Lou Pritchett P G FIX

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

5/12/15

M10322307
M10322310
M10322311
M10324054
M10324055

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
- thenewspaper productads. into the distribution ume • They ensure that the retailer had more of product than channel. of other competitors.
• Prevent from buying competitive brands
Pull - radio and television commercials would influence the end-using consumer to find out of the store .
5/12/15

3

Changing Market Dynamics

Pritchett was named Vice President for sales
Pritchett drew on his early years at P&G and international management experience with P&G in the Philippines this experience convinced him that P&G‘s internal ‘’Load ’em and Leave ‘em ‘’ needed to be replaced with retailersupplier partnerships
5/12/15

4

Changing Market Dynamics
Experience

1981

President of P&G’s Philippine operations

sales toilet soaps other companies ; 30%

P&G other companies
P&G ; 70%

(Camay and Safeguard)

studies showed that Philippine consumers preferred P&G toilet soaps than competing brands
5/12/15
5

Changing Market Dynamics
Experience
Pritchett discovered that the ‘’Load ’em and Leave
‘em ‘’strategy was alive
But the sales reps had loaded up to
30 weeks ' inventory in the supply chain

5/12/15

6

Changing Market Dynamics
Experience
Their toilet soaps lost their properties Equator

5/12/15

Pritchett called to stop selling to reduce