Speaker Opens Door to Black Box's Secrets

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BOSTON - With the weak economy, marketers must be even more conscious of the bottom line, a business-to-business marketing executive told catalog marketers yesterday.

"Making money is back in style," Fred Young, chairman/CEO of technical services firm Black Box Corp., Lawrence, PA, said in his keynote address at the Direct Marketing Association's 18th Annual Catalog Conference and Exhibition at the Hynes Convention Center.

Black Box is a BTB direct marketer that provides infrastructure services worldwide. It was founded in 1976, went public in 1994 and has been profitable for the past several years.

Young offered insight into Black Box's success. He said the keys to his firm's strategy were to assemble a great team, have a worldwide strategy, lead with a direct marketing approach, build strong brand awareness and, most importantly, offer the best product.


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