Ispat International N.V. Within a Changing Steel Industry

1. Ispat International N.V.Within a Changing Steel Industry

2. Tough Job Market…….

3. Ispat International N.V. A Global Force in Steel • A $5 billion company with steelmaking operations in the USA, Canada, Mexico, the Caribbean, Germany, and France • Shipped 15 million tons of finished steel in 2002 • Member of the second largest steel producer in world • Employs over 14,000

4. Ispat Inland Inc. • A $2.2 billion company that specializes in high-value-added flat-rolled and bar products • The fourth largest integrated steel manufacturer in the United States • Shipped 5.7 million tons in 2002 • Employs over 6,000 • Plant location in East Chicago, IN

5. Ispat Inland Inc. Sales Office located in downtown Chicago

6. Ispat Inland Inc. Leading Customers: - Automotive - Appliance - Office Furniture - Electrical Motors

7. Account Rep Responsibilities • Develop/manage customer relationships • Prepare negotiations pre-work and strategy • Participate in negotiations • Gather market intelligence

8. Account Rep Responsibilities • Analyze customer forecast, historical billings and manufacturing variability to develop accurate monthly forecasts • Create and submit forecast for Annual Business Plan • Accurate and timely order entry/order changes

9. Account Rep Responsibilities • Expedite orders to meet delivery requirements • Resolve commercial, manufacturing and transportation issues • Promptly respond to all customer requests • Develop and implement effective and efficient back-up system

10. Account Rep Position Qualifications • Communication skills • clearly conveys information and ideas • interpersonal, problem solving and negotiation skills • Customer Focus • makes customers and their needs a priority • Continuous Learning • actively identifies new areas for learning

11. Account Rep Position Qualifications • Decision Making • Identifying and understanding issues, problems and opportunities • Initiating Action • Taking prompt action to accomplish objectives • Contributes To Team Success • actively participates as a team member

12. Training Program • Position usually requires an extensive training program that includes the following: • Production Process and Manufacturing Tours • Products and Prices • Quality Systems Orientation (TQM) • Systems Training • Hands-on Training with Account Teams

13. Training Program • Continuous Future Training: • Marketing Overview • Presentation Techniques • Leadership Skills • Win-Win Negotiations • Selling Courses

14. Results Priority Setting/Time Management Building team spirit Personal learning Communication Performance is based on: • Perseverance • Problem solving • Decision quality

15. Career paths • Account Representative is typically a three- to-five year career position with increased responsibilities over time: • larger accounts • more profit accountability • Depending on performance, opportunities exist in Outside Sales, Sales Management, or Marketing

16. Why You Should be an Account Rep • Dynamic, fast-paced • Self-directed • Teamwork strategy taught by School of Business is heavily applied to position • Travel opportunities • Excellent experience for the future

17. Ispat Inland Inc. www.ispat.com