Rayovac 2010 Annual Report Download - page 16

Segment information as to revenues, profit and total assets as well as information concerning our revenues
and long-lived assets by geographic location for the last three fiscal years is set forth in Item 7. Management’s
Discussion and Analysis of Financial Condition and Results of Operations and Note 11, Segment Results, in
Notes to Consolidated Financial Statements included in this Annual Report on Form 10-K.
Sales and distribution practices in each of our reportable segments are as set forth below.
Global Batteries & Personal Care
We manage our Global Batteries & Personal Care sales force by geographic region and product group. Our
sales team is divided into three major geographic territories, North America, Latin America and Europe and the
rest of the world (“Europe/ROW”). Within each major geographic territory, we have additional subdivisions
designed to meet our customers’ needs.
We manage our sales force in North America by distribution channel. We maintain separate sales groups to
service (i) our retail sales and distribution channel, (ii) our hearing aid professionals channel and (iii) our
industrial distributors and OEM sales and distribution channel. In addition, we utilize a network of independent
brokers to service participants in selected distribution channels.
We manage our sales force in Latin America by distribution channel and geographic territory. We sell
primarily to large retailers, wholesalers, distributors, food and drug chains and retail outlets. In countries where
we do not maintain a sales force, we sell to distributors who market our products through all channels in the
market.
The sales force serving our customers in Europe/ROW is supplemented by an international network of
distributors to promote the sale of our products. Our sales operations throughout Europe/ROW are organized by
geographic territory and the following sales channels: (i) food/retail, which includes mass merchandisers,
discounters and drug and food stores; (ii) specialty trade, which includes clubs, consumer electronics stores,
department stores, photography stores and wholesalers/distributors; and (iii) industrial, government, hearing aid
professionals and OEMs.
Global Pet Supplies
Our Global Pet Supplies sales force is aligned by customer, geographic region and product group. We sell
pet supply products to mass merchandisers, grocery and drug chains, pet superstores, independent pet stores and
other retailers.
Home and Garden Business
The sales force of the Home and Garden Business is aligned by customer. We sell primarily to home
improvement centers, mass merchandisers, hardware stores, lawn and garden distributors, and food and drug
retailers in the U.S.
Small Appliances
In the small appliances category, Russell Hobbs’ products are sold principally by internal sales staff located
in North America, Latin America, Europe, Australia and New Zealand. Russell Hobbs also uses independent
sales representatives, primarily in Central America and the Caribbean. Russell Hobbs distributes most of its small
appliance products to retailers, including mass merchandisers, department stores, home improvement stores,
warehouse clubs, drug chains, catalog stores and discount and variety stores. In addition to directing its
marketing efforts toward retailers, Russell Hobbs sells certain of its products directly to consumers through
infomercials and its Internet websites.
6