"The Man Who Said No to Walmart"And the world didn't end
Here's an article about a company making the right
choice.
Oh, and facing Walmart down in the process. Talk about coming to the table with different agendas. Wier was in Bentonville to pull his mowers from Wal-Mart's stores. The vice president was offering a greater temptation: Let's join hands and go head-to-head against the home-improvement superstores. Which is when Wier said no. "As I look at the three years Snapper has been with you," he told the vice president, "every year the price has come down. Every year the content of the product has gone up. We're at a position where, first, it's still priced where it doesn't meet the needs of your clientele. For Wal-Mart, it's still too high-priced. I think you'd agree with that. "Now, at the price I'm selling to you today, I'm not making any money on it. And if we do what you want next year, I'll lose money. I could do that and not go out of business. But we have this independent-dealer channel. And 80% of our business is over here with them. And I can't put them at a competitive disadvantage. If I do that, I lose everything. So this just isn't a compatible fit." The Wal-Mart vice president responded with strategy and argument. Snapper is the sort of high-quality nameplate, like Levi Strauss, that Wal-Mart hopes can ultimately make it more Target-like. He suggested that Snapper find a lower-cost contract manufacturer. He suggested producing a separate, lesser-quality line with the Snapper nameplate just for Wal-Mart. Just like Levi did. "My response was, we would take a look at that," says Wier. "The reason I gave that response was, it was a legitimate question. In my own mind, I knew where I'd go with that"--no thanks--"but at that kind of meeting you at least have to be willing to say, I'll investigate." And that was it. "The tone at the end was, We're not going forward as a supplier." No lightning bolt struck. Except that Snapper instantly gave up almost 20% of its business. "But when we told the dealers that they would no longer find Snapper in Wal-Mart, they were very pleased with that decision. And I think we got most of that business back by winning the hearts of the dealers." Worth your time. Pay attention to the bit about the office furniture, that's pretty telling too. Posted: Wed - December 31, 2008 at 02:11 PM
|
Pagan Vigil
Pagan philosopher, libertarian, and part-time trouble maker, NeoWayland watches for threats to individual freedom or personal responsiblity. There's more to life than just black and white, using only extremes just increases the problems. My Thinking Blogger Nominees
Recent
Comments Search
Categories
Guest
Articles Interested in Pagan•Vigil hosting your articles? I'm always looking for tantalizing content that makes people think. Look here for details. E Pleb Neesta AdSense
Pagan Vigil assumes no responsibility for the advertisement content provided by Google, which is neither selected nor endorsed by NeoWayland.
NeoLinks
The News Right Now Radio Free Europe/Radio Liberty
Reason Magazine - Hit & Run Sunni Maravillosa and the Conspirators
Hammer of Truth Life, Liberty and the Pursuit of... Lady Liberty's Constitution Clearing House Law Enforcement Against Prohibition
no authority Center for a Stateless Society
Tammy Bruce.com Latino Issues: A Conservative Blog
The Nation
RealClimate
Papers, Please!
Letter from Hardscrabble Creek
You Are Not Alone A Big Idea from Eject! Eject! Eject! Fully Informed Jury Association World's Smallest Political Quiz Animated Introduction to the Philosophy of Liberty Institute for Liberty and Democracy
World of Ends 60 Second Refutation of Socialism, While Sitting at the Beach from Coyote Blog
World Religions - Religious Forums Ontario Consultants on Religious Tolerance
Who links to me? NeoBlogs
Books
Listmania - Liberty Basics
Legal
All Guest Articles are © copyright by their respective authors for the date given and subject to the specific restrictions and permissions as stated in that article entry. Guest Article restrictions and permissions are specific to each article and may not be applied to another Guest Article.
Views and opinions expressed in Guest Articles do not necessarily reflect those of NeoWayland. Content from other sources is quoted under the fair use laws of the United States with clear reference to the source material. Unless otherwise noted, all other content at :
www.paganvigil.com Additional Redirect/Frame pages may be found at these web addresses:
members.aol.com/ If your web browser does not show one of these addresses, then this page being used without permission of the author. The views expressed by NeoWayland are his own and do not represent any other enity. NeoWayland freely accepts individual and sole responsibility for his words and actions. XML/RSS Feeds
Statistics
|