1. B. Clodfelter ǀ Director, International
Results Highlights
Proprietary information omitted to protect confidentiality
2. Waterpik Technologies – Background
Recruited to lead the turn-round of an international division
Long term declines in sales, profits and customer base
Existing business model: Country-level distributors to small independent
retailers
Small, declining customer base limited growth potential
Limited commitment to additional investment
Necessary to fund from less productive current investments
3. No distribution in, or
relationships with new, targeted
customers
Limited previous exposure in
key markets
No infrastructure capable of servicing
large customers
, Sales force
, Logistics
No BIG CustomersNo InfrastructureNo Brand Awareness
Key Challenges
4. Primary Objectives
Develop top international markets by developing distribution
and supporting infrastructure for key mass retailers
Maintain and stabilize existing business in existing base of
small, independent retailers
