14. SALES FORCE DILEMMA
THE ISSUE
Rayovac and Remington
Nu-Gro
Tetra/United Pet Group
Sales Management
THE CURRENT SALES FORCE
14
15. SALES FORCE OPTIONS
SALES FORCE USED BY COMPETITORS
Separate Sales Force
Merged Sales Force
Distributors
15
16. SPECTRUM BRANDS SALES DIVISION
ORGANIZATIONAL CHART
Robert Falconi VP Sales &
Marketing
8
Rayovac/Reming
ton
Sales People
30
Nu-Gro
Sales People
Tetra/UPG
Distributors
16
17. RAYOVAC CORPORATION NET SALES BREAKDOWN
EXHIBIT 1
Consolidated net
Sales by Product
Line(US$ millions)
2005 2004
Batteries 968 939
Lights 94 90
Shaving and grooming 271 272
Personal care 143 116
Lawn and Garden 447 N/A
Household Insect
Control
150 N/A
Pet Products 286 N/A
Totals 2359 1417
Difference = US$ 942 millions
17
18. RAYOVAC & REMINGTON
(US$
millions)
Rayovac Remington
2004 2003 2004 2003
Net Sales 1029 922 388 N/A
Gross Profit 42.8% 38.1% 47.0% N/A
Operating
Income
109 60 47 N/A
Net Income 39 15 17 N/A
18
19. UNITED INDUSTRIES AND TETRA
North America(US$
millions)
United
2005
Tetra
2005
Net Sales from
External Customers
787 96
Segment Profit 79 10
SP as % of Net Sales 10.0% 10.4%
19
23. CURRENT OFFICIALS OF SPECTRUM
BRANDS
DAVID LUMLEY : CEO & PRESIDENT – GLOBAL
BATTERIES & PERSONAL CARE;
PRESIDENT – HOME & GARDEN
TONEY GENITO : CHIEF FINANCIAL OFFICER
JOHN HEIL : PRESIDENT – GLOBAL PET SUPPLIES
RANDY LEWIS : VICE PRESIDENT – OPERATIONS,
HOME & GARDEN
TERRY POLISTINA : PRESIDENT – SMALL
APPLIANCES
23
