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Scaling The Wal

Is Wal-Mart on your wish list? Here's how to do business with the nation's largest retailer.

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This story appears in the January 1998 issue of Entrepreneur. Subscribe »

It's the day every small manufacturer dreams of, works for and fantasizes about. Wal-Mart Stores Inc., the nation's largest retailer, has just agreed to carry your product. Welcome to Easy Street!

No, welcome to reality. "I thought I would become a millionaire," says Steve Kendall, whose Cutting Edge Opener System, a device that opens shrink-wrapped CDs, audiotapes and videotapes, is sold in Wal-Mart stores. "I didn't come anywhere close to that."

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