1. David Michael & Co. Scoops Presentation Indiana University

2. As you look to the future, what do you want from your life?

3. Be honest with yourself Geography Industry Type of Work Travel Lifestyle Personality Compensation “I can help you get anywhere you want to go but first you need to know where that is”

4. Who is David Michael & Co. (why are they the best company for me and maybe for you too?)

5. David Michael & Co. What we do We develop, manufacture, and market flavors, stabilizers, and natural colors for a variety of consumer product industries. What does that mean?

6. David Michael & Co. What we do You won’t find our products on the shelves, but we are in the products on the shelves.

7. David Michael & Co. What we do Beverages Candy Snacks & Chips Ice Cream & Frozen Desserts Dairy Products Soda Soy Burgers Meat Products Alcoholic Products Crackers Baked Goods Gum And Many More!

8. David Michael & Co. Who we are Global Corporation based in Philadelphia, PA Privately owned for over 100 years Operations in California; Mexico City, Mexico; Valence, France; Beijing, China 180 employees worldwide Very strong heritage, well respected leader in our industry Family environment

9. David Michael & Co. Who we are Technically strong- 52 person technical staff, 10 flavor chemists, full applications department and pilot plant Innovative & Creative A great company to work for!

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

11. Type of Selling - CONSULTATIVE - No catalog to hand customer - Every flavor is custom made - Problem Solving - Working Together

12. Type of Sale BUILD TRUST AND RAPPORT WITH CLIENTS, FORMING A DM PARTNERSHIP

13. Type of Sale CREATIVE FREEDOM sales?sales?sales?sales?sales?sales?sales?sales?sales?sales?sales? marketing?marketing?marketing?marketing?marketing?

14. Type of Selling COMPETITIVE Internally: Healthy Competition Externally: Competitive Playing Field, Industry Challenges Definite Motivation!!!

15. It may take some time to make a sale, but when you do... it’s YOURS!!!

16. David Michael & Co. Why we’re here Sales Training Account Management Program 12 – 18 month hands-on, intensive training in Philadelphia

17. What STAMP’s all about Personalized sales training program based in Total Customer Satisfaction You are the eyes and ears of the company AM Meetings to review requests Unique opportunity to gain hands-on experience in every department Small classroom training Field Trips with Account Managers

18. 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!

19. EXPECTATIONS FROM A FIRST YEAR COLLEGE GRADUATE

20. Join a dynamic, hard working family-oriented organization that invests in YOU!!

21. Career Vs. Job * Get out of it what you put into it!

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

23. INDEPENDENCE/AUTONOMY You are your own boss Discipline!! Your success depends on your motivation and determination

24. PROVE YOURSELF Necessary tools provided...take those tools and be a success David Michael is ready to make the investment

25. 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..........

26. SALARY AND INCENTIVE PLANS WHICH ENCOURAGE A LUCRATIVE, CHALLENGING, LONG-TERM CAREER IN SALES!

27. Who is the Ideal Candidate? Desires Sales Outgoing, Personable Bright, interested in learning Open to relocation Self motivated Hard working Looking for adventure and travel Committed to a long term career with a stable, growing company

28. How do you get where you want to be? Invest time in getting to know yourself Take every opportunity that comes your way Internships, volunteer positions, shadowing Find a mentor Informational Interviews Network, Network, Network