Ispat International N.V. Within a Changing Steel Industry

Tough Job Market…….

Ispat International N.V. A Global Force in Steel A $5 billion company with steelmaking operations in the USA, Canada, Mexico, the Caribbean, Germany, and France Shipped 15 million tons of finished steel in 2002 Member of the second largest steel producer in world Employs over 14,000

Ispat Inland Inc. A $2.2 billion company that specializes in high-value-added flat-rolled and bar products The fourth largest integrated steel manufacturer in the United States Shipped 5.7 million tons in 2002 Employs over 6,000 Plant location in East Chicago, IN

Ispat Inland Inc. Sales Office located in downtown Chicago

Ispat Inland Inc. Leading Customers: - Automotive - Appliance - Office Furniture - Electrical Motors

Account Rep Responsibilities Develop/manage customer relationships Prepare negotiations pre-work and strategy Participate in negotiations Gather market intelligence

Account Rep Responsibilities Analyze customer forecast, historical billings and manufacturing variability to develop accurate monthly forecasts Create and submit forecast for Annual Business Plan Accurate and timely order entry/order changes

Account Rep Responsibilities Expedite orders to meet delivery requirements –Resolve commercial, manufacturing and transportation issues Promptly respond to all customer requests Develop and implement effective and efficient back-up system

Account Rep Position Qualifications Communication skills –clearly conveys information and ideas –interpersonal, problem solving and negotiation skills Customer Focus –makes customers and their needs a priority Continuous Learning – actively identifies new areas for learning

Account Rep Position Qualifications Decision Making –Identifying and understanding issues, problems and opportunities Initiating Action –Taking prompt action to accomplish objectives Contributes To Team Success –actively participates as a team member

Training Program Position usually requires an extensive training program that includes the following: –Production Process and Manufacturing Tours –Products and Prices –Quality Systems Orientation (TQM) –Systems Training –Hands-on Training with Account Teams

Continuous Future Training: –Marketing Overview –Presentation Techniques –Leadership Skills –Win-Win Negotiations –Selling Courses Training Program

Performance is based on: Results Priority Setting/Time Management Building team spirit Personal learning Communication Perseverance Problem solving Decision quality

Career paths Account Representative is typically a three- to-five year career position with increased responsibilities over time: –larger accounts –more profit accountability Depending on performance, opportunities exist in Outside Sales, Sales Management, or Marketing

Why You Should be an Account Rep Dynamic, fast-paced Self-directed Teamwork strategy taught by School of Business is heavily applied to position Travel opportunities Excellent experience for the future

Ispat Inland Inc.