Johnson & Johnson Indiana University Kelley School of Business February 1, 2001.

Johnson & Johnson

Johnson & JohnsonIndiana University

Kelley School of Business February 1, 2001

Indiana University Kelley School of Business

February 1, 2001

Think you know J&J...Think you know J&J...

…you may not.…you may not.

We are the world’s most broadly based and comprehensive manufacturer of human health care products:

We are the world’s most broadly based and comprehensive manufacturer of human health care products:• Our 1999 Sales totaled $27.4

billion.• Our 1999 Sales totaled $27.4

billion.• Our products are sold in 175

countries.• Our products are sold in 175

countries.

• We have operating units in 51 of those countries.

• We have operating units in 51 of those countries.

Our business is focused in three distinct segments:Our business is focused in three distinct segments:

• Consumer

• Pharmaceutical

• Professional

• Consumer

• Pharmaceutical

• Professional

Consumer

Consumer

Consumer Companies

Consumer Companies McNeil Consumer Healthcare McNeil Specialty Products Company J&J Consumer Products Company J&J Personal Products Company Neutrogena J&J Sales & Logistics Company Vistakon

Pharmaceutical

Pharmaceutical

Pharmaceutical Global Strategic

Marketing

R.W. Johnson Pharmaceutical

Research Institute

Ortho Biotech Inc.

ProfessionalProfessional

Business PerformanceBusiness Performance

1989

$9.8 Billion in Total Sales

1989

$9.8 Billion in Total Sales

1999

$27.4 Billion in Total Sales

1999

$27.4 Billion in Total Sales

Organizational StructureOrganizational Structure

• More than 98,000 employees work for Johnson & Johnson...

• They work among 34 affiliate companies and…

• Among the affiliate companies there are 190 autonomous operating units around the world.

• More than 98,000 employees work for Johnson & Johnson...

• They work among 34 affiliate companies and…

• Among the affiliate companies there are 190 autonomous operating units around the world.

Decentralization at J&JDecentralization at J&J

• Each company focuses on a specific area of

health care.

• Each company has it’s own management board

and is self directed.

• The decentralized and global structure drives us

to value diversity throughout our organization.

• Each company focuses on a specific area of

health care.

• Each company has it’s own management board

and is self directed.

• The decentralized and global structure drives us

to value diversity throughout our organization.

Our Shared ValuesOur Shared Values

The cornerstone of J&J’s success is our Credo

Speaks to our commitment to our four stakeholders:

• Our customers

• Our employees

• Our communities

• Our stockholders

The cornerstone of J&J’s success is our Credo

Speaks to our commitment to our four stakeholders:

• Our customers

• Our employees

• Our communities

• Our stockholders

The Best of Both Worlds...The Best of Both Worlds...

small company environmentssmall company environments

BIG COMPANY IMPACTBIG COMPANY IMPACT

The Best of Both Worlds...The Best of Both Worlds...

small company environmentssmall company environments Decentralized Structure

Autonomy

Fewer layers of management

Opportunities for Leadership

Focus on Individual Needs

Decentralized Structure

Autonomy

Fewer layers of management

Opportunities for Leadership

Focus on Individual Needs

The Best of Both Worlds...The Best of Both Worlds...

Resources of a Big Organization

Ability to impact quality of healthcare around the world

Continuous training and development

Outstanding benefits

Resources of a Big Organization

Ability to impact quality of healthcare around the world

Continuous training and development

Outstanding benefits

BIG COMPANY IMPACTBIG COMPANY IMPACT

Work EnvironmentWork Environment

Worldwide opportunityWorldwide opportunity

NON-TRADITIONAL CAREER PATHS

NON-TRADITIONAL CAREER PATHS

traditional career pathstraditional

career paths

CAREEER ADVANCEMEN

T

CAREEER ADVANCEMEN

T

Pharmaceutical Representatives

• Sales calls can take place in the doctor’s office, hospital or clinic. Make multiple sales calls per day.

• Sell the doctor on “scripting” their product versus the competition.

• Often use clinical data and promotional items to differentiate products.

• Responsible for product samples.

Medical Device Representatives

• Sell in the Operating Room/ Cath Lab.

• Demo products during surgical cases via discussion and verbal commands.

• Focus on converting an entire hospital.

• Could make multiple or one sales call per day.

• Dependent on surgery schedule.

To find out more about J&J

• Contact us on our Website

• www.jnj.com/careers

• You can apply on line for sales opportunities in your home area.

Johnson & Johnson

Johnson & Johnson