Lou Pritchett ：
Negotiating the P&G Relations hip with Wal-Mart
張芳雅 Fang ya
Aulia Annisa Izzati
Leni Nur Pratiwi
• Born in 1931.
• Joined P&G in 1953.
• President of the company in the Philippine s Responsible for the United States and North Am erica , Europe, Asia, South America , Australia , I ndia, and the Middle East .
• The was global experience with customers and suppliers that helped to bring about th e legendary multi-billion dollar partnership with Wal-Mark
The market context in the
Push-pull strategy • Push-pull strategy • Consumers to retailers and use it to argue for more vol
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And yet, every month, the sales people call on and want me to change my product mix…. Sam Walton
Internal and External Negoiations
The only contact between P&G and WalMart was sales reps from P&G and buyers from Wal-Mart.
Build on partnership built on trust and committed to a share vision 12
Mapping the Internal Strategy
•Defining the problems
• Focus on their own customer