Bollinger can speak with authority on the creative aspects of the WallPackett including the future product plans and potential of Disney character licensing given her background with them. With each of them concentrating on their areas of strength and knowing between them the high, medium and low levels of sales they can accept, the couple can more effectively manage their negotiation with Wal-Mart.

Half-Hour Session Recommendations

In the half-hour presentation to Wal-Mart buyers, the Bollingers must establish credibility quickly and differentiation of their product, the WallPockett. Mr. Bollingers' experience in the retail industry needs to be quickly summarized, as Mrs. Bollingers' expertise in creative design and merchandising with Disney. This immediately establishes credibility. Next, the product strategy needs to be introduced and the potential the WallPockett offers for bundling and gross margin enhancement for Wal-Mart needs to next be defined. Throughout the presentation of these strategies there needs to be...
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