with sales of approximately $25 billion, ranks among the top 100 industrial companies in the world...
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With sales of approximately $25 billion, With sales of approximately $25 billion, ranks among the top 100 industrial companies ranks among the top 100 industrial companies in the worldin the world
Nine business areas: Abrasives, Building Materials, Nine business areas: Abrasives, Building Materials, Containers, Flat Glass, Industrial Ceramics, Containers, Flat Glass, Industrial Ceramics,
Insulation, Pipe, Reinforcements and Building Insulation, Pipe, Reinforcements and Building Materials DistributionMaterials Distribution
• Ranks among the world leaders in each of itsRanks among the world leaders in each of its business sectorsbusiness sectors
• Operations in 45 countriesOperations in 45 countries
• Approximately 165,000 employeesApproximately 165,000 employees
SAINT-GOBAINSAINT-GOBAIN
1999 Profile1999 Profile
• 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
in each of its activities
SAINT-GOBAIN
A World Leader
• Net Sales: Net Sales: $24.5 Billion$24.5 Billion
• Operating Income: Operating Income: $2.5 Billion$2.5 Billion
• Net Income: Net Income: $1.3 Billion$1.3 Billion
• Employees: Employees: 165,000165,000
• Cash Flow: Cash Flow: $2.5 Billion$2.5 Billion
• Capital Expenditures on Capital Expenditures on Plants and Equipment: Plants and Equipment: $1.8 Billion$1.8 Billion
• Net Indebtedness: Net Indebtedness: $6.7 Billion$6.7 Billion
SAINT-GOBAIN
1999 Key Statistics
Note: $1 .069 = 1 euro
ABRASIVES BRANCHABRASIVES BRANCH
1999 Profile1999 Profile
WorldwideWorldwide Worldwide leader in AbrasivesWorldwide leader in Abrasives Plant Locations: 103Plant Locations: 103 Countries: 27Countries: 27 Employees: 16,500Employees: 16,500
ABRASIVES BRANCHABRASIVES BRANCH
Product LinesProduct Lines
Bonded AbrasivesBonded Abrasives Natural or Natural or
synthetic abrasive synthetic abrasive grains bonded into grains bonded into a solid or rigid a solid or rigid form, usually in the form, usually in the shape of a wheel.shape of a wheel.
ABRASIVES BRANCHABRASIVES BRANCH
Product LinesProduct Lines
Coated AbrasivesCoated Abrasives Natural or synthetic Natural or synthetic
abrasive grains abrasive grains adhered to paper, adhered to paper, cloth, fiber or cloth, fiber or synthetic backing.synthetic backing.
ABRASIVES BRANCHABRASIVES BRANCH
Product LinesProduct Lines
SuperabrasivesSuperabrasives Diamond or Diamond or
cubic boron cubic boron nitride shaped nitride shaped as wheels as wheels or tools.or tools.
BUSINESS AREAS: BONDED ABRASIVES COATED ABRASIVES SUPERABRASIVES DISTRIBUTION CENTER
Headquarters in Worcester, Mass.
5,060 Employees
28 Manufacturing Plants Littleton, NH
Worcester, MA
Troy, NYBristol, PALivingston, NJAberdeen, NCArden, NCHigh Point, NCTravelers Rest, SCGainesville, GA
Ontario, CAFullerton, CA
Hot Springs, AKStephenville, TXBrownsville, TXReynosa, Mexico
Brockville, Ontario Plattsville, OntarioHamilton, Ontario
Wheatfield, NY
Bensenville, ILRomulus, MI
Bethlehem, NY
Plainfield, INWarren, MI
ABRASIVES NORTH AMERICA
1999 Profile
ABRASIVES NORTH AMERICAABRASIVES NORTH AMERICA
A Leadership Position in a Highly A Leadership Position in a Highly Fragmented MarketFragmented Market
OtherOther
HermesHermes
MK DiamondsMK Diamonds
KlingsporKlingspor
RadiacRadiac
SAITSAIT
Diamant BoartDiamant Boart
CincinnatiCincinnati
Baystate TyrolitBaystate Tyrolit
3M3M
Saint-Gobain AbrasivesSaint-Gobain Abrasives
1000100000 200200 400400 600600 800800
MillionsMillions
We Go To Market With Focused We Go To Market With Focused Sales Groups:Sales Groups:
Automotive AftermarketAutomotive Aftermarket DIY (Do It Yourself) Home DIY (Do It Yourself) Home
CentersCenters Stock SolutionsStock Solutions Engineered SolutionsEngineered Solutions Business SpecificBusiness Specific
Engineered SolutionsEngineered Solutions
Consultative, Relationship SellingConsultative, Relationship Selling Use Technical Skills & Product Knowledge To:Use Technical Skills & Product Knowledge To:– Solve Customer Problems – Gain BusinessSolve Customer Problems – Gain Business– Demonstrate value of a Premium ProductDemonstrate value of a Premium Product
Use Professional Selling SkillsUse Professional Selling Skills– Build Long-Term Relationships – Repeat BusinessBuild Long-Term Relationships – Repeat Business– Educate & Motivate Distributors & CustomersEducate & Motivate Distributors & Customers
Engineered SolutionsEngineered Solutions
17 Districts in North America17 Districts in North AmericaTotal of 225 TerritoriesTotal of 225 TerritoriesTypical Territory = 2.5M in salesTypical Territory = 2.5M in sales
About 95% of Sales are Through a About 95% of Sales are Through a DistributorDistributor
In a Typical Territory, about ½ of Sales In a Typical Territory, about ½ of Sales are to Established, Regular Customersare to Established, Regular Customers
What Is It Like?What Is It Like?
After training you are assigned to an After training you are assigned to an established territoryestablished territory
We set you up with a home officeWe set you up with a home office– CarCar– ComputerComputer– Palm handheldPalm handheld– FaxFax– Cell phoneCell phone– Office furnitureOffice furniture– Expense accountExpense account
What Is It Like?What Is It Like?
Not a 9 – 5 jobNot a 9 – 5 job– Make your own schedule based on your customer’s Make your own schedule based on your customer’s
needsneeds– Typical day could be 7 – 4 out on the road, 4 – 7 back in Typical day could be 7 – 4 out on the road, 4 – 7 back in
your officeyour office– 2 – 3 overnight trips per month2 – 3 overnight trips per month
You can be an entrepreneur without all the riskYou can be an entrepreneur without all the risk Not closely supervised – may be close to the Not closely supervised – may be close to the
district office, maybe notdistrict office, maybe not Motivated people who make good business Motivated people who make good business
decisions can do very welldecisions can do very well
CompensationCompensation
$ Starting rates – last year’s graduates: Starting rates – last year’s graduates: $ High 30’s, low 40’s w/ engineering degree; plus High 30’s, low 40’s w/ engineering degree; plus
signing bonus, relo paymentsigning bonus, relo payment$ Full package includes:Full package includes:$ Car, Cafeteria Benefit Package, Bonus Plan-Car, Cafeteria Benefit Package, Bonus Plan-
Uncapped, Pension, 401k w/ company match, Uncapped, Pension, 401k w/ company match, educational assistance (100%), etc.educational assistance (100%), etc.
$ Merit Increases – eligible after training & every Merit Increases – eligible after training & every April afterApril after
$ Bonus – paid quarterly, based on results in Bonus – paid quarterly, based on results in your territory. Uncapped, typical = 15% your territory. Uncapped, typical = 15%
Advancement PotentialAdvancement Potential
Sales Representative
Sales Supervisor
Territory Manager
Account Manager
Sr. Account Manager
Field Sales Manager
Advancement PotentialAdvancement Potential
OtherOther Product EngineeringProduct Engineering Marketing ManagementMarketing Management Plant ManagementPlant Management Product ManagementProduct Management Distributor RelationsDistributor Relations AdvertisingAdvertising Marketing CommunicationsMarketing Communications Logistics Logistics
Our Investment In YouOur Investment In You
23 Week intensive training program – in 23 Week intensive training program – in Worcester, MA – Best in the industryWorcester, MA – Best in the industry– Our productsOur products– Application skillsApplication skills– Machine operationsMachine operations– Professional selling skillsProfessional selling skills– Our marketsOur markets– Visit major plant locations in N.A., meet key peopleVisit major plant locations in N.A., meet key people– How to manage a territoryHow to manage a territory
Our Investment In YouOur Investment In You
At the end of the program you will be a At the end of the program you will be a polished sales person, knowledgeable polished sales person, knowledgeable in our products, prepared to succeedin our products, prepared to succeed
Investment in you before you sell your Investment in you before you sell your first product – over 80kfirst product – over 80k
What We Look ForWhat We Look For
4 year degree in Business, Marketing, or 4 year degree in Business, Marketing, or EngineeringEngineering
Mechanical aptitudeMechanical aptitude Self-motivatedSelf-motivated Strong interpersonal skillsStrong interpersonal skills CompetitiveCompetitive Good communication skillsGood communication skills Work hard / play hardWork hard / play hard Someone who likes to have fun on the jobSomeone who likes to have fun on the job Willing to relocateWilling to relocate
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