Will There Be Anyone There for Your Transferee On Moving Day? Chris Kline - Sr. Vice President, Business Development – Graebel Marc Van Kley – President, COO – Beltmann Group Incorporated Karen Hill – Mobility Project Manager – Seagate Technology Don Fisher – President – Fisher and Son Consulting, Inc.

Industry Trends ► Increased demand ► Driver/Labor shortages ► Rising mover costs ► Higher expectations ► Demand will exceed capacity Will There Be Anyone There for your Transferee on Moving Day?

Things your mover would like you to know about what’s happening today: –The driver shortage is real and it will get worse –Tariff changes create additional challenges –Costs are increasing –Government regulation is increasing –Changes in industry structure and buying practices may increasingly “commoditize” service and create an emphasis only on price –Your policies, and your processes, are affecting your transferees’ satisfaction

Things you should know about your mover and their performance: Things you should know about your mover and their performance: –How happy are your transferees with the service they are receiving? What are the trends? –What are your true costs related to moving? Are costs increasing or decreasing? –What is your mover doing to reduce your risks related to the moving process? –What is your mover doing to address transferee productivity and convenience? –What additional opportunities exist to drive savings and value? Are these being presented to you? Are you listening? –What factors are inhibiting maximum service and efficiency?

How you can use your knowledge to impact service and improve value: How you can use your knowledge to impact service and improve value: –Engage –Fully understand the process –Get creative and choose to work with flexible, creative partners –Understand how policy relates to satisfaction –Understand and consider where your relocation dollar goes and where value is being added –Use data – insist on improvement

The Corporate Perspective ► Seagate's outsourced model –Domestic & International Program –One Worldwide Relocation Provider –3 rd Party currently manages movers with limited input from Seagate

The Corporate Perspective ► Improvement Opportunities –Mover & Transferee Advocacy Claim Settlement: Signing acceptance of delivery documentation and damage is found later (rushing employees)Claim Settlement: Signing acceptance of delivery documentation and damage is found later (rushing employees) Movers trying to accommodate demanding employees (sometimes outside of policy)Movers trying to accommodate demanding employees (sometimes outside of policy) –Cost Control Vendors haven't read the policy – Increased CostVendors haven't read the policy – Increased Cost Special/Extra chargesSpecial/Extra charges Efficiencies: Surface verses Air/Lower cost alternativesEfficiencies: Surface verses Air/Lower cost alternatives Mover AgreementsMover Agreements Potential conflict of interestPotential conflict of interest

The Corporate Perspective ► Improvement Opportunities –Performance Improved Transferee SatisfactionImproved Transferee Satisfaction Increased CapacityIncreased Capacity Special TreatmentSpecial Treatment PartnershipPartnership

The Corporate Perspective ► Going Forward –Greater input in mover selection & management –Increased visibility to process & outcome –Strategic Partnership

Relocation: Efficiency and Savings International & Domestic Household Goods: What You Should Know About Outsourcing and Negotiating the Best Value

Relocation Models ► Model 1- Outsourced: Use relocation firm & their transportation contracts –Reduced Administration –3 rd party holds agreements & controls terms –3 rd party audits their performance & cost –3 rd party typically derives some benefit –Mover serves 3 rd party priorities first –Limited by 3 rd party expertise

Relocation Models ► Model 2 - Direct: Mover direct agreements & management –Total Control –All administration & management in-house –Limited expertise –Fragmented process

Relocation Models ► Model 3 - Hybrid “Best of Both Worlds” –Reduced administration & increased control –Initiation & authorization via 3 rd party –Mover/partner selection –Contract terms & service provisions negotiated directly with movers –You pay less & mover makes more –Independent audit & review –“True” partnership

Protecting Your Program ► Know your program!!! ► To maximize or even realize cost savings and service enhancements, consider hybrid model ► Take control of your transportation relationship ► No need for additional staffing ► HR satisfies their mandate

RFP Review and Ratings  Weight  Capacity of Equipment  Quality Top 5% of Drivers  Claims Ratio & Average Claim  Management of Carriers  Having a Global Presence  % of Work from 3 rd Party Providers  Network To Partners  Creative Discount Programs  Volume Incentives  Discount under Tariff 400N  Total Score and Comments

Summary - Positioning your program ► Know, Understand & Own Your Program –Process –Movers –Total cost –Selection criteria –Performance metrics ► Develop Strategic Partnerships –Transferee satisfaction –Ensure Capacity –Manage total cost ► How To Get Started –Meet with movers –Ask questions of your current supplier manager –Hire a consultant or reach out to industry peers