AmeriMark buys Dr. Leonard’s finally

It took a while — more than four month since news of the deal got out — but AmeriMark Direct officially bought fellow multititle cataloger Dr. Leonard’s Healthcare Corp. The acquisition went through Dec. 17; terms were not disclosed.

“We started working on it in June,” says Gary Giesler, president/CEO of the new parent company AmeriMark Holdings. But the deal was put on hold when “the credit market fell apart,” he says.

The $220 million-plus Dr. Leonard’s Healthcare Corp. mails 90 million Dr. Leonard’s catalogs of home healthcare products for seniors. The company distributes about 101 million copies of its Carol Wright Gifts book annually.

AmeriMark’s titles include Anthony Richards, Beauty Boutique, Complements by Anthony Richards, Essentials by Anthony Richards, Healthy Living, Time for Me, The Feel Good Store, and Windsor Collection. The catalogs sell women’s apparel, shoes, cosmetics, fragrances, jewelry, accessories, and health-related merchandise.

The two catalog businesses currently generate combined sales in excess of $425 million. AmeriMark Holdings will have more than 6 million active customers age 55 or older, one of the largest databases in this market segment.

San Francisco-based private equity firm JH Partners, which owns AmeriMark Direct, led the acquisition and provided the equity financing.

JH Partners also owns kitchenware mailer Chef’s Catalog, cosmetics merchant Bare Escentuals, and furniture cataloger Design Within Reach. Investment bank Goldsmith Agio Helms/Lazard Middle Market represented Dr. Leonard’s in the transaction.

AmeriMark’s operations in Cleveland and Dr. Leonard’s facilities in Edison, NJ, and Lincoln, NE, will not be relocated. Louis Giesler will become president of AmeriMark Direct; Tom McIntyre will remain president of Dr. Leonard’s.

Gary Giesler is confident the merger will reap benefits for both sides. “Of any two catalog companies joining forces together in the country, these two companies make more sense than any I can think of,” he says. “We are both seeing the same demographics in the marketplace.”

Dr. Leonard’s has state-of-the-art back-end, operations and fulfillment, and AmeriMark has state-of-the-art front end, “which includes circulation planning and the merchandising process,” he says.

What’s more, he adds, “Dr. Leonard’s has an overseas merchandising program, which will assist both of us in the merchandising area from a cost of goods point of view.”

Pat Collins, a principal with JH Partners, agrees with Gary Giesler. “We’re huge believers in what this team can accomplish,” he says. “We think the synergies are very real.” AmeriMark has the same customer base, “and Dr. Leonard’s brings scale and back-end efficiency.”

When rumors of the deal surfaced during the summer, some published reports said it included $315 million in debt. Although he would not provide specifics, Collins said that figure was incorrect and that the current number is “significantly different.”

Partner Content

The Gift of Wow: Preparing your store for the holiday season - Netsuite
Being prepared for the holiday rush used to mean stocking shelves and making sure your associates were ready for the long hours. But the digital revolution has changed everything, most importantly, customer expectations. Retailers with a physical store presence should be asking themselves—what am I doing to wow the customer?
3 Critical Components to Achieving the Perfect Order - NetSuite
Explore the 3 critical components to delivering the perfect order.
Streamlining Unified Commerce Complexity - NetSuite
Explore how consolidating multiple systems through a cloud-based commerce platform provides a seamless experience for both you, and your customer.
Strategies for Maximizing Mobile Point-of-Sale Technology - NetSuite
Learn the top five innovative ways to utilize your mobile POS technology to drive customer engagement, increase sales and elevate your brand.