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Yearly Archives: 2003

Whittaker SmartLeads Trends

By Leigh Howe

Our main research focus at Whittaker Associates continues to be predicting which companies are likely to relocate or expand by asking the question what causes companies to relocate and expand?  This helps our clients get the best bang for their marketing time and money.  With our research, our client can focus on those companies that are more likely to be in expansion mode and therefore respond more favorably to marketing efforts.

Change is the paramount indicator of probable location activity. Our key ingredient is the capacity for discovering corporate change (whether it’s about to happen, ongoing, or recently occurred). Whittaker Associates has developed an effective research method for identifying companies likely to be active in the near term. It is all about tracking the changes happening within companies or in their external environment, whether new executive announcements, mergers and acquisitions, new product development, or industry regulations.

SmartLeads Born. For several years now, we have been compiling a database of companies that are experiencing changes such as new key executives, significant growth, industry deregulations, etc.  Internally, we call that database “SmartLeads,” a name that was suggested by our partner and colleague, Steve Pope of Applied Marketing Sciences. Whittaker SmartLeads currently contains records on 18,500 companies and grows every day. We draw information from SmartLeads, as well as external research sources, when we compile targeted company lists for our clients. 

Activity.  Of the 18,500 records in SmartLeads, only 3,541 have been sent to more than one client over the past two years.  Our clients find it valuable to have information that is not widely known.  About three quarters of the records have real estate contacts and over 90% have websites that have been verified.  New information we have begun collecting recently includes email addresses, location information, and company expansion history. 

We thought you might enjoy seeing what the most active industries and the most active states have been in our research and among our clients.

Most Requested Whittaker SmartLeads by Industry.  The breakdown by 3-digit SIC code looks like this (top 15 SIC codes):

3 Digit SIC Code Description
737 Computer and Data Processing Services
308 Miscellaneous Plastics Products
367 Electronic Components and Accessories
371 Motor Vehicles and Equipment
283 Drugs
384 Medical Instruments and Supplies
421 Trucking and Courier Services
738 Miscellaneous Business Services
344 Fabricated Metal Products
366 Communications Equipment
382 Measuring and Controlling Devices
203 Preserved Fruits and Vegetables
873 Research and Testing Services
346 Metal Forgings and Stampings
209 Misc. Food and Kindred Products
357 Computer and Office Equipment
372 Aircraft and Parts
356 General Industrial Machinery
514 Groceries and Related Products
362 Electrical Industrial Apparatus

Most Requested Whittaker SmartLeads by State.  The breakdown by state looks like this (top 15 states):

  1. California
  2. Illinois
  3. Ohio
  4. Michigan
  5. New York
  6. Pennsylvania
  7. New Jersey
  8. Massachusetts
  9. Georgia

10.  Minnesota

11.  Texas

12.  Wisconsin

13.  North Carolina

14.  Indiana

15.  Missouri


By Jeff Vedders Such a simple web site address for tons of information.  Although this site has enough information for several newsletter columns, I’d like to share two areas of interest, the Census 2000 data and the Economic Census.

Census 2000

The Census 2000 web site at contains all of the information pertaining to the last U.S. census.  With it, you can obtain demographic information from the macro level (state) all the way to the micro level (street address).  Although the amount of information may appear daunting, a few quick links will allow you to get information quickly.  For example, a link on the first page to State and County QuickFacts will give you the most requested population and business statistics.  When you are ready to look for in-depth data, click on the American FactFinder to find data all the way down to the census block level.  Several preformatted searches for data sets will help you with searching, or you have the option to do custom searches.  For example, if you’re interested in commuting statistics, you can pull down Employment Status and Commuting to Work from the Basic Facts box at the top of the screen. 

Economic Census

The Economic Census is done every five years. with the last available census in 1997.  The 2002 census is currently underway, but the first report won’t be available until March 2004.  The Economic Census tracks the number of businesses, value of shipments, annual payroll, and the number of paid employees for each NAICS code.  This information is tracked at the state, county, metropolitan, and zip code levels.  The census also compares the current census to the previous census.  You can use this to see changes in the number of businesses for each NAICS code.  If you don’t know the exact NAICS code for the industry you’re tracking, you can drill down.  For example, if you click on the manufacturing category, it will take you to the corresponding 3 digit NAICS codes.  From there you will be able to choose the appropriate category to get to the 6 digit NAICS code.

Economic Recovery?

By Leigh Howe

Are we seeing signs of an economic recovery?  We’ve heard quiet rumblings from the analysts that are becoming stronger.  Here’s a look at the latest economic indicators and some of the analysts’ comments.

Real GDP growth. The economy – the output of goods and services produced by labor and property located in the United States — grew at a 7.2% annual rate in the third quarter this year.  This was after growth of 3.3% in the second quarter this year.   The major contributors to the increase in real GDP in the third quarter were personal consumption expenditures (PCE), equipment and software, residential fixed investment, and exports. 

Business investment. Among the most impressive factors: Business investment grew at an 11.1% rate last quarter.  Automobile production fueled much of the recent gain in factory output, though there is doubt that that it will be sustained from the automobile sector.  Many manufacturers are still facing overcapacity issues.  A study conducted by Fleet Capital Corp shows that 74% of the companies surveyed expect the nation’s economy to expand in 2004 – with most of the growth coming from the service sector. This is the most optimistic response they have gotten in the six-year history of the study.  Manufacturers are even more optimistic than the recent past – the Institute for Supply Management monthly index of manufacturing business conditions rose to an expansionary reading of 57.0 in October, the highest reading since January 2000.

What about jobs? Growth in GDP, reduction in inventories and strong corporate profits could finally spur job growth, but the forecasts for employment and job growth are mixed. The United State Conference of Mayors released a report that supports the recent growth in the U.S. economy but with lower paying jobs. The forecast average wage of new jobs created in 2004 and 2005 is $35,885, while the average wage of jobs lost from 2001 to 2003 was 18% higher at $43,629.  The top sectors of job growth are expected to be administration and support; health care and social assistance; and accommodations and food.

2004.  While the third quarter GDP growth rate probably won’t be maintained in coming months, many economists say it is now clear the recovery is taking hold.  Most analysts are predicting growth to stabilize somewhere around 4% going forward into 2004.  

Sources: Wall Street Journal, American City Business Journals, and the Bureau of Economic Analysis.

Industry Output & Employment Projections

By Jeff Vedders

Here’s a link to an interesting article from the November issue of the Monthly Labor Review which is published by the U.S. Bureau of Labor Statistics.  The article is about U.S. industry output and employment projections to 2010.

The article can be downloaded in pdf format.

The author, Jay M. Berman, looks at industries by two- and three-digit SIC codes and shows the number of jobs in 1990, 2000, and projections to 2010.  It also displays industrial output for 1990, 2000, and projections to 2010.  As you determine which industries and companies to target, this is a useful study.  It gives you an idea of which industries have seen the most job growth and which industries are projected to have the most growth. 

Listed below are the industries expected to have the fastest employment growth and fastest employment declines through 2010.

Fastest growing

SIC code Industry 2000 Jobs* 2010 Jobs* Number Change* Percentage Change
737 Computer and data processing services 2,094.9 3,900 1,805.1 86.2
836 Residential care 805.9 1,318 512.1 63.5
807-809 Health services, nec 1,210.2 1,900 689.8 57
484 Cable and pay television services 215.8 325 109.2 50.6
736 Personnel supply services 3,887 5,800 1,913 49.2
422 Warehousing and storage 206.3 300 93.7 45.4
494-497 Water and sanitation 213.9 310.3 96.4 45.1
732, 733, 738 Miscellaneous business services 2,300.9 3,305 1,004.1 43.6
735 Miscellaneous equipment rental and leasing 279.4 397.5 118.1 42.3
874 Management and public relations 1,089.7 1,550 460.3 42.2
835 Child day care services 711.9 1,010 298.1 41.9
791, 799 Amusement and recreation services, nec 1,313.6 1,850 536.4 40.8
801-804 Offices of health practitioners 3,098.8 4,344 1,245.2 40.2
4 Veterinary services 240 335.9 95.9 40
245 Wood buildings and mobile homes 90.8 127 36.2 39.9
473, 474, 478 Miscellaneous transportation services 252.8 350 97.2 38.4
873 Research and testing services 642.3 886 243.7 37.9
78 Landscape and horticultural services 808 1,093 285 35.3
872, 89 Accounting, auditing, and other services 720 963 243 33.8
81 Legal services 1,009.6 1,350 340.4 33.7

 Fastest declining

SIC Code Industry 2000 Jobs* 2010 Jobs* Number Change* Percentage Change
387 Watches, clocks, and parts 5.3 2.5 -2.8 -52.8
313, 314 Footwear, except rubber and plastic 30.1 14.2 -15.9 -52.8
12 Coal mining 77.2 54 -23.2 -30.1
341 Metal cans and shipping containers 35.9 25.6 -10.3 -28.7
311, 315-317, 319 Luggage, handbags, and leather products, nec 41.4 30 -11.4 -27.5
40 Railroad transportation 235.5 175 -60.5 -25.7
88 Private households 890 664.4 -225.6 -25.3
231-238 Apparel 417.9 314.9 -103 -24.6
291 Petroleum refining 84.6 65 -19.6 -23.2
131, 132 Crude petroleum, natural gas, and gas liquids 129.3 100 -29.3 -22.3
386 Photographic equipment and supplies 70.2 55 -15.2 -21.7
331 Blast furnaces and basic steel products 224.5 176 -48.5 -21.6
Federal electric utilities 27 21.6 -5.4 -20
202 Dairy products 145.5 121.1 -24.4 -16.8
363 Household appliances 116.2 96.9 -19.3 -16.6
46 Pipelines, except natural gas 13.7 11.5 -2.2 -16.1
282 Plastics materials and synthetics 154.3 130 -24.3 -15.7
362 Electrical industrial apparatus 150.4 127 -23.4 -15.6
279 Service industries for the printing trade 47.2 40 -7.2 -15.3
21 Tobacco products 33.9 28.9 -5 -14.7

*Thousands of jobs

Leadership and its role in Economic Development

By Dean Whittaker

“Leader – one who possess the ability to create and communicate a clear vision that inspires others to follow.  Leadership – communicate people’s worth and potential so clearly that they are inspired to see it in themselves.”

In the past five months I have been engaged in a Leadership Development class. In this class we have been asked to read and discuss several books. Two of the most noteworthy have been From Good to Great by James C. Collins and Jerry I. Porras, and First Break all the Rules by Marcus Buckingham and Curt Coffman.  The first book discusses the need to “get the right people on the bus,” and then describes a process of hiring for talent first and then teaching needed skills and knowledge. A manager should work with “what was left in” rather than trying to put in “what was left out.”  Both are a good read and worthy of reflection (and available as downloadable MP3 files from

Another recent book that I listened to and then bought the hardcover version of is The Power of Full Engagement.  In their book, Jim Loehr and Tony Schwartz discuss how to manage our energy rather than our time. They discuss the cyclical nature of life and the need for bursts of energy followed by periods of recovery. The authors began their careers consulting with top performing athletes and later began applying their knowledge to other fields.

This past week I attended a satellite broadcast seminar titled “The Power of Executing Greatness” with presentations by Rudy Giuliani, Stephen Covey, Ken Blanchard, Marcus Buckingham, and John Maxwell.  Mayor Giuliani was outstanding as he described the prior planning process that benefited the City of New York on 9/11.  Stephen R. Covey discussed the use of the “talking stick” to heal relationships, in which the stick is passed from person to person so that they feel fully heard and acknowledged. He said that honest communications are essential.  Dr. Covey further said that leadership is a choice that requires compassion and empathy for others, as part of a love for human kind.