EXPAND YOUR HORIZONSMake the Right Connections

Corporate Roundtable Discussion and Pre-Conference Survey Results

Insert Session Title HereCorporate Roundtable “take-aways”• Expand pre-decision counseling to include tax issues• Rolling out an “Incent to Rent” on May 1st

• Education of managers & transferees• My role as “traffic director”• Research core/flex policies• Exception = longer repayment• Homesale GBO protected beyond 12 months• International repayment – binding contracts

Pre-Conference Survey Results

Corporate – transfer volume

• Increasing – 42.8%• Decreasing – 0.0%• Remain same – 57.1%

Service Industry – relocation business

• Increasing – 68.7%• Decreasing – 6.2%• Remain same – 25.0%

Insert Session Title HereIn The News Today• GDP grow 2.5% vs. 2.3%• Employment growing 185,000 jobs per month• Unemployment @ 8% vs. 8.2%• Gas @ $3.80 on Election Day• CEO confidence @ 63 vs. 49• TV Show – “House”

Insert Session Title HereCorporate Policy Changes

Recently Made• Limited home purchase benefit to one year, same as

home sale benefit• Added pre-decision counseling• Require associates using home purchase benefits to buy

through coordinator• No top end on LOS• Incent to rent

Insert Session Title HereCorporate Policy Changes

Recently Made• Limited home purchase benefit to one year,

same as home sale benefit

• Added pre-decision counseling

• Require associates using home purchase benefits to buy through coordinator

Insert Session Title HereService Industry - Corporate

Policy Changes Recently Made• Less exceptions to policies…more conservative decision• More short term assignments…more air shipments• Formalized pre-decision program• VIP Programs• Fewer home buyouts• Rental assistance – paying for area tour• Implementation of bonus to encourage home sales

Insert Session Title HereService Industry - Corporate

Policy Changes Recently Made• More BVOs…enhanced loss on sale• Increase in short term domestic• Strategic reduction of aspects of policy• Cost containment and more usage of self-service, lump

sum• Tighter restrictions related to list price• Enhanced assistance for renters

Insert Session Title HereService Industry - Corporate

Policy Changes Recently Made• Elimination of loan origination fee• More deviation from 120 day market period in appraisal

forecasting• Pre-decision support for both current as well as new

hires

Insert Session Title HereCorporate Policy Changes

Contemplated• Stronger list price restrictions

• Incentive to rent for high cost areas

• May add short term assignment

• Reviewing benefits as whole with HR to ensure policies in line with company goals

• Exploring option of going to core/flex

Insert Session Title HereCorporate Survey – what works well in

workforce mobility industry• Relationships…especially when involved in local ERC• Strong, trusting, and honest relationship in a fully

outsourced environment• Consistency with industry practices – appraisals, home

inspection, etc.• Communication, communication, communication• Willingness to share ideas and information

Insert Session Title HereService Industry Survey – what works

well in workforce mobility industry• All key parties share information• Consultative selling• Mentoring as we add younger people to our profession• Transparency• Leveraging opportunities to connect with designated

providers• Relationships…Trust (10 times!)

Insert Session Title HereCorporate Survey – what doesn’t work

well in workforce mobility industry• Industry is still not very transparent• Employees always want more than policy allows• Home sale appraisals are hard to believe at times• Providers assume they know what clients wants• View of relocation services as a “commodity”• Aggressive sales approach…prefer consultative

approach

Insert Session Title HereService Industry Survey – what doesn’t work well in workforce mobility industry• Transferee is not in chain of communication throughout• Multiple suppliers and multiple policies within tiers• People who do not understand entire process rather than

their own niche• Not being in front of your clients• RFPs base upon it’s just time to do one• More SLAs do not equate to better service• Client reduction in relocation staff

Insert Session Title HereService Industry Survey – what doesn’t work well in workforce mobility industry• Lump sum without any service provider network• Excessive policy tiering• Trying to address every scenario within a policy• Haste makes waste…not letting client know what is

going on• Cutting benefits and cost to try and get a better service

Insert Session Title HereCorporate Survey – Transferee

demographics• Millennials have high expectations and demands…expect change

fast…connected through social media• Transferees who moved under a policy prior to 2008• More internal transfers with newer employees• Dual career challenges• Aaargh – requires parent’s approval…more hand holding• Need for sophisticated technology…on demand service• Expectation of more work life balance

Insert Session Title HereService Industry Survey – Transferee

demographics• “Younger employees seem to have entitlement issues…See RMCs

as one of “them”• Younger families have less “stuff” to move• Gen X about being on task…Millennials more about not caring• Going overseas is as routine as going from Chicago to NY• More opinionated and needy• Demand for greater flexibility in policy design• Virtual/remote working more common leading to less relocations

Insert Session Title HereCorporate Survey – Global Issues

• Global moves handled by different department• Still seeing a number of transferees with home sale

issues/upside down on homes• Global is showing explosive growth!• Very high expatriate population…both global and

domestic authorizations are continuing to rise

Insert Session Title HereService Industry Survey – Global

Issues• 95% of our business is global• Global relocation is on the rise• More expats to US…increase in destination services• Global portion of the business is growing faster than

domestic• Challenge is dealing with cultures outside of US where

relocation is not as mature

Insert Session Title HereCorporate Survey – One minute advice

to service industry partner• Keep improving technology• Job well done• Sensitivity training is critical for dealing directly with

transferees• One size does not fit all…review our policies…hear from

you before transferee• I value your partnership…you are an extension of our

mobility team

Insert Session Title HereService Industry Survey – One minute

advice to corporate partner• Allow the professionals to do their job• Ask your providers for ways to improve service delivery• Understand the waters your service providers navigate

day in and day out• Think strategically, take proactive measures• Engage the providers you trust and share information

often. We’re here to serve, so keep us in the loop so that we can do so to the very best of our ability

EXPAND YOUR HORIZONSMake the Right Connections

Thanks for your participation

H. Cris Collie CAE