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salesforcedelimma-spectrumbrands-100206082708-phpapp01

salesforcedelimma-spectrumbrands-100206082708-phpapp01

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Published by Naresh Vemisetti
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Published by: Naresh Vemisetti on Sep 20, 2013
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06/21/2015

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Sales force dilemma HBR case

• • • • Alok Rathi Jayesh Soni Abhinav Mishra Nirbhay Mervana .

• • To analyze each of the industries in which company operates To develop the national sales force structure as per the given criteria .

e.present i. year 2009 .

• Battery & Lighting products supply market • Major sales during Christmas • Annual 1-2% growth • Rayovac • Shaving. fathers/mothers’ day • Annual 3-4% growth • Remington . grooming &Hair care products market • Major sales during Christmas.

Garden & Insect control products supply market • Major sales during first six months. climate dependent • Annual 4-5% growth • United/Nu-gro .• Specialty pet (aquatic) supply market • Stable sales throughout year • Annual 6-8% growth • United/Tetra • Lawn.

Revenues by product lines 5% 6% 10% 38% Battery & lighting Lawn & garden Specialty pet supplies Shawing & grooming 20% Insect control Personal care 21% .

.

38 • Control over distribution channel • Extended brand portfolio • Maintaining relationships • Limited time and resources • Focus on building retail strength • Focus on continuous growth • Managing sales force as per sales cycles • Creating synergies • Organizing as per locations • Product & market expansion • Training & development cost .• Total number of sales reps.

Distributors .A. Remington (Shaving & grooming mkt.H. garden & insect control mkt.) 1 C. 1 Calgary Vancouver Rayovac (Battery mkt.H.A.A.A.) 1 C. locations Montreal Toronto Ontario Winnipeg N.) 3 N. 1 17 1 2 2 6 -1 C. N.H. United/Tetra (Aquatic pet supplies mkt.) 1 6 N.A. 1 N. 1 1 1 United/Nu-Gro (Lawn.Product –brand category Vs.

) 1 5 1 1 1 1 United/Nu-Gro (Lawn.) + 1 Country head Remington (Shaving & grooming mkt.) 1 Country head 3 1 13 2 2 4 United/Tetra (Aquatic pet supplies mkt. locations Montreal Toronto Ontario Winnipeg Calgary Vancouver Rayovac (Battery mkt. garden & insect control mkt.) Distributors (1 Country head) .Product –brand category Vs.

25 Sales Reps.Remington brands (VP – Sales & marketing) 1 Country head Rayovac/Remington 1 Country head United/Nu-gro 1 Country head United/Tetra 10 Sales Reps. Distributors 1 Country head = Mobile (Brand Manager) .

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