mitigation in supply chain operations, enabling better decision-making and planning.  
• The importance of contingency planning and having multiple strategies in place to address potential disruptions in the supply chain.  
• The role of emotional intelligence and soft skills in negotiations and relationship management within the supply chain industry.  
• Initiatives for promoting women empowerment and leadership within the supply chain sector, addressing the challenges women face in advancing their careers.  
• The impact of sustainability and green procurement practices on supply chain strategies and the importance of reducing carbon footprints.  
• Insights into the technological advancements in Japan and how they can influence supply chain practices in other regions, particularly in the U.S.  
• The necessity of training and development programs for supply chain professionals to adapt to changing technologies and market dynamics.  
• Approaches to vendor management and building strong relationships with suppliers to foster innovation and collaboration in sourcing.

In this episode of Smarter Sourcing, John speaks with Stephen Sharr, Head of Procurement at Footprint, who shares his decade-plus journey from Anheuser-Busch to a dynamic startup environment. Stephen discusses the evolution of procurement from a transactional role to a strategic partner in driving business growth, particularly in the wake of the pandemic. 

He also emphasizes the importance of financial acumen in procurement, explaining how understanding cost structures can enhance decision-making. Additionally, Stephen highlights the challenges and opportunities in supply chain management today, including the shift towards domestic sourcing and the critical need for agility in operations. 

Topics discussed:

• The transformation of procurement from a transactional function to a strategic partner essential for driving both top and bottom-line growth in organizations. 
• The impact of the COVID-19 pandemic on supply chain management, highlighting the increased focus on risk management and supply chain resilience.
• The importance of financial acumen in procurement, allowing professionals to understand cost structures and make informed decisions that drive profitability.
• The shift towards domestic sourcing and reshoring, as companies seek to mitigate risks associated with global supply chains and enhance supply chain agility.
• Strategies for building strong supplier relationships, emphasizing the need to sell the growth potential of smaller companies to attract key partners.
• The role of technology in enhancing data visibility and operational efficiency, enabling procurement teams to make data-driven decisions in real-time.
• Insights on talent acquisition in procurement, balancing the need for foundational experience with the adaptability required in a startup environment.
• The significance of understanding the entire business landscape, allowing procurement professionals to contribute meaningfully to organizational goals and objectives. 
• The future of packaging and sustainability, as Footprint aims to eliminate single-use plastics and lead the charge towards more eco-friendly solutions.

In this episode of Smarter Sourcing, John speaks with Marisa Farabaugh, SVP & Chief Supply Chain Officer at AdventHealth, who brings her insights on the transformative role of supply chain management in healthcare, particularly during and after the COVID-19 pandemic. She discusses how her team adapted operations to ensure the availability of critical supplies and the importance of collaboration across departments. 

Additionally, Marisa highlights AdventHealth's commitment to sustainability, detailing their initiatives to reduce carbon footprints and promote environmentally friendly practices. She also touches on how effective leadership and innovation can drive success in the healthcare supply chain landscape. 

Topics discussed:

• Strategies for hiring leaders who fit the company culture and possess the potential to drive growth and innovation in the supply chain.  
• The importance of resilience in supply chain operations, especially during crises like the COVID-19 pandemic, and the lessons learned from those experiences.  
• Adapting supply chain strategies to ensure the availability of critical supplies during the pandemic and other emergencies.  
• The role of technology in enhancing visibility and efficiency within the healthcare supply chain, including the development of inventory control systems.  
• Sustainability initiatives and the commitment to reducing carbon footprints and promoting environmentally friendly practices.  
• The significance of collaboration across departments in healthcare supply chain management and how it contributes to overall organizational success.  
• Challenges faced in healthcare supply chains compared to other industries, particularly regarding upstream visibility and communication with suppliers.  
• The evolving landscape of healthcare supply chains post-COVID and the focus on building more resilient and adaptable systems for the future.  

In this episode of Smarter Sourcing, John speaks with Kevin Spinti, Vice President of Global Procurement at Heraeus Medevio. Kevin shares his insights on the evolving landscape of supply chain management, offering his perspective on the significant impact of remote work on team dynamics and communication as well as how technology has facilitated collaboration in a virtual environment. 

Kevin also emphasizes the importance of contingency planning, especially in light of recent global disruptions, and how it has reshaped procurement strategies. Additionally, he explores the changing negotiation landscape, driven by inflation and market shifts, and the need for innovative approaches to supplier relationships. 

Topics discussed:

• The transformation of team dynamics and communication strategies due to the shift to remote and hybrid work environments in supply chain management.  
• The importance of contingency planning in navigating supply chain disruptions, particularly in the context of recent global challenges and the pandemic.  
• How technology is reshaping procurement roles, streamlining processes, and enabling teams to focus on strategic decision-making and supplier relationships.  
• How the evolving negotiation landscape is influenced by inflation, requiring procurement professionals to adopt new strategies and approaches in supplier interactions.  
• The significance of dual sourcing and risk mitigation practices in ensuring supply chain resilience and stability amidst potential disruptions.  
• The role of continuous improvement and training in enhancing the skills and capabilities of procurement teams in a changing environment.  
• The impact of geographic diversity in procurement, with teams covering multiple facilities and categories across different regions and countries.  
• The growing emphasis on sustainability and environmentally friendly materials in procurement decisions and supplier partnerships.  
• The need for effective communication and stakeholder engagement when managing multiple projects and prioritizing risk mitigation initiatives.  
• The shift in executive expectations, with a greater focus on risk management and strategic insights rather than just cost savings in procurement.

In this episode of Smarter Sourcing, John speaks with Carlos Maceda, Chief Supply Chain Officer at Mount Sinai Health System. They discuss the evolution of leadership in a post-pandemic landscape, with Carlos emphasizing the importance of mentorship and maintaining team morale, while also holding teams accountable. 

Carlos shares his personal journey to his current role, highlighting key lessons learned in supply chain management and contingency planning, including the need for proactive, quick decision-making when potential issues loom on the horizon.

Topics discussed:

• How leadership styles must adapt in a post-pandemic world to maintain team morale and productivity.
• The significance of mentorship in guiding junior team members and fostering a supportive work environment.
• The challenges of managing a remote workforce, including strategies for effective communication and collaboration.
• The need for proactive resource planning and quick decision-making, especially when potential issues loom on the horizon.
• Tight budgets in healthcare and how they impact supply chain decisions and job security.
• The importance of analyzing large data sets to drive decisions and improve supply chain efficiency.
• The significance of building strong relationships with vendors and the benefits of mentoring them into fields they might not have seen.
• The challenge of maintaining work-life balance in a demanding industry, particularly in remote settings.

In this episode of Smarter Sourcing, John speaks with Colette Crandall, Head of Procurement at One Medical. Colette shares her inspiring journey to her current role, highlighting the importance of maintaining a human touch even as technology advances. She touches on the integration of AI in procurement processes, the thorough vetting required for new vendors to ensure data security, and the evolving landscape of healthcare technology. 

Colette also offers unique insights into how her improvisational skills from a theater background have proven invaluable in contract negotiations and team management. This episode is a must-listen for those interested in the future of healthcare procurement and technology. 

Topics discussed:

• The importance of maintaining personal interactions despite the increasing reliance on technology in healthcare.
• How AI is transforming procurement processes, making them more efficient and data-driven.
• The rigorous vetting process for new vendors, including extensive questionnaires to ensure data security and compliance.
• The unique ways One Medical integrates technology to improve patient care and streamline operations.
• Colette’s approach to managing her team, including regular meetings and fostering an environment of continuous learning.
• How the supply chain strategy pivots based on external factors, such as increasing order quantities in response to demand changes.
• The value of soft skills like communication and adaptability in a tech-driven world, especially for younger professionals.
• Colette’s vision for the future, focusing on the integration of new technologies and maintaining ethical standards in procurement.

In this episode of Smarter Sourcing, John speaks with Heleen Du Toit, VP of Procurement, Rigid Packaging at PepsiCo. Heleen shares her perspective on the vital role of balancing experience and skills for career growth. She touches on the importance of tactical empathy in negotiation, drawing from Chris Voss's book Never Split the Difference. 

Heleen also discusses the future of sourcing and procurement, emphasizing a shift from cost to value through the use of market intelligence and artificial intelligence. She offers valuable insights on leadership, negotiation, and adapting to the evolving landscape of the industry, along with practical advice and forward-thinking strategies. 

Topics discussed:

• The importance of balancing hands-on experience with a strong skill set for continued career growth and adaptability in the industry.
• Insights on negotiation strategies, emphasizing the concept of tactical empathy.
• Developing strong operational skills and the ability to solve complex problems as key components for success in procurement.
• The shift from focusing purely on cost to emphasizing value and leveraging market intelligence and artificial intelligence in procurement.
• Investing in diverse, highly talented teams and matching the right people to the right roles to drive business success.
• How the pandemic has changed the strategic role of procurement and sourcing within companies, emphasizing agility and responsiveness.
• The importance of ongoing education, mentoring, and adapting to new business strategies and technological advancements.
• The necessity of a strong understanding of how actions drive business growth and margin, integrating cost models and macroeconomics. 

In this episode of Smarter Sourcing, John speaks with Adam Cummins, Principal & Director of Portfolio Procurement at The Carlyle Group. Adam shares valuable insights into the importance of creating mutual win-win initiatives, emphasizing the need for engagements that benefit all stakeholders. 

Adams touches on how technology and automation, including AI and machine learning, are revolutionizing decision-making and efficiency in procurement processes. He also discusses the evolving criteria for talent in the industry, highlighting the growing importance of tech-savvy professionals. 

Topics discussed:

• The strategic importance of procurement in modern business and how it impacts overall company performance.
• Emphasis on creating engagement strategies that benefit all stakeholders, ensuring sustainable and successful collaborations.
• How AI and machine learning are transforming decision-making and efficiency in procurement processes.
• The changing criteria for sourcing and procurement roles, focusing on the need for tech-savvy professionals.
• Addressing the struggles these companies face in understanding the value of procurement and implementing effective strategies.
• Best practices and lessons learned in the industry to help improve procurement processes and outcomes.
• How procurement strategies are tailored to meet the needs of various portfolio companies within The Carlyle Group.
• Leveraging data and analytics to drive better procurement decisions and optimize supply chain operations. 

In this episode of Smarter Sourcing, John speaks with Rick Harrison, founder and host of the TV series Pawn Stars and the founder of the Gold & Silver Pawn Shop. Rick shares his journey from humble beginnings to becoming a household name in the pawn industry thanks to his international hit show Pawn Stars. 

He discusses the importance of media strategy in elevating his business and how leveraging media appearances led to the success of his TV show. Rick also emphasizes the importance of honesty and reputation in building a long-lasting business. Additionally, he provides insights into the role of strategic marketing in gaining public trust and the necessity of adapting to new technologies to stay competitive. 

Topics discussed:

• The hurdles Rick overcame in obtaining the necessary licenses to open a pawn shop and the legal battles involved.
• Insights into working with his father and the challenges they faced in establishing their first pawn shop.
• How Rick used media appearances to generate publicity and boost his business, eventually leading to the creation of Pawn Stars.
• The importance of maintaining honesty and a good reputation in transactions to build long-term business relationships and success.
• How the Internet and AI have transformed the pawnbroking business, making it easier to source items and stay informed on market trends.
• The extensive training programs for employees, including specialized courses on various valuable items like watches and collectibles.
• Rick’s stories of some of the most memorable and profitable transactions he has made over the years.

In this episode of Smarter Sourcing, John speaks with Bill Courtney, 7x CFO & Senior Financial Executive, about his extensive experience in procurement and sourcing across various industries. Bill reflects on his time at companies like Ford, Hertz, and Delta, highlighting the challenges faced and the strategic decisions made during critical periods such as 9/11 and the COVID-19 pandemic. 

They dive into the importance of simplifying complex processes, the impact of leadership in driving organizational change, and the evolving role of Chief Procurement Officers. 

Topics discussed:

• Bill Courtney's journey as a CFO from Ford to Hertz, Delta, and CWT, highlighting leadership lessons, challenges overcome, and strategic decision-making.
• The critical role of procurement during crises like 9/11 and the COVID-19 pandemic in managing suppliers and costs.
• The importance of simplifying complexity and fostering partnerships to drive organizational success.
• The impact of mergers and acquisitions on procurement processes and the need for efficient integration of backend systems.
• Lessons learned about leadership, compassion, and making tough decisions during company turnarounds and bankruptcies.
• The evolution of the Chief Procurement Officer role, including increased importance after crises such as 9/11 and COVID-19.

In this episode of the Smarter Sourcing podcast, John sits down with Ulunda Baker, Senior Director, Business Diversity, Category Management & Sourcing, Purchasing at TIAA, who shares her inspiring career journey. Ulunda discusses the importance of strategic sourcing and supplier relationships in achieving business goals.  

She also explores her leadership approach and the value of teamwork and continuous learning. Through personal anecdotes and professional experiences, Ulunda underscores the significance of giving back to the community and fostering diversity in the corporate world. 

Topics discussed:

• The significance of strategic sourcing in achieving business objectives and the transformative power of well-managed supplier relationships.
• Ulunda's leadership approach is focused on mentorship and continuous learning, shaped by her upbringing.
• The impact of community outreach programs, including Ulunda's family nonprofit.
• How supplier diversity not only enriches procurement processes but also enhances overall business resilience.
• The evolving landscape of sourcing practices, particularly during challenging times like the pandemic.
• Why diversity contributes to innovation and competitiveness in the industry.
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In this episode of the Smarter Sourcing podcast, John speaks with Anna Hammons, Senior Director, Procurement at Sam's Club, about her day-to-day experience in procurement, as well as what characteristics she looks for when building her team. 

Anna also talked about how before the COVID-19 pandemic, contingency planning was to simply "figure it out," but now it requires much more planning. They also discuss how Sam's Club is looking to incorporate more technology and to be more sustainable.

***The comments are the views of Anna Hammons and do not necessarily reflect the views of Walmart or Sam’s Club***

Topics discussed:

• What procurement really looks like – it's more than just purchasing.
• Risk management in the context of adopting new technology and partnering with startups. 
• What a procurement leader should look for when building their team. 
• How Sam's Club is looking for ways to be more sustainable while also incorporating new technologies.
• How contingency planning has changed since the COVID-19 pandemic: having a backup is more important than ever.
• What Founder Sam Walton would think of the company if he could see it today.

In this episode of the Smarter Sourcing podcast, John speaks with 11x CFO Raymond Silcock, about Raymond's career in procurement and supply chain management, including at Diamond Foods, CTI Foods, Perrigo, and Neptune Wellness. 

Raymond gives examples of the various international supply chains he has seen and how even a few hours made a difference in pricing of a product. In particular, they discussed the challenges a supply chain might face and how Raymond and the companies he worked with addressed those challenges.

Topics discussed:

• How the Campbell's Soup meatpacking supply chain was heavily influenced by politics and the requirements of shipping perishable goods.
• The challenges of having international workers and how Raymond helped address them while working at a company located on the US-Mexico border.
• How Swift Armour used triangulation to manipulate the profitability of its Argentina branch.
• How deeply a company has to dig into the cost base of a product to make sense of the numbers.
• Putting costs into the context of global events such as a pandemic internally and externally to your company.
• How sometimes it's better to learn from your mistakes than it is to always have a backup plan.

In this episode of the Smarter Sourcing podcast, John speaks with Bobby Lavan, CFO at Bowlero Corporation. They discuss Bowlero's procurement strategy, how its various vendors have been built up over 27 years, its decentralized approach, and how they're consolidating for cost efficiencies. They also talk about the challenges of implementing technology, why they're focused on performance marketing, and why personalization is the future of entertainment.

Topics discussed:

• How Bowlero has managed their procurement streams that have been built up over 27 years.
• Why they encourage everyone with a hand in procurement to think about spending every dollar as if it's their own.
• The challenge of technology implementation, and whether it's a cost center or an efficiency driver.
• Bowlero's decentralized approach to procurement and how they track every dollar.
• Why technology companies and their changing pricing strategies keep Bobby up at night.
• Why personalization powered by technology will shape the future of customer experiences.
• Why they're focused on performance marketing and practices that drive returns.

In this episode of the Smarter Sourcing podcast, recorded at the ICR Conference, John speaks with Lara Smith Weber, CFO at Inari, a company creating more sustainable seeds. They discuss how Inari is working on its mission to "seed change for a renewed Earth" by genetically changing plants to be more sustainable, how it supplies the market, and the challenges of being supply-constrained. They also talk about how to build a procurement strategy by defining what's "good" for your company, what to look for in new hires, and how new technologies like AI and data lakes can set companies apart.

Topics discussed:

• How Inari seeks to balance financial, risk management, and sustainability in their procurement processes.
• Where Inari sits in the supply chain and how it gets its seed to farmers.
• The challenges of being supply-constrained with the time it takes to grow more product.
• Why the best procurement strategy is based on what "good" looks like for your company — not your competition's.
• How new technologies like AI and data lakes can help improve procurement and operations, and set a company apart.
• Why you should look for new talent who can "connect the dots" and see cross-functional impacts. 

In this episode of the Smarter Sourcing podcast, John speaks with Miguel Gonzalez, Chief Procurement Officer at DuPont. They discuss how DuPont takes a centralized approach to its procurement strategy by integrating it across the business, and how they're building supply chain resilience through redundancies and contingency plans. They also talk about their three priorities for procurement, the rising importance of ESG, and how DuPont is prioritizing employee health and wellness.

Topics discussed:

• How DuPont builds supply chain resilience through redundancy and contingency plans.
• The three priorities in their procurement strategy: compliance, supply security, and creating value.
• Why DuPont prioritizes employee health and wellness, and how Miguel leads by example.
• How they model for what's happening worldwide to anticipate changes or disruptions.
• How they've structured a centralized procurement approach that integrates procurement across the business.
• The rising importance of ESG and why it should be part of everyone's job.
• Why procurement leaders need to think about managing indirect costs as well. 

In our first episode of the Smarter Sourcing podcast, recorded at the ICR Conference, John speaks with Marc Suidan, CFO at The Beachbody Company, a health and fitness company. They discuss Marc's career evolution to CFO, what drew him to Beachbody, and how Beachbody functions as an organization — including its centralized procurement process for its nutrition arm. They also discuss the practices that make a company agile and fast-moving, how to leverage customer data for better decision-making, and the three initiatives that are propelling Beachbody into the future.

Topics discussed:

• The fundamentals of The Beachbody Company, how it functions, and why Marc was drawn to become its CFO.
• How tracking customer behavior is easier through a streaming platform and how Beachbody uses data to drive better outcomes.
• How the centralized procurement process for Beachbody's nutrition arm works.
• Why the threat of cyber attack keeps Marc up at night.
• The common practices that make companies more agile, fast-moving, and successful.
• The three initiatives Beachbody has focused on for its transformation.
• The challenges a connected fitness company faces in terms of manufacturing, inventory, and shipping versus one with just a streaming platform.