The David J. Joseph Companyand

Indiana University

The David J. Joseph Companyand

Indiana University

Professional Opportunities Orientation Program (POOPS)

September 11, 2001

Professional Opportunities Orientation Program (POOPS)

September 11, 2001

DJJ HistoryDJJ History

Founded in 1885Founded in 1885 Evolved from dealer to full-service broker (professional Evolved from dealer to full-service broker (professional

concept)concept) Family-owned until 1975 sale to SHV, a global company Family-owned until 1975 sale to SHV, a global company

with diverse energy and wholesale activities based in with diverse energy and wholesale activities based in Utrecht, The NetherlandsUtrecht, The Netherlands 32,400 employees worldwide32,400 employees worldwide $10.2 billion annual sales in 2000$10.2 billion annual sales in 2000 Total assets $6.6 billionTotal assets $6.6 billion

DJJ OrganizationDJJ Organization

Brokerage officesBrokerage offices 12 trading offices in North America12 trading offices in North America

Ferrous/Nonferrous operationsFerrous/Nonferrous operations 26 scrap processing and feeder yard sites in the U.S.26 scrap processing and feeder yard sites in the U.S.

Mill ServicesMill Services Other services, activitiesOther services, activities

RailRail IndustrialIndustrial Supply chain managementSupply chain management

Centralized staff supportCentralized staff support Joseph Transportation Inc.Joseph Transportation Inc.

The David J. Joseph CompanyThe David J. Joseph Company

Operates:Operates: 12 trading offices in 12 trading offices in

North AmericaNorth America 26 scrap processing 26 scrap processing

plants and feeder plants and feeder yardsyards

6 mill service 6 mill service facilities (providing facilities (providing expertise to steel expertise to steel mills regarding their mills regarding their melt specifications)melt specifications)

Industrial ServicesIndustrial Services

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Executive OfficeExecutive Office

Brokerage OfficesBrokerage Offices

Processing OperationsProcessing Operations

Mill Service FacilitiesMill Service Facilities

TSR (Affiliate) Duisburg, TSR (Affiliate) Duisburg, GermanyGermany

(includes ~60 European (includes ~60 European processing plants)processing plants)

Who is The David J. Joseph Company?Who is The David J. Joseph Company?

A commodity traderA commodity trader..

DJJ is the largest trading company in the DJJ is the largest trading company in the 70,000,000 ton per year U.S. market for ferrous 70,000,000 ton per year U.S. market for ferrous scrap.scrap.

Who is The David J. Joseph Company?Who is The David J. Joseph Company?

A recyclerA recycler..

Of more than 3,000 companies, DJJ is one of the Of more than 3,000 companies, DJJ is one of the five largest scrap processors in North America.five largest scrap processors in North America.

Who is The David J. Joseph Company?Who is The David J. Joseph Company?

A solution providerA solution provider..DJJ is continually expanding the scope of value-DJJ is continually expanding the scope of value-added services designed to serve its customers. added services designed to serve its customers. Major activities today include:Major activities today include:Industrial servicesIndustrial servicesMill servicesMill servicesRail servicesRail servicesSupply chain managementSupply chain management

Financial FoundationFinancial Foundation

Sales ~ $2.0 billionSales ~ $2.0 billion 5A1 D&B rating5A1 D&B rating $275 million assets$275 million assets Strong equity base, minimal debtStrong equity base, minimal debt Employees > 1,100Employees > 1,100

What is a Brokerage Representative?What is a Brokerage Representative?

What are Typical Brokerage Representative Characteristics?

What are Typical Brokerage Representative Characteristics?

EntrepreneurialEntrepreneurial Self-starterSelf-starter Highly motivatedHighly motivated Willing to take on responsibilityWilling to take on responsibility Team playerTeam player CreativeCreative Money motivatedMoney motivated

Immediate account responsibilityImmediate account responsibility The average brokerage representative handles 100 accounts The average brokerage representative handles 100 accounts

with revenues from $20-50 million annuallywith revenues from $20-50 million annually

Balance betweenBalance between:

Team player AutonomyTeam player Autonomy Mix of regular business and cold callsMix of regular business and cold calls

Brokerage Representatives:Brokerage Representatives:

Corporate PhilosophyCorporate Philosophy

Promote from withinPromote from within Stand behind brokers and any deal they put togetherStand behind brokers and any deal they put together

Brokerage Representative Career PathBrokerage Representative Career Path

Corporate Senior Corporate Senior OfficerOfficer

Vice PresidentVice President

District ManagerDistrict Manager

Brokerage RepresentativeBrokerage Representative

What Kind of Students?What Kind of Students?

Bachelors or Masters candidatesBachelors or Masters candidates Minimum 2.8 GPAMinimum 2.8 GPA Mixture of grades/activities/work experienceMixture of grades/activities/work experience Commercial instinctCommercial instinct Desire for successDesire for success

Brokerage Representative TrainingBrokerage Representative Training

A 6-7 week orientation including:A 6-7 week orientation including: Visits to 4-5 district officesVisits to 4-5 district offices Visits to scrap processing facilities (2 days)Visits to scrap processing facilities (2 days) Visits to mills/foundries (4 days)Visits to mills/foundries (4 days) Administrative orientationAdministrative orientation Marketing strategies and positioningMarketing strategies and positioning Corporate resources availableCorporate resources available

What is scrap?What is scrap?

Raw material from which steel is madeRaw material from which steel is made Variety of sourcesVariety of sources

AutomobilesAutomobiles Industrial accounts such as automobile assembly and Industrial accounts such as automobile assembly and

stamping plantsstamping plants Machine shopsMachine shops RailroadsRailroads Other obsolete scrapOther obsolete scrap

Why The David J. Joseph Company?Why The David J. Joseph Company?

“The Leading Brand” Established Growing Respected Global Diversified Industry Leader Trusted

WE’RE RESHAPING THE INDUSTRY

Pre-Night and InterviewsPre-Night and Interviews

Pre-night program………………....……Monday, October 8Pre-night program………………....……Monday, October 8

Interviews………………………...…..…Tuesday, October 9Interviews………………………...…..…Tuesday, October 9

………………………….………………………..Wednesday, October 10.………………………..Wednesday, October 10