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Wallyworld specs out a certain amount of space for big nationally carried fishing products – Bomber, Storm, etc. They get the reps of these companies in a little room at their headquarters in Arkansas and then squeeze em' until they get the best price.
But for the stuff that is regionally specific, my understanding is that they hook up with a local distributor and give them so many square feet of fishing isle and let them fill it as they see fit. If the numbers don’t make it, they get a new distributor.
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