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Spend management space sees a large raise, and layoffs, in the same week

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Welcome to The Interchange! If you received this in your inbox, thank you for signing up and your vote of confidence. If you’re reading this as a post on our site, sign up here so you can receive it directly in the future. Every week, we’ll take a look at the hottest fintech news of the previous week. This will include everything from funding rounds to trends to an analysis of a particular space to hot takes on a particular company or phenomenon. There’s a lot of fintech news out there and it’s our job to stay on top of it — and make sense of it — so you can stay in the know. 

About a year ago, it seemed like myself and other colleagues were writing story after story about spend management companies raising tranches of venture capital — remember Mary Ann’s roundup story from basically this same time last year?

On Friday, PitchBook’s Q1 2023 B2B fintech investment report showed that investment into enterprise fintech was $11.8 billion. Though it is a decrease from the same quarter in 2022, it was above the first quarter of 2021. And compared to the shrinking of quarter-to-quarter investments for the rest of 2022, the $11.8 billion shows a boost of confidence from investors, and dare we say a comeback?

Those figures are certainly proving themselves in stories we’ve been working on lately that show some spend management companies continue to do well in raising money and generating revenue. One of those is Clara, a spend management company based in Mexico that announced $60 million in new funding last week. Gerry Giacomán Colyer, Clara’s co-founder and CEO, told me the company is working with over 10,000 customers across Latin America and that its annual run rate of 5 million credit card transactions is equivalent to $1 billion.

He also noted that “over 10x in transactional volume is coming from revenue. With Brazil, Mexico and Colombia, we are covering two-thirds of LatAm’s GDP.” Giacomán Colyer also expects continued 2x month over month growth through the end of the year.

Meanwhile, last month, Mary Ann wrote about Ramp’s 4x revenue growth in 2022. She spoke to co-founder and CEO Eric Glyman, who described the successful results “as a desire on the part of companies of all sizes and stages seeking to save money by managing their spend better.”

However, despite the seemingly good times the spend management sector is currently experiencing, we learned this week that not everyone is popping bottles. Axios reported last week that Teampay, a corporate card company, confirmed it laid off 30% of its 100-person staff “in two instances in recent months.”

This comes five months after colleague Kyle Wiggers reported that Teampay secured $47 million in equity and debt. Perhaps founder and CEO Andrew Hoag inadvertently forecasted the layoffs when he told Kyle, “Teampay’s software-led approach has proven resilient — as we saw in late 2020 to 2021, when the economy rebounds, Teampay benefits disproportionately through accelerated growth.” If that’s true, maybe the opposite is also true: When the economy doesn’t do so well, maybe Teampay doesn’t do so well either?

Despite Teampay’s setback, the numbers are showing it’s still a space to watch. We’ll keep an eye on it for you.

Now I’m throwing it over to Mary Ann, who got the scoop on Navan’s growth metrics. — Christine

Clara’s co-founders Diego Iván García Escobedo and Gerry Giacomán Colyer Image Credits: Clara

Navan’s chatbot, growth and IPO plans

A few weeks ago I talked to Ariel Cohen, CEO and co-founder of Navan (formerly TripActions), about that company’s growth. For the unacquainted, Navan was initially focused on travel expense management before accelerating efforts on its general spend management offering in 2020 after its revenue literally dropped to zero when the pandemic hit.

Highlights of the conversation include Ariel sharing some impressive growth metrics:

Spend volume processed via Navan Expense in the first quarter of 2023 grew more than 3x compared to Q1 2022 — and by 4.7x when looking at the 12 consecutive months ending in March 2023, as compared to the 12 months preceding. Also, the company touts that recent calendar year volume is nearly 80x that of the first full year of the Navan Expense product launch. Revenue-wise, Navan says it saw “3x YoY revenue growth.”

I also asked Ariel if Navan was still planning to go public considering it filed confidentially to do so in September of last year. His answer: “I think eventually we will be a public company. We’ve raised around $1.4 billion to date and maturity wise, we are there, to be public. Growthwise, we are growing extremely fast, and a lot of our metrics would support being public. I don’t think the market is there right now.”

I also got a demo from CTO and co-founder Ilan Twig of just how Navan is using ChatGPT within its new offering, which is essentially a CFO dashboard, the company says. It was very interesting to see firsthand how its chatbot, Ava, works. Ilan was almost like a child with a new toy, honestly, giddily showing me how the bot could provide insight as to which hotels employees had used the most within a given time period in a given city, and other details such as did they get a corporate negotiated rate, or not? It even produced graphs! At one point, Ilan did have to reword his prompt but it was cool to see how the chatbot could respond to questions sequentially based on previous prompts. Navan’s goal is to help replace data analysts at companies, it says, ultimately helping them save money in more ways than one.

A recent panel at Fintech Meetup in Las Vegas in March — made up of Mesh Payments co-founder and CEO Oded Zehavi; Michael Sindicich, EVP and general manager of Navan Expense; and Michael Tannenbaum, COO and CFO at Brex — also touched on the topic of innovation in the space — all agreeing on the importance of globalization, automation and travel expense as a category.

This quote from Zehavi of Mesh Payments (which raised its own $60 million funding round last September) sums up pretty well the potential for spend management companies: “We were all playing a game of musical chairs. When it was very happy music, many companies in our space got a lot of funding, even though their fundamentals were not so strong. And now the music has stopped, some of us have chairs, but others don’t…The fact that we are connected to the accounting system, we see all the employees, we sit in the middle between the employees, the finance team, and the vendors, is an amazing position for us to leverage and start offering more and more services under the stack of the CFO that we’ll be able to monetize.” — Mary Ann

Anthemis’ layoffs — an outlier or a ‘sign of what’s to come’?

Last week, I published a scoop on fintech-focused VC firm Anthemis having laid off 28% of its staff, or 16 people, earlier this year as part of a restructuring. While 16 people may not seem like a lot, when it comes to venture firms, it actually is. It’s not typical, or often, that we see such large cuts at one time. Anthemis is an active investor, having backed the likes of eToro and Betterment. It’s also had a couple of recent stumbles in Pipe and Daylight. So the news of its staff reduction came as a bit of a surprise. (These are among the least fun types of scoops.) One thing that struck me is that after publishing the story, a founder reached out expressing concern about perception around Farhan Lalji — a former managing director at Anthemis — being among those affected by the cuts. That founder wrote me a note saying that while at Anthemis, “Farhan was the first VC to believe in” his company. “And there’s no way we’d be where we are today without him,” he added. Anyway, I have since learned that Farhan has branched out to start his own firm, LTV Capital.

Interestingly, there was a lot of chatter on Twitter as to whether these layoffs were an outlier in the industry or “a sign of what’s to come.” It’s hard to say. There could be other similar cuts taking place at other venture firms, and we just don’t know about them. But as Alex pointed out in last week’s episode of the Equity podcast, if firms are investing less, wouldn’t it make sense that they would need less staff?

Meanwhile, a couple of days after my story ran, Anthemis announced that it secured additional capital from institutions such as Visa and BMO for its Female Innovators Lab (FIL) Fund. In a statement, the firm said: “Anchored by Barclays, with investment from Aviva, the fund now totals $50 million, making it the largest early-stage fintech fund focused on female founders. With this latest raise, the fund will invest in additional early-stage companies and continue its focus on designing, sourcing, and scaling female-founded embedded finance startups.” — Mary Ann

Ansa’s virtual wallet for merchants

Having covered fintech now for a few years, it’s less and less often that I come across companies building technology that feels, well, unique. But this week, I wrote about a startup building something I’m not sure I’ve ever seen before: virtual wallets for merchants. It sounds simple, right? But it’s not, or else we’d see a lot more of it outside the Starbucks of the world. Interesting backstory: Sophia Goldberg, a former Adyen product manager, had this idea for a company but was looking for a technical co-founder. Bain Capital Ventures partner Christina Melas-Kyriazi ended up introducing Sophia to JT Cho, a software engineer she’d worked with at Affirm.

The two self-proclaimed “payments nerds” hit it off famously and went on to raise $5.4 million for Ansa. Besides Bain, other backers include Nimi Katragadda at Box Group; Nichole Wischoff at Wischoff Ventures; Cambrian Ventures; the Fintech Fund; Susa Ventures; and angels such as Plaid co-founder and CEO Zach Perret; Gokul Rajaram and the founders of Alloy; among others. I tend to always root for the underdog, so the fact that Ansa aims to help small businesses like coffee shops and quick-service restaurants (and down the line, they say, enterprises) save money on fees and better retain customers made me happy. Read more here. — Mary Ann

Ansa co-founders JT Cho and Sophia Goldberg

Image Credits: Ansa

Other news

A super interesting feature from Catherine Shu: “Southeast Asia is already home to a thriving fintech scene, where Grab, GoTo and Sea have built super apps that encompass financial services, and startups like Xendit, Akulaku and Dana (to name a few) have raised hundreds of millions of dollars for payments, banking services and other financial tools. Indonesia and Malaysia, in the heart of Southeast Asia, are among the countries with the largest Muslim populations in the world. These factors are proving fertile ground for establishing and growing fintechs that focus exclusively on Islamic finance, offering products and services that follow shariah law.” More here.

Mary Ann wrote about how Shopify has teamed up with Israeli B2B payments startup Melio to launch a new bill pay tool designed to allow U.S.-based merchant customers to manage their expenses and vendors via its platform. It’s another step in Shopify’s plan to straddle the intersection of fintech and commerce, noted Shruti Patel, global head of merchant services partnerships and monetization at Shopify. The rationale behind the new feature plays to the notion that if merchants can spend less time on tedious tasks such as consolidating their invoices and paying bills, they can spend more time focusing on growing their businesses. It also was in part driven by merchants asking for money movement capabilities, Patel told TechCrunch in an interview. More here.

Smart analysis from Anna Heim and Alex Wilhelm: “While the banking world watches American lender First Republic publicly convulse after its earnings report detailed a widespread evaporation of its deposit base, the startup world of neobanks is taking blows as well. Earlier this week, Revolut, a highly valued, U.K.-based neobank saw its valuation decline by some 46% in the eyes of one of its backers…Revolut’s revaluation raises a few questions: How much trimming is there left to do in the fintech world? And, are we likely to see something similar more generally in the neobanking startup sector?” More here.

Speaking of banks, Alex first took a look at First Republic’s tanking stock and deposits earlier in the week: “Shares of First Republic Bank are off 29% in early-morning trading Tuesday as investors digest its first-quarter earnings results, which came out Monday after the bell. The bank reported revenue and profit above analysts’ expectations, but for investors, other concerns outweighed the good results. Chief among those concerns is a massive decline in the bank’s deposit base. The bank closed 2022 with $176.4 billion worth of deposits against $166.9 billion in loans, but by the end of Q1 2023, it had $104.5 billion in deposits against $173.3 billion in loans.” More here.

By Friday, unfortunately for First Republic, the stock had tanked even further at the threat of government intervention. And, listen to Mary Ann, Alex and Natasha riff on just how much the Silicon Valley Bank debacle played a role in all this on the Equity podcast.

Contributor and fintech consultant Grant Easterbrook takes a look at three fintech concepts that, in his view, “initially seemed promising but largely failed to change the financial services industry.” You may agree. You may not. Either way, it’s a good read. More here.

Reports Rebecca Bellan: “Uber Freight, the logistics business spun out of Uber in 2018, is partnering with transportation fintech startup AtoB to offer carriers fuel cards and spend management software. AtoB, a four-year-old company that has been described as Stripe for transportation, offers an integrated financial platform based around its core product of a fuel card for truckers. Unlike other fuel cards offered by competitors like Brex and Fleetcor, AtoB’s fuel card is based on the Visa platform, so payments are more likely to be accepted at a wider range of fuel retailers. There are also no hidden or annual fees, according to the company.” More here.

Christine spoke with Stripe’s Vivek Sharma, head of revenue and finance automation, about the financial infrastructure company’s updates to its revenue and finance automation suite that included new billing features, tax API and revenue reporting tool. “It’ll lead us into the larger trend that’s happening in what we call the ‘revenue front office and finance back office,’” Sharma said. “These are considered to be disconnected systems, so Stripe has had a rare privilege of sitting right in the middle.” TechCrunch reported earlier this month that Stripe processed $817 billion in transactions in 2022 and is now valued at $50 billion after raising $6.5 billion in March.

More headlines 

PatientFi launches membership platform for aesthetics practices

Adyen, Olo to address financial challenges within hospitality

Female Invest: Meet the women taking on the gender finance gap

Wise launches new interest feature for US customers, bolstering multi-currency account (TechCrunch covered Wise’s name change from TransferWise amid the company going public in 2021.)

ACI and MagicCube to deliver ‘seamless’ contactless payments for commercial off-the-shelf devices (TechCrunch covered MagicCube’ $15 million raise and plan to ‘replace all chips’ in October of 2021.)

Frank founder moved millions of dollars out of JPMorgan after she was accused of defrauding the Wall Street giant—and put it in Signature Bank – The saga continues. Last we reported, Charlie Javice had been charged with fraud by the SEC.

Fundings and M&A

Seen on TechCrunch

Korean fintech Kakao Pay to acquire majority stake in US brokerage firm Siebert

Summer’s student debt repayment tools continue blooming with $6M Series A extension

And elsewhere

The Fintech Funding Crunch In 4 Charts

Financing platform Fairplay adds more than 100 million dollars to support new ventures (Christine covered the company’s January 2022 $35 million debt and equity raise here.)

Neobank creator Fintech Farm raises $22M

TheGuarantors snares $35m in growth financing

Digital insurance market Policygenius to be acquired by Eldridge’s Zinnia

Belvo acquires Skilopay to enter payments market in Brazil

Secro raises $3.6M in seed funding

Dori launches out of stealth with $2M in funding and a suite of VC automation products 

That’s it for this week! Thank you all again for reading, and for your continued support! Hope you’re having a fabulous and fun-filled weekend! xoxo, Mary Ann and Christine

Image Credits: Bryce Durbin

Spend management space sees a large raise, and layoffs, in the same week by Christine Hall originally published on TechCrunch

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International

Riley Gaines Explains How Women’s Sports Are Rigged To Promote The Trans Agenda

Riley Gaines Explains How Women’s Sports Are Rigged To Promote The Trans Agenda

Is there a light forming when it comes to the long, dark and…

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Riley Gaines Explains How Women's Sports Are Rigged To Promote The Trans Agenda

Is there a light forming when it comes to the long, dark and bewildering tunnel of social justice cultism?  Global events have been so frenetic that many people might not remember, but only a couple years ago Big Tech companies and numerous governments were openly aligned in favor of mass censorship.  Not just to prevent the public from investigating the facts surrounding the pandemic farce, but to silence anyone questioning the validity of woke concepts like trans ideology. 

From 2020-2022 was the closest the west has come in a long time to a complete erasure of freedom of speech.  Even today there are still countries and Europe and places like Canada or Australia that are charging forward with draconian speech laws.  The phrase "radical speech" is starting to circulate within pro-censorship circles in reference to any platform where people are allowed to talk critically.  What is radical speech?  Basically, it's any discussion that runs contrary to the beliefs of the political left.

Open hatred of moderate or conservative ideals is perfectly acceptable, but don't ever shine a negative light on woke activism, or you might be a terrorist.

Riley Gaines has experienced this double standard first hand.  She was even assaulted and taken hostage at an event in 2023 at San Francisco State University when leftists protester tried to trap her in a room and demanded she "pay them to let her go."  Campus police allegedly witnessed the incident but charges were never filed and surveillance footage from the college was never released.  

It's probably the last thing a champion female swimmer ever expects, but her head-on collision with the trans movement and the institutional conspiracy to push it on the public forced her to become a counter-culture voice of reason rather than just an athlete.

For years the independent media argued that no matter how much we expose the insanity of men posing as women to compete and dominate women's sports, nothing will really change until the real female athletes speak up and fight back.  Riley Gaines and those like her represent that necessary rebellion and a desperately needed return to common sense and reason.

In a recent interview on the Joe Rogan Podcast, Gaines related some interesting information on the inner workings of the NCAA and the subversive schemes surrounding trans athletes.  Not only were women participants essentially strong-armed by colleges and officials into quietly going along with the program, there was also a concerted propaganda effort.  Competition ceremonies were rigged as vehicles for promoting trans athletes over everyone else. 

The bottom line?  The competitions didn't matter.  The real women and their achievements didn't matter.  The only thing that mattered to officials were the photo ops; dudes pretending to be chicks posing with awards for the gushing corporate media.  The agenda took precedence.

Lia Thomas, formerly known as William Thomas, was more than an activist invading female sports, he was also apparently a science project fostered and protected by the athletic establishment.  It's important to understand that the political left does not care about female athletes.  They do not care about women's sports.  They don't care about the integrity of the environments they co-opt.  Their only goal is to identify viable platforms with social impact and take control of them.  Women's sports are seen as a vehicle for public indoctrination, nothing more.

The reasons why they covet women's sports are varied, but a primary motive is the desire to assert the fallacy that men and women are "the same" psychologically as well as physically.  They want the deconstruction of biological sex and identity as nothing more than "social constructs" subject to personal preference.  If they can destroy what it means to be a man or a woman, they can destroy the very foundations of relationships, families and even procreation.  

For now it seems as though the trans agenda is hitting a wall with much of the public aware of it and less afraid to criticize it.  Social media companies might be able to silence some people, but they can't silence everyone.  However, there is still a significant threat as the movement continues to target children through the public education system and women's sports are not out of the woods yet.   

The ultimate solution is for women athletes around the world to organize and widely refuse to participate in any competitions in which biological men are allowed.  The only way to save women's sports is for women to be willing to end them, at least until institutions that put doctrine ahead of logic are made irrelevant.          

Tyler Durden Wed, 03/13/2024 - 17:20

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Government

Congress’ failure so far to deliver on promise of tens of billions in new research spending threatens America’s long-term economic competitiveness

A deal that avoided a shutdown also slashed spending for the National Science Foundation, putting it billions below a congressional target intended to…

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Science is again on the chopping block on Capitol Hill. AP Photo/Sait Serkan Gurbuz

Federal spending on fundamental scientific research is pivotal to America’s long-term economic competitiveness and growth. But less than two years after agreeing the U.S. needed to invest tens of billions of dollars more in basic research than it had been, Congress is already seriously scaling back its plans.

A package of funding bills recently passed by Congress and signed by President Joe Biden on March 9, 2024, cuts the current fiscal year budget for the National Science Foundation, America’s premier basic science research agency, by over 8% relative to last year. That puts the NSF’s current allocation US$6.6 billion below targets Congress set in 2022.

And the president’s budget blueprint for the next fiscal year, released on March 11, doesn’t look much better. Even assuming his request for the NSF is fully funded, it would still, based on my calculations, leave the agency a total of $15 billion behind the plan Congress laid out to help the U.S. keep up with countries such as China that are rapidly increasing their science budgets.

I am a sociologist who studies how research universities contribute to the public good. I’m also the executive director of the Institute for Research on Innovation and Science, a national university consortium whose members share data that helps us understand, explain and work to amplify those benefits.

Our data shows how underfunding basic research, especially in high-priority areas, poses a real threat to the United States’ role as a leader in critical technology areas, forestalls innovation and makes it harder to recruit the skilled workers that high-tech companies need to succeed.

A promised investment

Less than two years ago, in August 2022, university researchers like me had reason to celebrate.

Congress had just passed the bipartisan CHIPS and Science Act. The science part of the law promised one of the biggest federal investments in the National Science Foundation in its 74-year history.

The CHIPS act authorized US$81 billion for the agency, promised to double its budget by 2027 and directed it to “address societal, national, and geostrategic challenges for the benefit of all Americans” by investing in research.

But there was one very big snag. The money still has to be appropriated by Congress every year. Lawmakers haven’t been good at doing that recently. As lawmakers struggle to keep the lights on, fundamental research is quickly becoming a casualty of political dysfunction.

Research’s critical impact

That’s bad because fundamental research matters in more ways than you might expect.

For instance, the basic discoveries that made the COVID-19 vaccine possible stretch back to the early 1960s. Such research investments contribute to the health, wealth and well-being of society, support jobs and regional economies and are vital to the U.S. economy and national security.

Lagging research investment will hurt U.S. leadership in critical technologies such as artificial intelligence, advanced communications, clean energy and biotechnology. Less support means less new research work gets done, fewer new researchers are trained and important new discoveries are made elsewhere.

But disrupting federal research funding also directly affects people’s jobs, lives and the economy.

Businesses nationwide thrive by selling the goods and services – everything from pipettes and biological specimens to notebooks and plane tickets – that are necessary for research. Those vendors include high-tech startups, manufacturers, contractors and even Main Street businesses like your local hardware store. They employ your neighbors and friends and contribute to the economic health of your hometown and the nation.

Nearly a third of the $10 billion in federal research funds that 26 of the universities in our consortium used in 2022 directly supported U.S. employers, including:

  • A Detroit welding shop that sells gases many labs use in experiments funded by the National Institutes of Health, National Science Foundation, Department of Defense and Department of Energy.

  • A Dallas-based construction company that is building an advanced vaccine and drug development facility paid for by the Department of Health and Human Services.

  • More than a dozen Utah businesses, including surveyors, engineers and construction and trucking companies, working on a Department of Energy project to develop breakthroughs in geothermal energy.

When Congress shortchanges basic research, it also damages businesses like these and people you might not usually associate with academic science and engineering. Construction and manufacturing companies earn more than $2 billion each year from federally funded research done by our consortium’s members.

A lag or cut in federal research funding would harm U.S. competitiveness in critical advanced technologies such as artificial intelligence and robotics. Hispanolistic/E+ via Getty Images

Jobs and innovation

Disrupting or decreasing research funding also slows the flow of STEM – science, technology, engineering and math – talent from universities to American businesses. Highly trained people are essential to corporate innovation and to U.S. leadership in key fields, such as AI, where companies depend on hiring to secure research expertise.

In 2022, federal research grants paid wages for about 122,500 people at universities that shared data with my institute. More than half of them were students or trainees. Our data shows that they go on to many types of jobs but are particularly important for leading tech companies such as Google, Amazon, Apple, Facebook and Intel.

That same data lets me estimate that over 300,000 people who worked at U.S. universities in 2022 were paid by federal research funds. Threats to federal research investments put academic jobs at risk. They also hurt private sector innovation because even the most successful companies need to hire people with expert research skills. Most people learn those skills by working on university research projects, and most of those projects are federally funded.

High stakes

If Congress doesn’t move to fund fundamental science research to meet CHIPS and Science Act targets – and make up for the $11.6 billion it’s already behind schedule – the long-term consequences for American competitiveness could be serious.

Over time, companies would see fewer skilled job candidates, and academic and corporate researchers would produce fewer discoveries. Fewer high-tech startups would mean slower economic growth. America would become less competitive in the age of AI. This would turn one of the fears that led lawmakers to pass the CHIPS and Science Act into a reality.

Ultimately, it’s up to lawmakers to decide whether to fulfill their promise to invest more in the research that supports jobs across the economy and in American innovation, competitiveness and economic growth. So far, that promise is looking pretty fragile.

This is an updated version of an article originally published on Jan. 16, 2024.

Jason Owen-Smith receives research support from the National Science Foundation, the National Institutes of Health, the Alfred P. Sloan Foundation and Wellcome Leap.

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International

What’s Driving Industrial Development in the Southwest U.S.

The post-COVID-19 pandemic pipeline, supply imbalances, investment and construction challenges: these are just a few of the topics address by a powerhouse…

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The post-COVID-19 pandemic pipeline, supply imbalances, investment and construction challenges: these are just a few of the topics address by a powerhouse panel of executives in industrial real estate this week at NAIOP’s I.CON West in Long Beach, California. Led by Dawn McCombs, principal and Denver lead industrial specialist for Avison Young, the panel tackled some of the biggest issues facing the sector in the Western U.S. 

Starting with the pandemic in 2020 and continuing through 2022, McCombs said, the industrial sector experienced a huge surge in demand, resulting in historic vacancies, rent growth and record deliveries. Operating fundamentals began to normalize in 2023 and construction starts declined, certainly impacting vacancy and absorption moving forward.  

“Development starts dropped by 65% year-over-year across the U.S. last year. In Q4, we were down 25% from pre-COVID norms,” began Megan Creecy-Herman, president, U.S. West Region, Prologis, noting that all of that is setting us up to see an improvement of fundamentals in the market. “U.S. vacancy ended 2023 at about 5%, which is very healthy.” 

Vacancies are expected to grow in Q1 and Q2, peaking mid-year at around 7%. Creecy-Herman expects to see an increase in absorption as customers begin to have confidence in the economy, and everyone gets some certainty on what the Fed does with interest rates. 

“It’s an interesting dynamic to see such a great increase in rents, which have almost doubled in some markets,” said Reon Roski, CEO, Majestic Realty Co. “It’s healthy to see a slowing down… before [rents] go back up.” 

Pre-pandemic, a lot of markets were used to 4-5% vacancy, said Brooke Birtcher Gustafson, fifth-generation president of Birtcher Development. “Everyone was a little tepid about where things are headed with a mediocre outlook for 2024, but much of this is normalizing in the Southwest markets.”  

McCombs asked the panel where their companies found themselves in the construction pipeline when the Fed raised rates in 2022.   

In Salt Lake City, said Angela Eldredge, chief operations officer at Price Real Estate, there is a typical 12-18-month lead time on construction materials. “As rates started to rise in 2022, lots of permits had already been pulled and construction starts were beginning, so those project deliveries were in fall 2023. [The slowdown] was good for our market because it kept rates high, vacancies lower and helped normalize the market to a healthy pace.” 

A supply imbalance can stress any market, and Gustafson joked that the current imbalance reminded her of a favorite quote from the movie Super Troopers: “Desperation is a stinky cologne.” “We’re all still a little crazed where this imbalance has put us, but for the patient investor and owner, there will be a rebalancing and opportunity for the good quality real estate to pass the sniff test,” she said.  

At Bircher, Gustafson said that mid-pandemic, there were predictions that one billion square feet of new product would be required to meet tenant demand, e-commerce growth and safety stock. That transition opened a great opportunity for investors to run at the goal. “In California, the entitlement process is lengthy, around 24-36 months to get from the start of an acquisition to the completion of a building,” she said. Fast forward to 2023-2024, a lot of what is being delivered in 2024 is the result of that chase.  

“Being an optimistic developer, there is good news. The supply imbalance helped normalize what was an unsustainable surge in rents and land values,” she said. “It allowed corporate heads of real estate to proactively evaluate growth opportunities, opened the door for contrarian investors to land bank as values drop, and provided tenants with options as there is more product. Investment goals and strategies have shifted, and that’s created opportunity for buyers.” 

“Developers only know how to run and develop as much as we can,” said Roski. “There are certain times in cycles that we are forced to slow down, which is a good thing. In the last few years, Majestic has delivered 12-14 million square feet, and this year we are developing 6-8 million square feet. It’s all part of the cycle.”  

Creecy-Herman noted that compared to the other asset classes and opportunities out there, including office and multifamily, industrial remains much more attractive for investment. “That was absolutely one of the things that underpinned the amount of investment we saw in a relatively short time period,” she said.  

Market rent growth across Los Angeles, Inland Empire and Orange County moved up more than 100% in a 24-month period. That created opportunities for landlords to flexible as they’re filling up their buildings. “Normalizing can be uncomfortable especially after that kind of historic high, but at the same time it’s setting us up for strong years ahead,” she said. 

Issues that owners and landlords are facing with not as much movement in the market is driving a change in strategy, noted Gustafson. “Comps are all over the place,” she said. “You have to dive deep into every single deal that is done to understand it and how investment strategies are changing.” 

Tenants experienced a variety of challenges in the pandemic years, from supply chain to labor shortages on the negative side, to increased demand for products on the positive, McCombs noted.  

“Prologis has about 6,700 customers around the world, from small to large, and the universal lesson [from the pandemic] is taking a more conservative posture on inventories,” Creecy-Herman said. “Customers are beefing up inventories, and that conservatism in the supply chain is a lesson learned that’s going to stick with us for a long time.” She noted that the company has plenty of clients who want to take more space but are waiting on more certainty from the broader economy.  

“E-commerce grew by 8% last year, and we think that’s going to accelerate to 10% this year. This is still less than 25% of all retail sales, so the acceleration we’re going to see in e-commerce… is going to drive the business forward for a long time,” she said. 

Roski noted that customers continually re-evaluate their warehouse locations, expanding during the pandemic and now consolidating but staying within one delivery day of vast consumer bases.  

“This is a generational change,” said Creecy-Herman. “Millions of young consumers have one-day delivery as a baseline for their shopping experience. Think of what this means for our business long term to help our customers meet these expectations.” 

McCombs asked the panelists what kind of leasing activity they are experiencing as a return to normalcy is expected in 2024. 

“During the pandemic, shifts in the ports and supply chain created a build up along the Mexican border,” said Roski, noting border towns’ importance to increased manufacturing in Mexico. A shift of populations out of California and into Arizona, Nevada, Texas and Florida have resulted in an expansion of warehouses in those markets. 

Eldridge said that Salt Lake City’s “sweet spot” is 100-200 million square feet, noting that the market is best described as a mid-box distribution hub that is close to California and Midwest markets. “Our location opens up the entire U.S. to our market, and it’s continuing to grow,” she said.   

The recent supply chain and West Coast port clogs prompted significant investment in nearshoring and port improvements. “Ports are always changing,” said Roski, listing a looming strike at East Coast ports, challenges with pirates in the Suez Canal, and water issues in the Panama Canal. “Companies used to fix on one port and that’s where they’d bring in their imports, but now see they need to be [bring product] in a couple of places.” 

“Laredo, [Texas,] is one of the largest ports in the U.S., and there’s no water. It’s trucks coming across the border. Companies have learned to be nimble and not focused on one area,” she said. 

“All of the markets in the southwest are becoming more interconnected and interdependent than they were previously,” Creecy-Herman said. “In Southern California, there are 10 markets within 500 miles with over 25 million consumers who spend, on average, 10% more than typical U.S. consumers.” Combined with the port complex, those fundamentals aren’t changing. Creecy-Herman noted that it’s less of a California exodus than it is a complementary strategy where customers are taking space in other markets as they grow. In the last 10 years, she noted there has been significant maturation of markets such as Las Vegas and Phoenix. As they’ve become more diversified, customers want to have a presence there. 

In the last decade, Gustafson said, the consumer base has shifted. Tenants continue to change strategies to adapt, such as hub-and-spoke approaches.  From an investment perspective, she said that strategies change weekly in response to market dynamics that are unprecedented.  

McCombs said that construction challenges and utility constraints have been compounded by increased demand for water and power. 

“Those are big issues from the beginning when we’re deciding on whether to buy the dirt, and another decision during construction,” Roski said. “In some markets, we order transformers more than a year before they are needed. Otherwise, the time comes [to use them] and we can’t get them. It’s a new dynamic of how leases are structured because it’s something that’s out of our control.” She noted that it’s becoming a bigger issue with electrification of cars, trucks and real estate, and the U.S. power grid is not prepared to handle it.  

Salt Lake City’s land constraints play a role in site selection, said Eldridge. “Land values of areas near water are skyrocketing.” 

The panelists agreed that a favorable outlook is ahead for 2024, and today’s rebalancing will drive a healthy industry in the future as demand and rates return to normalized levels, creating opportunities for investors, developers and tenants.  


This post is brought to you by JLL, the social media and conference blog sponsor of NAIOP’s I.CON West 2024. Learn more about JLL at www.us.jll.com or www.jll.ca.

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