Livonia, Mich.

Heather Fletcher is senior content editor with Target Marketing.

Harland Clarke Holdings, the company that probably provided you with your checkbook and various business forms, announced on Wednesday that it would buy Valassis Communications, a publicly traded integrated marketing company, for $1.84 billion in cash. Valassis, based in Livonia, Mich., provides direct marketing products, including coupon dispensers in grocery aisles, newspaper inserts, social media promotions and online display advertising. Among its brands is RedPlum coupons. Valassis also partners with the National Center for Missing and Exploited Children to distribute pictures as part of the “Have You Seen Me?” campaign.

The U.S. Postal Service is proposing to cut its rates for one of the nation’s top direct marketing companies, a move that threatens the newspaper industry’s biggest money-maker: the Sunday advertising bundle. The post office expects to generate $15 million in profits over three years by cutting what it charges Valassis Communications Inc. for new mass mailings. Livonia, Mich.-based Valassis sent more than 3 billion pieces of so-called junk mail through the post office last year. Under the proposal, Valassis has promised to send even more bulk mail. On those additional mailings, the Postal Service will give the company …

Chances are, no broccoli lobbying group is going to come down on Dean Witkin the way they did on former President George H.W. Bush when he said he didn't like the green, leafy substance. The difference is Witkin, sales director for Livonia, Mich.-based media and marketing services company Valassis, is advocating that marketers—who may not like the healthy vegetable that is analytics—do what is good for them in this economy and add in targeted marketing backed by analytics.

During a session at the Direct Marketing Association’s annual conference in October, Dave Marold, director of direct marketing for Livonia, Mich.-based AAA Life Insurance, partnered with consultant and author Jeanette McMurtry, of Vail, Colo., to give a presentation about the concept of emotional selling propositions, aka ESP, which McMurtry describes as a message that “appeals to the one real trigger of sales—emotional fulfillment.” “Traditionally, marketers have always developed a marketing program around a unique selling proposition,” she continues. “But we live in a day and age when it’s very difficult for a company to be unique. And that isn’t what’s drawing customers for a lifetime

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