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B. Clodfelter ǀ Director, International
Results Highlights
Proprietary information omitted to protect confidentiality
Waterpik Technologies – Background
Recruited to lead the turn-round of an international division
Long term declines in sales, profits and customer base
Existing business model: Country-level distributors to small independent
retailers
Small, declining customer base limited growth potential
Limited commitment to additional investment
Necessary to fund from less productive current investments
No distribution in, or
relationships with new, targeted
customers
Limited previous exposure in
key marketsNo infrastructure capable of servicing
large customers
, Sales force
, Logistics
No BIG Customers No InfrastructureNo Brand Awareness
Key Challenges
Primary Objectives
Develop top international markets by developing distribution
and supporting infrastructure for key mass retailers
Maintain and stabilize existing business in existing base of
small, independent retailers
RESULTS
Advertising Displays,
& PR
Advertising Displays,
& PR
Advertising, PR
&Displays
Developed Co-Branding with
SunStar in order to establish
Waterpik brand
, Leading native oral
care company in Japan
, 60+ years in business
427
450
621
993
1185
1275
3 Year Results