- Tom Coughlin, executive vice-president

JOHN GRESS/REUTERS

A WORKER IN a Walmart Express store in Chicago.

"At Walmart, we make dust. Our competitors eat dust."

- Tom Coughlin, executive vice-president
for operations, Walmart, Walmart Today,
October 1996.

WHEN Walmart opened its first supercentre in 1988 in Washington, Missouri, the company supersized its own operations. Founded in 1962 in Bentonville, Arkansas, by Sam Walton, the business grew exponentially in the United States, in the south, then into the west and eventually across the country. Walton took advantage of a business opportunity – the lack of reliable and well-stocked retail outfits in the south. He grasped the opportunity provided by the economies of scale: bulk buying of goods stored in large warehouses allowed Walton to bargain for lower prices from producers, and efficient distribution to his own stores allowed what would become Walmart to stock and sell vast amounts of lower priced goods.

To display these goods, Walton decided to turn warehouses into stores. The average size of the normal Walmart store was a hundred thousand square feet (9,290 square metres) – this was vastly bigger than the “mom and pop”, or owner-run, grocery, hardware and haberdashery stores that took up at most 15,000 sq ft (1,393.5 sq m). Walmart dwarfed these older stores. The supercentre overshadowed the normal Walmart store: it doubled the store area to 200,000 sq ft, or 18,580.6 sq m (the largest supercentre, taking up 260,000 sq ft (24,154.8 sq m), is at Crossgate Commons, New York). Size is one of the essential elements of Walmart. But how was Walmart able to grow so large, and so fast? How could a regional shop begin to dominate the retail industry in the U.S. within the short span of two decades?

Two dynamics were essential to Walmart's success. The first was an obsessive regard to the new information technology and to the new forms of transportation. Computers linked producers in parts of the world with the cheapest wages to the Walmart headquarters in Bentonville, which was in turn linked to every Walmart store. Minute price fluctuations allowed the Walmart buyers in Bentonville to drive down procurement prices. Demand for certain goods at particular stores was immediately registered at the headquarters, which would hastily order products from the tentacular supply chain. Containerisation of ships allowed products to be moved quickly onto and off them, with the containers able to be placed by cranes directly onto flatbed trucks or rail wagons. There was virtually no time taken for loading and unloading. These technological inputs allowed Walmart to dominate the production and sales system – with incredible control over information, something that was far beyond the capacity of small non-chain stores.

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- Tom Coughlin, executive vice-president
- Tom Coughlin, executive vice-president

Alongside these general problems for union building was the special problem of unionisation in the discount retail store. Reliance upon technology that centralises information and decision-making to the Bentonville headquarters means that local



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