[Music]

Let’s get started. Hi, this is Roger at WHR Global, and this is “Behind the Move.”

When I think about our core values, we are empathetic, trustworthy, and results-driven. Probably the most important in today’s corporate environment. The pressure that our clients are under to deliver in their individual cost centers and to be plugged into exactly what’s happening with their transfer and knowing the exact spend has never been greater. We deliver that through our technology, we deliver it through caring for our customers, we deliver it through working hard for them every day.

What’s important to know about supplier partners: getting the best, having criteria, screening through them. Once you find them, put a lot of faith in them, train them, and get out of the way. Let them do their jobs, let them know your follow-up plan, have a follow-up plan, make sure you’re on the same team, make sure they reflect your core values of hardworking, empathetic, trustworthy. If they don’t share our core values, we shouldn’t be using them, and we don’t really get the luxury of meeting the transfer face to face. Maybe Zoom or maybe through teams, but it’s really not the same. A real estate agent gets to go across their threshold of their house and be belly to belly and eye to eye. We don’t. That’s why when we find a good agent that makes us look good or a good mover, they’re gold. We keep them, we love them, we’re grateful.

What hasn’t changed: the need to hire great people. At the end of the day, all we do is deliver information on a timely basis and help individuals through a very stressful time in their life. It’s by hiring people that are empathetic, that really care, that have a service-first attitude. That’s why we’ve only lost one customer in 29 years. I hate to even say we lost one, to be honest with you. When I started the company up 29 years ago, I had these two cards under my phone, and the first one says what’s critical to corporate clients: service delivery, cost management, accountability, supporting and training, having great people, train knowing your culture. None of that has ever changed, and this is what it takes to run the customer from a personal thing.

What I want our clients to know is I am forever grateful for your business, and we’re working hard every day to earn it. It doesn’t matter if you’re the first one 29 years ago or you’re a new one this month.

Thank you.