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More About This Title What I Learned From Sam Walton: How To Compete and Thrive in a Wal-Mart World
"Michael Bergdahl's book presents unique insights into the staggering international success of Wal-Mart. Throughout the pages of this book, you can almost hear Sam Walton himself coaching and inspiring his legion of employees to greatness."
-Tracy Mullin, President and CEO, National Retail Federation
"Retailers, non-retailers, manufacturers, and suppliers will enjoy Bergdahl's insights into Wal-Mart's service culture and its leadership icon, Sam Walton."
-Roger J. Dow, Senior Vice President Global and Field SalesMarriott International, Inc.
Bergdahl outlines his competitive strategy with the acronym P.O.C.K.E.T.S.
P-Price: Don't try to compete on price; differentiate your product selection.
O-Operations: Break the retail "ready, shoot, aim" tactical orientation bydeveloping an actual strategy to compete.
C-Culture: Build a can-do culture with a strong sense of urgency. Communicate your values and beliefs over and over again to your employees.
K-Key Item Promotion/Product: Determine who you are and uniformly communicate your brand message to your entire team.
E-Expenses: Become obsessed about controlling costs.
T-Talent: Recruit constantly and hire people who have both experience and high potential.
S-Service: Never take your customer for granted. Empower your employees to make decisions involving customer concerns.
Introduction Picking Wal-Mart’s POCKETS—Strategies and Tactics I Learned From Sam Walton 1
Chapter 1 Pricing Strategies and Tactics 15
Chapter 2 Operational Strategies and Tactics 39
Chapter 3 Cultural Strategies and Tactics 61
Chapter 4 Key Item/Product Strategies and Tactics 87
Chapter 5 Expense Control Strategies and Tactics 113
Chapter 6 Talent Strategies and Tactics 131
Chapter 7 Service Strategies and Tactics 163
Appendix Competitive Business Strategies and Tactics; Self-Assessment to Help You Evaluate Your Ability to Compete and Survive Against Wal-Mart 199
About the Author 225