Lou Pritchett P G FIX

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Lou Pritchett :
Negotiating the P&G Relations hip with Wal-Mart
指導教授:鍾從定老師

5/12/15

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游涵捷 Joan
廖東睿 Allen
張芳雅 Fang ya
Aulia Annisa Izzati
1
Leni Nur Pratiwi

Pritchett’s Background
• 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
5/12/15

2

The market context in the
1980s
Push-pull strategy • Push-pull strategy • Consumers to retailers and use it to argue for more vol
Push, more
-
…show more content…
And yet, every month, the sales people call on and want me to change my product mix…. Sam Walton
5/12/15

11

Internal and External Negoiations
Realize that:
The only contact between P&G and WalMart was sales reps from P&G and buyers from Wal-Mart.

Lou Pritchett

5/12/15

Solve:
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

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