AGENDA

Strategies of the World’s Largest Company
Tools You Can Use to Compete & Thrive©

A Master Class presented by Michael Bergdahl
International Speaker / Author / Wal-Mart Competition Authority

Picking Wal-Mart’s P.O.C.K.E.T.S. - The 7 Strategies of “The Wal-Mart Way”

Based on his first book, What I learned from Sam Walton, Michael Bergdahl will discuss “The Wal-Mart Way” through a discussion of the 7 key strategies of Wal-Mart. Bergdahl will follow the acronym, “POCKETS” which stands for Price, Operations, Culture, Key Item Promotion, Expenses, Talent and Service. He will explain the key to each of Wal-Mart’s Strategies and its Best Practices that have made it the World’s Largest Company. He will discuss Strategies that audience members can take from “The Wal-Mart Way” to make their businesses even more successful.

8:00 am	Registration
8:30 am	Welcome and Introduction of Michael Bergdahl     P.O.C.K.E.T.S. Agenda   Definition/Explanation of POCKETS Niche Strategy The Seven Strategies of Wal-Mart – The World’s Largest Company Global Expansion Plans Media Scrutiny of the Most Admired Company 2003 & 2004 Price Strategy   How did Wal-Mart turn its pricing strategy into such a powerful competitive advantage?   Sam Walton’s Discounting Principle - Appeal of Low Prices around the world Every Day Low Prices Price Rollbacks Special Buy Merchandise Predatory Pricing Low price strategy driven by high volume inventory turnover Manufacturing in China & Asia critical to low price profitability Shopping Cart Comparisons Wal-Mart passes expense savings along to the customer via lower prices Pricing Tools for You Operations Strategy   What makes Wal-Mart’s store operations so unique?   Big Facts behind the Wal-Mart Success Story The History of Wal-Mart Global Presence Types/Number of Stores and Distribution Centers Supply Chain Driven Company, in-stock, RFID Technology / Cross Docking / Spoke and Hub Distribution / No Traditional Warehouses Benchmarking Best Practices Operational Excellence Standards - High expectations are the key to everything Continuous Learning / Continuous Improvement / Flow Charting Processes Operations Tools for You
10:00 am	Morning Break
10:30 am	“The Wal-Mart Way” – 7 Strategies of the World’s Largest Company Continued     Culture Strategy   How did Sam Walton turn Wal-Mart’s employees into a key ingredient of the company’s success?   Profit Sharing is the fuel that drives the Wal-Mart engine Sam Walton was a servant leader Golden Rule Values The Sam Walton Way is The Wal-Mart Way Sam Walton’s 3 Values Entrepreneurial Spirit / Work Ethic Empowering people by pushing decision making downward Embraced Change / Risk-taking Reinforce company standards using folklore and storytelling Culture Tools for You Class Exercise Questions & Answers
12:00 pm	Lunch
13:00 pm	“The Wal-Mart Way” – 7 Strategies of the World’s Largest Company Continued:     Key Item Promotion / Product Strategy   What is the secret to Sam Walton’s strategy for selecting products for Wal-Mart’s stores   Everyone is a merchant regardless of job function Volume Producing Item program to reinforce merchant skills Execution of product promotions Outside / in approach to selecting products and services Vendor Partnerships – Vendorville 3 types of Wal-Mart Suppliers - negotiating to supply Wal-Mart Automated Replenishment – just-in-time Inventory Store Wars – Wal-Mart battles retailers horizontally and suppliers vertically Innovation versus imitation Key Item Promotion / Product Tools for You Expense Strategy   How important is expense control to Wal-Mart’s overall strategy?   Wal-Mart Low Profitability Model Low prices are a result of constantly reducing costs – passing savings along to customers Suppliers are pressured to improve their efficiency and lower costs Management accountability - Sales / Payroll / Shrinkage Culturally engrained expense control teaches employees to monitor expenditures At Wal-Mart as sales volume rises expense as a percentage continuously falls Each day work schedules are adjusted to reflect sales volume shortfalls Wal-Mart’s executives lead expense control by their own example Customer greeters are at every front door to greet and monitor theft Expense Tools for You
14:30 pm	Afternoon Break
15:00 pm	“The Wal-Mart Way” – 7 Strategies of the World’s Largest Company Continued:     Talent Strategy   How does Wal-Mart get 2 million employees to execute its aggressive strategies?   Setting aggressive goals with input from the entire team Hire for attitude and teach the necessary skills Performance Discrepancy – Dealing with non-performers Promotion from Within before people are ready Cross-functional movement of people Average people and above average performance Typical store staffing model Staffing Diversity 11 Core Leadership Competencies Talent Tools for You Service Strategy   What is the importance of customers and customers service according to Sam Walton?   The customer is the boss One stop shopping – replicate the “High Street” under one roof One agenda – the customer Drop everything to serve customers 10 foot rule / Sundown Rule Internal customer service / External customer service Customer segmentation strategy Saturday Morning Meetings / Wal-Mart Cheer Service Desk in the front of store – 100% product guarantee / Wal-Mart museum Service Tools for You
16:45 pm	Q & A. Informal Reception, photo session, Book Signing, interviews.

For more information on this Master Class please contact us.

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