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economy companies bus<strong>in</strong>ess WITH<br />

New <strong>in</strong>sight<br />

on funds for<br />

retirement<br />

Gretchen<br />

Morgenson<br />

FAIR GAME<br />

NEW YORK If recent stock market gyrations<br />

have takenabite out of their<br />

401(k) retirement plans, participants<br />

should get ready formore discomfort.<br />

<strong>The</strong>yare about to learn how much they<br />

are pay<strong>in</strong>g justtoma<strong>in</strong>ta<strong>in</strong> those accounts.<br />

New U.S. LaborDepartment rules<br />

will require fuller disclosure about the<br />

fees charged on401(k)’s. Fees,of<br />

course, can be an enormous dra<strong>in</strong> on<br />

retirement sav<strong>in</strong>gs, but theyareoften<br />

obscured, giv<strong>in</strong>g many Americans the<br />

impression thatthe accountsare somehow<br />

cost-free.<br />

A surveypublished<strong>in</strong>February by<br />

AARP, an association of middle-aged<br />

and older Americans, for example,<br />

found that71percentof those polledbelieved<br />

thatthey did not pay fees on<br />

their 401(k)’s. Six percent said they did<br />

not know whetherfees were levied.<br />

Sothe com<strong>in</strong>g disclosures, scheduled<br />

to show up on third-quarterstatements<br />

this autumn, may come asashock.<br />

Still, it is better to know than to be <strong>in</strong><br />

the dark.<br />

<strong>The</strong>re are an estimated483,000 <strong>in</strong>dividual<br />

retirement account plans, cover<strong>in</strong>g<br />

72 million participants,the Labor<br />

Department said. <strong>The</strong>se accountshold<br />

about $3 trillion<strong>in</strong>assets. Greater<br />

transparency could not be more important.<br />

<strong>The</strong> new rulesare <strong>in</strong>tended to ensure<br />

thatthe fees<strong>in</strong>401(k) plans are reasonable.<br />

<strong>The</strong> LaborDepartment said it<br />

hoped thatthe disclosures would help<br />

<strong>in</strong>vestors comparevarious<strong>in</strong>vestment<br />

offer<strong>in</strong>gs and see how costscaneat<br />

away at account balances.<br />

Two ma<strong>in</strong> feesareextractedfrom<br />

401(k) plans: <strong>in</strong>vestment management<br />

fees and adm<strong>in</strong>istrative costs.Under<br />

As worries <strong>in</strong>crease, eyes are on the Fed<br />

Economic<br />

Outlook<br />

JASON LANGE<br />

REUTERS<br />

WASHINGTON <strong>The</strong> European debt<br />

crisis has frayed nerves around the<br />

world for months. Now signs of weakness<br />

<strong>in</strong> the U.S. jobs market and <strong>in</strong><br />

Ch<strong>in</strong>ese factory output are giv<strong>in</strong>g policy<br />

makers evenmore reason to be afraid.<br />

A dark cloud will hang over the Federal<br />

Reserve Board chairman, Ben S.<br />

Bernanke, whenhetestifiesbefore lawmakers<br />

Thursday.<br />

As if the euro zone’s struggles to<br />

avoid dissolution were not enough, U.S.<br />

job creation slowed for the fourth consecutive<br />

month<strong>in</strong>May.<br />

‘‘Itwould be hard to believe the Fedis<br />

not concerned,’’ said Thomas Lam, an<br />

economist at DMG &Partners Securities<br />

<strong>in</strong> S<strong>in</strong>gapore.<br />

<strong>The</strong> United States was a relative<br />

bright spot <strong>in</strong> the global economy dur<strong>in</strong>g<br />

the past year. But last week, good<br />

economic news was hard to f<strong>in</strong>d <strong>in</strong> almost<br />

any corner of theworld.<br />

India’s first quarter economic growth<br />

sank to a n<strong>in</strong>e-year low, while agaugeof<br />

eurozone manufactur<strong>in</strong>g also slipped.<br />

Especially worrisome for the global<br />

economy, a measure of activity at<br />

Ch<strong>in</strong>a’s private factories contracted for<br />

the seventhmonth<strong>in</strong>May.<br />

That could help push Ch<strong>in</strong>a — the<br />

biggest s<strong>in</strong>gle provider ofgrowth<strong>in</strong>the<br />

global economy —toundertake astimulusprogram<br />

to combat aslowdown.<br />

Just asasour U.S. economy looms<br />

over President Barack Obama’sre-election<br />

bid,the possibility of ris<strong>in</strong>g joblessness<br />

<strong>in</strong> Ch<strong>in</strong>a frightens the Communist<br />

Party withapower transition scheduled<br />

forlater this year.<br />

In his testimony to Congress, Mr.<br />

Bernanke could provide clues on what<br />

the Fed could do tohelp growth, especially<br />

if the European crisis growsmore<br />

acute. Whether the Fed acts at its next<br />

meet<strong>in</strong>g June 19 and 20 could well depend<br />

on events<strong>in</strong>Europe.<br />

WithGreece’smembership <strong>in</strong> the currency<br />

union possibly hang<strong>in</strong>g <strong>in</strong> the balance<br />

of a June 17 election, European<br />

politicians are struggl<strong>in</strong>g to put together<br />

plans that would keep Greece from<br />

abandon<strong>in</strong>g theeuro and othercountries,<br />

<strong>in</strong>clud<strong>in</strong>g Spa<strong>in</strong>, fromfollow<strong>in</strong>g it out.<br />

TopEuropean Union officials are now<br />

openly question<strong>in</strong>g whether the currency<br />

union will even survive, a warn<strong>in</strong>g<br />

that time is runn<strong>in</strong>g out for the region<br />

to resolve itsdebt problems.<br />

‘‘It’s crunch time,’’ said Nicolas Véron,<br />

aspecialistonEuropean bank<strong>in</strong>g at<br />

the Peterson Institute for International<br />

Economics <strong>in</strong> Wash<strong>in</strong>gton.<br />

<strong>The</strong> European Central Bank is likely<br />

the new rules, companies adm<strong>in</strong>ister<strong>in</strong>g<br />

401(k)’s —oftenmutual fund concerns<br />

— must provideemployers who<br />

sponsor the plans withdetails ofall<br />

feesassociated withrunn<strong>in</strong>g the accounts.<br />

For example, feesforgeneral<br />

plan adm<strong>in</strong>istrative services, like legal<br />

work, account<strong>in</strong>g and record keep<strong>in</strong>g,<br />

will have to be disclosed.<br />

Plan sponsors are supposed to use<br />

this <strong>in</strong>formation to analyze whether the<br />

fees<strong>in</strong>their plans are too high. But<br />

they will not have to pass along all of<br />

this data to participants. Instead,the<br />

sponsors will be required to calculate<br />

expense ratiosfor the <strong>in</strong>vestments<br />

offered <strong>in</strong> a plan, show<strong>in</strong>g participants<br />

the chargesper$1,000 <strong>in</strong>vested.<br />

Accord<strong>in</strong>g to astudy released last<br />

NovemberbyDeloitte and the Investment<br />

Company Institute, the median<br />

401(k)expense ratiowas 0.78 percent.<br />

But the rangeofratiosiswide, the report<br />

noted: from 0.28 percentto1.38<br />

percent.<br />

Expense ratios on401(k) plans are<br />

supposed to be lower than thoseon<strong>in</strong>vestments<br />

offered to <strong>in</strong>dividuals. That<br />

is becausethe comb<strong>in</strong>edassets<strong>in</strong><br />

many retirement<br />

‘‘Most of the<br />

fiduciaries of<br />

these plans<br />

don’t want to<br />

do what they<br />

are supposed<br />

to do.’’<br />

plans should be large<br />

enough to qualify for<br />

lower-cost <strong>in</strong>stitutional<br />

funds. In general,the<br />

greater the<br />

assetsheld <strong>in</strong> a plan,<br />

the lower the fees.<br />

Brent L. Glad<strong>in</strong>g,<br />

founder of the Glad<strong>in</strong>g<br />

Group, aconsult<strong>in</strong>g<br />

firm that analyzes401(k)’s, said he<br />

welcomed the disclosure requirements<br />

but feared thatthe new rules would<br />

confuse plan participants. Employers<br />

mustwork much harder to educate<br />

participantsabout costs and benefits of<br />

variousfund offer<strong>in</strong>gs, he said.<br />

Unfortunately, he added,employers<br />

are not up to thetask. ‘‘<strong>The</strong> disclosure<br />

is go<strong>in</strong>g to make <strong>in</strong>dexfunds lookbetter<strong>in</strong>some<br />

cases, and that’s f<strong>in</strong>e,’’ he<br />

said. ‘‘But you will f<strong>in</strong>d many active<br />

managers withfees that are justifiable<br />

becausetheir performance outperforms<br />

the <strong>in</strong>dex. It is clearly go<strong>in</strong>g to<br />

bethe responsibility of the plan sponsor<br />

to help participants understand<br />

what it all means, andIamnot sure<br />

theyare preparedforit.’’<br />

If plan sponsors aretohelp their employees<br />

usethe disclosures to make<br />

better<strong>in</strong>vestment choices,theyhave a<br />

lot ofbon<strong>in</strong>g up to do.<br />

A study issuedbythe Government<br />

Accountability Office <strong>in</strong> April found that<br />

half of the 1,000 sponsors surveyed<br />

either did not know whether they or<br />

their participants paid <strong>in</strong>vestment management<br />

fees orbelieved, <strong>in</strong>correctly,<br />

to keep <strong>in</strong>terest rates steady at a Wednesday<br />

meet<strong>in</strong>g to keeppolitical leaders<br />

under pressure tof<strong>in</strong>dasolution to the<br />

crisis.<br />

<strong>The</strong> European Commission has suggested<br />

us<strong>in</strong>g a eurozone rescue fund to<br />

recapitalize distressed banks directly.<br />

That could be especially helpful for<br />

Spa<strong>in</strong>.<br />

‘‘Spa<strong>in</strong> is go<strong>in</strong>g down the dra<strong>in</strong>,’’ said<br />

Charles Wyplosz, aprofessor of<strong>in</strong>ternational<br />

economics at the Graduate Institute<br />

<strong>in</strong> Geneva.<br />

Madrid facesacrucial testof<strong>in</strong>vestor<br />

confidence when it auctions bonds<br />

Thursday. <strong>The</strong> sale is expected to come<br />

at aheftycosttothe government aftera<br />

steepsell-off <strong>in</strong> debt marketsdur<strong>in</strong>g the<br />

ONLINE: LATEST MARKET NEWS<br />

Indexes, stock quotes and currency<br />

rates. global.nytimes.com/bus<strong>in</strong>ess<br />

FRANK FRANKLIN II/THE ASSOCIATED PRESS<br />

An AARP event <strong>in</strong> New York focused on help<strong>in</strong>g older workers hone job-search<strong>in</strong>g skills.<br />

Many such workers, the AARP has found, are unaware of fees applied to retirement funds.<br />

that fees werewaivedbyproviders.<br />

Investment management feesare a<br />

rather large costtobeunsure about.<br />

Accord<strong>in</strong>g to the Deloitte/I.C.I. study,<br />

these feesmakeup 84percentof total<br />

401(k)expenses.<br />

Such ignorance might beunderstandable<br />

forsponsors of small plans, but<br />

overseers of large plans can also be<br />

clueless.Accord<strong>in</strong>g to the G.A.O. study,<br />

31 percentof large-plan sponsors did not<br />

know whether they or their participants<br />

paid <strong>in</strong>vestment management fees.<br />

<strong>The</strong> report also said 29 percentof<br />

plan sponsors did not know whether<br />

their plans paid for trustee, legal or<br />

audit services.<br />

If plan sponsors do not evenknow<br />

that feesare levied,theyare surely not<br />

putt<strong>in</strong>g any effort <strong>in</strong>to aggressively<br />

manag<strong>in</strong>g the costs thattheir employeesare<br />

pay<strong>in</strong>g <strong>in</strong> their 401(k)’s. <strong>The</strong><br />

G.A.O. study confirms that.<br />

While almost half the plans surveyed<br />

by the G.A.O. reported thatthey did not<br />

know whether they or their participants<br />

paid transactioncosts, 95 percentof<br />

those said they had not even<br />

asked their service providers for <strong>in</strong>formationregard<strong>in</strong>g<br />

these costs.<br />

Whensponsors do receive an account<strong>in</strong>g<br />

of variouscosts,theyrarely<br />

<strong>Global</strong> economic <strong>in</strong>dicators<br />

Top economic releases expected this week, <strong>in</strong>clud<strong>in</strong>g the median forecast<br />

of analysts surveyed by Reuters and the last reported figure.<br />

MEDIAN PRIOR<br />

PERIOD<br />

DAY COUNTRY INDICATOR<br />

FORECAST<br />

Mon. Euro zone Producer prices* for April 0.2% 0.5%<br />

Mon. U.S. Factory orders* for April 0.2% –1.9%<br />

Tue. Euro Markit services P.M.I.** for 46.5 46.5<br />

zone May<br />

Tue. Euro zone Retail sales* for April –0.1% 0.3%<br />

Tue. Germany Industrial orders* for April –1.0% 2.2%<br />

Tue. U.S. I.S.M. nonmanufactur<strong>in</strong>g <strong>in</strong>dex 53.5 53.5<br />

for May<br />

Wed. Euro Gross domestic product revised ‡ for Q1 0.0% 0.0%<br />

zone<br />

Wed. Germany Industrial output* for April –1.0% 2.8%<br />

Thu. Brita<strong>in</strong> Markit/C.I.P.S. services P.M.I. for May 52.5 53.3<br />

Thu. Brita<strong>in</strong> Bank of England <strong>in</strong>terest rate decision for June 0.5% 0.5%<br />

Thu. U.S. Initial jobless benefit claims 377,000 383,000<br />

Thu. U.S. Consumer credit for April (<strong>in</strong> billions) $12.00 $21.36<br />

Fri. Italy Industrial output* adjusted for April –0.5% 0.5%<br />

Fri. Brita<strong>in</strong> Producer output prices* for May 0.1% 0.7%<br />

Fri. U.S. International trade for April (<strong>in</strong> billions) –$49.50 –$51.83<br />

*Month on month **Purchas<strong>in</strong>g managers’ <strong>in</strong>dex ‡ Quarter on quarter<br />

Economy watch<br />

A snapshot of key figures for the world's largest economies.<br />

CURRENT<br />

COUNTRY G.D.P. <strong>in</strong> billions G.D.P. GROWTH ACC’T/G.D.P. INFLATION JOBLESS<br />

<strong>in</strong> 2011 Year over year <strong>in</strong> 2011 Year over year<br />

2.3% United States $15,094 1.9% ‡ –3.1% 8.2%<br />

Euro zone 13,115 0.0 0.3 2.4 11.0<br />

Ch<strong>in</strong>a 7,298 8.1 5.1* 3.4 4.1 §<br />

Japan 5,869 4.1 ‡ 2.0 0.4 4.6<br />

Germany 3,577 1.7 5.7 2.1 6.7<br />

France 2,776 0.2 –2.2 2.4 9.8<br />

Brazil 2,493 0.8 –2.1 0.64 6.0<br />

Brita<strong>in</strong> 2,418 –0.1 –1.2 3.0 8.2<br />

Italy 2,199 –1.3 –3.1 3.5 † 10.2<br />

Russia 1,850 4.9 5.5 0.3 5.8<br />

Canada 1,737 1.9 ‡ –2.8 2.0 7.3<br />

India 1,676 5.3 –3.3* 7.2 n.a.<br />

Mexico 1,035* 4.6 –0.3** 3.4 4.9<br />

South Korea 1,015* 2.8 2.9* 2.5 3.4<br />

*Actual figures of **Actual 2009<br />

2010 figures of † Harmonized figures ‡ Quarter on quarter annualized § Urban end March<br />

Sources: Governments, I.M.F., World Bank<br />

Reuters<br />

past weekpushed upborrow<strong>in</strong>g costs.<br />

Markets have been disturbed bydata<br />

show<strong>in</strong>g more than ¤66 billion, or$81.7<br />

billion, was withdrawn from Spanish<br />

banks and sent abroad <strong>in</strong> March, add<strong>in</strong>g<br />

to nervousness about f<strong>in</strong>anc<strong>in</strong>g of a ¤19<br />

billion bailout for Bankia.<br />

Spa<strong>in</strong> would prefer that the E.C.B.<br />

buy it some time by reactivat<strong>in</strong>g its<br />

bond-buy<strong>in</strong>g program. But the E.C.B.<br />

president, Mario Draghi, is likely to rema<strong>in</strong><br />

unfl<strong>in</strong>ch<strong>in</strong>g at anews conference<br />

Wednesday out of hope politicians can<br />

tiethe region<strong>in</strong>to a tighter union.<br />

If the politicians fail, an unravel<strong>in</strong>g of<br />

the euro zone could follow with potentially<br />

devastat<strong>in</strong>g f<strong>in</strong>ancial consequences<br />

that could easily take acool<strong>in</strong>g global<br />

economy and plunge it <strong>in</strong>to recession.<br />

‘‘What we’re see<strong>in</strong>g now would be a<br />

walk <strong>in</strong> the park,’’ said Amit Kara, an<br />

economist atUBS <strong>in</strong> London.<br />

use ittopush forlowerfees,the G.A.O.<br />

found. For example, the LaborDepartment<br />

requiressponsors to identify <strong>in</strong>dividuals<br />

receiv<strong>in</strong>g at least $5,000 <strong>in</strong> compensationforservicesrendered<br />

to a<br />

401(k) plan. But the G.A.O. noted that<br />

89percentof the sponsors surveyed<br />

said they did not usethe <strong>in</strong>formation to<br />

compare fees with those chargedby<br />

othercompanies.And 83percent said<br />

they did not usethe data to negotiate<br />

lowerfeesfromcurrent providers.<br />

‘‘<strong>The</strong> realityis, mostof the fiduciaries<br />

of these plans don’t wanttodowhat<br />

theyare supposed to do,’’ Mr. Glad<strong>in</strong>g<br />

said. ‘‘<strong>The</strong>ysay, ‘It doesn’t save money<br />

for the company, sowhy do Icare?’<br />

<strong>The</strong>re has to be agroundswell from the<br />

employees.’’<br />

Perhaps thatwill bethe ma<strong>in</strong> benefit<br />

of the new disclosures. It may just be<br />

thatwhen workers beg<strong>in</strong> to see how <strong>in</strong>vestment<br />

fees and adm<strong>in</strong>istrative costs<br />

are ravag<strong>in</strong>g their retirement sav<strong>in</strong>gs,<br />

they will start prodd<strong>in</strong>g the managers<br />

oversee<strong>in</strong>g these plans to behave like<br />

the fiduciaries theyare.<br />

<strong>The</strong> fact is, fund companies and otherproviders<br />

of401(k)sare gett<strong>in</strong>g rich<br />

off these plans.And <strong>in</strong> this zero-sum<br />

game, future retireesare def<strong>in</strong>itely the<br />

poorerforit.<br />

IN THE NEWS ✴ WORLD BUSINESS<br />

BEIJING<br />

DATA SHOW SLOWER GROWTH<br />

IN CHINESE SERVICES SECTOR<br />

Expansion<strong>in</strong>the servicessector<strong>in</strong><br />

Ch<strong>in</strong>a slowedfor the second consecutive<br />

month<strong>in</strong>May, an official survey of<br />

nonmanufactur<strong>in</strong>g purchas<strong>in</strong>g managers<br />

showedSunday.<br />

<strong>The</strong> datafrom the Ch<strong>in</strong>a Federation<br />

ofLogistics and Purchas<strong>in</strong>g came just<br />

days after two surveys of the country’s<br />

vast factory sectorshowedmomentum<br />

slow<strong>in</strong>g last month. Comb<strong>in</strong>ed,the data<br />

illustrate a worse-than-forecast deterioration<strong>in</strong>demand<br />

at home and abroad,<br />

which <strong>in</strong>creases the likelihood ofmore<br />

policy eas<strong>in</strong>g fromBeij<strong>in</strong>g.<br />

<strong>The</strong> federation’snonmanufactur<strong>in</strong>g<br />

purchas<strong>in</strong>g managers’ <strong>in</strong>dexfell to 55.2<br />

from56.1<strong>in</strong>April and 58.0 <strong>in</strong> March.A<br />

read<strong>in</strong>g below 50 <strong>in</strong>dicatesacontraction<br />

<strong>in</strong> activity,while aread<strong>in</strong>g above 50<br />

showsanexpansion.Asub<strong>in</strong>dexfor<br />

new orders edgeddown to 52.5,weighed<br />

by an eas<strong>in</strong>g <strong>in</strong> the services <strong>in</strong>dustry.<br />

<strong>The</strong> federationsoughttoplay down the<br />

decl<strong>in</strong>e, say<strong>in</strong>g the <strong>in</strong>dexreflected<br />

healthy activity. (REUTERS, BLOOMBERG)<br />

STUTTGART<br />

VW REVAMPS GROUP MANAGEMENT<br />

TO HELP IT REACH TARGETS<br />

Volkswagen elevated Ch<strong>in</strong>a’sstatus<br />

with<strong>in</strong> its sprawl<strong>in</strong>g empire and reassertedcontrol<br />

overits wayward trucks<br />

brands withanextensive overhaul ofsenior<br />

management dur<strong>in</strong>g the weekend,<br />

as it sought global market dom<strong>in</strong>ance.<br />

<strong>The</strong> company said Saturday that it had<br />

created a management board position<br />

dedicatedsolely to Ch<strong>in</strong>a — its s<strong>in</strong>gle<br />

largest market—which will be filledby<br />

JochemHeizmann,who has beenlead<strong>in</strong>g<br />

itscommercial vehiclesbus<strong>in</strong>esses.<br />

Volkswagen was the first overseas<br />

carmaker to enter Ch<strong>in</strong>a three decades<br />

ago, and withits two local partners is <strong>in</strong>vest<strong>in</strong>g<br />

¤14 billion,or$17.3 billion,to<br />

build factories. S<strong>in</strong>cetak<strong>in</strong>g charge <strong>in</strong><br />

2007, the chief executive, Mart<strong>in</strong> W<strong>in</strong>terkorn,<br />

has transformedit fromacompany<br />

sell<strong>in</strong>g 5.7 million vehiclesayear to<br />

onethat sells nearly 8.4 million. (REUTERS)<br />

DUBAI<br />

IRAN SIGNS ACCORD TO INCREASE<br />

ELECTRICITY EXPORTS TO PAKISTAN<br />

Iran has made adeal with Pakistan to<br />

<strong>in</strong>creaseelectricity exports to its eastern<br />

neighbor to 1,000 megawatts,the<br />

state-runFarsnewsagency reported.<br />

<strong>The</strong> Iranian deputy energy m<strong>in</strong>ister,<br />

Mohammad Behzad, said thatthe countries<br />

would build a transmission l<strong>in</strong>e for<br />

electricitybetween the city of Zahedan<br />

<strong>in</strong> southeastern Iran and Quetta<strong>in</strong><br />

western Pakistan, Fars reported on<br />

Saturday.<br />

<strong>The</strong> projectwill require an <strong>in</strong>vestmentof$700<br />

million and will be jo<strong>in</strong>tly<br />

f<strong>in</strong>ancedbythe two countries,theofficial<br />

Islamic Republic News Agency<br />

said. Earlier, Iran had doubledits<br />

power exports to Pakistan to 70 megawatts<br />

a day. (BLOOMBERG)<br />

TOKYO<br />

IN JAPAN, IMPASSE ON TAX INCREASE<br />

PROMPTS OVERHAUL OF CABINET<br />

PrimeM<strong>in</strong>ister Yoshihiko Noda ofJapan<br />

was to make changes<strong>in</strong>the cab<strong>in</strong>et<br />

on Monday<strong>in</strong>anefforttow<strong>in</strong> opposition<br />

back<strong>in</strong>g fordoubl<strong>in</strong>g the consumption<br />

tax, after his bid to healabreach <strong>in</strong><br />

the govern<strong>in</strong>g party failed.<br />

<strong>The</strong> prime m<strong>in</strong>istermaybow to oppositionpressuretofire<br />

TransportM<strong>in</strong>isterTakeshi<br />

Maeda and DefenseM<strong>in</strong>isterNaoki<br />

Tanaka,whowere censured<br />

by Parliament’s upperhouse <strong>in</strong> April.<br />

<strong>The</strong> prime m<strong>in</strong>ister said he had been unableonSunday,<br />

for the second time <strong>in</strong> a<br />

week,topersuadethe govern<strong>in</strong>g party<br />

powerbroker IchiroOzawa to drop his<br />

opposition to a tax <strong>in</strong>crease <strong>in</strong>tended to<br />

pay for ris<strong>in</strong>g welfare costs. (BLOOMBERG)<br />

HARUYOSHI YAMAGUCHI/BLOOMBERG<br />

Prime M<strong>in</strong>ister Yoshihiko Noda of Japan.<br />

OMAHA, NEBRASKA<br />

LUNCH WITH MR. BUFFETT PERHAPS?<br />

<strong>The</strong> 13th annual onl<strong>in</strong>e charityauction<br />

to w<strong>in</strong> lunch with the <strong>in</strong>vestor Warren<br />

E. Buffett got under way Sunday with<br />

bidd<strong>in</strong>g on eBay to cont<strong>in</strong>ue <strong>in</strong>to Friday<br />

even<strong>in</strong>g. <strong>The</strong> previousfour w<strong>in</strong>n<strong>in</strong>g<br />

bids have each exceeded $2 million.<br />

Onew<strong>in</strong>ner, Ted Weschler,was offered<br />

ajobbyMr. Buffett afterhe had paid<br />

nearly $5.3 million over two years to<br />

chew the fatwith him. (AP)<br />

Build<strong>in</strong>g pride by be<strong>in</strong>g vocal with praise<br />

<strong>Global</strong><br />

Manager<br />

JULIA WERDIGIER<br />

ULRIK GARDE DUE, 49, has been chief executive<br />

of Georg Jensen, the Danish maker of<br />

jewelry and silverware, s<strong>in</strong>ce 2007.<br />

Q. When did you first get the idea that<br />

you might become a leader?<br />

A. Igrew up sail<strong>in</strong>g a lot, and somehow<br />

I was always the capta<strong>in</strong> of the boat. I<br />

enjoyednot only the competitive aspect<br />

of the sport but really mak<strong>in</strong>g theteam<br />

work together. In sail<strong>in</strong>g and rac<strong>in</strong>g it’s<br />

all about articulat<strong>in</strong>g what you feelis<br />

right <strong>in</strong> a very shorttime, because you<br />

depend onso many outside factors that<br />

constantly change. As the capta<strong>in</strong> ona<br />

boat it feltvery natural to metogive orders<br />

and to bethe person who helped<br />

create the rightteamwork spirit.<br />

Also, whenIwas 13 years old, Istarted<br />

mak<strong>in</strong>g my first moneyhelp<strong>in</strong>g out <strong>in</strong> a<br />

grocery store. Istarted off putt<strong>in</strong>g groceries<br />

<strong>in</strong> bags, but Ireally quickly ended<br />

up manag<strong>in</strong>g the store. <strong>The</strong> local owner<br />

saw and noticedhow I embracedmerchandis<strong>in</strong>g<br />

ideas and sales techniques.<br />

Q. Can you give an example?<br />

A. At the beg<strong>in</strong>n<strong>in</strong>g I was quite nervous<br />

to be atthe cash registerbecause math<br />

was not my strong po<strong>in</strong>t. <strong>The</strong>nIfigured<br />

out thatthe dialogue you had with the<br />

customer was really important and<br />

how it could very quickly add to your<br />

basket size. Questions like, ‘‘Have you<br />

seen this new chocolate we’ve got?’’ or,<br />

‘‘Shouldn’t you ratherbuy two packets<br />

ofcereal?’’ So becom<strong>in</strong>g a boss was<br />

thenanatural transitionforme because<br />

s<strong>in</strong>ce my early days it’sbeena<br />

natural way of work<strong>in</strong>g withpeople.<br />

Forme, leadership is about work<strong>in</strong>g<br />

withpeople, not necessarily hav<strong>in</strong>g<br />

peoplework foryou. Enhanc<strong>in</strong>g and<br />

build<strong>in</strong>g team work<strong>in</strong>g spirit has always<br />

been partofmyupbr<strong>in</strong>g<strong>in</strong>g.<br />

Q. When th<strong>in</strong>k<strong>in</strong>g about former bosses,<br />

were there th<strong>in</strong>gs that made you swear<br />

to do it differently, once you became a<br />

boss?<br />

A. WhenIwas <strong>in</strong> my 20sIworkedfora<br />

famousFrench luxury company and I<br />

was responsible for sales<strong>in</strong>Southeast<br />

Asia.Myboss — agreat personality —<br />

came out to do a tour of the countries.Of<br />

course I organized thattrip, and I was<br />

very exited to show all the greatth<strong>in</strong>gs<br />

we had done. At one po<strong>in</strong>t I was asked<br />

to cometomy boss’ssuite and unpack<br />

hersuitcases. Sothere I was with this<br />

regional responsibilityforrevenue <strong>in</strong><br />

the most important partof theworld for<br />

this particular company,unpack<strong>in</strong>g<br />

suitcases withlayers ofbeautiful<br />

clothesallwrapped <strong>in</strong>dividually <strong>in</strong> silk<br />

paper and hang<strong>in</strong>g them<strong>in</strong>the closet.<br />

Icould laugh about it atthetime, but<br />

wheneverIthought about it s<strong>in</strong>ce, it’s<br />

really this very important borderl<strong>in</strong>e<br />

betweenpersonal and professional.<br />

While Ibelieve a very personal management<br />

style is key to success, it’s very<br />

important alsotohave that separation.<br />

GEORG JENSEN<br />

Ulrik Garde Due said managers must balance<br />

the personal and the professional.<br />

Q. What about the other extreme? What<br />

do you remember be<strong>in</strong>g really impressed<br />

by <strong>in</strong> a boss?<br />

A. My biggest and most important<br />

mentor<strong>in</strong>mycareer has beenRose<br />

Marie Bravo, for whomIworkedat<br />

Burberry for almost 10 years. Imet her<br />

<strong>in</strong> New York whenshewas at Saks<br />

Fifth Avenue. You walked<strong>in</strong>to Saks and<br />

askedsomebody how itwas to work for<br />

Saks, and heorshe would say, ‘‘I work<br />

for Ms. Bravo.’’ So somehow that message<br />

and that <strong>in</strong>dividual connection<br />

camethrough with everyone <strong>in</strong> that<br />

store feel<strong>in</strong>g they werework<strong>in</strong>g for Ms.<br />

Bravo and will<strong>in</strong>g to gothatextra mile.<br />

Thatwas really a fantastic, positive<br />

way formetosee how you can runa<br />

very big company but also stay closeto<br />

theemployees.<br />

Q. How do you get people to follow you<br />

and the company strategy and culture?<br />

A. It’s important as soonaspossibleto<br />

figure out people’sstrengths and<br />

weaknesses and makeeveryoneunderstand<br />

how importantteamwork is.<br />

At Georg Jensen, for example, it has<br />

been very <strong>in</strong>terest<strong>in</strong>g formetowork<br />

out of differentoffices. It’salways<br />

about be<strong>in</strong>g as personable as you can<br />

whendeal<strong>in</strong>g withpeople and just gett<strong>in</strong>g<br />

under that bureaucratic layer,especially<br />

<strong>in</strong> Asia,through that feel<strong>in</strong>g of<br />

authority.<br />

<strong>The</strong> big challenge has been that at<br />

Georg Jensen, and often<strong>in</strong>Denmark, I<br />

feel there’s this way of work<strong>in</strong>g <strong>in</strong> a<br />

very understated, sometimeshumble,<br />

way. It’sabout not be<strong>in</strong>g as loudasyou<br />

would be <strong>in</strong> America or othercountries<br />

about how to be successful, about how<br />

to drive the bus<strong>in</strong>ess, giv<strong>in</strong>g prideto<br />

theteam for whattheyhave achieved<br />

and bevocal about it.<br />

In theold Georg Jensenculture, we<br />

tendednot to talk about itwhen we did<br />

greatth<strong>in</strong>gs and didn’t praise people<br />

enough to keep themmotivated. Sothat<br />

was oneof the firstth<strong>in</strong>gs I did whenI<br />

jo<strong>in</strong>edGeorg Jensen,toreally praise<br />

people and to make surethat people<br />

also know when they didn’t dotheir<br />

work well.<br />

Q. So what was miss<strong>in</strong>g was feedback.<br />

How did you decide that that was important?<br />

A. Iknow myself thatthere’snoth<strong>in</strong>g<br />

more importantthanapatonyour back<br />

whenyou’ve donewell. Everybody deserves<br />

thattobe stimulated.WhenI<br />

th<strong>in</strong>k of the different bosses I had<br />

throughout my career, someof them<br />

werevery goodat prais<strong>in</strong>g and I saw<br />

how that helped to build my self confidence<br />

and how I wanted to do evenbetter.<br />

Q. How do you deal with big decisions<br />

and how do you make them when times<br />

are difficult?<br />

A. It’s very importantwhen we go<br />

through a difficulttime, and we all do,<br />

to communicate with theteam about<br />

whereweprioritize and whereweput<br />

ourfocus. Communicationiskey<br />

throughout manag<strong>in</strong>g the company <strong>in</strong><br />

difficulttimes.Mak<strong>in</strong>g sure you set the<br />

agenda and communicate itwell and<br />

mak<strong>in</strong>g surethat everyone buys <strong>in</strong>to it<br />

and then executes accord<strong>in</strong>gly. In difficulttimes,there<br />

is even a biggerneed<br />

to stand on the box and communicate<br />

withpeople becauseof theuncerta<strong>in</strong>ty<br />

thatexists.<br />

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