Will There Be Anyone Will There Be Anyone There for Your There for Your

Transferee On Moving Transferee On Moving Day?Day?

Chris Kline - Sr. Vice President, Business Development – GraebelChris Kline - Sr. Vice President, Business Development – Graebel

Marc Van Kley – President, COO – Beltmann Group IncorporatedMarc Van Kley – President, COO – Beltmann Group Incorporated

Karen Hill – Mobility Project Manager – Seagate TechnologyKaren Hill – Mobility Project Manager – Seagate Technology

Don Fisher – President – Fisher and Son Consulting, Inc.Don Fisher – President – Fisher and Son Consulting, Inc.

Industry TrendsIndustry Trends

► Increased demandIncreased demand

► Driver/Labor shortagesDriver/Labor shortages

► Rising mover costs Rising mover costs

► Higher expectationsHigher expectations

► Demand will exceed capacityDemand will exceed capacity

560000580000600000620000640000660000680000700000720000740000760000

2000 2002 2004

Shipments

Will There Be Anyone There for your Transferee on Moving Day?

Things your mover would like Things your mover would like you to know about what’s you to know about what’s happening today:happening today:

– The driver shortage is real and it will get worseThe driver shortage is real and it will get worse

– Tariff changes create additional challengesTariff changes create additional challenges

– Costs are increasingCosts are increasing

– Government regulation is increasingGovernment regulation is increasing

– Changes in industry structure and buying practices Changes in industry structure and buying practices may increasingly “commoditize” service and create may increasingly “commoditize” service and create an emphasis only on pricean emphasis only on price

– Your policies, and your processes, are affecting Your policies, and your processes, are affecting your transferees’ satisfactionyour transferees’ satisfaction

Things you should know Things you should know about your mover and their about your mover and their performance:performance:

– How happy are your transferees with the service they are How happy are your transferees with the service they are receiving? What are the trends?receiving? What are the trends?

– What are your true costs related to moving? Are costs What are your true costs related to moving? Are costs increasing or decreasing?increasing or decreasing?

– What is your mover doing to reduce your risks related to the What is your mover doing to reduce your risks related to the moving process?moving process?

– What is your mover doing to address transferee productivity What is your mover doing to address transferee productivity and convenience?and convenience?

– What additional opportunities exist to drive savings and What additional opportunities exist to drive savings and value? Are these being presented to you? Are you value? Are these being presented to you? Are you listening?listening?

– What factors are inhibiting maximum service and efficiency?What factors are inhibiting maximum service and efficiency?

How you can use your How you can use your knowledge to impact service knowledge to impact service and improve value: and improve value:

– EngageEngage

– Fully understand the processFully understand the process

– Get creative and choose to work with flexible, creative Get creative and choose to work with flexible, creative partnerspartners

– Understand how policy relates to satisfactionUnderstand how policy relates to satisfaction

– Understand and consider where your relocation dollar Understand and consider where your relocation dollar goes and where value is being addedgoes and where value is being added

– Use data – insist on improvementUse data – insist on improvement

The Corporate The Corporate PerspectivePerspective

► Seagate's outsourced modelSeagate's outsourced model

– Domestic & International ProgramDomestic & International Program

– One Worldwide Relocation Provider One Worldwide Relocation Provider

– 33rdrd Party currently manages movers with limited Party currently manages movers with limited input from Seagate input from Seagate

The Corporate PerspectiveThe Corporate Perspective

► Improvement OpportunitiesImprovement Opportunities – Mover & Transferee AdvocacyMover & Transferee Advocacy

• Claim Settlement: Signing acceptance of delivery Claim Settlement: Signing acceptance of delivery documentation and damage is found later (rushing documentation and damage is found later (rushing employees)employees)

• Movers trying to accommodate demanding employees Movers trying to accommodate demanding employees (sometimes outside of policy)(sometimes outside of policy)

– Cost ControlCost 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 PerspectiveThe Corporate Perspective

► Improvement OpportunitiesImprovement Opportunities

– PerformancePerformance• Improved Transferee SatisfactionImproved Transferee Satisfaction

• Increased CapacityIncreased Capacity

• Special TreatmentSpecial Treatment

• PartnershipPartnership

The Corporate PerspectiveThe Corporate Perspective

► Going ForwardGoing Forward

– Greater input in mover selection & managementGreater input in mover selection & management

– Increased visibility to process & outcomeIncreased visibility to process & outcome

– Strategic PartnershipStrategic Partnership

Relocation: Efficiency and Relocation: Efficiency and SavingsSavings

International & Domestic Household Goods:International & Domestic Household Goods:

What You Should Know About Outsourcing What You Should Know About Outsourcing

and and

Negotiating the Best ValueNegotiating the Best Value

Relocation ModelsRelocation Models

► Model 1- Outsourced: Use relocation firm & Model 1- Outsourced: Use relocation firm & their transportation contractstheir transportation contracts

– Reduced AdministrationReduced Administration

– 33rdrd party holds agreements & controls terms party holds agreements & controls terms

– 33rdrd party audits their performance & cost party audits their performance & cost

– 33rdrd party typically derives some benefit party typically derives some benefit

– Mover serves 3Mover serves 3rdrd party priorities first party priorities first

– Limited by 3Limited by 3rdrd party expertise party expertise

Relocation ModelsRelocation Models

► Model 2 - Direct: Mover direct agreements & Model 2 - Direct: Mover direct agreements & managementmanagement

– Total ControlTotal Control

– All administration & management in-houseAll administration & management in-house

– Limited expertiseLimited expertise

– Fragmented processFragmented process

Relocation ModelsRelocation Models

► Model 3 - Hybrid “Best of Both Worlds”Model 3 - Hybrid “Best of Both Worlds”

– Reduced administration & increased controlReduced administration & increased control

– Initiation & authorization via 3Initiation & authorization via 3rdrd party party

– Mover/partner selectionMover/partner selection

– Contract terms & service provisions negotiated Contract terms & service provisions negotiated directly with moversdirectly with movers

– You pay less & mover makes moreYou pay less & mover makes more

– Independent audit & reviewIndependent audit & review

– ““True” partnershipTrue” partnership

Protecting Your Protecting Your Program Program

► Know your program!!!Know your program!!!

► To maximize or even realize cost savings To maximize or even realize cost savings and service enhancements, consider and service enhancements, consider hybrid modelhybrid model

► Take control of your transportation Take control of your transportation relationshiprelationship

► No need for additional staffingNo need for additional staffing

► HR satisfies their mandateHR satisfies their mandate

RFP Review and RFP Review and RatingsRatings

RFP Review and Ratings

Capacity of Equipment

Quality top 5% drivers

Claims Ratio &

Avg. Claim

Management of Carriers

Having a Global

Presence

% of work from 3rd

party providers

Network to Partners

Creative discount programs

Volume Incentives

Discount Under Tariff

400 N Score Comments

Weight 51 15 10 9 55 40 45 15 20 15

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0

0

0

0

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Rating 1 to 10

Eliminated for Interviews:

Weight

Capacity of Equipment

Quality Top 5% of Drivers

Claims Ratio & Average Claim

Management of Carriers

Having a Global Presence

% of Work from 3rd Party Providers

Network To Partners

Creative Discount Programs

Volume Incentives

Discount under Tariff 400N

Total Score and Comments

Summary - Summary - Positioning your Positioning your

programprogram ► Know, Understand & Own Your ProgramKnow, Understand & Own Your Program

– ProcessProcess– MoversMovers– Total costTotal cost– Selection criteriaSelection criteria– Performance metricsPerformance metrics

► Develop Strategic PartnershipsDevelop Strategic Partnerships– Transferee satisfactionTransferee satisfaction– Ensure CapacityEnsure Capacity– Manage total costManage total cost

► How To Get StartedHow To Get Started– Meet with moversMeet with movers– Ask questions of your current supplier managerAsk questions of your current supplier manager– Hire a consultant or reach out to industry peersHire a consultant or reach out to industry peers