27TH FEBRUARY, 2014

PRESENTED BY RICHARD DUNLOP & CHRISTY MOSES

AGENDA

PageGroup Overview

Areas of Specialisation

The Decade in Review

What Did We See in 2013?

Current Industry Trends

Salary & Employment Forecast 2014

Has the Recruitment Landscape Changed?

Summary

PAGEGROUP OVERVIEWGLOBAL COVERAGE

PAGEGROUP OVERVIEWASIA PACIFIC COVERAGE

MICHAEL PAGE SALESANZ COVERAGE

MICHAEL PAGE SALESCAPABILITY AT ALL LEVELS

THE DECADE IN REVIEWANNUAL EMPLOYMENT GROWTH

NSW & Australia (2004-2013)

WHAT DID WE SEE IN 2013?

Overall, similar trends to 2012 – flat market

Subdued domestic market influenced by mixed global economic conditions

China continued to slow slightly The US continued to grow at a moderate pace The Euro area largely remains in recession 

Slowdown in mining had a negative impact on the economy and signalled caution to other sectors - this appears to have stabilised

Early announcement of the federal election halted business decisions

Lean sales structures with little appetite to go for growth

The collective effect was a relatively flat employment market

IS THE CURRENT MARKET THE “NEW NORMAL”?

There are no forecasts for a large spike in the market

Job volumes remain constant but employer confidence in making hiring decisions remains low with additional ‘hurdles’ for candidates to jump

Businesses are generally positive about the outlook for 2014

We are yet to see this translate into large movements in business or employment activity

There is a level of comfort that the economy won’t decline

Companies are continuing to be “bottom-line” focused

Increase in restructures within management teams

INDUSTRIAL SERVICES AND MANUFACTURING

Candidate registrations

Increase in candidates registering due to retrenchment

Strong focus on streamlining and restructures of large blue chip organisations especially cutting middle management

Candidates from a leadership background are taking sales client facing roles due to lack of opportunities in people leadership.

Job registrations

Growth coming for sales focused individuals brought in to explore new channels and growth markets.

Although some Australian manufacturing going off shore many of these clients are investing heavily in sales and marketing structures.

New start ups in the Australian market being explored by Asian and European clients.

CONSUMER GOODS

Job registrations

Most large blue chip business reducing headcount not adding.

Interesting opportunities arising in small / medium sized specialty business going through growth.

Certain consumer power brands in this space are still seeing year on year double digit growth.

Candidate registrations

Increase in candidate registrations due to restructures & retrenchments in global blue chip organisations at middle management and sales representative levels.

Candidates who have been holding roles for 2-3 years are now looking to explore new opportunities but only willing to move for premium roles.

Candidates are willing to consider small to medium sized business as they more nimble and are showing growth in the market.

BUSINESS SERVICES

Job registrations

Clients are putting candidates through very thorough interview processes with a strong focus on internal placements.

Clients not willing to take risks with external candidates if not 100% – teams have been running lean with a high performance culture.

Regular re-structures & hiring freezes in large organisations while the medium and small business space has seen pockets of growth.

Candidate registrations

The active candidate market is made up predominantly of those not currently in a role.

Candidates from high performing, stable environments are keeping an eye on the market but are very passive.

Most candidates are now focused on career progression & stability over remuneration.

IT/T

Job registrations

Telco vendors looking to diversify their solutions and have strong acquisition targets in the IT space to enable offerings of full end to end solution.

Most large organisations going through restructures therefore limited external hiring focus within these companies

Fewer international companies looking to start up in Australia

Candidate registrations

An increase in demand for true solutions based sales people as the market shifts from a hardware sell to a services/software sell

This hasn’t created growth within this space but a shift in skill set required from candidates

Remuneration & earning is a strong focus for candidates within this space

DIGITAL & MEDIA

Job registrations

Relatively flat year after 2 years of strong growth

Majority of opportunities are within the small to medium sized business space with the launch of new creative products

A lot more consolidation within the digital space – job boards, group buying, property websites

Candidate registrations

Good candidates are risk adverse to joining new start ups and are opting for the more established global players

Still a candidate short market for true experts within the digital space

Less movement from candidates within this space due to retention strategies from employers

HEALTHCARE

Job registrations

Increase in the amount of contract sales positions in the Pharmaceutical market.

Specialist roles in medical devices organisations are on the increase.

Consumables into hospitals are finding the market tough and the job market is very flat.

Candidate registrations

Candidates are still seeing the healthcare market as a attractive market to work in.

Candidates with strong expertise in technical sales e.g. cardiology are in demand.

Candidates from clinical specialist backgrounds i.e. Nurses / Physio’s are being encouraged to move into sales and education roles.

SALARY & EMPLOYMENT FORECAST 2014RECRUITMENT ACTIVITY

SALARY & EMPLOYMENT FORECAST 2014ATTRACTION & RETENTION

SALARY & EMPLOYMENT FORECAST 2014ATTRACTION & RETENTION

HAS THE RECRUITMENT LANDSCAPE CHANGED?

In larger Sales structures, companies are continuing to ‘de-layer’

THE EFFECT OF STRUCTURAL EFFICIENCIES

Traditional Structure

HAS THE RECRUITMENT LANDSCAPE CHANGED?

The result is flatter, leaner Sales teams

THE EFFECT OF STRUCTURAL EFFICIENCIES

Efficient Structure

HAS THE RECRUITMENT LANDSCAPE CHANGED?

Employees can see lack of career progression, causing staff turnover

Companies are short-term focused in their replacement strategy

This is in-line with a shorter term goal focus / cost focus in a challenging economy

Candidates become more specialised – less breadth of skills/industry knowledge

Creation of perpetual ‘job recruitment’ rather than career development

Often outside the control of staff retention strategies if the next step isn’t realistically available

THE EFFECT OF STRUCTURAL EFFICIENCIES

HAS THE RECRUITMENT LANDSCAPE CHANGED?

Group discussion

Has the current environment affected your decision making when hiring new employees?

HAS THE RECRUITMENT LANDSCAPE CHANGED?THE EFFECT OF STRUCTURAL EFFICIENCIES

HAS THE RECRUITMENT LANDSCAPE CHANGED?

Access to candidates is now far

easier

Job boards provide an

un-targeted approach

Aggressive LinkedIn campaigns

can have a detrimental effect

Greater sophistication is

essential in effective candidate

management

MANAGING THE CANDIDATE MARKET

The difference between passive and active candidates is evaporating

Active Passive

SUMMARY

The employment market proved to be steady throughout 2013

Should we accept the current market as the ‘new normal’? The outlook for 2014 continues to be cautious with some level of

optimism

Companies continue to be bottom line focused

There are longer term effects of efficiency restructures With greater access to a broad candidate pool, correct candidate

management is crucial for an efficient recruitment process and company EVP