Rayovac 2009 Annual Report Download - page 11

Table of Contents
Index to Financial Statements
have been increasingly consolidated into a small number of regional and national mass merchandisers. This trend towards consolidation is occurring on a
worldwide basis. As a result of this consolidation, a significant percentage of our sales are attributable to a very limited group of retailer customers,
including, without limitation, Wal−Mart, The Home Depot, Carrefour, Target, Lowe’s, PetSmart, Canadian Tire, PetCo and Gigante. Our sales to Wal−Mart
Stores, Inc. represented approximately 23% of our consolidated net sales for Fiscal 2009. No other customer accounted for more than 10% of our
consolidated net sales in Fiscal 2009.
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 Note 12, Segment Results, in Notes to Consolidated Financial Statements included in this
Annual Report on Form 10−K. Segment information as to revenues, profit and total assets as well as information concerning our revenues and long−lived
assets by geographic location is set forth in Item 7. Management’s Discussion and Analysis of Financial Condition and Results of Operations and Note 12,
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.
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