September 2002

POOPS PRESENTATION

Who is Wallace…?

Wallace is an Total Print Management organization -- producing and distributing

business forms, labels, commercial printing, and direct mail.

Wallace: A Profile

• Founded 1908 in Chicago, IL

• 150 Sales Offices Nationwide, 42 manufacturing and distribution facilities

• Publicly traded in 1961 (NYSE)

• 8,500 Employees with the Highest Productivity in the Industry

• Fiscal 2001 Sales: $1.7 Billion

Characteristics of Industrial Sales:

• Business to Business• Professional• Long Term Relationships• Repeat Business• Custom Products• Office Environment• No Overnight Travel• Income Based on Performance

Characteristics of an Industrial Sales Representative

• Persistent

• Deals with Objection

• Self-Motivated

• Creative

• Analytical

• Positive attitude

• Hard Worker

Starting Your Business Career in Sales

Here’s a fact to ponder

“Most Marketing Majors will begin

their Career in Sales”

Some things to consider while pondering a job in sales….

• Growth

• Profitability

• Industry

• Product Line

• Re-Investment

• Training

• Benefits

• Company Culture

• Compensation Structure

Different Sales Positions

• Durable Goods (Xerox copiers)

• Retail (Nordstrom)

• Consumer Products (Merchandising, Route sales / Frito Lay)

• Pharmaceutical / Medical (Merck)

• Industrial (Wallace)

• Services (Merrill Lynch, AT & T)

Typical Day

What exactly will I be doing if I come to work for your company ?

Typical Day

Before 9:00 A.M.Phone Calls

Pricing

Proposals

Designs

Account Strategy Meetings

Typical Day

In the Field9:00 A.M. - 4:00 P.M.

Cold Calls

Exploratory Calls

Presentation Calls

Business Lunches

Entertainment

Typical Day

4:00 P.M. - UntilReturn Messages

Place orders

Complete Reports

Set Appointments for next day

Typical Day

What else about selling at Wallace…• Geographically Protected Territory

• Work out of local office, no overnight travel

• Professional business-to-business selling

• Systems Approach/Consumable Product

• Relationships built inside and outside office

• Entertainment is Valuable

• People buy from people they Like and Trust

Performance Reviews

• Employee’s Responsibilities

• Areas that Exceeded Objectives

• Areas that Met Objectives

• Areas That Were Less Than Objectives

• Job Performance Characteristics (Rankings)

• Employee Input

• Action Schedule (Employee & Manager)

Motivation

• Weekly Meetings

• Sales Contests

• Recognition

• Support

• Direction

How does Wallace recruit and train their sales force?

Recruiting

• Interview on Campus• Class Presentations • Career Fairs• Club Meetings• On-Campus Interviews• College Days

Training• In-District Manual• Role Plays• Ride Alongs• Account Planning• Territory

Development• Reinforce Corporate

Training Programs

Career Paths…..SALES MANAGEMENT– Sales Supervisor– Asst. District Manager– District Manager– General Manager– Area Vice President– Vice President of Sales

or

CAREER SALES REP.

or

MARKETING POSITION

HUMAN RESOURCES

TRAINING

OPERATIONS

Any Questions?

We can answer now or e-mail to cross@wallace.com

General company information may be seen at www.wallace.com

Thanks for your time!