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New Rules for Business Success

In: Beyond Good Company

Author

Listed:
  • Bradley K. Googins
  • Philip H. Mirvis
  • Steven A. Rochlin

Abstract

We had our first inkling that something was up at Wal-Mart in May 2005 when a Unilever manager, responsible for its fish business, said that he was astonished by what happened during his just-completed visit to Bentonville, Arkansas, to “take orders”—in both senses of the term. The normal routine, as he described it, was to travel to Wal-Mart headquarters, struggle to get a parking spot, go through security, get a badge, and then wait on a bench to be “called.” Then you meet in a Spartan cubicle with a Wal-Mart rep, make your pitch, and more or less get told how much the world’s largest retailer and grocer will buy from you—and always at a lower price than last year—all in thirty minutes or less.

Suggested Citation

  • Bradley K. Googins & Philip H. Mirvis & Steven A. Rochlin, 2007. "New Rules for Business Success," Palgrave Macmillan Books, in: Beyond Good Company, chapter 4, pages 61-74, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-60998-3_5
    DOI: 10.1057/9780230609983_5
    as

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