Spectrum Brands: Summary: Spectrum Brands Main Problem creating a national sales

Question

Spectrum Brands:

Summary:

Spectrum Brands Main Problem creating a national sales force from the teams of the newly merged companies -Capitalize on strengths of each brand
- Could employ:
Seperate sales force
Merged sales force
Use professional distributors
Combination Strategy

Summary/Analysis VP of sales & marketing, Bob Falconi is trying to assess how to best organize the new sales force - Struggling because no single best option sticks out from the rest Each has pros/cons
Falconi has used two main strategies to gather research/conduct analysis - Internal Analysis
- External Analysis
Shows his willingness, patience and attentiont to detail - all traits that are critical in a high level manager for long term success. Competitor Structure Analysis What have the competitors done - use them as an example - Philips, P&G: Organized by product category However did not cross sell - Scotts, CGPC: Organized by product category But covered all retail channels so sales reps serviced clients across multiple channels * Both developed great push & pull strategy components Internal Analysis Examined how the current sales force of each business unit operated - Rayovac & Remington: Organized by distribution channel - Nu-Gro: Geographically distributed - Tetra/United Pet Group US regionally based
Canada by distributors Desired Outcome Leverage any synergies created
Reduce costs wherever possible
Make sure customer service and reach are maintained at a minimum
Sales should not be affect negatively
Stay consistent with mission and vision Our Recommendations Questions? Spectrum Brands Company Overview - Bob Falconi - VP of sales/marketing for Canadian Division
- Last year the company went through a number of changes at a global level
Spectrum (global consumer products Co) made a number of acquisitions to diversify and expand their products and brand portfolio
Spectrum has become a leading supplier of batteries, lawn/garden care products and pet supplies Specific Industry Analysis Battery Market
Highly seasonal (Around Christmas)
Competitors are large and well known, trusted companies
Majority sold through traditional retail channels

Lawn/Garden Care Market
Highly seasonal
Sold mainly through mass merchandisers, home centers, independent nurseries and hardware stores
Obtaining/maintaining share of shelf space within mass merchandisers and home centers is critical 55% of sales passe through these two channels Industry Analysis Continued Shaving/Grooming Market
Dominated by select group of companies
Growing at around 3.5% annually, trend likely to continue
Sold through traditional retail channels with emphasis on salons and body shops; shelf space is critical Specialty Pet Supplies Market
Annual growth between 6-8%, very high
Highly fragmented, no company held > 10% market share
Distribution emphasis on pet stores, grocery stores
Stable sales throughout the year The Options Maintain separate sales force
Create merged sales force Merge sales forces to align with mission and vision.

Questions:

Would the sales process and sales activities be the same for each main brand, largely different, or have some similarities and some differences?

Outline why these might be important to managing the sales force?

Evaluate the advantages and disadvantages of keeping a separate sales force for each of the brands as opposed to merging them into a single entity?

Explanation / Answer

Answer:

The Sales process and Sales behavior exist have a number of similarity with a number of difference.

As the Sales process of the company should include to focus on the huge scale because they are dealing globally.

The similarity such the procedure in the association is equal as prospect, preparation, approach, presentation, handling object, closing and follow up.

Greater part of the manufactured goods sold through retail Sales channel.

This is the ordinary process of sales of the manufactured goods.

But the differentiation is that the strategy are dissimilar for the procedure.

For example, Seasonal Sales in the Christmas time would increase the sales figure.

In order to managing the Sales force, the factors involved in the Sales plays significant role.

The diversification plan used in the Sales would increase the figure of choices in face of the customer so they less prefer other manufactured goods.

Extremely seasonal sales involve the procedure of managing the capacity of skills as well as the customers of the commerce.

This makes the corporation to prepare for the Sales procedure improvement. This increase the income of the corporation in terms earnings.

The advantages and disadvantages of keeping a separate sales force for each of the brands as opposed to merging them into a single entity are as follows:

Compensation such as effective organization, income making in figures, examination of exact segment Sales, plan making at the granularity stage.

Disadvantages are it takes additional point to make part sales force, take in cost with the boring process, appointment of extra employees in the procedure, weight of organization of the resources unconnectedly and the evidence work contain to be complete in part book=======================pc and sc

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