The David J. Joseph Company and Indiana University Professional Opportunities Orientation Program (POOPS) September 11, 2001 Professional Opportunities Orientation Program (POOPS) September 11, 2001

DJJ History  Founded in 1885  Evolved from dealer to full-service broker (professional concept)  Family-owned until 1975 sale to SHV, a global company with diverse energy and wholesale activities based in Utrecht, The Netherlands  32,400 employees worldwide  $10.2 billion annual sales in 2000  Total assets $6.6 billion

DJJ Organization  Brokerage offices  12 trading offices in North America  Ferrous/Nonferrous operations  26 scrap processing and feeder yard sites in the U.S.  Mill Services  Other services, activities  Rail  Industrial  Supply chain management  Centralized staff support  Joseph Transportation Inc.

The David J. Joseph Company Operates:  12 trading offices in North America  26 scrap processing plants and feeder yards  6 mill service facilities (providing expertise to steel mills regarding their melt specifications)

Who is The David J. Joseph Company? A commodity trader. DJJ is the largest trading company in the 70,000,000 ton per year U.S. market for ferrous scrap.

Who is The David J. Joseph Company? A recycler. Of more than 3,000 companies, DJJ is one of the five largest scrap processors in North America.

Who is The David J. Joseph Company? A solution provider. DJJ is continually expanding the scope of value- added services designed to serve its customers. Major activities today include:  Industrial services  Mill services  Rail services  Supply chain management

Financial Foundation  Sales ~ $2.0 billion  5A1 D&B rating  $275 million assets  Strong equity base, minimal debt  Employees > 1,100

What is a Brokerage Representative?

What are Typical Brokerage Representative Characteristics?  Entrepreneurial  Self-starter  Highly motivated  Willing to take on responsibility  Team player  Creative  Money motivated

 Immediate account responsibility  The average brokerage representative handles 100 accounts with revenues from $20-50 million annually  Balance between  Balance between: Team player Autonomy  Mix of regular business and cold calls Brokerage Representatives:

Corporate Philosophy  Promote from within  Stand behind brokers and any deal they put together

Brokerage Representative Career Path Corporate Senior Officer Vice President District Manager Brokerage Representative

What Kind of Students?  Bachelors or Masters candidates  Minimum 2.8 GPA  Mixture of grades/activities/work experience  Commercial instinct  Desire for success

Brokerage Representative Training A 6-7 week orientation including:  Visits to 4-5 district offices  Visits to scrap processing facilities (2 days)  Visits to mills/foundries (4 days)  Administrative orientation  Marketing strategies and positioning  Corporate resources available

What is scrap?  Raw material from which steel is made  Variety of sources  Automobiles  Industrial accounts such as automobile assembly and stamping plants  Machine shops  Railroads  Other obsolete scrap

Why The David J. Joseph Company?  “The Leading Brand”  Established  Growing  Respected  Global  Diversified  Industry Leader  Trusted W E’RE R ESHAPING T HE I NDUSTRY

Pre-Night and Interviews Pre-night program………………....……Monday, October 8 Interviews………………………...…..…Tuesday, October 9 …………….………………………..Wednesday, October 10

Automobiles

Industrial Scrap

Machine Shop Scrap

Other Obsolete Scrap

Railroad Material