Director General Bill Nicol must somehow negotiate a surprise ultimatum from Walmart, its largest customer, its largest and most profitable product line: "We have to drop." Among his hosiery, hosiery Kentucky Derby company produces and sells proprietary line of baby socks at Walmart expensive license from another manufacturer, be unconditional, multi-year lows in sales and a significant financial commitment in advance. Conclusion of long-term bank loans, the company gained its modern, high-speed machines for the production of the line. However, its Walmart contracts performed for only one year time. Without Walmart volume and profit by these branded socks for children, Kentucky Derby Hosiery Company faces financial difficulties. In general, dark environment of North American textile, Nicole reflects on the most promising negotiating strategy and tactics to save this product line. "Hide
by James K. Sebenius, Ellen Knebel Source: Harvard Business School 6 pages. Publication date: April 20, 2010. Prod. #: 910043-PDF-ENG
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