Automotive Breakfast Club

Value Selling for Suppliers
08:30 a.m. CET


Over the past few years, automotive suppliers have been faced with increasing price pressure and the belief that they are trapped in commoditized markets. Making necessary investments and adjustments to overcome the technological shift and  handle recurring demand shocks have put many suppliers at risk of going under.

While the use of cost measures has become common in recent years, an increasing number of suppliers are paying closer attention to the upside of sales, pricing measures, and, in particular, value selling.

This webcast will address the following questions:

  • Importance of value selling: Why is establishing a culture of value selling within the entire organization so important? How much is at stake?
  • Best practices: Which industry best practices can be used to improve the pre-acquisition phase? Which measures can be implemented to improve the acquisition phase, from RFQ prioritization and price setting to negotiation?
  • Immediate first steps: What steps should be taken first? What measures can be implemented right away? What role does change management play in creating momentum and keeping traction throughout the entire journey?

The session will be structured as follows:

  • Simon-Kucher presentation (30 minutes)
  • Q&A (15 minutes)

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