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

2. 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, C.H. Robinson Worldwide, Inc. n Retail –Macy’s, Marshall Fields, Dillard’s, Sears, Target

3. 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

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

5. 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

6. Introduction to CHR n Established in 1905 n 150 Locations Worldwide – Exceeding 3800 Employees – Traded on NASDAQ under the symbol CHRW n Revenues Exceeding $3 Billion n Debt Free, 15% Growth Per Year n Executing a Global Vision

7. 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 3rd 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 n We are a Non-Asset Based Company –Multimodal: truck, rail, ocean & air –Many Resources & Solutions Specific to Each Customer n Localized Marketing –Branches are located near our customers n We are one of the World’s Largest Produce Sourcers and Traders –Our Customers consist of Grocery Retailers, Food Service Co., Wholesalers, Distributors, Food Manufacturers, Repackers n We buy our Fresh Fruits & Vegetables Directly from Growers and Produce Suppliers n Developed the Fresh 1 Brand n New Developments –Co-branding, i.e. Motts –Creating Solid Business Partnerships to Leverage our Customers Sales Volume

8. Supply & Demand

11. 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 & Logistics –Established Accounts & New Account Development –Business-to-Business –Three Dimensional, we buy, sell and problem solve n Training Loosely Structured, Allowing Creativity to Flourish –On the Job –Mentor –New Employee Sales Training at Corporate Office n Promote From Within Based On Performance

12. Career Path - Every Day Is A New Day n We Challenge Our People To Take On New Responsibilities Every Single Day... – Sales –Account Management –Expanding Modes of Transportation Services Within Current Mix »Intermodal »International (import/export) –National Account Manager –On-Site Assignments –Transportation Manager –Branch Manager n We Promote From Within - 100%

13. 3,800 Employees Worldwide (very productive workforce!)

14. 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!!

15. …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 »Organized Chaos! n Team Concept: Many People, One Purpose

16. 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

17. www.chrobinson.com www.chrwjobs.com

18. C.H. Robinson will be on campus conducting interviews Tuesday, February 24th. We will be interviewing for full-time & internship opportunities available at our Chicago Central Branch.