marketing careers in steel indiana university kelley school of business september 26, 2000 matt...
TRANSCRIPT
Marketing Careers in Steel
Indiana University
Kelley School of Business
September 26, 2000
Matt Salis
Topics
• Marketing Positions - Types
• More than a Number
• Steel Industry Segments
• Typical Compensation
• Importance of Training
• Travel and Relocation
• Electronic Commerce
Marketing Career Journey
• Pure Marketing Positions
• Sales & Marketing Positions– Retail– Commercial– Industrial
• Steel– Steel Production
– Steel Distribution
– Steel Trading
More than a Number
In s id e S a les R ep resen ta tive
In s id e S a les M an ag er O u ts id e S a les R ep resen ta tive
S a les M an ag er
V .P . S a les
E xec . V .P . C om m erc ia l, N S S
S tee l Trad er
M erch an d is in g M an ag er
P res id en t C F I
In s id e S a les R ep resen ta tive O u ts id e S a les R ep resen ta tive
S a les M an ag er
C om m erc ia l M an ag er
E xec . V .P ., C S W
P res id en t, C arg ill S tee l
A Day in the Life of an SSRReport on Territory
All Balls in Air
Expedite Orders
Fight FiresRecommend
Requests
Check Order Status
Discuss Market
Receive Orders
Steel Industry Value Web
`̀
Iron Ore -- --
Tons $
Raw Materials
`̀
MBQ 11.6 4.1B
Tons $
Steel Producers
Imports
Domestic
`̀
CFI -- --
Tons $
Traders
Tons $
Service Centers
... -- --
Tons $
Tons $
Energy
Tons $
Construction
Tons $
OEM’s/Processors
Tons $
Automotive
Tons $
Other -- --
Other -- --
Tons $
Exports
SBQ 9.4 3.8BRebar 8.0 2.4B
Lt. Strcl 6.0 2.3BFlat Roll 50.0 22.0BWire Rod 8.0 2.3BOther -- -- B
Energy -- --
Pig Iron -- --Scrap -- --
Tons $
Unclassified
Virgin Iron -- --
Scrap -- --Ferro Alloys-- --Rolls -- --Electrodes -- --
O2/Gases -- --
%
------
--------
Integrated -- -- B
Tons $ %
--
Mini-Mills -- -- B --
ProductionTotal 115MM $15 BYN
Total 102MYN $41 BYN
Total 35MYN $12 BYN
Total 35MYN $12 BYN Total 13MYN $4.4 BYN
Total 7 MYN $3.5BYN
Total 4 MYN $1.5 BYN
Total 25 MYN $11 BYN
Total 66 MYN $26 BYN
Total 31 MYN $13 BYN
Total 6 MYN $2B BYN
Total 28 MYN $11 BYN
`̀
Industry Segmentation a critical dimension
Steel Industry Compensation
• Salary Only– Typical at Producer Level– Internet is Increasing Frequency
• Commission– Typical at Distribution Level
• Salary / Bonus / Commission– Creative Packages Exist on All Levels
Importance of Training
Charging the furnace
Travel & Relocation
• Travel– Large National Customers– Number of Production Facilities Matter
• Relocation– A Must for Success– Typically Exciting Cities
Electronic Commerce
• B2B Transactions $2.7 Trillion 2004– Forrester Research
• 61 Dot Coms in Metals Business
• Seat at the Table is Key
• Cargill Steel Example - GSX
Cargill Steel
Kelley School of Business
Recruiting October 24, 2000
www.cargillsteel.com