Case | HBS Case Collection | September 2008

Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart

by James K. Sebenius and Ellen Knebel

Abstract

In April 2001, Newell Rubbermaid's incoming CEO Joe Galli tapped Steve Scheyer to become President of Newell Rubbermaid's soon-to-be-created Wal-Mart Division. Scheyer had to renegotiate a partnership with Wal-Mart--Rubbermaid's largest customer--that had grown acrimonious under Rubbermaid's previous management. This case details these challenging internal and external negotiations, together with supporting business changes, that Scheyer spearheaded to engineer a major turnaround in the supplier-retailer relationship.

Keywords: Customer Focus and Relationships; Distribution Channels; Partners and Partnerships; Negotiation Process;

Citation:

Sebenius, James K., and Ellen Knebel. "Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart." Harvard Business School Case 909-013, September 2008.