Challenges, problems, and triumphs
-- from a manufacturer's perspective.
Positive News about the Industry
What they want/need from the industry.
by Staff Report (April 20, 2009)
Recently a vendor called CLN looking for good news he
could show his banker. Here is a collection of articles taken from
the last six months of CLN. (Note: Readers are welcome
to use any of this in negotiations with lenders. Readers are
also welcome to give CLN's contact info to any lender wishing
to learn more about the state of the industry: Mike Hartnett,
Readers may also wish to cite CHA's Attitude & Usage
From the April 20 edition:
HOBBY LOBBY RAISES EMPLOYEES' WAGES
"Despite the current economic crisis, some retailers
continue to thrive," said National Retail Federation
President/CEO Tracy Mullin. "Companies who choose to reinvest
in their employees will be rewarded with higher morale, lower
turnover, and, ultimately, a stronger company."
A shining example is Hobby Lobby, which increased the minimum
wage of full-time hourly employees to $10/hour, effective
immediately. That's 52% higher than the national minimum wage of
$6.55. The increase and other pay raises for full-time hourly
employees earning up to $13/hour will raise the pay of 6,900+
employees, some by up to nearly $600/month.
"Our employees are the backbone of our company, and we
believe that giving them the opportunity to share in our success is
the right thing to do," said CEO/Founder David Green.
"This is part of our continuing efforts to reward our employees
for their hard work and integrate them into the growth of our
When gas prices increased, HL gave employees a permanent
$0.25/hour raise to help offset cost-of-living increases. This year
HL expects to open about 25 stores.
"This minimum wage increase is the most exciting initiative
I’ve been involved with since I started the company," Green
said. "We believe the success of Hobby Lobby is directly
attributable to our outstanding employees and our strong corporate
values, which are based on Biblical principles, including integrity,
service to others, and giving back to those in need."
HANCOCK CONTINUES TO MAKE PROGRESS
For the fiscal year ended Jan. 31, net sales were essentially
flat at $276.4 million, but same-store sales rose 2.1%. Operating
income improved to $3.1 million, up $7.1 million from fiscal 2007.
There was a net loss of $12.4 million ($0.65/share), down from
$33.3 million $1.76) a year ago. The $12.4 million loss $8.2 million
of reorganization expenses and $2.2 million of interest expense
related to bankruptcy claims. EBITDA (cash flow) increased $6.6
million to $9.7 million. Debt is down approximately $25.8 million
since emerging from bankruptcy.
The gross margin was 43.3%, up from 42.6% of the prior year.
Selling, general and administrative expenses decreased to $112.1
million (40.6% of sales) from $117.8 million (42.6%), due primarily
by a $6.2 million curtailment gain provided by the changes made to
company retirement programs in 2008.
President/CEO Jane Aggers said, "We have made significant
progress during 2008 in our effort to position Hancock for the
future. The results of these efforts are demonstrated by our
positive sales growth, significant increase in EBITDA, and
considerable reduction in borrowings since we emerged [from
bankruptcy] – all of which have continued in 2009. We are
optimistic that we can continue to improve our operating results,
despite the challenging economic environment."
During 2008, Hancock opened 1 store, closed 7, relocated 4, and
remodeled 63. The current store count is 263.
The board of directors also extended CEO Jane Aggers' contract
another 30 months with a base salary of $450,000.
From the April 6 edition:
COMMENTARY: SO HOW IS THE INDUSTRY DOING?
The fourth-quarter sales figures for Michaels, Jo-Ann, and A.C.
Moore, as reported in the last issue of CLN, were gloomy. Same-store
sales are considered the most accurate indication of how a chain is
doing: Jo-Ann, -2.9%; Michaels, -5.6%; and A.C. Moore, -8.7%.
Meanwhile, the latest quarterly update of CHA's Attitude & Usage
Study, the closest thing we have to an accurate size of industry
study, indicated sales were down.
But the picture painted by these numbers may be deceptive.
1. Sales were down in large part because custom framing, perhaps
the highest-ticket category in our stores, was down, as were sales
of seasonal items. But in a real sense, that's not us, the folks who
make, import, distribute, and retail craft, scrapbooking, knitting,
sewing, wearable-art, painting, kids crafts, and DIY home dec
supplies. In fact, the sales of our products appear to be equal to
or ahead of last year. But those are lower-cost items and their
sales could not overcome the decline of more expensive custom
2. Enthusiasts aren't buying as much because they already have so
much ? paper, yarn, beads, etc. They're still doing their thing, and
eventually they will need to replenish their stash.
3. Hobby Lobby (see below) reported increased sales, and we're
hearing reports that Wal-Mart is pleased with its craft sales.
4. I may be a cockeyed optimist, but it does appear the economy
may have hit bottom, or close to it. For months now, consumers and
businesses have hid under a rock as the economy tumbled down around
us. The dust is beginning to settle, and as we crawl out from our
storm cellars, we'll see the sun is still shining and the economy is
in a recession, not a depression.
5. History tells us the industry does just fine in a recession.
In fact, we're already performing better than the economy in
general. The Commerce Department just announced the Gross National
Product declined 6.3% in the fourth quarter, the worst drop since
1982. We had a tough quarter, but not that tough.
HOBBY LOBBY CONTINUES TO GROW
In a speech to Samford University business students, Hobby Lobby
Founder/CEO David Green reported same-store sales are up 5% this
year and the company has plans to open 25-30 new stores, the
Birmingham (AL) News reported. Annual sales for Hobby Lobby and its
subsidiaries have reached $2 billion, slightly higher than the $1.9
billion reported by Jo-Ann.
Green attributed the company's success to a) following Biblical
principles; b) a hands-on approach to merchandising: he spends about
80% of his time with HL's buyers; and c) empowering employees.
"We feel we need to make entrepreneurs out of all our people,
from our store managers to our buyers."
An important lesson Green shared with the students (one many
people in the industry should learn): explaining the difference
between a business person and a merchant: a merchant is more
concerned with discovering customer's needs instead of crunching
numbers. "A lot of times, if you're not careful, you let the
numbers drive decisions," the Birmingham News reported.
From the March 2 edition:
COMMENTARY: TOUGH TIMES, POSITIVE TRENDS
The recession is causing changes in consumer behavior, changes
that are helping our industry:
1. "Shopping Down." Nordstrom's clients are moving to
J.C. Penney, whose customers are shopping at Walmart, which is
losing some sales to dollar stores. Diners are eschewing high-end
restaurants for Appleby's, which is losing business to McDonald's.
Retail expert Paco Underhill, the author of Why We Buy: The Science
of Shopping, agrees. "The demographic profile of people willing
to shop down is expanding," he told Time magazine.
The same trend is evident in how consumers are spending their
leisure time. "Staycations" grew during the gas price
hikes last summer and have continued as the economy worsened. People
still want to "do" interesting things, they're simply more
likely to look for activities in their homes. That's us, folks.
2. Apparel. Underhill, who was the keynote speaker at the CHA
(then HIA) Winter Show a few years ago, sees another trend:
"There's a willingness to buy used, rather than necessarily buy
new." He cites the increase in vintage clothing stores, sales
on eBay, and even traffic at Goodwill re-sale shops.
Yet our industry offers a wide variety of ways to transform
apparel into something new. Consumers don't have to buy any clothing
at all, simply transform what they already own.
Is our business great? No, but we're in a much better position to
weather the storm than most retail industries.
From the February 16 edition:
INDUSTRY TV SHOWS: RATINGS ARE UP!
There are signs that consumers' interest in our industry is
growing, if tv ratings are any indication. "Our series have
experienced anywhere from a 10% to a 41% increase in the last six
months," reports Kathie Stull, head of KS Inc. Productions
which produces numerous tv series for PBS stations.
"One factor is bandwidth," Kathie explains. "As
stations convert from analog to digital, they can put multiple
stations in the same band width. This is leading them to do more
specialty channel series such as how-to, or programs specific to a
"Hands On was the most dramatic increase,"
Kathie says, "because the 7-12 age group is a difficult one to
market to on TV, and many stations did not program specifically to
them; but when they added a kids channel, we got additional
carriage. We have also seen increased web traffic; not quite as
dramatic an increase, but anywhere from 8 to 15% in the last
quarter. Also so far in 2009, a KS, Inc series is airing in all 50
states, 100% of the top 25 markets, and 94% of the top 100; today
92% of the country is airing one or more of our shows."
From the February 2 edition:
Wedbush Morgan upgraded Jo-Ann stock from Hold to Buy, saying the
company should benefit from market-share gains in sewing, global
sourcing, and favorable real estate trends. ...
From the January 19 edition:
DECEMBER SALES: CRAFTS BETTER THAN MOST?
It appears our industry performed significantly better in
December than most retail operations. The National Retail Federation
(NRF) reported "hobby" stores' sales rose 0.7%, while
overall retail sales (excluding automobiles, gas stations, and
restaurants) fell 2.2% over last year, and November sales were
revised down to a 3.4% decline.
From the January 5 edition:
NEW YORK TIMES REPORTS CRAFT SALES ARE STRONG
CLN had stopped counting the number of newspaper articles and tv
stations that reported strong sales in our industry's stores. Now
the New York Times has joined the group with a Dec. 22 report citing
a variety of sources:
Scrap, a craft store in Portland, OR, reported November sales
were 33% higher.
CHA's Victor Domine: "With the recession, people are looking
for ways to save money, and doctors are recommending it as a major
form of stress relief."
CEO Brian Cornell said Michaels' sales of small-ticket craft
supplies had increased sharply, particularly in jewelry-making, cake
decorating/baked goods, scrapbooks, and wearable art. (However,
seasonal and home dec products were not selling well.)
Company spokesperson Lisa Greb said Jo-Ann's sewing and craft
sales had increased in this fourth quarter.
Stampingly Yours, a scrapbooking store in Clifton, NJ, reported
many new customers in recent months.
Consumers are buying supplies ? and finished crafts, too. The
article reported sales of handmade crafts on Etsy.com are up 34%.
(Comment: The article is surely a boon to the industry;
the next day a Motley Fool writer recommended Jo-Ann simply on the
basis of the Times article. However, the article did contain a few
"facts" that made CLN say, "Huh?" It put the
size of the "craft sector" at $5.9 billion, and quoted an
analyst at the research firm IBISWorld as saying, "The number
of [craft] establishments is growing.")
From the December 15, 2008 edition:
COMMENTARY: A GOLDEN OPPORTUNITY
I have never seen so much media publicity about consumers making
Christmas gifts. Dow Jones News' report on Black Friday sales was
typical: "Old-fashioned arts and crafts are also seeing
significant demand, as consumers shop for materials they can use to
make gifts or to give do-it-yourself kits as presents."
You can add articles in Forbes and newspapers across the
continent, from Bangor, ME and Frederick, MD to Abilene, TX, Salt
Lake City, and Calgary. The Bangor Daily News quoted local yarn,
needlework, quilt, and bead shop owners who report increased sales
because more consumers want to make gifts. The Birmingham (AL)
News quoted Hollie Mann, store manager for the Hobby Lobby in
Hoover: "It seems like the craft goods sold faster than I can
ever remember selling before."
It reminds me of the media hype a few years ago when the Craft
Yarn Council of America's public relations efforts resulted in an
article in In Style magazine showing movie stars knitting between
takes on movie sets. That set off a wave of articles ? so many, they
weren't news after a while. (Who knew In Style was so influential
with other magazines?) Thanks to that media attention, knitting
became the "in" thing to do.
Now I think we're seeing frugality as the new "in"
thing ? a trend that will last long after Christmas has come and
gone. The "I made it myself" benefit of crafts will be
even stronger than ever. We can profit if we show consumers how
crafts can save them money and make them feel good about it. Some
Want a new dress for a New Year's party? Take your old black
dress and spruce it up with a new knitted scarf or a great handmade
necklace. ... Instead of buying mom another sweater for Mother's
Day, give her a new scrapbook or a photo mug of her grandkids. ...
Create a new outfit with old clothes and fabric paint. ... Don't buy
a new couch. Spruce up the old one by making new pillows and an
afghan. ... Forget Hallmark; create your cards. ... Make bath salts
and soap. The list is endless.... But will our stores show consumers
crafty, money-saving ideas, or will they simply present rack after
rack of stuff and say, "You figure out what to do."
Retail analyst Marshal Cohen told CNNMoney.com, "If you're
selling something unique or something that consumers perceive to
have value for them, they will still buy."
From the December 1, 3008 edition:
CONSUMERS TURN TO CRAFTS FOR CHRISTMAS
Our industry may have fared better than retailing in general, due
to an unprecedented amount of publicity. Whether this is a genuine
consumer trend, or merely the media finally realizing many consumers
make Christmas gifts remains to be seen. Some examples:
1. "The shaky economy scared shoppers away from retail
stores before Thanksgiving, but the lines at Bellingham's Jo-Ann
Fabric and Craft store were winding and long on a recent day.
Whether it's the desire to save money or return to the simplicity of
handmade goods, many shoppers are shunning store-bought goods for
crafts to satisfy the people on their lists this year,"
reported the Bellingham (WA) Herald.
2. A feature on Black Friday for NBC's Today Show last
week reported sales in craft stores were up because of an increase
in consumers making gifts this season.
3. The Chico (CA) Enterprise Record reported Emmy Willis,
manager of the local Jo-Ann store, is seeing increased traffic.
"Sales are up," said Willis. "We're hearing they're
making gifts instead of buying."
4. The Watertown (WI) Daily Times reported great
grandmother Pat Joers was scooping up fleece at $2.99/yd. so she
could make 10 shawls for Christmas presents.
5. In its article on the subject, the Connecticut Post
interviewed three 18-year-olds in a Jo-Ann store who were planning
to make teddy bears, ornaments, and tea cups as Christmas presents.
The article cited Janet Kemp, owner of Janet's Fine Yarns, who said
"Scarves, hats, mittens and socks, what's fast and easy"
are popular gifts. Also quoted were Steve Berger, CHA's Chief
Governance Officer; the recent Michaels survey reported earlier in CLN;
6. The Morning News (AR) article quoted a Diane Dunken who said
she was spending 30%-40% less this year, but she was standing in
front of a Hobby Lobby.
From the November, 17, 2008 edition:
HANDMADE IS IN FOR THE HOLIDAYS
The Associated Press, which distributes articles to hundreds of
newspapers and other media, reported on the trend of consumers
making Christmas gifts, or at least buying handmade items:
"While the movement to buy and receive handmade gifts was
already growing, it is getting an extra boost from the economic
downturn that turned into a full-fledged meltdown this fall."
"The handmade and craft movement, encouraged by an online
coalition of do-it-yourselfers, is half a concerted effort to save
money and half a desire to shun the in-your-face consumerism that
some people see as having led to a nation that got used to living
beyond its means," the AP reported. "Whatever the reason,
observers say it's gaining steam."
The AP cited http://www.buyhandmade.org
where thousands of people have pledged to give only items they've
made themselves or handmade items that they've purchased. The
article reported Etsy.com's sales thus far this year are $64.5
million. In all of 2007 sales were $26 million. The article also
cited a spokesperson for Jo-Ann, whose holiday slogan is "Let's
Make Christmas" and quoted Michaels' CEO Brian Cornell. CLN
reported in the previous issue that Michaels launched www.wherecreativityhappens.com
for the making-gifts trend.
But the AP included a cautionary note from market analysts,
citing the disappointing third-quarter sales results at Jo-Ann and
A.C. Moore (see articles, below).
From the November 3, 2008 edition:
CONSUMERS PLANNING TO MAKE GIFTS
An online poll conducted for Michaels indicates more holiday
shoppers plan to make gifts while cutting back spending on some of
the season's traditionally most popular categories such as
electronics, toys, and travel.
According to the survey, 58% of the 1000+ respondents stated they
were more likely to make gifts this year versus last year, and 41%
said handmade gifts were the best use of their holiday shopping
dollars. Meanwhile, 59% said they were either likely or very likely
to reduce spending on travel, 57% said they would spend less on
electronics, and 41% would spend less on toys. (Note: Spending less
on electronics, toys, etc., is consistent with other surveys.)
"Clearly, our customers are more likely to enjoy their
holidays at home and are looking for ideas for giving personalized
gifts from the heart," said Michaels' Chief Marketing Officer
Stuart Aitken. "We are making sure that we provide inspiration
and ideas to help our customers have a wonderful, festive holiday on
Jo-Ann is optimistic, too. District Manager Robert Lynn told the
Emerald Coast, "We do not think the economy is going to slow us
down. "The kind of products we sell will be in high demand,
because people can make warm, homemade gifts with what we sell and
that's what we specialize in."
Yesterday Michaels launched a holiday gift and decor idea website
that will feature a series of how-to videos with Michaels' creative
expert Jo Pearson. Throughout holiday season, Michaels stores will
also host free weekly holiday workshops where customers can work
alongside Michaels' staff to make wreaths, centerpieces, gift
baskets, ornaments, etc.