During our latest 3-Minute Insights conversation, 8th & Walton’s Sean Presley outlined what sets proactive Walmart suppliers apart from reactive ones.
Lainie: What separates suppliers who actively engage with their Walmart replenishment partners from those who only reach out when there’s a problem?
Sean: I think proactive suppliers show up with insights, not just with issues. They are constantly reviewing POS forecasts and order forecasts and identifying risks early, rather than only when issues arise. The biggest thing is that they operate on a regular cadence and have that regular interaction, whether it is biweekly, bimonthly—just that consistent timeframe.
Reactive suppliers typically only engage when something breaks, and they are the ones asking, “How do I fix it?” versus bringing recommendations on things they can do to fix the issue. Lastly, those proactive suppliers have a general understanding of how Walmart and the order systems typically work.
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This allows for a better relationship because you are bringing things to the table versus just saying, “Here’s this issue—how do I fix it?” Often, this leads to further engagement. You become a trusted advisor versus what I refer to as a “pick, pack, ship” supplier.
In that transactional model, the only engagement you have is picking the orders, shipping them when you receive them, and that is really the last piece of it. In contrast, a trusted advisor can have ongoing conversations with the merchant and replenishment teams.
