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What Walmart Execs Wished their Suppliers Knew

Love them or hate them, Walmart is the biggest fish in the biggest pond. Suppliers looking to have better dealings with Walmart should look to an article at Supply Chain Digest, which talks about what Walmart executives are really seeking. The hunt for legitimate incremental value is number one on their list, as there are many good ideas hovering around that do not really “move the needle,” as one exec puts it. Vendors also need to keep in mind that when they are pitching, they need to talk about what value will be created for the business, not just what great numbers it will generate for the supplier. A new feature must create value for the customer rather than just redirect volume from other suppliers to one vendor. As one of the executives says, “It’s not how much more you can sell, it’s how much more we can sell than we could have otherwise.”

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