Careers in Direct
Marketing
Johnson & Quin, Inc.
Presented by Emily Keach
September 20, 2005
Indiana University
What is Direct Marketing?
 Direct Marketing is. . .
 An interactive system of marketing which
uses one or more advertising media to
effect a measurable response and/or
transaction at any location (DMA).
Types of Direct Marketing
 Telemarketing
 Direct response print
 Magazines and newspapers
 Direct response broadcast
 Radio and television
 Direct mail
 Internet marketing
Direct Marketing
Advertising Expenditures
 Total advertising expenditures
 Forecast $278.8 Billion* for 05’ (5.7%
increase since 04’)
 Total DM expenditures
 $186 Billion* (04’)
 **DM expenditures are 67% of
total ad expenditures
*Source DM News and B2B
Journal
Direct Mail
 Direct Mail Expenditure Forecast 05’
 $56.6 Billion* (8.5% increase)
 Industry growth factors:
 Technology advancements
 More targeted & customized programs available
 Clients’ need for more accountable communications
Advertiser can control timing
*Source: DM News
Users of Direct Mail
 Catalog companies- direct marketing as
main focus
 Other corporations- direct as one of
many channels
 Advertising agencies- specializing in
direct marketing
Suppliers to the Industry







Database specialists
Telemarketers
List brokers
Printers and envelope converters
Lettershops
Full service production companies
Internet marketing companies
Industry Trends
 Shorter time frames to produce programs
 Less experienced clients
 More competitive pricing
 Consolidation of companies
 Businesses focusing on core
competencies and outsourcing other
activities
Johnson & Quin- A Full
Service Production Co.
 Nationally recognized as a leader in direct mail
production and critical corporate
communications
 Manage all production aspects of our client’s
mailings:





Data processing
High color printing
Laser personalization
Bindery and lettershop
Project Management
How Big are We?






Medium sized in industry
$15 million annual sales
90 employees
104,000 square foot facility
Located north of Chicago in Niles
Founded in 1876
Typical Customers






Financial Institutions
Insurance Companies
Large Retailers
Telecommunications Companies
Fortune 500 Companies
Direct Marketing Advertising Agencies
Entry level positions in DM
Account Management Associate
 Coordinate production of DM promotions
 Liaison between client, sales and
manufacturing departments
 Work with Fortune 500 corporations
nationwide
Entry level positions in DM
 Sales Support Associate
 Assist sales with proposals and
presentations
 Qualify sales leads
 Track sales activity
 Assist out-of-town sales reps
 Ideal entry level position for sales
Entry level positions in DM
 Operations Trainee
 Develop price estimates, schedules and
coordinate production
 Manage the production process
 Offset printing
 Laser and ink jet personalization
 Bindery and lettershop
 Analyze and design production methods
Unique Training Program
 Program began in 1997
 Covers direct marketing in general and
J&Q specifically
 6 to 8 weeks
 In-house training
 Outside speakers and seminars
 Tours
Possible Career Directions
 Account management
 Sales
 Managing existing business
 Opening new business
 Operations management
 Production Planning
 Scheduling, estimating, purchasing
Direct Marketing is. . .
 A dynamic, profitable, growing,
challenging, respected, influential industry
with lots of opportunity for YOU!
05’-06’ Recruitment
 IU Marketing Career Fair
Friday, September 23 (11AM to 4PM)
 Spring Semester - TBA
Information Night at IU
Interviews on Campus
Questions?
 Contact our Indiana University
Coordinator
 Jean Locklund
 847-588-4530
 [email protected]
 View our web site at:
www.johnson&quin.com