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