1. B. Clodfelter
Director, Category Management ǀ Europe
Results Highlights

2. Gillette, Europe– B. Clodfelter Background
Appointed to create and lead European function to develop fact-based
selling and Category Management capabilities
 Across 23 countries and 5 key business units
Occurred in conjunction with a European consolidation of 5 separate
business units into one operating unit

3. Primary Objectives
Structure and staff European HQ & in-country organizations
Develop Category Management capability across Europe
Create fact-based sales templates for all categories
Develop a new product launch strategy & supporting materials

4. RESULTS

5. HQ Structure
, 5 product centric teams – 11 direct reports
In-Country Structures
, Various sized product centric teams – 85 indirect reports
Defined deliverables, roles & responsibilities for all levels

6. Fact-Based Selling Templates ǀ All Product Lines

7. Category Management Process & Training

8. New Product Launch Strategy & Materials Pilot with New Braun
Syncro Shaver