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Finding the best fit for your trade compliance openings
by Lalo Solorzano - Global Training Center
As an exhibitor at trade shows one knows how lonely it can be when all the attendees are in their sessions (or at the bar, golf course, or pool). Aside from scavenging the swag and stocking up on countless pens and stress balls, I tend to take that down-time to catch up with fellow exhibitors.
If you have attended any of the customs and trade compliance conferences, you would surely have run into Tyler Search. Recently Global Training Center exhibited at the Annual NCBFAA Conference where we ran into Rick Miller and Linda Lexo. We had the pleasure of catching up with them on industry trends plus got to know a little more about them after all these years. Below is a conversation I had with both of them.
Tyler Search is an Executive Search firm specializing in Import/Export Compliance, Customs Brokerage, Supply Chain and International Logistics searches. Founded in 1985 they have become the largest specialty niche Search Firm in the country serving the Trade Compliance Community.
Q&A
GTC: Recently there have been more postings for international trade professionals. Have you seen that reflected in your business as well? And what do you attribute that to?
Tyler Search: Yes, especially in these past 8 years since the recession hit – seems like the government needed to collect more money like everyone else so they started hitting the importers/exporters with penalties and consent decrees! It’s frightening to think we depend on the government to keep us all in business! Companies are also being proactive in their approach especially when they see what trouble others are in. Many of the higher level job openings are upgraded positions meant to unify global compliance.
GTC: Which international trade positions are in demand?
Tyler Search: Demand remains very strong for all levels of trade compliance including for both import and export experts. However, Export Trade Compliance professionals in the defense industry are in short supply so they are much harder to attract.
GTC: Is there a reason why one position is more in demand than another right now?
Tyler Search: Export Trade Compliance – very high demand – as the DDTC & BIS regulate and audit companies, many end up in a consent decree which may include requirements for additional compliance staffing. On the import side, companies are further ahead although they are also looking for duty and cost savings recommendations from the compliance department.
GTC: What about industries? Is there a specific industry that has more demand that others?
Tyler Search: Right now, the Defense Industry. The import/Customs compliance market is fairly mature, but the export compliance candidate market base has yet to catch up especially with all the consent agreements currently in place. Those tend to create lots of demand for export and export licensing professionals of all levels even for those companies not on the government’s radar.
GTC: Are there parts of the country that have more demand?
Tyler Search: Trade compliance positions are spread out all over the country so not really, no. For years we have been publishing our annual White Paper where we report on actual trade compliance salaries based on our placements (this is not a survey – those tend to be unreliable). Up until several years ago we split the salaries out by Region, but stopped doing so when the regional differences became insignificant. The market for experts is national in scope- candidates in the industry are very mobile so companies are competing for candidates all over the country and must be competitive no matter where they are based. Of course the big city jobs pay a little better.
GTC: As a training company we often get asked how someone can get started as a trade professional. Do you have any tips for anyone wanting to get into this business?
Tyler Search: Like any field, it is tough to break into. On the import side historically customs compliance expertise came from Logistics experts who took on the responsibility for trade compliance. Many also come from the Customs Broker/FF side – they are always looking for entry writers. On the Export side the position grew out of the contracts/legal department. Most candidates start at the bottom and pay their dues the old fashioned way – we recommend getting a Customs Brokers License as early as possible in your career. The export side is a bit harder to enter, but it tends to pay better and is in need of more experts. Since not many children aspire to grow up to be trade compliance professionals- certainly only due to ignorance of course! Many of us have just fallen into it from other professions by either offering to or being asked to do so by their employers.
GTC: Are you familiar with the various certification programs in the international trade fields?
Tyler Search: Yes, however, the Customs Brokers License is typically the only one our clients ever ask for.
GTC: How often do employers request that the employees have some sort of certification?
Tyler Search: On the import side, a Customs Broker’s License is often preferred or required. You are much more marketable with the License; that and a Bachelor’s Degree. On the export side, none.
GTC: When employers are looking to fill positions, how often are Licensed Customs Brokers requested?
Tyler Search: Actually quite often – it is the only government sanctioned certification when it comes to Importing/Exporting. Other than that, companies almost never accept other certifications in lieu of experience.
GTC: How has social media changed the way you recruit candidates?
Tyler Search: It has been interesting to watch how LinkedIn has affected the recruiting industry. At first we thought it might be a real competitor for us thinking companies would use us less but that has not been an issue. LinkedIn is just another tool – a good tool. It certainly is a source we utilize, but we also depend heavily on our database and exposure at the big and small Trade Association Conferences. Everyone should have their LinkedIn profile updated though- you never know! (We had better check on our own!)
GTC: With social and recruiting websites such as LinkedIn and Monster.com and others, how does your business set itself apart from those other resources?
Tyler Search: 3 main differences. First, We have expertise in the industry from our prior careers. We are both Licensed Customs Brokers and come from the corporate/Trade/broker Industry. Second, those job boards websites are typically for active candidates- those actively seeking employment who post their profiles/resumes. When we recruit, what we bring to the table is the passive candidate. We have a huge database of trade compliance professionals, many of which aren’t really seeking other employment, but want to know if something compelling is available. Plus our database is private while anyone including your boss can see if you posted on these other sites. Finally, we really enjoy what we do – finding the right candidate for an open position is like a treasure hunt. Helping someone better themselves is very satisfying. We believe liking your job makes you better at it.
Linda Lexo and Rick Miller are licensed customs brokers and executive recruiters at Tyler Search Consultants (www.TylerSearch.com)
Previously, Linda Lexo was the director of brokerage global training for the customs & trade compliance division of UPS-SCS, brokerage operations manager over the U.S./Canadian border and as a manager in human resources where she handled recruitment and workforce planning. She can be reached at [email protected]
Prior to joining Tyler, Rick Miller ran the trade compliance programs as vice president for Recoton Corporation and director of international trade for Electrolux and worked for U.S. Customs and Border Protection in Miami. He can be reached at [email protected]
You can find Tyler Search at: www.TylerSearch.com or by calling 201.934.9880
About the Author:
Lalo Solorzano currently works on staff with Global Training Center to grow and promote training and education for global trade and customs compliance. He has over 27 years experience in software development, training, and implementation for Customs and Trade Compliance applications.
For more information on this subject or to discuss your training needs you may contact:
Lalo Solorzano at [email protected] or at 915.534.7900
