Tag Archive: trend

Sales Thought – Before The Cold Sets In

by Nick Miller of Clarity Advantage

In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us.

I live near Boston, Massachusetts.  The Red Sox are finished.  Winter is coming.  Around the Miller household, we are preparing our house and garden for the winter.  Storm windows hung up, hosta cut down, lime and fertilizer spread around. Early days, still, and we’re working our way through the list, week by week, toward the inevitable arrival of sharply colder temperatures and snow.

As a business owner, I’m feeling like I’m in the same position now – another economic winter is coming, and I need to prepare.

The news coming out of the Eurozone ranges from “not encouraging” on a good day to “frightening” on other days.  U.S. and foreign stock market heaves and rolls leave me sea sick as my investment values bounce up and down, almost carelessly. The political and regulatory environment in this country leaves me shaking my head.  Our clients’ outlooks for 2012 range from guarded optimism to bracing for a crash.

Canadian asset performance – a relative story

by Mark McElheran of Stikeman Elliott LLP

It remains to be seen whether the reform fever that is presently sweeping through the US securitization market will continue unabated across the 49th parallel but there is no question that these monumental reforms have given rise to a considerable amount of discussion and debate over the appropriateness of similar reforms in Canada. This was perhaps inevitable given the degree of economic integration between the two countries and the fact that both have recently suffered through significant ABS-induced crises (albeit on entirely different scales).

The Decline: The Geography of a Recession by LaToya Egwuekwe

Avoid Banking Class Actions

by James D. McAuley of KPMG LLP

It is not surprising that Canadian banks continue to be popular targets for class action lawsuits. Not only are Canadian banks among the world’s largest and most profitable corporations, but they also provide most of the population with a set of essential and complex services.

In the absence of readily available statistics to measure industry exposure to class actions in Canada, KPMG embarked on a research project of its own. Our investigation found that Canadian banks currently face at least 81 class actions.1 The amounts claimed, where reported, amount to almost $4.9 billion. When this known amount is extrapolated to include actions with no reported financial claim,2 the total estimated claims swell to between $8.8 billion and $12.4 billion.3

It is important to remember that the ultimate liability of banks to class actions will most likely be significantly less than the aggregate amounts claimed. However, the costs of settlement are substantial, and significant operating costs are also incurred to defend class actions. Perhaps one of the greatest concerns in the process is damage to the bank’s reputation. It is common for the announcement, progress, and settlement of class actions to be

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.

StatsCan’s Latest Bulletin on the Accounting Industry

Statistics Canada has released the 2008 edition of Service Bulletin: Accounting Services, which contains industry highlights along with financial data including revenues, expenses, and operating profit margins. The publication also includes product information, data by type of client and by geographic region.

Download a free copy:  http://bit.ly/amv7XV

If you like pretty, coloured graphs, see our own, based on the same data.

The highlights of the StatsCan report are as follows:

• In 2008, the operating revenue of the Canadian accounting services industry totalled $12.5 billion, up 10.3% from 2007. This growth rate was in line with the double digit growths of 2005 (13.6%) and 2006 (11.6%), but higher than 2.5% growth in 2007.

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

Ontario Accounting Prices, Again

Statistics Canada recently released the 2007 Accounting Services Prices Indexes, only 2½ months after the 2006 Indexes. Inflation in tax preparation fees slowed significantly in 2007, with corporate tax preparation

David Cohen on Distressed M&A Today

Here is a great video and article from my friend David Cohen of Gowlings on what’s happening today in Canadian businesses:

http://bit.ly/DavidCohenOnDistressedMandA

David leaves open the question whether we will see a quick or slow recovery from here, but

Why tax season 2010 will be COD only

Another 18,000 Ontarians made an insolvency filing in the third quarter of 2009, bringing the total to 51,000 for the year so far.

This means that about 1 in every 200 Ontario adults filed a proposal or made an assignment in bankruptcy in just three-quarters of 2009.

If you want to see the results in graphical form, they can be found here. The raw data was published here.

This flood of insolvencies, running at about 40% above 2008 rates, has come in a period of historically low interest rates and is likely the result of higher unemployment.  Unemployment does not look to be declining and interest rates have nowhere to go but up. We have also produced charts showing the close correlation between consumer insolvencies and unemployment.

During Q3 2009, the rate of insolvencies remained steady in Toronto, Ottawa, London, and Kitchener-Waterloo-Barrie.  The rates fell in Muskoka-Kawarthas, Hamilton-Niagara, and the Northwest.  Rates have continued to rise during Q3 2009 in Windsor-Sarnia, Kingston-Pembroke, Stratford-Bruce, and the Northeast.

If you have an opinion or story about how your practice is coping with the current recession, please leave a comment!

First Published Graphs of Regional Ontario Consumer Bankruptcy Statistics

GrossmanCGA published today the first-ever graphs of quarterly regional Ontario consumer bankruptcy and insolvency statistics.

Using data provided by Statistics Canada, these graphs illustrate local trends in consumer bankruptcies, proposals, and total insolvencies.  The graphs for each region are available exclusively from GrossmanCGA.

General comments on provincial trends and their import for accountants in public practice were published earlier as Ontario Consumers are in Trouble.

Ontario Consumers Are In Trouble

When I saw the June bankruptcy numbers, I just had to share them with you. They amaze me.

In the first 6 months of 2009, more than 33,000 Ontarians (1 out of every 300 adults!) made filings under Canada’s Bankruptcy and Insolvency Act. That’s a record number both absolutely and as a proportion of the adult population. Each region in the province differs somewhat, but the trend is