C. H. Robinson Company What Kind of Opportunities Exist For Me?
Career Options for a Marketing Student Market Promotions Sales Product Development Market Research Merchandising Logistics …to name a few
n There are 4 Different Forms of Sales Direct (or consumer) Sales – Kirby Vacuum, Southwestern Books, Vector Marketing, Schwann’s, Mary Kay, Colorado Prime n Telemarketing – ATT, MCI, Olin Mills, Local Newspaper Carriers, Credit Card Companies, Magazine Subscriptions n Business-to-Business – Cintas, Dell Computers, Coca-Cola, Automated Data Processing n Retail – Macy’s, Marshall Fields, Dillard’s, Sears, Target
How to Differentiate a Career Sales Position vs. “First Job” Career Established Accounts Relationship Selling Typical Work Week Base Salary, Incentives, Benefits Career Growth Training & Development “First-Job” Straight Cold Calling One-Call Close Working Nights & Weekends 100% Commission High Turnover/Burnout HIT THE STREETS
As with all careers, one needs to investigate to find the right fit.
Why You Have Not Heard of C. H. Robinson Company (CHR) Little name recognition because we are one of those ‘hidden’ industries/companies n We work business-to-business n – Fortune 100 companies to small local companies n We do not market direct to consumers
Introduction to CHR n n n Established in 1905 141 Locations Worldwide 70% Employee Owned – Exceeding 3800 Employees – Traded on NASDAQ under the symbol CHRW n n n Revenues Exceeding $3 Billion Debt Free, 15% Growth Per Year Executing a Global Vision
Complete Global Network by Linking Intra-continental Infrastructure with Air and Ocean Service
C. H. Robinson Is A Growth Company Net Revenues (Dollars in millions)
C. H. Robinson is a Two Dimensional Company. We Buy and Sell Transportation and Logistics Services as well as Fresh Fruits and Vegetables. n C. H. Robinson Company is the Largest n We are one of the World’s 3 rd Party Transportation and Largest Produce Sourcers and Logistics Provider in N. A. Traders – Deregulation of industry has opened – Our Customers consist of larger, lucrative markets Grocery Retailers, Food Service – Logistics is the 2 nd most outsourced Co. , Wholesalers, Distributors, function today Food Manufacturers, Repackers » » » n Reduces Transportation costs n Doesn’t Tie Up Assets Allows company to Focus on Their Core Competencies n We are a Non-Asset Based Company – Multimodal: truck, rail, ocean & air n – Many Resources & Solutions Specific to Each Customer n Localized Marketing – Business is conducted close by We buy our Fresh Fruits & Vegetables Directly from Growers and Produce Suppliers Developed the Fresh 1 Brand New Developments – Co-branding, i. e. Motts – Creating Solid Business Partnerships to Leverage our Customers Sales Volume
Supply & Demand
Hiring n We Hire Entry Level - We Assume a Person Knows Nothing About Our Business and Many Have No Sales Experience n Our Sales Positions: Transportation & Produce – Established Accounts – Business-to-Business – Three Dimensional, we buy, sell and problem solve n Training Loosely Structured, Allowing Creativity to Flourish – On the Job – Mentor – Sales Counselor
Compensation n Salary Based Compensation Plan – Determined Regionally n Performance Based Bonus Contract Plan On Top of Base Salary – Team and Individual Goals n Full Benefits – 401 K, Profit Sharing, and Stock Purchase Plan – Health, Life, Disability Insurance n Auto Program or Cash Equivalent
Career Path - Every Day Is A New Day n We Challenge Our People To Take On New Responsibilities Every Single Day. . . – Outside Sales – Expanding Modes of Transporation Services Within Current Mix » Intermodal » International (import/export) – – – National Account Manager Expatriate Assignments On-Site Assignments Transportation Manager Branch Manager
3, 800 Employees Worldwide (very productive workforce!)
Culture n Driven by the People – Employee Ownership, Everyone Has a Vested Interest In the Company n Promote an Atmosphere Rich in Entrepreneurial Spirit – Lets People Try Things, a Chance to Prove Themselves – Given Autonomy and Ability to Make Decisions – Corporate Philosophy: Put More Decision Making in the Hands of a 25 year old!!
…Culture n Flat Organization – Allows Action and Flexibility n Minimized Processes – ex. Few rules…Don’t Let Processes Get in the Way of Good People n Casual, Relaxed Work Environment – but…With A lot of Energy and Activity » Sometimes Chaos! n Team Concept: Many People, One Purpose
Are We the Right Fit? ? ? Our Employees Are. . . n Ambitious - Everyone of Us is Here Because We Want a Big Future! n Creative - Most of Us Like to Innovate, and are Bored with Repetition! n Hardworking - There is No Substitute if you Want to Get Ahead! Good Problem Solvers - We Love It!! n Long Term Thinkers - Acting Currently, But n Always Aware of our Future Impacts. n Independent Thinkers - We Like to Form Our Own Opinion in the Hopes of Bettering the Team
www. chrobinson. com www. chrwjobs. com
C. H. Robinson will be on campus conducting interviews Tuesday, October 22.
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