Case Study Spectrum Brands Inc

Spectrum Brands, Inc: The Salesforce dilemma case study
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Question 1: Spectrum Brands Inc. formed after the Rayovac Corporation acquired a number of companies because at that time a number of consumer product companies were ruling the retail market. It was becoming a trend that companies who managed to be present on the shelf of large retailers, were also able to create a strong relationship with consumers. For example, in the battery market Energizer were popular among consumers and also had strong relationship with retailers. Moreover, in addition to brand recognition, the Duracell was owned by P&G and Energizer battery was acquired by Energizer Holdings Inc. that resulted in increase of market share of these

had to represent each product line by developing affect the organizational structure. Rayovac and Remington the battery manufacturers adopted the separate sales force for each market and allocated high salary range for each employee. Depending on the target market and geographical location, each sales agent has the assignment of selling products under Rayovac and Remington brand names. Due to high salary and division of sales force in geographical and target market division the organizational structure of Rayovac and Remington helped to increase sales volume.
On the other hand, Nu-Gro being the manufacturer in gardening industry had to bear a high shipping cost of its products. As a result, they gave less average salary to their employees as compared to Rayovac and Remington. Moreover, the sales agents were not divided as each sales agent had to generate sales and market different brands of company. Each employee is given a sales target that he must achieve resulting in confused employees.
Tetra/United Pet Group mainly relies of retailers and dealer for their promotions. Each sales agent of company had to market products to dealers and retailers who market them among the

Firstly, option of separate sales force for each brand. This option allows the sales agents to focus on a specific market and use their experience and knowledge to continue marketing in a single defined niche. As result organization will have experienced sales agents who are experts in specific market. However, this strategy needs high expenditure of the company. The company has to maintain a separate sales department for each brand line and sales agent of one brand cannot be made responsible for increase in sales of other brands. Moreover, in case of seasonal products, company cannot allocate the job of increasing sales to an agent whose specified product is facing down