Automatic Data Processing Chris Chappel November 2 nd , 2010

1. Automatic Data ProcessingChris ChappelNovember 2nd, 2010

2. Company Overview Interviewing Tips Employment Opportunities Questions and Answers Agenda

3. Company Overview • 60 years in data processing through products and services • Nearly $9 billion in annual revenue with 585,000 clients worldwide in over 30 countries • Over 41,000+ associates worldwide • One of Fortune Magazine’s Most Admired Companies • 1 of only a handful of companies rated AAA by both Standard & Poor’s and Moody’s • Two major divisions: • Employer Services - Payroll, benefits, human resource, and other business process management services • Dealer Services - Integrated technology solutions for all areas of vehicle dealerships

4. Business Accolades ADP has earned accolades from a variety of distinguished organizations and publications. #281 largest US company (2010) Largest in US payroll services 1 of a handful of AAA rated US Industrial Companies Working Mother Top 100 Companies (2009) List of “Best Places to Work in IT” (2010) ADP ranked # 2 on the Top 125 List (2010) Ranked #1 on FORTUNE Most Admired companies in the Financial Data Services Category (2009-2010) DiversityInc, Top 50 companies for Diversity (2010) Companies that Care Honor Roll (2009) 5 5

5. Employer Services Market Leader • For Employers of All Sizes — payroll, benefits, human resource, and other business process management services • Pays 1 in every 6 private sector workers in the U.S. • Pays 33 million people in 33 countries • Prepares over 50 million form W-2s • Collects and moves over $1.3 trillion in client payroll tax, direct deposit and related funds • Average client life cycle: 10 years Both divisions leverage each others scale, locations and technologies.

6. Interview Tips 101 How to get the job!!!!

7. Tips for Interviewing • The 3 P’s of Interviewing – preparation, presentation and perseverance • Buzzwords- interview and resume • Questions at the interview • Personal success statement

8. Be Prepared • Know what kind of interview to expect • Know why you want the job • Be able to express the marketable skills you have to offer • Be ready for the killer question.… WHY SHOULD I HIRE YOU FOR THIS JOB? • Prepare questions • Line up your references in advance • Prepare a brag book with accomplishments

9. Presentation • WEAR YOUR BEST SUIT • Arrive early • Bring extra resumes, notepad/portfolio, pen • Be sure you know how to pronounce your interviewer's name • Be polite to everyone you meet in the office • Be personable as well as professional • Do not chew gum, smoke, swear or use slang

10. Presentation Cont… • Be aware of body language • Assume all questions are asked for a good reason and answer accordingly • Feel free to ask for clarification before answering a question • Take some time to formulate your answers before you speak • Answer all questions honestly • Do not bad mouth old employers, BE POSITIVE!

11. Perseverance • Go after the job like you would a prospect • BE A CLOSER!!!! • Follow-up with each interviewer in the process • Get a business card • Send a thank you letter, ASAP, to each interviewer

12. Buzz Words for an Interview B2B Outside Sales Business to Business outside sales Cold call An unannounced sales pitch or sales call to a potential customer Direct marketing Marketing strategy intended to make sales, rather than create preferences or name-brand recognition, by interacting directly with a target market and giving its members a chance to respond. An example would be a telemarketer calling a person from a target market and giving her an opportunity to purchase a product. Foot canvassing In- person sales prospecting activity in a geographic location resulting in either the gathering of leads for future sales calls or an unannounced, unscheduled sales pitch to a potential client

13. Buzz Words for an Interview Market share Total number of units sold by a particular company expressed as a percentage of the total number of units sold by the entire market. An effective means of benchmarking competition. Product mix The collection of products a company offers to the market. A product mix can be either wide/broad (offering a large number of products) or narrow/limited offering only a few products). Territory Geographic Location assigned to a salesperson in which he or she is designated to build a client base resulting in revenue Quota Revenue or activity goals assigned to a sales person. Performance is often measured by your ability to meet quota

14. Entry-Level Outsides Sales Inside Sales Cold Call Telemarketing Prospecting Scholarships Working your way through school Quota Marketing/Sales Recent Grad Internship Sales Club Competition AMA Sports (athletics or some variation) Buzz Words for a Resume

15. How important are my questions at the interview? For many interviewers your questions are at least as important as your answers!! Tips- • Ask specific questions about the job..what is an average day..how do you measure success… etc.. • Your question should always indicate that you have researched the Organization. • The question should never raise barriers to getting a job offer. Example - " Would I really have to work weekends?” or “What are the hours?” • Always have at least 5-7 questions prepared

16. Do NOT ask: "What does your company do?" (You should have researched this)

17. Things you should know before going into an interview • The company's line of business/ business category • Date the company was established- Recent/current events. • Approximate Revenue last year • Are they a regional, national or international company • How is the company organized • Career tracks mentioned on the company's web site

18. Your Personal Success Statement • What makes you successful and right for a job in outside sales? • What characteristics do you have that will make you successful • in sales? • What experiences will you draw from to be successful? • If you’ve had sales exp…do you have documentation that • proves your success? …And the answer to the question … Why should I hire you for this job?

19. Every manager wants to hire…….a provensuccess.Everyone has a success story to tellAll you have to do is … SELL IT!!!

20. The ADP Opportunity

21. Associate District Manager Small Business consultant helping entrepreneurs Helping grow businesses Streamline their operations through outsourcing. Network with influential leaders in the business community including CPA’s, bankers and clients to generate additional leads and referrals. “It is a prospecting environment where the job will get easier through referrals as you build the relationships.” • ADDITIONAL POINTS: • Geographic territories that consists of roughly 20% clients and • 80% prospects, with an emphasis on developing new business • Typical Sales Activity: Cold calling and foot canvassing • Quota driven, fast paced and high transaction environment • 65% Referral Based Selling (Banks/CPA/Clients)

22. ADP Career Growth • SBS Outside Sales is a Career not just a Job! There are new job titles evolving everyday at ADP…the opportunity is limitless. • Career Path in Sales • District Manager • Senior District Manager • Total Source District Manager • 401K District Manager • Major Account District Manager • National Account District Manager • Specialized DM (healthcare rep, CPA and Bank DM) • Career Path in Management • Sales Training Manager • Regional Training Manager • Sales Trainer • Sales Operations • Sales Manager • Sales Director • Sales Executive • Area Sales Executive • Area Vice President • Division Vice President • Career Path at ADP • Corporate Training and Sales Operations • Recruiting Organization and HR • Client Services Executive and Implementation • Technology and Service opportunities • Marketing

23. What we look for in a candidate… Relationship Building Resilience Sales Orientation Aggressive Strong Work Ethic Incentive-Driven Possess a Competitive Edge Quota-Driven Presentation, Selling, and Closing Skills

24. The ADP Profile We are looking for Qualified Sales Professionals with 0-3 years sales experience Bachelor’s degree Cold calling Experience Good Written and Verbal Communication Good Decision Making Skills Clear Goals/Ambitious Past Accomplishments Can overcome Obstacles/Objections Have a drive and passion for sales

25. Benefits • Comprehensive Health Care - Medical, Dental, Vision • 401k Plan • Pension Plan • Discount Programs • Tuition Reimbursement • Training and Education • Paid Time Off • Incentive Trips to Ireland, Hawaii, Monte Carlo, etc.

26. Current ADP Opportunities Sales Internships Outside Sales Representative Client Services Representative Tax Analyst (Accounting)

27. To learn more about ADP, please visit our website at: • www.ADP.com • Tamara Welch • Tamara_Welch@adp.com • 866-445-3959 • Dana Stewart • Dana_Stewart@adp.com • 404-968-9312 • Become a fan of ADP CAREERS on Facebook

28. Questions?