¿Las decisiones politicas y la inestabilidad de los mercados financieros pueden afectar mi negocio?

Caida de los mercados mundiales, degradacion de la economia norteamericana, recesion, inflacion, CRASH!

Son algunas de las palabras que hemos estado escuchando estos días en la televisión y en otros medios de información.

¿Pero en la práctica que significa eso para mi negocio?

Para muchas personas, especialmente para muchos empresarios es dificil establecer una relación entre la política y su negocio o entre las bolsas de valores y sus empresas.

¿Existe una relación? Y si es así, ¿cómo me podría afectar?

Por ejemplo, si un pequeño empresario ve en las noticias que la economía americana ha sido degradada por una agencia de crédito internacional, pensará que eso es algo muy lejano, que sólo afecta a las altas esferas políticas y a las grandes corporaciones, pero no a él. O si escucha que países europeos, como Italia o España están al borde de la bancarrota, dirá pero ¿y eso que tiene que ver conmigo?.

Bueno, SI tiene que ver y SI le va a afectar.

Por decirlo de manera simple: En el mundo globalizado en el que vivimos, los países interactúan -entre otras formas– de manera comercial; es así como una compañía alemana por ejemplo, produce carros para el mercado americano y una compañía americana produce computadores para vender en Europa. La demanda de esos productos en uno u otro lado del mundo permite no sólo que esas empresas vendan, sino que además hay muchas otras que se beneficien con el intercambio, por ejemplo la compañía que produce partes, la que vende materiales o la que hace el transporte. Todas ellas generan empleos y poder adquisitivo, eso permite a su vez que otras empresas también vendan sus productos y así se mueve la economía.

En otra esquina están los inversionistas que son los que “prestan“ dinero a las compañías para que inviertan en nuevos proyectos, para entrar en un nuevo mercado o para construir una nueva planta. Las compañías emiten las llamadas acciones, que se transan en las bolsas de valores. Digo “prestan“ porque es funciona igual que un préstamo, los inversionistas al comprar acciones en la bolsa de valores, actúan como prestamistas, las compañías son los prestatarios, las acciones son el principal y los dividendos generados son los intereses.

En una tercera esquina están los gobiernos que necesitan financiamiento para llevar adelante una reforma o la construcción de una calle, etc. Lo que hacen es emitir unos documentos que se llaman Bonos de Gobierno o Bonos del Tesoro. Un inversionista (que puede ser una persona privada, una institución o incluso otro país) compra estos valores a un determinado plazo y a una determinada tasa de interés. Es decir le “presta“ dinero al gobierno y éste se compromete a devolverle la misma suma con intereses en un período determinado. Las tasas de interés pueden ser fijas o variables.

En una economía activa este proceso se desarrolla casi automáticamente: las personas compran, las empresas venden y se genera trabajo. Pero supongamos que se cae en una recesión, entonces se produce un desbalance: la demanda disminuye, las empresas no venden suficiente, comienzan los despidos, baja el poder adquisitivo, otras empresas son arrastradas a la misma situación y se produce una espiral que va atrapando a más y más negocios y a más familias.
Lo mismo pasa a nivel de países: Supongamos que en otro país hay problemas económicos, la demanda de los productos americanos disminuye, por lo que la empresa en USA debe reducirse en personal y capacidad, reduce el número de proveedores y con eso comienza a arrastrar a otras compañías. Entonces se dice que el problema económico del otro país ha sido „exportado“ a Estados Unidos.

El gobierno debe intervenir. ¿Cómo? Mediante incentivos económicos o implementando proyectos que permitan la creación de empleos. La idea es que no se produzca estancamiento. Los gobiernos también pueden reducir los impuestos y las tasas de interés de la Reserva Federal o Bancos Centrales para permitir que haya más flujo de dinero en el mercado. Es decir, el gobierno se endeuda y al mismo tiempo reduce sus ingresos, con la esperanza de que la economía se recupere pronto y vuelva a su balance. Pero si esto no ocurre, el gobierno debe ampliar los beneficios de impuestos, adquirir mas deuda – comprometiéndose a pagar más intereses – para finaciar nuevos proyectos y mantener a las personas trabajando. Cuando hablamos de Billones de Dolares, el monto correspondiente a intereses es inmenso. Los políticos se mueven en aguas peligrosas porque por un lado reducen los ingresos y por el otro aumentan los egresos del Gobierno. Hemos oído en el último tiempo muchas veces decir que Washington esta gastando demasiado dinero. Pero eso es lo que se enseña en las Universidades, que en períodos recesivos, los gobiernos están llamados a intervenir en la economía y evitar el estancamiento. Eso explica porque las bolsas de valores explotan de alegría cuando el Gobierno anuncia un nuevo estímulo económico o cuando la Reserva Federal reduce las tasas de interés.

Cuando no se ven perspectivas de que la situación del país va a mejorar, los inversionistas se ponen nerviosos y quieren que el gobierno les explique como piensa pagarle lo que les debe. Ahí cobran más atención las agencias de crédito internacionales, que son agencias independientes que evalúan a los países, sus ingresos y capacidad de pago – entre otros aspectos. En el caso de Estados Unidos las agencias de crédito ven en la clase política una gran dificultad para ponerse de acuerdo, ya que unos quieren ir por un camino y otros por otro, al punto de poner al país al borde de la bancarrota. Las agencias de crédito tampoco ven medidas para reducir el endeudamiento, entonces lo que hacen es degradar el rating del país de AAA a AA+. Eso significa que al gobierno le será más dificil conseguir financiamiento, ya que menos inversionistas estarán dispuestos a correr riesgos de que el país un día se declare en bancarrota y los que estén dispuestos a correr ese riesgo, querrán que se les dé un incentivo adicional, es decir que se les pague una mayor tasa de interés.

De la misma manera, aquellos que invierten en las bolsas de valores y “prestan“ dinero a las compañías verán en la falta de una política económica sustentable, un factor de riesgo adicional y posiblemente algunos de ellos decidirán poner su dinero en algún otro país. Eso quiere decir que habrá menos inversión. Entonces, la nueva planta que la compañía quería abrir ya no se abrirá, tampoco entrará en el nuevo mercado y no se podrá financiar la compra de esa nueva maquinaria ni todos esos nuevos proyectos que generarían empleos y dinero. El acceso a crédito para las empresas será más dificil y más caro. Se deberá pagar más por esos préstamos adquiridos anteriormente a tasas de interés variables, lo que también puede generar inflación. Muchas personas perderan sus empleos y/o sus beneficios y muchos otros se verán en la necesidad de ahorrar ante la incertidumbre, habrá una mayor pobreza e incluso un aumento en la delinquencia.

Aunque siempre hay rubros que no se ven afectados y por el contrario se benefician con este tipo de escenarios, si usted es empresario debe calcular con una reducción de las ventas y aumentos en los costos de insumos. Ahora la pregunta es: ¿está preparado para ello?

Que Dios les bendiga y hasta la próxima.

Uncategorized

When hard work is not enough

One day a small business owner came to visit me, his specialty: Home Improvements. As many other entrepreneurs, he started many years ago working by other companies, there he received the skills, that later on allowed him to open his own business. It took a little time to get the first clients, but luckily he got a contract with a big construction company for new homes in the area; so his business started to grow very quickly. Suddenly, he was confronted with a reality he wasn’t prepared for, but he felt confident he could handle it because he grew up in a business family. Due to the huge amount of work he was receiving, the business owner saw he needed more workers, vehicles, tools, compressors, phones, etc. As he wanted to give a good impression to the superintendents of the construction company, he ran to get everything he needed and even though he didn’t have enough funds to buy, he used his credit card; so at the end he could pay the credit card in monthly installments.

The workers he found weren’t qualified enough, so the small business owner had to leave his own activities to start training them. Once he finished the training, he got confronted again with another reality he wasn’t prepared for: a significant increment in the administrative tasks. Review insurance coverages, get licenses, organize and control work schedules, payroll, pay the bills, invoicing, review and sign contracts, etc. The entrepreneur decided to get some help with these activities and rapidly started seeking for an assistant. He hired a person with no experience with these types of tasks. She also lacked communication and computer skills, but for the business owner ahe was much more convenient than a person really qualified for the position. “What a save!” – thought our friend. He was stunned when the assistant asked … “and where am I supposed to work?” -” Oh! Yes, mm eh… right … where?” – Until then, the entrepreneur hadn’t realized that he needed an office, computers, desks, phone system, etc. Again he ran to get what he needed and again the “credit card paid”. Once he finished and after a “Turbo” training to the new assistant, he delegated her all the administrative functions and returned to oversee the projects, which at that time were all over the city. During his absence, his business continued growing: the more projects he finished the more he received.

Slowly, the entrepreneur started having some difficulties with the business: the workers didn’t finish the projects well, so he had to send them back to the workplace. It was common to find our friend on Sundays desperately trying to repair what his people had done wrong during the week, to avoid that the construction company deducted money from him. He wondered: Why are the workers being careless when I trained them to do the job right?. The reason was that the workers noticed the control deficiencies of our friend and wanted to take advantage of it; so they charged more hours than they really worked and they left on purpose projects uncompleted or with mistakes precisely to later “make” more hours and get more money. The entrepreneur also noticed a huge number of damaged and missing tools. Sometimes he was going up to three times a week to get new tools, to keep his people working. “To be honest – he told me – I didn’t know how many tools I had and neither who had them”. In the office things weren’t good either; as the assistant wasn’t really qualified for the position, it was many things pending; lots of unanswered emails and letters, which our friend had to answer personally, the same thing with many phone calls. The purchase orders weren’t correctly filed, so it took too long to prepare the invoices and many orders weren’t even charged. The payments for the bills, including the credit card were always sent very late, so he had to pay the additional charges. At this point, our friend was tired, overwhelmed and losing a lot of money.

Meanwhile, people in the newspaper and TV channels started talking about a so called “Bubble” in the economy. The specialists appeared in the news of every channel saying that the economy couldn’t grow at those levels, that people were getting too deep in debt, and that a recession could come if the “bubble” exploded. But our friend was too busy to keep up with the news. Until the day that the “bubble” exploded he realized that everything that he and his wife had worked all their life for was gone.

When he finished telling me this, he asked me with a heartbroken gesture: “I’ve worked hard my whole life, I don’t hurt anyone and I respect my family. Why did this happened to me?”. His eyes seemed to be popping out of his head when he heard my answer:

“The problem is that you weren’t prepared” – “as many other business owners you know how to do the job, but you are not prepared to run a business” – I continued telling him while he just started walking away. “The decisions were made as they were needed, there was no planning at all. You knew what you needed, but you never took the time to look for better prices, get a better financing, control the business, or to hire the right people. You continued working well in what you knew, and improvising in the whole rest”. That was the last thing I could say before our friend left my office, closing the door behind him.

It’s sad but this is the reality and even though when we refused to accept it, as our friend did, it continues being the reality of many entrepreneurs. We need more training and need to learn how to run a business properly, and start overseeing it from the top.

But is not too late, as my grandma said “even from the bad things, we can get something good out of it”. Do a fresh restart and look for some help. Many non-profit organizations offer classes for small business owners. There you can learn about important aspects of the business such as: Cash Flow, Taxes, Marketing, Financing, Controlling, etc. The costs are symbolic, so you don’t have to worry about that. All you need to do is take the time and make the most of it. Get closer to the Chamber of Commerce or to the non-profit organizations in you area, where you can get more information about the activities and courses being taught.
Don’t wait! And as Abraham Lincoln said: “I will prepare and some day my chance will come”.

God bless and till next time.

Uncategorized

Why is my business not taking off?

This is the most common question in recent times. Many would say – it’s because the economy is going through the worst recession since the 30’s – which is the answer to an extent. However, is really the economy the only one to blame for the losses businesses are enduring?

Let us take a closer, more objective look:

In recession times many businessmen watch in despair and anguish how their years’ long efforts disappear in front of their eyes, and feel helpless at the fact that only one year before clients would seek to buy their products and suddenly are not. This occurs in part, because the current crisis has changed the buying habits of many consumers. Products and services that used to sell themselves are now not, this is due to consumers no longer needing them, are buying “alternative products” or simply prefer to save the money.

What can one do in such cases?

The first step is to adapt your product or service to the new conditions of the market and to the ever expanding tastes of consumers. Ask the following:

Why should the public buy my product?

What are its advantages and benefits?

Which are its guarantees? – What does the competition offer?

Where does my product stand compared to market prices- is it cheaper, or more expensive?

Redefine your product, promote specials for a period of time (discounts, free gifts, etc.) and keep analyzing the public’s reaction. If the reaction is low or non-existent, perhaps the strategy will need to be modified.

Study again the targeted market. Many could have moved out of the area, or are still interested in your product but due to the crisis they are no longer able to purchase it. That is why we recommend you redefine your targeted public, so you can then readdress efforts to win new clients.

Analyze the structure in which the product or service is being presented and the way clients perceive the message. This is very important, many companies made the mistake of sending the same printed material as before the crisis, without taking into consideration that the times have changed. This gives the impression that brochures or catalogues that were once considered luxurious or spectacular, are now advertising an expensive product or they end in the garbage because clients might receive so many of them, they get simply tossed out. Actualize your printed material, be creative, be original but keep in mind not to exaggerate. Do not make your clients think your company lacks seriousness. If you run a website, maintain it up-to-date. If your website contains expired promotions, or shows activities from years passed, then your clients might not know that your company still exists. Remember that many companies have closed their doors in recent months.

Consider other ways of promoting, in other words consider a Marketing campaign via different channels. For example, to printed material or newspaper ads include Online Marketing, which only means publish on the Internet. The web offers an immense source of opportunities right at your finger tips. Each day more and more people look up information on the Internet, before deciding where or what to buy. Many even prefer “Online Shopping” given it can be done from the comfort of your own home 24 hours a day, 7 days a week. Even if your product or service cannot be sold online, the Web affords a growth to your company due to publicity. There are many ways to stay in touch with our clients and let them know about upcoming promotions, events, special offers, etc.

Last but not least, analyze if the number of actual buyers of your product is less that the number of interested clients. If that is the case, it could be that you are not convincing your clients and they are going with the competition. Before the recession, being courteous and keeping good prices was enough; nowadays buyers want more guarantees and want to make sure their investment brings plenty benefits. Successfully achieving that your prospective become your client is an art form: the art of selling. Everyone can buy but not everyone can sell, make sure to be in the latter group. Periodically train your sales staff; they are the face of your company, the ones that bring in the sales and revenue to keep producing. Remember that a company lives off of what it sells, not what it produces, and be sure to deliver excellent customer service. Your own pot of gold, a satisfied customer is the best publicity. Change your attitude from “if the client likes it, good; if not, that’s ok too” to “the client is the King.” Do not allow anyone to leave your store or meeting without the utmost excellent customer service, even if the clients do not buy this time. Leave the door open for their return.

I am certain that if you apply the tips given here your business will, not only survive the current crisis, but will come out stronger and more reliable.

Best of luck!

Uncategorized