A discussion on how the Bollingers should negotiate with Wal-Mart as a supplier.
Written in 2009; 1,030 words; 5 sources; MLA; $ 36.95
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."
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