Upcoming Defending Price™ Programs – Automotive & Commercial Vehicle

Suppliers to the automotive and commercial vehicle industries face a challenging sales environment. Defending Price training equips you with proven skills and tools for defending the value of your products and services. View full program brochure (pdf)...

To register for one of our 2015 programs, please click on the location that you would like to attend. 

  December 10 (Full)Auburn Hills, MI$1,250Register...
  December 11 (Full)Auburn Hills, MI$1,250Register...
  February 11, 2015Auburn Hills, MI$1,250Register...
  18 February, 2015 Frankfurt, Germany€1,250 Register...
  4 March, 2015Frankfurt, Germany€1,250 Register...
  March 11, 2015Auburn Hills, MI$1,250Register...

This training program can also be conducted on-site at your facility. To learn more about what we offer and how we can help, contact us.


who attended

Suppliers from North America, Europe, Africa, and Asia Pacific :

  • 84 of the top 100 suppliers in North America
  • 77 of the top 100 suppliers in EAME
  • 7 of the top 10 suppliers in Japan
  • Over 600 suppliers in total
who attended

Suppliers that have invested in the Defending Price training are able to negotiate more effectively. They are able to:

  • Discount less often then their peers
  • Realize higher gross margins
  • Pass 75-99% of their raw material cost increases on to their customers
who attended

“The most specific and detailed program in the auto industry to unlock the current price fight on the market.”
                    - Antonio Nava, Sales Manager
                      Brembo Rassini

"Worthwhile at twice the price."
                    - Brad Murphy, Director,
                      Business Development
                      GKN Driveline

"Solid industry examples. Digs deeper than most 'Value-based Selling' training. Gets into the nuts and bolts of how to really do it."
                    - Louis J. Bogart, VP Sales & Marketing
                      Borg Warner Torq Transfer Systems

"Interesting; good exercises & many examples of how various suppliers have handled difficult negotiations."
                    - Claudio Magnano, Sales Manager, Lear

"This seminar provides a systematic approach. The software tool, exercises, and tips are down-to-earth and ready to use!"
                    - Dominique Burgeff, Sales Manager

"The approach creates value not only for suppliers but also for OEMs. Suppliers will show up much better prepared, not using only phrases. This could create a win/win at least on fact based negotiations!"
                    - Ralf Hunerfeld, Executive Director of
                      Purchasing, HVAC, GM




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