T&Th 8-9:25 a.m.
Table of Contents
I. Executive Summary 2
II. Environmental Analysis 2
A. The Marketing Environment 3
B. Target Markets 4
C. Current Marketing Objectives and Performance 5
III. SWOT Analysis 6
A. Strengths 6
B. Weaknesses 7
C. Opportunities 8
D. Threats 8
E. Matching Strengths to Opportunities/Converting Weaknesses and Threats 9
IV. Marketing Objectives 9
V. Marketing Strategies 10
A. Target Market(s) 10
B. Marketing Mix 11
VI. Marketing Implementation 13
B. Activities, Responsibility, and Timetables for Completion. 14
VII. Evaluation and Control 15
A. Performance Standards and Financial Controls 15
B. Monitoring Procedures 16
Target Corporation Marketing Plan
I. Executive Summary
Target is an upscale retail store offering trendy, high quality merchandise at discount prices. Their slogan is “Expect More-Pay Less”. Target Corporation operates Target.com, an online, electronic retail store, as well as Super Target, which offers a full line grocery store in addition to the Target retail operation. The company’s other key business include Target Financial Services, which encompass the Target Red and Target Visa card business. Target Corporation, originally called the Dayton Corporation, was formed in 1902 by George Dayton. The company recorded revenues of $59,490 million during the fiscal year ending January 2007.
Target Corporation prides itself on its corporate responsibility which includes charitable contributions and being an environmentally friendly corporation. This, in fact, is one of Target Corporations’ many strong points. Their strengths would include branding, market presence, design, and their innovative marketing techniques. While possessing many strengths, Target also suffers from some weaknesses that include the lack of a mission and vision statement, geographic locations, and numerous litigations. Target Corporation also suffers some threats including competition in the retail market as well as a sluggish US economy. In turn, Target Corporation has some opportunities they should consider taking advantage of such as global expansion, entering untapped US markets, and continuing their growth in private label products. The following market plan is based on the preceding factors and will explore how Target can continue to improve their successful retail operation.
II. Environmental Analysis
Target is a national discount retailer in the United States. Target Corporation originally started as the Dayton Corporation in 1902. The first Target store opened in Roseville, Minnesota circa 1962. Target is currently the number 5 retailer in the United States. Target is currently lead by Chairman and Chief Executive Officer, Bob Ulrich and a board of directors, as well as President Gregg Steinhafel. Target Corporation operates 1,488 Target stores in which 177 of them are Super Target stores. They also own and operate 25 regional distribution centers and 4 import warehouses. Target employs approximately 352,000 people. Target markets itself as a cool, trendy retailer where the hip people shop. The Target “bulls-eye” is recognized by 96% of the population. It is recognized more than the Nike “swoosh” and the apple1.
1. Competitive Forces. The competition in the retail arena is enormous and also cut
throat. Wal Mart is their number one competitor at this time. Other competition ranges form K-Mart/Sears, Big Lots, JC Penney, Kohls, CVS, Walgreens and many, many other retail operations. Not only do they have to worry about retailers in the US, they also must compete with Internet retailers on the World Wide Web. In addition to all of the previous, they must also be prepared to compete with any new retailers entering the retailing arena. Target is on track for continuing success by maintaining and further developing their brands, designs, and partnerships with other entities, in order to offer new and trendy products at a discount price.
2. Economic Forces. The economy is the biggest factor in the success or failure of a
retailer. Even with the US economy teetering on a recession, Target sales have been increasing. For example, sales increased 9.7 percent in October 2007 and 6.2 percent in September 2007.2 For the last three years Target has increased their advertising costs. Target has spent $1,170 million, $1,028 million, and $888 million for 2006, 2005 and 2004, respectively.3 Media broadcasts, such as commercials, and newspaper circulars were the biggest advertising expenditures in all three years. It has been said that you need to spend money to make money. In that case, advertising and product development would be money well spent.
3. Political Forces. The only foreseeable political influences or events that may effect
Target Corporation would be any association with their charitable contributions. For instance, Target works with law enforcement agencies to strengthen communities as well as making commitments to support disaster preparedness, relief and recovery efforts. Target Corporation also supports U.S. veterans, reservists and active duty personnel and their families through their charities. Target also makes this statement in their Corporate Responsibility Report: “Target contributes to political candidates, caucuses and causes in a non-partisan manner based strictly on issues that directly affect our retail and business interests. We do this through corporate contributions where legally permissible as well as through the Target Citizens PAC, which is funded through the voluntary efforts of our team members. Because our activities are non-partisan, the percentage of overall giving to various political parties changes from election to election as a reflection of the political makeup of Congress and the legislatures in states where corporate contributions are legally permissible.”4
4. Legal and Regulatory Forces. Target Corporation rarely uses the US Mail as an
advertising venue. Only their best guests receive the direct mail catalog so they would not be affected by any “junk mail” regulations. They must keep their television advertisements within the FCC guidelines. Another advertising venue they are branching into is the Internet. Target Corporation must keep abreast of any new laws or regulations that would affect them in their advertising efforts.
5. Technological Forces. Target has one of the most popular retail websites on the
Internet today. Target.com is an extension of the Target retail store with extras. For
example, new product ideas are tested on the Target website. Their newest online feature is Find it at a Target store. This feature allows the customer to plan their
shopping trip at home by permitting them to see if the item they are seeking is
available at a particular store. The website also allows them to market their services
that consumers might otherwise be unaware of. Target has also introduced a new in-
store network called Channel Red.
6. Sociocultural Forces. Today’s consumers are looking for deals. They want the best
quality and the most value their dollar will buy. Target addresses this need with their slogan, “Expect More, Pay Less”. They market themselves as a cool place to
shop for trendy, hip products at a discount price. Today’s consumer is also in a hurry, having less time to shop. Their stores are designed to offer an easy to shop environment that is inviting, clean and bright.5 DSN Retailing Today has made the following statement regarding Target: “The challenge for Target remains pretty much the same as it’s been throughout the past decade: remain competitive on price while exceeding consumer expectations on trend-right exclusive merchandise offerings. It’s a time-honored balancing act, one that Target seems to have mastered.” 6
B. Target Markets
Target Corporation has marketed itself as a trendy and hip retailer that offers high quality, excellent value, and is a fun place to shop while saving money with their discount prices. “Expect More, Pay Less” is their promise. The demographics for Target are the following7:
93% of their shoppers are women
Median age is 41
Median household income is approximately $63K
Approximately 45% have children at home
About 48% have completed college
This, essentially, is their target market. They market to the consumer that may not shop at Wal Mart or K-Mart. Target markets themselves as a department or specialty store that has discount prices. With energy, food and other day to day living expenses on the rise consumers of all income brackets are looking to save money where they can. Target can most certainly gain some of the market share from the moderately priced department stores. Target also is selling more consumables in their normal retail establishments. This may sway the customer who needs to pick up a few groceries to make one stop at Target.
Target is also offering Target Red and Target Visa cards to its customers. This delivers a convenience to the consumer that desires that type of credit card. They also offer Target Rewards and Target Pharmacy Rewards programs to entice consumers into shopping there. Target also contributes 5% or $3 million to the communities they serve. By marketing themselves as a caring and contributing member of society customers may want to support a store that supports the area in which they live.
Target offers products that offer quality, value, and an innovative design. They are constantly reinventing their brand, designs, and partnerships to offer newer products more frequently so the consumer does not get a stale and boring product selection.
C. Current Marketing Objectives and Performance
Target Corporation strives to be innovative in their communications, to create excitement and to be fresh, fun, and trend right in all they do.8 The Target weekly circular is distributed to over 50 million households each week. This brings increased traffic to both stores and the website.9 The Target marketing program consists of using traditional print media in the form of circulars and broadcast commercials. They are currently using new marketing tactics such as the Channel Red in store, direct mailings to their best guests, and are currently working on a Target Mail program. In 2006 they launched the following marketing strategies:
Target was a part of the Rolling Stone magazine’s 1,000 edition which featured a first of its kind back cover using lenticular-graphic technology.
Created red and white Target Express trains featuring the Bull’s-eye logo to transport people throughout the Alps at the 2006 Winter Olympics Games.
Introduced a first ever interactive billboard in New York’s Herald Square subway station.
Partnered with Saturn to sponsor an all red Internet scavenger hunt. The top prize was a new SKY roadster painted Target Red.
Launched a nationwide branding effort with the color red by advertising in train and subway stations in strategic markets.10
Target continues to promote innovative marketing in order to gain more of the market. Through marketing in as many different venues as possible they are getting their name out there and customers in their stores.
Innovative Marketing Techniques
Lack of Mission and Vision Statements
Entering untapped US Markets
Continued growth in private label products
Target Corporation has a very strong brand. The Target brand, the color red and the “bulls eye” logo are recognized by 97% of the United States population. For more than a decade their brand promise has been “Expect More-Pay Less.”
The target brand has become an icon for all that is hip, cool and stylish in the world of retail. Target stores carry a number of private label brands including Archer Farms, Choxie, Circo, Embark, Gilligan & O’Malley, Kool Toyz, Market Pantry, Merona, Pro Spirit, Room Essentials, Target Limited Edition, Trutech and Exhilaration.
Target has a total of 1,488 stores in the United States. This includes 1,311 Target stores and 177 Super Target Stores. They are normally located within a 10 mile radius of their competitors. Target is committed to their expansion in the United States. Their plans include adding 512 new stores by the year 2011.
Target’s focus on design is superior to its current competition. They have developed partnerships with some of today’s hottest designers including: Michael Graves, Isaac Mizrahi, Liz Lange, Sonia Kashuk, Thomas O’Brien, Rachel Ashwell, Sean Conway, Amy Coe, Victoria Hages, and Isabelle de Borchgrave. Their design is based on current trends and styles. Their designers work on products ranging from fashion to home furnishings. Target also has unique designs in other areas such as their “Clear Rx” prescription bottles. This successful design allows for a larger label with bigger print to help avoid confusion and dosage mix ups.
Innovative Marketing Techniques
Target’s advertising campaigns and unique marketing tactics have positioned the company as a “cool” discount store. It has attracted consumers that may never shop at a discount retailer through its hip, trendsetting television and print ads. In addition to their chic television ads, Target offers a weekly circular ad, catalogs, as well as seasonal brochures. Target’s marketing program continues to improve by implementing new venues such as the introduction of their in-store network called “Channel Red” and the refinement of their Target Mail program to increase its productivity.
Target Corporation is currently located only in the United States. There are 3 states (Alaska, Hawaii, and Vermont) that are currently void of Target stores.
They may benefit by expanding in these states as well as globally. By opening stores in China and India they could bring in a multitude of consumers and compete with their competitors on a global level. At this point Target has no plans to evolve globally. They are concentrating on expanding their domestic growth and “preserving their brand and financial performance”.
Lack of a mission and vision statement
Although successful, Target may benefit from a written mission and vision statement. They would have clear, written, defined goals and visions in which to lead the company. This may also give the company a better view on where they came from and where they are going in the future.
Unfortunately for Target, they have been the victim of numerous lawsuits in recent years. Target was forced to pay $95,000 and implement training after being accused of failing to accommodate a disabled worker in 2003. In August of 2006, Target was accused of racially biased hiring practices by the Equal Employment Opportunity Commission. The company settled the suit in January 2007 for $775,000. The most recent major lawsuit filed against Target Corporation was by the National Federation of the Blind. The basis of the lawsuit is the Target website is impossible for blind people to use. These are just a few of many lawsuits filed including various labor, personal injury, trademark and copyright, and other employment issues. Whenever a company is involved in unsuccessful litigation it tarnishes that company’s reputation.
Expanding into the global market could be very beneficial to Target Corporation. Considering the populations of China and India, billions of consumers are to be had. Expanding globally would also take a bite out of Wal Mart, their number one competitor. By entering foreign markets, Target may be less susceptible to a US slowdown in the economy.
Entering Untapped US Markets
While Target is doing a considerable domestic expansion they may benefit from tapping un-entered US markets. There are currently 3 states that have no Target presence. They could take steps to place retail stores in Alaska, Hawaii, and Vermont.
Growth in Private Label Products
One in Five products purchased in retail establishments are private label products. They account for approximately 20% of the items sold in these venues. They account for over $50 billion of current retail business. 41% of US shoppers purchase private label products compared to 36% five years ago. If this is not reason enough to nurture your private label, I’m not sure what is. Target has an excellent reputation with their brands at this point and would be wise to continue improving and expanding them.
The retail business is a cut throat arena. Target competes with various local, national, and global retail establishments as well as a multitude of internet businesses which sell similar product lines. There is voracious competition, with the number one competitor being Wal Mart. Target operates 1.488 stores compared to Wal Mart’s 6,000 retail stores. Wal Mart is also a global company with a strong presence overseas. Other than Wal Mart, consolidation is a big threat in the retail industry. Many companies are merging and becoming large entities. For instance, the recent merger of K-Mart and Sears has allowed them to offer each others product lines in both stores reaching a larger consumer base. There are also foreign retailers that are posed to enter the US retail market. All of this combined could take a major chunk out of Target’s market share.
With the US economy wavering on the verge of a recession, Target’s revenue growth will likely be affected. The housing market crisis combined with an increase in food and utility prices leaves consumers with less disposable income. Since Target only operates in the United States they don’t have the ability to fall back on their foreign markets. A slowdown in the US economy will not bode well for Target or any other retailer.
E. Matching Strengths to Opportunities/Converting Weaknesses and Threats
1. Target has an excellent reputation with their brands at this point and would be wise to continue improving and expanding them. It is one of their major strengths and one of the greatest opportunities.
2. Target should continue to keep their designs fresh and new. The apparel line cannot be beat by their largest competitor. People who want trendy, quality, fashionable clothes will gladly pay discount prices.
3. Target may benefit from a written mission and vision statement. They would have clear, written, defined goals and visions in which to lead the company.
4. Expand globally in order to compete with the competition in new economies with a large potential consumer market. China and India are prime places for expansion and they could compete directly with Wal Mart.
5. Expand into the three remaining states where there are currently no Target stores.
6. Continue to improve upon successful marketing promotions. Make the name and brand stick in people’s minds.
IV. Marketing Objectives
Target Corporation operates as a successful discount retailer, an online e-commerce store, and also a financial services entity. While these operations have been successful to date, Target should write a formal mission and vision statement for the company. Not only will it give them a written goal and vision for the company’s continued success, it will also allow them to see how far they have met their goals and achieved their desired vision for the company.
Target should also continue expanding their private label brands. One in Five products purchased in retail establishments are private label products. Target thus far has an excellent reputation with their brands at this point and would be wise to continue improving and expanding them. For instance, as they are carrying more consumables in their stores they should expand their food items under their private label brands even further. This could eliminate a portion of the outside vendors currently providing food items to the stores. They could market their own brands as comparisons with the national names and give out coupons in order for people to have an incentive to try their products. Another example would be to market their private label brand of electronics. Target could develop their brands of MP3 players, televisions, DVD players, etc. There is no end in sight for t he products they could develop and market.
Target should consider selling off their financial services division. They are currently holding $7 billion in credit card receivables. With the current credit crunch occurring in the US it may be prudent to avoid suffering defaults on these credit cards. In fact, mounting pressure from investors has lead Target to obtain Goldman Sachs to advise the company in this review.11 The review is expected to be completed by the end of December 2007.
Target should seriously consider entering the global market. Considering the populations of China and India, billions of consumers are to be had. Expanding globally would also take a bite out of Wal Mart, their number one competitor. Target would also be less reliant on the US economy. They would have other countries economies to support them if the US economy enters a recession. At this point, they are entirely dependant on the US economy and with the dwindling disposable income of consumers this may not bode well for Target.
V. Marketing Strategies
A. Target Market(s)
Target Market 1: Being that 93% of Target’s regular shoppers are women, it would make sense to market their stores to the male population. Men also have to shop and I am sure that they like to save money too.
Example: Target currently has a small automotive, hardware, and sporting good departments. They should air commercials, directed at men, showing these departments.
Target Market 2: The median age of the Target shopper is 41 years of age. Since Target is a trendy, hip place to shop they need to market themselves to the younger generations. While they have done this to some extent with their commercials, I feel more could be done in other area.
Example: Run commercials or print ads showing the current “hot” celebrities popular with the 13-21 age group. Run promotions on products and events with these celebrities to engage the younger generations.
Target Market 3: Target a lower income bracket. The average income for Target shoppers is $63K. Considering income levels are dropping and other economic woes, Target would be wise to market their “Expect More-Pay Less” philosophy even further.
Example: Instead of trying to run head to head with Wal Mart, I would suggest emphasizing the value you receive. Wal Mart cannot compete with Target in respect to their designs. Apparel and home décor are areas that Target excels in. Market the quality you get for your money and that may appeal to the frugal shoppers that feel Target is an expensive place to shop. By stressing the pay less of their “Expect More-Pay Less” mantra they could win new shoppers looking for fresh merchandise.
Target Market 4: Target should target the new parents. Target currently has a baby registry for expecting parents. They should consider running promotions for the new parents once the baby is born.
Example: If you register for your baby shower at Target, the parents could receive a thank you gift in the form of a coupon to obtain a free welcome package for the baby. This could include Target brand merchandise suitable for baby i.e. baby wipes, diapers, a blanket, etc. It could also contain coupons for money off Target brand baby clothes, toys, baby furniture and more. This may encourage more people to register at Target and bring in more business.
B. Marketing Mix
1. Products. Target, Target.com, and Super Target offer a wide array of products in the following departments:
Women’s, Men’s and Children’s Fashion and accessories
Outdoor sports and fitness equipment
Bath and bedding supplies
Patio and lawn care products
Health and Beauty Aids
School and office supplies
Jewelry and accessories
Holiday and seasonal items
Consumables (food items).
Target also offers the following key services:
Food Avenue Restaurants
Club Wedd Registry
Target Baby Registry
Target Lists-online and in store
Super Target Recipes
Target and Target Visa credit cards
The Target product mix includes many of their own private label brands including Archer Farms, Choxie, Circo, Embark, Gilligan & O’Malley, Kool Toyz, Market Pantry, Merona, ProSpirit, Room Essentials, Target Limited Edition, Trutech, and Xhilaration. They also sell merchandise under licensed brands including C9 by Champion, ChefMate, Cherokee, Eddie Bauer, Fieldcrest, Kitchen Essentials by Calphalon, Mossimo, Nick and Nora, Genuine Kids by Osh Kosh, Smith and Hawken, Simply Shabby Chic, Waverly and Woolrich, just to name some. Target merchandise is provided through their own distribution network or through third parties, such as some select food items. Target.com orders are filled by their own distribution network, third parties, or shipped from the vendor.
The services provided by Target include amenities offered in store and online. Not all services are offered in all stores or online. Target is continually improving on their services by expansion, partnerships and innovative ideas. In 2005 Target partnered with Yahoo to form Target Yahoo Photo. They have since dropped Yahoo and are partnered with Kodak and Shutterfly. This digital photo service is offered both in store and online and allows the user to manage digital and camera phone images. They also have the option of ordering printed copies of their photos or having the photo applied to calendars, key chains, aprons and other various items. In 2006 Target entered the $4 generic drug market. This allows pharmacy patrons the ability to purchase certain generic drugs for $4. They have also introduced a Clear Rx program into their pharmacy departments. This is a newly designed prescription bottle that allows for an easier to read label to help prevent Medicinal mix ups. Some stores have partnered with Starbucks and now have Starbuck coffee cafes in store. Target also maintains a variety of gift registries for guests and their potential gift purchasers. You can access registries online and in store. Optical centers, portrait studios, and health clinics are located in select stores at the present time. Target lists is a service where guests can make lists varying from grocery lists to wish lists and are available in store and online. Target gift cards are a popular gift idea. In 2006 Target issued and redeemed over $1.5 billion in gift card transactions.
2. Price. Target offers discount prices for quality products and services. It should go without saying that Target needs to know their competitors prices so they can price their products and services accordingly. Target runs weekly sales and also offers clearance items.
3. Distribution. Target currently has 26 regional distribution centers and 5 import warehouses. Target also has 1 Target.com Distribution Center. Items are transported by truck from the warehouses to stores. Target.com items are shipped directly to customers from the Target.com Distribution Center or directly from the vendor via UPS, Fed EX or the USPS. Target offers 1-day, 2-day, and standard shipping options. Products and services are sold directly to the ultimate consumer through Target stores or the Target.com website.
4. Promotion. Last year Target spent $1,170 million in advertising. This consisted of mainly newspaper circular and television commercials. Each week Target circulars are delivered to 50 million households. Their weekly ad is also posted on the Internet for viewing. Target is also sending direct mailings to their best guests. They are also incorporating an in-store network called Channel Red. With newspaper usage declining, Target would be wise to invest some of their promotional dollars in Internet advertising such as banner ads. Target should also expand their mailings to reach more potential customers.
VI. Marketing Implementation
A. Marketing Organization
The first task Target will complete will be to write a formal mission and vision statement for the company. This will be completed by the executive board as well as any other directors, chair people, and managers in the upper echelon.
In order for Target Corporation to gain a greater piece of the market share, changes in promotion and the target market must be made. Target needs to branch out and obtain more customers in order to gain their spending dollars. Target will market themselves more to men, lower income customers, younger generations and soon to be parents.
Target will also start advertising on the Internet regularly. Banner ads can be purchased on various websites. They will advertise sales, current and future promotions, and Target brand product lines.
Target will implement a direct mailing program complete with coupons and other incentives to shop at Target stores and Target.com. They will reach out to include consumers other than their “best guests”.
These changes will allow Target to have a formal vision and mission statement in order to track their goals, see what they have accomplished, and what they have yet to achieve. The changes will also allow Target the opportunity to gain a bigger market share and a more diverse market share.
B. Activities, Responsibility, and Timetables for Completion.
All implementation activities will begin at the start of the next fiscal year, January 26, 2008. The marketing, advertising, and promotion department will solely handle all tasks with the exception of the mission and vision statements.
January 28, 2008: The executive board as well as all directors, chair people and others in the higher management echelon - establish an appointment, date and time, in which to meet to discuss items to include in mission and vision statements.
January 30, 2008: All marketing departments will meet to discuss potential goals and potential marketing plans to achieve the new marketing strategies.
February 28, 2008: Mission and vision statements will be outlined and any other ideas and additions should be implemented into the plan.
March 3, 2008: The marketing departments should a have a strong idea of what will be implemented in order to achieve the marketing goals.
April 2, 2008: Mission and vision statements will be in their rough draft state and be ready for review and approval.
April 7, 2008: Marketing plans will be finalized and the first round of target marketing will be in action. This will be executed with a stream of Internet advertising by way of banner ads.
May 5, 2008: Mission and vision statements should be in place. Both should be published and distributed company wide from the upper management to the cashiers and stock personnel.
June 9, 2008: Round two of the marketing plan should be activated. This will be targeting the subgroups listed earlier.
July 7, 2008: Marketing will be working on a plan to gauge the success of new marketing strategies. A customer satisfaction survey with a reward would be appropriate.
August 20, 2008: Implement the customer satisfaction survey.
October 31, 2008: Analyze the results of the customer satisfaction survey and work on any revisions needed to the plan.
December 1, 2008: Analyze all marketing efforts made to reach new target markets. Compile a report to present to all related departments in order to disclose the success of the marketing plan.
VII. Evaluation and Control
A. Performance Standards and Financial Controls
This area will be comparing the financial expenses with the marketing plan goals. The following performance guidelines and financial controls are suggested:
The mission and vision statement should be compiled from various ideas and opinions from the upper management and board of directors. These ideas should be evaluated at no fewer than three meetings before an outline is put in place. The final outcome must be approved by a majority rule.
The budget allocated for implementing the marketing plan will be 40% of the total promotional budget. This will include all costs for plan implementation, plan revisions, and the evaluation of the marketing plan results.
The following percentages of the budget will be spent on the specified marketing activities: 50% for plan implementation, 20% for revisions in the marketing plan, and 30% for the follow-up analysis.
The marketing director is responsible for reporting all expenditures related to the marketing plan implementation. They will also be responsible for meeting the timeline requirements for each task.
Team members working with the marketing director will be responsible for keeping the director informed in a timely manner. They will also be responsible for reporting their expenditures, personal and in any other way, related to the marketing plan implementation.
B. Monitoring Procedures
In order to confirm that the marketing plan is achieving the desired goals of the company, monitoring procedures must be put into place and reviewed on a regular basis. The following procedures will be used starting at the beginning of the marketing plan and continue until the completion of the marketing plan.
The marketing director will oversee all aspects of the marketing plan implementation. Groups working under the marketing director must seek the director’s approval of all final plans. If there are any concerns, new ideas, or improvements, they must be brought before the marketing director and the group as a whole will determine the feasibility of any perceived changes.
The marketing director is responsible for keeping costs under control and reporting any changes in the budget accordingly.
The marketing director, along with the group working directly on this project, will present their progress or lack thereof to the board at scheduled meetings.
The final analysis of the marketing plans success must be ready to present to the board at the first meeting of the new fiscal year.