After more than 15 years working side by side with Wal-Mart buyers you tend to learn those little things that push them over the edge into the deep end so here they are:
1. Suggested retails ending in $x.99. Wal-Mart does not ever end their prices in $x.99; that would be their rival K-Mart! Which reminds of me of a buyer Wal-Mart hired from K-Mart; the first promotion he bought retailed at .99!!! If you present these retail endings the buyer will abruptly know that you have done little investigate concerning their firm and your hereafter performance will probably be just as weak.
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2. Talking down your competitors. First off, if your competitor is a current Wal-Mart victualer then the possibility that the buyer you are presenting to set them up is pretty good and no one wants to be told they made a lousy choice. Talking down also indicated to they buyer that your product/company must not be very good if your main points are how bad your competitor is instead of how good you are. Spend your time talking about what makes your product/company great than anything on the store today for their consumers.
3. Poor transportation skills. There is a fine balance with each buyer and his or her assistant in regards to communication. Over communication, under communication, type of transportation and source of transportation can all cause discontentment for the buying team. Ask upfront how and who you should characterize issues with, save non-urgent issues for a single transportation which can be done weekly or bi-weekly depending on the size of your firm with that buyer. Know the reserve staff so that you can go directly to them concerning issues relevant to their roles on the team, filling the buyer in while a scheduled meeting, call or email.
4. Excuses. Your first concern when addressing an issue is how best to take care of the customer; before calling the buyer have unblemished details of the issue and options that your firm has understanding through as inherent solutions. This needs to be done quickly; you do not want the buyer to learn of any issues from man other than you! Leave the excuses on the cutting room floor; the buyer is only curious in detailed facts and solutions.
5. Laziness. For buyers and suppliers there are many events, which will want corporeal labor. Setting up modulars at the layout room or at key Wal-Mart meetings is just part of the job. Buyers learn very swiftly who they can count on to show up and make things happen; they are seeing for suppliers who can make this part of their job as quick and painless as possible. So, if invited to help out while one of these labor intense sessions take it as a compliment and opportunity. Get in there and get dirty, do not be caught conversing or checking out competitors products or taking a break. One of the most thriving salesmen I know spends the majority of his time at the layout room sweeping the floors, unpacking boxes and setting modulars which have none of his products on them; the buyers trust him and he is there if they have any questions even those concerning his competitors. By the way buyers do purposefully leave lazy suppliers off their request list!
6. Pushy. Buyers expect sales reps to be passionate about their stock and want to make the sale but those who don't know when sufficient is sufficient drive buyers crazy. Because each buyer is different, a sale rep needs to be socially intelligent; knowing when a buyer has had sufficient is prominent if you want to be invited back. It is also prominent to note that if you are talking too much the buyer will not have a chance to talk and if you are a good listener you want the buyer to talk because you can pick on some key statements which will heighten your success the next time.
on Bing Wal-Mart Buyer Turnoffs
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