Preisverhandlungen mit „Lopez-Einkäufern“ – AMZ Sachsen

Harte Preisverhandlungen mit „Lopez-Einkäufern“

The Lopez era at the VW Group has permanently changed the world of the supplier industry. Because today it is becoming the general rule: Group buyers demand continuous price reductions from their suppliers.

This pricing policy of automotive manufacturers has now spread to other sectors as well. Demands for three percent price reductions per year (!) are already part of everyday life for series suppliers. In some cases, even higher concessions are demanded from machine manufacturers when placing orders.

But that's not all. Even beyond the agreements reached, buyers are constantly demanding new price reductions or across-the-board savings. This is combined with the threat of having to award the contract to the competition or "have to" relocate abroad.

If one wants to develop a smooth and effective negotiation strategy, a sound knowledge of the strategies, specifications and poker game of purchasing is necessary. Of course, the supplier company must have clear ideas about its own strengths and weaknesses and its role as a supplier. With the goal of maximizing the strengths into the negotiation concept.

This will be demonstrated in the seminar and practiced with case studies in work groups.