INDIANA UNIVERSITY PROUDLY PRESENTS...INDIANA UNIVERSITY PROUDLY PRESENTS...

DAVID MICHAEL & CO., INC. 101DAVID MICHAEL & CO., INC. 101

So...who is:

David Michael & Co., Inc.???

We develop, manufacture, and market flavors and stabilizers for a variety of consumer product industries.

We develop, manufacture, and market flavors and stabilizers for a variety of consumer product industries.

WHAT IS A FLAVOR??? WHAT IS A FLAVOR???

David Michael & Co., Inc.David Michael & Co., Inc.

Won’t find our products on the shelves, but we are in the products on the shelves.

So...where can you find us?So...where can you find us?

Dairy- Ice Cream, Frozen Desserts, Yogurt, Flavored Milk, Cottage Cheese, Dips, Egg Nog, Fruit Drinks

Dairy- Ice Cream, Frozen Desserts, Yogurt, Flavored Milk, Cottage Cheese, Dips, Egg Nog, Fruit Drinks

Candy/Confections- Hard Candies, Soft Candies, Gum, Candy Coatings, Cream Centers

Candy/Confections- Hard Candies, Soft Candies, Gum, Candy Coatings, Cream Centers

Bakery- Cakes, Muffins, Cereals, Breads, Icings, Cookies, PiesBakery- Cakes, Muffins, Cereals, Breads, Icings, Cookies, Pies

Beverages- Spirits, Hot, Cold, Carbonated, Distilled, Fruit, Seltzer Water, Cordials Beverages- Spirits, Hot, Cold, Carbonated, Distilled, Fruit, Seltzer Water, Cordials

Savory- Meats, Cheeses, Gravies, SaucesSavory- Meats, Cheeses, Gravies, Sauces

Where can you find us?Where can you find us?

Everything you put in your mouth: food, beverages, medicine, etc. has a flavor

Everything you put in your mouth: food, beverages, medicine, etc. has a flavor

a bit about us...

• Global provider of total food solutions

• Privately owned, over 100 years

• Based in Philadelphia, PA

• Locations in California, Mexico, Canada, France, China

• Global provider of total food solutions

• Privately owned, over 100 years

• Based in Philadelphia, PA

• Locations in California, Mexico, Canada, France, China

• Have 180 employees worldwide

• Technical staff of 52 including nine flavor chemists, two training

• 3:1 technical to sales ration

• Well respected leader in our industry

• Great company to work for!

• Have 180 employees worldwide

• Technical staff of 52 including nine flavor chemists, two training

• 3:1 technical to sales ration

• Well respected leader in our industry

• Great company to work for!

Problem Solving

We are the last piece that makes the puzzle complete

Problem Solving

We are the last piece that makes the puzzle complete

“How do you feel about selling an intangible product?”

Type of SellingType of Selling

- CONSULTATIVE

- No catalog to hand customer- Every flavor is custom made- Problem Solving- Working Together

BUILD TRUST AND RAPPORT WITH CLIENTS, FORMING A DM PARTNERSHIP

BUILD TRUST AND RAPPORT WITH CLIENTS, FORMING A DM PARTNERSHIP

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

Type of SellingType of Selling

CREATIVE FREEDOMsales?sales?sales?sales?sales?sales?sales?sales?sales?sales?sales?

marketing?marketing?marketing?marketing?marketing?

Type of Selling

COMPETITIVE

Internally: Healthy CompetitionInternally: Healthy Competition

Definite Motivation!!!Definite Motivation!!!

Externally: Competitive Playing Field, Industry ChallengesExternally: Competitive Playing Field, Industry Challenges

Type of Selling

TEAM PLAYER

Sales force--critical element

CONFIDENTIALITYHonor and a responsibility

Exciting when disclosure is awarded

Just as important as team leader

INDEPENDENCE/AUTONOMYINDEPENDENCE/AUTONOMY

•You are your own boss

•Discipline!!

•Your success depends on your motivation and determination

Type of SellingType of SellingTECHNICAL/INDUSTRIAL

~Selling steel?

~No chemistry background needed

~Technical support at David Michael

S.T.A.M.P.

S.T.A.M.P.

SALES TRAINING ACCOUNT MANAGEMENT PROGRAM

SALES TRAINING ACCOUNT MANAGEMENT PROGRAM

12- 18 months of intensive hands on training in our

Philadelphia headquarters

S.T.A.M.P.

~ Personalized Program based in our Total Customer Satisfaction Department

~ You are the eyes and ears of the company

~ Unique opportunity to gain hands on experience in every department

~ Classroom training, small groups

~ Field trips around country with experienced Account Managers

~ A.M. meeting to review customer requests

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!

EXPECTATIONS FROM A FIRST YEAR COLLEGE GRADUATE

Join a dynamic, hard working family-

oriented organization that invests in YOU!!

Job Vs. Career

* Get out of it what you put into it!

Job Vs. Career

* Get out of it what you put into it!

CHALLENGE!

1) Lots of material

2) Expected to be a sponge

Listen, learn, anticipate, participate, be proactive

PROVE YOURSELF

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

P.M.A.!!!

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..........

SALARY AND INCENTIVE PLANS WHICH ENCOURAGE A LUCRATIVE, CHALLENGING, LONG-TERM CAREERIN SALES!

SALARY AND INCENTIVE PLANS WHICH ENCOURAGE A LUCRATIVE, CHALLENGING, LONG-TERM CAREERIN SALES!

WHO IS THE I.D.E.A.L. CANDIDATE?

INNOVATIVEINNOVATIVEDETERMINEDDETERMINED

ENTHUSIASTICENTHUSIASTICAUTONOMOUSAUTONOMOUS

LEADERLEADER

Proctor & Gamble

General Mills

Hormel

Johnson & Johnson

When it comes down to the final decision...

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Join our team and form a

David Michael Partnership