1. Professional Opportunities Orientation Program Careers in Direct Marketing Presented by Mary Singleton & Chris Yarbrough Johnson & Quin, Inc. September 18, 2001 Indiana University

2. What is Direct Marketing? zDirect Marketing is... yAn interactive system of marketing which uses one or more advertising media to affect a measurable response and/or transaction at any location, with this activity stored on a database (DMA).

3. Types of Direct Marketing zTelemarketing zDirect response print yMagazines and newspapers zDirect response broadcast yRadio and television zDirect mail zInternet marketing

4. Direct Marketing Advertising Expenditures zTotal advertising expenditures- $339.3 Billion zTotal DM expenditures-$191.6 Billion zDM expenditures are 56.5% of total zElectronic media ad expenditures- $2.7 Billion in 1999

5. Users of Direct Mail zCatalog companies- direct marketing as main focus zOther corporations- direct as one of many channels zAdvertising agencies- specializing in direct marketing

6. Suppliers to the Industry zDatabase specialists zTelemarketers zList brokers zPrinters and envelope converters zLettershops zFull service production companies zInternet marketing companies

7. Johnson & Quin- A Full Service Production Co. zCreative zData processing zHigh color printing zLaser personalization zBindery and lettershop zPersonalized email

8. How Big are We? zMedium sized in industry z$25 million annual sales z175 employees z104,000 square foot facility zLocated north of Chicago in Niles zFounded in 1876

9. Entry level positions in DM zAccount Management Associate- Client Services yCoordinate production of DM promotions yLiaison between client, sales and manufacturing depts. yWork with Fortune 500 corporations nationwide

10. zAccount Management Associate- Document Creation Specialist yCreate documents and page layouts for direct mail projects yResponsible for developing and maintaining the data portion of a direct mail program yData liaison to client and internal staff Entry level positions in DM

11. zSales Support Associate yAssist sales with proposals and presentations yQualify sales leads yTrack sales activity yAssist out-of-town sales reps yIdeal entry level position for sales

12. Entry level positions in DM zOperations Trainee yDevelop price estimates, schedules and coordinate production yManage the production process xOffset printing xLaser and ink jet personalization xBindery and lettershop yAnalyze and design production methods

13. Unique Training Program zCovers direct marketing in general and J&Q specifically z8 weeks intensive classroom training z6-12 months on the job training zOutside speakers and seminars zTours

14. Possible Career Directions zAccount management zSales yManaging existing business yOpening new business zOperations management zProduction planning yScheduling, estimating, purchasing

15. Direct Marketing is... zA dynamic, profitable, growing, challenging, respected, influential industry with lots of opportunity for YOU!

16. Questions? zContact our Indiana University Coordinator yNicole Vyverberg (847) 588-4628 or nvyverbe@j-quin.com nvyverbe@j-quin.com yEmily Wright (847) 588-4505 or ewright@j-quin.com ewright@j-quin.com yView our web site at www.johnsonandquin.com