1. 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

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

9. 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, 104 years old
Based in Philadelphia, PA
Locations in California, Mexico, Canada, France, Chinao

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!

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

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

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
Externally: Competitive Playing Field, Industry Challenges
Definite Motivation!!!

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

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

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

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. Our goal is for DM Account Managers to be
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. FIRST YEAR COLLEGE GRADUATE
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!

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

29. PROVE YOURSELF P.M.A.!!! 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!

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

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

34. David Michael Partnership
Join our team and form a
David Michael Partnership