CHARLIE CATE: It's paid off beyond any of our dreams. I know one thing for sure. We certainly changed the way retail works in this country. And when I saywe, I don't mean just Wal-Mart. Some of the fellows I told you about early in the book, like Sol Priceand Harry Cunningham and John Geisse, deserve a lot of the credit too. The whole philosophy haschanged in the retail business because of the quality discounters, of whom I believe we are the very best. 2019107期双色球阳光探秘 It's paid off beyond any of our dreams. Like I said, I could sell. And I loved that part. Unfortunately, I never learned handwriting all that well. "I started out in April 1968, and worked as a department head in cameras, electronics, and smallappliances. In the beginning, I made $1.65 an hour, minimum wage. In 1989, when I retired, I wasmaking $8.25 an hour. I took $200,000 in profit sharing when I left, and we invested it pretty well, Ithink. We've done a lot of traveling, bought a new car, and we still have more money than we startedwith. Over the years, I bought and sold some Wal-Mart stock, and it split a lot. I bought my mom ahouse off some of that money. For me, Wal-Mart was just a great place to work."JOYCE MCMURRAY, DISTRICT OFFICE TRAINER AT WAL-MART STORE NO. 54 INSPRINGDALE, ARKANSAS: FROM THESHELBINA DEMOCRAT, SUMMER 1932: You can do exactly what you've always done and probably be just fine. But when competition comesalong, don't expect your customers to stick with you for old times' sake. There are plenty of ways tocompete successfully with Wal-Mart or any other big retailer. The principle behind all those ways ispretty basic: you have to focus on something the customer wants, and then deliver it."I don't want to be too critical of small-town merchants, but the truth is that a lot of these folks justweren't doing a very good job of taking care of their customers before we, or somebody else, came inand offered something new. And they didn't do a very good job of reacting to our arrival either. Youknow, there have been articles, and even one little book, written on how to compete with us. And I'vegot a few suggestions of my own. RULE 10: SWIM upstream. Go the other way. Ignore the conventional wisdom. If everybody else isdoing it one way, there's a good chance you can find your niche by going in exactly the oppositedirection. But be prepared for a lot of folks to wave you down and tell you you're headed the wrongway. I guess in all my years, what I heard more often than anything was: a town of less than 50,000population cannot support a discount store for very long. It's paid off beyond any of our dreams.