By the end of this year, the Sales Promotion Consultants
Association is expected to have changed its name. Members are voting on
whether to become the Communications Marketing Consultants Association
or the Association of Marketing Communications Agencies.
Advertising agencies, direct marketers and PR practitioners may feel a
bit aggrieved about that - after all, they are in the marketing
communications business too.
That aside, the planned change marks a real watershed. For years, those
in the industry have been saying that the term ’sales promotion’ no
longer adequately explains what they do. Now they’re removing both the
’s’ and the ’p’ words from their trade association’s official name.
Pushed into a corner, the fast-rising Omnicom subsidiary Claydon Heeley
calls itself a ’full service, below-the-line agency’, but founding
director Jon Claydon says: ’I would rather stay off that - the trick is
providing what the client wants rather than badging yourself up.’
And KLP chairman Iain Ferguson, outgoing chairman of the SPCA, sums up
the debate by saying: ’Sales promotion as a term is not invalid, it’s
inadequate. It doesn’t go far enough in describing what agencies now
No one is turning their back on the fact that agencies like ours drive
For sales promoters or marketing communications consultants, the sector
continues to thrive. Gross profit is now the measure used by Marketing
for the annual sales promotion and direct marketing league tables,
because it’s considered to be a better indication of performance than
The agencies in this year’s table report a combined gross profit of
pounds 225m, up almost 20% on last year’s pounds 188m.
There isn’t a complete record of staff levels a year ago, but employment
is also up, probably by about 10%, at around 3900.
It’s a buoyancy tinged with apprehension, however. Citing the forecasts
of recession around the corner, industry veteran Geoff Howe says: ’This
year has been very good, but I’m beginning to get a bit gloomy, because
everyone else is.’
Even so, there’s a widespread view that measurable, below-the-line
activities will be less vulnerable than advertising. ’We’ve been through
two and a half recessions,’ points out Brian Rees, managing director of
Manchester-based PDP, the largest independent outside London. ’I’m not
being presumptuous, but it’s media expenditure that gets cut first,
while below-the-line becomes more targeted. Below-the-line includes
trade marketing. Clients ignore their trade channels at their
Smaller table, bigger firms
Despite the appearance of a number of new faces, this year’s table is a
couple of entries shorter than last year’s. There are a number of
reasons for this, including the collapse of middle-ranking IMC in July.
’The news came as a huge shock,’ says former group account director Mark
With colleague Steve Richards, he rounded up a number of key staff and
clients, such as Channel 4 and Argos, and launched new agency
A more common reason for missing the table has been a rush of mergers
between medium-sized and smaller agencies.
For instance, there has been no entry from Team, widely reported in the
industry to be about to merge with LGM.
Meanwhile, CGW Soho has gone south of the Thames to merge with CIB
Advertising in Battersea. Similarly, The Navigation Consultancy is going
through a reorganisation. Both have chosen not to enter until they see
how things shake down.
The argument here is about achieving critical mass. That’s not to say
that there is no future for smaller shops. As John Quarrey, chief
executive of IMP, acknowledges, there will always be a role - ’and a
very lucrative one’ - for smaller agencies, particularly where they have
a reputation for creative excellence, or specialist knowledge of a
Size and international clout
In addition, some clients will be frightened off by the higher charges
of the bigger, international agencies, or may want a less sophisticated
service. Quarrey himself claims to have lost three pitches this year to
clients who decided that, on balance, they would rather be a bigger fish
with a smaller agency.
On the other hand, there is undoubtedly a trend toward clients
rationalising their agency rosters. This is inevitable as agencies move
up the decision-making tree, reporting to the client’s board or
marketing director rather than a brand manager. Some of the most
spectacular rationalisations reported in the trade press, according to
Interfocus, are Bayer cutting its roster from 48 to three, IBM from 40
to one, and Reckitt & Colman from 35 to one.
And at least one agency in this year’s survey reports anonymously that
it has been axed by the European headquarters of two of its
multinational clients, after several years of very happy working
relationships with those clients’ UK offshoots.
So size and international clout are becoming more important. IMP and
Promotional Campaigns are two companies which pioneered the idea of
international SP networks. Both now acknowledge that initially there
wasn’t much genuine cross-border work around, but the volume is now
growing. The Marketing Store has added Worldwide to its title,
signifying its new global ambitions, while Claydon Heeley and Interfocus
are just two of a number of agency groups looking for overseas
These are the kind of pressures that are prompting smaller agencies to
group together to achieve what they regard as critical mass. And, of
course, that is to say nothing of the run of major international
takeovers and mergers. These have been as evident in sales promotion as
they have in most of the other sectors covered by Marketing league
tables - direct marketing, telemarketing, PR, market research and field
The most prominent of these was the acquisition of high-flying Claydon
Heeley by Omnicom. It’s believed that as many as five agency groups were
trying to buy the company. Says director Mark Heeley: ’We’ve seen other
agencies being taken over, and then going quiet. That’s not our aim at
all. We went for what we thought was the rocket fuel offer, the complete
Featured yet again among the fastest growing agencies, Claydon Heeley
has clearly lost none of its ambition. ’We are the only 90s start-up to
make it to the big league, and we aim to be number one by the
millennium, with the possible exception of Carlson, which throws
everything into the pot.’ (Carlson has a substantial involvement in
airline and hotel loyalty programmes.)
Marriages of experience
The deal also gets a ringing endorsement from Mike Birkin, who, as
worldwide president of Omnicom’s DAS group, is widely regarded as Mr
’When we were looking for a significant investment, we concluded that
Claydon Heeley was the most creative promotional marketing agency we
could find - but also with a very keen business sense, which is a rare
mix,’ he says. ’In the months that have followed, they have absolutely
delivered that, and more.’
A more surprising marriage, perhaps, was that of The Marketing Store and
the US-based promotions agency MB Sales, a division of the Havi
Surprising, that is, in the sense that the successful suitor didn’t
follow the normal pattern of being an international ad agency group.
However, The Marketing Store, despite having the now obligatory direct
marketing arm, has always been very insistent that it is a sales
promotion agency, at a time when competitors have been suffering an
identity crisis. Therefore MB Sales may be a natural spiritual
’We already had a working relationship with MB Sales because we had
formed MB Europe two years ago to service McDonald’s European
requirements,’ says deputy managing director for Europe, Tony Barton.
’So they were known to us, and we had a similar vision about the future
of promotional marketing, a vision that was promotionally led rather
than advertising led.’
The outcome of the deal is a group with offices as far flung as Buenos
Aires, Taipei, Sydney and Toronto. The Marketing Store Worldwide is the
chosen nameplate to hang on all these doors. And founding chairman
Graham Kemp has left his Hertford office to work permanently in the
group’s headquarters in Chicago, as chief operating officer.
As an interesting aside, the deal reflects a trend for US multinationals
- in this case, Mcdonald’s - asking its US suppliers to go
international, too. Omnicom has a US-based sales promotion offshoot,
Alcone, which has set up in the UK to service Burger King. Following
Omnicom’s decision to fold Anvil into Claydon Heeley, Alcone has moved
into the old Anvil offices, and in the process has picked up the
Gallaher account. There’s no league table submission from Alcone yet,
but there’s always next year.
MB Sales and Alcone are similar. With huge accounts like Mcdonald’s and
Burger King, they are heavily involved in both the design and
manufacture of premiums. ’One of the benefits of this merger is that we
can tap into that skill set, and they can tap into our wider consultancy
expertise,’ declares Barton.
In last year’s league table, ZGC was fingered as a likely takeover
Marketing had no inside knowledge - honest - but very shortly after
publication the agency was bought by the publicly-quoted Canadian
company Mosaic. This is another ambitious operation which now also owns
two leading field marketing companies in the UK - FMCG, and EMS, which
specialises in the IT sector.
As this article was being researched, ZGC announced its own first
acquisition, the Creative IQ Group, and the formation of a new-media
division, McGill Multi Media, drawing on the skills of its Toronto-based
sister agency of the same name.
’We have said that we were going to spread into Europe, focusing
initially on central Europe,’ says ZGC’s managing director Mark Zimmer.
’The reason for Creative IQ, which has Unilever for a client, is that it
has an excellent business in Turkey. The next step will be Hungary, and
we are also actively investigating Austria and Poland. It is likely that
we will also use other Mosaic offices in Europe as a starting platform,
such as FMCG’s offices in Holland and Ireland.
’What is happening in central Europe is that promotional marketing is
being handled at best adequately by advertising agencies. As consumers
become more sophisticated, so the promotional marketing must
But we are not setting up national agencies. This is a proper network,
being built because we recognise that international clients are
investing heavily in the region,’ adds Zimmer.
Then there’s Marketing Drive, set up ten years ago to bring together the
disciplines of direct marketing and sales promotion. It sold a
controlling stake to the US agency group True North in March this year.
’Over the next 12 months you are going to see quite a lot of Marketing
Drive offices around the world,’ says chairman Mark Timbrell. ’That was
the inspiration for the deal. At the same time, we have access now to
lots of very specialised skills in areas such as direct marketing and
new media. Very exciting.’
Smaller ones to watch
On a smaller scale, but one to watch, is the recent deal involving
It has sold 51% of its shares to the French group Societe Rochefortaise
Communication, which has more than 100 subsidiaries, including The Works
Group in the UK. BBL has moved into The Works’ offices, and will now be
known as The Works Consultancy: ’But we will be adding all kinds of
additional activities, so it is more than just a change of name,’ says
director Simon Melville.
Most observers expect the takeover frenzy to continue, the only question
mark being whether the recession and its affect on share prices will
curb the appetites of the publicly-quoted predators.
Reactions to takeover overtures
Meanwhile, there can be few consultancies of any size left that have not
been sounded out about takeovers. Most have had several approaches.
Attitudes vary, however. While some entrepreneurs would welcome the
chance to get their capital out of their businesses, others can’t
envisage working for someone else. The most ambitious are only
interested in a deal that will take their business into another league,
such as becoming the platform for an international network.
The biggest of the independents are Triangle Communications and The
Haygarth Group, at 10 and 11 in the table. Triangle has moved to new
offices, and ’completely restructured the agency’ into seven autonomous
It has also been aggressively pursuing new business, particularly in the
retail sector. That doesn’t sound like an agency hanging on for a good
Haygarth director Bernice Lovell, on the other hand, is a little more
cagey. The agency has received regular overtures, she concedes. It would
always listen to approaches that recognised what she terms as the
agency’s premium position, and that would offer benefits, such as
increased international services, to clients, as well as to staff - ’our
Yet there is a whole cluster of other likely candidates a little further
down the listing. PDP in Manchester and CbH could be included here, but
also Perspectives, sth, Black Cat and Dynamo, all of which are among the
industry’s current fastest growers.
Takeovers, of course, are not the only issue in sales promotion at the
moment. The proposal to change the name of the SPCA is directly linked
to the evolution in the type of work that agencies do, and this is
explored in a separate article. The remaining piece looks at whether SP
agencies are right to claim that they are under paid for the job they
TOP 10 GROWTH, BIGGER CONSULTANCIES
RANK CONSULTANCY Gross profit, Gross profit, % change
1 Claydon Heeley International 10,368,000 6,109,000 69.72
2 Black Cat 3,129,000 2,006,000 55.98
3 Interfocus Network 8,776,000 6,064,000 44.72
4 Perspectives 4,100,000 2,863,000 43.21
5 Dynamo 3,104,000 2,171,000 42.98
6 sth stretch the horizon 3,356,000 2,484,000 35.10
7 Clarke Hooper Consulting 5,072,000 3,811,000 33.09
8 Tequila London 8,760,000 6,595,000 32.83
9 ZGC Group 4,604,000 3,505,000 31.36
10 The Marketing Store Worldwide 11,168,000 8,646,000 29.17
A gross profit of pounds 3 million marks the arbitrary line between big
and small, for the purpose of the growth tables. It’s usually the case
that smaller agencies find it easier to add big percentages to their
Even so, some of the premier division sides have turned in cracking
performances, including three of the companies involved in prominent
takeover/merger deals in the past year - Claydon-Heeley, ZGC and The
Marketing Store Worldwide.
Two others in the top 10 growth listing, Perspectives and sth, have
recently relaunched with new positionings. As Perspectives managing
director Mark Beasley notes, it is difficult to separate cause and
effect, but at the very least this had the affect of firing up the
Also notable is the performance of Clarke Hooper, one of the originals
of UK sales promotion, which ran into trouble as a publicly quoted
company and was rescued, some years ago now, by AMV. It reports
continuing growth in all areas, but particularly in live events,
internal communications, and new media.
TOP 10 GROWTH, SMALLER CONSULTANCIES
RANK CONSULTANCY Gross profit, Gross profit, % change
1 Fleming Arthur 371,000 73,000 408.22
2 Milton PDM 1,990,000 809,000 145.98
3 Marketing in Action 170,000 77,000 120.78
4 Spearhead Marketing 615,000 295,000 108.47
5 Manifesto (formerly KCJB) 2,312,000 1,275,000 81.33
6 Positive Thinking 1,483,000 879,000 68.71
7 The Russell Organisation 1,547,000 919,000 68.34
8 Ignition Marketing Group 1,243,000 803,000 54.79
9 Biggart Donald 1,504,000 977,000 53.94
10 GCAS Sales Promotions 86,000 56,000 53.57
Two sales promotion veterans figure in the smaller agencies growth
Iain Arthur, who used to run KLP’s UK and Pacific rim agencies, launched
his own company in 1990. He’s been keeping a low profile, but 1997 was
clearly breakthrough year for Fleming Arthur, which tops this list.
It has also been a similarly good year for Chris Killingbeck. Formerly
creative director of Francis Killingbeck Bain, which was taken over by
Carlson, he is the ’K’ in KCJB. It has almost doubled in size in the
past year, and relaunched itself as Manifesto.
Three of the other agencies here featured in the same listing a year
ago, which represents a very consistent performance. They are Positive
Thinking, Ignition, and Biggart Donald.
Worth noting also is that Milton PDM has benefited from launching a new
field marketing division, and Spearhead from investing in a state-of-the
SALES PROMOTION LEAGUE TABLE, BY GROSS PROFIT: 1-25
RANK CONSULTANCY Gross profit, Gross profit, % change
1 Carlson 20,738,000 17,511,000 18.43
Subsidiary of US Carlson group. President Robert Janes, CEO Steve Cook.
Major clients BA, Coca-Cola Schweppes, Yellow Pages. Member ISP, SPCA,
DMA, FMA. E-mail firstname.lastname@example.org; interno. net www.cmg-uk.com
2 IMP 11,990,000 10,778,000 11.25
Founded 1968, a subsidiary of DMB&B. CEO John Quarrey, joint dep. mds
Peter Hollins, Laura Jones. Major clients include Orange, Ericsson,
Texaco. Member ISP, SPCA, DMA. E-mail email@example.com no.;
3 Holmes & Marchant Group 11,225,000 10,629,000 5.61
Founded 1976, publicly quoted. Chairman John F Holmes. Major clients
include Van den Bergh, Whitbread, Comet. Member, ISP, SPCA, DMA. E-mail
firstname.lastname@example.org; no. internet www.holmes-marchant.com
4 Marketing Store Worldwide 11,168,000 8,646,000 29.17
Founded 1986, a subsidiary of The HaviGp (US). Chairman Graham Kemp, md
Miles Hanson. Major clients include Bass Brewers, Walkers, Seagram.
Member ISP, SPCA, DMA. E-mail email@example.com; no. internet
5 KLP Euro RSCG 10,928,000 10,050,000 8.74
Founded 1974, a subsidiary of Havas Advertising. Chairman Iain Ferguson.
Major clients include Orange, Microsoft, Camelot. Member ISP, SPCA, DMA.
6 Claydon Heeley International 10,368,000 6,109,000 69.72
Founded 1990, acquired this year by Omnicom. Founding directors Jon
Claydon, Mark Heeley. Major clients Unilever, Pepsi, BA. Member, ISP. E-
7 Grey Integrated 9,638,000 9,072,000 6.24
Founded 1979, a subsidiary of Grey Communications Gp. Chairman Peter
Thompson, md Nick Spindler. Major clients include Royal Mail, BAT, Cable
& Wireless. Member ISP, SPCA, DMA. E-mail firstname.lastname@example.org
8 Interfocus Network 8,776,000 6,064,000 44.72
Founded 1989, a subsidiary of The Lowe group. Chairman Sandy Scott, md
Matthew Hooper. Major clients include Lloyds TSB, Sony, BAA. Member ISP,
SPCA, DMA. E-mail email@example.com; internet
9 Tequila London 8,760,000 6,595,000 32.8
Founded 1992, a subsidiary of Omnicom. Chairman Tom Wass, md Jane
Major clients include BT, BSkyB, Rothmans. Member ISP, SPCA, DMA. E-mail
firstname.lastname@example.org; no. email@example.com; internet www.tequila-
10 Triangle Comms 6,839,000 6,394,000 6.96
Founded 1975, privately owned. Chairman Kevin Twittey, md Louise Wall.
Major clients include Safeway, St Ivel, BP. Member ISP, SPCA, DMA. E-
mail firstname.lastname@example.org; internet
11 The Haygarth Group 6,188,000 5,545,000 11.60
Founded 1990, privately owned. Directors Stephen Morris, Bernice Lovell,
Marion Sell. Major clients include Gallaher, Nokia, Tropicana. Member
ISP, DMA. E-mail email@example.com; internet
12 Marketing Drive 5,414,000 4,691,000 15.41
Founded 1988, acquired this year by True North. Chairman Mark Timbrell,
md Clive Mishon. Major clients include Total, KP Foods, Abbey National.
Member ISP, SPCA, DMA. E-mail firstname.lastname@example.org
13 Clarke Hooper Consulting 5,072,000 3,811,000 33.09
Founded 1974, a subsidiary of AMV. Chairman Barry Clarke, md Andrew
Major clients include Volvo, Cellnet, Wella. Member ISP, SPCA, DMA. E-
mail email@example.com; internet www.chc.co.uk
14 ZGC Group 4,604,000 3,505,000 31.36
Founded 1990, acquired this year by Mosaic Gp, Canada. Md Mark Zimmer,
creative director Andy Maddick. Major clients include Coca-Cola. Member
ISP, SPCA, DMA. E-mail firstname.lastname@example.org
15 141 London 4,515,000 3,817,000 18.29
Founded 1992, a subsidiary of Bates Dorland. Chairman Peter Crossing, md
John Lee. Major clients include BAT, Coca-Cola, 3M. Member ISP, SPCA.
16 PDP 4,320,000 3,500,000 23.43
Founded 1984, privately owned. Chairman David Laidler, md Brian Rees.
Major clients include Allied Domecq, Boots, Meat & Livestock Commission.
Member ISP, SPCA. E-mail email@example.com
17 Perspectives 4,100,000 2,863,000 43.21
Founded 1987, privately owned. Chairman John Williams, md Mark Beasley.
Major clients include Carlsberg-Tetley, Hewlett-Packard, Renault UK.
Member ISP, SPCA, DMA. E-mail firstname.lastname@example.org; internet
18 Momentum Integrated Comms 4,032,000 4,186,000 -3.68
Founded 1990, a subsidiary of AMV. CEO Ian Jacob, md Moira Morrissey.
Major clients include Scottish Courage, Wools of New Zealand, BT. Member
ISP, SPCA, DMA. E-mail email@example.com
19 CbH 3,600,000 4,257,000 -15.43
Founded 1979, privately owned. Chairman David Moore, creative John
Major clients include McVities, Woolworth, Campbells. Member ISP, SPCA,
DMA. E-mail firstname.lastname@example.org; internet www.cbh.co.uk
20 sth stretch the horizon 3,356,000 2,484,000 35.10
Founded 1989, privately owned. Joint mds Steven Penny, Mark Sheard.
Major clients include NatWest, Rothmans, Renault. Member ISP, SPCA, DMA.
E-mail email@example.com no. firstname.lastname@example.org
21 Black Cat 3,129,000 2,006,000 55.98
Founded 1991, privately owned by six partners. Major clients include
Avis, Cable & Wireless, Going Places. Member ISP, SPCA, DMA. E-mail
email@example.com no.; internet www.black-cat.co.uk
22 Dynamo 3,104,000 2,171,000 42.98
Founded 1990, privately owned. Chairman Iain Sanderson. Major clients
include Coca-Cola Schweppes, .Sky, Tesco. Member ISP, SPCA, DMA. E-mail
23 Logistix Kids 3,100,000 2,600,000 19.23
Founded 1989, privately owned. Managing director Ian Madeley, client
services Liz Taylor. Major clients include Kellogg’s, Golden Wonder,
Member ISP, SPCA. E-mail firstname.lastname@example.org; internet
24 LGM Marketing Communications 2,951,000 2,746,000 7.47
Founded 1981, a subsidiary of Incepta. Managing director Susie Vivian.
Major clients include One2One, Arjo Wiggins, HFC Bank. Member ISP, SPCA,
DMA. E-mail email@example.com
25 Promotional Campaigns Group 2,950,000 4,952,000 -40.43
Founded 1971, a subsidiary of WPP. Chief executive Duncan Taylor. Major
clients include Iomega, IBM, Stena/P&O. Member ISP, SPCA, DMA. e-mail
26 Cramm Francis Woolf 2,840,000 2,501,000 13.55
Founded 1993, privately owned. Chairman Brian Francis, md Paul Woolf.
Major clients BT, Meat & Livestock Commission, Great Western Trains.
Member ISP, SPCA, DMA. E-mail firstname.lastname@example.org
27 Billington Cartmell 2,720,000 1,864,000 45.92
Founded 1990, privately owned. Partners Ian Billington, Paul Cartmell.
Major clients include Nestle Rowntree, KP Foods, Coca-Cola GB. Member
ISP, SPCA, DMA. E-mail email@example.com; no. internet
28 Communicator 2,667,000 2,290,000 16.46
Founded 1985, privately owned. Managing director Paul Seligman. No
client details provided. Member ISP, SPCA, DMA.
29 HH&S 2,658,000 2,684,000 -0.97
Founded 1987, privately owned. Chairman & creative director Rick Smith,
md Mike Halstead. Clients include Associated Newspapers, Bacardi.
MemberISP, SPCA, DMA.E-mail
30 Geoff Howe & Associates 2,651,000 2,171,000 22.11
Founded 1978, a subsidiary of GHA Holdings. Managing director Geoff
Major clients include Hill’s Pet Nutrition, Anheuser Busch, Tetley
Tea. Member ISP, SPCA. E-mail firstname.lastname@example.org
31 Mercier Gray 2,530,000 1,881,000 34.5
Founded 1993, privately owned. Chairman Rob Gray, md Anton Mercier.
Major clients include Codemaster, BUPA International. Member ISP, SPCA.
32 Manifesto (formerly KCJB) 2,312,000 1,275,000 81.33
Founded 1995, privately owned. Chairman Chris Killingbeck, md Keith
No client details provided.E-mail email@example.com; internet
33 Retail Marketing Partnership 2,239,000 2,081,000 7.59
Founded 1987, privately owned. Chairman and md Susan Lockhart. Major
clients include Homebase, Bhs, Tesco. Member ISP, DMA.
34 Scope 2,102,000 1,831,000 14.80
Founded 1983, privately owned. Chairman Charles Buddery, commercial
director Stuart Blackburn. Clients include Whitbread, First Direct.
Member ISP, SPCA, DMA.E-mail
firstname.lastname@example.org; internet http://scope.thered.co.uk
35 Marketing Principles 2,047,000 1,593,000 28.50
Founded 1986, privately owned. Chairman David Croydon, md Mark
Major clients include Rothmans, Holsten, Financial Times. E-mail
email@example.com; internet www.marketing-
36 Milton PDM 1,990,000 809,000 145.98
1996 merger, a subsidiary of Healthworld Corp (US). Chairman Les Milton,
md Lenny Moreton. Clients include Hospital Savings Assn, Kimberly Clark.
Member ISP, SPCA, DMA. E-mail firstname.lastname@example.org
37 The Yellow Submarine 1,837,000 1,495,000 22.88
Founded 1992, privately owned. Joint mds Peter Rooke, Kevin Stott. Major
clients include Royal Mail, Fina, Seattle Games. Member, ISP, SPCA.
E-mail email@example.com; no. internet www.yellowsubmarine.co.uk
38 BFP Momentum 1,623,000 1,790,000 -9.33
Founded 1990, subsidiary of Interpublic. Chairman Barnett Fletcher, md
Tracy Lovatt. Major clients include Birds Eye, CPC Foods, Nestle
Member ISP, FMA. E-mail firstname.lastname@example.org
39 Poulter Partners (SP divn) 1,609,000 1,200,000 34.08
Division formed 1990. Agency is a recent management buyout. Chairman
Richard Lewis, md Gary McCall. Major clients include Britvic, Bass,
McCain Foods. Member, ISP, SPCA.E-mail
40 BBL ( The Works Consultancy) 1,555,000 1,419,000 9.58
August merger, a subsidiary of Societe Rochefortaise Communication. Four
directors inc Simon Melville. Major clients Whitbread, Gillette, Welcome
Break. Member ISP, SPCA, DMA.E-mail
email@example.com; internet www.theworks.org.uk
41 Brewer Blackler 1,550,000 1,048,000 47.90
Founded 1991, privately owned. Chairman Paul Brewer, md David Blackler.
Major clients include Department of Health, One2One, Quaker. Member ISP,
SPCA, DMA. E-mail firstname.lastname@example.org
42 The Russell Organisation 1,547,000 919,000 68.34
Founded 1982, privately owned. Chairman Ian Russell, md Rob Allen. Major
clients include Volvo Cars (UK), BMW (GB), Honda UK. Member ISP.
43 Biggart Donald 1,504,000 977,000 53.94
Founded 1990, privately owned. M.d Willie Biggart, creative director
Ghill Donald. Major clients include Anheuser-Busch, Bacardi Martini,
Reebok Intl. Member ISP, SPCA.E-mail email@example.com
44 Positive Thinking 1,483,000 879,000 68.71
Founded 1994, privately owned. Managing director Tim Miller, creative N.
Carter. Major clients include Bass Taverns, PPP Healthcare, American
Airlines. E-mail firstname.lastname@example.org;
no. internet www.positive-thinking.co.uk
45 Teamwork Marketing 1,467,000 1,469,000 -0.14
Founded 1981, privately owned. Joint mds Bob Wood, John Clark. Major
clients include Nestle Rowntree, Sara Lee, RHM Foodservice. Member, ISP,
SPCA. E-mail email@example.com
46 Ignition Marketing Group 1,243,000 803,000 54.79
Founded 1991, privately owned. Chairman Andrew Sutcliffe, md Alan Smith.
Major clients include ICI Dulux, Wimpy, Thomas Cook. Member ISP. E-mail
47 BHA 1,158,000 1,432,000 -19.13
Founded 1976, privately owned. Senior partner Jared Bernstein, partner
Tom Reader. Clients include Guinness Ireland & N. Ireland, Anheuser-
Busch European Trade. Member ISP. E-mail firstname.lastname@example.org
email@example.com; internet site to be launched
48 The Ingram Agency 1,064,000 913,000 16.54
Founded 1975, privately owned. Chairman and md Michael Ingram, creative
Greg Tustain. Major clients include Telewest, Travelex, Bollinger.
Member ISP. E-mail firstname.lastname@example.org
49 TSM (UK) 1,035,000 829,000 24.85
Founded 1995, privately owned. Chairman Mike Pearce, md Tony Wightman.
Major clients include Vernons, Emtec, Glenmorangie. Member ISP,
SPCA. E-mail email@example.com; no. internet www.tsm-direct.com
50 Marketing Services Centre 931,000 674,000 38.13
Founded 1990, privately owned. Chairman Stuart Mitchell, md Adrian
Major clients include Pillsbury UK, Peacocks Stores Gp, CRS. Member
ISP. E-mail mscltd.co.uk
51 Marketing & Comms Business 898,000 871,000 3.10
Founded 1983, privately owned. Chairman and md Bill Price, creative Tony
Hills. Major clients include Everest, Colonial, British Gas. Member ISP,
DMA. E-mail firstname.lastname@example.org
52 Fingerhut Associates 875,000 816,000 7.23
Founded 1984, privately owned. Managing director David Lazarus, creative
Sarah Cataldo. Major clients include Groupe Schneider, Tesco, Addis.
Member ISP, SPCA. E-mail email@example.com
53 SMP 863000 650000 32.77
Founded 1983, privately owned. Joint mds Chris Simpson, Simon Mahoney.
Major clients include Unipath, Toshiba, National Car Rental. Member ISP,
SPCA, DMA. E-mail firstname.lastname@example.org; no.
54 Quantum Leap Marketing 767,000 717,000 6.97
Founded 1990, privately owned. Directors Huw Williams, Russell Abbott.
Major clients include UDV, Bestfoods, Jordans Cereals. Member ISP,
SPCA. E-mail email@example.com
55 S.T. Marketing 759,000 728,000 4.26
Founded 1984, privately owned. Managing director Christopher Lynn,
creative Barry Haberland. Clients include Akzo Nobel Decorative
Coatings, UDV, Flextech TV. Member ISP.E-mail
56 KHWS 705,000 499,000 41.28
Founded 1993, privately owned. Joint mds Nick Hawkes, Andrew Watts,
creative Mark Skelton. Major clients include Mobil Oil, Parceline,
Member ISP. E-mail firstname.lastname@example.org
57 Spearhead Marketing 615,000 295,000 108.47
Founded 1992, privately owned. Chairman Steve Ward, md Nick Johnson.
Major clients include Parcelforce, London Electricity, Geest Prepared
Foods. Member ISP, DMA. E-mail spearheadmarketing.co.uk
58 Head to Head 555,000 462,000 20.13
Founded 1996, privately owned. Joint mds Walter Denny, Sandra Laurie.
Major clients include Johnson & Johnson, BUPA, GEE. Member ISP.
59 Dakota Marketing Services 544,000 386,000 40.93
Founded 1992, privately owned. Managing director Allistair Mitchell.
Major clients include The Telegraph, Microsoft, Associated
Member, ISP. E-mail email@example.com
60 Creative Minds Consultancy 534,000 415,000 28.67
Founded 1995, privately owned. Chairman and md Peter Driscoll, creative
director Alan Elmer. No client details provided. Member ISP.
61 Fleming Arthur 371,000 73,000 408.22
Founded 1990, privately owned. Managing director Iain Arthur, creative
director Patrick Dumas. Major clients include BT, Interbrew, Chargecard.
Member ISP. E-mail firstname.lastname@example.org
62 Signal Box Marketing Comms 359,000 609,000 -41.05
Founded 1987, privately owned. Managing director Andrew Davidson,
creative director Rob Poray. Clients include Lucent Technologies, Apple
Computer UK. Member ISP, DMA.E-mail
63 Combination 276,000 525,000 -47.43
Founded 1998, privately owned. Chairman Fay Branch, md Martin Kiddle.
Major clients include Bosch, United Biscuits, Grampian Foods. Member,
ISP. E-mail email@example.com://ds.dial.pipex.com/mxp/
64 MX/Going for the One 172,000 119,000 44.54
Founded 1995, privately owned. Managing director Linda Cohen, creative
Stephen Thomas. Major clients include LG Electronics, Currys, British
Gas Energy Centres. E-mail firstname.lastname@example.org
65 Marketing in Action 170,000 77,000 120.78
Founded 1984, privately owned. Chairman and md Jim Wilde, creative
director Keith Hague. Major clients include BSI, Crown Wallcoverings,
Member ISP. E-mail email@example.com
66 GCAS Sales Promotions 86,000 56,000 53.57
Founded end-1994, a subsidiary of GCAS Gp Holdings.. Chairman William
Adamson, md Sara Callanan. Major clients include Kellogg’s, Gilbeys,
Dunnes Stores. Member ISP.Internet site (under construction) www.gcas-
RANK CONSULTANCY Staff now Staff 12 Gross profit
month ago per head
1 Carlson 480 420 43,204
2 IMP 170 170 70,529
3 Holmes & Marchant Group 221 210 50,792
4 Marketing Store Worldwide 174 140 64,184
5 KLP Euro RSCG &