Defending Price™ for Automotive Suppliers

Suppliers to the automotive and commercial industry have enjoyed a period of unprecedented pricing power. Supply-chain disruptions associated with the COVID-19 pandemic have allowed some suppliers to raise prices by as much as 100% in the past 12 months alone.

However, purchasing teams will try+ to roll back these increases at the first opportunity, making 2022 likely to be a contentious negotiating environment for players at all levels of the supply chain.

To help suppliers defend their pricing and value propositions, we are making our popular training program, ”Defending Price in the Automotive Industry” available in a virtual delivery format.  

Click below to dowload the full program brochure (pdf).

download pdf

Our approach and deep industry experience help suppliers – from Tier I and Tier II players to raw materials producers – shift the discussion away from "price" and get credit for the value they deliver.

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 :

  • 96 of the top 100 suppliers in North America
  • 94 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

"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




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