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	<title>Small Business Resource &#187; Economic Slowdown</title>
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		<title>Report on the Economic Health of Small Business in Florida</title>
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		<pubDate>Tue, 28 Apr 2009 19:09:00 +0000</pubDate>
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		<guid isPermaLink="false">tag:blogger.com,1999:blog-6454864128081268736.post-4918473563870321213</guid>
		<description><![CDATA[<span style="font-family:&#34;Times New Roman&#34;,&#34;serif&#34;; mso-fareast-Times New Roman&#34;;mso-ansi-language:EN-US;mso-fareast-language: EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:12.0pt;"><img width="725" height="224" src="http://floridasbdc.org/Impact/Economic-Health-Articles-2008/economic-health-header4-200.jpg" /></span><div><span class="Apple-style-span" style="font-family:'Times New Roman';"><p align="center" style="text-align: left;"><span class="Apple-style-span" style="font-size:20px;"><em><span style="font-family:&#34;Verdana&#34;,&#34;sans-serif&#34;; mso-fareast-mso-fareast-theme-font:minor-latin;mso-ansi-language: EN-US;mso-fareast-language:EN-US;mso-bidi-language:AR-SAfont-family:Calibri;font-size:9.0pt;">Article Written By</span></em><span class="style31"><span style="mso-fareast-font-family:Calibri; mso-fareast-theme-font:minor-latin;mso-bidi-Times New Roman&#34;; mso-ansi-language:EN-US;mso-fareast-language:EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:9.0pt;"> </span></span><span style="font-family:&#34;Verdana&#34;,&#34;sans-serif&#34;;mso-fareast-font-family: Calibri;mso-fareast-theme-font:minor-latin;mso-bidi-Times New Roman&#34;; mso-ansi-language:EN-US;mso-fareast-language:EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:9.0pt;"><br /><span class="style31">Dr. Rick Harper, Director</span><br /></span><span class="style61"><span style="mso-fareast-font-family: Calibri;mso-fareast-theme-font:minor-latin;mso-bidi-Times New Roman&#34;; mso-ansi-language:EN-US;mso-fareast-language:EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:7.5pt;">University of West Florida</span></span><span style="font-family:&#34;Verdana&#34;,&#34;sans-serif&#34;; mso-fareast-font-family:Calibri;mso-fareast-theme-font:minor-latin;mso-bidi-Times New Roman&#34;;mso-ansi-language:EN-US;mso-fareast-language:EN-US; mso-bidi-language:AR-SAfont-family:&#34;;font-size:7.5pt;"><br /><span class="style61">HAAS Center for Business Research and Economic Development </span></span><span style="font-family:&#34;Verdana&#34;,&#34;sans-serif&#34;;mso-fareast-font-family: Calibri;mso-fareast-theme-font:minor-latin;mso-bidi-Times New Roman&#34;; mso-ansi-language:EN-US;mso-fareast-language:EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:9.0pt;"><br /><br /></span></span></p><p align="center" style="text-align:center"><span class="style71"><span style="font-size:15.0pt;">Key Ingredients for </span></span><b><i><span style="Georgia&#34;,&#34;serif&#34;;font-family:&#34;;font-size:15.0pt;color:#B12744;"><br /><span class="style71">Florida’s Economic Recovery</span></span></i></b></p>  <p class="style25" align="center" style="text-align:center">Small businesses are responsible for the majority of job growth<br />in the private sector—addressing the insurance and tax problems will allow them to grow and ensure Florida’s recovery.</p>  <span class="style31"><span style="mso-fareast-font-family:Calibri; mso-fareast-theme-font:minor-latin;mso-bidi-Times New Roman&#34;; mso-ansi-language:EN-US;mso-fareast-language:EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:9.0pt;">It’s again a pleasure to be asked to write about the economy for the Florida Small Business Development Center Network. I only wish I were writing about the economy of several years ago rather than now.  The </span></span><strong><span style="font-family:&#34;Verdana&#34;,&#34;sans-serif&#34;;mso-fareast-mso-fareast-theme-font:minor-latin;mso-ansi-language:EN-US;mso-fareast-language: EN-US;mso-bidi-language:AR-SAfont-family:Calibri;font-size:9.0pt;">Bad News</span></strong><span class="style31"><span style="mso-fareast-font-family:Calibri;mso-fareast-theme-font: minor-latin;mso-bidi-Times New Roman&#34;;mso-ansi-language:EN-US; mso-fareast-language:EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:9.0pt;"> is that local, state and national economies are unlikely to recover rapidly from the economic crisis.  The </span></span><strong><span style=" font-family:&#34;Verdana&#34;,&#34;sans-serif&#34;;mso-fareast-mso-fareast-theme-font: minor-latin;mso-ansi-language:EN-US;mso-fareast-language:EN-US;mso-bidi-language: AR-SAfont-family:Calibri;font-size:9.0pt;">Good News</span></strong><span class="style31"><span style="mso-fareast-font-family:Calibri;mso-fareast-theme-font:minor-latin; mso-bidi-Times New Roman&#34;;mso-ansi-language:EN-US;mso-fareast-language: EN-US;mso-bidi-language:AR-SAfont-family:&#34;;font-size:9.0pt;"> is that if we respond correctly—to windstorm insurance and property tax challenges—Florida can again lead the nation in economic growth. </span></span><span style="font-family:&#34;Verdana&#34;,&#34;sans-serif&#34;; mso-fareast-font-family:Calibri;mso-fareast-theme-font:minor-latin;mso-bidi-Times New Roman&#34;;mso-ansi-language:EN-US;mso-fareast-language:EN-US; mso-bidi-language:AR-SAfont-family:&#34;;font-size:9.0pt;"><br /><br /><span class="style31">Florida has been hit as hard as almost any state by an economic slowdown that progressed from sub-prime mortgages into a full-fledged recession.  We are particularly vulnerable because we were at the forefront of a lending and building boom that now looks as if it will take substantial time to unwind.  The housing boom and hurricane rebuilding stimulated economic activity and sales tax revenue poured into state coffers through 2006.  It seemed reasonable to expect that the coming wave of baby boomer retirees would choose to make their home in Florida and that our growth rate, which had long been at least double the national rate, would increase still further.  Property prices nationally rose at greater than historic average due to low interest rates, aggressive lending and, as it turns out, lax regulation, but they rose especially rapidly in Florida.</span><br /><br /><span class="style31">The national bubble burst and left us with several problems.  The breakdown of incentives that traditionally brought population growth and economic opportunity to the State is one.  New residents were drawn to Florida for decades.  They could sell a home in a high cost northeastern city or suburb, take the proceeds and buy a lower cost replacement home in one of our beautiful communities and they could retire in our no income tax state.  Their spending created the jobs that pulled younger families into Florida.  Economic development marketing teams had advertised a low cost of living, great climate, growing market and available labor force to attract new firms.  However, the dynamic changed for younger potential migrants as they were now priced out of Florida real estate markets.  Then it changed for older migrants—they could no longer sell their northern home and Florida buy-in was very high.  Higher monthly carrying costs due to windstorm insurance premium increases and higher property taxes due to a Save Our Homes constitutional amendment that shifts the burden of funding the government onto newcomers and businesses have hit Florida hard. Growth has now ground to a halt.</span><br /><br /><span class="style31">The change in Florida’s growth dynamic has altered government finances.  It is normal for households to switch their purchases away from taxable goods and into services both as income grows and as people get older.  But population growth in past decades generated a growing sales tax base that let the state keep up with demands for government services.  Slowing population growth, and now the national recession, has us looking at an unprecedented fourth consecutive year of falling retail sales.  The declining ability to fund health and human service programs, education and criminal justice is creating new challenges.</span><br /><br /><span class="style31">Florida’s extensive coastline and warm weather mean the state will always face substantial threat from hurricanes. Therefore the answer to the insurance problem is to lead the world in measures to mitigate risk.  We must lead the way with building codes that reduce losses and insist that measures that harden structures against damage be reflected in rates.  We must spend less time arguing with insurance companies about overall rates (it is bad, not good, for Florida that State Farm is pulling out of our market), recognize that rates need to be high enough to ensure solvency and spend more resources on mitigation programs like My Safe Florida Home.</span><br /><br /><span class="style31">To handle the tax question correctly, we need to broaden the base through eliminating exemptions and enforcing the existing use tax on internet and catalog sales, and we can keep the tax rate low by carefully watching expenditures.</span><br /><br /><span class="style31">The current global financial and economic crisis will pass, as they always do.  If we get the insurance and tax questions right, we will be able to regain our rightful place—a top state for attracting new residents and new members of the business community.  Small businesses are responsible for the majority of job growth in the private sector— addressing the insurance and tax problems will allow them to grow and ensure Florida’s recovery.</span></span><br /></span></div><div class="blogger-post-footer"><img width='1' height='1'></div><p><p>Copyright &#169; 2009 <a href="http://freesmallbusinessresource.com" title="Small Business Resource">Small Business Resource</a><br/><br/><a href="http://freesmallbusinessresource.com/report-on-the-economic-health-of-small-business-in-florida">Report on the Economic Health of Small Business in Florida</a></p>
]]></description>
			<content:encoded><![CDATA[<p><span ><img width="725" height="224" id="_x0000_i1025" src="http://floridasbdc.org/Impact/Economic-Health-Articles-2008/economic-health-header4-200.jpg" /></span>
<div><span class="Apple-style-span"  >
<p align="center" ><span class="Apple-style-span"  ><em><span >Article Written By</span></em><span class="style31"><span > </span></span><span ><br /><span class="style31">Dr. Rick Harper, Director</span><br /></span><span class="style61"><span >University of West Florida</span></span><span ><br /><span class="style61">HAAS Center for Business Research and Economic Development </span></span><span ></p>
<p></span></span></p>
<p align="center" ><span class="style71"><span >Key Ingredients for </span></span><b><i><span ><br /><span class="style71">Florida’s Economic Recovery</span></span></i></b></p>
<p class="style25" align="center" >Small businesses are responsible for the majority of job growth<br />in the private sector—addressing the insurance and tax problems will allow them to grow and ensure Florida’s recovery.</p>
<p>  <span class="style31"><span >It’s again a pleasure to be asked to write about the economy for the Florida Small Business Development Center Network. I only wish I were writing about the economy of several years ago rather than now.  The </span></span><strong><span >Bad News</span></strong><span class="style31"><span > is that local, state and national economies are unlikely to recover rapidly from the economic crisis.  The </span></span><strong><span >Good News</span></strong><span class="style31"><span > is that if we respond correctly—to windstorm insurance and property tax challenges—Florida can again lead the nation in economic growth. </span></span><span ></p>
<p><span class="style31">Florida has been hit as hard as almost any state by an economic slowdown that progressed from sub-prime mortgages into a full-fledged recession.  We are particularly vulnerable because we were at the forefront of a lending and building boom that now looks as if it will take substantial time to unwind.  The housing boom and hurricane rebuilding stimulated economic activity and sales tax revenue poured into state coffers through 2006.  It seemed reasonable to expect that the coming wave of baby boomer retirees would choose to make their home in Florida and that our growth rate, which had long been at least double the national rate, would increase still further.  Property prices nationally rose at greater than historic average due to low interest rates, aggressive lending and, as it turns out, lax regulation, but they rose especially rapidly in Florida.</span></p>
<p><span class="style31">The national bubble burst and left us with several problems.  The breakdown of incentives that traditionally brought population growth and economic opportunity to the State is one.  New residents were drawn to Florida for decades.  They could sell a home in a high cost northeastern city or suburb, take the proceeds and buy a lower cost replacement home in one of our beautiful communities and they could retire in our no income tax state.  Their spending created the jobs that pulled younger families into Florida.  Economic development marketing teams had advertised a low cost of living, great climate, growing market and available labor force to attract new firms.  However, the dynamic changed for younger potential migrants as they were now priced out of Florida real estate markets.  Then it changed for older migrants—they could no longer sell their northern home and Florida buy-in was very high.  Higher monthly carrying costs due to windstorm insurance premium increases and higher property taxes due to a Save Our Homes constitutional amendment that shifts the burden of funding the government onto newcomers and businesses have hit Florida hard. Growth has now ground to a halt.</span></p>
<p><span class="style31">The change in Florida’s growth dynamic has altered government <a href="http://www.everythingfinanceblog.com" class="kblinker" title="More about finance &raquo;">finances</a>.  It is normal for households to switch their purchases away from taxable goods and into services both as income grows and as people get older.  But population growth in past decades generated a growing sales tax base that let the state keep up with demands for government services.  Slowing population growth, and now the national recession, has us looking at an unprecedented fourth consecutive year of falling retail sales.  The declining ability to fund health and human service programs, education and criminal justice is creating new challenges.</span></p>
<p><span class="style31">Florida’s extensive coastline and warm weather mean the state will always face substantial threat from hurricanes. Therefore the answer to the insurance problem is to lead the world in measures to mitigate risk.  We must lead the way with building codes that reduce losses and insist that measures that harden structures against damage be reflected in rates.  We must spend less time arguing with insurance companies about overall rates (it is bad, not good, for Florida that State Farm is pulling out of our market), recognize that rates need to be high enough to ensure solvency and spend more resources on mitigation programs like My Safe Florida Home.</span></p>
<p><span class="style31">To handle the tax question correctly, we need to broaden the base through eliminating exemptions and enforcing the existing use tax on internet and catalog sales, and we can keep the tax rate low by carefully watching expenditures.</span></p>
<p><span class="style31">The current global financial and economic crisis will pass, as they always do.  If we get the insurance and tax questions right, we will be able to regain our rightful place—a top state for attracting new residents and new members of the business community.  Small businesses are responsible for the majority of job growth in the private sector— addressing the insurance and tax problems will allow them to grow and ensure Florida’s recovery.</span></span><br /></span></div>
<div class="blogger-post-footer"><img width='1' height='1' src='//blogger.googleusercontent.com/tracker/6454864128081268736-4918473563870321213?l=unfsbdc.blogspot.com'/></div>
<p><p>Copyright &#169; 2009 <a href="http://freesmallbusinessresource.com" title="Small Business Resource">Small Business Resource</a><br/><br/><a href="http://freesmallbusinessresource.com/report-on-the-economic-health-of-small-business-in-florida">Report on the Economic Health of Small Business in Florida</a></p>
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		<title>What Are The Best Pricing Practices For Small Business During An Economic Slowdown?</title>
		<link>http://freesmallbusinessresource.com/what-are-the-best-pricing-practices-for-small-business-during-an-economic-slowdown</link>
		<comments>http://freesmallbusinessresource.com/what-are-the-best-pricing-practices-for-small-business-during-an-economic-slowdown#comments</comments>
		<pubDate>Wed, 03 Dec 2008 21:32:00 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Running Your Business]]></category>
		<category><![CDATA[Customer Level]]></category>
		<category><![CDATA[Customer Needs]]></category>
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		<category><![CDATA[Downturn]]></category>
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		<guid isPermaLink="false">tag:blogger.com,1999:blog-7443880562227815511.post-5013553952960511554</guid>
		<description><![CDATA[In an economic slowdown your pricing is determined by factors like input cost of production or distribution channel cost etc. .....  which are primarily working on market factors.  Generally one should be working on a reactive strategy of open price .... which allows for revision in product pricing over a shorter time period instead of quarterly or yearly market driven slashes or increases. <br /><br />The important consideration is to try to maintain sales, even if some of them yield marginal or no profit (i,e, break even). In other words, so long as you are covering your costs, particularly fixed costs, then there is value in doing so. <br /><br />However, unless you wish to become the low-cost leader going forward, then this low pricing may create a precedent which customers expect to continue, and it also may devalue the brand. <br /><br />So pricing strategy must be decided carefully, with all things considered, including unintended consequences. And it may be better to have various incentives rather than simple price cuts in order to sustain sales. <br /><br />In the article "Pricing in an Inflationary_Downturn", McKinsey recommends the following actions: <br /><br />-Watch for sudden shifts in price structure <br />-Adjust to changing customer needs <br />-Monitor customer-level profitability <br />-Update price sensitivity research <br /><br />Many companies across the nation are on the verge of closing their doors and some have already started liquidating their inventory. This can be a great time to create opportunity for your business. Here are a few items to look at: <br /><br />Item 1: Renegotiate Your Vendor Pricing: <br /><br />Go to your current vendors and request price decreases due to the economy. You may be able to receive your inventory at a fraction of your old rates because of the risk of your vendors losing their business. Most agreements can be negotiated when financial conditions are more abundant ..... so this provides the perfect opportunity to turn the financial crises into an opportunity for your company. <br /><br />Item 2: Create A Customer Loyalty Program: <br /><br />Many companies started slashing prices to attempt to drive additional business to their company. However in researching the response of the consumers you may find them upset because if those prices were always available why did they not get them before. So you may consider creating a customer loyalty program ..... send a letter and give fliers to every customer saying that you want to retain them as a customer and are now rewarding them with a % off by signing up. What this does is make it look like you are giving an additional perk instead of cutting all your costs. <br /><br />In any environment, it's a best practice to price based on your customers' willingness to pay. To the extent possible, strive to understand if and how your customers' willingness to pay has changed and also how able you are to meet those customers' needs relative to your competition. Unless you have a sustainably lower cost business model, you'll want to avoid competing on price as a price cut is very easy for a competitor to copy but leaving you both with lower margins in the process. The airline industry comes to mind. <br /><br />Are you in a position of relative strength? If so, that might allow you to innovate, differentiate your offering, and improve your value proposition based on shifting customer needs, thereby taking market share without necessarily changing your price. <br /><br />If you find that your customers' willingness to pay doesn't cover your costs, you'll have to re-examine your business model. <br /><br />Keep in mind that there would be different answers for a lot of different situations. First of all strategies may be different in B2B than in B2C. Within each type the following factors will play an important role: <br /><br />1. Company strategic posture – what you want out of the situation: sail through? Take advantage? Weaken competitors? Portray as socially responsible? Etc. <br />2. Financial strength/leverage available. <br />3. Brand positioning <br />4. Relationships with customers <br />5. Distribution leverage <br />6. Product category in terms of price elasticity <br />7. Cost cutting advantages available. <br /><br />You should consider the above and more factors before determining how to price during a slowdown. <br /><br />The only thing I would add is to caution that: <br /><br />1.Understanding price sensitivity in the current climate is critical - price decreases may not have the expected effect and that's an expensive mistake. <br /><br />2. Be aware of potential changes in your value proposition as the market changes. Your product may now be perceived in a different way and the value you deliver will still be the ultimate driver behind what you can charge. <br /><br />3. Price is a key positioning statement, not just a piece of simple mathematics. Think long and hard about how a price change will be perceived by your customer and the long, as well as short term effects a price change may have.<br /><br />In the end cutting the customer's price just for the sake of cutting their costs isn't the answer.  Lower your costs first ..... ensure your product/service maintains "value" .... and focus more on customer loyalty/retention.<p><p>Copyright &#169; 2009 <a href="http://freesmallbusinessresource.com" title="Small Business Resource">Small Business Resource</a><br/><br/><a href="http://freesmallbusinessresource.com/what-are-the-best-pricing-practices-for-small-business-during-an-economic-slowdown">What Are The Best Pricing Practices For Small Business During An Economic Slowdown?</a></p>
]]></description>
			<content:encoded><![CDATA[<p>In an economic slowdown your pricing is determined by factors like input cost of production or distribution channel cost etc. &#8230;..  which are primarily working on market factors.  Generally one should be working on a reactive strategy of open price &#8230;. which allows for revision in product pricing over a shorter time period instead of quarterly or yearly market driven slashes or increases. </p>
<p>The important consideration is to try to maintain sales, even if some of them yield marginal or no profit (i,e, break even). In other words, so long as you are covering your costs, particularly fixed costs, then there is value in doing so. </p>
<p>However, unless you wish to become the low-cost leader going forward, then this low pricing may create a precedent which customers expect to continue, and it also may devalue the brand. </p>
<p>So pricing strategy must be decided carefully, with all things considered, including unintended consequences. And it may be better to have various incentives rather than simple price cuts in order to sustain sales. </p>
<p>In the article &#8220;Pricing in an Inflationary_Downturn&#8221;, McKinsey recommends the following actions: </p>
<p>-Watch for sudden shifts in price structure <br />-Adjust to changing customer needs <br />-Monitor customer-level profitability <br />-Update price sensitivity research </p>
<p>Many companies across the nation are on the verge of closing their doors and some have already started liquidating their inventory. This can be a great time to create opportunity for your business. Here are a few items to look at: </p>
<p>Item 1: Renegotiate Your Vendor Pricing: </p>
<p>Go to your current vendors and request price decreases due to the economy. You may be able to receive your inventory at a fraction of your old rates because of the risk of your vendors losing their business. Most agreements can be negotiated when financial conditions are more abundant &#8230;.. so this provides the perfect opportunity to turn the financial crises into an opportunity for your company. </p>
<p>Item 2: Create A Customer Loyalty Program: </p>
<p>Many companies started slashing prices to attempt to drive additional business to their company. However in researching the response of the consumers you may find them upset because if those prices were always available why did they not get them before. So you may consider creating a customer loyalty program &#8230;.. send a letter and give fliers to every customer saying that you want to retain them as a customer and are now rewarding them with a % off by signing up. What this does is make it look like you are giving an additional perk instead of cutting all your costs. </p>
<p>In any environment, it&#8217;s a best practice to price based on your customers&#8217; willingness to pay. To the extent possible, strive to understand if and how your customers&#8217; willingness to pay has changed and also how able you are to meet those customers&#8217; needs relative to your competition. Unless you have a sustainably lower cost business model, you&#8217;ll want to avoid competing on price as a price cut is very easy for a competitor to copy but leaving you both with lower margins in the process. The airline industry comes to mind. </p>
<p>Are you in a position of relative strength? If so, that might allow you to innovate, differentiate your offering, and improve your value proposition based on shifting customer needs, thereby taking market share without necessarily changing your price. </p>
<p>If you find that your customers&#8217; willingness to pay doesn&#8217;t cover your costs, you&#8217;ll have to re-examine your business model. </p>
<p>Keep in mind that there would be different answers for a lot of different situations. First of all strategies may be different in B2B than in B2C. Within each type the following factors will play an important role: </p>
<p>1. Company strategic posture – what you want out of the situation: sail through? Take advantage? Weaken competitors? Portray as socially responsible? Etc. <br />2. Financial strength/leverage available. <br />3. Brand positioning <br />4. Relationships with customers <br />5. Distribution leverage <br />6. Product category in terms of price elasticity <br />7. Cost cutting advantages available. </p>
<p>You should consider the above and more factors before determining how to price during a slowdown. </p>
<p>The only thing I would add is to caution that: </p>
<p>1.Understanding price sensitivity in the current climate is critical &#8211; price decreases may not have the expected effect and that&#8217;s an expensive mistake. </p>
<p>2. Be aware of potential changes in your value proposition as the market changes. Your product may now be perceived in a different way and the value you deliver will still be the ultimate driver behind what you can charge. </p>
<p>3. Price is a key positioning statement, not just a piece of simple mathematics. Think long and hard about how a price change will be perceived by your customer and the long, as well as short term effects a price change may have.</p>
<p>In the end cutting the customer&#8217;s price just for the sake of cutting their costs isn&#8217;t the answer.  Lower your costs first &#8230;.. ensure your product/service maintains &#8220;value&#8221; &#8230;. and focus more on customer loyalty/retention.</p>
<p><p>Copyright &#169; 2009 <a href="http://freesmallbusinessresource.com" title="Small Business Resource">Small Business Resource</a><br/><br/><a href="http://freesmallbusinessresource.com/what-are-the-best-pricing-practices-for-small-business-during-an-economic-slowdown">What Are The Best Pricing Practices For Small Business During An Economic Slowdown?</a></p>
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