We’re being seen as demand aggregators – when we place a student in Seattle, that agent is asking us where else we’re located

We’ve also been approached by a number of institutions to basically highlight their programmes and services to our existing network. We think that’s pretty exciting.

The PIE: How is the partnership with AHN-AUS coming along?

GS: We work with them every day. Obviously we’ve benefited greatly from the decades of experience they have. We were able to adopt their systems, their policies and procedures. We had to adapt them to the United States, but it’s been the reason why we could come up to speed so quickly.

On an executive level, we meet twice a year, and we work on developing and improving our business processes together.

It’s a great, close partnership.

The PIE: Are the majority of your guests ESL students?

Our footprint and reach allows the agents a one-stop shop

GS: Yes. Most of our guests are learning English and they’re looking for that homestay environment to support them both in their English skills and their adoption of the American culture. So we will offer homestay to those that have better English skills, but we’re primarily focussing on ESL programmes.

The PIE: Do you take a fee from students?

GS: We take a placement fee that allows us to process this application, which is pretty standard. Of the homestay fees, which are based on regional competition and housing costs, we pay out 85% to the hosts, and then retain 15%. Some of that goes to the regional agent, and then the rest we keep.

The PIE: Do your agents work on a commission basis?

GS: We pay our educational agents 10% of the placement fee.

The larger agents are placing students in multiple areas around the United States. Our footprint and reach allows the agents a one-stop shop. We also get requests for study tours, and are happy to provide them with that service as well.