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

Insert Session Title Here Corporate Roundtable “take-aways” 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%

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

Insert Session Title Here Corporate 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 Here Corporate 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 Here Service 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 Here Service 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 Here Service 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 Here Corporate 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 Here Corporate 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 Here Service 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 Here Corporate 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 Here Service 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 Here Service 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 Here Corporate 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 Here Service 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 Here Corporate 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 Here Service 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 Here Corporate 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 Here Service 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 HORIZONS Make the Right Connections Thanks for your participation H. Cris Collie CAE