Upcoming Defending Price™ Programs

Healthcare Industry 

Suppliers to the healthcare industry face an increasingly 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 2018 programs, please click on the location that you would like to attend. 

November 6, 2018
Chicago, IL
$1,350 Register...
September 11, 2018
Philadelphia, PA
$1,350 Register...

Defending Price™ training sessions 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

Most leading healthcare suppliers in the North American market. For example, among medical device suppliers past attendees include:

  • 71 of the top 100 suppliers
  • 23 of the top 25 suppliers
  • 9 of the top 10 suppliers

“I enjoyed the program and appreciated that it is very industry-focused. The instructors clearly understand the challenges we face”
                     - Doug Carrara,
                       Dir., Value Sales & Outcomes, BD

“The best summary of the pay-for-performance programs CMS has introduced I’ve seen to date.”
                     - Bill Crandell, Dir. of Marketing,
                       Instrumentation Labs

“Very worthwhile. With the benefit of Kotler’s tools and training, we’re able to do a better job of defending our price!”
                     - Hanjoon Ryu, SVP, Point of Care
                       Siemens Medical Solutions

"I partcularly enjoyed the time spent on specific CMS reform initiatives."
                     - Kaite Mimms, Clinical Affairs Manager

"I’ve been to several sales and pricing-related programs but this course was by far the best."
                      -  Steve Robertson, Dir. Corp. Accounts                              Exactech 





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