Sales force dilemma

HBR 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

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

Consumer Brands Markets

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

Revenues by product lines

6% 5%
9%

36%

19%

26%

Battery & lighting

Lawn & garden
Specialty pet
supplies
Shawing &
grooming
Insect control
Personal 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

Montre
al

Toronto

Ontario

Winnipe
g

Calgary Vancouv
er

Rayovac
(Battery mkt.)

Remington
(Shaving &

1 C.H. N.A.
1

N.A. 1

grooming mkt.)

United/NuGro (Lawn,
garden & insect
control mkt.)

United/Tetra
(Aquatic pet
supplies mkt.)

N.A.

1 C.H.

17

N.A. 1
1 2

Distributors

N.A. 1
2

6
-1 C.H.

Recommended sales force structure

Product
brand
category Vs.
locations

Montre
al

Toronto

Remington
(Shaving &

Winnipe
g

Calgary

Vancouv
er

1 Country head

Rayovac
(Battery mkt.)
+

Ontario

grooming mkt.)

United/NuGro (Lawn,

1 Country head

13

garden & insect

control mkt.)

United/Tetra
(Aquatic pet
supplies mkt.)

Distributors (1 Country head)

Recommended sales force structure

Remington
1 Country
brands
head(VP Sales & marketing)

1 Country head = Mobile (Brand

Manager)

Thank you!
Presented by Group 4 Mkt. 3