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64 AMIT J. SHAH AND MICHAEL L. MONAHANAT

History
No word better describes Wal-Mart than growth. In 1945, Sam Walton opened his first Ben
Franklin franchise in Newport, Arkansas. Living in rural Bentonville, Arkansas, at the
time, Walton, his wife Helen, and his brother Bud operated the nation’s most successful
Ben Franklin franchises. “We were a small chain,” said Walton of his 16-store operation.
“Things were running so smoothly [that] we even had time for our families.” What more
could a man want? A great deal, as it turned out.
Sam and Bud Walton could see that the variety store was gradually dying because
supermarkets and discounters were developing. Far from being secure, Walton knew that
he was under siege and decided to counterattack. He first tried to convince the people in
top management of Ben Franklin to enter discounting. After their refusal, Sam Walton
made a quick trip around the country in search of ideas. He then began opening his own
discount stores in small Arkansas towns like Bentonville and Rogers.
The company opened its first discount department store (Wal-Mart) in November
1962. The early stores had bare tile floors and pipe racks. Wal-Mart did not begin to
revamp its image significantly until the mid-1970s, and growth in the early years was slow.
However, once the company went public in 1970, sales began to increase rapidly. When it
initially went public, 100 shares of Wal-Mart stock would have cost $1,650. Now, those
100 shares are worth over $6 million.
Such retailers as Target, Venture, and Kmart provided the examples that Wal-Mart
sought to emulate in its growth. The old Wal-Mart store colors, dark blue and white (too
harsh), were dumped in favor of a three-tone combination of light beige, soft blue, and burnt
orange. Carpeting, which had long been discarded on apparel sales floors, was put back. New
racks were put into use that displayed the entire garment instead of only an outer edge.
Sam Walton died in 1992. Bud Walton died in 1995. Wal-Mart’s 1995 Annual Report
was dedicated to Bud. Sam Walton once said about Bud, “Of course, my number-one retail
partner has been my brother, Bud. Bud’s wise counsel and guidance kept us from many a
mistake. Often, Bud would advise taking a different direction or maybe changing the
timing. I soon learned to listen to him because he has exceptional judgment and a great
deal of common sense.”
In 2000, H. Lee Scott was named president and CEO of Wal-Mart. In February 2009,
Mike Duke became the new president and CEO when Scott retired from the position.
According to Duke, “Our Company is so well positioned for today’s difficult economy and
tomorrow’s changing world. We have an exceptionally strong management team, able to
execute our strategy, perform every single day, and deliver results.” Exhibit 4 shows
Wal-Mart’s organizational chart.

Divisions

Wal-Mart Stores
Most Wal-Mart stores are located in towns of 5,000 to 25,000. On occasion, smaller
stores are built in communities of less than 5,000. As indicated in Exhibit 3 for fiscal
2009, Wal-Mart, Inc. currently operates domestically 891 Wal-Mart discount stores,
2,612 Supercenters, 602 Sam’s Clubs, and 153 Neighborhood Markets. Most of
Wal-Mart’s $405.6 billion in fiscal 2009 sales came from Wal-Mart stores and
Supercenters. Exhibit 5 provides a breakdown of net sales per division, and Exhibit 6
provides other pertinent financial data per division. International sales accounted for
approximately 24.6 percent of total company sales in fiscal 2009. This is up from 9.13
percent in fiscal 2008. For fiscal 2009, Wal-Mart operated internationally in 13 coun-
tries and Puerto Rico, with 762 discount stores and 436 Supercenters.
In 2003, Wal-Mart grouped its smaller discount stores, such as the one in Bennington,
Vermont, into a new Hometown USA program. This strategy allows the company to give
special attention to customers in smaller markets in rural America. Hometown USA consists
of the stores are less than 50,000 square feet and are under one regional manager. The idea is
to enable these stores to develop locally and with a different mix from the large prototypes.
Although these stores represent Wal-Mart’s heritage, they had become lost in the shuffle as
the company opened 120,000- to 150,000-square-foot stores.