Spectrum Brands
SWOT
Strengths
- Remington leader on shaving and personal care products generates global revenue of US$350 million with 8 sales reps assigned to specific retailers.
- United/Nu-Gro leaders in the lawn and garden care with sales US$550 million and insect control products with sales US$150 million, target customers who desire comparable products with lower prices than premium-prices.
- Distributors offer same services than an internal sales force could and are responsible for the sales in the diverse geographical locations of pet retailer markets.
Weaknesses
- Spectrum through Rayovac have been able to secure space shelf space in a small number of retailers while competitors gain market share through greater control over distribution channels, retailers, and prices.
- The United/Nu-Gro professional division has its own dedicated sales force that creates a lack and dependency on sales reps expertise.
- The lawn and garden care, insect control and pet foods industries Spectrum is in have different seasons that the new sales force must balance.
Opportunities
- The sales force from competitors offers retail discounts and promotional discounts to retailers, distributors and wholesalers creating a competitive advantage that Spectrum may add as value to its new sales force.
- A restructured sales force can focus on the sales growth with greater benefits for the company
- Room for greater retail presence by offering product discounts and stealing market share from competition if the sales costs are better managed.
Threats
- That the new sales force would end up doing significant duplication of efforts if sales reps would call same retailers at the same time.
- An ineffective selection process of the new sales force could disrupt the growth momentum of Spectrum’s individual brands and the relationships with retailers, wholesalers and customers. Competitors get the benefit.
- The sales in the lawn and garden division may be a
Strengths
- Remington leader on shaving and personal care products generates global revenue of US$350 million with 8 sales reps assigned to specific retailers.
- United/Nu-Gro leaders in the lawn and garden care with sales US$550 million and insect control products with sales US$150 million, target customers who desire comparable products with lower prices than premium-prices.
- Distributors offer same services than an internal sales force could and are responsible for the sales in the diverse geographical locations of pet retailer markets.
Weaknesses
- Spectrum through Rayovac have been able to secure space shelf space in a small number of retailers while competitors gain market share through greater control over distribution channels, retailers, and prices.
- The United/Nu-Gro professional division has its own dedicated sales force that creates a lack and dependency on sales reps expertise.
- The lawn and garden care, insect control and pet foods industries Spectrum is in have different seasons that the new sales force must balance.
Opportunities
- The sales force from competitors offers retail discounts and promotional discounts to retailers, distributors and wholesalers creating a competitive advantage that Spectrum may add as value to its new sales force.
- A restructured sales force can focus on the sales growth with greater benefits for the company
- Room for greater retail presence by offering product discounts and stealing market share from competition if the sales costs are better managed.
Threats
- That the new sales force would end up doing significant duplication of efforts if sales reps would call same retailers at the same time.
- An ineffective selection process of the new sales force could disrupt the growth momentum of Spectrum’s individual brands and the relationships with retailers, wholesalers and customers. Competitors get the benefit.
- The sales in the lawn and garden division may be a