Union Pacific Railroad 2002Union Pacific Railroad 2002
WelcomeWelcome
Union Pacific CorporationUnion Pacific Corporation
Fast FactsFast Facts
PortlandPortland
LALA
HoustonHouston
DenverDenver
OmahaOmahaChicagoChicago
New OrleansNew Orleans
SLCSLC
Twin CitiesTwin Cities
MemphisMemphis
St. LouisSt. LouisKansas CityKansas City
Revenue:$10.8 B
Net Income: $966 MM
Revenue:$10.8 B
Net Income: $966 MM
Success!Success!
$10.8 B$10.8 B
Recognized for ExcellenceRecognized for Excellence
LONG-TERM INVESTMENT VALUE
2001 COMPANY SCORE
1 Citigroup 8.62 Exxon Mobile 8.53 Berkshire Hathaway 8.54 General Electric 8.45 Phillip Morris 8.36 Microsoft 8.37 Union Pacific 8.3
USE OF CORPORATE ASSETS
2001 COMPANY SCORE
1 Berkshire Hathaway 8.42 Walgreen 8.43 Fifth Third Bancorp 8.04 Citigroup 8.05 General Electric 8.06 Union Pacific 8.07 Exxon Mobile 7.9
And move they do. Union Pacific runs over Burlington Northern; Deere plows Caterpillar; Toyota outstrips Ford; Avis dusts AutoNation. RAILROADS
2000 COMPANY SCORE
1 Union Pacific 7.032 Burlington Northern 6.323 Norfolk Southern 5.794 CSX 5.155 Kansas City So. Industries 5.02
THINGS THAT MOVETHINGS THAT MOVE
SOCIAL RESPONSIBILITYSOCIAL RESPONSIBILITY
2001 COMPANY SCORE
1 New York Times 8.02 Target 7.93 Procter & Gamble 7.94 Union Pacific 7.85 American Express 7.8
CustomerAwards
CustomerAwards
• States Served 23
• Miles of Track 38,654
• Employees 48,600
• Locomotives Operated 7,007
• Freight Cars 153,272
• Daily Trains 2,500
• States Served 23
• Miles of Track 38,654
• Employees 48,600
• Locomotives Operated 7,007
• Freight Cars 153,272
• Daily Trains 2,500
Fast FactsFast Facts
UP Rail NetworkUP Rail Network
PortlandPortland
LALA
HoustonHouston
DenverDenver
OmahaOmahaChicagoChicago
New OrleansNew Orleans
SLCSLC
Twin CitiesTwin Cities
MemphisMemphis
St. LouisSt. LouisKansas CityKansas City
MexicoMexico
Major Customers
• GM
• Ford
• Chrysler
• Corona
• Grupo Mexico
• Cemex
Major Customers
• GM
• Ford
• Chrysler
• Corona
• Grupo Mexico
• Cemex
2001 Revenues: $860 Million (+1%)2001 Revenues: $860 Million (+1%)
FXETFMFSE
CalexicoCalexico
NogalesNogales
Mexico City
El PasoEl Paso
BrownsvilleBrownsville
LaredoLaredo
Eagle PassEagle Pass
Rail OpportunityRail Opportunity
WesternRailroads
22%
WesternRailroads
22%
Truck78%
$88 Billion$88 Billion
VisionVision
• Union Pacific Is Committed to Be a Company Where:
– Customers Want to Do Business
– Our Employees Are Proud to Work
– Shareholder Value Is Created
• Union Pacific Is Committed to Be a Company Where:
– Customers Want to Do Business
– Our Employees Are Proud to Work
– Shareholder Value Is Created
Valuing Our EmployeesValuing Our Employees
• One of Best Jobs USA top 100 places to work
• 2001 Recipient of Working Mothers top 100 places to work.
• Platinum Well Workplace Award from the Wellness Council of America
• One of Best Jobs USA top 100 places to work
• 2001 Recipient of Working Mothers top 100 places to work.
• Platinum Well Workplace Award from the Wellness Council of America
Benefits of working for Union PacificBenefits of working for Union Pacific
• New employee on-boarding program
• Formalized mentoring program
• Career opportunities
• Extensive training
• Business casual
• Flexible working environments
• Tuition aid
• 401K matching
• New employee on-boarding program
• Formalized mentoring program
• Career opportunities
• Extensive training
• Business casual
• Flexible working environments
• Tuition aid
• 401K matching
Omaha - Unique AtmosphereOmaha combines exciting career opportunities with an ideal place to live.
Omaha - Unique AtmosphereOmaha combines exciting career opportunities with an ideal place to live.
• Home to 5 Fortune 500 Companies
• Historic Old Market
• Henry Doorly Zoo
• NCAA College World Series
• Girls and Boys Town
• Strategic Air and Space Museum
• Home to 5 Fortune 500 Companies
• Historic Old Market
• Henry Doorly Zoo
• NCAA College World Series
• Girls and Boys Town
• Strategic Air and Space Museum
Omaha - Arts and RecreationOmaha - Arts and Recreation
• Arts
– Omaha Community Playhouse
– The Orpheum Theatre
– Joslyn Art Museum
• Sports & Recreation
– Division I and Professional Hockey Teams
– Professional Indoor Football Team
– 166 parks
– 45 public and private golf courses
• Arts
– Omaha Community Playhouse
– The Orpheum Theatre
– Joslyn Art Museum
• Sports & Recreation
– Division I and Professional Hockey Teams
– Professional Indoor Football Team
– 166 parks
– 45 public and private golf courses
Omaha NightlifeOmaha Nightlife• Omaha offers an array of activities ranging
from dining in a train to gambling down the river.– Dinner and Entertainment
– Pubs and Clubs
– Live Music
– Riverboat Casinos
• Demographics
AGE % in US % in Omaha % Married % Single18-24 8.6 9.5 25
7225-34 14.5 14.6 56 34
• Omaha offers an array of activities ranging from dining in a train to gambling down the river.– Dinner and Entertainment
– Pubs and Clubs
– Live Music
– Riverboat Casinos
• Demographics
AGE % in US % in Omaha % Married % Single18-24 8.6 9.5 25
7225-34 14.5 14.6 56 34
Omaha Quick FactsOmaha Quick Facts
• Omaha - The BIG small city
– 42nd largest city in the United States
– Cost of Living is 8% BELOW the national average
– Top 10 Healthiest Places to Live
– 12 Colleges and Universities
– Climate: Four distinct seasons!
• Omaha - The BIG small city
– 42nd largest city in the United States
– Cost of Living is 8% BELOW the national average
– Top 10 Healthiest Places to Live
– 12 Colleges and Universities
– Climate: Four distinct seasons!
Want to learn more?Want to learn more?
• These links will help you find your way around Omaha:
– www.omaha.org
– www.omaha.com
– www.discoveromaha.com
– www.omahafavorites.com
– www.omahachamber.org
• These links will help you find your way around Omaha:
– www.omaha.org
– www.omaha.com
– www.discoveromaha.com
– www.omahafavorites.com
– www.omahachamber.org
Union Pacific RailroadUnion Pacific Railroad
• Located in Omaha, Nebraska
• Estimated Completion 2004
• Located in Omaha, Nebraska
• Estimated Completion 2004
A World of OpportunityA World of Opportunity
Marketing and SalesMarketing and Sales
Who We Serve & What We ShipWho We Serve & What We Ship
Agricultural Products Agricultural Products
AutomotiveAutomotive
ChemicalsChemicals
Corn & Feed GrainsBeverages
Canned & Packaged FoodsFresh & Frozen Fruits & Vegetables
Corn & Feed GrainsBeverages
Canned & Packaged FoodsFresh & Frozen Fruits & Vegetables
Assembled AutomobilesAutomotive Parts
Assembled AutomobilesAutomotive Parts
FertilizerLiquid & Dry Chemicals
Petroleum ProductsPlastics
FertilizerLiquid & Dry Chemicals
Petroleum ProductsPlastics
Who We Serve & What We ShipWho We Serve & What We Ship
EnergyEnergy
Industrial ProductsIndustrial Products
IntermodalIntermodal
CoalPetroleum Coke
CoalPetroleum Coke
Stone, Sand, GravelSteel
Lumber & Building MaterialsConsumer Appliances
TiresGovernment Shipments
Stone, Sand, GravelSteel
Lumber & Building MaterialsConsumer Appliances
TiresGovernment Shipments
ElectronicsSporting Goods
ElectronicsSporting Goods
Market Development & Sales CenterMarket Development & Sales Center
• Focus for 31 Account & Business Reps
– Increase $430 Million Revenue Base
– Develop New Customers
– Prepare Employees for Promotion
• Focus for 31 Account & Business Reps
– Increase $430 Million Revenue Base
– Develop New Customers
– Prepare Employees for Promotion
What Kind of Work Will You Do ?What Kind of Work Will You Do ?
• Primary Marketing and Sales Contact for 75-100 Customers worth $ 9-20 million in UP Revenue
• Key Functions
– Manage Customer Relationship
– Capture New Business Opportunities
– Coordinate UP Resources to Resolve Customer Issues
– Increase Knowledge of Customers’ Business and Relevant Markets
• Visits to Customer Sites
• Primary Marketing and Sales Contact for 75-100 Customers worth $ 9-20 million in UP Revenue
• Key Functions
– Manage Customer Relationship
– Capture New Business Opportunities
– Coordinate UP Resources to Resolve Customer Issues
– Increase Knowledge of Customers’ Business and Relevant Markets
• Visits to Customer Sites
Career ProgressionCareer Progression
• Primary Entry Level for Marketing & Sales
– Account Representative Initial Position
– Opportunity to be Promoted to Business Representative
• Average Tenure 18-24 Months at MDSC
– Promotion Beyond to Field Sales or Marketing
• Primary Entry Level for Marketing & Sales
– Account Representative Initial Position
– Opportunity to be Promoted to Business Representative
• Average Tenure 18-24 Months at MDSC
– Promotion Beyond to Field Sales or Marketing
Marketing/Sales - Career ProgressionMarketing/Sales - Career Progression
M/S TrainersNCSC
MDSC DirIndust Dev/Logistics
M/S TrainersNCSC
MDSC DirIndust Dev/Logistics
Account Representative MDSCAccount Representative MDSC
Business Representative MDSCBusiness Representative MDSC
OtherDeptsOtherDepts
Business Mgr.Gatekeeper
Business Mgr.Gatekeeper
Damage Prev Logistics/RIMDamage Prev Logistics/RIM
Market Analyst/Omaha UPDS
Market Analyst/Omaha UPDS
AVP/VPAVP/VP
DirectorMarketing/Sales
DirectorMarketing/Sales
Mgmt Dev Prog
Mgmt Dev Prog
Industrial DevelopmentFinance/RIM/Interline
Dam Prev/Customer CommNCSC/UPDS/Logistics
Industrial DevelopmentFinance/RIM/Interline
Dam Prev/Customer CommNCSC/UPDS/Logistics
Field SalesField Sales
Business MgrProduct Mgr
Business MgrProduct Mgr
Marketing and Sales LocationsMarketing and Sales Locations
TaiwanTaiwan
Monterrey ParkMonterrey Park
PortlandPortland
ChicagoChicagoKansas CityKansas City
HoustonHoustonMontereyMonterey
Mexico CityMexico City
TokyoTokyo
Regional OfficesRegional Offices
Home OfficesHome Offices
OmahaOmaha
After Just 3-5 Years ...After Just 3-5 Years ...
Account Management -
Toyota
Account Management -
Procter & Gamble
Account Management -
Procter & Gamble
Market Management -
$200 MM
Marketing and Sales TrainingMarketing and Sales Training
• High Emphasis on Training to Ensure Continual Skills Development– 40 Hours Annually in Training Thru Marketing & Sales
Career
• Account Reps/Business Reps– Five Weeks Core Training Program– Continuing Training of 70-80 hours/year
• Business Managers/Business Directors– Structured Curriculum
• Marketing & Sales Skills• Leadership Development
• High Emphasis on Training to Ensure Continual Skills Development– 40 Hours Annually in Training Thru Marketing & Sales
Career
• Account Reps/Business Reps– Five Weeks Core Training Program– Continuing Training of 70-80 hours/year
• Business Managers/Business Directors– Structured Curriculum
• Marketing & Sales Skills• Leadership Development
MDSC Selection ProcessMDSC Selection Process
• MDSC Hires Equally From Internal, Outside Companies & College Campuses
• Recruit at 18 Campuses Nationally
• Hiring Goal – 5-7 December Grads – 6-9 May Grads
• MDSC Hires Equally From Internal, Outside Companies & College Campuses
• Recruit at 18 Campuses Nationally
• Hiring Goal – 5-7 December Grads – 6-9 May Grads
MDSC Selection ProcessMDSC Selection Process
• Three Tier Interview Process– On-Campus Interview
• Expect Feedback on Next Steps Within 2-3 Weeks
– Face-to-Face Office Interview in Omaha in Nov
– Final Interviews With 2 Vice Presidents in Nov• Omaha Tour
• Three Tier Interview Process– On-Campus Interview
• Expect Feedback on Next Steps Within 2-3 Weeks
– Face-to-Face Office Interview in Omaha in Nov
– Final Interviews With 2 Vice Presidents in Nov• Omaha Tour
What Are We Looking for ?What Are We Looking for ?
• Undergraduate Degree Required
– Business or Related Preferred
– 3.0 GPA or Higher
– Work Experience and Extra-Curricular Involvement
• Leadership Potential
• Goal-Oriented & Driven
• Customer Relationship Skills
• Team Oriented & Open to Change
• Undergraduate Degree Required
– Business or Related Preferred
– 3.0 GPA or Higher
– Work Experience and Extra-Curricular Involvement
• Leadership Potential
• Goal-Oriented & Driven
• Customer Relationship Skills
• Team Oriented & Open to Change
Why Should You Choose UP Marketing and Sales?Why Should You Choose UP Marketing and Sales?
• Company With Unique Balance of History & Tremendous Growth Potential
– Opportunity to Make an Impact
• Numerous Career Opportunities
– Ability to Try New Things
• Continual Investment in Your Training
• Nationally Recognized as a Great Place to Work
• Company With Unique Balance of History & Tremendous Growth Potential
– Opportunity to Make an Impact
• Numerous Career Opportunities
– Ability to Try New Things
• Continual Investment in Your Training
• Nationally Recognized as a Great Place to Work
Questions?Questions?
