Steady As She Goes

For AmeriMark to not just survive, but prosper, Giesler says he’ll probably mail less. “If you’re mailing to a certain point now, and your costs go up, that means your top line gets raised a bar higher; you just end up mailing less to preserve where your profits are,” he notes.

Coming off four straight growth years, he’s not worried. At some point, growth inevitably slows down, usually because of pressures in the market, such as the postal rate increase, he reflects. “That doesn’t mean our profits will slow down,” he states. “We may give up some at the top line to sustain the bottom line. And then the following year, we’ll likely take off again.”