F E AT U RE MANUELA HENK, MANAGING DIRECTOR OF HENK INTERNATIONAL Our strategy is to get into markets with little competition, where price isnt the prime reason for a decision and customers appreciate quality and individual service. That business is growing A consignment is prepared inside the Hartmann warehouse has changed, she says. A few years ago, household goods moves were the biggest part of a relocation. Nowadays, its important for corporates to help assignees through the whole process, including immigration assistance, school/home search, intercultural training and so on. Technology, if not taking over, plays an ever-increasing role. Accounts require it for their reporting; the younger generation prefers to go online and have video surveys. People prefer to get quotes online and make decisions quicker, directly. As Sommer points out, uncertainty because of trade wars and political instability even within Europe and the US has become a daily companion. For the younger generation, it seems normal that the world is changing quickly, but it can be challenging for those whove been in the business longer. Hartmann Internationals span of business international corporate, domestic, warehousing, office and project moves, and records storage makes it less vulnerable to global economic turbulence. It, too, is developing niches pick and pack and two-man handling trade (carried out under a different brand, Gocelo) are expanding areas. In 2018, we had less international business than 2017, but more project moves. This year, international picked up and, overall, is better, says Sabine Hartmann. A couple of big projects or office moves can make a huge difference. Sommer reports that Arpin International saw a solid increase in 2019 compared with 2018, though mainly connected to one corporate account. The significance of that growth meant the company could increase warehouse capacity at its premises between Frankfurt and Wiesbaden. BEYOND BREXIT STEFANIE HUTER, SERVICE DELIVERY MANAGER FOR STERLING LEXICON For some companies, China and the Far East/Asia Pacific are their principal growing markets; for others, North America. Many have watched the protracted Brexit saga 76 FF295 FebMar20 pp72-79 Regional Focus.indd 76 with disquiet. Uncertainty has decreased the business between Europe and the UK for now, says Sommer. Having grown up with a stable, growing and successful Europe, I dont like to see this happening. Huter says that as organisations held back on investment, Sterling Lexicon saw the downstream effects firms less likely to approve strategic long-term assignments (LTAs). With these typically receiving larger shipping allowances, its certainly had some impact on our business, she says. Weve been assisting organisations whove moved some jobs out of the UK as a result of Brexit. However, it seems that many, particularly in banking, have held back waiting to see what kind of deal the UK will leave the European Union with. We dont know what the future holds, with various countries attempting to woo businesses to relocate and the potential for a UK/US trade deal. A low exchange rate may make some British businesses ripe for takeover, so we could see some mergers and acquisitions. Henk doubts Brexit will have a high impact on business in her local area, though she predicts that Frankfurt, because of its banking industry, could be affected. Hartmann says that (at time of writing) Brexit had yet to have any effect on her trade. Donath believes it will on his business over time but its difficult to say in which direction. Were hopeful that the EU and the UK will find ways to work together for the benefit of both, he says. FOCUS ON FAIM Most Affiliates agree FIDI membership is a guarantor of quality, an aid to recruitment and a means of raising industry standards. Around 95 per cent of Donath International moves involve FIDI Affiliates as partners. For the most part, we know we can rely on them for good, reliable services, says Michael Donath. As the saying goes you get what you pay for. Weve lost customers because of low prices, but been able to win them back. WW W. F I D I FOC U S . OR G 20/01/2020 15:42