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By B. Ravi Theja Raju B. Sudir Kumar Reddy R. Shiva Shankar Swathy Sateesh V. Ajay Kumar V. Sunith Gupta V. Naresh
He left Duracell in 1995 for a new start-up battery company, Pure Energy Battery Corporation.
He left Pure Energy in 1999 to serve as country manager for Rayovac Canada. Then taken on the role of vice-president of sales and marketing for Spectrum.
ACQUISITION
BENEFITS OF ACQUISITIONS
Leverage Global Distribution Channels. Purchasing Power & Operational Processes. Extended Brand Portfolio. Access to new retailers & ability to gain shelf space. Increased ability for each brand to compete within its given market. Position of Spectrum :
1st in aquatic supplies, 2nd in lawn & garden industries & Shaving & grooming industries 3rd in battery industry
Tetra/UPG Distributors
REAL ISSUES
To create a national sales force from the teams of the newly merged companies.
To immediately implement the plan to avoid disrupting the growth momentum of individual brands and maintain customer relationship.
Disadvantages:
No advantage out of synergies due to mergers, no expense reduction. No efficiency improvements by the use of sales representatives during slower seasonal periods. Duplication of efforts by sales representatives.
Disadvantages:
Difficulty in forming a efficient team. Additional training required.
Distributors
Provides sales & logistic services in exchange of commission. Advantages:
Well organized existing relationship with the retailers. Large scale group.
Disadvantages:
High service cost almost 15% of the revenue.
CASE - STUDY
QUESTIONS
1. Assess the spectrum organization and each of the market in which the company now operates. What are the key elements from each industry about which Falconi should be concerned?
Battery Market
2. Given the market the company is operating in , what is the best structure for the sales force ? How did you decide?
3. What major problems might you encounter with your new sales force structure as it relates to both external factors( customers) and internal factors ( employee reactions ) ?
More expensive
Co-ordination is required
4. Create an implementation plan for your new sales force structure, including how you will deal with the human issues involved?
Observe the Sales Force of some Global Companies Appoint the National Sales Head
Target Setting
Execution
SUGGESTIONS
Can opt for combination of merged sales force & distributors.
To create Platform Teams, business managers responsible for relationship with retailers & product experts support the managers during sales.
THANK YOU