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Harte-Hanks Reports Fourth Quarter Results


Harte-Hanks Reports Fourth Quarter Results

Note: The company will host a conference call to discuss the earnings release on January 31, 2013, at 9:00 a.m. Central Time. The conference call number is (888) 778-8913 for domestic callers and (913) 312-1481 for international callers, participant access code 2018428. To access an audio webcast, please go to the link within the Harte-Hanks website in the Investors section. An audio replay will be available shortly after the call through February 8, 2013 at (888) 203-1112 for domestic callers and (719) 457-0820 for international callers, participant access code 2018428. The replay also will be available on the Harte-Hanks web site in the Investors section.

SAN ANTONIO, TX -- (Marketwire) -- 01/31/13 -- Harte-Hanks, Inc. (NYSE: HHS) today reported fourth quarter 2012 diluted earnings per share from continuing operations of $0.23 on revenues of $204.8 million. Excluding $1.3 million of facility closure costs, diluted earnings per share from continuing operations was $0.24. These results compare to diluted earnings per share from continuing operations of $0.24 on $215.1 million in revenues for the fourth quarter of 2011.

The following table presents financial highlights of the company's operations for the fourth quarter of 2012 and 2011, respectively. Full financial results are attached.


 
                                                                            
               RESULTS FROM CONTINUING OPERATIONS (unaudited)               
                                                                            
                               ---------------------------------------------
(In thousands, except per share                                             
 amounts)                              Three Months Ended December 31,      
                               ---------------------------------------------
                                      2012           2011        % Change   
                               ---------------------------------------------
Operating revenues               $     204,835  $     215,113          -4.8%
Operating income                        22,142         24,622         -10.1%
Income from continuing                                                      
 operations                     
        14,343         15,310          -6.3%
Diluted earnings per share from                                             
 continuing operations                    0.23           0.24          -4.2%
Diluted shares (weighted                                                    
 average common and common                                                  
 equivalent shares outstanding)         62,798         63,200           0.6%
                               ---------------------------------------------

For the three months ended December 31, 2012, the company generated free cash flow (defined below) of $13.3 million, a decrease from $16.2 million in the prior year's fourth quarter. Capital expenditures for the quarter were $5.5 million compared to $4.6 million in the prior year's fourth quarter.

For the year, the company's revenues decreased to $767.7 million compared to $811.6 million last year. The annual financial results reflect the second quarter non-cash income statement charge for the impairment of Shoppers goodwill. Excluding this item, 2012 operating income from continuing operations was $67.0 million compared to $78.1 million and diluted earnings per share from continuing operations for the year were $0.62 compared to $0.72 for 2011.


 
                                                                            
               RESULTS FROM CONTINUING OPERATIONS (unaudited)               
                                                                            
                              ----------------------------------------------
(In thousands, except per                                                   
 share amounts)                           Year Ended December 31,           
                              ----------------------------------------------
                                     2012            2011        % Change   
                              ----------------------------------------------
Operating revenues              $     767,709   $     811,636          -5.4%
Operating income (loss)               (89,940)         78,098        -215.2%
Income (loss) from continuing                                               
 operations                           (73,104)         45,877        -259.3%
Diluted earnings (loss) per                                                 
 share from continuing                                                      
 operations                             (1.16)           0.72        -261.1%
Diluted shares (weighted                                                    
 average common and common                                                  
 equivalent shares                                                          
 outstanding)                          62,887          63,552          -1.1%
                              ----------------------------------------------

Commenting on the fourth quarter performance, Chairman, President and Chief Executive Officer Larry Franklin said, "The alignment of our Direct Marketing business around Customer Engagement, Customer Solutions and Customer Delivery we began early in our third quarter restructuring is driving the focus of our people internally, as well as with our customers. While this is an evolving process, we are excited about the growth opportunities. Our fourth quarter Direct Marketing performance was generally in line with our expectations given the loss of the pharmaceutical account discussed in the third quarter and the continued softness in the high tech vertical, which chiefly affects Trillium and our international business. Shoppers had an excellent quarter, with revenue growth from continuing operations for the first time since the fourth quarter of 2006. Operating income also showed growth of $1.6 million, excluding the $1.3 million charge for a production facility closure."

Discussing the performance of the business segments, Executive Vice President and Chief Financial Officer Doug Shepard said, "Direct Marketing revenues decreased $10.7 million, or 6.3%, in the fourth quarter of 2012 compared to the fourth q uarter of 2011. Direct Marketing results continue to reflect the impact of JC Penney changing its marketing strategy from direct mail to broadcast, with the reduction in mail services contributing about 20% of the total decline. Our financial vertical increased 7% compared to the prior year quarter and our retail vertical increased 1%. All other verticals decreased, with our select vertical decreasing 8%, high-tech 10% and our pharmaceutical/healthcare vertical 29%, each as compared to the fourth quarter of 2011. Our pharmaceutical/healthcare vertical was impacted by volume reductions from a long- standing client and the loss of a client discussed in our third quarter results. Operating income margins were 15.5% versus 15.8% in the fourth quarter of 2012.

"Shoppers revenue from continuing operations increased 0.8% in the fourth quarter compared to the 2011 fourth quarter. Operating income was $1.1 million (which includes the previously mentioned $1.3 million facility closure charge) compared to 2011 fourth quarter operating income of $0.7 million. Revenues increased for our distribution products and decreased for our print products. Shoppers revenues increased for the restaurant, consumer spending and automotive sectors. The communications, services and real estate sectors decreased."

Concluding, Franklin said, "Our plans for 2013 reflect the continued aggressive transformation for our Direct Marketing business. The overarching goal is to drive profitable revenue growth in a number of different ways. Some of these new ways include:


 
--  a new approach to the pharmaceutical market with our new agency, TRUE
    Health + Wellness(TM), launched in October,
--  deployment of a new integrated marketing, sales, product design and
    delivery process more tightly aligned with our and our customers'
    businesses,
--  continued development of the Trillium Software(R) solutions for the
    insurance and financial markets, and
--  implementation of the new digital print capabilities.

Obviously there is much work to be done as changes of this magnitude take time. We expect to begin to see improved results in the second half of 2013 and accelerating into 2014. Therefore, our expectations are for 2013 to show slightly increased revenue and operating income with improvement coming in the second half of the year. We are very excited about the new direct marketing leadership team and the way our people are responding to the new opportunities for them and the company from these changes.

"While we are excited about Shoppers fourth quarter revenue and operating income growth, we continue to face challenges with the California economy, which along with increased postage expense, will continue to affect our financial performance. We expect Shoppers revenue and operating income in 2013 compared to 2012 to be down slightly, which is a significant improvement in trend compared to our experience during the past few years. Our people continue to look for ways to make our products and services more effective for our advertisers and to deliver those services more efficiently. I am very proud of the people in both businesses who are managing a great deal of change and doing it extremely well. Our company has a bright future."

Selected Highlights:


 
--  The Agency Inside(R) Harte-Hanks was named a "Strong Performer" in
    a new report from Forrester Research, Inc. titled "The Forrester
    Wave(TM): Customer Engagement Agencies, Q4 2012 (November 2012)."
    The Agency Inside, a multichannel relationship marketing agency of
    Harte-Hanks, was one of the thirteen agencies Forrester evaluated that
    met its selection criteria of extensive cross-channel enablement
    capabilities, enterprise interest and revenues in excess of $50
    million. The report defined CEAs as "agencies that focus on
    customer-oriented business strategies and mapping them to tactics and
    execution. They help clients maximize customer profitability and
    optimize customer experiences by applying data and analytics to every
    customer interaction." Among these selected agencies, Forrester placed
    The Agency Inside Harte-Hanks as one of the vendors on the leading
    edge of those classified as Strong Performers because, "They
    outperform their category peers in developing proactive business
    strategy and they tend to have a slight advantage when it comes to
    cross-channel enablement and execution." The Agency Inside's top
    scores were for customer (client) satisfaction, customer data
    strategies and technology integration.
--  A major global information and services company announced the renewal
    of its decade-long relationship with Harte-Hanks. Harte-Hanks provides
    database marketing and marketing automation services for this client
    using its specialized resources around the world.
--  Through its agency, the business analytics division of the same client
    also engaged our Aberdeen Group(R) to conduct its Performance and
    Finance Forums roadshow series. Aberdeen will provide research-driven
    content for 25 events in 15 cities, identifying and attracting
    relevant target audiences for the client's executive forums.
--  Trillium Software announced four new or expanded relationships:
    --  Sabre Holdings, a leading travel technology company, expanded its
        current Trillium Software System(R), which provides name and
        address standardization, to other significant business units.
    --  Bentley Motors announced that it will use the Trillium Software
        System to perform data profiling and quality activities within its
        SAP CRM system.
    --  A leading global laboratory equipment manufacturer selected the
        Trillium Software Solution for its data quality needs within the
        CRM and ERP components of its SAP implementation.
    --  A large global financial services client has expanded its use of
        the Trillium Software System to include its anti-money laundering
        initiatives, including SWIFT code analysis.
--  A major global pharmaceutical company announced the renewal of
    Harte-Hanks hosting, analytics and campaign support for one of its
    major consumer databases.
--  Harte-Hanks expanded its relationship with a leading server
    virtualization and cloud computing company to provide diverse
    marketing campaign support including data remediation and
    segmentation, contact center services for lead nurturing, campaign
    list management and sourcing, as well as related analytics.
--  Mason Zimbler(R), a Harte-Hanks digital agency, developed and
    launched the marketing program for a Premier League UK football club's
    global football camp, as part of the club's corporate responsibility
    strategy.
--  Harte-Hanks paid two dividends during the quarter -- a regular
    dividend of 8.5 cents per share, marking 71 consecutive quarterly
    dividend payments since the first quarter of 1995, and another 8.5
    cents per share dividend, an acceleration of its customary first
    quarter 2013 dividend.

About Harte-Hanks:

Harte-Hanks(R) is a worldwide direct and targeted marketing company that provides multichannel direct and digital marketing services and shopper advertising opportunities to a wide range of local, regional, national and international consumer and business-to-business marketers.

Cautionary Note Regarding Forward-Looking Statements:

This press release and our related earnings and conference call contain "forward-looking statements" within the meaning of the federal securities laws. All such statements are qualified by this cautionary note, which is provided pursuant to the safe harbor provisions of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934. Statements other than historical facts are forward-looking and may be identified by words such as "may," "will," "expects," "believes," "anticipates," "plans," "estimates," "seeks," "could," "intends," or words of similar meaning. Examples include statements regarding (1) our strategies and initiatives, (2) our financial outlook or preliminary estimates for revenues, earnings per share, operating income, expenses, capital resources, estimates for goodwill and intangibles impairment charges and other financial items, (3) expectations for our busin esses and for the industries in which we operate, including the negative performance trends in our Shoppers business and the impact of economic conditions in the United States and other economies on the marketing expenditures and activities of our clients and prospects, (4) competitive factors, (5) acquisition, disposition of assets and development plans, (6) adjustments to our cost structure and other actions designed to respond to market conditions and improve our performance, and any anticipated cost and effect, (7) our stock repurchase program and (8) other statements regarding future events, conditions or outcomes. These forward-looking statements involve risks, uncertainties, assumptions and other factors that are difficult to predict and that could cause actual results to vary materially from what is expressed in or indicated by the forward-looking statements. In that event, our business, financial condition, results of operations or liquidity could be materially adversely affected and investors in our securities could lose part or all of their investments. These risks, uncertainties, assumptions and other factors include, without limitation, (a) domestic, international and local economic and business conditions, including (i) market conditions in California that may continue to adversely impact local advertising expenditures in our Shoppers publications and (ii) the adverse impact of continuing economic uncertainty in the United States and elsewhere on the marketing expenditures and activities of our clients and prospects, (b) the demand for our services by clients and prospective clients, including (i) the willingness of existing clients to maintain or increase their spending on products and services that are or remain profitable for us, and (ii) our ability to predict changes in client preferences, (c) the financial condition and marketing budgets of our clients, including client bankruptcies or other developments that may result in increased bad debt expense, (d) economic and other business factors that impact the industry verticals that we serve, including competition and consolidation of and prospective clients, vendors and partners in these verticals, (e) our ability to manage and timely adjust our capacity and current headcount, and to otherwise effectively service our clients, (f) our ability to improve our processes and to provide new products and services in a timely and cost-effective manner though development, license or acquisition, (g) our ability to protect our data centers against security breaches and other interruptions, and to protect sensitive personal information of our clients and their customers, (h) increasing concern, regulation and legal action over consumer privacy issues, including legislation changing requirements for collection, processing and use of information, (i) the impact of other regulations, including restrictions on unsolicited marketing communications and other consumer protection laws, (j) fluctuations in fuel prices, paper prices, postal rates and postal delivery schedules, (k) the number of equity securities that we may issue to employees, (l) the number of shares, if any, that we may repurchase in connection with our repurchase program, (m) unanticipated developments regarding litigation or other contingent liabilities, and (n) other factors discussed under "Item 1A. Risk Factors" in our Annual Report on Form 10-K for the year en ded December 31, 2011. The forward-looking statements in this press release and our related earnings press release and conference call are made only as of the date hereof (or thereof) and we undertake no obligation to update publicly any forward-looking statement, even if new information becomes available or other events occur in the future.

Supplemental Non-GAAP Financial Measures:

In this press release and our related earnings conference call, the company intends to provide investors with a better understanding of operating results and underlying trends to assess the company's performance and liquidity. Harte-Hanks evaluates its operating performance based on several measures, including the non-GAAP financial measures of (1) free cash flow, defined as net income, plus depreciation and amortization, plus stock-based compensation (tax-effected), plus goodwill and other intangibles impairment (tax-effected) less capital expenditures, all of the aforementioned are from continuing operations and (2) EBITDA, defined as net income before interest, taxes, goodwill and other intangibles impairment, depreciation, and amortization. Harte-Hanks believes that free cash flow and EBITDA are useful supplemental financial measures for investors because they facilitate investors' ability to evaluate the operational strength of the company's business. Free cash flow and EBITDA, however, are not calculated in accordance with GAAP and they should not be considered substitutes for net income as an indicator of operating performance. A quantitative reconciliation of free cash flow and EBITDA to net income is found in the tables attached to this release.

This document may contain trademarks that are owned or licensed by Harte-Hanks, Inc. and its subsidiaries, including, without limitation, Harte-Hanks(R) and other names and marks. All other brand names, product names, or trademarks belong to their respective holders.

Tags in this release: Harte-Hanks, The Agency Inside, Trillium Software, Mason Zimbler, Ci Technology Database, Market Intelligence, Direct Marketing, Shoppers, PennySaverUSA.com, Contact Centers, Digital Marketing, Digital Solutions, Mobile, Social, Direct Mail, Database, Powersites, TRUE Health + Wellness


 
                                                                            
                                                                            
                                                                            
Harte-Hanks, Inc.                                                           
Consolidated Statements of Operations (Unaudited)                           
                                                                            
                                  Three months ended    Twelve months ended 
                                     December 31,          December 31,     
                                 --------------------  -------------------- 
In thousands, except per share                                              
 data                               2012       2011       2012       2011   
                                 ---------  ---------  ---------  --------- 
                                                                            
Operating revenues               $ 204,835  $ 215,113  $ 767,709  $ 811,636 
Operating expenses:                                                         
  Labor                             83,677     89,440    332,784    348,637 
  Production and distribution       76,442     79,811    282,743    300,703 
  Advertising, selling, general                                             
   and administrative               17,699     16,218     64,765     64,347 
  Impairment of goodwill                 -          -    156,936          - 
  Depreciation and amortization      4,875      5,022     20,421     19,851 
                                 ---------  ---------  ---------  --------- 
                                   182,693    190,491    857,649    733,538 
                                 ---------  ---------  ---------  --------- 
Operating income (loss)             22,142     24,622    (89,940)    78,098 
                                 ---------  ---------  ---------  --------- 
Other expenses (income):                                                    
  Interest expense                     825      1,033      3,574      3,184 
  Interest income                      (16)       (61)       (91)      (249)
  Other, net                         1,056     (2,078)     2,863     (1,505)
                                 ---------  ---------  ---------  --------- 
                                     1,865     (1,106)     6,346      1,430 
                                 ---------  ---------  ---------  --------- 
Income (loss) from continuing                                               
 operations before income taxes     20,277     25,728    (96,286)    76,668 
Income tax expense (benefit)         5,934     10,418    (23,182)    30,791 
                                 ---------  ---------  ---------  --------- 
Income (loss) from continuing                                               
 operations                         14,343     15,310    (73,104)    45,877 
                                 ---------  ---------  ---------  --------- 
                                                                            
Loss from discontinued                                                      
 operations, net of income taxes      (931)      (582)    (7,533)    (1,679)
Loss on sale, net of income                                                 
 taxes                              (2,716)         -     (2,716)         - 
                                 ---------  ---------  ---------  --------- 
Total discontinued operations       (3,647)      (582)   (10,249)    (1,679)
                                 ---------  ---------  ---------  --------- 
                                                                            
          
                       ---------  ---------  ---------  --------- 
Net Income                       $  10,696  $  14,728  $ (83,353) $  44,198 
                                 =========  =========  =========  ========= 
                                                                            
                                                                            
Basic earnings (loss) per common                                            
 share                                                                      
  Continuing operations          $    0.23  $    0.24  $   (1.16) $    0.73 
  Discontinued operations            (0.06)     (0.01)     (0.17)     (0.03)
                                 ---------  ---------  ---------  --------- 
    Basic earnings per share     $    0.17  $    0.23  $   (1.33) $    0.70 
                                 =========  =========  =========  ========= 
                                                                            
  Weighted-average common shares                                            
   outstanding                      62,669     62,817     62,887     63,173 
                                 =========  =========  =========  ========= 
                                                                            
Diluted earnings (loss) per                                                 
 common share                                                               
  Continuing operations          $    0.23  $    0.24  $   (1.16) $    0.72 
  Discontinued operations            (0.06)     (0.01)     (0.17)     (0.02)
                                 ---------  ---------  ---------  --------- 
    Diluted earnings per share   $    0.17  $    0.23  $   (1.33) $    0.70 
                                 =========  =========  =========  ========= 
                                                                            
  Weighted-average common and                                               
   common equivalent shares                                                 
   outstanding                      62,798     63,200     62,887     63,552 
                                 =========  =========  =========  ========= 
                                                                            
                                                                            
Balance Sheet Data (Unaudited)                                              
In thousands                        2012       2011                         
                                 ---------  ---------                       
                                                                            
  Cash and cash equivalents      $  49,648  $  86,778                       
  Total debt                     $ 110,250  $ 179,438                       
                                                                            
                                                                            
                                                                            
Harte-Hanks, Inc.                                                           
Business Segment Information (Unaudited)                                    
                                                                            
                  Three months ended           Twelve months ended          
                     December 31,                 December 31,              
                  ------------------  ------  --------------------  ------- 
                                         %                             %    
In thousands        2012      2011    Change     2012       2011     Change 
                  --------  --------  ------  ---------  ---------  ------- 
                                                                            
OPERATING                                                                   
 REVENUES:                                                                  
  Direct                                                                    
   Marketing      $157,848  $168,494    -6.3% $ 581,091  $ 614,270     -5.4%
  Shoppers          46,987    46,619     0.8%   186,618    197,366     -5.4%
                  --------  --------          ---------  ---------          
    Total                                                                   
     operating                                                              
     revenues     $204,835  $215,113    -4.8% $ 767,709  $ 811,636     -5.4%
                  --------  --------          ---------  ---------          
                                                                            
OPERATING INCOME                                                            
 (LOSS):                                                                    
  Direct                                                                    
   Marketing      $ 24,447  $ 26,640    -8.2% $  75,398  $  83,490     -9.7%
  Shoppers           1,082       729    48.4%  (152,610)     5,839  -2713.6%
  General                                                                   
   corporate                                                                
   expense          (3,387)   (2,747)  -23.3%   (12,728)   (11,231)   -13.3%
                  --------  --------          ---------  ---------          
    Total                                                                   
     operating                                                              
     income                                                                 
     (loss)       $ 22,142  $ 24,622   -10.1% $ (89,940) $  78,098   -215.2%
                  --------  --------          ---------  ---------          
                                                                            
DEPRECIATION AND                                                            
 AMORTIZATION:                                                              
  Direct                                                                    
   Marketing      $  4,001  $  3,900     2.6% $  15,904  $  15,424      3.1%
  Shoppers             870     1,117   -22.1%     4,498      4,409      2.0%
  General                                                                   
   corporate                                                                
   expense               4         5   -20.0%        19         18      5.6%
                  --------  --------          ---------  ---------          
    Total                                                                   
     depreciation                                                           
     and                                                                    
     amortization $  4,875  $  5,022    -2.9% $  20,421  $  19,851      2.9%
                  --------  --------          ---------  ---------          
                                                                            
                                                                            
                                                                            
Reconciliation of Net Income to Free Cash Flow                              
                                                                            
                      Three months                Twelve months             
                         ended                        ended                 
                      December 31,                 December 31,             
                  ------------------          --------------------          
In thousands         2012      2011              2012       2011            
                  --------  --------          ---------  ---------          
Income (Loss)                                                               
 from continuing                                                            
 operations       $ 14,343  $ 15,310          $ (73,104) $  45,877          
  Add: After-tax                                                            
   impairment                                                               
   (Note 1)              -         -            112,130          -          
  Add: After-tax                                                            
   stock-based                                                              
   compensation                                                             
   (Note 2)            387       695              2,066      2,993          
  Add:                                                                      
   Depreciation                                                             
   and                                                                      
   amortization      4,875     5,022             20,421     19,851          
  Less: Capital                                                             
   expenditures      5,435     4,584             13,856     20,969          
                  --------  --------          ---------  ---------          
Free cash flow                                                              
 from continuing                                                            
 operations         14,170    16,443             47,657     47,752          
                  --------  --------          ---------  ---------          
                                                                            
Income (Loss)                                                               
 from                                                                       
 discontinued                                                               
 operations         (3,647)     (582)           (10,249)    (1,679)         
  Add: After-tax                                                            
   impairment                                                               
   (Note 1)              -         -              4,551          -          
  Add:                                                                      
   Depreciation                                                             
   and                                                                      
   amortization         62       334                948      1,362          
  Add: After-tax                                                            
   loss on the                                                              
   sale              2,716         -              2,716          -          
  Less: Capital                                                             
   expenditures         19         6                 86         65          
                  --------  --------          ---------  ---------          
Free cash flow                                                              
 from                                                                       
 discontinued                                                               
 operations           (888)     (254)            (2,120)      (382)         
                  --------  --------          ---------  ---------          
                                                                            
Total free cash                                                             
 flow             $ 13,282  $ 16,189          $  45,537  $  47,370          
                  ========  ========          =========  =========          
                                                                            
Note 1: Continuing operations pre-tax impairment of goodwill was $156,936   
        for the twelve months ended December 31, 2012. Discontinued         
        operations pre-tax impairment of other intangible assets was $8,400 
        for the twelve months ended December 31, 2012.                      
Note 2: Pre-tax compensation expense was $645 and $1,177 for the three      
        months ended December 31, 2012 and 2011, respectively. Pre-tax      
        compensation expense was $3,411 and $4,988 for the twelve months    
        ended December 31, 2012 and 2011, respectively.                     

 
                                                                            
                                                                            
                                                                            
Reconciliation of Net Income (Loss) to EBITDA from Continuing Operations    
                                                                            
                                  Three months ended    Twelve months ended 
                                     December 31,          December 31,     
                                 --------------------  -------------------- 
In thousands                        2012       2011       2012       2011   
                                 ---------  ---------  ---------  --------- 
Income (Loss) from Continuing                                               
 Operations                      $  14,343  $  15,310  $ (73,104) $  45,877 
Add: Impairment of goodwill              -          -    156,936          - 
  Depreciation and amortization      4,875      5,022     20,421     19,851 
  Interest expense, net and non-                                            
   operating, net                    1,865     (1,106)     6,346      1,430 
  Income tax expense (benefit)       5,934     10,418    (23,182)    30,791 
                                 ---------  ---------  ---------  --------- 
EBITDA from Continuing                                                      
 Operations                      $  27,017  $  29,644  $  87,417  $  97,949 
                                 ---------  ---
------  ---------  --------- 
                                                                            
EBITDA From Continuing                                                      
 Operations by Segment:                                                     
  Direct Marketing               $  28,448  $  30,540  $  91,302  $  98,914 
  Shoppers                           1,952      1,846      8,824     10,248 
  Corporate                         (3,383)    (2,742)   (12,709)   (11,213)
                                 ---------  ---------  ---------  --------- 
                                 $  27,017  $  29,644  $  87,417  $  97,949 
                                 ---------  ---------  ---------  --------- 
                                                                            
                                                                            
                                                                            
Harte-Hanks, Inc.                                                           
Direct Marketing Revenue Mix (Unaudited)                                    
                                                                            
                                                                            
Vertical Markets - Percent of Direct Marketing Revenue                      
                                                                            
                                    Three months ended  Twelve months ended 
                                       December 31,         December 31,    
                                    ------------------  ------------------- 
                                      2012      2011      2012       2011   
                                    --------  --------  --------  --------- 
                                                                            
Retail                                    33%       31%       29%        28%
Financial and Insurance Services          13%       11%       14%        13%
Technology                                23%       24%       23%        24%
Healthcare and Pharmaceuticals             8%       11%        9%        10%
Other Select Markets                      23%       23%       25%        25%
                                    --------  --------  --------  --------- 
                                         100%      100%      100%       100%
                                    ========  ========  ========  ========= 

Media Contact: Doug Shepard Harte-Hanks, Inc. Corporate Office Executive Vice President and Chief Financial Officer (210) 829-9120 doug_shepard@harte-hanks.com

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