Special 2012 Golden Apple Honoree
Leon Henry, Inc.
Leon Henry, Hartsdale, NY, advertising space broker, practically invented the package insert business, as we know it. In his past 55-plus years selling unique advertising media, he says, “The players have changed, but the game has been the same. Our approach is to find a given marketing situation and see if there is an opportunity for another marketer to partner for mutual profit."
Since receiving his master's degree from Columbia School of Business, and an undergraduate degree from the Wharton School, of the University of Pennsylvania, Leon has pursued the entrepreneur's dream. Leon Henry Inc. now represents more than 1500 insert distribution programs, from American Stationery to Zoysia Grass plugs, along with leading retail stores which accept inserts in their packages, circulars and customer statements and banks that enclose inserts in their MasterCard/Visa statements among many other venues.
Leon himself is a 45+year member of the Direct Marketing Association. He has served on the Board of Directors of the Direct Marketing Club of New York of which he has been a member since it was called the “100 Million Club” and the Hudson Valley Direct Marketing Association Direct (past President and Founder). He is a member of New England Mail Order Association, Vermont/New Hampshire Direct Mail Club along with other industry groups.
In 1991, Leon was honored by Target Magazine as one of the industry Top 200. In 1991, 1992, 1993, 1994 and 1995, Leon Henry Inc. was nominated as one of the "top 50" privately owned firms in Westchester County by the Westchester County Chamber of Commerce. Leon received a Silver Apple from DMCNY twice − in 1992 (as an individual) and again in 2006 (as a corporate recipient, with Leon Henry, Inc.). In 2002, Leon received the first Founder’s Award from the Hudson Valley Direct Marketing Club.
In 2002, Leon spearheaded an industry effort to change “Alternative Media” to “Insert Media.” Subsequently, the first-ever DMA Insert Media Day was successfully launched in 2003. Insert Media Day has become an annual industry function.
Leon and his wife and business partner, Thelma, have three daughters who are active in Leon Henry Inc. and eight grandchildren.
Our 2012 Silver Apple Award Honorees
Vice President – Sales Training & Development
As vice president, sales training and development, Scott Fenwick works with ValueClick Media’s national sales team of more than 60 individuals with a focus on sales training, coaching and consulting. Scott’s passion is to help sales professionals improve their presentation, negotiation, motivation and project management skills – and his experience in the field is exemplary.
Scott’s career in direct marketing began in the mid-70s. He has worked directly or as a consultant with digital firms from ValueClick Media, 24/7 Real Media, Vibrant Media, Direct Access, Database America and Printronic. Scott's focus for the past 25 years has been on sales, training and education. His current position at ValueClick Media as well as being an adjunct professor at New York University (NYU) keeps him current on sales best practices for small and mid-sized businesses within the direct and digital marketing space.
Scott is also a board member and immediate past president of the Direct Marketing Association of Long Island, NY. Other affiliations have included, but not been limited to, Direct Marketing Club of New York, Direct Marketing Fundraisers Association, 212NYC, Hauppauge Industrial Association-Long Island, and Execuleaders.
Scott graduated from Ithaca College in New York. Scott, his wife, Wendy, and two daughters live in Huntington, NY.
Founder & CEO
Fosina Marketing Group
Jim Fosina was brimming with entrepreneurial spirit even at a very young age. It all started in high school, when one day, a young and ambitious Jim, became profoundly enthused by way of a Junior Achievement volunteer’s speech about the limitless opportunities of entrepreneurship. It was right then and there – at the impressionable age of 15 – that he committed to making his mark on the world of business. And what a mark he has made.
Now, nearly 30 years later, Jim is revered by his peers as a direct-to-consumer continuity marketing expert at the helm of his own successful digital marketing agency, Fosina Marketing Group (FMG). Founded in 2003, FMG specializes in helping clients expand through new and emerging marketing channels while also staying a step ahead of ever-changing consumer purchasing behaviors. Jim attributes FMG’s decade-worth of success to his highly-talented and devoted team – many of whom have worked with him for years – and a steadfast commitment to delivering results favorable to the bottom line of its diverse portfolio of clients.
In 2008, with FMG’s roots firmly planted, Jim sought to provide his clients with even more. By launching Fosina Offers, an affiliate marketing company, FMG clients were able to move one step closer to end advertisers. Jim removed the middle man with the intention of giving more consumer visibility to each of his clients. Ever since, FMG and Fosina Offers have worked seamlessly together to yield the best impression, click and conversion rates in the industry. In 2011, he also launched the D-to-C premium-roast coffee company, Amora Coffee, which is currently celebrating its first year of success.
Before Jim opened FMG, he acquired years of experience developing new business channels for major companies such as Kraft, Gevalia, Nestle, Grolier, Scholastic and many more. Starting his career with a decorated, 10-year term at Kraft Foods, Jim then moved to the direct-to-consumer (D-to-C) publishing giant, Grolier, where he was charged with the task of heading up new business development and first explored digital marketing. Following his tenure at Grolier and Scholastic, Jim expanded his horizons with a stint at List Services Corporation, where he explored the ins and outs of database management and the technical side of client acquisition.
When he’s not busy pioneering and improving client’s profits, Jim is a Connecticut-based, family man deeply passionate about supporting the organization that gave him his own sense of business gumption, Junior Achievement. This enthusiasm for giving back and helping others succeed is fueled by his selfless life philosophy, “I’d like to be remembered as the guy who always cared about making it better… whether it’s for my wife, my kids, my family, my employees, my clients, or my community. I’m a giver and I get joy from giving other people joy.”
DONALD P. HINMAN, Ph.D
Senior Vice President, Data Strategy
At Epsilon, Dr. Donald Hinman leads the data acquisition and data asset utilization functions for Epsilon’s data products. Don is often referred to as “Dr. Data” because of his experience and expertise across the industry for the creation and use of external data in database marketing applications. He previously served at Epsilon as senior vice president of products for ICOM and Abacus.
He is past chair of the Direct Marketing Association’s Committee on Ethical Business Practices. He is also a member of the Board of Trustees for the Direct Marketing Educational Foundation, where he serves as co-chair of the governance committee. He is a frequent speaker for conferences and seminars in the direct marketing, customer relationship management and database marketing fields.
Previously, he was the executive vice president and senior principal for Allant Professional Services. Don led product development to help leverage Allant’s Predictive Intelligence engine, strategic and analytic services and marketing automation capabilities that enable marketers to execute acquisition, growth and retention strategies.
He also served as the group leader for InfoBase products at Acxiom Corporation, where he led the product management for InfoBase consumer and telephone enhancement, list products, and analytic and segmentation products.
Prior to joining Acxiom in October 1994, Don was vice president and performance group manager for the Lifestyle Selector division of National Demographics & Lifestyles Inc. in Denver, CO. He was responsible for product development, management and improvement of direct marketing lists and segmentation/modeling services. Don also served as manager of marketing research services at Arbitron Ratings Company, where he produced custom market analysis for radio and television stations, cable systems and advertising agencies.
Don received his Ph.D. in Mass Communication Research from Bowling Green State University (Ohio). His dissertation was "Factors Relating to Salesperson Productivity at Small-Market Radio Stations.”
PROFESSOR HARVEY MARKOVITZ
Clinical Associate Professor of Marketing
Award-winning Professor Harvey Markovitz’s impact on students studying Direct and Interactive Marketing can be measured by the more than 100 individual Pace University and Baruch College student awards won for excellence in Interactive Integrated Direct Marketing Strategic Planning in the Direct Marketing Educational Foundation International Collegiate ECHO Awards competition since 2002. He began his career as a Direct Marketing Professional in 1968 when he was a retail buyer and catalog merchandiser for the JC Penney Company.
Harvey served as the first vice president of the Direct Marketing Club of New York after having been a board member for several years. In addition to JC Penney, Harvey also worked successfully at CBS Inc., Broadcast Marketing Corp. and HBM Associates.
Harvey is a full-time Clinical Associate Professor of Marketing at Pace University’s Lubin School of Business. He previously taught at Baruch College and Mercy College. While teaching at Baruch from 2002-2007, his graduate students won Gold, Silver, Bronze and honorable mention awards in the Collegiate ECHO competition. In the first year of competition at Pace, his undergraduate students won honorable mention and semi-finalist awards. In 2010 two teams of his Pace Undergraduate and Graduate students each won Bronze awards. Two teams of five students won Honorable Mention in 2012. He credits Jim Prendergast for getting him started in the wonderful experience of teaching, and also acknowledges Claire Scanlon of BNYMellon for getting him involved with developing and delivering small business training programs.
He created the first Direct and Interactive Marketing Lab, a student-run agency, in 2004 while teaching at Baruch where Bill Denhard counseled his efforts and The Lee Epstein Fund financially supported its start up for two years. Harvey was the director of the Lab where the academic discipline of marketing merged with professional marketing resources for students, faculty and small businesses owners. He moved to Pace in 2007 and not only replicated the Lab there calling it the Interactive & Direct Marketing (IDM) Lab (www.pace.edu/idmlab), but established it at both the Pleasantville, NY, and New York City campuses.
Many of Harvey’s former students, using skills they learned while taking his courses in direct and interactive marketing, selling and sales management and strategic market planning, participating as an intern in the Lab and competing in the DMEF Collegiate ECHO, now have lucrative careers in the direct and interactive marketing field. One student, Linda Gharub, is a 2012 DMEF recipient of the “Rising Star” Award and publicly credited her success as a direct marketing executive at Citibank to Professor Markovitz.
Altogether, Harvey has more than 44 years’ experience as a direct marketing, sales, and business development professional. Harvey earned a Master of Science Degree (with distinction) in Direct and Interactive Marketing from New York University in 1999. He credits Pierre Passavant for mentoring his success as a student. He is an active member of the DMCNY since 2000, first as a volunteer, then as an advisor and officer. He has also been an active member of the Hudson Valley Direct Marketing Association and the Direct Marketing Idea Xchange.
He and his wife Sandy live in New York. He is the proud father of Jamie (and Lee) and Craig (and Mindi); and a proud grandfather of Zachary, Ryan, Jake and Jordon.
Pegg Nadler Associates, Inc.
Pegg Nadler is a marketing professional with more than 30 years’ experience in media, publishing, nonprofit and retail industries spearheading direct marketing, database marketing and relationship marketing strategies. A recognized direct-response expert, Pegg was named “Direct Marketer of the Year” by Target Marketing magazine in October 2009.
Pegg is president of Pegg Nadler Associates, Inc. (PNA) delivering strategic planning, direct marketing and database marketing solutions to her clients. Services include developing marketing database systems, revamping direct response programs and restructuring business operations for improved marketing, sales and database performance. For the past 15 years, PNA has advised clients on business and product development, relationship marketing, and integrated marketing, all as database-driven initiatives.
Previously, Pegg oversaw database marketing operations at Hachette Filipacchi Media US, Consumer Reports, Phillips Publishing International and the Smithsonian Institution. She led marketing divisions at Hadassah, Jindo Furs, The Fur Vault and Belvedere Press. Her database marketing career began at MetroMail (now Experian) working as national accounts manager providing data, databases and modeling services to catalog and retail industry clients. Pegg launched her direct marketing career at Abrams Books developing products for book clubs, limited edition publishers, continuity programs and mail order catalogs.
Pegg is the immediate past president of the Direct Marketing Club of New York and serves on the Direct Marketing Association’s Ethics Policy Committee as well as its Annual Conference Committee. She is former chair of the DMA Nonprofit Federation’s Advisory Council. As an adjunct faculty member, she taught database marketing at the undergraduate, graduate and professional level programs for New York University and Baruch College, City University of New York. She is a keynote speaker at national and international conferences on the uses and abuses of database marketing. Her database marketing articles have appeared in industry publications including Target Marketing, Inside Direct Mail, DMAW Advents, DMCNY Postings and the DMA Nonprofit Federation Journal.
DON PEPPERS & MARTHA ROGERS, Ph.D.
Peppers & Rogers Group
Recognized for more than 20 years as one of the world’s leading authorities on customer-focused business strategies, Don is an acclaimed author and a founding partner of Peppers & Rogers Group, the world’s premier customer-centric management consulting firm. The Times of London has listed Don among its “Top 50 Business Brains,” Accenture has included him in its global list of the “Top 100 Business Intellectuals,” and the U.K.’s Chartered Institute for Marketing put him on its list of the “50 most influential thinkers in marketing and business today.”
Don has a popular voice in the worldwide media and writes frequently as an “expert blogger” for Fastcompany.com. His thought leadership, keynote presentations, and executive workshops routinely focus on the business issues that today’s global enterprises are grappling with, while trying to maintain a competitive edge in their marketplace. These include: building stronger customer relationships, better customer experiences, and trust; balancing long- and short-term financial goals by focusing on customer value; engaging employees in order to create a stronger, more competitive corporate culture; stimulating innovative thinking and benefiting from new ideas within a firm; and, dealing with social media, customer advocacy, and increasing levels of business transparency.
With co-author Martha Rogers, Ph.D., Don has produced a legacy of international best-sellers that have collectively sold more than a million copies in 18 languages. Peppers’ and Rogers’ newest book, their ninth together, is Extreme Trust: Honesty as a Competitive Advantage. It suggests that social networks and rapidly increasing transparency have combined to raise customer expectations regarding the trustworthiness of the companies and organizations they deal with. Extreme Trust follows Rules to Break & Laws to Follow, published in 2008, and named as the inaugural title to Microsoft’s “Executive Leadership Series.”
Among other best-sellers authored by Peppers & Rogers, their first – The One to One Future (1993) – was named by Inc. magazine’s editor, George Gendron, as “one of the two or three most important business books ever written,” while Business Week called it the “bible of the customer strategy revolution.” In 2011, the authors released a second, updated edition of their CRM textbook for university use in graduate level courses, Managing Customer Relationships.
Previously, Peppers served as the CEO of a top-20 direct marketing agency (Perkins/Butler Direct Marketing, a division of Chiat/Day), and his 1995 book Life’s a Pitch: Then You Buy (1995) chronicles his exploits as a celebrated new-business rainmaker in the advertising industry. Prior to Madison Avenue, he worked as an economist in the oil industry, and as the director of accounting for a regional airline. He holds a B.S. in astronautical engineering from the U.S. Air Force Academy and a Master’s in Public Affairs from Princeton University’s Woodrow Wilson School. He is a competitive runner and very happily married father of five.
Martha Rogers, Ph.D.
Recognized for more than 20 years as one of the leading authorities on customer-focused relationship management strategies, Dr. Martha Rogers is an acclaimed author, business strategist and also a founding partner of Peppers & Rogers Group.
Business 2.0 magazine named Martha Rogers one of the 19 “most important business gurus” of the past century. The World Technology Network cited her as “an innovator most likely to create visionary ‘ripple effects.’” Martha’s counsel and insight are regularly sought by Fortune 500 and Blue Chip executives. Her experience in documenting customer value, and her expertise in applying “out-of-the-box” thinking makes her equally popular among the global media, engagement planners, event organizers, as well as corporate and association leaders who are eager to learn more about customer-centric concepts and methodologies. Dr. Rogers’ thought leadership and presentations routinely focus on the business issues that today’s global enterprises are grappling with, while trying to maintain a competitive edge in their marketplace.
Martha also is an adjunct professor at the Fuqua School of Business at Duke University, and has served as the co-director of the Duke Center for Customer Relationship Management. She is widely published in academic and trade journals, including Harvard Business Review, Journal of Advertising Research, Journal of Public Policy and Marketing, and Journal of Applied Psychology. She has been named International Sales and Marketing Executives’ Educator of the Year. Martha earned her Ph.D. at the University of Tennessee as a Bickel fellow. At Peppers & Rogers Group, she has led several large subscription-based research studies focusing on particular aspects of CRM. She also serves on the Board of Directors of ClickSquared.
Corporate Award Recipient
McVicker & Higginbotham, Inc.
McVicker & Higginbotham has provided direct response services to New York City’s major nonprofits for more than 50 years. Its expertise ranges from working with leading museums and universities to plan and execute large highly personalized, targeted direct mail appeals to printing and mailing small-run full-color digital postcards in just a few days.
Its core client focus is on museums, performing arts, health care and educational institutions. By concentrating on these niches, the company has evolved into more than just a mail shop, advising its clients on the best tactics to grow their membership and acquire and retain donors.
The McVicker team is unsurpassed in nonprofit direct response. Its data managers and letter shop excel at flagging potential data problems and setting up complicated merge documents with variable data. Its printing experts work within designers’ specifications to create beautiful printed pieces that meet postal mailing requirements. Its floor production staff works quickly but efficiently to assemble each mailing and to get it out the door on time.
For many organizations, mailings may seem complicated and tedious. McVicker & Higginbotham seeks to offer ideas that make any job a snap. Fast and detailed, the McVicker team asks all the right questions to ensure nothing is taken for granted. And, it is all performed at an affordable cost that fits within budget.
The McVicker & Higginbotham client roster speaks volumes, and among them counts the American Museum of Natural History, Museum of Modern Art, Brooklyn Academy of Music, Metropolitan Opera, The New York Botanical Garden, Cornell University, and North Shore Long Island Jewish Hospital as long-term clients.