by Cameron Smith

Decision makers for the Wal-Mart supplier teams are the major league players of the consumer packaged goods industry.

They were plucked off the best of the best campuses across the U.S. to take entry-level sales positions in the field. Many started out as Territory Managers and the best rose through the ranks of the CPG teams. They are judged on deliverables which turn into braggables – and up the ladder we go. District Manager, Region Manager, Zone Manager, Trade Marketing until the elite athletes get a chance to play in the Superbowl of CPG: Wal-Mart.

To give you an idea of the magnitude of responsibility that comes with this account, consider the result of one mistake in analyzing “the numbers.” That mistake could cost hundreds of factory jobs at the corporate office. In 14 years working with CPG major league players, I have plenty of memorable moments. Here’s one I will never forget: Factory workers applauding the sales force and other visitors as we toured the facility with our safety glasses on. All I can say is these suppliers are the best.

As the suppliers have made their way to Bentonville and set up satellite offices over the past 16 years, the size of what would eventually be called a team doubled, tripled and quadrupled in size. Whether it’s category management, RFID replenishment or consumer insights, the suppliers have to be on their game.

These suppliers are not here to sell to Wal-Mart, they are here to service Wal-Mart. You see, to be successful at Wal-Mart, you not only have to be a good marketing company. You must be a great service company. When people talk about Wal-Mart, they talk about speed and how they can navigate through the numbers to manage the business at the home office and Wal-Mart more efficiently.

The suppliers who are here and get it – meaning their company is happy and Wal-Mart is happy – they are the ones we are asked to recruit.

Companies who are late to the party in having a local presence can make up a lot of ground when they can recruit a player in the same category, someone who has moved the needle consistently and has learned how to be very strategic. In other words, someone smart, quick and accomplished with experience playing in the Superbowl of CPG.

by Stephanie Meehan

Life is not fair, and that is never so evident than in the lottery of looks and college education. Some people are born into health and resources and families that value accomplishment and foster high expectations. Others not so much. But often the people who did not get the chance to grab a degree early end up working harder and smarter, developing skills money can’t buy.

Recently I was checking references for a great candidate on track to receive an offer. Amy had done a stellar job in replenishment at Wal-Mart working with some of the world’s biggest brands. She had since gone to work for a smaller supplier which was soon downsizing, so she was back on the market.

Everyone who knew Amy's reputation wanted to hire her – including some of those big-name companies she had worked with at Wal-Mart. There was a sort of race to see who could bring her on board first. Her references were an enthusiastic chorus of praise for her poise, her collaborative style, her patience, her initiative. There was only one drawback: She had never finished her degree.

The only person I spoke with who was not happy to provide a reference worked for a big supplier and had tried to hire Amy himself.  Here is what he had to say:

Amy’s the best replenishment manager I have seen in ten years. I would love to have her on my team. We interviewed her and thought we could overcome the degree thing, but [our company] officially drew the line in the sand as of January 1st that we would not bring anyone into logistics without a degree.

Amy always held herself to an extremely high standard. When we heard she was looking, we interviewed her. A six-person team agreed she was the top candidate of a long list of qualified people. But company policy would not allow us to hire her. So now we have to settle for less than the best. It’s very frustrating.

Amy had other offers, and we were proud to place her with one of our client companies. But she knows that working smart and networking may not be enough to protect herself and her family in this economy. To be welcome at the best companies and avoid putting a cap on her earning potential, she has a plan in place to finish her degree. It’s good insurance and a great investment.

by Stephanie Meehan

In a troubled economy, people who manage to come out ahead at the end of the month are wondering where best to invest. Between researching real estate deals and hot stock tips, consider adding this timeless investment to your portfolio: a four-year college degree.

U.S. Census data show the rate of college graduates varies widely by city and state. For instance, in the Seattle area, almost 50% of residents have college degrees, while across the state of Arkansas that rate is closer to 18%. No doubt there are more people with college degrees in Northwest Arkansas – Wal-Mart country – than, say, in the Delta. But you get the point. Having a degree helps you keep up with the competition and could even put you among the top 20% of candidates.

If you’re not yet sold on a degree, try thinking of it as insurance. I have a writer friend who borrowed a trove of rare old photos to illustrate a book he was writing. He talked to his insurance company about insuring these priceless photos through the scope of the project. The insurance rep said it was up to the writer to “self insure” them. If the photos were irreplaceable, no amount of money could compensate for their loss or damage. The solution was a bank deposit box, not an insurance policy. Likewise, if your health is irreplaceable, you self insure not by buying health insurance but by taking good care of yourself every day.

To put it another way (as Mike Whittington's dad always says), if  you think getting a degree is expensive, find out how expensive it is not to have one. Every day we work with great companies, many of which insist on a degree. You may be a rock star, but if a company requires a degree and you haven't finished  your bachelor's, don't expect a call.

by Stephanie Meehan

Nobody likes interviewing. It's like moving - an unavoidable chore that will take you to a better place, but it's no fun when you're in the middle of it.

Recently I attended a presentation in Minneapolis by SagePRESENCE that put interviewing in a whole new light. The speakers demonstrated communication skills honed in the entertainment industry that anyone can use - especially in interview settings. If you are looking for a dynamic, engaging presentation for your team - especially in the Minneapolis area - I would highly recommend this group.

Most people walk into an interview with mixed feelings. They may feel under pressure to be their best: smart, engaging and energetic - to perform! At the same time they may be doubtful, nervous and dread being judged. Here are a couple of suggestions from the folks at SagePRESENCE.

First, remember it's not all about you. Hiring managers are nervous too. They have to sort through great applicants and return to their team with the best talent they can find for the money. Get it right, and they are heroes. Getting it wrong can be expensive and messy. The interviewer is likely more worried that you are.

Second, try thinking of yourself as a consultant. Shift your attention away from your nervousness and direct your energy into helping the interviewer make the best decision possible. Ask about the business, share your experience and offer ideas of how to meet the challenges ahead.

You may be the right person for the job - and then again you may not. But by walking in as a consultant - a colleague - ready to share your expertise, you strengthen the chances of making a real connection with the person across the table. Heck, it might even be fun.

by Scott Wright

Minneapolis has become a retail market all its own. Target is a major force in the retail world, Supervalu has made a major impact with its acquisition of Albertson’s and its move toward centralizing and Best Buy remains the leader in the electronics industry. Some are calling Minneapolis “the little apple.” And why not? This hotbed of retailers has made Minneapolis the emerging market in the U.S.

How has this affected the job market in Minneapolis? What is the current state of the job market in Minneapolis and where is it heading?

The emergence of these retailers has brought a strong centralized approach and awakened the suppliers for Target, Supervalu and Best Buy. With Target being the force it is, suppliers have had to learn to adapt to Target by developing teams dedicated and local to Target. Supervalu is bringing attention by switching from a wholesaler to a centralized retailer which has made these suppliers wake up and pay attention. Best Buy has captured the attention of suppliers with the huge market share they draw in electronics.

Jobs in Minneapolis have been plentiful and the price points for these positions pushed up because of the demand for qualified candidates. With the development of these supplier teams, especially with the larger companies, there have been almost as many jobs as qualified candidates.

We saw this trend with retail analyst positions. For a while it seemed analyst candidates could pick the job they wanted and receive a very strong compensation package (75K+). In the past year that picture has faded. The slowdown in the economy, the larger suppliers getting most of their people in place, compensation for positions stabilizing and candidates needing to stay in one place to avoid job hopping are all factors impacting the Minneapolis market.

Minneapolis is one of the hot markets to be in and looks to remain that way for some time. Although there was a slowdown in early spring of 2008, everything seems to be moving again. As the Minneapolis retailers and suppliers continue to grow and mature, so do the opportunities centered in this big "little apple."