EXPAND YOUR HORIZONS Make the Right Connections Corporate

EXPAND YOUR HORIZONS Make the Right Connections Corporate Roundtable Discussion and Pre-Conference Survey Results

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

In The News. Title Today Insert Session Here • • • 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”

Corporate Policy Changes Insert Session Title Here 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

Corporate Policy Changes Insert Session Title Here 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

Service Industry - Corporate Insert Session Title Here. Made Policy Changes Recently • • 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

Service Industry - Corporate Insert Session Title Here. Made Policy Changes Recently • • 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

Service Industry - Corporate Insert Session Title Here. Made Policy Changes Recently • 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

Corporate Policy Changes Insert Session Title Here 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

Corporate Survey – what works well in Insert Session Title Here 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 • Willingness to share ideas and information

Service Industry Survey – what works Insert Session Title Here 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!)

Corporate Survey – what doesn’t work Insert Session Title Here 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

Service Industry Survey – what doesn’t Insert Session Title Here 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

Service Industry Survey – what doesn’t Insert Session Title Here 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

Corporate Survey – Transferee Insert demographics Session Title Here • 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

Service Industry Survey – Transferee Insert demographics Session Title Here • “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

Corporate Survey –Title Global Issues Insert Session Here • 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

Service Industry Survey – Global Insert Session Title Here 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

Corporate Survey – One minute advice Insert Session Title Here 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

Service Industry Survey – One minute Insert Session Title Here 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 HORIZONS Make the Right Connections Thanks for your participation H. Cris Collie CAE