Walmart International
Doing Business in Bentonville
11/18/15
Rachel Marler, VP International
Supplier Management/Global Leverage
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Supplier Tips & Expectations
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Walmart International - Supplier Management
Tips for working with Walmart International
Your company, markets and customer
Partnering with Walmart

Gain internal support from your company

Join the Walmart International resource groups
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Obtain specific customer insights for the markets

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Network with non competing suppliers that have
worked in our markets
Dedicated 1-2 people for Walmart International for
analysis and sales

Focus on markets where Walmart has business

Updates don’t need to include other markets
unless there is a big idea we can learn

Start with Global Exports if don’t have
manufacturing plants yet

Consider eCommerce in your plans
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Walmart International - Supplier Management
Prep before Walmart meeting
Overview
 Propose Agenda
 Persons attending meeting (Name and Title)
Strategic Context
 Global business strategy
 Ecommerce current business status and strategy
 Strategic focus countries
 Current countries company has business in
 Brands sold by country (also list if you supply private brands)
Key Performance Indicators
 Sales by category by country
 % share of business by category by country
 Profit by category by country (if done in Walmart)
 Fill rate by category by country
 In stock % by category by country
 In country support team’s org chart
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Walmart International - Supplier Management
Global Suppliers’ Rules of Engagement for partnering with Walmart
EDLC
Supply Chain Excellence
 Core to Walmart Global Strategy
 Acquisition cost should be lowest net
costing available in market
 Margin is keeping pace with sales and
volume
 Metrics should be established to track in
market
 Replenishment objective of 98.5% fill
rates
 Efficient on time delivery
 Days on hand less than payment
terms
 Inventory growing at half the rate of
sales
 Innovative ECR / Supply Chain work
Winning with Innovation
Focus on the Shopper
 Walmart provided opportunity to be 1st
to market on new it
 Exclusive programs (e.g. Global Baby)
 Meaningful differentiation
 Collaboration on market strategy and
knowledge for shopper engagement


Marketing Programs and Events
Dept. Layout/design reviews
 Omni channel planning and
participation
Dedicated Sales Team
 Dedicated Sales Team with best talent in market
 Commitment to sharing of best Global practices
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Walmart International - Supplier Management
Category Management
 Category Managers partners provide
unbiased customer view, strategic
category growth ideas, fire wall to
sales team
 Commitment to Walmart modulars
 Respect store by store modulars and
assist in execution
Global Supplier Responsibility
 Respect & Protect Walmart’s
Confidential Information
 Respect stringent Walmart policy on anti
corruption, gratuities, etc.
 High corporate standard for responsible
Global Sourcing is enforced in all
markets
Global Scorecard
 Each market will establish and track Global Performance
metrics
Key Resources
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Walmart International - Supplier Management
International RLUG and ISCB
• A diverse group dedicated to define,
communicate, and share the changing needs of
the retail community with their membership,
Walmart and Sam’s Club.
•
•
• International (Subgroup) - Provide a
knowledge sharing environment for suppliers
involved in international sales to Walmart.
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–
–
Key objectives: staying informed of international
initiatives & supplier requirements and sharing best
practices.
Meetings: Bi-Monthly
Co- Leaders:
• Stefanie Reynolds – Unilever
(stefanie.reynolds@unilever.com)
• Roxana Canjura – Campbell’s
• Website: http://www.nwarlug.org
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Walmart International - Supplier Management
•
Their mission is to act as one collaborative
group of suppliers with Walmart
International.
Working as one to drive operational
efficiency, improve ways of working and act
as a first point of contact for suppliers to
share learnings & best practices, as well as,
to build a sustainable center of excellence.
Co-Leaders:
•
Bill Wilson – Coca Cola
(biwilson@coca-cola.com)
•
Julie Brogan – Diageo
(Julie.Brogan@diageo.com)
•
Denis Bustamante – Nestle
(denis.bustamante@us.nestle.com)
USX and Sam’s Club International
Focus on enabling product buying
and movement from US to the
international markets (across all
suppliers and brands)
Supplier Management
Donald.ogrady@walmart.com
General Merchandise
Bob.beck@walmart.com
Consumables
Maria.mendez6@walmart.com
Dry food, Beverages and Adult
Beverages
Christopher.mcspadden@walmart.com
Fresh
Tracy.chen@walmart.com
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Walmart International - Supplier Management
Focus on Leverage and Brand consistency.
They support the overall strategy, business
planning and selection of items for Sam’s
Club International. The team ia embedded
with the US merchants and support all
markets.
Consumables
Debora.mathews@walmart.com
General Merchandise
Eumir.granillo@walmart.com
Dry Grocery and Beverages
Stephen.koehler@samsclub.com
Fresh, Freezer and Cooler
Katie.hernandez@walmart.com
corporate.walmart.com
• Corporate & Financial Facts
•
Quarterly earnings results and
Annual Reports
• Our Locations
•
•
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Interactive Map & Quick Facts
Social, environmental and company
initiatives
Walmart International - Supplier Management
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Walmart International - Supplier Management