Outperforming During a Recession!
(February, 2009)

Setting goals and objectives is often difficult during economic uncertainty.  We are now officially in a recession and get bombarded daily with negative news on the economy. Consumer confidence is at an all time low and while the new administration is committed to stimulating the economy – experts are unable to determine when the economy will turn.
Surprisingly, this may actually be an opportunity to strengthen your position in the market. While your initial reaction is to burn the checkbook and take a wait and see attitude, the exact opposite proves out in economic studies.  Studies prove that companies that maintain or increase their advertising during a recession find themselves far ahead of their competition during and the years following the recession. Businesses who cut back during the downturn took longer to recover after the markets got better.
Now is the time for smart companies to seize market share and position themselves to lead the inevitable economic turnaround. Business owners must remember what it was like to start a new business, gain name recognition and entice customers. Withdrawing from the public until the economy picks up and cash-flow increases will mean having to reinvent the company all over again. A cost that will weigh far more than a few quarters with lower than average profits. Maintaining market identity costs much less than rebuilding it later on. Advertising through both boom and down times sustains the necessary brand recognition.
History shows that companies that fare the best during hard economic times do so by continuing to communicate with customers and build their brands regardless of temporary economic conditions. These companies actually increase their advertising and marketing spending during economic recessions, and later reap huge dividends on their investments.  If a company fails to maintain its market identity during an economic downturn, current and future sales are jeopardized.

During an economic downturn, a strong advertising/marketing effort enables a firm to solidify its customer base, take business away from less aggressive competitors and position itself for future growth during the recovery.

 
 

 

 

The following documented studies demonstrate the value and pay back of advertise in a recessionary period?
In a study of U.S. recessions, McGraw-Hill Research analyzed 600 companies from 1980-1985. The results showed that business-to-business Firms that Maintained or Increased their Advertising Expenditures during the 1981-1982 recession Averaged Significantly Higher Sales growth, both during the recession and for the following three years, than those that eliminated or decreased advertising. By 1985, sales of companies that were Aggressive Recession Advertisers had Risen 256% over those that didn't keep up their advertising.
In analysis of the 1990-91 recession, Penton Research Services, Coopers & Lybrand, in conjunction with Business Science International, found that better performing businesses focused on a strong marketing program enabling them to solidify their customer base, take business away from less aggressive competitors, and position themselves for future growth during the recovery.
A series of six studies conducted by the research firm of Meldrum & Fewsmith showed conclusively that Advertising Aggressively during Recessions not only Increases Sales but Increases Profits. This fact has held true for all post-World War II recessions studied by The American Business Press starting in 1949.

A report by Frankenberger and Graham extend the investigation of recessionary advertising spending increases and decreases to include financial measures of performance, and compare performance across consumer products, industrial products, and services industries. They conduct an econometric analysis employing cross-sectional time series regression on a sample of 2,662 firms over 16,147 firm-years.

They analyze the economy-wide and industry-specific effects that average advertising spending has on earnings and market value, and compare those effects with the effects of increased and decreased advertising spending during recessionary periods.

Their results indicate that advertising creates a firm asset by contributing to financial performance for up to three years in the future. Further, increasing spending on advertising during a recession leads to benefits that exceed the benefits of increasing advertising during non recessionary times. However, the effect varies by industry: A performance boost is observed during the recession year and one year following for consumer and industrial products firms, but not for services firms. When firms decrease their advertising during recession, financial performance is eroded only for industrial products firms, and only during the year of the recession.

Frankenberger and Graham conclude that firms should support advertising budgets whenever possible, as advertising in general translates to an asset that is valued by stock market participants. For firms experiencing soft economies in the consumer and industrial products industries, it makes sense to increase budgets during a recession to realize an incremental gain in financial performance. Firms that decide to cut advertising spending during a recession may do so with little cost beyond the recessionary year.


 

 

 
 

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