Tag Archive: lender

Canadian Housing Starts – Stop, by Stewart Hall, HSBC

[Eric's note: Although this note, like all of Stewart's, are archived elsewhere on this site, I had to give this one it's own post after reading the last sentence.] 

May housing starts decline by -6.3% month-over-month.

Canadian housing starts come to a stop in May, with the rate of construction slowing to 189.1K units on an annualized basis. This is well back of April’s rate of construction at 201.7K. Market expectations had been looking for 202.0K, while our own pessimistic forecast was looking for 192K.

In producing the forecast we had leaned heavily upon the April building permits data from last week. Numbers that reflected some significant softening up in builder intentions with approved units for construction down -8.2%m/m in the multi family dwelling category. Equally soft was the -6.4%m/m decline in the number of approved units in the single family dwelling category. Overall, housing starts are down -6.3% from the previous month.

Underneath the headline softness, despite a decline of nearly 6K in the mutli family unit category, starts at 92.8K is still reflective of heightened levels of activity. By contrast, the bulk of the headline softness was borne by the single family category which fell by 12K to a rather depressed pace of activity of 72.4K units. On the upside, rural starts bounded back, rising from a depressed 19.2K to 23.9K units.

Overall, the picture on the housing market, whether we are talking about the new build or the existing home category, the expectations going forward into the second half of 2010 and 2011 are for reduced levels of activity coming down from the historical highs that have been reached. A moderation/slowing in the pace of activity that will be led by higher financing costs, changes to the funding and financing formulas for mortgages and changes in the tax structure in Ontario and BC which host two of Canada’s most active housing markets.

In keeping with this theme of slowing activity for the housing market, the Canada Housing Trust (CHT) indicated that they may sell 15% less debt this year as fewer mortgages are expected to be raised and funded.

One way of thinking about the less pronounced decline in the mutli family category is from a cyclical standpoint. Although early on into the business cycle, Canada has a housing market that is already deep into its cycle. Given that home prices are at historically high levels, along with changes in the funding models that will raise the barrier to entry into home ownership, builder interest may very well be favoring multi family unit construction as higher overall costs force consumer demand into the multi family category that tends to come in at lower pricing points than is the case for single family residences.

None the less, the Bank of Canada and fiscal agents together have drawn a deep breath which, when exhaled, will invariably blow some of that froth off the housing market mug.

Weekly Sales Thought – I’d At Least Be Curious

In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation.

This is a story about a prospecting approach – a printing company approaching Clarity.

Imagine you’re me. (And, I’m not responsible for any psychological trauma that comes as a result of your imagining.) You run a consulting and training business, working with clients in the US, Canada, and the Caribbean. Frequently, you deliver documents to your clients in multiple locations. For the “we can plan ahead” printing work, you use a printer with whom you’ve worked for a number of years.

For the “it’s midnight and we need it by breakfast time” work, your firm uses a printer whose locations frequently are close to the sites in which your materials are used. While they’re fast and located close to your client sites, they’re significantly more expensive than your regular guy, they foul up orders from time to time, and their web interface is a bit clunky, you think.

So, one morning, there appears the following email in your in-box:

Herbert Printing, Inc.

April 28, 2010

Dear Nick,

I’m writing with the hope of earning your business.

I am the Sales Manager at Herbert Printing and Graphics (check out our web site) and would very much like to speak with you to discuss how our company can save you time and money. We are in our 100th year, and are proud to say that our company continues to grow. We think that’s because we work extremely hard to form personal relationships with all our customers, and because we make it easy for you to order printing when and how you need it.

Weekly Sales Thought – Whack A Mole Sales

In which we consider the possibility that we may need to sell a transaction to start consultative relationships.
 
Within the last few weeks, several of our clients have said, almost literally, “I’m too busy to manage.”  As in, “I’m too busy to manage my business,” or “I’m too busy to coach my sales people,” or “I’m too busy to do my job.”  These are normally rational people with many years of management experience.

BoC Senior Loan Officer and Business Outlook Surveys for Q1 2010 by Stewart Hall, HSBC

Bank of Canada business outlook survey

by Stewart Hall, HSBC

A little something for everyone

Both the Q1/10 business outlook survey and the senior loan officer survey were largely as was expected. The headline future sales sentiment index remained strong at 44.0 vs. although somewhat softer than the previous quarter’s 49.0 as the initial flush of economic recovery begins to fade. And while inflation expectations drifted higher in the first quarter of 2010, conversely, the index of capacity constraints remained benign.

Stewart Hall, HSBC, on upcoming Bank of Canada Senior Loan Officer Survey

This coming Monday, April 12, the Bank of Canada will release the results of its Q1 2010 Senior Loan Officer Survey. Here are Stewart Hall‘s comments on what he expects these results to be and a little background, taken from

Case Comment: Grant Estate et al. v. MICC [On making demand and collateral mortgages]

By Sam Billard of Aird & Berlis LLP

The Grant Estate case [312 D.L.R. (4th) 366 (R.S.O. 1990 C.L.15)] is, on its face, a decision relating to the Limitations Act (R.S.O. 1990 C.L.15) of Ontario which has since been replaced and so is of little interest. However, it is a sensible commercial judgment by the Ontario Court of Appeal of the sort we like to see. It makes a couple of points that affirm assumptions many have made about how the law works or should work, and is of some interest for that reason.

To Enforce or Forbear: A Lesson in Keeping Your Powder Dry

By Norman I. Kahn of Aird & Berlis LLP

Introduction

Following and sometimes in anticipation of a default by a borrower, the mortgage lender must decide whether to proceed to enforce its rights under its security as soon as its right to do so has crystallized, or whether to work with the borrower to attempt to resolve the pending or actual crisis in their relationship. Unless the lender is prepared to waive the default entirely, some positive action is almost always recommended to the lender by its legal counsel.

Canadian Budget Has Implications For The Structured Finance Market

By Mark E. McElheran of Stikeman Elliott LLP

The 2010 Canadian federal budget was delivered on March 4, 2010. The budget contains a number of interesting developments and implications for the Canadian structured finance market.