Company: PBH
Filing Date: 2025-05-09
Form Type: 10-K
Source: 0001295947-25-000017
Chunk: 5

Company: Prestige Consumer Healthcare Inc.
Filing Date: 2025-05-09
Form: 10-K
Item: Item 1
Chunk 5
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 personnel to bear the substantial responsibility of brand management and to effectuate our growth strategy. 

Marketing and Sales

Our marketing objective is to increase sales and market share by developing innovative new products and line extensions and executing creative and cost-effective advertising and marketing programs.  Our marketing strategy is further developed by the acquisition and renovation of established consumer brands that possess what we believe to be significant brand value and unrealized potential and to grow categories with existing brands where we have leading market positions.  Our  brand-building process involves the evaluation of the existing brand name, the development and introduction of innovative new products and the execution of marketing support programs.  Brand priorities will vary from year-to-year.  Recognizing that financial resources are limited, we allocate our resources to focus on our strategic brands with the most impactful, consumer-relevant initiatives that we believe have the greatest opportunities for growth and financial success.  

Customers 

Our senior management team and dedicated sales force strive to maintain long-standing relationships with our top  customers.  We also contract with third-party sales management enterprises that interface directly with many of our remaining customers and report directly to members of our sales management team.  In an effort to ensure continued sales growth, we continue to focus on expanding our reliance on direct sales while reducing our reliance on brokers. 

We enjoy broad distribution across each of the major retail channels, including mass merchandisers, drug, food, dollar, convenience, club stores and e-commerce channels.  The following table sets forth the percentage of gross revenues for our U.S. customers across our six major distribution channels during each of the past three years ended March 31:

 Percentage of Gross Revenues (1)Channel of Distribution202520242023Mass34.2 34.6 33.6 Drug20.7 22.8 25.6 Food12.9 12.9 14.3 Dollar6.0 6.6 6.5 Convenience3.1 3.2 3.4 Club1.0 1.2 1.3 Other (2)22.1 18.7 15.3 

(1)Includes estimates for some of our wholesale customers that service more than one distribution channel

(2)Includes e-commerce retailers such as Amazon

Due to the diversity of our product lines, we believe that each of these channels is important to our business, and we continue to seek opportunities for growth in each channel.

We believe