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? • Direct Marketing is. . . • An 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 • Telemarketing • Direct response print • Magazines and newspapers • Direct response broadcast • Radio and television • Direct mail • Internet marketing

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

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

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

7. Johnson & Quin- A Full Service Production Co. • Creative • Data processing • High color printing • Laser personalization • Bindery and lettershop • Personalized email

8. How Big are We? • Medium sized in industry • $25 million annual sales • 175 employees • 104,000 square foot facility • Located north of Chicago in Niles • Founded in 1876

9. Entry level positions in DM • Account Management Associate-Client Services • Coordinate production of DM promotions • Liaison between client, sales and manufacturing depts. • Work with Fortune 500 corporations nationwide

10. Entry level positions in DM • Account Management Associate-Document Creation Specialist • Create documents and page layouts for direct mail projects • Responsible for developing and maintaining the data portion of a direct mail program • Data liaison to client and internal staff

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

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

13. Unique Training Program • Covers direct marketing in general and J&Q specifically • 8 weeks intensive classroom training • 6-12 months on the job training • Outside speakers and seminars • Tours

14. Possible Career Directions • Account management • Sales • Managing existing business • Opening new business • Operations management • Production planning • Scheduling, estimating, purchasing

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

16. Questions? • Contact our Indiana University Coordinator • Nicole Vyverberg (847) 588-4628 or nvyverbe@j-quin.com • Emily Wright (847) 588-4505 or ewright@j-quin.com • View our web site at www.johnsonandquin.com