2. “Luck favors the mind prepared.”
Louis Pasteur

3. The Parcel Guy
Jerry Hempstead

5. Why am I here?
•In 1761, J.Collyer said:
“If a boy has enough intelligence,
he should consider entering university and perusing
engineering,
unless when he goes to college
he is given to drinking and carousing....
in which case he ought to consider sales.”
I was in that 10% of my
graduating class……

6. WHAT THE HECK
DOES THIS GUY KNOW

7. 7

8. INSANITY
Doing The Same
Things
Over and Over –
Yet Expecting
Different Results
If You Keep Doing
What You Are Doing,
You Will Keep Getting
What You Got

9. DO YOU WANT A JOB?

10. DO YOU WANT A JOB?
OR
DO YOU WANT A CAREER?

11. How do you differentiate yourself

12. How do you differentiate yourself

14. Does anyone aspire to be a
package delivery driver

16. He joined UPS in 1977
as a Delivery Driver

17. $3 Million is a good year
Non-Equity
Incentive Change in
Stock Option Plan Pension All Other
Salary Awards Awards Compensation Value Compensation Total
Name and Principal Position Year ($)(1) ($)(2) ($)(3) ($)(4) ($)(5) ($)(6) ($)
D. Scott Davis 2011 1,022,865 9,455,012 450,807 566,996 1,516,686 40,732 13,053,098
Chairman and Chief Executive Officer 2010 1,000,000 7,798,973 437,514 232,000 1,227,435 30,097 10,726,019
2009 1,000,000 3,890,437 437,511 130,523 752,239 31,345 6,242,055
David P. Abney 2011 473,097 3,614,104 148,937 209,431 606,037 14,931 5,066,537
Senior Vice President and Chief Operating 2010 462,500 3,037,551 144,533 107,300 2,120,391 8,104 5,880,379
Officer 2009 462,500 1,523,098 144,534 62,900 106,154 8,269 2,307,455
Kurt P. Kuehn 2011 427,137 1,865,518 136,299 191,660 535,154 29,815 3,185,583
Senior Vice President and Chief Financial Officer 2010 400,000 1,631,710 125,015 92,800 494,949 22,374 2,766,848
2009 400,000 963,909 125,006 54,400 289,639 22,612 1,855,566
David A. Barnes(7) 2011 418,137 1,566,642 132,558 186,386 485,169 14,648 2,803,540
Senior Vice President and Chief Information 2010 400,000 1,407,412 125,015 92,800 1,588,489 7,994 3,621,710
Officer
John J. McDevitt 2011 429,621 1,633,122 135,248 190,183 168,010 13,796 2,569,980
Senior Vice President, Human Resources and 2010 420,000 1,477,730 131,259 97,440 175,609 7,146 2,309,184
Labor Relations 2009 420,000 943,485 131,259 57,120 104,461 8,054 1,664,379
Someone has to be at the top

18. If you want to stay a truck driver

19. Patrick R. Donahoe
• Began his 37-year career
• as a clerk in Pittsburgh, PA.

20. Patrick R. Donahoe
Postmaster General and Chief
Executive Officer
• The chief of the U.S. Postal Service
• received $384,229 in compensation last
year

21. ED RAPP
• Ed Rapp is a group president and CFO of Caterpillar Inc. in Peoria, Ill. Rapp has
responsibility for the Finance Services Division, Human Services Division, Global
Information Services Division, Global Purchasing Division and Financial Products
Division, as well as Strategy & Business Development, Corporate Auditing and
Investor Relations.
• Joined Caterpillar as a pricing analyst in 1979,
• Rapp has held positions related to pricing, production scheduling, marketing,
dealer development, manufacturing and product development. In 1987, he
transferred to the North American Commercial Division where he held positions in
Planning Support and as district manager of the San Francisco district. He later
transferred to Johannesburg, South Africa, as area manager and then on to Geneva,
Switzerland, where he was the department manager in Building Construction
Products, and Europe Region Manager. In 2000, Rapp became an Officer of
Caterpillar as the vice president of the Europe-Africa-Middle East (EAME) Marketing
Division. Prior to becoming a group president in 2007, Rapp served as vice president
of Caterpillar's Building Construction Products (BCP) Division, based in Cary, N.C.
• Rapp has a B.A. in finance from the University of Missouri-Columbia and is a
graduate of the University of Illinois Executive Development program.
• He is a member of the board of directors of FMGlobal and Junior Achievement
(J.A.) USA. Rapp is also a member of the University of Missouri College of Business
Strategic Development Board.

23. DO
YOU
KNOW
THESE
GUYS?

24. DO
HINT YOU
KNOW
THESE
GUYS?
INDUSTRIALS
DOW JONES

25. George Buckley Alain J.P. Ken Chanult Randall
3M Company Belda American Stephenson
Alcoa Express AT&T
INDUSTRIALS
DOW JONES
Brian Jim McNerney James Owens David O'Reilly
Moynahan Boeing Caterpillar Chevron
Bank of
America
Mike Corbett Mutar Kent Ellen Kullman Rex Tillerson
Citigroup Coca Cola Dupont ExxonMobile

26. PERHAPS IT WOULD BE
PRUDENT TO BUY A TIE
BEFORE A JOB INTERVIEW

27. LAST 12
YEARS
3M DuPont McDonald's
Alcoa ExxonMobil Merck
American Express General Electric Microsoft
AT&T Hewlett-Packard Pfizer
Bank of America The Home Depot Procter & Gamble
Boeing Intel Travelers
Caterpillar IBM United Technologies Corporation
Chevron Corporation Johnson & Johnson Wal-Mart
Cisco Systems JPMorgan Chase Walt Disney
Coca-Cola UnitedHealth Group Verizon

28. Google Alerts
28

30. VistaPrint.com

31. Invest in a nice picture of yourself
CREATING YOUR BRAND

32. 32

33. Who should have a web
domain
and what you might do with it

34. Create your own buzz

35. SHOULD YOU BLOG
IT’S FREE
35

36. Who can put content on
YouTube?

37. THERE IS ONLY ONE FIRST
IMPRESSION
Think And Act Like
You
Are President of
Your Own
Company
Because When You
Think About It,
You Are Self
Employed

38. Your Brand
• YOU CAN GET WHAT YOU WANT
BY HELPING OTHERS
GET WHAT THEY WANT

39. BE-ATTITUDE
39

40. How Are You Doing?
• I’m Wonderful
– Splendid
– Fantastic
– Terrific
• Tomorrow I’m
– Significantly better than Awesome
• Try to say this each and every time someone asks you “how
are you doing.”
• Both you and they will be uplifted.
• And then look the person asking in the eye and sincerely ask
them, “How are you doing?”
• Researchers at the Mayo Clinic reported in a story in USA
Today that optimistic people live about 19% longer than
pessimists do.

41. Music can change your attitude

42. SHARPENING YOUR SAW
• The Greater Your Vocabulary,
The Higher Your I.Q.
• Read
• Books On Tape
• Seminars
• Classes

43. Habits take 30 days to develop,
and 3 days to break

44. • Invest in yourself –
There is but One Constant
– Parcel Shipping & Distribution, Global Logistics
– Traffic World, World Trade, MAIL
• Read Read Read

45. Sign Up
• http://www.motivationinaminute.com/

46. There are Free Personal
development sites

47. Worth a listen

48. Social Networking

49. Social Networking

50. Social Networking

51. I don’t get it
But you can’t ignore it
955 million monthly active users
at the end of June 2012.
552 million daily active users on average
in June 2012.
543 million monthly active users
who used Facebook mobile products
in June 2012.

52. Linkedin

53. Is there value in social networking

54. Warning !

55. Twitter Horror
• FRIDAY, JAN 16
• This Guy Probably Got Fired for Offending All of FedEx
•
• Here's a story that will be used as an example of why it's vitally important to watch what
you say on Twitter. A representative from Ketchum New York (a PR and Marketing firm)
heads to Memphis to give a big presentation to their big client, FedEx, and totally offends
everyone who works there before even stepping foot in the building.
• Upon landing in Memphis and getting a lay of the land he tweets, "True confession but
I'm in one of those towns where I scratch my head and say, 'I would die if I had
to live here.'"
• Someone from inside FedEx was following Capt. Footinmouth, whose Twitter name is
'keyinfluencer' — quite possibly the douchiest nickname of all history — and that person
sent the letter we posted below. You'll want to read it, because not only is it amazingly
poignant, but because it was copied to "the FedEx Coporate Vice President, Vice
President, Directors and all management of FedEx’s communication department AND
the chain of command at Ketchum." Thank you Peter Shankman for sharing this story.
• "Mr. Andrews,
• If I interpret your post correctly, these are your comments about Memphis a few hours
after arriving in the global headquarters city of one of your key and lucrative clients, and
the home of arguably one of the most important entrepreneurs in the history of business,
FedEx founder Fred Smith.
• Many of my peers and I feel this is inappropriate. We do not know the total millions of
dollars FedEx Corporation pays Ketchum annually for the valuable and important work
your company does for us around the globe. We are confident however, it is enough to
expect a greater level of respect and awareness from someone in your position as a vice
president at a major global player in your industry. A hazard of social networking is people
will read what you write."

56. Google+

57. PINTEREST I don’t get it
But you can’t ignore it
57

58. Visual Curriculum Vitae
Xing

59. Make Sure you are up to date

60. MONSTER
CAREER BUILDER
& Yahoo HotJobs 50% of all
the HR
recruiting $
spent today
WARNING

63. Most People
• Are Underpaid
• They get what they will accept
not what they are worth
• Do you know what you are worth?
• Most set very low goals for themselves
• Move the bar
– You are worth it

64. One Just Can’t Imagine How Fast
Your Image Can Change
Is there someone watching
your back?

65. YOU ARE ALWAYS ON RECORD
65

66. LIFELONG LEARNING
&
NETWORKING

68. Stay Positive
• The most important thing when searching for
a job in tough economic times is to retain a
POSITIVE ATTITUDE
• Even in a job market with 10 percent
unemployment,
• there’s 90 percent employment
• There is an average
of over 3 million jobs available
in the US per month --
and each job seeker is looking for one.
Those are pretty good odds.
Beginning in 2011, about 10,000 baby boomers turn 65 years old
everyday.
About 60% of them are expected to retire - that is, about 6,000 per day.

69. StayAPositive of 30,000 people uncovered several trends
• recent IBM survey
that speak to the dawn of a new day in consumerism.
• Some 90% of those polled are changing what they spend to
some degree. That may seem like a no-brainer to many of you.
• Consider, however, that 90% of the general population is not
facing hard times.
• What's happened is that our psychology has shifted to a place
where we're all worried and feeling pinched even if we're not in
reality.
• The biggest revelation from the IBM survey is that 30% of those
polled have become what are called "shifters." That means they
have absolutely no brand loyalty; they just want the most for
their money wherever they can get it.
• Of course, that also means 70% are still brand loyal, but the
best deals will obviously flow to the 30%.
• One final thought: Just because we're facing tough times, it
doesn't mean that things will always be this way. That kind of
belief -- that our economy will just keep going further down -- is
called "inertia bias" in psychology and economics.
• But it's not true. So it's not a question of "if" the economy will
recover -- it's a question of "when."
NOT EVERYONE IS SUFFERING
IN THIS ECONOMY
JUST ASK AMAZON

70. 70

71. WE ARE ONE PHONE CALL AWAY

72. PROFESSIONAL SUCCESS
• PERSONAL HAPPINESS
• I can say that money
is not the most important
thing
– But its right up there with oxygen
EVERYONE WANTS TO BE
NOTICED, APPRECIATED, ENCOURAGED, RECOGNIZED

73. If you like what you heard
• and would like more information or assistance:
• Jerry Hempstead
• Cell: 407- 342-3825
• 1724 Buckhorn Pl
• Orlando, Fl 32825

74. NETWORKING
• Plan your networking activities. Define the groups to attend, the types of people
you need to meet, and think of what you can offer others. Make lists of new contacts
including ways to meet them. Arrange a networking activity and time every week.
• Join organizations and become a visible contributor. Serve on committees so
other members know and recognize you. Make efforts to help others whenever
possible, so they in return will be happy to help you.
• Develop a 20-second introduction that reveals your name, job title and a brief
summary of your work expertise and background. Don't assume people know what
you do and what your best talents are, tell them.
• Never ask for a job. Instead, ask for no more than 15 minutes of advice to direct you
on your job search. Reassure the person that, although you are job hunting, you don't
expect them to know about or have a job for you. This alleviates any uncomfortable
expectations and allows the contact to be more at ease and helpful. Always ask for
referrals and send a thank you note.
• Develop a list of 15-20 companies that have the job you seek. Share the list with
your contacts and ask them for other companies that you should also consider.
Follow-up by asking if they know someone who works at any of the companies on
your list - and then contact the referral.
• Start networking with people you know. Anyone can help you - neighbors, family,
friends - everyone knows someone, so don't limit yourself to just colleagues in your
field

75. RESUME
• Fix No. 1: Edit your personal information
• Anytime you include personal information, such as your hobbies, race, age or religion, you're setting yourself up for bias. Though it's illegal for
employers to discriminate against any of these, the fact exists that some will do so regardless. Plus, while some might think it's impressive that
your favorite pastime is skydiving, others won't call you to interview for fear that your hobby will get in the way of your work.
• Fix No. 2: Don't guesstimate your dates and titles
• There's a vast difference between working as an executive assistant or an assistant executive. If you're unsure of exactly how long you worked
somewhere or what your title was when you were there, call your previous employer to ask. Otherwise, when your future employer does a
background check, it will seem like you lied on your resume and you'll be eliminated from consideration.
• Fix No. 3: Have a less-selfish objective
• Employers are trying to determine whether you're a good fit for their organizations, so everything on your resume should point to your experience.
Employers would rather see a summary of qualifications that displays your accomplishments and background than a generic objective statement
like "To gain experience in..."
• Fix No. 4: Focus on accomplishments, not duties
• Employers don't care so much what you did in your previous work, but what you got done. Rather than listing your job duties, show how each duty
contributed to your company's bottom line. For example, anyone can redesign a company's Web site, but if you demonstrate how your redesign
increased Internet traffic by 150 percent, the hiring manager will be more impressed.
• Fix No. 5: Make sure you have the basics
• Silly as it sounds, many people get so caught up in formatting and proofreading that they don't check for the most basic information, such as an e-
mail address, phone number and address. Double check that your resume has this information -- none of your hard work will pay off if no one can
get a hold of you.
• Fix No. 6: Don't sell yourself short
• It may not seem like you have a lot of experience in the field you're applying to but you probably have more than you think. Work is work, whether
you have been paid for it or not, so include any volunteer work you've done. Awards you've received and your education information should also
be listed. And, don't forget about any transferable skills you've learned in previous positions.
• Fix No. 7: Watch for inconsistencies
• Once you choose a format for you resume, stick to it. If you decide to include periods at the end of your sentences, make sure they are at the end
of each one. Use consistent fonts, sizes, bullets and other formatting options. Employers will notice your attention to detail and assume your work
quality is of the same standard.
• Fix No. 8: Fill in the gaps
• Most people will tell you to wait to explain any gaps in your work history until you get to the interview. There's a good chance, however, that you
won't get that opportunity if there are gaps in the first place. Explain what you were doing during lapses between jobs, even if you spent time with
your family, had a long-term illness or traveled for a while. The employer will know you aren't trying to hide a sketchy past.
• Fix No. 9: Stay relevant
• If you worked in a fast-food restaurant in high school but aren't currently applying to a job in the food industry, leave it off your resume. Many job
seekers try to fluff their resumes with irrelevant job experience when they think they don't have enough know-how for the job for which they are
applying. Keep your resume to one-two pages and only include your most recent and pertinent work history.
• Fix No. 10: Keep it simple
• No one wants to look at a resume on fluorescent paper, covered in crazy fonts and symbols. Don't try to impress an employer with your graphic
design skills. Find an uncommon, yet attractive and simple layout to catch the eye instead.

76. • How you think IS EVERYTHING
– Always be positive.
– Think success, not failure.
– Beware of a negative environment.
• Decide Upon Your True Dreams &
Goals
– Write down your specific goals
and develop a plan to reach them
• Take Action
– Goals are nothing without action.
Don’t be afraid to get started now.
– Just Do It !

77. • Never Stop Learning
– Go back to school or read or listen to books.
– Get training and acquire skills.
• Be Persistent and Work Hard
– Success is a marathon, not a sprint.
– Never Give Up
• Learn to analyze details
– Get all the facts, all the input.
– Learn from your mistakes

78. • Focus your time and money
– Don’t let other people or things distract you
• Don’t be afraid to innovate,
be different
– Following the herd is a sure way to mediocrity
• Deal and communicate
with people effectively
– No person is an island. Learn to understand
and motivate others
• Be Honest & Dependable;
Take Responsibility
otherwise numbers 1-9 won’t matter

79. The Elevator Pitch
• Hi my name is: ___________________
• I have ____ years of experience in the ____________
industry as a _________ .
• My specialty is ______________.
• I have a ___________degree in _______________ at
_____________University.
• My strongest skills are _______________,
_______________, and _______________ and they are
perfectly matched with your company’s objectives which
include ______________, __________________, and
____________________.
• Because of this I would be an excellent candidate for
your _______________ position.

80. Networking Events
• Hi my name is: ___________________
• I’m a ___________ in the ______________ industry for
______ years now.
• Then immediately follow it up with questions for the other
person. Remember, people love to talk about
themselves, so ask these very open ended questions:
• • How did you get into the ____________ business?
• • What do you like most about your job?
• • What do you have to do to be successful in your
_________ industry?

81. • Reason #1: They are open ended questions, which gets
the other person to do most of the talking.
• Reason #2: They are very positive questions. We want
to maintain an upbeat atmosphere. That is why I didn’t
list the question: what do you like least about your job?
That isn’t going to get the person to think happy
thoughts. And when people aren’t happy, they don’t want
to network and they don’t want to open doors for others.
• Reason #3: People love to talk about themselves and
when they do, and you listen to them, they think you are
fascinating! People who think you are fascinating will
introduce you to their friends and the networking will
continue.

82. A study from McGraw-Hill showing the statistics
of sales from follow-up.
It said:
TENACITY When follow-up occurs:
• 48% of salespeople never • 2% of sales are made
follow-up with a prospect. on the second contact.
• 25% of salespeople make • 5% of sales are made
a second contact and on the third contact.
stop. • 10% of sales are made
• 12% of salespeople only on the fourth contact.
make three contacts and • 80% of sales are made
stop. on the fifth to 12th
• 10% of salespeople make contact.
more than three contacts.
82