POOPS – Management/Marketing Opportunities

Indiana University

September 19, 2002

IntroductionIntroduction

David Wright – Regional Manager– Indianapolis Region

Jeff Bradow – Sales Representative– Louisville Sales Office

Who is Moore?

Moore is the biggest company you’ve never heard of:

• Company founded over 100 years ago

• Over $2 billion in sales in 2001

• Products used by everyone in this room

Moore is a recognized leader in the Forms and Labels industry.

What markets does Moore target?

• Healthcare

• Financial

• Manufacturing

• Consumer Products

Most likely, you still don’t recognize us, but…

If you’re a Verizon customer . . .

. . . Moore digitally customizes and fills out the paperwork for you.

If you’ve ever received a gift through American Express . . .

. . .you’ve used a gift check produced by Moore.

If you’ve ever shipped or received anything through UPS . . .

. . .you’ve used a shipping document produced by Moore.

If you’ve ever been sick and received a prescription . . .

. . . you’ve likely had a Moore produced prescription document and label on the bottle.

Moore products are everywhere – they must sell themselves…

Cost of a single form is small, but the costs of managing the forms within large companies can grow large.

And, the cost of not having a form or label when it is needed can be extremely high.

• Partner with company in developing a print fulfillment and management solution.

• Most often sold as a program – encompassing both products and services

• Requires an understanding of our customers key business processes and risks.

Partnered Selling

Moore North America• Establish a relationship through

transaction based sales

• Work with customer to help define business needs

• Develop solutions that enable customers to operate more efficiently

Partnered Selling - Example

• National customer with headquarters in Chicago

• Multiple locations with varying needs throughout country

• All purchasing centralized at headquarters

• Logistics of requisitioning and distributing forms was a disaster

Moore Case Study

• Sales Representative worked with customer to define needs/issues

• All locations need forms on varying schedules

• Customer has no room for storing forms

• Headquarters does not have staff to handle all requests

• Price must be low

Moore Case Study

• Sales Rep came back to Moore

• Worked with IT – for web based self-requisitioning application

• Worked with Plants for price and quantity

• Worked with Warehousing for storage and distribution

• Worked with Customer Support for dedicated support team

Moore Case Study

Solution:

• Customer purchased all forms for the year at once – large quantities, low price

• Moore stored all forms at warehouses throughout country

• Customer satellite locations use Web-based tool to requisition forms on their own schedule

• Customer Service supported all customer locations for any form issues

Moore Case Study

Sales at Moore offers enormous potential:

• Control your own income

• Control your own career path

• Control your own schedule

Successful Moore Sales Representatives:

• Possess a high business acumen

• Can successfully manage large scale projects

• Develop partnerships with customers through the ability to deliver

Moore provides to its Sales Force:

• In depth product and sales training

• On-going individual development plans

• High levels of coaching and mentoring from managers