May 7, 2013
The Motor & Equipment Remanufacturers Association (MERA) will host a sales leadership training seminar June 13 at Meritor Headquarters in Troy, Mich.
The session, “Negotiating Price and Terms in the Aftermarket,” is intended for presidents, general managers and senior sales and marketing executives seeking to avoid commoditization and create value-based relationships with their customers.
• Gerry Weinberg, president, Gerry Weinberg & Associates, Sandler Training—a well-known, professional sales trainer—will lead participants through a proven sales training module. Since 2006, when he first became involved with OESA (Original Equipment Suppliers Association, the automotive original equipment sister association of MERA), Weinberg has been recognized for his ability to teach supplier executives how to apply “uncommon common sense” to sales and negotiating situations;
• Noah Rickun, vice president, sales & distribution, ETE Reman, will share his methodology and experience with price negotiations in the remanufacturing industry. Headquartered in Milwaukee, Wis., ETE Reman is a leading remanufacturer of transmissions for the automotive aftermarket. Rickun is a member of the MERA Sales & Marketing Council, and frequently speaks on sales, attitude and customer loyalty topics as a Gitomer certified speaker. He has delivered keynote addresses and remarks at numerous aftermarket events and more than 500 other conferences in nearly every industry.
• Mark Aiello, partner and co-chair, Automotive Industry Team, Foley & Lardner, will provide his perspective in the context of commercial negotiations. Aiello, who concentrates his practice in commercial and contract litigation, provides legal counsel for the MERA Sales & Marketing Council and many clients throughout the motor vehicle parts industry. This seminar will include an interactive discussion among remanufacturing and aftermarket executives on how to protect their interests during negotiations with customers—before, during and after the award of new business.
Registration fees are $95 for MERA Sales & Marketing Council Members, $195 for MERA, OESA, AASA and HDMA members and $295 for all non-members.