Purchasing agents are professional shoppers who get the highest quality
merchandise at the lowest price for their employers. They assess the needs
they are trying to meet, find a suitable product, negotiate a price and award
a contract.
An agent may develop long- and short-term supply strategies, or work closely
with engineers and marketers to enhance cost, function and product appeal.
They may work out the details of complicated international supply deals, or
be called upon to quickly find materials for an unexpected surge in demand.
The purchasing agent works both internally and externally, selecting the
right supplier, negotiating favorable terms in a contract, optimizing costs
and finalizing specifications and designs.
Sandy Hearn works with a firm dealing with cellular phones. She says purchasing
departments used to be viewed in the same light that human resources and personnel
once shared. If a company was looking to save money, those departments took
the hardest cuts, because they weren't seen as generating income.
"They didn't see the value added to the bottom line," she says. "Now, when
we save money, we document it."
Buyers largely determine which products their establishment will sell.
Therefore, they need be able to foresee what consumers will want. To avoid
endangering profits and the reputation of their company, buyers must always
be one step ahead of current fads. They watch ads and other media to stay
on top of their competitors and observe general economic conditions to predict
consumers' buying patterns.
To find a product they want to buy, they may visit trade shows or receive
visits from salespeople. Buyers working for large companies will specialize
in one or two lines of merchandise, while buyers for small companies may buy
the entire inventory.
Other agents work for government agencies, private industry or manufacturing
companies. They may be called a purchasing director, supply manager or agent,
industrial buyer or contract specialist.
The items obtained by purchasing agents and managers range from raw materials,
fabricated parts, machinery and office supplies to construction services and
airline tickets.
These professional shoppers rely on information from catalogs, industry
periodicals, directories and trade journals. They also often attend meetings,
trade shows and conferences to learn about more suppliers.
Because the flow of work -- or even the entire production process -- can
be slowed or halted if the right materials, supplies or equipment are not
on hand when needed, purchasers and buyers must have technical knowledge of
the goods or services to be purchased.
Politics and tricky negotiations are a major part of all purchasing jobs,
although they are especially prevalent in government positions. Because of
this, diplomacy and people skills are a must.
Purchasing manager Roy Thomas says he is constantly under the scrutiny
of politicians, department heads and the general public. "Purchasing people
work in a fishbowl," he explains. He says you just can't let it bother you.
Most purchasers and buyers work in comfortable, well-lit offices at stores,
corporate headquarters or production facilities. They frequently work more
than a 40-hour week because of special sales, conferences or production deadlines.
Travel is usually required, and many purchasers and buyers spend at least
several days a month on the road. There is also opportunity to work in many
different international locales. That's because the need for supply management
positions within companies and organizations is universal.
This is one job that usually requires an employee to be physically present,
as opposed to telecommuting. As a result, physical disabilities may prove
to be a challenge, although with creativity and dedication they can usually
be accommodated.