Ive expands DM, enters telemarketing

Ive Group has expanded its direct mail operations, and entered the telemarketing business with the acquisition of charity fundraiser Pareto.

Australia’s biggest specialist non-profit fundraiser, Pareto uses direct mail campaigns and telemarketing to source donations and ongoing support for a range of charity clients.

Pareto will operate as an independent entity rather than be absorbed into one of Ive’s three businesses, with all 150 staff in Sydney and Brisbane staying on.

Co-founder Sean Triner, fundraising CEO Paul Roberts, and telemarketing CEO Bruce Cotton will continue to run it, and will report directly to Ive managing director Warwick Hay.

[Related: More mergers and acquisitions]

Ive executive chairman Geoff Selig says Pareto has a strong reputation across the not-for-profit sector for delivering consistent results for its clients since its founding in 2002, using highly personalised and targeted fundraising campaigns.

“I feel the combination of our two businesses will be powerful as we build further on Pareto’s capabilities to support and grow charities across Australia and New Zealand,” he says.

Ive head of alliances and acquisitions Graham Morgan, who worked closely with Selig on the deal, says Blue Star will take over the printing and distribution of Pareto’s direct mail campaigns, but may keep outsourcing to some other suppliers for specialist jobs.

“We want to keep expanding the communication channels we can provide clients, and this acquisition gets us into the telemarking market,” he says.

“We think we can help Pareto grow, but first we need to learn about each other’s business and understand how it works as it is a leader in its field and some of its work is very specialised.

“It is a great business run by passionate people who are well-respected in the market, so we think it is a great fit for us.”

Morgan says Pareto will continue to service exclusively non-profit clients.

Triner says joining with Ive is the next logical step for the business and will help its clients grow.

“Our recent ground-breaking digital work along with great direct mail and telemarketing is helping keep fundraising alive and relevant in a constantly changing environment,” he says.

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