1. INDIANA UNIVERSITY PROUDLY PRESENTS... INDIANA UNIVERSITY PROUDLY PRESENTS... DAVID MICHAEL & CO., INC. 101

2. So...who is: David Michael & Co., Inc.???

3. We develop, manufacture, and market flavors and stabilizers for a variety of consumer product industries.

4. WHAT IS A FLAVOR???

5. David Michael & Co., Inc. Won’t find our products on the shelves, but we are in the products on the shelves.

6. So...where can you find us? Dairy- Ice Cream, Frozen Desserts, Yogurt, Flavored Milk, Cottage Cheese, Dips, Egg Nog, Fruit Drinks

7. Candy/Confections- Hard Candies, Soft Candies, Gum, Candy Coatings, Cream Centers Bakery- Cakes, Muffins, Cereals, Breads, Icings, Cookies, Pies Bakery- Cakes, Muffins, Cereals, Breads, Icings, Cookies, Pies

8. Beverages- Spirits, Hot, Cold, Carbonated, Distilled, Fruit, Seltzer Water, Cordials Savory- Meats, Cheeses, Gravies, Sauces

9. Where can you find us? Where can you find us? Everything you put in your mouth: food, beverages, medicine, etc. has a flavor

10. a bit about us... Global provider of total food solutions Privately owned, over 100 years Based in Philadelphia, PA Locations in California, Mexico, Canada, France, China Global provider of total food solutions Privately owned, over 100 years Based in Philadelphia, PA Locations in California, Mexico, Canada, France, China

11. Have 180 employees worldwide Technical staff of 52 including nine flavor chemists, two training 3:1 technical to sales ration Well respected leader in our industry Great company to work for! Have 180 employees worldwide Technical staff of 52 including nine flavor chemists, two training 3:1 technical to sales ration Well respected leader in our industry Great company to work for!

12. Problem Solving We are the last piece that makes the puzzle complete Problem Solving We are the last piece that makes the puzzle complete “How do you feel about selling an intangible product?”

13. Type of Selling -CONSULTATIVE -No catalog to hand customer -Every flavor is custom made -Problem Solving -Working Together

14. BUILD TRUST AND RAPPORT WITH CLIENTS, FORMING A DM PARTNERSHIP BUILD TRUST AND RAPPORT WITH CLIENTS, FORMING A DM PARTNERSHIP

15. It may take some time to make a sale, but when you do... it’s YOURS!!!

16. Type of Selling CREATIVE FREEDOM sales?sales?sales?sales?sales?sales?sales?sales?sales?sales?sales? marketing?marketing?marketing?marketing?marketing?

17. Type of Selling COMPETITIVE Internally: Healthy Competition Definite Motivation!!! Externally: Competitive Playing Field, Industry Challenges

18. Type of Selling TEAM PLAYER Sales force--critical element CONFIDENTIALITY Honor and a responsibility Exciting when disclosure is awarded Just as important as team leader

19. INDEPENDENCE/AUTONOMY You are your own boss Discipline!! Your success depends on your motivation and determination

20. Type of Selling TECHNICAL/INDUSTRIAL ~Selling steel? ~No chemistry background needed ~Technical support at David Michael

21. S.T.A.M.P. SALES TRAINING ACCOUNT MANAGEMENT PROGRAM

22. 12- 18 months of intensive hands on training in our Philadelphia headquarters S.T.A.M.P.

23. ~Personalized Program based in our Total Customer Satisfaction Department ~You are the eyes and ears of the company ~Unique opportunity to gain hands on experience in every department ~Classroom training, small groups ~Field trips around country with experienced Account Managers ~A.M. meeting to review customer requests

24. Hitting the Field... DM prepares you to know not only our company inside and out, but the industry as well. Our goal is for DM Account Managers to be the best trained in the industry!

25. EXPECTATIONS FROM A FIRST YEAR COLLEGE GRADUATE

26. Join a dynamic, hard working family-oriented organization that invests in YOU!!

27. Job Vs. Career *Get out of it what you put into it! Job Vs. Career *Get out of it what you put into it!

28. CHALLENGE! 1) Lots of material 2) Expected to be a sponge Listen, learn, anticipate, participate, be proactive

29. PROVE YOURSELF Necessary tools provided...take those tools and be a success David Michael is ready to make the investment P.M.A.!!!

30. What you can expect... An unparalleled opportunity to: - grow with an excellent company - break into an expanding marketplace - find interesting, rewarding autonomous work with great long term outlook AND..........

31. SALARY AND INCENTIVE PLANS WHICH ENCOURAGE A LUCRATIVE, CHALLENGING, LONG-TERM CAREER IN SALES! SALARY AND INCENTIVE PLANS WHICH ENCOURAGE A LUCRATIVE, CHALLENGING, LONG-TERM CAREER IN SALES!

32. WHO IS THE I.D.E.A.L. CANDIDATE? INNOVATIVE DETERMINED ENTHUSIASTIC AUTONOMOUS LEADER

33. Proctor & Gamble General Mills Hormel Johnson & Johnson When it comes down to the final decision... ? ? ? ? ? ? ? ?

34. Join our team and form a David Michael Partnership