The Bermuda Triangle of Business Procurement

The message of the procurement as a yield generator has not yet reached all executive management floors. The classic and simultaneously hazardous way to increase turnover through a rise of the marketing and sales budgets or personnel reduction still has priority. The magic formula is called "procurement optimization". With a modern procurement management, the yield can be immediately and sustainably increased; and NOT with a "price cutting at all costs". more

Wiley-VCH, Weinheim
1st edition - February 2005
39,90 Euro / 64,- SFR
2003. 232 pages, hard cover
- non-fiction book -
ISBN-10: 3-527-50067-7
ISBN-13: 978-3-527-50067-3

Global Sourcing - Opportunities for the Future

Globalization is often held responible for downsizing and increasing stress of competition. However, the opportunity to secure jobs and to strengthen one's own business and competitive situation lies in globalization itself. Professional global sourcing not only strengthens the entrepreneurial profit potential, which can be realized by sourcing from competent international suppliers. Kerkhoff encourages to regard the unstoppable globalization as an opportunity, and to ensure early competitive advantage. Practical examples and recommendations by the procurement expert Kerkhoff help conduct successful operations on the international stage of procurement. more

Wiley-VCH, Weinheim
1st edition - May 2006
39,90 Euro / 64,- SFR
2005. 239 pages, hard cover
- non-fiction book -
ISBN-10: 3-527-50196-7
ISBN-13: 978-3-527-50196-0

A Guarantee for Success

In the past, the procurement organization has played a subordinate role in many companies. This situation is beginning to change as more managers question the existing structures and processes of their procurement system. And rightly so: Because an efficient buying organization is the prerequisite for a lasting optimization of the purchase pricing system. The organizational models, such as a centralized or decentralized purchasing, still in use today, have proved to be the “ideal way” only in the fewest of cases. Only a system which is tailored to the specific requirements of the individual company can create the foundation to make procurement the guarantor of continuing and sustained success. more

Wiley-VCH, Weinheim
1st edition - April 2007
42,90 Euro
2007. 257 pages, hard cover
- non-fiction book -
ISBN-10: 3-527-50271-8
ISBN-13: 978-3-527-50271-4

Purchasing Agenda 2020 – Procurement in the Future

What will have happened to purchasing and the procurement market in the year 2020? What are the effects of political and demographic change, as well as ecological and economical changes? 

The current economic situation shows that those companies coming to terms in visionary ways with their market environment will also be more flexible to be able to adjust to market changes. These companies will defy even unexpected changes by using different action scenarios, and they will be able to act accordingly. more

Wiley-VCH, Weinheim
1st edition - November 2009
39,90 Euro / 64,- SFR
2009. 206 pages, hard cover
- non-fiction book -
ISBN-10: 3-527-50501-6
ISBN-13: 978-3-527-50501-2 - Wiley-VCH, Weinheim

Personnel in Puchasing - The Strategic Factor

In view of the dynamic markets and permanently increasing demands on the customers' part, ever more small and medium-sized enterprises come to realize the great importance of professional purchasing. Market requirements demand strategic, structural, organizational changes to ensure the competitiveness of companies. However, any procedural and organizational changes can only be as good as the people responsible for them. Thus, professional human resource management in purchasing plays a major role. more

Wiley-VCH, Weinheim
1st edition – September 2010
29,90 Euro
2010. 206 Pages, Hardcover
- non-fiction book -
ISBN-10: 3-527-50478-8
ISBN-13: 978-3-527-50478-7

Crime Watch Purchasing

For about 80 percent of German companies, the subject of compliance is high on the agenda today. A total of 41 percent of the companies with annual sales of more than EUR 250 million even indicate that it ranks »very highly«. Yet, 65 percent don't have any compliance management system, and 42 percent don't even have any compliance guideline – and that despite more stringent regulations regarding manager liability. more

Wiley-VCH, Weinheim
1st edition – November 2011
39,90 Euro
2011. 324 Pages, Hardcover
- non-fiction book -
ISBN-10: 3527506489
ISBN-13: 978-3527506484

Capital Equipment Purchasing

Capital goods purchasing is considerably influencing the economic success of enterprises. Yet, the degree of professionalism of this special form of procurement has not yet reached the required level in many companies. And even from an academic point of view, that subject remains in the shadows. As compared to other major procurement groups, capital goods have numerous special features with crucial effects on the purchasing process. Accordingly, the process for the procurement of capital goods requires specific attention and systematic procedures in particular.  more

Based on these special features, numerous challenges result within the scope of capital goods purchasing. To be able to meet these challenges, the authors introduce a comprehensive process model as well as specific instruments and methods for capital goods purchasing. The following topics on capital goods purchasing are presented: 


  • Compliance management 
  • Savings measurement 
  • Life cycle costing und total cost of ownership 
  • Ascertaining optimum service life and optimum replacement time 
  • Real options for the evaluation of investment alternatives 
  • Performance contracting 

Readers are provided with a holistic and structured process model for capital goods purchasing. The comprehensive method set with its numerous instruments and methods will support the organization of professional capital goods purchasing.


42,75 Euro (Hardcover)
32,12 Euro (eBook)
121 pages
ISBN 978-3-642-25737-7

Performance Measurement and Incentive Systems in Purchasing

In recent years, purchasing performance measurement have steadily gained in importance in theory and practice. Yet, in many cases, the focus still remains on cost items, especially savings. Moreover, reported performance ratios in purchasing are frequently called into question in terms of their amount and efficacy. Most of the time, there is no tie-in at all with staff compensations. To meet these and other challenges, this book presents a holistic approach for purchasing performance measurement and the incentive systems associated with it. more

The following topics are dealt with in detail: • Purchasing performance measurement on the level of commodity groups and the procurement organization • Supplier evaluation and performance measurement on the level of the buyer-supplier relationship • Comprehensive systems for purchasing performance measurement, such as the procurement value added and the purchasing balanced scorecard • Performance-oriented incentive systems and bonus payments for buyers, procurement organizations and suppliers Readers are thus provided with comprehensive guidelines for the implementation and realization of sustained performance measurement and incentivization in purchasing.

  • Shows how to meet the challenges of performance measurement in purchasing.
  • Includes a comprehensive set of methods for performance measurement and incentivization in purchasing
  • Includes ten steps for "sustained" performance measurement in purchasing

Download table of contents, preface and sample pages

64,19 Euro (Hardcover)
51,16 Euro (eBook)
182 pages
ISBN 978-3-642-38439-4

Ways out of the Working Capital Trap

The crisis is over, and demand is going up again. Yet, many companies have problems in providing the liquidity necessary for the economic upturn. They are caught in the working capital trap: They have higher financing needs but more difficult access to outside capital. "Wege aus der Working Capital-Falle" is the first part of the new academic book series "Advanced Purchasing & SCM" which Kerkhoff Consulting will be publishing in the future jointly with the Chair of Logistics Management at the University of St. Gallen; Springer-Verlag is the publishing house. The book series claims to bring together science and the economy. Both academics and practitioners may profit from concepts which consultants from Kerkhoff Consulting jointly designed with academics. more

Every cent by which companies are able to reduce their working capital will be subsequently available to them for renewed investment. The entire value chain is to be optimized for it: from purchasing and thus incoming goods via production – all the way to the sale of goods.

Thus, payment conditions in purchasing may be changed such that goods received may be paid as late as possible. Furthermore, inventories can be reduced by means of specific inventory management and coordinated delivery concepts, e.g. by vendor managed inventory or "just-in-time concepts". In production, the reduction of cycle times is essential. This requires minimizing set-up times, optimizing routes and flows and reducing lot sizes. On the sales side, factoring presents one possibility of bringing cash into the company.

37,40 Euro (Hardcover)
29,74 Euro (eBook)
94 pages
ISBN 978-3-642-17271-7