MOBILITY May 2011

Magazine of Worldwide ERC May 2011

MOBILITYMobility Services

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MOBILITYMobility Services

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4 MOBILITY/MAY 2011

MOBILITY (ISSN 0195-8194) is published monthly by Worldwide ERC, 4401 WilsonBoulevard, Suite 510, Arlington, VA 22203-4195, +1 703 842 3400. MOBILITYexamines key issues affecting the global mobility workforce for the benefit of employersand firms or individuals providing specific services to relocated employees and theirfamilies. The opinions expressed in MOBILITY are those of the authors and do notnecessarily reflect the opinions of Worldwide ERC. MOBILITY is printed in the UnitedStates of America. Periodical postage paid at Arlington, VA, and additional mailing offices.Worldwide ERC members receive one annual subscription with their membership dues.Subscriptions are available to both members and non-members at $48 each per year.Copyright by Worldwide ERC. All rights reserved. Neither all nor part of the contentspublished herein may be reproduced in any form without written permission of WorldwideERC.

POSTMASTER: send address changes to MOBILITY, Worldwide ERC , 4401 WilsonBoulevard, Suite 510, Arlington, VA 22203-4195

EXECUTIVE COMMITTEE

President

SUSAN SCHNEIDER, SCRP, GMS, Plus Relocation Services, Inc., Minneapolis, MN

Vice President

PAMELA (PAM) J. OCONNOR, SCRP, Leading Real Estate Companies of the World, Chicago, IL

Secretary/Treasurer

C. MATTHEW (MATT) SPINOLO, SCRP, SGMS, CARTUS, Memphis, TN

Chairman, Board of Directors

MICHAEL (MIKE) C. WASHBOURN, SCRP, SGMS, Pfizer Inc, Peapack, NJ

BOARD OF DIRECTORS

CORI L. BEAUDET, SCRP, SGMS, SC JohnsonA Family Company, Racine, WI

ANITA BLANCHETT, BP, Sunbury-on-Thames, Middlesex, UNITED KINGDOM

LISA CARAVELLA, CRP, Bank of America Home Loans, Plano, TX

MARIO FERRARO, Deloitte Consulting Pty Ltd., SINGAPORE

DAVID GAGE, SCRP, Federal Government, Baltimore, MD

WILLIAM (BILL) GRAEBEL, SGMS, Graebel Relocation Services Worldwide, Denver, CO

LARS LYKKE IVERSEN, Santa Fe Relocation Services, Wanchai, Hong Kong, CHINA

CHRISTOPHER (CHRIS) JAMES, Bechtel Corporation, Phoenix, AZ

KAY KUTT, SCRP, SGMS, Asian Tigers Mobility Ltd, Hong Kong, CHINA

EARL LEE, Prudential Real Estate and Relocation, Scottsdale, AZ

JOY MORRISON, SCRP, SGMS, PepsiCo, Inc., Purchase, NY

STEVEN A. NORD, Bainbridge, WA

JOHN PFEIFFER, GMS, Mustang Engineering, L.P., Houston, TX

GAIL H. PLUMMER, SCRP, GMS, Altair Global Relocation, Plano, TX

PANDRA RICHIE, SCRP, SGMS, Long & Foster Companies, Chantilly, VA

PAT SPARKS, Sprint Nextel Corporation, Lenexa, KS

EX-OFFICIO

Chairman, U.S. Advisory Council

AL BLUMENBERG, SCRP, NEI Global Relocation, Cedar Hill, MO

Chairman, Foundation for Workforce Mobility

KEVIN E. RUSSELL, SCRP, PHH Mortgage, Mt. Laurel, NJ

Chairman, Government Relations Council

C. MATTHEW (MATT) SPINOLO, SCRP, SGMS, CARTUS, Memphis, TN

Chairman, Global Advisory Council

CHRISTOPHER (CHRIS) JAMES, Bechtel Corporation, Phoenix, AZ

CHIEF EXECUTIVE OFFICER

PEGGY SMITH, SCRP, SGMS, Worldwide ERC, Arlington, VA

Calendar MOBILITY Vol. 32 No. 5 May 2011

MAY 2011Worldwide ERC Learning Zone SpeedSession WebinarFrom Euros to Yen: How to Best Manage YourInternational Compensation and PayrollMay 32:00 p.m. to 3:00 p.m. EDTSponsored by SIRVACost: Free

Worldwide ERC Learning Zone SpeedSession WebinarStrategies for Designing a Global TalentManagement ProgramMay 102:00 p.m. to 3:00 p.m. EDTSponsored by Mobility Services InternationalCost: Free

Global Mobility Specialist (GMS) Designation ProgramMay 16-18Las Vegas, NV

National Relocation ConferenceMay 18-20 Las Vegas, NV

Certified Relocation Professional (CRP) ExaminationMay 18Las Vegas, NV; Atlanta, GA; Chicago, IL; Dallas, TX; and Stamford, CT

Worldwide ERC Learning Zone SpeedSession WebinarImmigration ComplianceWhat You Need ToKnow!May 242:00 p.m. to 3:00 p.m. EDTSponsored by FragomenCost: Free

JUNE 2011Global Mobility Specialist (GMS) Designation ProgramJune 21-22Amsterdam, the Netherlands

Global Workforce Summit: Focus on Europe, Middle East,and AfricaJune 23-24Amsterdam, the Netherlands

OCTOBER 2011Global Mobility Specialist (GMS) Designation ProgramOctober 10-12Denver, CO

Global Workforce SymposiumOctober 12-14Denver, CO

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Perceptions

Customization: The New Watchword

Customization is all around us. Nike has made a science of one size fits one customer engagement and mar-keting, with its encouragement to custom-build our own shoes, clothes, and gear. Nikes timing is perfect,because it reflects a growing proclivity for individualized products; recognition that our lifestyles, needs, andtaste are our own; and an understanding that we like to have a hand in designing for an outcome that suits us well.

6 MOBILITY/MAY 2011

In an environment like ours, whereit makes good business sense to useresources in the most precise mannerpossible, customization of mobilitypolicies is cropping up more andmore frequently in corporate discus-sions. About a month ago, there wasa flurry of activity on our corporateHR Policy and Program Bench -marking Forum. The topic? Flexiblepolicies, under a range of monikerslike menu-driven, tiered, andflex-core. There was high interestand equally high concern that shouldone institute flexible policy, it beadministered fairly and consistently.

Out of this interest came the con-cept for a series of webinars I ammoderating for our corporate HRmembers on policy strategy anddevelopment. Earlier this spring, inthe first of those, How Flexible IsYour Policy? Carol Filippi, SCRP,manager, mobility services at TheLinde Group, took us through thereasons her company finds cus-tomized policies so critical. Anytimea company is facing major economicchallengesas we had through therecessionor is working under a newbusiness structure, there is an oppor-tunity to evaluate more customizedpolicy. Other reasons for customiza-tion include different levels of cut-backs in business divisions; parts ofthe business expressing different relo-cation needs or profiles; an increasingnumber of requests from managersfor a lesser amount of assistance; dis-covery of moves occurring late orafter the process has been completed;and overall planned strategy andmanagement of the mobility process,rather than a micro/localized per-

spective. Therelocation processshould notbecome a bureau-cratic road-blockit shouldbe a businessfacilitator.

Filippi notedthat customiza-tion is mobilityfriendly in arange of situa-tions, throughup or down realestate markets, inrobust or distressed economic envi-ronments, and across job levels andgeographies... and makes it possibleto address a range of business andbudget needs.

A more customizable policy plat-form brings some decided advan-tages. When hiring managers are welleducated, relocation issues can berecognized earlier in the process.More options for those managingmobility translates into less frequentrevisions and updates to policy,enlists hiring managers to take moreownership of the assistance offered tonew hires and current employees,and ultimately, gives mobility a muchmore strategic business purpose andplace in the company.

Of course, there are plenty of chal-lenges, like developing policy materi-als to fit the diversity of assistance,consistency of policy application,keeping the customization to a man-ageable amount of policy options,and working with service providers tofine-tune the reporting, managing,and metrics.

Theres much moregoing on here thanthe way we used totalk about tailoringpolicy to the needs oftransferees andassignees. Policy flexi-bility and customiza-tion allows employ-ees individual andhighest-priority needsto be met within abudget managementcan support. Withmost companiesgoing through policy

redress in recent years, one of thebiggest issues emerging is the needfor effective policy customization. Asthe recovery continues, and hiringramps up, more organizations willtake a strong look at the possibility ofcomplete customization. At least onecompany I know is on the leadingedge of delivering their mobility poli-cy through a point system, shiftingthe cash aspect of assistance to onewhere the employee is supplied witha number of points based on his orher career level and path, to use forthe services that fit the needs. It willbe interesting to see how this newchapter in policy development willevolve (In the meantime, Im off tomy laptop to customize my newworkout gear!).

If you are a corporate HR member who is interested in our policy webinar series, e-mail meetings@worldwideerc for moreinformation.

Peggy Smith, SCRP, SGMSChief Executive Officer

Worldwide ERC

perceptions_khan.qxd 4/7/11 10:19 AM Page 2

For the latest trends and topics, visit wrri.com/blog 1.877.882.1290 | The Next Practices Company

There are satisfied customers. And then there are Raving Fans!

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Source: HRO Today Magazines 2010 Relocation Bakers Dozen Customer Satisfaction Survey

...and Earns the Highest Percentage of Top Block Scores from Relocating Employees

Source: Trippel Survey & Researchs Nationwide Relocating Employee Survey*

*Report provided by Trippel Survey & Research, LLC. Top Block scores indicate rankings of 9 or 10 on a 10 point scale.

The quality of service your relocating employees receive impacts more than just their moves. It aff ects their engagement and productivity, and can color their entire perception of your company.

Thats why at Weichert Relocation Resources, were committed to turning your employees into Raving Fansso impressed with the level of service theyve received, they feel as good about their moves as they do about the company that relocated them.

Raving Fans has set the standard for customer service programs within our industry, and, as you can see, its helped us earn some impressive accolades.

If youd like to discover how we can turn your mobile employees into Raving Fans, just give us a call.


2009 Fragomen Mobility Mag Full Page Ad 2.pdf 1 6/11/2009 12:59:55 PMcvr_cvr1.qxd 4/1/11 1:17 PM Page 2

Magazine of Worldwide ERC

MOBILITY

Features

36 Checking In on Mobility ServicesProcurementBy Frank Mauck

49 Managing Relocation Service DeliveryRiskAudit and Forget It!By Jill Heineck, CRP

54 Delivering a Knock-out Mobility Services PartnershipBy Tracey Gatlin, CRP

64 Adapt and AdjustManaging Change inEmployee Mobility By Margie Dillon, CRP, GMS, PHR, and

Kate Kelley-Dilts, SCERP, SCRP, SGMS

74 Managing Relocation in a ChangingCorporate Environment: On-demandInformation RequiredBy Joseph Morabito, SCRP

76 Property Management: Getting the Details RightBy James Conigliaro, CRP, GMS, and

Ghadeer Hasan, CRP, GMS

86 (Not) Leaving Las VegasBy Tim McCarney, GMS94 Worldwide ERC Regional Groups: Act Locally and Think Industry!

By Bill Mulholland, CRP, GMS

102Advice for First-time Conference AttendeesBy Chris Chalk, CRP, GMS

MOBILITY/MAY 2011 9

86

94

6436

74

54

76

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Magazine of Worldwide ERC

MOBILITY

D E P A R T M E N T S

4 CALENDAR

6 PERCEPTIONS Customization: The New Watchword

By Peggy Smith, SCRP, SGMS

12 AROUND THE WORLDWIDE ERC

14 EXECUTIVE SPOTLIGHT

17 INDUSTRY SPOTLIGHT

20 QUICK TAKES

24 TAX AND LEGAL UPDATE

26 2011 SERVICE AWARD RECIPIENTS

28 HALL OF LEADERS

30 WORLDWIDE ERC PRESIDENTS AWARD

32 RECOGNIZING EXCELLENCE

34 SPECIAL ADVERTISEMENTC-SUITE Q & A

109 ADVERTISERS RESOURCE

110 YP40

112 RAC REPORT

Design/Production: Ideas, Communicated, LLC, Vienna, VAwww.ideascommunicated.com

Printing: CADMUS Specialty Publications, Richmond, VAReprints: Katina Moaney, CADMUS Reprint Services

[email protected]

+1 866 487 5625 ext. 3736

Advertising Sales: Glen Cox, National Sales Manager, The Townsend Group, Chevy Chase, MD+1 410 321 4723

[email protected]

10 MOBILITY/MAY 2011

MOBILITYS T A F FVice President & PublisherJerry [email protected]

Managing EditorFrank [email protected]

E D I T O R I A L A D V I S O R Y C O M M I T T E E

ChairmanJo Lay, SCRP, SGMS, Coldwell Banker Central Region Relocation, Northbrook, IL

Alex Alpert, Wheaton World Wide Moving, Los Angeles, CA

Michele Bar-Pereg, Bar-Pereg Group, Amsterdam, THE NETHERLANDS

Tamara Bianchi, CRP, Capital Relocation Services, Denver, CO

Robert F. Burch, SCRP, Alexanders Mobility Services, Baltimore, MD

Christopher R. Chalk, CRP, GMS, Dependable Auto Shippers, Inc., Smyrna, GA

Brenda Darrow-Fuhs, Bank of America, Longmont, CO

Terry Baxter Davis, SCRP, SGMS, Ernst & Young LLP, Cleveland, OH

Anne Dean, GMS, Living Abroad, LLC, Norwalk, CT

Tim Denney, Stirling Henry Global Migration, Sydney, AUSTRALIA

Marge A. Dillon, CRP, GMS, Bank of America Home Loans, Plano, TX

Sean Dubberke, RW3 LLC, New York, NY

Deborah A. Dull, CRP, GMS, Crown Relocations, Houston, TX

Kari Hamilton, ABODA, Inc., Redmond, WA

Nancy F. Harmann, CRP, GMS, Latter & Blum, Inc., Realtors, New Orleans, LA

Gustavo Higuera, CRP, GMS, Prudential Real Estate and Relocation Services, Scottsdale, AZ

Christine E. Holland, GMS, Massachusetts Institute of Technology, Cambridge, MA

Ronald Huiskamp, GMS, Dwellworks, LLC, Kirkland, WA

Rob Johnson, SCRP, SGMS, Altair Global Relocation, Plano, TX

Jeff Knapton, SIRVA Relocation, Westmont, IL

Anne-Claude Lambelet, SGMS, ACL Consulting, Geneva, SWITZERLAND

Tacita Lewars, GMS, Globaforce Incorporated, Calgery, Alberta, CANADA

Cindy Madden, CRP, Cartus, Danbury, CT

Tim McCarney, GMS, Weichert Relocation Resources Inc., Norwell, MA

Nino Nelissen, SGMS, Executive Mobility Group, Schlipol Airport, THE NETHERLANDS

Constance Pegushin, Berry Appleman & Leiden LLP, San Francisco, CA

Elizabeth Perelstein, School Choice International, White Plains, NY

Patricia Pollard, CRP, GMS, Coldwell Banker United Realtors, Houston, TX

Maureen Bridget Rabotin, GMS, Effective Global Leadership, Paris, FRANCE

Michelle Sandlin, CRP, John Daugherty Realtors, Inc., Houston, TX

Stefanie R. Schreck, CRP, GMS, American International Group, New York, NY

Scott T. Sullivan, Brookfield Global Relocation Services, Woodridge, IL

Mara Terrace, Siemens Corporation, Global Shared Services NA, Orlando, FL

Sherrie Tessier, CVS, Woonsocket, RI

Jody Walstrom, Plus Relocation Services Inc., Minneapolis, MN

Allie Williamson, CRP, OneWorld Relocation Services, Naples, FL

Nick Woodhams, SGMS, Woodhams Relocation Centre, Sydney, AUSTRALIA

TOC_khan.qxd 4/7/11 8:53 AM Page 2

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Around the Worldwide ERC

The Worldwide ERC website(www.WorldwideERC.org)hosts thousands of pages ofcontent. But, who are we kidding;you dont have time for all that! Youneed to get in, out, and back to themounting e-mails in your inbox, withanswers. To help you make the mostof your time, by finding out whichpages other users find most valuable,we asked Heidi Hume, senior manag-er of the Worldwide ERC WebStrategy team, to share this list of thewebsites most frequently visited pagesin 2011 so far:

#7www.WorldwideERC.org/Education/CRPthe main information page forthe Worldwide ERC CertifiedRelocation Professional (CRP) des-ignation, which celebrated its 20thanniversary last year. This page con-tains links for how to earn yourCRP, how to earn continuing edu-cation credit to maintain your CRP,a list of the nearly 4,500 active CRP

designees worldwide, and more.

#6www.WorldwideERC.org/Education/Pages/learning-zone-speedsession.aspxmain information page for theWorldwide ERC new Learning ZoneSpeedSessionsfree 45-minute livewebinars packed with authoritativeinsights and information.

#5www.WorldwideERC.org/MyAccountthe My Account page, which,

once you sign in, lists informationspecific to you, including your mem-bership contact information (with alink to a form to send an update to itand change your password) and linksto Worldwide ERC resources youhave purchased such as webinars,conference materials, and more.

#4www.WorldwideERC.org/Resources/USRealEstate/Forms-PortaltheForms Portal, a simple, low-costsolution for completing standardizedU.S. relocation forms electronically,using Adobe technology. Includesaccess to the newest WorldwideERC Brokers Market Analysis andStrategy Report (BMA).

#3www.WorldwideERC.org/Directorythe online Directory, which hasinformation on real estate brokers,real estate appraisers, and specializedrelocation service companies that areprepared to give particular attentionto effectively serving employers andtheir transferred employees. And,

within the Directory, the page thatallows you to search specifically forreal estate brokers is also among thetop most frequently visited pages onour website.

#2www.WorldwideERC.org/NRC11the main information page for the2011 National Relocation Confer -ence, being held May 18 through 20,in Las Vegas, NV. For a limited peri-od, conference registration is free forfirst-time corporate HR attendeesresponsible for the mobility of theircompanys employees. This page contains links to theevents registration form, session top-ics, and travel accommodationsthree pages that reign among themost frequently visited pages on ourwebsite right now!

#1jobs.WorldwideERC.orgThe CareerCenter, which lists the newest andfreshest jobs available to workforcemobility professionals, as well asrsums of qualified candidates withexperience in this industry.

Are We on the Same Page?

around_erc_globility.qxd 4/6/11 6:51 PM Page 2

www.cartus.comPrimacy Relocation is now a part of Cartus. 2011 Cartus Corporation. All rights reserved.

Balancing every variable in your relocation equation.If experience is the best teacher, then no one can offer you a better relocation education than Cartus. Organizations of all sizes rely on us to address their precise needs by applying the insights weve gained through thousands of unique engagements.

Your Cartus team will align your culture, your resources, and your objectives with the industrys best practices and emerging trendsdeveloping and delivering a program that achieves your goals in the most cost-effective way possible. And as you move into new markets, know that Cartus is ready to give you and your employees seasoned guidance every step of the way.

To put our experience to the test, call on Cartus at [email protected].

CARTUS-0006 ADS Teacher FINAL.indd 1 3/7/11 4:47 PM



Executive Spotlight

Winkelmann Realty, Fullerton,CA, has named KarenEdmonds president and CEO follow-ing the untimely passing of LindaHawkins, SGMS.

Plus Relocation Services, Inc.,Minneapolis, MN, has named BetsyWelch, CRP, GMS client programmanager.

John L. Scott Real Estate, Bellevue,WA, has promoted Barry Mathenyto vice president of business develop-ment.

Ineo Relocation Technologies,Centennial, CO, through its mergerwith Relocation Taxes, LLC, hasnamed David S. Oltman, CRP, chiefcompliance officer.

The Greater Washington EmployeeRelocation Council (GWERC),Washington, DC, has announced its2011 board of directors. ConnieDees, CRP, Bank of America HomeLoans, is 2010 past president. BillMulholland, CRP, GMS, AmericanRelocation Connections, was namedpresident-elect. Pam Silvis-Zelasko,CRP, General Services Admin is -tration, was named president. MelissaMoorer, CRP, GMS, PrudentialRelocation, will handle communica-tions. Rolanzo Kinniebrew, CRP,WHR Group, was named treasurer.Michael Berry, CRP, GMS,Hilldrup Companies, was named adhoc. Kathy Lane, CRP, EquityCorporate Housing, was named sec-retary. Rod Ulrich, Federal Bureauof Prisons, is in charge of bylaws. JoePoole, Sud dath, is in charge of pro-grams. Pro grams-elect is Paul Dixon,CRP, South Hills Movers. MarkMorgan, Budd Van Lines, is incharge of membership.

The Detroit Regional RelocationCouncil (DRRC), Troy, MI, hasannounced its 2011 officers andboard of directors. Trevor Hewes,Rose Moving-Allied International,has been named president. Kevin R.Pool, CRP, Armstrong Relocation,has been named vice president. Kara

M. Cyr, PHR, has been named sec-retary. Shelly Bishop, BLVD SuitesNationwide Corporate Housing, hasbeen named treasurer. Davide Foess,CRP, CMC, Relocation America, hasbeen named chairman of the board.Directors include Cathy JoAnderson, Coldwell Banker WeirManuel; Mary Glynn, Hall &Hunter Realtors; Glenn Hummon,Potter Warehouse & Transfer; KayMunger, Fidelity National Title;Minna Sharrak, LeadingApartments; and Suzanne ThomasHughes, CRP, JPMorgan ChaseBank.

Fry-Wagner Moving and Storage,St. Louis, MO, has promoted TravisZessinger to a residential sales repre-sentative for Illinois.

Nomad Temporary Housing, NewYork, NY, has named Karl Thugeexecutive vice president of businessdevelopment.

Littler Mendelson, P.C., Pitts -burgh, PA, added employment attor-ney Terrence H. Murphy to itsPittsburgh office.

Bristol Global Mobility, Phoenix,AZ, has named Rita Wagner, GMS,vice president, international solutions.Chris Kline has been named execu-tive vice president, business develop-ment.

Move One, Dubai, United ArabEmirates, has named John Nichollsdirector of business development.

Weichert Relocation Resources Inc.(WRRI), Morris Plains, NJ, hasnamed Paul Bernadou, CRP, vicepresident business development.Katherine Trachta, SCRP, GMS,has been named vice president ofclient services.

PODS Enterprises Inc., Clearwater,FL, has named Jim Griffin seniorvice president of sales.

SuiteAmerica, El Dorado Hills, CA,has named Guy Cook chief operatingofficer.

Ace Worldwide, Cudahy, WI, anagent for Atlas Van Lines, has named

Bob Dicke, SCRP, vice president ofbusiness development.

Daniel Gale Sothebys InternationalRealty, Huntington, NY, has promot-ed Claudia Galvin to assistant salesmanager of its Garden City office.

Graebel Relocation ServicesWorldwide, Inc., Aurora, CO, hasnamed Jessica Regenold, GMS, vicepresident of international client ser-vices. Graebel has named NancyLempicki, GMS, vice president ofclient development.

Crown Relocations, Los Angeles,CA, has named Norah Franchetti,GMS, vice president of marketing,learning, and development fo r theCrown group.Frank Kursteiner hasbeen named country manager forCrown Cambodia, Phnom Penh.

Dependable Auto Shippers (DAS),Dallas, TX, has named TinaAzzarella, CRP, GMS, vice presi-dent of corporate sales.

Marriott ExecuStay, Bethesda,MD, has named Kenneth Alcottregional sales manager for theInsurance Housing Solutions division,southeast territory.

AIReS has named Amber Raachand Dan ONeill account managersin its West Coast regional office inHuntington Beach, CA.

Send Us Your Announcements

Executive Spotlight highlightsthe job changes and achievementsof employee mobility profession-als. E-mail your hiring and promotion announcements, as well as your regional groupcommunications, [email protected].

Does Worldwide ERC haveyour most up-to-date contactinformation? If not, let us know atwww.WorldwideERC.org/pages/update.aspx.

may_exec_khan.qxd 4/6/11 4:48 PM Page 2

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Multinational organizations longsince have viewed The Peo -ples Republic of China as a premierdestination for their internationalexpatriates, both as an emergingmarket and as a long-establishedcenter of global commerce. A recentsurvey has found that interest in thecountry as an expatriate destinationcontinues to grow.

According to a new report fromCartus, Danbury, CT, interest incorporate relocation assignments toChina continues to grow, with 96percent of companies responding toits survey, Desti nation: China, sawincreased or stable relocation activitywithin China during the past twoyears.

The survey, conducted in thefourth quarter of 2010, queriedsenior executives at 68 multinationalcompanies based in Asia-Pacific,Europe, the Middle East, Africa, andthe Americas, representing a totalemployee population in excess ofthree million.

Companies are now looking toChina for its tremendous marketopportunities, and it appears theywill continue to do so as worldeconomies improve, said JohnArcario, CRP, executive vice presi-dent at Cartus. Maximizing oppor-tunities for growth will depend onan effective workforce that has beenproperly trained to be deployed innon traditional locations and assign-ment types. Getting the right peopleto the right place is always a complexyet critical goal, and in China, thechallenges are immense.

According to Cartus, one key sur-vey finding is that compared to thelast two years, more than one-thirdmore respondents are predictingincreases in assignment volumes dur-

ing the next two years. In addition,Tier 2 and Tier 3 cities are estimatedto attract more corporate relocationactivity, and Tier 1 cities will experi-ence continued growth. Fifty-fourpercent of respondents said Tier 2cities are expected to witness anincrease in activity during the nexttwo years, and 30 percent of compa-nies said the same for Tier 3 cities.Suzhou, Chongquing, Qingdao, andChengdu are the top Tier 2 cities forassignment growth. Jiangmen andNanning are the top Tier 3 cities,according to the survey. With regardto Tier 1 cities, Shanghai andBeijing continue to experience anincrease in international assign-ments, with 50 percent of respon-dents seeing growth during the pasttwo years and 60 percent indicatingexpected growth during the nexttwo years.

According to Cartus, there areapproximately 300 Tier 2 cities,which are defined as having popula-tions in excess of one million butwith fewer amenities available to res-idents. There are approximately1,200 Tier 3 cities, which are con-sidered economically underdevel-oped. The top challenges cited byrespondents in Tier 2 and 3 cities areschooling, with 33 percent; familyadjustment, with 32 percent; healthcare, with 29 percent; and culturaldifferences, with 21 percent.

The survey also examined organi-zations decisions to use non -traditional mobility assignments toexpand their expatriate base. Non-traditional assignment types, such aspermanent one-way moves,returnees, and localized assign-ments, are predicted to grow morethan 2.4 times the rate of traditionalassignment types when comparing

the next two years against the pasttwo, according to Cartus. Long-term assignments still are the mostcommon type of policy, but thefastest growing assignment segmentis short-term assignmentsdefinedby the release as those typically last-ing between four and 12 months.

Another key finding of the studyis that intra-Asia relocations aregrowing as employers seek regionaltalent to fill assignments as a strategyto overcome cultural challenges andthe cost associated with moving.Thirty-five percent of survey respon-dents noted an increase in intra-Asiaassignments during the past twoyears, while 46 percent expect intra-region transfer volume to increase.The Cartus report, however, doescite a significant talent shortagebecause of an inadequate number ofemployees in China who areequipped with the skills and experi-ence required to work in a multina-tional corporation. Eighty-eight per-cent of respondents said the transferof knowledge and skills is the prima-ry reason to send an executive toChina, while 62 percent said that thedevelopment of the employee is themain reason for the assignment.

Organizations doing business inChina are working to overcome thetalent barrier by cultivating intra-Asia talent, said Kenneth Kwek,head of Cartus Asia-Pacific opera-tions. Its clear that multinationalcorporations will also continue todeploy assignees from outside Asiato help establish and expand theirpresence in China. In addition, thesurvey shows that multinationals aregoing to need a combination ofstaffing approaches from both withinand outside of APAC to fulfill theirneeds in China.

MOBILITY/MAY 2011 17

Industry Spotlight

Survey Finds International Assignmentsto China Continue to Grow

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Move One, Dubai, United Arab Emirates, has announced the launch of its new community website, expatechodubai.com.

Lion Leasing, Boca Raton, FL, has announced the introduction of a new car leasing and financing program that offersprofessionals access to car financing without a U.S. credit score.

PODS Enterprises, Inc., Clearwater, FL, has announced the opening of a new storage center in Medford, OR. Century 21 Real Estate, Parsippany, NJ, has announced that its brokers and agents raised more than $1.8 million in

2010 on behalf of Easter Seals.Orion Mobility, Wilton, CT, has announced a formal partnership with the Dolins Group, Ltd.,Chicago, IL, a certified

public accounting firm, to provide its clients with a single-source process for expense management, software, tax preparation, and gross-up audit needs.

Sterling, London, United Kingdom, has announced the opening of an office and warehouse in Geneva, Switzerland.Location Strategy Solutions (LSS), London, United Kingdom, has announced the launch of a complete rebrand,

including a new website, www.lssrelocation.com, and a new Global Innovation Sphere logo.Arpin International Group, East Greenwich, RI, has formed an alliance with Global Visas to provide assistance to

customers with immigration service needs. United Van Lines, St. Louis, MO, has announced the launch of a website for consumers using mobile devices,

unitedvanlines.com. Mayflower Transit, St. Louis, MO, has announced the launch of a website for consumers using mobile devices,

mayflower.comEdina Realty, Edina, MI, has announced that www.edinarealty.com now features sold property data in its property

search function.Century 21 Real Estate LLC, Parsippany, NJ, has announced that CENTURY 21 Beggins Enterprises, Tampa Bay,

FL has renewed its affiliation with the brand for a second time, through 2021. The company also announced a newagreement with YouReach Media to provide social media training to CENTURY 21 System members.

The American Council on International Personnel (ACIP), Washington, DC, has announced the release of aprimer, Solving Americas Employment-based Immigration Puzzle: An Overview of the U.S. Immigration System for HighlyEducated Professionals and Solutions for Ensuring U.S. Job Creation, Economic Growth, and Competitiveness. The primerincludes an overview of the employment-based immigration system.

Global LT, Troy, MI, has announced a partnership with Career Growth Associates (CGA) to include a broadspectrum of workplace learning and leadership development solutions to global corporations.

The Council of Residential Specialists, Chicago, IL, has announced a new course, Guiding the Buyer in theDistressed Property Market.

UniGroup, St. Louis, MO, has announced the launch of a new business unit: UniGroup Worldwide Logistics, acombination of the companys non-asset and asset-based businesses to provide supply chain solutions.

Crown Relocations, London, United Kingdom, has announced it has been awarded a three-year, global contract byUniLever to provide household goods services.

The United States Citizenship and Immigration Services (USCIS), Washington, DC, has announced the launchof the E-Verify Self Check Program.

FYI

Industry Spotlight

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Bridging Continents & Cultures

Chicago Houston Los Angeles New York Philadelphia

San Francisco Calgary Toronto Vancouver London, UK Hong Kong



Quick Takes

Corporate HR Communities

Study Finds Less Business Travel Adversely Affects Bottom Line It is no secret that corporate travel budgets were closely monitored in 2010, and a new survey fromCareerBuilder, Chicago, IL, has found that employers reluctance to send employees on business travel adverselyaffected their businesses.

According to the survey, 30 percent of respondents said they cut back on business travel in 2010, and of those companies, 37 percent reported a negative effect on their business. The surveyqueried more than 2,400 U.S. employers and more than 3,900U.S. workers.

According to the release, when asked how fewer business trips hadaffected their bottom lines, 12 percent of companies said less effec-tive internal communication; 11 percent said fewer sales, 10 percentsaid less effective execution on internal business initiatives, and 8percent said less customer loyalty.

Concerning business travel in 2011, 77 percent of companies said levels will stay the same as 2010. Eleven percent said they will have an increased number of trips, and 13 percent expect a decrease in business travel.

Business travel is an important part of many companies operations as it lets them stay connected with clientsand employees across the globe, said Rosemary Haefner, vice president of human resources for CareerBuilder.Some companies are revisiting their policies, though, to ensure theyre maximizing the effectiveness of theirbusiness travel initiatives.

Right now Worldwide ERC corporate HR members constantly are exchanging questions, answers, andideas online in our two eDiscussion: Policy and Program Benchmarking Forums. Some of the recenttopics discussed are:

In the Global eDiscussions Forum:Do you offer education assistance for children accompanying an employee moving to the United States?

Do you put any restrictions on the employees who you offer this benefit to?

Are your U.S. expatriates on long-term assignments (1-5 years) paid through the home payroll, host payrollor a split payroll (part processed in the home and part in the host)? If the expatriates are paid through thehome U.S. payroll only, is the net pay distributed in the home, host or split?

In the U.S. Relocation eDiscussions Forum:With the high cost of loss on sale right now, we are looking to add a repayment agreement schedule to our

exception policy. Has anyone set something like this up? Did you use a flat rate or a graduated scale?

If you are a corporate HR member, read the answers solicited by these questions and add your commentsand questions today. To get there visit www.WorldwideERC.org/pages/web2.0.aspx or click on the whiteCommunities hyperlink at the top of every page of www.WorldwideERC.org. Note that access to eDiscussionForums is provided exclusively to corporate and government Worldwide ERC members who have no com-mercial interest in relocation. Not sure if thats you? E-mail [email protected] or call +1 703 842 3410.

quicktakes_may11_khan.qxd 4/7/11 9:57 AM Page 1

As the mortgage industry changes, it is important to have clear direction on the impact to your mobility program.

Consult with The Relocation Mortgage Program team from Wells Fargo Home Mortgage. Our industry

professionals provide access to the latest research to help you understand todays homebuyers. And as you shape

your relocation policies, were here to help you keep your program operating at an optimal level in the current

regulatory environment. To learn more, call us at 612-312-4206 or visit www.wellsfargo.com/relocation.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. 2011 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. #560882 3/11

With you when


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Included in the new Health Carelaw to raise revenue, enhancedinformation reporting require-ments to go into effect in 2012, sofar have raised more outrage thanrevenue, and Congress now is mov-ing toward repeal. In addition, theHouse has included in its repeal leg-islation new reporting provisions forlandlords that already have gone intoeffect in 2011.

Form 1099s currently are requiredto be filed by businesses when theymake payments to individuals aggre-gating more than $600 during theyear for income items such as ser-vices. Beginning in 2012, however,reports also will be required for pay-ments to corporations, and for pay-ments for property as well as incomeitems. The specter of billions of addi-tional Form 1099s for such items as

supplies purchased from OfficeDepot, and the enormous record-keeping burden this might entail, hasthe business community, large andsmall, up in arms.

Filing a Form 1099 for this broadnew category of required reportswould necessitate a business obtain-ing a taxpayer information numberfrom everyone to whom it makespayments during the year, and main-taining records necessary to deter-mine whether payments to eachrecipient exceeded $600 during theyear. In the mobility industry, thiswould impose significant new bur-dens related to supply chain manage-ment.

Further, as a revenue raising provi-sion included in the Jobs Act of2010, Congress imposed new infor-mation reporting requirements for

individuals who rent out their prop-erty. Beginning this year, such indi-viduals must file Form 1099s for payments aggregating over $600 toindividuals for such items as mainte-nance and repairs and, in 2012, willbecome subject to the enhancedrequirements discussed above.

Congress is listening to the com-plaints. Although repeal efforts in the Senate failed late last year due to differences as to how to replacethe $19.3 billion in revenue the Joint Tax Committee says would be raised over 10 years, they haveescalated in the new Congress.

On February 2, the Senate voted81-17 to attach an amendmentrepealing the information reportingrequirements imposed by the HealthCare law to legislation that wouldreauthorize the Federal Aviation

Tax and Legal Update

Repeal of New Form 1099 Requirements Picks up Steam

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Administration. The amendment,offered by Senator Stabenow (D-MI), is paid for by rescindingsome $44 billion in funds that havebeen appropriated but not yet spent.

The amendment specifies that therescinded funds cannot come fromthe Social Security Administration or the departments of Defense orVeterans Affairs. Although the FAA legislation was later passed without the information reportingamendment, the amendment nowhas been attached to other non- controversial legislation that wouldreauthorize small business programs.

Meanwhile, on March 3, 2011, the House passed stand-alone repeallegislation of its own. H.R. 4 wouldrepeal both the new reportingrequirements described above, andalso the new requirement for land-lords to report payments to others on Form 1099 that went into effectin 2011.

That legislation has been sent tothe Senate. However, it contains arevenue offset provision modifying apart of the Health Care Reform lawthat is objected to by Senate Dem -ocrats and the Administration, sonegotiations are ongoing betweenDemocrats and Republicans in theSenate, and between the House andSenate.

The Senate version of repeal doesnot include the rental 1099 provi-sion, and as noted relies on a differ-ent revenue offset. As of March 30,2011, the Senate had yet to take upconsideration of H.R. 4, and dis-agreement as to revenue offsetsremained.

However, it is clear that bothhouses of Congress are committed torepeal; the issue is simply how to payfor it.

It is also noteworthy that, unlikelast year, there seem to be no pro-posals to keep the rules but seek tomake them less burdensome (forexample, by increasing the thresholdamount of $600, which has not beenchanged in decades).

In short, it is growing more likelythat the enhanced informationreporting requirements of the HealthCare law will be repealed entirelybefore they go into effect.

Nevertheless, companies should atleast become familiar with therequirements, and do some prelimi-nary analysis of what additionalreports they might need to file, andwhat additional information fromother businesses they might need todo so.

In addition, there is some likeli-hood that repeal may extend to therental reporting provision as well.

This is good news. WorldwideERC will continue to monitor thesituation closely.

Peter K. Scott is tax counsel for WorldwideERC, Arlington, VA. He can be reached at+1 703 893 8566 or e-mail [email protected].

Richard Mansfield is general counsel forWorldwide ERC, Arlington, VA. He can bereached at +1 703 842 3428 or e-mail [email protected].

Breaking News...On April 5, 2011, the Senate voted87-12 to adopt the House billrepealing both the new informationreporting requirements for businessesthat would have begun in 2012, andthe new information reportingrequirements for landlords that wentinto effect this year. The President isexpected to sign the bill. In legislat-ing repeal, Congress has relievedbusinesses of enormous new informa-tion collection burdens and billionsof additional Form 1099s. In addi-tion, accidental landlords such asexpatriates and relocated employeeswho retain and rent out their oldhomes will be relieved of the substantial burden of collecting identifica-tion information for all who provide services or goods to them, and filingForm 1099s.

As reported in the Tax Hotline column in these pages, both houses ofCongress had previously passed repeal legislation, but were divided overhow to pay for the revenue that would be lost by the repeal. In the end,the Senate capitulated, and accepted the revenue offset in the House bill.The bill raises $24.9 billion by reducing income thresholds for taxpayerswho enroll in health care plans offered by exchanges beginning in 2014,so that more of them will be subject to repayment of a tax credit that isavailable for those below the thresholds. Democrats had objected on thebasis that the provision would impose unacceptable tax burdens on mid-dle-income families, but eventually the desire to get rid of the newreporting requirements overwhelmed all opposition.

Worldwide ERC has reported extensively on these burdensome report-ing provisions, filed comments with the U.S. Treasury Department, andis pleased that its members will be relieved of unnecessary informationreporting obligations.

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Distinguished Service Award Recipients

Four-time Recipients andHall of Leaders Inductees:

David B. Barlow, Jr., SCRP, SGMSSIRVA RelocationSan Ramon, CA

Dean FosterDFA Intercultural Global SolutionsBrooklyn, NY

Alvin L. (Chip) Wagner, III, SCRP, SRAA. L. Wagner Appraisal Group, Inc.Naperville, IL

Three-time AwardRecipients

Jeffrey M. Barta, SCRPJeff Barta ValuationsWaukesha, WI

Al Blumenberg, SCRPNEI Global RelocationCedar Hill, MO

Rob Johnson, SCRP, SGMSAltair Global RelocationPlano, TX

Kevin E. Russell, SCRPPHH MortgageMt. Laurel, NJ

Michael C. Washbourn, SCRP, SGMSPfizer Inc.Peapack, NJ

Two-time Award Recipients

Cori L. Beaudet, SCRP, SGMSSC JohnsonA Family CompanyRacine, WI

Ellen Borofsky, SCRPCARTUSDanbury, CT

Anne Dean, GMSLiving Abroad, LLCNorwalk, CT

Rebecca Kirschbaum, SCRPAutomatic Data Processing, Inc.Roseland, NJ

Stephen C. McGarry, SCRPWPPNew York, NY

Nino Nelissen, SGMSExecutive Mobility GroupSchiphol Airport Netherlands

John Pfeiffer, GMSMustang Engineering, LPHouston, TX

David J. Rooney, GMSPricewaterhouseCoopers AGFrankfurt am Main, Germany

Susan Schneider, SCRP, GMSPlus Relocation Services, Inc.Minneapolis, MN

First-time Award Recipients

Anita BlanchettBP InternationalMiddlesex, United Kingdom

Cheah Chin TeikChin Teik Consulting Ltd.Hong Kong China

Mario FerraroDeloitte Consulting Pty Ltd.Singapore

Sheida HodgeHodge International AdvisorsMercer Island, WA

Neil B. KruppTheMIGroupBuffalo Grove, IL

Tim McCarney, GMSWeichert Relocation Resources Inc.Norwell, MA

Robert A. Portale, SCRP, SGMSRELO Direct, Inc.Chicago, IL

Michael S. Schell RW3

New York, NY

Stefanie R. Schreck, SCRP, SGMSAmerican International Group, Inc.New York, NY

James Scott SiboldMcManamy McLeod Heller, LLCAtlanta, GA

2011 Service Award Recipients

To recognize and extend its gratitude for the invaluable contributions of its members, Worldwide ERC implemented a Service Recognition Awards Program in 1989. This program,open to the entire membership, offers two levels of service awards, Distinguished and Meritorious. The program formallyacknowledges that the success of Worldwide ERC is a directresult of the dedication of its members and the devotion of their time and expertise for the betterment of the industry.

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Meritorious ServiceAward Recipients

Dr. Ritu AnandTATA Consultancy ServicesLimitedMumbai, India

Michael S. Cadden, SGMSLiving Abroad, LLCNorwalk, CT

Maureen Campbell, CRP,GMSPearce Plus Relocation &Senior Services a Subsidiaryof H. Pearce Company,RealtorsNorth Haven, CT

Lisa M. Caravella, CRP, GMSBank of America HomeLoansPlano, TX

Michael CarrierMortgage BankersAssociationWashington, DC

Casey ClemenceJacobs EngineeringSaudi Arabia

Paul Crouch, CRP, GMSBP America Inc.Houston, TX

Margie A. Dillon, CRP,GMS, PHRBank of America HomeLoansPlano, TX

Michael G. Drew, II, CRPAIReSDanbury, CT

Sean DubberkeRW3

New York, NY

Deborah A. Dull, CRP,SGMSCrown RelocationsHouston, TX

Pamela Dunleavy, CRPCrown RelocationsHuntington Beach, CA

Alan L. Freeman, GPHRLOF International HumanResources Solutions, Inc.La Crescenta, CA

Tonya L. Hamilton, CRP,GMSPrudential Woodmont RealtyBrentwood, TN

Ellen Harris, GMSLiving Abroad, LLCNorwalk, CT

Robert J. HorsleyFragomen, Del Rey, Bernsen& Loewy, LLPSanta Clara, CA

Luis Carlos InfanteUnirecursos S.L.Madrid Spain

Lars Lykke IversenSanta Fe Relocation ServicesWanchai, Hong Kong China

Sophy KingPro-Link GlobalMadrid Spain

Marcia KistnerEnterprise Holdings, Inc.St. Louis, MO

Ron Labin, CRP, SGMSCornerstone RelocationGroupBasking Ridge, NJ

Ruth Lockwood, SGMSSanta Fe Relocation ServicesWanchai, Hong Kong China

Jane Malecki, SGMSWeichert RelocationResources Inc.Morris Plains, NJ

Leigh MasseyAtlanta Fine HomesSothebys International RealtyAtlanta, GA

Cheryl Matz, CRP, GMSStewart Relocation Services,a Division of Stewart TitleGuaranty CompanyBloomington, MN

Greg MorleyHong Kong DisneylandHong Kong, China

Noelle K. Nish, CRPROBERT J. NISH, P.C. -Attorneys-at-LawMorristown, NJ

Michi E. Olson, SGMSAlain Pinel RealtorsSan Ramon, CA

Constance E. PegushinBerry Appleman & LeidenLLPSan Francisco, CA

Elizabeth PerelsteinSchool Choice InternationalWhite Plains, NY

Janelle Piatkowski, SGMSCornerstone RelocationGroupBasking Ridge, NJ

Boris A. PopulohFIDI Global AllianceBrussels, Belgium

Maureen Bridget Rabotin,GMSEffective Global LeadershipParis, France

Lawrence M. RiefbergRiefberg, Smart, Donohue &NeJame P.C.Danbury, CT

Jo Rust, GMSCARTUSMemphis, TN

Geremie SawadogoThe World BankWashington, DC

Pamela R. Silvis-Zelasko, CRPGeneral ServicesAdministrationWashington, DC

Roy Sooman, CRP, GMSOn Call RelocationConsulting Services LLCGlendale, AZ

Cheryl D. SpielmanNew York, NY

Barbara Kay Springer, CRP,GMS@PropertiesChicago, IL

Susan Vittorio, CRP, PHRBASF CorporationTarrytown, NY

may_11serv awd_khan.qxd 4/7/11 9:56 AM Page 3

Hall of Leaders


Being on many WorldwideERC panels and pro-grams, doing WorldwideERC webinars, writing numerousarticles for MOBILITY, teaching theFundamentals of Relocation, andplanning programs for WorldwideERC conferences were all great, butmy major contribution to the organi-zation, in my view, was doing all thatWorldwide ERC asked of me withpassion and enthusiasm!

Worldwide ERC is where I metpeople who helped me be a betterrelocation professional and where

now I have the same opportunity tohelp others as well.

My most special WorldwideERC memory was when we hon-ored (former CEO) Cris Collie andhis legacy.

To our membership I ask thatyou share what you know with other people so that by individualeffort we all collectively have astronger relocation industry.

David Barlow, SCRP, SGMS

David Barlow, SCRP, SGMS

Working together with the support ofWorldwide ERC andthe talents of many like-minded indi-viduals in the international mobilityindustry, I am heartened that wevewitnessed the wide acknowledgementof intercultural awareness and skills asa necessary requirement not only forsuccessful international relocations,but for successful international work,and the advancement of globalunderstanding between individualsand nations, in the 21st century.

Whatever professional accomplish-ments I may have achieved, it wasonly because interculturalists whocame before me allowed me to standon their shoulders, visionaries gaveme a hand, and colleagues openedtheir hearts. I could not have foundthe talents, vision, and soul necessaryto do any of this in any other organi-zation but Worldwide ERC. Thatwas the case when we first began ourefforts many years ago, and still is,after all these years. Personally, my

lifes meaning would be starklydiminished without the treasuredfriendships that Ive made throughWorldwide ERC. I cannot imaginemy life without these friends.

Every time someone comes up to me after a presentation I make,and shares their personal experience,making their contribution to the larg-er intercultural story, it always amazesand dazzles me. The net thatWorldwide ERC casts is global andvaried, and the human adventures,particularly as they relate to the intercultural story we are trying totell, all become part of my belovedWorldwide ERC memory.

As individuals responsible forglobal mobility, we are privileged tobe in the vanguard of the greatestmoment of human cross-culturalinteractivity the world has everknown. Such intercultural contact can inevitably lead to frustration andmisunderstanding in our daily globalwork. But each frustration is really agift; the opportunity to learn a differ -

ent way of thinking, the chance to seereality through a different set of eyes,the possibility of solving a problem inan unimagined way. If we are to suc-ceed in our work, and succeed as aspecies, from this point forward, weneed to think and act differently thanwe ever did before. Fundamentally,every day, on every level, that is themost important work we can do.

Dean Foster

Dean Foster

THREE MEMBERS JOINWORLDWIDE ERCHALL OF LEADERS

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At this juncture, I feel honored to have partici-pated in both presenting and speaking at con-ferences, adding my observations and contri-butions on committees and focus groups as well as writ-ing articles for MOBILITY. As a real estate appraiser, I havegained a broad knowledge of the entire mobility processthat goes far beyond the scope of my daily appraisal work;this in itself has been very rewarding and educational.

There have been so many accomplishments and con-tributions: passing the CRP exam; on stage for my firstMeritorious Service Award and then each of the followingDistinguished Service Awards; the genuine applause aftera presentation; or the telephone calls and e-mails receivedafter an article had been published. But none will com-pare with the hours and hours of commitment, dedica-tion, and work put into the 2009-2010 Appraisal TaskForce (redesigning the relocation appraisal form) withpeers who I have respected and admired for so manyyears: Arnold Schwartz, Jay Delich, and Jeff Barta. Myfather Al Wagner, Jr. (now retired) had worked on thecommittee that standardized the first relocation appraisalform in the 1980s, so it was quite special for me to followthe same path. Beyond the efforts put forth, the fact thatthe relocation industry will use the form for many years tocome gives me great pride to know I helped develop it.

My Worldwide ERC membership has been fulfillingboth personally and professionally, beginning with the firstconference I attended. When asked to be a moderator, itwas a confidence builder and established credibility amongmy peers; it also opened doors that have lead to dynamicbusiness opportunities as well as life-long friendships.

Whether feeling the synergy of working on a conferenceplanning committee, the adrenalin of presenting to a captiveaudience in a packed room, or the feeling when seeing myname on the byline in a MOBILITY article, each has con-tributed to my professional growth and development. I havegained confidence as a writer and speaker, which has openeddoors in both the relocation and appraisal communities.

There are so many special Worldwide ERC memoriesbeginning with my first conference in Las Vegas in 1996,which really opened my eyes to the Worldwide ERC fam-ily; my second conference in Dallas when I took the CRP

exam. Meeting First Lady Barbara Bush in Chicago afterthe closing ceremony in 1998 was an incredible moment,as was saying hello to President Clinton in Washington,DC, while participating in a Certification Review Board

meeting in 2002. It was amaz-ing sharing the stage last yearwith Arnold Schwartz and JayDelich after admiring andlearning so much from themthroughout out my career.

But a special memory thatwill always stand out was myparticipation on a session calledThe People vs. the RelocationAppraisal Process in Orlandoin 2006. The session highlight-ed the good aspects and pokedfun at the not-so-goodaspects of the relocationappraisal process in a mock of the television show ThePeoples Court. We had an all-star cast with EllenBorofsky, Jim Gargano, Bob Headrick, Rob Johnson,Marie Robbins-Marine, Janet Schaeffer, and Jill Silvas. Theroom was packedstanding room only, and people stilltalk about the session years later. The most enjoyable ses-sions are those that break the mold of a basic panel discus-sion, are creative and fun, yet still offer educational value.

The Worldwide ERC staff has a brilliant ability tobring out the best in the member who volunteers his/hertime and expertise. When I am in the DC area, I enjoystopping by Worldwide ERC headquarters and visitingwith them even if it is for a few minutes. When we seestaff at conferences they are working so hard behind thescenes making sure that everything runs smoothly; thestaff is a dynamic group of men and women and I highlyrecommend taking a few minutes to get to know thesegenuinely warm and friendly people. I treasure my friend-ships with all of youand you know who you are!

For me, the past 15 years have flown bymany enjoy-able, happy, and memorable times. Volunteering is trulyrewarding, reminds me of an old adage: Life is like anechowhat you send outyou get back and what yougiveyou get. My involvement has opened so manydoors both professionally and personally. I thank thosewho have paved the wayyesterdays leaders in our indus-trymy mentors! I encourage tomorrows leaders to jointhe family and get involved, share your knowledge andideas, and reap the rewards!

Chip Wagner, SRA, IFA, SCRP

Chip Wagner, SRA, IFA, SCRP

WORLDWIDE ERC is proud to announce the newest class of its Hall of Leaders, who will be inducted at the annualawards luncheon during the National Relocation Conference in Las Vegas, NV: David Barlow, Jr., SCRP, SGMS, SIRVARelocation, San Ramon, CA; Dean Foster, DFA Intercultural Global Solutions, Brooklyn, NY; and A. L. (Chip) Wagner,SRA, IFA, SCRP, A.L. Wagner Appraisal Group, Inc., Naperville, IL.


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Worldwide ERC Presidents Award

IN RECOGNITION OF THEIR EXCEPTIONAL LEADERSHIP and mostnoteworthy contributions to the appraisal profession and the relocationbusiness community.

Presented with special thanks and appreciation for ther distinguished service as co-chairman of the 2009-2010 Appraisal Taskforce, their role inthe development of the Worldwide ERC Summary Appraisal Report, andas co-author of The Relocation Appraisal Guide.

Jeffrey M. Barta, SCRPJeff Barta Valuations, Inc.Waukesha, WI U.S.A.

Jay K. Delich, SCRP, SRA, IFAArizona Appraisal Team LLCScottsdale, AZ U.S.A.

IN RECOGNITION OF HIS EXCEPTIONAL LEADERSHIP and mostnoteworthy contributions to the appraisal profession and the relocationbusiness community.

Presented with special thanks and appreciation for his distinguished service on the 2009-2010 Appraisal Taskforce, his role in the developmentof the Worldwide ERC Summary Appraisal Report, and as co-author ofThe Relocation Appraisal Guide.

Arnold M. Schwartz, SCRP, SRAArnold M. Schwartz & Associates, Inc.Atlanta, GA U.S.A.

IN RECOGNITION OF THEIR EXCEPTIONAL LEADERSHIP and mostnoteworthy contributions to the appraisal profession and the relocationbusiness community.

Presented with special thanks and appreciation for their distinguishedservice on the 2009-2010 Appraisal Taskforce, and their role in thedevelopment of the Worldwide ERC Summary Appraisal Report.

Craig Gilbert, CRP, SRACraig Gilbert AppraisalsHuntington Beach, CA U.S.A.

Alvin L. (Chip) Wagner, III, SCRP, SRAA. L. WAGNER APPRAISAL GROUP, INC.Naperville, IL U.S.A.

may_PRez awd.qxd_khan.qxd 4/6/11 5:45 PM Page 2

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Recognizing Excellence

Worldwide ERC and MOBILITY look forward to announcing

the winner of the 2010 Editorial Achievement Award during the

awards luncheon at the 2011 National Relocation Conference in

Las Vegas, NV. The nominees, in alphabetical order:

Amit Acco Kan-Tor & Acco (October) Waqas Akkawi, CISM SIRVA (November) Chris Ahearn Oakwood

Worldwide (April) Joe Anderson Champion Mortgage (January) Amit Banker Ernst & Young LLP (April) Nicole

Barile, GMS DFA Intercultural Global Solutions (February) David B. Barlow, Jr., SCRP, SGMS SIRVA Relocation

(January, December) Michele Bar-Pareg Bar-Pareg Group (June) Dbora Bigio PriceWaterhouseCoopers (July)

Yvonne Bosson, GMS Bosson Consulting (February) Ron Box, SRA, CRP Box & Associates, Inc. (January)

Gaetane R. Brummett, CRP, GMS Prudential California/Mulhearn Realty (April) Cullen Bunn Vandover

(September) Robert F. Burch, SCRP Alexanders Mobility Services (October) Michael S. Cadden, SGMS Living

Abroad (May, November) Sue Carey, SCRP, SGMS CENTURY 21 Kreuser & Seiler, Ltd. (May) Laura May

Carmack AIReS (May) Jay Carmichael Gunster, Yoakley & Stewart (August) Renee Carnes-Rook, CRP Cartus

(May) Sheila Castellanos, CRP JM Family Enterprises, Inc. (April) Alex Chua, GMS Asian Tigers Mobility Ltd.

(October) Jana Coleman, SCRP, SGMS Leading Real Estate Companies of the World (April) Michelle Colona

CIGNA International Expatriate Benefits (June) Amanda Cook Corporate Housing Providers of America (April,

September) Michael Cook, SRA, MAI Michael S. Cook & Associates, Inc. (January) John DAmbrogio, CRP,

Baird Warner (February) Anne Dean, GMS Living Abroad, LLC (March, June, July, November) Michael Deane,

CRP All Points Relocation Services Inc. (January) Matthew Dickerson, CRP SIRVA (May, November) Margie

Dillon, CRP, GMS, PHR Nationstar Mortgage (November) Monique Disseldorp Executive Mobility Group (March)

Christi Dominguez Emigra USA, LLC (July) Sean Dubberke RW3 LLC (May, October) Deborah Dull, CRP,

SGMS Crown Relocations (November) Pamela Dunleavy, CRP Primacy Relocation LLC (February, May) Shari

Dunn CompAnalysis (August) Gene Edgerton Cultural Awareness International (October) Ilona Eichler Dutch

Living Services BV (June) Andrea Elliott Pro-Link GLOBAL (August) Rachel Farris PetRelocation.com (March)

Lindsay Filby Cook Realty Inc. (May) Charlie Flagg, SRA (February) Greg Forgrave Move One Logistics (June)

Dean Foster DFA International Global Solutions (February, October) Suzanne Garber International SOS (July) Ed

Gaydos, Ph.D. Selection Research International, Inc. (November) Karen Gerba, CRP Bank of America Home Loans

(October) Angie Gilbreath, CRP, GMS Primacy Relocation (April) Avrom Goldberg SIRVA Relocation (October)

Jim Goodrich, SRA, MAI Goodrich & Associates (January) Adam Greenstein Kan-Tor & Acco (October) Kari

Hamilton ABODA, Inc. (October) Ellen Harris, GMS Living Abroad, LLC (June) Jennifer Harvey Crown

Relocations (December) Jill Heineck, CRP Focus Relocation, LLC (March, December) Lauren Herring, CRP, SGMS

IMPACT Group (October) Sheida Hodge Hodge International Advisors (October) Ronald Huiskamp, GMS

Dwellworks, LLC (October) Lorraine Jennings SIRVA Relocation (October) Tsvi Kan-Tor Kan-Tor & Acco

(October) Wendy Kendall SARL Marengo (November) Sophy King Pro-Link GLOBAL (August) Darra Klein

American Council on International Personnel (May) Tatyana Kovalchuk Ernst and Young LLPs Human Capital prac-

tice (January) Ben Kranc Emigra Canada, Ltd (May) Neil B. Krupp, CMC TheMIGroup (March) Anne-Claude

Lambelet, SGMS ACL Consulting (September) Joleen Lauffer, CRP, GMS AIRes (February, April) Johannes

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Laxafoss Meridian Global Services (December) Tacita Lewars, CHRP, GMS, GPHR Globaforce Incorporated

(January) Andrea Martins www.ExpatWomen.com (August) Glen Maykish Europ Assistance USA (May) Tim

McCarney, GMS Weichert Relocation Resources, Inc. (January, October) Stephen McGarry, SCRP WPP (July)

Virginia G. McMorrow Mercer (September) Rashel Meiworm KPMG (May) Luciani C. Melo, Esq. Gunster,

Yoakley & Stewart (August) Patrick Moore Hayden Moore Associates (May) Joseph Morabito, SCRP Paragon

Global Resources (December) Jorge Morazzani PriceWaterhouseCoopers (July) Bill Mulholland, CRP, GMS

American Relocation Connections, LLC (July) Nino Nelissen, SGMS Executive Mobility Group (March) Siew

Kiang Ng Singapore Economic Development (August) Pamela J. OConnor, SCRP Leading Real Estate Companies

of the World (May) Paul OLeary, CRP, GMS The Move Management Center (April) Janet Olkowski, SCRP,

SGMS Cornerstone Relocation Group (May, July) Joseph Palumbo, SRA Weichert Relocation Resources (May)

Chris Pardo, GMS Plus Relocation Services, Inc. (October) Amy Parrent, GMS, CCP, CBP Deloitte Tax LLP (June)

Liz Perelstein School Choice International (September) Matthew T. Phillips Cohen & Grigsby (August) Molly

Phillips, ABR, SRS, EcoBroker, Green RE/MAX on Track Boris A. Populoh FIDI Global Alliance (June, December)

Mike Puckett, CRP Primacy Relocation (May) Robert Quigley. M.D., D. Phil International SOS Assistance, Inc.

(November) Maureen Bridget Rabotin, GMS Effective Global Leadership (June) Lisa Rambert ARIANNE

Relocation (January) Dr. Mostafa Reda GRC (November) Eric Reed, CRP, GMS Berger/Allied (May, June,

December) Mariana R. Ribeiro, Esq. Gunster, Yoakley & Stewart (August) Jo Rust, GMS Primacy Relocation, LLC

(January) Nancy Ruth Cultural Awareness International (October) Michelle Sandlin, CRP John Daugherty,

Realtors (October) Michael Schell RW3 CultureWizard (March) Stefanie Schreck, SCRP, SGMS American

International Group, Inc. (February, May, August) Peggy Scott, GRI, CRP, GMS Windermere Relocation and

Referral Service (September) Kathy Sharo Runzheimer International (September, October) Adam Sherer, CCHP

Marriott ExecuStay (April) Margarita Golkun Silver Global Coach Center (October) Charlene Solomon RW3

CultureWizard (March, October) Roy Sooman, CRP, GMS NuCompass Mobility Services (March) Cheryl

Spielman Ernst and Young LLP (April) Tricia Stewart, CRP, GMS Crown Relocations (January, April) Ellie

Sullivan, SCRP, SGMS Weichert Relocation Resources Inc. (October) Scott Sullivan Brookfield Global Relocation

Services, Inc. (October) Beverly L W Sunn, GMS Asia Pacific Properties (March) Eric Tate, CRP AIReS (April)

Galen Tinder Ricklin-Echikson Associates, Inc. (REA) (August) Sarah L. Tobocman,

Esq., GMS Gunster, Yoakley & Stewart (August) Danielle Turner CIGNA

International Expatriate Benefits (June) Dave Underhill Underhill Training

and Development (March) Ken Vaughan CIGNA International Expatriate

Benefits (January) Analisa Villalaz de Lafitte LARM (July) Susan

Vittorio, CRP, PHR Ciba Corporation (February) Alvin Chip

Wagner III, SCRP, SRA A.L. Wagner Appraisal Group (May) Doug

Weed, SCRP, SGMS NSA Consultants (July) Rebecca Weiner

Consultant (March) Betsy Welch, CRP, GMS Cornerstone Relocation

Group (July) Deborah Wilkes Lexicon Relocation (February) Allie

Williamson, CRP, GMS OneWorld Relocation Services (August) Jeff

Wills Deloitte Tax (January) Walter M. Woolf, V.M.D. Air Animal Pet

Movers (November) Tom Wortham, CRP, GMS Primacy Relocation (June)

Julian Yates SIRVA (September)

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HGFEDCBAF@?F>=FECB


More and more often, the procurement function sits

within the same tent as the mobility team in an

organization, but their styles are still distinctive.

mauck3_MOBILITY 4/6/11 4:24 PM Page 2


MobilityServices

Procurement

Checking In On

In the 1924 play, Beggar on Horseback, by George S.

Kaufman and Marc Connelly, Neil McRae, a young classical

composer of humble means, gets engaged to Gladys Cady,

the daughter of a wealthy industrialist, even though he is in

love with another woman. A nightmare of his future life with

Gladys posits his future father-in-law offering him a substantial income if

he will agree to abandon his interest in classical music. Asks McRae,

What business are we in? The gentleman Cady replies, Widgets.

Were in the widget business. This, one of the earliest known uses of

the word, came long before the efficient sourcing of an organizations

widgetsraw materials and serviceswas viewed as a strategic

business initiative.

B Y F R A N K M A U C K


From Purchasing to SourcingBack in 1983, Peter Kraljics

September Harvard Business Reviewarticle began this way: Purchasingmust become supply management.Kraljic goes on to say, The stableway of business life many corporatepurchasing departments enjoy hasbeen increasingly imperiled. Threatsof resource depletion and raw materi-als scarcity, political turbulence andgovernment intervention in supplymarkets, intensified competition, andaccelerating technological changehave ended the day of no surprises.Widely cited for its impact, the articlemarks a turning point when the cor-porate viewpoint of procurementshifted from being seen as a func-tional effort to a business strategy.

For most of its history, the HR

function of a corporation was respon-sible for purchasing and managingHR-related services, including thoserelated to workforce mobility. But by2005, many companies had begun toseparate the responsibility of purchas-ing services from the departmentsusing them. At first there was clearstress in the relationship, with the HRfunction reporting difficulty workingwith a procurement function per-ceived to be unaware of the needs orvalue of the services employee mobili-ty programs provided.

By 2008, Worldwide ERC mem-bers were reporting growing involve-ment by procurement/purchasingprofessionals in both the solicitationof mobility services and the ongoingmonitoring of mobility partnerships,and data from that period showed

nearly a 30 percent jump in procure-ments involvement in the purchase ofmobility services over a three-yearspan. Worldwide ERC researchnoted the increased involvement ofprocurement in the purchase ofmobility services was most readilyapparent in the acquisition process,the frequency of conducting formalbidding, and the interaction betweenHR and procurement during the pur-chase of mobility services. The shift inmanaging the sourcing of mobilityservices from HR to procurement,driven by the need to adhere to regu-latory requirements and to benefitfrom the strengths of both functions,offered these key benefitsless sub-jective evaluations, better pricing, andmore measurable service level agree-ments. But as many procurement pro-fessionals are viewed as generalistswho may not understand the nuancesof workforce mobility services, it camewith an overriding concern from theHR manager: too much cost focusmight hinder the ability to improve,or at least preserve, the quality of ser-vices provided. But in a final analysis,the research noted that, Althoughcost savings likely always will be partof the scorecard for procurementthe focus is not based totally on costsavings for all organizations, but actu-ally has a stronger focus on balancingcost and service.

These days, procurement functionsin organizations take a significantplace at the table and play a criticalpart in balancing cost and service, andfulfilling the business initiatives andglobal success of companies. And ascompanies work to mitigate in creasingcosts of mobility in a competitiveglobal environment, they can use themastery of their mobility team andlook through the lens of procurementprofessionals to develop the strategy


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that works for this environment. In the midst of a challenging real

estate market, says Jon Gilbertson,GMS, vice president, risk, global sup-ply chain and procurement forSIRVA Relocation, Plymouth, MN,It is more important than ever forcorporations and relocation manage-ment companies to be aware of thewhole supply chain from employer toindividual; all the steps, hand-offs,and various communicationsthroughout the process, within eachrelocation service and collectivelyacross the program.

Ensuring the supply chain is con-tinually streamlined by identifyingand eliminating non-value steps with-in the process, and increasing theefficient delivery of all data and com-munication is key. In addition, beingproactive is criticalhaving the abili-ty to move from supply chain to thefield seamlessly and deliver timelyinformation at the opportune timeensures risk is mitigated and perfor-mance is maximized, he said.

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On the WebWorldwide ERC maintains a wealth of procurement-oriented materials at www.WorldwideERC.org

For corporate members, a library of RFPs: www.WorldwideERC.org/Resources/PolicyProgramTools/Corporate/Pages/Sample-RFPs-US.aspxThe Process Flow for Procuring and Maintaining Mobility Services:www.WorldwideERC.org/Resources/Research/Pages/process-flow-procuring-maintaining-mobility-services-report.aspxSuccessful Synergy: What HR and Procurement Have Learned from Each Other, and How Its MakingRelocation Better www.WorldwideERC.org/Resources/MOBILITYarticles/Pages/1108craven.aspxProcurements Involvement in Mobility Services Contracting: Results of a Worldwide ERC Survey www.WorldwideERC.org/Resources/MOBILITYarticles/Pages/0908acker.aspxGuide for Managing the Mobile WorkforceChapter 16www.WorldwideERC.org/Resources/Research/Pages/guide-managing-mobile-workforce.aspxRFPsThe Good, Bad, and Ugly www.WorldwideERC.org/Resources/MOBILITYarticles/Pages/0108mcgarry.aspxNavigating the Process Flow for Procuring and Maintaining Mobility ServicesPart I: Preparing for Take-offPre-work, RFP Development, and RFP Launch www.WorldwideERC.org/Resources/MOBILITYarticles/Pages/1106mcgarry.aspxPart II: Charting the CourseService Provider Evaluation and Selection www.WorldwideERC.org/Resources/MOBILITYarticles/Pages/1106acker.aspxPart III: Mind the CurrentContract Development and Account Transition www.WorldwideERC.org/Resources/MOBILITYarticles/Pages/1106mansfield.aspxPart IV: Staying AfloatOngoing Supply Chain Management www.WorldwideERC.org/Resources/MOBILITYarticles/Pages/1106clarke.aspx

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The Selection ProcessExpectations for suppliers need to

be clear, said Gilbertson of theselection process. Its important tobegin the process with general quali-fications and a wide selection of can-didates and from there utilize specificqualification details to narrow downthe selection. Within each mobilityservicevisa, immigration, cross-cultural, home sale and so forththere are specific components whichmust be addressed with Tier 1 andTier 2 suppliers in order to meet thekey service deliverables.

Mobility Services as CommoditiesOne of the good things about the

whole process, even though its a longand arduous process, is that it canactually strengthen the relationshipbetween the provider and the corpo-rate client, said Stephen McGarry,

SCRP, director of global mobility forWPP, New York, NY. One of thereasons why is that it can actuallydetail the risk management in itself. Itindemnifies parties against each other,puts all contract terms in writing,making it much easier for everyoneinvolved (corporate client, procure-ment, and the supplier) to know whois doing what, and when theyre

going to do it. Some times the wholeworking on a handshake thing justcant work anymore.

Jack Clarke, SCRP, FMCTechnologies, Chicago, IL, agrees:Industry has gotten more comfort-able with procurements involvementin all aspects of sourcing materialsand services for their companies.Additionally, staff departments likeHR have come to rely on procure-ment to provide intelligent andobjective direction when selectingservice providers. Its clearly given theservice side of the business more dis-cipline and a more analytical way ofpresenting their services. Long-term,there may be less turnover among aservice firms client base. Relationshipmanagement is still important butnot like it was at one time.

HR still has a responsibility to edu-cate the procurement function about

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the industry in which it is purchasingservices, and is making progress. JackCraven, SCRP, SGMS, WeichertRelocation Resources Inc., DownersGrove, IL, notes that, Over time,procurement has done a better jobwith relocation services, which Ibelieve is due to HR educating themmore about this specific category. Butthere still must be more understand-ing of the difference between directcosts and service fees, revenue recog-nition that all relocation suppliers arenot the same and have different capa-bilities, and an awareness of whichcompanies have services which bestmatch a corporations needs.

Sometimes the actions of supplychain managers seeking efficiency inprocesses becomes perceived as com-moditization. If you look across

most services, evaluating the evolu-tion of procurement over time, theyhave become more commoditized,said Gilbertson. However, thisdoesnt ring true for relocation ser-vices, due to the unique nature ofevery employees needs. In workingto increase efficiencies within this ser-vice, procurement professionals striveto identify components and processeswhich can be standardized withoutsacrificing quality.

Service Levels and PerformanceIndicators

At the end of the day, one of theoverarching goals of HR and pro-curement cooperation is to be able toquantify, measure, and determineROI, which is a challenge in light ofthe nature of the services in question.

One thing is certain: continuouscommunication is paramount. WithKPIs [key performance indicators],the number one thing is that youhave to be able to meet with the sup-plier on a regular basis to actually goover whats been met and whathasnt been met, said McGarry. Iknow that there are KPIs put intoagreements, and if you dont have anannual, bi-annual or even quarterlyupdate with your vendor, how canyou sit down and talk to somebodyabout whats working an

MOBILITY May 2011

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