Negotiating With Wal-Mart

Paper Summary:

The paper defines the Bollingers' potential strategy for working with Wal-Mart and explains that if the Bollingers can communicate credibility to the Wal-Mart purchasing managers and gain their trust, in addition to getting them to see the value of WallPockett as a merchandising platform, they will have been successful. The paper explains how the Bollingers should use their half-hour presentation to Wal-Mart buyers and emphasizes the need for their high, medium and low levels of sales and pricing.

Outline:
Introduction
Bollinger's Strategy for Wal-Mart: Sell Experience and Value
Negotiating with Wal-Mart
Half-Hour Session Recommendations
Conclusion

From the Paper:

"Wal-Mart is considered one of the most demanding customers of its suppliers globally, routinely asking for significant cost reductions of its sourced products in addition to special concessions to retain their business. Suppliers who don't manage negotiations with Wal-Mart have found themselves in the situation of having the majority of their production allocated to mass merchandisers at prices near their break-even point. Negotiating with Wal-Mart requires a thoroughly defined strategy to make sure the products being sold can retain their profitability over the long-term."

Sample of Sources Used:

• McGinnis, Micheal. "Negotiation Basics for Purchasing Professionals." 83rd Annual International Conference Proceedings 1(1998)
• Mitchell, Lorrie. "Successful Negotiating - Mars vs. Venus Style ." 92nd Annual International Supply management Conference, May 2007 1(2007)
• Rumbaugh, Charles. "Drafting, Negotiating a Dispute Resolution Clause with Customers and Suppliers." 92nd Annual International Supply Management Conference, May 2007 1(2007)
• Saphiere, Dianne. "Navigating the Rough Seas of Intercultural Negotiation." 92nd International Supply Management Conference 1(2007)
• Sostrom, Carolyn. "21rst Century Negotiations." Purchasing Today 11(2000): 38.

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