Indiana UniversityIndiana University

is...is...• Family Oriented, Family Oriented,

Specialty Specialty Department StoreDepartment Store

• Targeted towards Targeted towards Middle Income Middle Income CustomersCustomers

• Value OrientedValue Oriented• Name Brand Name Brand

MerchandiseMerchandise• ConvenienceConvenience

Positioned To Serve Customers Who Positioned To Serve Customers Who Shop Shop Department Stores As Well As Discount Department Stores As Well As Discount

StoresStoresCustomers who

want more value

Customers Trading Upto Buy Name Brand

Department Department StoresStores

DiscountersDiscounters

Kohl’sKohl’sThe Middle Market Customer

is is ConvenientConvenient

isisFamily OrientedFamily Oriented

isisNational Brands with National Brands with

ValueValue

is America’s #1 is America’s #1 Retailer...Retailer...

Sales GrowthSales Growth

$1,097$1,306

$1,554$1,926

$2,388

$3,060

$3,682

$4,557

0

500

1,000

1,500

2,000

2,500

3,000

3,500

4,000

4,500

5,000

1992 1993 1994 1995 1996 1997 1998 1999

($ Millions)

Comp % Inc. 10.5% 8.3% 6.1% 5.9% 11.3% 10.0% 7.9% 7.9%

11.2

2.8 2.8

5.9

4.45.3

1.0 0.90.90.7

14.8

-1.1 -1.6-2.4

0.3

-0.5

(5)

(3)

(1)

1

3

5

7

9

11

13

15

Kohl's May Sears JC Penny DaytonHudson

Target Wal-Mart Mervyn's

is America’s #1 Retailer...is America’s #1 Retailer...

Holiday 2000Holiday 2000

AVERAGE COMP STORE SALES GROWTH

(%)

8.6%

3.3% 3.1%

3.0%

2.0%

0.1%

(0.2%)(1.5%)

(4)

(2)

0

2

4

6

8

10

Kohl's May Sears Federated Dillard DaytonHudson

JCPenney

Mervyn's

is America’s #1 Retailer...is America’s #1 Retailer...

vs. other Direct Competitorsvs. other Direct Competitors

AVERAGE COMP STORE SALES GROWTH

1995 - 19991995 - 1999(%)

is America’s #1 Retailer...is America’s #1 Retailer...

Stock GrowthStock Growth

SPLIT

SPLIT

SPLIT

(2)

6 1118

(2)

2222

32

(1)

32

46

60

60

(50)

0

50

100

150

200

250

300

350

400

450

500

1992 1993 1994 1995 1996 1997 1998 1999 2000E 2001E

Existing Stores (Opened more than 12 months)

Store Closings

New Store Openings (Opened less than 12 months)

is America’s #1 Retailer...is America’s #1 Retailer...

Physical Physical Store GrowthStore Growth# of Stores

7990

108128 150

182213

259

319

374-379

Sq. Ft. Growth 16% 24% 23% 20% 25% 21% 24% 26% 18-19%

is America’s #1 is America’s #1 Retailer…Retailer…

Store Store GrowthGrowth

2001 New States

1992 - 2000 States

ND

SD

NE

KS MO

IA

KYVA

PANJ

MD

DE

NC

WV

MN

WI

IL

IN OH

MI

GA

CT

TX

CO

TN

NY

OKAK

CorporateCorporate

• Sales and Inventory Levels for Stores• Budget and Plan for New Store Openings• Participate in System Upgrade Training Sessions• Allocation of Fashion and Basic Merchandise• Pre-Season, In-Season, Post-Season Analysis• Analysis of Top Trending Markets/Stores• Key Item and Core Business Planning• Vendor Relationships• Average Analyst Manages:

• $100.0 million in inventory• 3,500 Items• 320+ Stores • 55-60 New Store Openings per year

MERCHANDISE ANALYSTMERCHANDISE ANALYSTMERCHANDISE ANALYSTMERCHANDISE ANALYST

Corporate Training OverviewCorporate Training Overview

• Orientation• Corporate Mentors• 2 Weeks Classroom

Learning• 2 Weeks Store

Assignment• 8 Weeks Classroom

and Buying Office Training• System Training• Buying Office

Functions