C.H. Robinson Company What Kind of Opportunities Exist For Me?

Career Options for a Marketing Student Market Promotions Market PromotionsSales Product Development Market Research MerchandisingLogistics …to name a few

There are 4 Different Forms of Sales n 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) n Little name recognition because we are one of those ‘hidden’ industries/companies n We work business-to-business –Fortune 100 companies to small local companies n We do not market direct to consumers

Introduction to CHR n Established in 1905 n 138 Locations Worldwide n 70% Employee Owned – Over 3800 Employees – Traded on NASDAQ under the symbol CHRW n Revenues Exceeding $2 Billion n Debt Free, 15% Growth Per Year n 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 the Largest 3 rd Party Transportation and Logistics Provider in N.A. Deregulation of industry has opened larger, lucrative markets –Logistics is the 2nd most outsourced function today »Reduces Transportation costs »Doesn’t Tie Up Assets »Allows company to Focus on Their Core Competencies We are a Non-Asset Based Company We are a Non-Asset Based Company –Multimodal: truck, rail, ocean & air –Many Resources & Solutions Specific to Each Customer

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 –Established Accounts –Business-to-Business –Three Dimensional, we buy, sell and problem solve n Training – Classroom and Hands-On –4-6 week classroom style training –On the Job –Mentor –Sales Counselor n Promote From Within Based On Performance

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 –401K, Profit Sharing, and Stock Purchase Plan – Health, Life, Disability Insurance

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 n We Promote From Within - 100%

Over 3,800 Employees Worldwide (very productive workforce!) Over 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! n Good Problem Solvers - We Love It!! n Long Term Thinkers - Acting Currently, But Always Aware of our Future Impacts. n Independent Thinkers - We Like to Form Our Own Opinion in the Hopes of Bettering the Team