Sales force dilemmaHBR case

Presentation by – Group 4/Mkt. 3

Group Members

• Alok Rathi

• Jayesh Soni

• Abhinav Mishra

• Nirbhay Mervana

Objectives

• To analyze each of the industries in which company operates

• To develop the national sales force structure as per the given criteria

present i.e. year 2009

Consumer Brands Markets

• Battery & Lighting products supply market

• Major sales during Christmas

• Annual 1-2% growth

• Rayovac

• Shaving, grooming &Hair care products market

• Major sales during Christmas, fathers/mothers’ day

• Annual 3-4% growth

• Remington

• Specialty pet (aquatic) supply market

• Stable sales throughout year

• Annual 6-8% growth

• United/Tetra

• Lawn, Garden & Insect control products supply market

• Major sales during first six months, climate dependent

• Annual 4-5% growth

• United/Nu-gro

Consumer Brands Markets

38%

21%

20%

10%

6%5%

Revenues by product lines

Battery & lightingLawn & garden Specialty pet suppliesShawing & grooming Insect controlPersonal care

Geographical locations

Considerations

• Total number of sales reps. 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

Available sales force structure

Product –brand category Vs. locations Montreal Toronto Ontario Winnipeg Calgary Vancouver

Rayovac (Battery mkt.) N.A.

Remington (Shaving & grooming

mkt.)1 6 N.A. N.A. N.A. 1

United/Nu-Gro (Lawn, garden & insect

control mkt.)3 N.A. 17 2 2 6

United/Tetra (Aquatic pet supplies

mkt.)Distributors

1

1 11

1

1

1 C.H.

1 C.H.

-1 C.H.

Product –brand category Vs. locations Montreal Toronto Ontario Winnipeg Calgary Vancouver

Rayovac (Battery mkt.)

+Remington

(Shaving & grooming mkt.)

1 5 1 1 1 1

United/Nu-Gro (Lawn, garden & insect

control mkt.)3 1 13 2 2 4

United/Tetra (Aquatic pet supplies

mkt.)Distributors (1 Country head)

Recommended sales force structure

1 Country head

1 Country head

Recommended sales force structure

Remington brands (VP – Sales & marketing)

1 Country headRayovac/Remington

10 Sales Reps.

1 Country headUnited/Nu-gro

25 Sales Reps.

1 Country headUnited/Tetra

Distributors

1 Country head = Mobile (Brand Manager)

Thank you!

Presented by – Group 4 Mkt. 3