“The Wal-Mart Way”

Strategies & Tactics of the World’s Largest Company

30th March, 2010 Berjaya Times Square Hotel, Kuala Lumpur

A Master Class Presented by Michael Bergdahl

Author, International Speaker & Wal-Mart Authority
“The Wal-Mart Way” also known as the “Picking Wal-Mart’s P.O.C.K.E.T.S.” is based on Michael
Bergdahl’s first book, What I learned from Sam Walton. He will discuss “The Wal-Mart Way” through
the 7 key strategies of Wal-Mart. Bergdahl will follow the acronym, “POCKETS” which stands for Price,
Operations, Culture, Key Item Promotion, Expenses, Talent and Service. He will explain the key
to each of Wal-Mart’s Strategies and its Best Practices that have made it the World’s Largest
Company. He will discuss Strategies that audience members can take from “The Wal-Mart Way” to make
their businesses even more successful.

Michael Bergdahl's first hand experiences at Wal-Mart’s along with his personal stories of working
with and around Wal-Mart company founder, Sam Walton, provides insights into the company’s
operations that only a former insider can provide. His discussion of Wal-Mart’s methods of operation is
enhanced by his background working on the supplier side at Frito-Lay, and as a business turnaround
expert.

LSW International in support of AIM Inlines is proud to present Michael Bergdahl, the author of
What I Learned from Sam Walton & The 10 Rules of Sam Walton, to the Malaysian audience for
the very first time.

In this one-day Master Class, Michael Bergdahl will discuss the Strategies,
Tactics, and Best Practices of The Wal-Mart Way, using stories and observations only
an insider could provide. He will explain actionable ideas you can take away to make
your business more competitive.

This is your once in a lifetime opportunity to meet personally with Michael

Bergdahl & learn the key tools of The Wal-Mart Way directly from the author of the
internationally acclaimed book, What I Learned from Sam Walton. Not only will
you have the opportunity to meet, and ask questions of Michael Bergdahl, but you’ll
also get the chance to learn the success secrets of the World’s Largest Company.
The exciting news is that “The Wal-Mart Way” and Sam Walton’s Best Practices can
be replicated to make your business more successful, and the skills you will learn are transferable to your
leadership team!

KEY ATTENDANCE: COMPANY DIRECTORS, ALL C-LEVELS &

SENIOR MANAGEMENT PERSONNEL

LSW INTERNATIONAL SDN. BHD. (761055-K)

623, Block B, Mentari Business Park, Jalan PJS 8/5, Bandar Sunway,
46150 Petaling Jaya, Selangor Darul Ehsan, Malaysia.
Tel. : +603 5637 2379 Fax.: +6 03 5637 0366 E-mail: info@lswinternational.com
 Agenda
Strategies of the World’s Largest Company
Tools You Can Use to Compete & Thrive©
A Master Class presented by Michael Bergdahl
International Speaker / Author / Wal-Mart Competition Authority

Picking Wal-Mart’s P.O.C.K.E.T.S. - The 7 Strategies of “The Wal-Mart Way”

Michael Bergdahl will follow the acronym, “POCKETS” which stands for Price, Operations, Culture, Key
Item Promotion, Expenses, Talent and Service.

8:00 Registration 10:00 Morning Break

8:30 – Welcome and Introduction of Michael Bergdahl 10:30 - “The Wal-Mart Way” – 7 Strategies of the World’s
Largest Company Continued
• P.O.C.K.E.T.S. Agenda
ο Definition/Explanation of POCKETS Niche Strategy • Culture Strategy - How did Sam Walton turn Wal-
Mart’s employees into a key ingredient of the company’s
ο The Seven Strategies of Wal-Mart – The World’s Largest success?
Company
ο Profit Sharing is the fuel that drives the Wal-Mart engine
ο Global Expansion Plans
ο Sam Walton was a servant leader
ο Media Scrutiny of the Most Admired Company 2003 & 2004
ο Golden Rule Values
• Price Strategy - How did Wal-Mart turn its pricing ο The Sam Walton Way is The Wal-Mart Way
strategy into such a powerful competitive advantage? ο Sam Walton’s 3 Values
ο Sam Walton’s Discounting Principle - Appeal of Low Prices ο Entrepreneurial Spirit / Work Ethic
around the world ο Empowering people by pushing decision making
ο Every Day Low Prices downward
ο Price Rollbacks ο Embraced Change / Risk-taking
ο Special Buy Merchandise ο Reinforce company standards using folklore and
ο Predatory Pricing storytelling
ο Low price strategy driven by high volume inventory turnover ο Culture Tools for You
ο Manufacturing in China & Asia critical to low price • Class Exercise
profitability
ο Shopping Cart Comparisons • Questions & Answers
ο Wal-Mart passes expense savings along to the customer via
lower prices 12:00 – 1:00 - Lunch
ο Pricing Tools for You 01:00 - “The Wal-Mart Way” – 7 Strategies of the World’s
Largest Company Continued:
• Operations Strategy - What makes Wal-Mart’s store opera- • Key Item Promotion / Product Strategy - What is the
tions so unique? secret to Sam Walton’s strategy for selecting products for
Wal-Mart’s stores
ο Big Facts behind the Wal-Mart Success Story
ο Everyone is a merchant regardless of job function
ο The History of Wal-Mart
ο Volume Producing Item program to reinforce merchant
ο Global Presence skills
ο Types/Number of Stores and Distribution Centers ο Execution of product promotions
ο Supply Chain Driven Company, in-stock, RFID ο Outside / in approach to selecting products and services
ο Technology / Cross Docking / Spoke and Hub Distribution / ο Vendor Partnerships – Vendorville
No Traditional Warehouses
ο 3 types of Wal-Mart Suppliers - negotiating to supply
ο Benchmarking Best Practices Wal-Mart
ο Operational Excellence Standards - High expectations are the ο Automated Replenishment – just-in-time Inventory
key to everything
ο Store Wars – Wal-Mart battles retailers horizontally and
ο Continuous Learning / Continuous Improvement / Flow suppliers vertically
Charting Processes
ο Innovation versus imitation
ο Operations Tools for You
ο Key Item Promotion / Product Tools for You
 Agenda
Strategies of the World’s Largest Company
Tools You Can Use to Compete & Thrive©
A Master Class presented by Michael Bergdahl
International Speaker / Author / Wal-Mart Competition Authority

• Expense Strategy - How important is expense control
to Wal-Mart’s overall strategy?
ο Wal-Mart Low Profitability Model
ο Low prices are a result of constantly reducing costs –
passing savings along to customers
ο Suppliers are pressured to improve their efficiency and
lower costs
ο Management accountability - Sales / Payroll / Shrinkage
ο Culturally engrained expense control teaches employees
to monitor expenditures
ο At Wal-Mart as sales volume rises expense as a
percentage continuously falls
ο Each day work schedules are adjusted to reflect sales
volume shortfalls
ο Wal-Mart’s executives lead expense control by their own
example
ο Customer greeters are at every front door to greet and
monitor theft
ο Expense Tools for You
• Service Strategy - What is the importance of
customers and customers service according to Sam
Walton?
ο The customer is the boss
ο One stop shopping – replicate the “High Street”
under one roof
ο One agenda – the customer
ο Drop everything to serve customers
ο 10 foot rule / Sundown Rule
ο Internal customer service / External customer service
ο Customer segmentation strategy
ο Saturday Morning Meetings / Wal-Mart Cheer
ο Service Desk in the front of store – 100% product
guarantee / Wal-Mart museum
ο Service Tools for You
04:45 Q & A. Informal Reception, photo
session, Book Signing and Interviews.

02:30 – Afternoon Break

03:00 - “The Wal-Mart Way” – 7 Strategies of the

World’s Largest Company Continued:
• Talent Strategy - How does Wal-Mart get 2 million
employees to execute its aggressive strategies?
ο Setting aggressive goals with input from the entire team
ο Hire for attitude and teach the necessary skills
ο Performance Discrepancy – Dealing with non-performers
ο Promotion from Within before people are ready
ο Cross-functional movement of people
ο Average people and above average performance
ο Typical store staffing model
ο Staffing Diversity
ο 11 Core Leadership Competencies
ο Talent Tools for You
 Michael Bergdahl Background: Michael Bergdahl is a professional
international business speaker, author and turnaround specialist. Bergdahl
worked in Bentonville, Arkansas for Wal-Mart, as the Director of “People” for
the headquarters office, where he worked directly with Wal-Mart’s founder
Sam Walton. It was Sam Walton who gave Bergdahl the nickname, “Bird
Dawg!” Previous to Wal-Mart he worked in the FMCG Industry for PepsiCo’s
Frito-Lay Division in the sales organization and headquarters HR staff
assignments. Bergdahl has 26 years of Human Resources experience. He’s
an experienced turnaround specialist who has participated in two successful
business turnarounds. (American Eagle Outfitters, VPHR & Waste
Management RVP HR). Bergdahl is a graduate of Penn State University with
a degree in Behavioral Sciences. He earned a Senior Professional in Human
Resources (SPHR) certification from the Society for Human Resources
Management.

Wal-Mart Competition Authority: Michael Bergdahl is considered an authority on Wal-Mart

Competition. He has appeared on CNN, CNBC, CNN FN, MSNBC, CNN International, Univision, CBS
National Radio and Bloomberg TV. He has participated in internationally televised news debates on
“Power Lunch”, “On the Money”, “Morning Call”, and “Closing Bell”. Articles written by him, and articles
written by others about him and his books, have appeared in business newspapers and magazines
around the world.

His Books: He wrote his first book about “The Strategies of the World’s Largest Company”, entitled:
What I Learned from Sam Walton: How to Compete and Thrive in a Wal-Mart World. His
second book is written about “The Tactics of the World’s Richest Man”, entitled, The 10 Rules of Sam
Walton: Success Secrets for Remarkable Results. Note: Rob Walton, the current Chairman of
the Board of Wal-Mart and son of Sam Walton, wrote the Foreword for “The 10 Rules of Sam Walton”
book. Both of these books were published and distributed internationally by John Wiley & Sons.
Translated versions of his books are available in Russian, Thai, Indonesian, Korean, Simplified Chinese,
Traditional Chinese, Vietnamese, and Spanish.

Professional International Speaker: Michael Bergdahl is a professional international business

speaker with substance, who is one part business, one part inspiration and one part storyteller. He has
spoken professionally in cities on six continents including: * Brisbane, Australia * Beijing, China *
Melbourne, Australia * Vancouver, British Columbia * Toronto, Ontario * Mont Tremblant, Quebec
*Caracas, Venezuela * Bogotá, Colombia * Panama City, Panama * Cologne, Germany * Istanbul,
Turkey * Malaga, Spain * Moscow, Russia * Port Douglas, Australia * Santiago, Chile * Durban, South
Africa * Kiev, Ukraine * Valladolid, Spain * and across the USA *.

His Program: “The Wal-Mart Way” - Based on his first book, What I learned from Sam Walton,
Michael Bergdahl will discuss “The Wal-Mart Way” through a discussion of the 7 key strategies of
Wal-Mart. Bergdahl will follow the acronym, “POCKETS” which stands for Price, Operations, Culture,
Key Item Promotion, Expenses, Talent and Service. He will explain the key to each of Wal-Mart’s Best
Practices, that have made it the World’s Largest Company. He will discuss Strategies and Tactics that
audience members can take from “The Wal-Mart Way” to make their businesses even more successful.
Audience members will learn the Tactics of “The World’s Richest Man”, Sam Walton”, and the Strategies
of Wal-Mart, “The World’s Largest Company.”
LSW International in partnership with AIM Inlines will be bringing Michael Bergdahl for the
very first time to Kuala Lumpur on 30th of March, 2010 @ The Berjaya Times Square Hotel!!!
 30th March, 2010 Berjaya Times Square Hotel, Kuala Lumpur
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Registration Fee & Special Offer

Early Bird
RM 1, 250
Till 28th of Feb., 2010
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st RM 1, 500
As of 1 of March, 2010
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