How to deal with Wal-Mart's procurement

Hey? More than 20 cities have opened 342 shopping malls. Therefore, no supplier can refuse the temptation of Wal-Mart contract. However, many powerful well-known enterprises have repeatedly hit a wall in front of Wal-Mart, mainly because they don't know much about Wal-Mart's procurement principles and processes. In the face of Wal-Mart, which is famous for being harsh on suppliers, the negotiation is meaningless and the result is naturally futile. So, how can we become a supplier of Wal-Mart? 1. Who does Walmart deal with? Before dealing with Wal-Mart, you must first recognize your identity. This is very important. Enterprises wishing to become Wal-Mart suppliers can basically be divided into two categories: manufacturers and traders. Judging from Wal-Mart's consistent style, he prefers to deal directly with manufacturers, because traders have their own profit requirements, which will inevitably lead to an increase in procurement costs, thus violating its purpose of providing consumers with the lowest price goods. However, in view of the underdeveloped logistics industry in China and the limited development of Wal-Mart in China, Wal-Mart will also extend an olive branch to traders in China. However, there is a premise for the cooperation between traders and Wal-Mart, that is, the trading company should add its own value to the products instead of adding its own cost to the products. It is not feasible to simply do the trade difference. What traders need is to provide value-added services. For manufacturers, it is more necessary to weigh their own strength. Wal-Mart's requirements for suppliers are almost harsh, which is not just a matter of quality. Wal-Mart's inspection of suppliers is very comprehensive: Does the enterprise buy endowment insurance for employees? Are fire-fighting facilities complete? Do workers have a place to drink water? What's the environment like in the canteen? Is the toilet clean? Wait a minute. These factors may be the reasons why Wal-Mart refused to purchase, and some of them are obviously beyond the tolerance of ordinary small enterprises in China. In fact, up to now, Wal-Mart's purchases in China are mostly Hong Kong-funded enterprises and joint ventures. So if the enterprise is too small and its management ability is not enough, don't join in the fun and waste time and energy. In addition, a special group appeared at Wal-Mart's procurement meeting, that is, local government workers, who hope to use the credibility of the government to obtain orders for the enterprises under their jurisdiction. This method does not apply to Wal-Mart at all. Wal-Mart believes that the emergence of government departments will only make procurement inefficient and even distort information, and generally will not deal with it. Second, what kind of goods does Wal-Mart need? To understand what kind of goods Wal-Mart needs, we must first understand the differences between Wal-Mart Shopping Plaza and Sam member stores in purchasing mode and customer base, which is helpful for suppliers to have a targeted view according to Wal-Mart's needs. Wal-Mart Shopping Plaza focuses on providing "one-stop shopping" for the general public: bread cooked food, fresh fruits and vegetables, frozen food, tobacco and alcohol gifts, clothing and accessories, beauty cosmetics, books and stationery are all mass goods with high quality and low price. Wal-Mart has four inspection criteria for goods, that is, whether the supplier's products will improve Wal-Mart's quality, raise its price, increase its value and enrich its types. In addition, how to package products is also a very important issue for successful suppliers. There is also a situation that Wal-Mart likes best, that is, the goods specially produced for Wal-Mart, including the supplier's own brand name, are only sold and labeled in Wal-Mart. At present, Wal-Mart's own brand accounts for 20% ~ 25% of the total merchandise. Suppliers can cater to the needs of Wal-Mart according to their own actual situation, thus winning large-scale supply contracts. Many powerful suppliers find that although their products are household names in China, Wal-Mart is totally uninterested. The main reason for this situation is the lack of research on products demanded in foreign markets. In addition to domestic sales, more products purchased internationally may face foreign markets. However, due to the lack of research on suppliers' demand for foreign goods, despite great efforts, they often return empty-handed because of lack of pertinence.