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Mar/Apr 2015 Inside: Military Peak Season Preview www.iamovers.org VOLUME XLVII The Journal of the International Association of Movers March / April 2015 P .51 Relocation and destination services providers… the keys to a seamless move get in touch Adv_Goss_Portal_21,6x28.indd 1 23/10/14 13:36 www.compactmovers.com Risk management solutions for the transportation and moving industry Wells Fargo Insurance understands that the handling of household goods damage requires a sensitive approach compared with usual marine cargo claims. Through offices located in Singapore, London, New York, and Los Angeles, our network of dedicated survey agents and repair firms can help you manage settlements almost anywhere in the world. • Online administrative tools • Errors and omissions • Open marine cargo/shipper’s interest • Directors’ and officers’ • Motor truck cargo • Commercial auto • International and domestic • General, excess and umbrella • Property • Environmental liability • Vacant dwellings • Workers’ compensation Call today. Michael Fitzpatrick 310-792-8449 [email protected] Wells Fargo Insurance Services USA, Inc. does not provide insurance products and services outside of the United States. Insurance products and services may be provided outside of the United States by foreign brokers licensed within their home venue. Foreign brokers are not employed by any Wells Fargo legal entity. Foreign brokers are individual insurance brokers responsible for compliance with all regulatory requirements of their home venue. In the United States, products and services are offered through Wells Fargo Insurance Services USA, Inc. and Safehold Special Risk, Inc., dba Safehold Special Risk & Insurance Services, Inc. in California, non-bank insurance agency affiliates of Wells Fargo & Company. Products and services are underwritten by unaffiliated insurance companies except crop and flood insurance in the United States, which may be underwritten by an affiliate, Rural Community Insurance Company. Some services require additional fees and may be offered directly through third-party providers. Banking and insurance decisions are made independently and do not influence each other. © 2014 Wells Fargo Insurance Services USA, Inc. All rights reserved. WCS-1196553 2014–2015 EXECUTIVE COMMITTEE CONTENTS PRESIDENT Terry R. Head THE PORTAL • March/April 2015 • Volume XLVII CHAIR Margaret (Peg) Wilken 8 HEADLINES / Terry R. Head Stevens Forwarders Inc. Fillin’ a Need VICE CHAIR Tim Helenthal National Van Lines, Inc. FEATURES 11 PORTAL FOCUS: RELOCATION & DESTINATION SERVICES GOVERNING MEMBERS AT LARGE 11 When Getting Your Customers There Is Just Half the Job / Joyce Dexter John Burrows Companies Featured: Aspire Mobility Group (12) • Packways India (14) • DeWitt Moving & Storage Emerald Relocation Services Pvt Ltd. (14) • Boonma (15) • Brandon Day SIRVA Relocation Japan (16) • Asian Tigers Mobility (17) • S.P.I. Packers (18) • Daycos Transworld International (20) Stephan Geurts Jr. 22 Perfecting the Move: How Enhanced Relocations Can Help Win the GovLog, N.V. Talent War / Matt Bradford Michael Richardson 23 Joining the Global Mobility Revolution / Anne Van Gils Senate Forwarding Inc. 25 When Serving Customers, Nothing Is Impossible / Woody Zobel CORE MEMBERS REPRESENTATIVE 26 Relocation and Destination Services : Some Nuts and Bolts / Janine Barnes Jackie Agner 33 World Mobility Perspectives: 2015 Global Mobility Trends CMI—California Multimodal LLC 35 IAM Young Professionals (IAM-YP) CORE MEMBERS REPRESENTATIVE AT LARGE Boris Populoh 51 Military/Government Update Willis Relocation Risk Group DP3 2015 Peak Season Preview / Charles L. White IAM-YP REPRESENTATIVE Catherina Stier 53 Peak Season: Special Advertising Section MS Partnership 2000 Srl. 59 Portal to Asia GENERAL COUNSEL EMERITUS Destination Services in Asia and the Middle East / Rob Faraone Alan F. Wohlstetter 63 Maritime/Ocean Shipping CORE MEMBERS MANAGEMENT BOARD AFRICA 67 Business & Economic News Laura Wegener Stuttaford Van Lines 69 Executive Suite Patrick Le Merrer Deminter International 87 Washington Update / Jim Wise, PACE, LLP Government Relations CENTRAL & SOUTH AMERICA & CARIBBEAN Alvaro Stein Decapack Green Inks Manuela Carolina Caribbean Moving Services N.V. EASTERN & SOUTHEASTERN ASIA DEPARTMENTS Aakanksha Bhargava PM Relocations 73 Industry News 90 Advertisers Index 83 Welcome New Members 90 Industry Calendar Patrick White 89 Portal Advertising Santa Fe Group EUROPE Aivars Usans FF International Movers, Ltd. The Portal is published bimonthly by THE PORTAL Barbara Savelli the International Association of Gosselin Mobility Italy Movers (IAM), 5904 Richmond Hwy., President & Publisher Terry R. Head MIDDLE EAST & NEAR ASIA Suite 404, Alexandria, VA 22303. Senior Vice President Ajay Bhalla Phone: (703) 317-9950. Fax: (703) Charles L. White Leader Relocations 317-9960. E-mail: [email protected]. General Manager Belvian W. Carrington Sr. Eran Drenger Website: www.IAMovers.org. Ocean Company Limited Director, Communications & Member Engagement Janet Cave Seely NORTH AMERICA Send subscriptions, advertising mate- DIrector, Programs Heather Engel Brian Limperopulos True North Relocation, LLC rial, and changes of address to Manager, Operations Arthur Drewry [email protected]. Jamila Kenney Taylor International Send editorial material to Manager, Member Services Julia O’Connor OCEANIA [email protected] and Manager, Website Content Rebecca Parker [email protected]. Carl Weaver M. Dyer & Sons Inc. Membership Services Coordinator George Cooper Ayana Singhateh Australian Vanlines Layout/Design/Editor: Joyce Dexter HEADLINES Fillin’ a Need efore joining the Association in the late 1990s, I would instruct my sales force at Bthe moving company where I worked to look for any kind of client that required or could utilize any of the primary assets my company had its disposal, namely trucks, men (and women) and warehouses. For many years traditional moving and storage was our main source of revenue; but in our marketplace there were a host of other opportunities to which our assets and other capabilities and attributes could be applied—those being imagination, innovation and a willingness (or lack of fear) to try something new. This “What else can we do for you (besides moving)?” mentality not only created new revenue streams but also allowed our organization to quickly diversify and grow. Moreover, our customers who knew and trusted us regarded it as a benefit; another plus was that they no longer had to maintain numerous relationships with multiple vendors. From time to time an account would phone and say, “We have this need or this prob- lem—can you help us?” People engaged in the moving business, and I think IAM members in particular, are some of the most innovative individuals I have had the pleasure of working with, both when I was employed in the industry and later as president of this Association. I am always impressed with how forward thinking some companies are in identifying and TERRY R. HEAD addressing the needs of their customer base and exploiting diversification opportunities within their geographic markets. IAM President This issue of The Portal aims a spotlight on IAM member companies and their affiliates who have chosen to expand their service offerings and be more than just mov- ers. I think you will enjoy reading about and learning from the profiled individuals and companies who have branched out to fill the needs of their customers and accounts as full-fledged relocation and destination services providers. Also in this issue we are profiling the newly elected leaders of the IAMY oung Professionals (IAM-YP) and the recently revamped YP Management Board (YPMB). The YPMB has moved away from the regionally based representative governance struc- ture in recognition of the imbalance of membership in some regions, as well as to create more opportunities for YP participation in a number of newly formed committees to fill the needs of the group. I encourage you to review the profiles of these emerging leaders. Once you do, I think you will quickly recognize that, although they may be young in age, they do not lack experience. Indeed, many of them have been in the industry quite some time, and some have started or are now running their own companies. I look forward to working with this new group as the IAM-YP builds on its suc- cessful past and continues to play a key role in shaping the future direction of the indus- try and IAM, as well as filling the Association’s ongoing needs for engaged volunteer leaders. Last but not least, please be sure to take a look at page 49, where we profile two individuals who have chosen to participate in IAM’s recently launched Mentor Match program. The program aims to fill a need by helping individuals of all ages and back- grounds learn new skills and grow professionally through online mentoring relation- ships. Best of all, the program is open to all members and it’s free! 8 March/April 2015 • THE PORTAL IAM: Moving Forward Together By land, air or sea, the DeWitt Companies MAKE IT EASY EASY AFFORDABLE SAFE Our experienced staff and Our rates are competitive, Your shipments are kept personalized service makes moving and our outstanding service safe and secure no matter shipments simple and easy. is unmatched. how far they’re going. The Hawaii, Alaska and Guam Moving Experts CALL US TODAY FOR WAREHOUSE-TO-DOOR RATES APPROVED DEWITT MOVE ROYAL HAWAIIAN ROYAL ALASKAN DEWITT FREIGHT WORLDWIDE MOVERS MOVERS GUAM APPROVEDFORWARDERS.COM DEWITTMOVE.COM ROYALHAWAIIANMOVERS.COM ROYALALAKSANMOVERS.COM DEWITTGUAM.COM TOLL-FREE TOLL-FREE TOLL-FREE TOLL-FREE TOLL-FREE 800.533.4826 877-857-9870 888-717-6925 877-618-4756 888-777-4826 PGI-001 - Pac Global Insurance ad:Layout 1 12/27/12 12:16 PM Page 1 J.R. NAVARRO & ASSOCIATES INC. PGI-001 Pac Global Insurance 8.5 x 11” 4c PGI-001 - Pac Global Insurance ad:Layout 1 12/27/12 12:16 PM Page 1 PORTAL FOCUS: RELOCATION & DESTINATION SERVICES When Getting Your Customers There Is Just Half the Job By Joyce Dexter, Editor, The Portal mover’s job used to be simpler, if not easier. You did the A survey, wrote up an estimate, and scheduled the move.
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