POOPS – Management/Marketing Opportunities Indiana University September 19, 2002

Introduction David Wright – Regional Manager –Indianapolis Region Jeff Bradow – Sales Representative –Louisville Sales Office

Who is Moore?

Moore is the biggest company you’ve never heard of: Company founded over 100 years ago Over $2 billion in sales in 2001 Products used by everyone in this room Moore is a recognized leader in the Forms and Labels industry.

What markets does Moore target? Healthcare Financial Manufacturing Consumer Products Most likely, you still don’t recognize us, but…

If you’re a Verizon customer Moore digitally customizes and fills out the paperwork for you.

If you’ve ever received a gift through American Express......you’ve used a gift check produced by Moore.

If you’ve ever shipped or received anything through UPS......you’ve used a shipping document produced by Moore.

If you’ve ever been sick and received a prescription you’ve likely had a Moore produced prescription document and label on the bottle.

Moore products are everywhere – they must sell themselves… Cost of a single form is small, but the costs of managing the forms within large companies can grow large. And, the cost of not having a form or label when it is needed can be extremely high.

Partner with company in developing a print fulfillment and management solution. Most often sold as a program – encompassing both products and services Requires an understanding of our customers key business processes and risks. Partnered Selling

Moore North America Establish a relationship through transaction based sales Work with customer to help define business needs Develop solutions that enable customers to operate more efficiently Partnered Selling - Example

National customer with headquarters in Chicago Multiple locations with varying needs throughout country All purchasing centralized at headquarters Logistics of requisitioning and distributing forms was a disaster Moore Case Study

Sales Representative worked with customer to define needs/issues All locations need forms on varying schedules Customer has no room for storing forms Headquarters does not have staff to handle all requests Price must be low Moore Case Study

Sales Rep came back to Moore Worked with IT – for web based self- requisitioning application Worked with Plants for price and quantity Worked with Warehousing for storage and distribution Worked with Customer Support for dedicated support team Moore Case Study

Solution: Customer purchased all forms for the year at once – large quantities, low price Moore stored all forms at warehouses throughout country Customer satellite locations use Web-based tool to requisition forms on their own schedule Customer Service supported all customer locations for any form issues Moore Case Study

Sales at Moore offers enormous potential: Control your own income Control your own career path Control your own schedule

Successful Moore Sales Representatives: Possess a high business acumen Can successfully manage large scale projects Develop partnerships with customers through the ability to deliver

Moore provides to its Sales Force: In depth product and sales training On-going individual development plans High levels of coaching and mentoring from managers