NAW Arms Members With Strategies To Survive Expected Economic Downturn

Feb. 7, 2008
The good news that attendees heard from one economist at last month’s NAW 2008 Executive Summit, was that the economy won’t fall into recession this year. . The bad news is that the recession will start in 2009 and that it could linger for more than a year.

The good news that attendees heard from one economist at last month’s NAW 2008 Executive Summit, was that the economy won’t fall into recession this year. The bad news is that the recession will start in 2009 and that it could linger for more than a year.


“The reality is we are not in a recession,” said Alan Beaulieu, principal, Institute for Trend Research, Concord, N.H. “We will grow at a tepid pace in 2008, and you have one more year of growth. In January 2009 you will be in recession. You have a year to plan for it. Recessions are like a forest fire. No one likes them, but they clear out the dead wood and allow for new growth.”


At the Jan. 29-31 conference, held at the Fairmont Washington, Washington, D.C., Beaulieu said one indicator that signals a recession is on the way is an “inverted yield curve.” This means interest rates of long-term bonds are lower than short-term bonds because so many investors want to protect their investments in the safe havens that long-term bonds offer. This demand means sellers can offer lower interest rates for the bonds. Beaulieu says this yield curve has “accurately predicted six out of the last six recessions.” Despite the dour economic picture he painted for 2009, he urged NAW members to take control of their own business destinies. “Don’t let politicians or the media affect your future,” he said. “As business leaders, you can make the future.”


To help distributors plan for this economic scenario, NAW called on several members to participate in panel discussions on customer focus, operational efficiencies and leadership culture. These distributors shared their expertise in these areas with distribution industry consultants who moderated the sessions. The panels offered some insight into the diverse NAW membership, where electrical distributors can learn from other wholesalers in businesses such as dental supplies, balloons, natural foods, electronic MRO equipment, stationery and paper products, propane gas and several dozen other lines of trade. NAW members manage companies anywhere from small regional distributorships to the largest distributors in the world. Companies of all sizes were represented on the panel.


During the panel on leadership culture, Chip Hornsby, group executive Wolseley PLC, Theale, England, and NAW’s incoming chairman, said Wolseley’s leadership development programs have helped fuel the company’s growth in the past, and that he believes they will help the company’s managers guide their operations through the tough economic times in the residential market. In the United States, Wolseley has been hiring on average 1,000 college graduates per year for Ferguson Enterprises, its $11 billion, 1,300-locaton plumbing business, and 300-plus location Stock Building Supply, its distributor of construction supplies. The company frequently sends senior managers to MBA programs at the University of Virginia and other well-known universities. In Europe, the company’s leadership development program is on a smaller scale, and in some Eastern European countries still learning about free markets, part of training includes the basics of capitalism, said Hornsby.


With so much exposure to the residential construction market in the United States, Wolseley’s business in this country is off significantly. He estimates that total housing starts (single-family and multi-family) will drop from more 2 million in 2005 to about 750,000 in 2008. According to its latest financial statements, Stock Building Supply’s business is off 25 percent for the five months ending Dec. 31, 2007, largely because of this decline. “When two-thirds of the business disappears, you have a challenge,” he said. Wolseley is one of the largest distributors in the world, with $32 billion in international sales, 5,300 locations and 80,000 employees in 28 countries.
In the conference’s final panel, Tom Gale, executive editor and publisher of Modern Distribution Management, Boulder, Colo., discussed the takeaway points from the distributor panels with the four consultants who moderated those discussions: Adam Fein, president, Pembroke Consulting, Philadelphia; Neil Gholson, global segment leader, wholesale distribution, Deloitte Consulting, Chicago; Brent Grover, managing partner, Evergreen Consulting, Cleveland; and Mike Marks, managing partner, Indian River Consulting Group, Melbourne. Fla.


Several of the consultants said that while private labeling is becoming more common in the wholesale-distribution industry, distributors need to understand the added responsibilities they take on if they decide to blend privately labeled items into their product offering. Fein of Pembroke Consulting said distributors must realize that if they private label a product line, they take on the role of a manufacturer, with the same responsibilities for product liability and returned goods programs. Grover said wholesalers that private label become brand managers and that this sometimes exposes a lack of marketing expertise common with many distributors.


NAW staffers were delighted with the turnout at the conference and said attendance was up 35 percent over last year.