Moving moments 2017 Issue 2 (English)

MOments Gosselin Mobility Magazine

OCTOBER 2017

3 CEOs, 1 vision Marcel Jörg, Marc Smet and Nick Kerr

Laipni lūdzam Latvijā!

Welcome to Latvia!

The mobility infographic All you need to know

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ISSUE 2

FOREWORD Dear reader,

We are proud to present the second issue of Moving Moments. So much has changed since our first edition last year!

We have experienced incredible growth, acquiring DT Moving in May, which was closely followed by a merger with the moving division of Packimpex. As a result of these activities, the company has doubled in size, and our pan-European network has expanded considerably.

Gosselin Mobility currently has 56 offices in 34 European countries, making us your preferred partner for all your Europe-related moves.

CREDITS

The leadership structure of our organization also changed, as Nick

Issue 2 – 2017

Kerr and Marcel Jörg have joined top management. You can read

Moving Moments is the magazine of Gosselin Mobility.

our story - both our personal history and the background behind the

Layout Micha Verbruggen Editing & project management Dirk Van der Borght Editorial board Anne Van Gils Sven Van Dyck Photography Juan Wyns Hung Tran Published by Marc Smet, CEO Gosselin Belcrownlaan 23 2100 Deurne | Belgium Printed on recycled paper

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merging of our companies - on the pages that follow.

We hope this magazine will give you a comprehensive introduction to Gosselin Mobility.

Happy reading!

Marc Smet Nick Kerr Marcel Jörg

Acquisitions

THREE CEOs, ONE VISION Gosselin Mobility, DT Moving and Packimpex merge to form one company The most important news since the last edition of Moving Moments is without a doubt the acquisition of DT Moving and the moving activities of Packimpex. There are now three joint CEOs at the top of Gosselin Mobility: Marc Smet, Nick Kerr and Marcel Jörg. Our editorial staff prepared a mix of personal and strategic questions for the three.

Marc Smet, CEO of Gosselin Group What is your professional background? How did you end up in the moving sector?

“I grew up surrounded by moving activities,” Marc says. “I lived next door to Dolf Gosselin. My father worked for him, and I worked in the business as a teenager during school vacations. I was officially hired at Gosselin on January 1, 1977, very much against my mother’s wishes; she wanted me to be a state policeman. At that time, five people were doing all the work in the office, and we worked with around 20 movers.”

What have been Gosselin Mobility’s major milestones?

“In 1983, we expanded the warehouse to the location where the ‘new food’ warehouse now is. It was around that time that Dolf suggested I go freelance, and start a new company with him. This company was called Gosselin World Wide Moving.” The original company, Vivet Gosselin, continued providing operational services and Gosselin World Wide Moving took on the responsibility for sales and customer service.”

“In 1989, we started a third company in logistics, High Quality, to meet the growing demand for logistics services.

In 1995, we recruited an external manager for the first time, Stephan Geurts Sr. The share of military move orders started growing in the mid-1990s, and expansions followed one another in rapid succession. We diversified the logistics services, bought warehouses and started the container terminal so we could handle increasing volumes.”

What was the underlying reason behind these acquisitions?

What are your expectations?

“The international moving world evolves at an unusually quick pace. If

that stands out in its diversity. This is a good thing in and of itself since our customers represent so many different cultures, depending on the sectors and the countries where they are active.

The major challenge will be in implementing a single cross-border customer focus: delivering one culture of service that will be championed by the entire organization.”

Implementing a single cross-border customer focus you want to work for large companies, your operations must be large enough to accommodate their demands.

Thanks to the recent acquisitions, Gosselin Mobility has doubled in size.

Until recently, Great Britain, France and Switzerland were the missing pieces in the big Gosselin network puzzle.

Thanks to this new, larger network, we have more clout, and will be sealing the deal on important contracts.”

How would you describe the Gosselin Mobility corporate culture?

“Right now, I see many different cultures at Gosselin Mobility; it’s a group

How did you meet each other?

“I’ve known Nick for 25 years. We often spoke at international trade fairs and already had a lot of respect for each other before we even did business together.

We share a similar vision on the developments in the mobility sector, and the challenges that await us.”

“I haven’t known Marcel as long; he is a bit younger after all. Ever since the first time we met, I always sensed a great deal of motivation and energy in him to ensure the success of the new partnership. Both of them have given their commitment to strengthening the management of Gosselin Mobility. I’m really looking forward to this new chapter!”

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Acquisitions

Nick Kerr, CEO of DT Moving What is your professional background? How did you end up in the moving sector?

“I started my career in 1974 as a management trainee at Davies Turner, the largest family-owned freight forwarder in the UK. Initially, I worked in the Middle East freight division and was responsible for logistics projects, and 10 years later, the Davies family asked me to head up the company’s moving business, Davies Turner Worldwide Movers. In 2007, I bought the moving business, and renamed it DT Moving.”

What have been DT Moving’s major milestones?

“When I joined the moving business in 1984, it was operating at a loss and required a turnaround. Since then,

first company in FIDI to receive FAIMISO, now FAIMPlus, certification. We were also a founding member of OMNI, the agent-owned overseas moving network.”

What was the underlying reason behind these acquisitions?

What are your expectations?

“It was a combination of factors that led to this acquisition. I could see the increasing competitiveness in our market making it tougher for small- to medium-sized companies to win new business. By merging with Gosselin

and Packimpex, this is no longer an issue. Also I’m not getting any younger, and I wanted to secure the future of DT Moving and its employees for the long term. This merger ensures business continuity.”

“Another reason is the new career opportunities that will be created for employees. Expanding on an international level will create the need for new positions and responsibilities.

My decision to merge with Gosselin Mobility met with a positive reaction from everyone, from operative and clerical personnel to senior management.

Everyone supported me.”

“For the outside world, it might seem like the acquisitions of DT Moving and

We couldn't let this unique opportunity pass us by DT Moving has grown and been profitable for many years. In 1995 we moved the business out of central London to our current headquarters in Mitcham, southwest London, and have been there ever since.”

“DT Moving is proud to have been the

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Packimpex are part of a sophisticated master plan, but it was also a case of lucky timing. The minute Marc and I were shaking hands on the deal, Marcel appeared on the scene. Switzerland is an important and particularly interesting market. As entrepreneurs, we couldn’t let this unique opportunity pass us by.”

How would you describe the DT Moving corporate culture?

“DT Moving has always been an independent family business. A culture of customer focus and commitment has been ingrained in us.”

What is your personal relationship? When did you meet for the first time?

“I have known Marc for many years and had always considered him to be the ultimate specialist in military moves until a mutual friend brought us more closely together a couple years ago and we got to know each other better. We discovered that we have a lot in common: a life in the moving sector, a career in which we could grow within our companies, but mostly the same vision on moving and the future of this industry.”

“Marcel is a second-generation mover.

In fact, I’ve known his father, Ernst, a lot longer, since the 1980s. Back then, we would never have dreamed that our companies would one day become one.”

“We form a very cohesive management team. We can discuss anything, and it’s easy for us to reach a consensus. This is a very promising sign for the future.”

Acquisitions

Marcel Jörg, CEO of Packimpex What is your professional background? How did you end up in the moving sector?

“I have a completely different background than Nick and Marc who grew up in the moving business. I studied economics and management, so my area of expertise is the organizational, administrative and financial side of an organization which is in fact industryneutral. I feel the three of us complement each other well.”

“In 2001, I joined the family business of my father, Ernst Jörg. He founded the company in 1977, and today Packimpex is the mobility market leader in Switzerland. Its 220 employees ensure that 4,500 moves are brought to a successful end each year, generate sales of 43 million Euros and work in 10 offices in all of the major Swiss cities.”

What have been Packimpex’s major milestones?

“Packimpex built its first warehouse in 1989 in Berne. The opening of our Zurich branch in 1994 and Basel branch in 1997 followed as the customer base was looking for a one-stop-shop in Switzerland rather than having to deal with different local providers in each city. The construction of the largest container warehouse in Switzerland followed in 2001. In 2005, Packimpex started to diversify, also offering relocation services. These days, the split is 50% each for the moving and relocation services; they are equal in size.

The moving division will merge with Gosselin Mobility, and I will remain the owner of the relocation division.”

What was the underlying reason behind these acquisitions?

What are your expectations?

“For several reasons, moving has become a more commoditized service than in the past. The prices are under considerable pressure. At the same time, technology

plays a big role in our sector and the respective investments need to be leveraged on a larger scale. The rise in digitization has a huge impact, and even has the potential to completely eliminate certain players in the current supply chain.

Look at the taxi sector for example, and

How would you describe the Packimpex corporate culture?

“The Packimpex corporate culture is based on entrepreneurship. Employees are given a lot of freedom and responsibility. Training and education are a top priority. We are also actively managing innovation and change.”

This integration of companies will allow us to play a much larger role Uber’s position. I could imagine that new players with a digital business model will automate the management of a relocation policy and take on the role played by today's leading RMCs.” The good thing about the Gosselin strategy is that we focus on adding value on the ground.

There will always be a need for movers, and for people who can handle the operational side of the business. This is where we can make the difference.”

“We expect that this integration of companies will enable us to play a much larger role in the European moving sector.

It’s a logical evolution.”

What is your personal relationship? When did you meet for the first time?

“I first met Marc in 2002 at a Lacma convention in South America. He approached me and said I should come visit him in Antwerp, that there were many opportunities for us to do business together. A structural partnership never materialized however until now, 16 years later. Nick is well-known in the industry, but I hadn’t worked with him that much before this.”

“So this is not the story of three friends who join forces but instead of three entrepreneurs who want to become a positive, driving force in the dynamics of the moving sector.”

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Infographic

Infographic

RIGA

Gosselin Mobility

LAIPNI LŪDZAM LATVIJĀ!* Gosselin Mobility in the Baltic states Small but powerful; this is a great way to describe the Gosselin Mobility team in Riga, Latvia. Even though Gosselin is the only international player with its own office in that country, the market is still particularly challenging. Olga, Inna, Linards and Elvis explain why.

With a population of 1.9 million, Latvia is one of Gosselin Mobility’s smallest markets. “Like in Lithuania and Estonia, in Latvia we are also the only international player in the moving and relocation market,” the four employees begin. “However, this doesn’t mean that we have this market all to ourselves; there are a lot of small, family businesses that offer competitive prices. These smaller companies limit their activities primarily to the Baltic states and do not provide the international door-to-door services that we do using the company’s own offices. This is also our major strength in the region. Our customers know that a single dedicated team will be taking care of them, and not a complex chain of different companies.

This gives them peace of mind.”

20 years in the business In other countries, we face stiff competition from international players such as Santa Fe, AGS and Crown Relocations.

“This relationship is completely different in the Baltic states, and these companies contract our services to work as an agent or partner company,” Olga, Inna, Linards and Elvis tell us. “We have been the only international player here for 20 years now. We will be going all out to celebrate this milestone anniversary in the fall.”

Moving to Latvia Latvia has become an increasingly popular expat destination, offering a high quality of life, relatively low taxes and a low cost of living.

Riga is the capital city as well as the economic and cultural hub of Latvia.

Expats enjoy its non-metropolitan atmosphere as well as its multicultural heritage. Riga offers many employment opportunities across a wide range of sectors.

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Compact country, compact team “Our office is adjacent to the warehouse, so it’s easy to do a quick check if necessary,” the foursome says. “We are close to the airport and the port. Since everything here is so compact - our country, our capital and the team - we can offer fast, flexible responses. We can easily handle urgent orders in just a couple of hours. We also work intensively across national borders with our colleagues in Estonia, Lithuania and Belarus. If they have a large order in Vilnius, we are happy to help. The distances are not prohibitive.”

Grand cru “Over the last few years, we have continued to experience double-digit growth,” they continue. “We moved 500 families in Latvia last year, 20% more than in 2015. Our sales even increased 40%. 2016 was a ‘grand cru’ year thanks to our dedication and unique market position, and thanks to support from the head office. Perhaps even more important: thanks to satisfied customers who spread the word.”

Brain drain According to Olga, one of their biggest challenges is also the major challenge the country of Latvia is facing now. “Our country is seeing a substantial exodus within the work force. Many of these skilled laborers are looking to build a future in Scandinavia or Western Europe. Since 1990, the population of Latvia has decreased from 2.67 million to 1.9 million, and this trend continues year after year. This makes Latvia less attractive for international investors, and fewer investments means fewer expats. We still have an interesting position, geographically speaking. We are attractive for Russian companies since one-fourth of the population is Russian-speaking, and they have access to the Eurozone and EU via Latvia. For Western companies, it is easier to open an office here to serve the Russian market than to open an office in Russia itself.” * Welcome to Latvia!

Gosselin Mobility

Our customer service makes a world of difference We do our best to make things as easy as possible for our customers. One example: a Brazilian ambassador moving to Belarus told us that his wife wasn’t very confident that their belongings would arrive intact.

We asked for her number and called her.

This only took 15 minutes, but made a world of difference giving her peace of mind.

The team from left to right: Linards: operations manager for Latvia (since 2008) Olga: general manager and coordinator for the Baltic states and Belarus (has been with Gosselin since 2007) Inna: sales manager, operates primarily from Riga (since 2017) Elvis: crew manager, chauffeur and warehouse manager (since 2009) Packers, the number of which changes daily (record is 40)

Latvia in numbers Latvia became independent in 1991. Latvia became a member of the European Union in 2004 and adopted the Euro as its currency in 2014.

Latvia is bordered by Estonia to the north and Lithuania to the south. These three countries form the Baltic states. Latvia is also bordered by Russia to the east and Belarus to the southeast, while sharing a maritime border with Sweden to the west.

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Naples

EXPANSION IN ITALY NAPLES

Our military moves Naples is more than just the birthplace of one of the world’s favorite dishes, pizza. In addition to being a culinary hotspot, the city is also an important commercial hub and a strategic anchorage for NATO countries.

Moving Moments interviewed Christophe Geurts, responsible for military moves to and from Italy.

Christophe Geurts moved to Italy in 2005, and apart from a few dishes that he recognized from a menu, he didn’t speak a word of Italian. Twelve years, many hours of independent study and two children later, he speaks Italian at the supersonic speed we all know from Italian television.

“Together with Milan and Rome, Naples is an important economic artery,” Christophe begins. “In a military sense, the port city of three million inhabitants is also strategically important. Led by the American navy’s USS Mount Whitney, the sixth fleet is also stationed here. There’s also a NATO Joint Force Command that provides administrative support for a total of 9,500 people,” Christophe says. “Our core activity is moving the members of these bases. Last year we moved 3,000 military staff to and from Naples.”

Bricks and mortar “Up until 2005, Gosselin didn’t have its own offices and warehouses in Italy. In order to better serve this market, we acquired a few companies and started new logistics activities. We hope that this expansion will help us meet the de-

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mands of our new role as port agency.

In September 2016, Gosselin became the port agency for Southern Italy which means that we now stuff and strip containers at our own risk and expense.”

“This new warehouse is advanced in terms of security. The business zone is protected and the building is under round-the-clock surveillance,” Christophe continues. An added bonus is our location near the port. “The proximity of the container port and a large inland terminal open up so many logistics possibilities for our customers.”

“In the early days, we worked with two people, and today we have a permanent team of ten local employees from Naples. These individuals have strong, multilingual skills and are real go-getters.

Don’t believe the cliché that Neapolitans have a ‘couldn’t care less’ mentality,” Christophe says confidently. “Naples is a dynamic city full of possibilities!”

Expansion in commercial moves Two years ago, Gosselin opened an office in Rome led by Barbara Savelli in response to the increasing demand for commercial move services in Italy.

This success story recently got a sequel with the opening of a new office in Milan.

Our warehouse in Naples doubled in size from 2,000 to 4,000 m2. Our other warehouses are in: • Vicenza (3,500 m²) • Aviano (5,000 m²) • Rome (1.600 m²) • Milan (2,000 m²)

News

BELGIAN BRANCH OBTAINS EURA GLOBAL QUALITY SEAL On September 14 the Belgian branch of Gosselin Mobility obtained the EGQS or EuRA Global Quality Seal.

This is one of the highest quality accreditations within the relocation industry. Gosselin is one of the few mobility companies in the world to

have both the EGQS (relocation) and FIDI-FAIM (moving).

All credits to Sabine, Tamara and Glen of the relocation team and Nathalie and Karl from QHSE. Their knowledge, experience and great team effort made this audit a great success.

PACKING WORKSHOP FOR CUSTOMERS Packing is a true art. Not only are there numerous special moving boxes for linens, clothing, paintings and bottles, but so many household items also demand a special packing technique. Gosselin Mobility wanted to show a potential customer that we apply a great deal of care and attention to detail in our work, so we organized a workshop in Hungary.

The customer was invited to one of

our warehouses, and got to work with personal belongings and packing materials. This led to the expected hilarity now and then, and unexpected packing talents even emerged here and there.

The workshop ended with a presentation on the company and a light lunch.

Mission accomplished.

Many thanks to Zsolt Sarandi and his team for organizing this workshop.

ANGEL FROM WATERLOO In August, a great partnership began between Gosselin Mobility and Heavy.

Specializing in logistics solutions for exceptional transport, Heavy merged with the Gosselin Group last year.

“Exceptional” is certainly an apt term for this marble angel weighing 3.5 metric tons. Due to its weight, size and the porous material used to produce it, it is an extremely fragile piece.

The statue found a new home as part of a private commission, moving from Waterloo to Moscow, arriving in pristine state. During this assignment, the project lead was working at Gosselin Mobility’s office in Brussels, and Heavy was responsible for the lifting, transport and delivery tasks including applying for all the necessary permits.

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