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Its a case study presentation of the case of Richard Ivey School of Business
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THE SALES FORCE DILEMMA
BATTERY MARKET
2
SHAVING AND GROOMING PRODUCTS MARKET
Rotary Shavers
Foil Shavers
3
4
LAWN AND GARDEN MARKET
5
SPECIALITY PET SUPPLY MARKET
6
UNITED INDUSTRIES – HOME AND GARDEN
7
8
CONTD......
SCHULTZ
9
10
JUICEMAN
BREADMAN
11
12
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SALES FORCE DILEMMA
THE ISSUE
Rayovac and Remington
Nu-GroTetra/United Pet GroupSales Management
THE CURRENT SALES FORCE
14
15
SALES FORCE OPTIONS
SALES FORCE USED BY COMPETITORS
Separate Sales Force Merged Sales Force Distributors
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SPECTRUM BRANDS SALES DIVISION ORGANIZATIONAL CHART
Robert Falconi VP Sales & Marketing
8Rayovac/
RemingtonSales People
30 Nu-Gro
Sales People
Tetra/UPGDistributors
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RAYOVAC CORPORATION NET SALES BREAKDOWNEXHIBIT 1
Consolidated net Sales by Product Line(US$ millions)
2005 2004
Batteries 968 939
Lights 94 90
Shaving and grooming
271 272
Personal care 143 116
Lawn and Garden 447 N/A
Household Insect Control
150 N/A
Pet Products 286 N/A
Totals 2359 1417
Difference = US$ 942 millions
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RAYOVAC & REMINGTON
(US$ millions)
Rayovac Remington2004 2003 2004 2003
Net Sales 1029 922 388 N/A
Gross Profit
42.8% 38.1% 47.0% N/A
Operating Income
109 60 47 N/A
Net Income
39 15 17 N/A
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UNITED INDUSTRIES AND TETRA
North America(US$
millions)
United2005
Tetra2005
Net Sales from External Customers
787 96
Segment Profit 79 10
SP as % of Net Sales 10.0% 10.4%
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CURRENT OFFICIALS OF SPECTRUM BRANDS
DAVID LUMLEY : CEO & PRESIDENT – GLOBAL BATTERIES & PERSONAL CARE; PRESIDENT – HOME & GARDEN
TONEY GENITO : CHIEF FINANCIAL OFFICER
JOHN HEIL : PRESIDENT – GLOBAL PET SUPPLIES
RANDY LEWIS : VICE PRESIDENT – OPERATIONS, HOME & GARDEN
TERRY POLISTINA : PRESIDENT – SMALL APPLIANCES
Presented By: Shishir Sourabh M.B.A (Hons.)Lovely Professional University