C.H. Robinson CompanyC.H. Robinson Company

What Kind of Opportunities Exist For What Kind of Opportunities Exist For MeMe??

Career Options for a Marketing Career Options for a Marketing StudentStudent

Market PromotionsMarket Promotions

SalesSalesProduct DevelopmentProduct Development

Market ResearchMarket Research

MerchandisingMerchandising

LogisticsLogistics……to name a fewto name a few

There are 4 Different Forms of There are 4 Different Forms of SalesSales

Direct (or consumer) SalesDirect (or consumer) Sales– Kirby Vacuum, Southwestern Books, Vector Marketing, Kirby Vacuum, Southwestern Books, Vector Marketing,

Schwann’s, Mary Kay, Colorado PrimeSchwann’s, Mary Kay, Colorado Prime

TelemarketingTelemarketing – ATT, MCI, Olin Mills, Local Newspaper Carriers, Credit Card ATT, MCI, Olin Mills, Local Newspaper Carriers, Credit Card

Companies, Magazine SubscriptionsCompanies, Magazine Subscriptions

Business-to-BusinessBusiness-to-Business– Cintas, Dell Computers, Coca-Cola, Automated Data ProcessingCintas, Dell Computers, Coca-Cola, Automated Data Processing

Retail Retail – Macy’s, Marshall Fields, Dillard’s, Sears, TargetMacy’s, Marshall Fields, Dillard’s, Sears, Target

How to Differentiate a Career How to Differentiate a Career Sales Position vs. “First Job”Sales Position vs. “First Job”

CareerCareer

Established AccountsEstablished Accounts

Relationship SellingRelationship Selling

Typical Work WeekTypical Work Week

Base Salary, Incentives, Base Salary, Incentives, BenefitsBenefits

Career GrowthCareer Growth

Training & DevelopmentTraining & Development

““First-Job”First-Job”

Straight Cold CallingStraight Cold Calling

One-Call CloseOne-Call Close

Working Nights & Working Nights & WeekendsWeekends

100% Commission100% Commission

High Turnover/BurnoutHigh Turnover/Burnout

HIT THE STREETSHIT THE STREETS

As with all careers, one needs to As with all careers, one needs to investigate to find the investigate to find the rightright fit. fit.

Why You Have Not Heard of Why You Have Not Heard of C.H. Robinson Company (CHR)C.H. Robinson Company (CHR)

Little name recognition because we are one Little name recognition because we are one of those ‘hidden’ industries/companiesof those ‘hidden’ industries/companies

We work business-to-businessWe work business-to-business– Fortune 100 companies to small local companiesFortune 100 companies to small local companies

We do not market direct to consumersWe do not market direct to consumers

Introduction to CHRIntroduction to CHR

Established in 1905Established in 1905 141 Locations Worldwide141 Locations Worldwide 70% Employee Owned 70% Employee Owned

– Exceeding 3800 EmployeesExceeding 3800 Employees

– Traded on NASDAQ under the symbol CHRWTraded on NASDAQ under the symbol CHRW

Revenues Exceeding $3 BillionRevenues Exceeding $3 Billion Debt Free, 15% Growth Per YearDebt Free, 15% Growth Per Year Executing a Global VisionExecuting a Global Vision

Complete Global Network by LinkingComplete Global Network by Linking Intra-continental Infrastructure Intra-continental Infrastructure

with Air and Ocean Servicewith Air and Ocean Service

C.H. Robinson Is A Growth C.H. Robinson Is A Growth CompanyCompanyNet RevenuesNet Revenues

(Dollars in millions)(Dollars in millions)

0

30

60

90

120

150

180

210

77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97

0

30

60

90

120

150

180

210

77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97

C.H. Robinson is a Two Dimensional Company. C.H. Robinson is a Two Dimensional Company. We Buy and Sell Transportation and Logistics Services as We Buy and Sell Transportation and Logistics Services as

well as Fresh Fruits and Vegetables.well as Fresh Fruits and Vegetables. C.H. Robinson Company is the C.H. Robinson Company is the Largest 3rd Party Largest 3rd Party

TransportationTransportation and Logistics Providerand Logistics Provider in N.A. in N.A.– Deregulation of industry has opened larger, Deregulation of industry has opened larger,

lucrative marketslucrative markets– Logistics is the 2nd most outsourced function Logistics is the 2nd most outsourced function

today today » Reduces Transportation costsReduces Transportation costs» Doesn’t Tie Up AssetsDoesn’t Tie Up Assets» Allows company to Focus on Their Core Allows company to Focus on Their Core

CompetenciesCompetencies We are a Non-Asset Based CompanyWe are a Non-Asset Based Company

– Multimodal: truck, rail, ocean & airMultimodal: truck, rail, ocean & air– Many Resources & Solutions Specific to Each Many Resources & Solutions Specific to Each

CustomerCustomer Localized MarketingLocalized Marketing

– Business is conducted close byBusiness is conducted close by

We are one of the World’s We are one of the World’s Largest Largest Produce Sourcers and TradersProduce Sourcers and Traders– Our Customers consist of Grocery Our Customers consist of Grocery

Retailers, Food Service Co., Retailers, Food Service Co., Wholesalers, Distributors, Food Wholesalers, Distributors, Food Manufacturers, RepackersManufacturers, Repackers

We buy our Fresh Fruits & We buy our Fresh Fruits & Vegetables Directly from Growers Vegetables Directly from Growers and Produce Suppliersand Produce Suppliers

Developed the Fresh 1 BrandDeveloped the Fresh 1 Brand

New DevelopmentsNew Developments – Co-branding, i.e. MottsCo-branding, i.e. Motts– Creating Solid Business Partnerships Creating Solid Business Partnerships

to Leverage our Customers Sales to Leverage our Customers Sales VolumeVolume

Supply & DemandSupply & Demand

Supply & DemandSupply & Demand

Supply & DemandSupply & Demand

Supply & DemandSupply & Demand

Supply & DemandSupply & Demand

HiringHiring We Hire Entry Level - We Assume a Person Knows Nothing We Hire Entry Level - We Assume a Person Knows Nothing

About Our Business and Many Have No Sales ExperienceAbout Our Business and Many Have No Sales Experience Our Sales Positions: Our Sales Positions: Transportation & ProduceTransportation & Produce

– Established AccountsEstablished Accounts– Business-to-BusinessBusiness-to-Business– Three Dimensional, we buy, sell and problem solveThree Dimensional, we buy, sell and problem solve

Training Loosely Structured, Allowing Creativity to FlourishTraining Loosely Structured, Allowing Creativity to Flourish – On the JobOn the Job– MentorMentor

– Sales CounselorSales Counselor Promote From Within Based On PerformancePromote From Within Based On Performance

Compensation Compensation

Salary Based Compensation PlanSalary Based Compensation Plan– Determined RegionallyDetermined Regionally

Performance Based Bonus Contract Plan Performance Based Bonus Contract Plan On Top of Base SalaryOn Top of Base Salary– Team and Individual GoalsTeam and Individual Goals

Full BenefitsFull Benefits– 401K, Profit Sharing, and Stock Purchase Plan 401K, Profit Sharing, and Stock Purchase Plan – Health, Life, Disability InsuranceHealth, Life, Disability Insurance

Career Path - Every Day Is A Career Path - Every Day Is A New DayNew Day

We Challenge Our People To Take On New Responsibilities We Challenge Our People To Take On New Responsibilities Every Single Day...Every Single Day...– SalesSales– Account ManagementAccount Management– Expanding Modes of Transportation Services Within Current MixExpanding Modes of Transportation Services Within Current Mix

» IntermodalIntermodal» International (import/export)International (import/export)

– National Account ManagerNational Account Manager– On-Site AssignmentsOn-Site Assignments– Transportation ManagerTransportation Manager– Branch ManagerBranch Manager

We Promote From Within - 100%We Promote From Within - 100%

3,800 Employees Worldwide3,800 Employees Worldwide(very productive workforce!)(very productive workforce!)

CultureCulture Driven by the People Driven by the People

– Employee Ownership, Everyone Has a Vested Interest Employee Ownership, Everyone Has a Vested Interest In the CompanyIn the Company

Promote an Atmosphere Rich in Entrepreneurial Promote an Atmosphere Rich in Entrepreneurial SpiritSpirit– Lets People Try Things, a Chance to Prove ThemselvesLets People Try Things, a Chance to Prove Themselves

– Given Autonomy and Ability to Make DecisionsGiven Autonomy and Ability to Make Decisions

– Corporate Philosophy: Put More Decision Making in Corporate Philosophy: Put More Decision Making in the Hands of a 25 year old!!the Hands of a 25 year old!!

……CultureCulture

Flat OrganizationFlat Organization– Allows Action and FlexibilityAllows Action and Flexibility

Minimized ProcessesMinimized Processes– ex. Few rules…Don’t Let Processes Get in the Way ex. Few rules…Don’t Let Processes Get in the Way

of Good Peopleof Good People

Casual, Relaxed Work EnvironmentCasual, Relaxed Work Environment– but…With A lot of Energy and Activitybut…With A lot of Energy and Activity

» Organized Chaos!Organized Chaos!

Team Concept: Many People, One PurposeTeam Concept: Many People, One Purpose

Are We the Right Fit???Are We the Right Fit???Our Employees Are...Our Employees Are...

AmbitiousAmbitious - - Everyone of Us is Here Because We Want a Big Everyone of Us is Here Because We Want a Big Future!Future!

CreativeCreative - - Most of Us Like to Innovate, and are Bored with Most of Us Like to Innovate, and are Bored with Repetition!Repetition!

HardworkingHardworking - - There is No Substitute if you Want to Get Ahead!There is No Substitute if you Want to Get Ahead!

Good Problem SolversGood Problem Solvers - - We Love It!!We Love It!!

Long Term ThinkersLong Term Thinkers - - Acting Currently, But Always Aware Acting Currently, But Always Aware of our Future Impacts.of our Future Impacts.

Independent ThinkersIndependent Thinkers - - We Like to Form Our Own Opinion We Like to Form Our Own Opinion in the Hopes of Bettering the Teamin the Hopes of Bettering the Team

www.chrobinson.comwww.chrobinson.com

www.chrwjobs.comwww.chrwjobs.com

C.H. Robinson will be on C.H. Robinson will be on campus conducting interviews campus conducting interviews

Thursday, October 30th. We will Thursday, October 30th. We will be interviewing for full-time be interviewing for full-time

positions available at our positions available at our Chicago Central Branch.Chicago Central Branch.