SPECTRUM BRANDS

Q 2 BEST STRUCTURE OF SALES FORCE

• Hybrid – Product driven as well as geographic

• Rationale – Product Driven , since sales rep are already familiar and have
expertise about their product as well as w.r.t discarding underperforming
product categories of Nu-Gro
• Geographic, since Tetra/ United Pet Group sales force was regionally based
in US and handled by distributors in Canada while Rayovac/Remington sales
representatives were organized geographically as well
• Generated net income of 56 million USSD(Rayovac/Remington) and segment
profit of 89 million USSD(United Industries/Tetra)
Q4 MAJOR PROBLEMS WITH NEW SALES FORCE
STRUCTURE
• Unable to generate synergies across the different businesses that might not
reduce cost as desired
• Initial confusion in the mind of retailers on whom to contact for different
products
• Increase in competition from brands that are focusing on a single kind of
product
Q 5 IMPACT OF CHANGES ON STAFF MORALE

• No merging of sales teams would be involved due to selection of hybrid structure

involving teams of original sales representatives selling their familiarized products in
their established geographies
• Psychological safety of sales representative as well as avoiding potential
disturbances and preserving current momentum of business
• Falconi can conduct therapy sessions, as well as referrals and recommendations for
few sales representatives losing jobs for their long service for underperforming
products of Nu-Gro