Johnson & Johnson Indiana University Kelley School of Business February 1, 2001

Think you know J&J... …you may not.

We are the world’s most broadly based and comprehensive manufacturer of human health care products: 1.Our 1999 Sales totaled $27.4 billion. 1.Our products are sold in 175 countries. 1.We have operating units in 51 of those countries. 1.We have operating units in 51 of those countries.

Our business is focused in three distinct segments: Consumer Pharmaceutical 1.Professional Consumer Pharmaceutical 1.Professional

Consumer

Consumer Companies

Pharmaceutical Pharmaceutical Global Strategic Marketing R.W. Johnson Pharmaceutical Research Institute Ortho Biotech Inc.

Professional

Business Performance 1989 $9.8 Billion in Total Sales 1989 $9.8 Billion in Total Sales 1999 $27.4 Billion in Total Sales 1999 $27.4 Billion in Total Sales

Organizational Structure More than 98,000 employees work for Johnson & Johnson... They work among 34 affiliate companies and… 1.Among the affiliate companies there are 190 autonomous operating units around the world. More than 98,000 employees work for Johnson & Johnson... They work among 34 affiliate companies and… 1.Among the affiliate companies there are 190 autonomous operating units around the world.

Decentralization at J&J Each company focuses on a specific area of health care. Each company has it’s own management board and is self directed. The decentralized and global structure drives us to value diversity throughout our organization. Each company focuses on a specific area of health care. Each company has it’s own management board and is self directed. The decentralized and global structure drives us to value diversity throughout our organization.

Our Shared Values The cornerstone of J&J’s success is our Credo Speaks to our commitment to our four stakeholders: Our customers Our employees Our communities 1. Our stockholders The cornerstone of J&J’s success is our Credo Speaks to our commitment to our four stakeholders: Our customers Our employees Our communities 1. Our stockholders

The Best of Both Worlds... small company environments BIG COMPANY IMPACT

The Best of Both Worlds... small company environments Decentralized Structure Autonomy Fewer layers of management Opportunities for Leadership Focus on Individual Needs Decentralized Structure Autonomy Fewer layers of management Opportunities for Leadership Focus on Individual Needs

The Best of Both Worlds... Resources of a Big Organization Ability to impact quality of healthcare around the world Continuous training and development Outstanding benefits Resources of a Big Organization Ability to impact quality of healthcare around the world Continuous training and development Outstanding benefits BIG COMPANY IMPACT

Work Environment Worldwide opportunity NON-TRADITIONAL CAREER PATHS traditional career paths CAREEER ADVANCEMENT

Pharmaceutical Representatives Sales calls can take place in the doctor’s office, hospital or clinic. Make multiple sales calls per day. Sell the doctor on “scripting” their product versus the competition. Often use clinical data and promotional items to differentiate products. Responsible for product samples.

Medical Device Representatives Sell in the Operating Room/ Cath Lab. Demo products during surgical cases via discussion and verbal commands. Focus on converting an entire hospital. Could make multiple or one sales call per day. Dependent on surgery schedule.

To find out more about J&J Contact us on our Website You can apply on line for sales opportunities in your home area.

Johnson & Johnson