1. From Local to Regional to Global Player:
The Evolution of Aramex International

2. Video Overview Hosted by Wayne Cascio, Ph.D.
SHRM Foundation’s 11th DVD
Filmed at Aramex International’s offices in, Dubai, UAE
Comprehensive Interviews
Officers, Managers, and Employees

3. Video Synopsis Video Introduction Management Team
Aramex: The Business Model
New Markets, New Cultures
Experiential Marketing
Corporate Culture
Finding and Keeping Talent
Management Team
Advice for Women
Acquisitions
Evolution of the HR Function – Challenges for HR
Five Lessons for evolving a business

4. Company Overview OPERATING INFORMATION Headquartered in Amman, Jordan
$845M+ in annual revenue (USD)
14,000 employees worldwide
Operates in 60 Countries
Started in 1982 as a partner carrier for major North American carriers
First international company listed on the NASDAQ in Currently listed on Dubai stock market

5. Company Overview THE BUSINESS MODEL
Provide local service for international shipping companies
Master the shipping business
Find partners for global expansion
Focus on an asset-light operational model
Re-evaluate business position
Begin competing on a global scale

6. Discussion Questions

7. What are some advantages of an alliance-based business model?
Learn as you go
Distributed risk
Built-in business

8. Additional Questions How can a light-asset model help a company grow?
How can an organization prevent an alliance partner from becoming an eventual competitor?
What are some reasons to acquire rather than partner with a company?

9. What considerations might a global organization make for geographically separated segments of the business?
Culture sensitivity
Regulatory compliance
Standard operating procedures

10. Additional Questions
How can an organization maintain a global standard of operation while operating locally?
How does dividing up management by region address cultural considerations in each business area?
How might a global organization compete more effectively by acquiring smaller organizations?

11. What types of experiences might an organization encounter when expanding from local, to regional, to global player?
Capital constraints
Time-zone management
Languages and cultures
Legalities

12. Additional Questions What is experiential marketing?
How does transparency help eliminate friction during expansion?
How can an organization protect its culture as it expands?

13. How can an organization encourage professional development among employees?
Provide a safety net, encourage risk taking
Assign responsibilities
Share knowledge
Network

14. Additional Questions How can empowering employees help a company grow?
How can a comprehensive induction plan for new employees foster innovation, loyalty, and corporate culture?

15. How can a company attract and retain talent in different parts of the world?
Become attractive to locals
Education and training
Enhance your brand as an employer

16. Additional Questions
How does corporate citizenship help attract and retain talent?
Why is employee retention so important to the long- term viability of a company?
How does community involvement help retain talent?

17. What can an organization do to retain talent following an acquisition?
Retention agreements, early
Retention bonuses
Espirt de corps

18. Additional Questions
Why does Aramex advise against “parachuting experience”?
What types of incentives help retain talent?
How does promoting from within help retain talent? Are there any pitfalls?

19. How might an organization promote female involvement and engagement?
Work-life fit
Performance-based pay
Provide opportunities

20. Additional Questions
How does “setting your own expectations” help a woman succeed in business, particularly in the Middle East?
How does “having the right attitude” help a woman succeed in business, particularly in the Middle East?
How does “asking for opportunities” help a woman succeed in business, particularly in the Middle East?

21. What is the role of HR in promoting successful growth?
Finding the right talent
Keeping the best
Protecting the culture
Understanding the local community
Building bench strength

22. Additional Questions Why is young talent attracted to Aramex?
How can HR help improve a transition associated with an acquisition?
How can HR provide global standards, while allowing for local flexibility?
Explain how Aramex’s RISE program mirrors the company’s core values.

23. What are some common mistakes that global players make when acquiring local companies?
Not getting involved early enough
Not understanding employees’ needs and concerns
Not including the acquired management in decision making
Underestimating the effort

24. Additional Questions
How has Aramex avoided many of these common mistakes?
How does Aramex ensure that employees know both their job responsibilities and their value to the organization?
How can an organization learn from an acquired company?

25. Important Lessons

26. Five Important Lessons
Develop global standards of practice, but allow for local flexibility to meet differing employee and customer needs. Aramex has standards of practice set by the corporate office, but it also allows for flexibility within its local businesses to meet local laws, customs, norms, and employee needs and expectations.

27. Five Important Lessons
Build a diverse workforce, and leverage the differences and commonalities. Like Aramex, start by hiring a diverse workforce in your home office and immersing new employees in the company culture. Once they are oriented and sufficiently trained, repatriate them to their homelands to leverage their unique mixture of company and local cultural experiences.

28. Five Important Lessons
Make sure the structure of your HR practices and policies parallels and communicates the core values, strategy, and structure of your organization. Aramex’s RISE compensation system has four levels– Rangers, Innovators, Stars, and Explorers. That system parallels the company’s flat organizational structure of four levels. The acronym RISE reflects Aramex’s commitment to employee career paths and to its philosophy to challenge employees to rise above the ordinary.

29. Five Important Lessons
Listen, listen, listen. Learning how to meet the needs of diverse customers, suppliers, job applicants, and stakeholders in multiple cultures means listening closely and adapting to local needs. Companies often believe they know the business model that should work everywhere, but those like Aramex that listen closely to key stakeholders are much more likely to succeed.

30. Five Important Lessons
Motivate employees by ensuring that they know both their job responsibilities and their value to the organization. Aramex does this by orienting and educating employees on what they should do and on what they can take initiative to do, and how they bring unique value to the entire customer experience.