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SAINT-GOBAIN 1999 Profile

SAINT-GOBAIN 1999 Profile. With sales of approximately $25 billion, ranks among the top 100 industrial companies in the world

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SAINT-GOBAIN 1999 Profile

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  1. SAINT-GOBAIN1999 Profile • With sales of approximately $25 billion, ranks among the top 100 industrial companies in the world • Nine business areas: Abrasives, Building Materials, Containers, Flat Glass, Industrial Ceramics, Insulation, Pipe, Reinforcements and Building Materials Distribution • Ranks among the world leaders in each of its business sectors • Operations in 45 countries • Approximately 165,000 employees

  2. SAINT-GOBAINA World Leader in each of its activities • Abrasives No. 1 in the World • Building Materials No. 2 in the World for Roofing & Siding Products • Containers No. 2 in the World • Reinforcements No. 2 in the World • Flat Glass No. 3 in the World • Industrial Ceramics No. 1 in the World for Thermal & Mechanical Applications • Insulation No. 1 in the World • Pipe No. 1 in the World in Cast Iron Pipe

  3. SAINT-GOBAIN1999 Key Statistics • Net Sales: $24.5 Billion • Operating Income: $2.5 Billion • Net Income: $1.3 Billion • Employees: 165,000 • Cash Flow: $2.5 Billion • Capital Expenditures on Plants and Equipment: $1.8 Billion • Net Indebtedness: $6.7 Billion Note: $1 .069 = 1 euro

  4. ABRASIVES BRANCH1999 Profile Worldwide • Worldwide leader in Abrasives • Plant Locations: 103 • Countries: 27 • Employees: 16,500

  5. ABRASIVES BRANCHProduct Lines Bonded Abrasives • Natural or synthetic abrasive grains bonded into a solid or rigid form, usually in the shape of a wheel.

  6. ABRASIVES BRANCHProduct Lines Coated Abrasives • Natural or synthetic abrasive grains adhered to paper, cloth, fiber or synthetic backing.

  7. ABRASIVES BRANCHProduct Lines Superabrasives • Diamond or cubic boron nitride shaped as wheels or tools.

  8. ABRASIVES NORTH AMERICA 1999 Profile Brockville, Ontario Plattsville, Ontario Hamilton, Ontario 5,060 Employees Wheatfield, NY 28 Manufacturing Plants Bethlehem, NY Littleton, NH Worcester, MA Troy, NY Romulus, MI Bensenville, IL Warren, MI BUSINESS AREAS: BONDED ABRASIVES COATED ABRASIVES SUPERABRASIVES DISTRIBUTION CENTER Headquarters in Worcester, Mass. Plainfield, IN Bristol, PA Livingston, NJ Aberdeen, NC Arden, NC High Point, NC Travelers Rest, SC Gainesville, GA Ontario, CA Fullerton, CA Hot Springs, AK Stephenville, TX Brownsville, TX Reynosa, Mexico

  9. ABRASIVES NORTH AMERICAA Leadership Position in a Highly Fragmented Market Other Hermes MK Diamonds Klingspor Radiac SAIT Diamant Boart Cincinnati Baystate Tyrolit 3M Saint-Gobain Abrasives 0 200 400 600 800 1000 Millions

  10. We Go To Market With Focused Sales Groups: • Automotive Aftermarket • DIY (Do It Yourself) Home Centers • Stock Solutions • Engineered Solutions • Business Specific

  11. Engineered Solutions • Consultative, Relationship Selling • Use Technical Skills & Product Knowledge To: • Solve Customer Problems – Gain Business • Demonstrate value of a Premium Product • Use Professional Selling Skills • Build Long-Term Relationships – Repeat Business • Educate & Motivate Distributors & Customers

  12. Engineered Solutions • 17 Districts in North America • Total of 225 Territories • Typical Territory = 2.5M in sales • About 95% of Sales are Through a Distributor • In a Typical Territory, about ½ of Sales are to Established, Regular Customers

  13. What Is It Like? • After training you are assigned to an established territory • We set you up with a home office • Car • Computer • Palm handheld • Fax • Cell phone • Office furniture • Expense account

  14. What Is It Like? • Not a 9 – 5 job • Make your own schedule based on your customer’s needs • Typical day could be 7 – 4 out on the road, 4 – 7 back in your office • 2 – 3 overnight trips per month • You can be an entrepreneur without all the risk • Not closely supervised – may be close to the district office, maybe not • Motivated people who make good business decisions can do very well

  15. Compensation • Starting rates – last year’s graduates: • High 30’s, low 40’s w/ engineering degree; plus signing bonus, relo payment • Full package includes: • Car, Cafeteria Benefit Package, Bonus Plan-Uncapped, Pension, 401k w/ company match, educational assistance (100%), etc. • Merit Increases – eligible after training & every April after • Bonus – paid quarterly, based on results in your territory. Uncapped, typical = 15%

  16. Field Sales Manager Sr. Account Manager Account Manager Territory Manager Sales Supervisor Sales Representative Advancement Potential

  17. Advancement Potential Other • Product Engineering • Marketing Management • Plant Management • Product Management • Distributor Relations • Advertising • Marketing Communications • Logistics

  18. Our Investment In You • 23 Week intensive training program – in Worcester, MA – Best in the industry • Our products • Application skills • Machine operations • Professional selling skills • Our markets • Visit major plant locations in N.A., meet key people • How to manage a territory

  19. Our Investment In You • At the end of the program you will be a polished sales person, knowledgeable in our products, prepared to succeed • Investment in you before you sell your first product – over 80k

  20. What We Look For • 4 year degree in Business, Marketing, or Engineering • Mechanical aptitude • Self-motivated • Strong interpersonal skills • Competitive • Good communication skills • Work hard / play hard • Someone who likes to have fun on the job • Willing to relocate

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