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Spectrum brands: The Sales Force Dilemma
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Spectrum brands: The Sales Force Dilemma

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  • 1. THE SALES FORCE DILEMMA
  • 2. BATTERY MARKET 2
  • 3. SHAVING AND GROOMING PRODUCTS MARKET Rotary Shavers Foil Shavers 3
  • 4. LAWN AND GARDEN MARKET 4
  • 5. SPECIALITY PET SUPPLY MARKET 5
  • 6. 6
  • 7. UNITED INDUSTRIES – HOME AND GARDEN 7
  • 8. CONTD...... SCHULTZ 8
  • 9. 9
  • 10. JUICEMAN BREADMAN 10
  • 11. 11
  • 12. 12
  • 13. 13
  • 14. SALES FORCE DILEMMA  THE ISSUE  Rayovac and Remington  Nu-Gro  Tetra/United Pet Group  Sales Management  THE CURRENT SALES FORCE 14
  • 15.  SALES FORCE OPTIONS  SALES FORCE USED BY COMPETITORS  Separate Sales Force  Merged Sales Force  Distributors 15
  • 16. SPECTRUM BRANDS SALES DIVISION ORGANIZATIONAL CHART Robert Falconi VP Sales & Marketing 8 Rayovac/Reming ton Sales People 30 Nu-Gro Sales People Tetra/UPG Distributors 16
  • 17. RAYOVAC CORPORATION NET SALES BREAKDOWN EXHIBIT 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 17
  • 18. RAYOVAC & REMINGTON (US$ millions) Rayovac Remington 2004 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 18
  • 19. UNITED INDUSTRIES AND TETRA North America(US$ millions) United 2005 Tetra 2005 Net Sales from External Customers 787 96 Segment Profit 79 10 SP as % of Net Sales 10.0% 10.4% 19
  • 20. 20
  • 21. 21
  • 22. 22
  • 23. 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 23
  • 24. Presented By: Shishir Sourabh M.B.A (Hons.) Lovely Professional University