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The "Unambiguous" Recession Won't Hold Me Back!

March 21, 2008 by Charlie

The United States is “unambiguously” in a recession, a New York-based forecasting group said on Thursday [3/20/08], citing a nine-month decline in its weekly measure of the economy. The Economic Cycle Research Institute, which correctly predicted the 2001 recession at a time when many on Wall Street still maintained a rosy outlook, said their numbers indicate the economic contraction is already under way.

The recession call puts ECRI in line with a growing number of economists who believe the U.S. is already in recession, with some citing December as the likely start date of the downturn. Martin Feldstein, who heads the highly-regarded National Bureau of Economic Research, has said not only that contraction is under way but also that it could be severe.

And yet, spring is in the air, at least in the South. One step out the front door, putting aside the glare of the computer screen for a moment, elicits an anticipation of buds blooming, birds and butterflies arriving, and cash registers ringing at the local garden center. My box of wildflower seed has arrived, my wish list of plants is nearly finished, and I have big plans for a landscape that has way too much grass. Recession or not, I am about to spend some big bucks transforming the cookie cutter landscape around my new home into my own ‘America in Bloom’ project!

I wonder, just wonder, if there might be other ‘recession resistant’ spenders like me out there? Yes, I know, I have pontificated on this subject before (go to the sidebar of this blog page and click on ‘recession’). But it’s time to put every bit of marketing savy you can muster into motion this spring and test the theory once more. And with a little rain in the right places at the right times (on weekdays please), we might just live to garden another day.

Filed Under: News Tagged With: economic forecasts, recession

The Fed Did What???

March 19, 2008 by Charlie

This will be a long post. In an unprecedented move over the weekend, the Fed bailed out the 5th largest investment bank, Bear Stearns, by providing backing for its sale to JPMorgan Chase. This action is particularly unusual given that a single firm is the target of this bailout strategy, something that hasn’t happened since the Great Depression.

There are only two times that I can recall in recent history that the Fed has intervened in a psuedo-similar fashion and in neither case was a single entity involved. Interestingly, while most economists and politicians loathe public bailouts, in both cases the federal government ulitimately made money on them.

The first was during the 1995 peso crisis, when the Clinton administration offered Mexico $20 billion in loans, with the country’s oil revenues as security. The International Monetary Fund offered another $18 billion. Critics condemned the loans as a bailout. However, in the end, Mexico did not require the entire amount, the country’s finances recovered, and the U.S. ended up making a profit on the interest payments.

The other situation of similar intervention came when the government turned a profit from the Air Transportation Stabilization Board, an entity set up after the 9/11 attacks to support the airline industry. The board utlimately provided a total of $1.56 billion in loan guarantees to six carriers. The government earned just under $350 million from fees and stock sales, according to the Treasury Department.

So what was special about this situation? How did the situation get this bad? John Waggoner and David Lynch offer this succinct explanation:

Bear Stearns failed because its investors no longer believed it could repay its loans — even its short-term, overnight loans. Even worse, investors concluded the bank no longer could stand behind the complex agreements it had with other financial institutions. And Bear Stearns had a web of intertwined agreements with other banks, investment houses and corporations.

So while its demise could send ripples through the economy, its significance helped lead the Federal Reserve to support JPMorgan Chase’s offer for Bear Stearns. As part of the deal, the Fed agreed to fund $30 billion of Bear Stearns assets that would be difficult to sell quickly, raising the possibility that taxpayers could be on the hook for part of the bailout.

The road to Bear Stearns’ collapse — and the Federal Reserve’s response to it — began with the housing bubble. As home prices soared to economically unsustainable levels, fewer people could afford to buy. In response, banks and other lenders created new types of mortgages, which made loans affordable to people who normally wouldn’t qualify for a conventional 30-year mortgage.

The beauty of these subprime mortgages, at least from a mortgage broker’s point of view, was this: Banks and brokers collected fees for closing the deals but faced no risk once they sold the loans to Wall Street.

Wall Street was eager to buy subprime loans, mix them with other types of debt, package them into complex securities and sell them to other investors. As long as housing prices continued to soar, everything seemed fine. Borrowers in shaky loans could refinance their loans or sell their homes for big gains. Investors in the new securities that Wall Street created could enjoy rich interest payments.

Once the housing market started to fall, though, borrowers started to default on mortgages. As defaults piled up, the complex securities Wall Street had created from those mortgages began to crumble. More and more lenders grew wary of making loans, especially if the collateral was mortgage-backed securities.

Bear Stearns was one of the biggest underwriters of complex investments linked to mortgages. Two of its hedge funds, heavily invested in subprime mortgages, folded in July. Bear’s investors became increasingly reluctant to do business with the company. Despite the company’s assurances that it had plenty of cash on hand to continue operations, it collapsed Friday.

The story of Bear Stearns isn’t just a saga of a spectacular Wall Street failure. The company’s failure signals far deeper problems with the nation’s economy and raises questions about the consequences of Bear Stearns’ problems for ordinary Americans.

So how will all of this affect you???

The yields on money market mutual funds and bank deposits will fall, as the Fed continues to cut interest rates. Stock prices will continue to be extremely volatile. The good news is that financial markets have not collapsed. The stock market bounced back on Tuesday, with the benchmark S&P; 500 experiencing its best day since October 2002.

The value of the U.S. dollar will continue to sag, thanks to lower interest rates. As interest rates here fall, global investors sell their dollar holdings to find investments with higher returns. That pushes the dollar’s value lower — meaning Americans face higher prices.

Notable quotes that I think reflect the underlying current of these recent events:

“Recessions are almost always crisis of confidence, and that’s what we’re having right now” — David Wyss, chief economist at Standard & Poor’s.

“The market was being run by mathematicians that didn’t know financial markets. And you keep hearing… ‘that event should only happen once every hundred years, according to my model’. But those every hundred years events are coming along every two or three years, which should raise some questions.” — Former Federal Reserve Chairman Paul Volcker.

Filed Under: News Tagged With: economic forecasts, recession

Spanish Immersion Study Program a Success!

March 17, 2008 by Charlie

On February 24 – March 1, 2008, Texas AgriLife Extension hosted a unique educational program for commercial nursery floral producers. The FLORI-Culture & Marketing Spanish Immersion Study Program combined language instruction with daily tours focusing on labor and marketing. The event, led by Dr. Don C. Wilkerson, was conducted in Cuernavaca, Mexico. This international program with an emphasis on marketing and labor is an excellent example of how TAMU-Horticulture is addressing key GREEN industry issues.

I encourage you to read the summary of this innovative Extension educational activity (click here).

Filed Under: News Tagged With: immigration reform, leadership

Leading at a Higher Level

March 15, 2008 by Charlie

While “vacationing” this week [spring break], I happened across an article by Ken Blanchard in a periodical I had never heard of before called Success At Home, a magazine targeted at home-based businesses. In this article, Ken recounts leadership principles that I think are applicable to Green Industry firms that take a differentiation strategy serious. For example:

When you are leading at a higher level, you have a both/and philosophy. The development of people is of equal importance to performance. As a result, the focus of leading at a higher level is on long-term results and human satisfaction. Leading at a higher level, therefore, is a process.

Ken has found that in organizations where leading at a higher level is the rule rather than the exception, leaders do four things well.

They set their sights on the right target and vision. Great organizations focus on three bottom lines instead of just one. In addition to financial success, leaders at great organizations know that measuring their success with people—both customers and employees—is just as important as measuring the success of their financial bottom line.

They treat their customers right. To keep your customers today, you can’t be content just to satisfy them. Instead, you have to create raving fans—customers who are so excited about the way you treat them that they want to tell everyone about you.

They treat their people right. Without committed and empowered employees, you can never provide good service. You can’t treat your people poorly and expect them to treat your customers well.

They have the right kind of leadership. The most effective leaders realize that leadership is not about them and that they are only as good as the people they lead. These kinds of leaders seek to be serving leaders instead of self-serving leaders.

To read the complete article [which I highly recommend], click here!

Filed Under: News Tagged With: consumer confidence, leadership, strategy

It still comes down to local economic (and weather) influences

March 5, 2008 by Charlie

I’ve reported in a lot of seemingly negative economic news lately, but it remains unclear whether the current state of affairs meets the economists’ definition of a recession (a widespread decline in economic activity lasting more than two consecutive months). But, to take a line from the political world, all economics is local.

For example, there are a few economic pundits who proclaim that we are already in recession. Others counter with other data & statistics to the contrary. One thing is for sure, some states have most certainly experienced a period of contraction. But this has been far from uniform with a dozen or so states experiencing severe contraction while others have experienced some expansion (according some economic indicators) in recent weeks.

While Green Industry business owners and workers in certain parts of the country have weathered recession-like conditions for months (e.g. job losses, home foreclosures, declining consumer confidence, lower business spending), others that I have talked to have been doing ok. So it seems to me that [as in the past] some areas are likely to feel less of an effect from the crawling economy than others.

The main reason? Obviously some areas are experiencing more of a housing “bust” because they first experienced more of a housing “boom.” Those communities who learned hard lessons from recessions past and have diversified their local economies will obviously fair better than those who tend to rely on a small set of local enterprises.

What does this have to do with you? First of all, it is way to early to throw in the towel! Second, even the shrewdest of pundits are not able to predict the weather patterns in your area, which has almost as much impact as local economic conditions — maybe even more in some years. As my friend Bill Gouldin of Strange’s Florists, Greenhouses, and Garden Centers in Virginia puts it: “Economic downturns are like getting the flu; rainy weekends in the spring are like pneumonia; and drought on top of that is cardiac arrest!“

So continue to put your best differentiated foot forward, exceed customer expectations, and keep spreading the message about the healthful aspects of fresh flowers, the positive ROI that landscaping adds to curb appeal and home values, and how we were “green” before green was cool (to quote Tony Avent of Plant Delights Nursery)!

Filed Under: News Tagged With: economic forecasts, recession, weather impacts

The Home Depot "Index"

February 29, 2008 by Charlie

Home Depot Inc. said Tuesday that fourth-quarter profit fell a sharper-than-expected 27% after the declining housing market hurt demand for its building and home goods supplies and the outlook for 2008 remains “challenging.”

Declining housing and credit markets have hurt consumers’ appetite for home supplies provided by Home Depot and rival Lowe’s, which said Monday that profit dropped 33%, with sales at stores open at least a year declining 7.6%.

To reduce costs, Home Depot said in January it would cut 10% of its headquarters staff, following moves to slow the pace of its stock buybacks and advertising-spending growth. The company, however, said it remains committed to $2.3 billion in capital spending this year. Home Depot has spent money on projects to make stores cleaner and brighter and improve customers’ experience after it lost market share to Lowe’s and other competitors.

What to make of this?

  • DIY retail sales will most likely continue to crawl. Of course, this is no surprise since lawn & landscape services have increased in recent years to offset declining DIY sales due to more DIFM (do-it-for-me) purchases.
  • Growers who sell to Home Depot and Lowe’s will still need to offer differentiated programs as usual — and pay particular attention to shrinkage and gross margin on a store-by-store basis.
  • Landscape service firms need to ratchet up the marketing efforts — especially emphasizing the return on investment from lawn & landscape improvements (see earlier posts).

Filed Under: News Tagged With: differentiation, economic forecasts, recession, retail, retail sector, service sector, value of landscaping

Unhappy times are unhappy in their own way

February 29, 2008 by Charlie

“Happy economic times are all alike; unhappy times are unhappy in their own way.”

A recent article by Ram Charan in Fortune Magazine (2/18/08) reiterated many of the points made in my earlier posts about NOT cutting back too drastically during economic downturns; especially in terms of marketing programs. Here are the highlights:

What makes the current economic downturn distinctively unhappy is the unprecedented confluence of three things. First, there was a Fed-induced housing bubble – too much cheap money for too long. Then there was the rampant use of exotic financial instruments, such as collateralized debt obligations, to disperse risk among people who didn’t understand it. Finally, the rating agencies failed to catch the poor quality of a great deal of highly rated debt. With lots of momentum – and faulty brakes – the financial system hit the skids.

Whether this turns into an official recession (two straight negative quarters) is immaterial: What matters is how their business is affected, segment by segment. But certain principles apply broadly:

Keep building. When the top line looks shaky and the bottom line worse, the temptation is to go after discretionary spending. Fine – but do not consider product development, innovation, and brand building optional. Sacrificing your future for a slightly more comfortable present is not worth it. If you keep building, you can come back strong.

Another area to build on is personnel. It may seem counter-intuitive to pay bonuses when profits are falling, but sometimes it’s the right thing to do, particularly if a specific unit is creaming the competition. Rewarding excellence – through new challenges, public recognition, and, yes, money – in bad times as well as good builds loyalty.

Communicate intensively. Get information from where the customer action is, and get it to the operating people – fast. Companies should do so routinely, of course. But they don’t. It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore. The companies that are readiest to act on solid information are primed to shoot ahead of the business cycle.

Communication needs to happen among teams in the company. In the hot summer of 1787, the Founding Fathers locked themselves into a room and wrote the entire Constitution in a matter of weeks. That’s not a bad model for a company under pressure. Fill a room with people from operations, service, marketing, and sales, and require them to hash out their expectations for the next eight quarters or so – what if demand goes down? if prices of key inputs go up? – and then to devise coordinated plans to meet them.

And keep it up, repeating the exercise every month. When the facts change, to paraphrase Keynes, so must your strategy. Research has shown that when people have thought through their reactions to high-stress scenarios – such as a disaster or being a victim
of a crime – they are much more likely to survive it. Ditto for business.

Evaluate your customers. In good times, companies manage the P&L; in bad times, cash and receivables matter more. Therefore, you need to identify your higher-risk, cash-poor customers. You could decide to simply not supply them anymore – that’s harsh but sometimes necessary.

Alternatively, and this helps build good relations, work out a way to keep going – for example, by helping finance purchases or supplying smaller quantities. The point is, a downturn is a very good time to do a quality check on your customers.

Just say no to across-the-board cuts. By all means cut costs if it makes sense to do so, but make sure there is purpose in how you do it. It may be useful to clean out the metaphorical attic – for example, by pruning your product line. The key: If you have to cut costs, don’t try to be fair about it. As I have said before, the world does not inflict pain evenly, and you have to deal with that reality.

Being on the downside of the business cycle is not much fun. That said, a slump can also be an opportunity if you use the sense of urgency to improve strategy, management, and discipline. In that sense, happy and unhappy times are alike: The companies that take charge and outcompete will win.

Filed Under: News Tagged With: recession, strategy

Pay me now or pay me later

February 28, 2008 by Charlie

An insightful commentary from Robert Samuelson yesterday provided an excellent perspective to the recent discussions regarding recession and stagflation. For example:

Naturally, no politician acknowledges the self-evident implication: that recessions, though unwanted and hurtful to many, are not just inevitable; sometimes they’re also necessary to prevent the larger and longer-lasting harm that would result from resurgent inflation. Interestingly, many academic and business economists who have more freedom to speak their minds suffer the same deficiency. They treat every potential recession as a policy failure when it is often simply part of the business cycle. They thus contribute to a political climate that, focused on avoiding or minimizing any recession, may perversely aggravate inflation and lead to much harsher recessions later.

For the rest of this insightful dialogue, click here.

Another interesting treatise on how current monetary policy is not addressing the real issue is provided by Allan Meltzer, the eminent economist and monetary historian, who thinks the Fed is repeating the mistakes of the 1970s. Click here.

Filed Under: News Tagged With: economic forecasts, recession

More on pricing…

February 24, 2008 by Charlie

In the most recent OFA Bulletin (Jan/Feb 2008), Behe and Dudek presented an article that reinforced the negative impacts of retailers discounting prices needlessly. Using prices collected from Michigan garden centers, the authors demonstrate the WIDE variation in pricing for similarly-sized products in the same trade area. The analysis showed that significant dollars can be left “on the table” from under pricing — using price as the single mechanism used to attract customers (see Table 1 – click on the table to view in larger format).
However, the same data can be used to demonstrate a significant reverse corollary. Recall that in an earlier post, I talked of the inelasticity of demand and that if firms successfully differentiate themselves from competitors in their local trade area, they are able to raise prices and though they may sell fewer units, total revenue for the firm actually increases.

Using Table 1 data, assume that the current price is $3.99 per unit (which requires sales of 162 units to break even and generates sales revenue of $1,995). If price per unit is increased to $4.49 (a 10% increase), only 144 units are needed to break even and profit rises to $2,245. In similar fashion, an additional 10% increase in price translates into even fewer units to break even and another increase in sales revenue.

Ceteris parabis, holding all other things constant, profit rises as well. So what are you waiting for?

Filed Under: News Tagged With: pricing, profitability

Who's right?

February 19, 2008 by Charlie

Almost two out of every three Americans won’t spend tax rebates included in the proposed government stimulus package, a survey by American Century Investments found. A little more than a quarter of respondents said they would spend the rebate money now, while 36 percent said they would use it to pay off outstanding loans or credit card balances, according to Kansas City-based American Century Investments. Another 25 percent said they would save or invest it.

On the other hand…

According to a new National Retail Federation survey, consumers plan to spend 40.6% of tax rebate checks, which will provide an immediate $42.9 billion boost to the economy. The survey also found that the $105.7 billion distributed in tax rebates will be used to pay down debt ($30 billion), saved ($19.8 billion), invested ($4.4 billion) and used to pay down medical bills ($4.6 billion). Women will spend a larger percentage of their rebate check than men (43.6% vs. 37.3%). And young adults age 18-24 will spend more of their checks (46.2%) than any other age group.

Who is right? Time will tell, but I do know this. There will be some big trees planted in my yard when the check does arrive!

Filed Under: News Tagged With: recession, stimulus

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