1. Careers in Direct Marketing Johnson & Quin, Inc. Presented by Emily Keach September 20, 2005 Indiana University

2. What is Direct Marketing? z Direct Marketing is... y An interactive system of marketing which uses one or more advertising media to effect a measurable response and/or transaction at any location (DMA).

3. Types of Direct Marketing z Telemarketing z Direct response print y Magazines and newspapers z Direct response broadcast y Radio and television z Direct mail z Internet marketing

4. Direct Marketing Advertising Expenditures z Total advertising expenditures y Forecast $278.8 Billion* for 05’ (5.7% increase since 04’) z Total DM expenditures y $186 Billion* (04’) y **DM expenditures are 67% of total ad expenditures *Source DM News and B2B Journal

5. Direct Mail z Direct Mail Expenditure Forecast 05’ y $56.6 Billion* (8.5% increase) z Industry growth factors: y Technology advancements y More targeted & customized programs available y Clients’ need for more accountable communications yAdvertiser can control timing *Source: DM News

6. Users of Direct Mail z Catalog companies- direct marketing as main focus z Other corporations- direct as one of many channels z Advertising agencies- specializing in direct marketing

7. Suppliers to the Industry z Database specialists z Telemarketers z List brokers z Printers and envelope converters z Lettershops z Full service production companies z Internet marketing companies

8. Industry Trends z Shorter time frames to produce programs z Less experienced clients z More competitive pricing z Consolidation of companies z Businesses focusing on core competencies and outsourcing other activities

9. Johnson & Quin- A Full Service Production Co. z Nationally recognized as a leader in direct mail production and critical corporate communications z Manage all production aspects of our client’s mailings: y Data processing y High color printing y Laser personalization y Bindery and lettershop y Project Management

10. How Big are We? z Medium sized in industry z $15 million annual sales z 90 employees z 104,000 square foot facility z Located north of Chicago in Niles z Founded in 1876

11. Typical Customers z Financial Institutions z Insurance Companies z Large Retailers z Telecommunications Companies z Fortune 500 Companies z Direct Marketing Advertising Agencies

12. Entry level positions in DM zAccount Management Associate y Coordinate production of DM promotions y Liaison between client, sales and manufacturing departments y Work with Fortune 500 corporations nationwide

13. Entry level positions in DM z Sales Support Associate y Assist sales with proposals and presentations y Qualify sales leads y Track sales activity y Assist out-of-town sales reps y Ideal entry level position for sales

14. Entry level positions in DM z Operations Trainee y Develop price estimates, schedules and coordinate production y Manage the production process x Offset printing x Laser and ink jet personalization x Bindery and lettershop y Analyze and design production methods

15. Unique Training Program z Program began in 1997 z Covers direct marketing in general and J&Q specifically z 6 to 8 weeks z In-house training z Outside speakers and seminars z Tours

16. Possible Career Directions z Account management z Sales y Managing existing business y Opening new business z Operations management z Production Planning y Scheduling, estimating, purchasing

17. Direct Marketing is... z A dynamic, profitable, growing, challenging, respected, influential industry with lots of opportunity for YOU!

18. 05’-06’ Recruitment z IU Marketing Career Fair yFriday, September 23 (11AM to 4PM) z Spring Semester - TBA yInformation Night at IU yInterviews on Campus

19. Questions? z Contact our Indiana University Coordinator y Jean Locklund x 847-588-4530 x jlocklund@j-quin.com y View our web site at: www.johnson&quin.com