H A R T E - H A N K S annual rep ort 2oo6 HEADQUARTERS Cincinnati, Ohio DIRECT MARKETING—INTERNATIONAL OFFICES Aldermaston, United Kingdom | Boblingen, Germany | Bristol, United Kingdom Pennsauken, New Jersey | Richardson, Texas | San Diego, California | Shawnee, Kansas | Troy, Michigan | Wilkes-Barre, Pennsylvania NATIONAL MARKETS Cincinnati, Ohio | Clearwater, Florida | Deerfield Beach, Florida | East Bridgewater, Massachusetts | Fort Worth, Texas | Fullerton, California | Glen Burnie, Maryland Grand Prairie, Texas | Jacksonville, Florida | Lake Mary, Florida | Langhorne, Pennsylvania | Monroe Township, New Jersey | New York, New York | Ontario, California DIRECT MARKETING— U.S. OFFICES Austin, Texas | Baltimore, Maryland | Billerica, Massachusetts | Bloomfield, Connecticut | Boston, Massachusetts Dublin, Ireland | Frenchs Forest (Sydney), Australia | Hasselt, Belgium | Les Ulis, France | Madrid, Spain | Manila, Philippines | Melbourne, Australia | Sao Paulo, Brazil Uxbridge, United Kingdom SHOPPERS—THE FLYER South Florida | Central-West Florida PENNYSAVER Northern California | Los Angeles | San Diego ˜ ¨ To our shareholders In 2006, Harte-Hanks grew through innovation. 2. Do clients seek to create opportunity from throughout the customer lifecycle and deliver While our revenue and profit performance were less than planned, we took significant steps designed to improve results in the years to come. Furthermore, the company continued to assert its role as an industry leader in both direct marketing and targeted advertising services. Direct Marketing: A Construct for Customer Optimization In Direct Marketing, our clients in retail, technology, financial services, pharmaceutical, and other select markets, such as automotive and manufacturing, are pursuing strategies to “build” their prospect and client relationships. Harte-Hanks is helping our clients achieve success by offering them a new construct for “customer optimization” and applying it in ways that help them solve their marketing problems and address opportunities with their customers. Today, the customer is more empowered and has so many choices. The customer rules!Thus, companies are faced with a challenge to deliver optimal customer experiences. Harte-Hanks account teams ask our clients pointed questions about their business, their markets, their channels, their customers and how they desire to interact with them. 1. Do clients want to leverage information? Yes, by building and updating a customer database with the goal of increasing profits. A database that collects accurate, high-quality data, globally and vertically, and delivers a dynamic “360-degree” view of the customer. their information? Yes, by accessing and utilizing data. Companies are adopting a multichannel, real-time orientation that allows for informed customer views and interactions. They are placing customer knowledge throughout their organization and at the center of business decisions. 3. Do they want valuable insight from their data? Yes, data analysis and interpretation become knowledge in a way that ultimately yields relevant action – to realize more future value from pinpoint targeting and predicting, and intelligence that goes beyond marketing. 4. Do they want to apply insight to better engage with their customers? Yes, to be able to develop knowledge-driven applications that enable a dynamic dialogue exceptional customer experiences. 5. Do they want optimal interactions with their customers? Yes, based on brilliantly engineered implementation and execution favoring each customer’s preferred inbound and outbound channels, both online and offline. In the day-to-day practice of business, there are never enough people, time, or money to maximize every goal a client has – thus we say “optimize,” not “maximize.” We understand it’s all about managing trade-offs to achieve customer optimization. Customer Optimization seeks to balance the customer experience with a client’s financial performance. CUSTOMER OPTIMIZATION INFORMATION (Data Collection and Management) • Accurate High-Quality Global Data • 360º Customer & Business View • Vertical Orientation INTERACTION (Program Execution) • Sales, Service & Marketing Continuum • Offline & Online Channels • Bidirectional OPPORTUNITY (Data Access and Utilization) • Enterprise Access • Multichannel Orientation • Real-Time Relationship Management ENGAGEMENT (Knowledge Application) • Reality-Based Roadmap • Multichannel Dialogue • Programs for Acquisition & Nurturing INSIGHT (Data Analysis and Interpretation) • Understand Data • Intelligence Beyond Sales & Marketing • Target & Product P.O. Box 269 San Antonio, TX 78291-0269 (210) 829-9000 • http://www.harte-hanks.com 002CS-13902 H A R T E - H A N K S annual rep ort 2oo6 HEADQUARTERS Cincinnati, Ohio DIRECT MARKETING—INTERNATIONAL OFFICES Aldermaston, United Kingdom | Boblingen, Germany | Bristol, United Kingdom Pennsauken, New Jersey | Richardson, Texas | San Diego, California | Shawnee, Kansas | Troy, Michigan | Wilkes-Barre, Pennsylvania NATIONAL MARKETS Cincinnati, Ohio | Clearwater, Florida | Deerfield Beach, Florida | East Bridgewater, Massachusetts | Fort Worth, Texas | Fullerton, California | Glen Burnie, Maryland Grand Prairie, Texas | Jacksonville, Florida | Lake Mary, Florida | Langhorne, Pennsylvania | Monroe Township, New Jersey | New York, New York | Ontario, California DIRECT MARKETING— U.S. OFFICES Austin, Texas | Baltimore, Maryland | Billerica, Massachusetts | Bloomfield, Connecticut | Boston, Massachusetts Dublin, Ireland | Frenchs Forest (Sydney), Australia | Hasselt, Belgium | Les Ulis, France | Madrid, Spain | Manila, Philippines | Melbourne, Australia | Sao Paulo, Brazil Uxbridge, United Kingdom SHOPPERS—THE FLYER South Florida | Central-West Florida PENNYSAVER Northern California | Los Angeles | San Diego ˜ ¨ To our shareholders In 2006, Harte-Hanks grew through innovation. 2. Do clients seek to create opportunity from throughout the customer lifecycle and deliver While our revenue and profit performance were less than planned, we took significant steps designed to improve results in the years to come. Furthermore, the company continued to assert its role as an industry leader in both direct marketing and targeted advertising services. Direct Marketing: A Construct for Customer Optimization In Direct Marketing, our clients in retail, technology, financial services, pharmaceutical, and other select markets, such as automotive and manufacturing, are pursuing strategies to “build” their prospect and client relationships. Harte-Hanks is helping our clients achieve success by offering them a new construct for “customer optimization” and applying it in ways that help them solve their marketing problems and address opportunities with their customers. Today, the customer is more empowered and has so many choices. The customer rules!Thus, companies are faced with a challenge to deliver optimal customer experiences. Harte-Hanks account teams ask our clients pointed questions about their business, their markets, their channels, their customers and how they desire to interact with them. 1. Do clients want to leverage information? Yes, by building and updating a customer database with the goal of increasing profits. A database that collects accurate, high-quality data, globally and vertically, and delivers a dynamic “360-degree” view of the customer. their information? Yes, by accessing and utilizing data. Companies are adopting a multichannel, real-time orientation that allows for informed customer views and interactions. They are placing customer knowledge throughout their organization and at the center of business decisions. 3. Do they want valuable insight from their data? Yes, data analysis and interpretation become knowledge in a way that ultimately yields relevant action – to realize more future value from pinpoint targeting and predicting, and intelligence that goes beyond marketing. 4. Do they want to apply insight to better engage with their customers? Yes, to be able to develop knowledge-driven applications that enable a dynamic dialogue exceptional customer experiences. 5. Do they want optimal interactions with their customers? Yes, based on brilliantly engineered implementation and execution favoring each customer’s preferred inbound and outbound channels, both online and offline. In the day-to-day practice of business, there are never enough people, time, or money to maximize every goal a client has – thus we say “optimize,” not “maximize.” We understand it’s all about managing trade-offs to achieve customer optimization. Customer Optimization seeks to balance the customer experience with a client’s financial performance. CUSTOMER OPTIMIZATION INFORMATION (Data Collection and Management) • Accurate High-Quality Global Data • 360º Customer & Business View • Vertical Orientation INTERACTION (Program Execution) • Sales, Service & Marketing Continuum • Offline & Online Channels • Bidirectional OPPORTUNITY (Data Access and Utilization) • Enterprise Access • Multichannel Orientation • Real-Time Relationship Management ENGAGEMENT (Knowledge Application) • Reality-Based Roadmap • Multichannel Dialogue • Programs for Acquisition & Nurturing INSIGHT (Data Analysis and Interpretation) • Understand Data • Intelligence Beyond Sales & Marketing • Target & Product P.O. Box 269 San Antonio, TX 78291-0269 (210) 829-9000 • http://www.harte-hanks.com 002CS-13902 ‘‘ Today, the customer is more empowered and has so many choices. The customer rules! Thus, companies are faced with a challenge to deliver optimal customer experiences... Customer Optimization seeks to balance the customer experience with a client’s financial ‘‘ performance. During 2006, the company(1) received these accolades: • Harte-Hanks Postfuture® e-mail was identified as a market leader by both Forrester and JupiterResearch • Harte-Hanks Trillium Software® was named as a market leader for information quality software by Forrester and Gartner • Harte-Hanks also was recognized as a “strong performer” among database service providers – one of only a handful of companies recognized from an initial list of more than 100 firms • Harte-Hanks was named to the inaugural listing of the Global Outsourcing 100, assembled by the International Association of Outsourcing Professionals and reported in Fortune magazine • Harte-Hanks, with a telecommunications client, received the top business-to-business Database Excellence Award from the National Center for Database Marketing on behalf of a “new customer onboarding and cross-sell” campaign • The company’s agency business continues to be ranked among the largest direct marketing agencies in the United States (by Advertising Age) Shoppers Increases its Local Advertising Reach and Impact “We bring buyers and sellers together,” is the touchstone of our Shoppers’ publishing and e-marketing business and an integral part of the mission statement for Harte-Hanks Shoppers. Here, too, the customers rule! 2006 was a year of continued growth and expansion for Shoppers, both in print and online. To provide a perspective here, consider that in just the past three years, print circulation of our shopper publications (PennySaver in California, and The Flyer in Florida) has grown from 10.7 million to more than 13.4 million; and the number of weekly, zoned editions increased from nearly 900 to more than 1,100. During the same period, revenue increased by $115 million. On the Internet, PennySaverUSA.com and TheFlyer.com now represent more than a half million classified ads weekly in all 50 states (through strategic alliances with shopper publications across the country and selected e-marketing concerns). In January 2006, PennySaverUSA.com/TheFlyer.com, which were initiated as Web sites a decade ago, were made a stand-alone business within Harte- Hanks Shoppers. During the first six months of 2006, Web site page views more than doubled, and we placed more than ten times as many ads online in 2006 compared to 2005. We also have added ShopLocal.com and Move.com to our Web sites as co-branded partners, and we are working on additional partnerships with large companies. We are now challenged to monetize these and future relationships, which will start, albeit slowly, in 2007. Our PennySaver print edition in California posts circulation of more than 10.6 million copies each week. In Florida, the publication is called The Flyer, with an operation in South Florida and the Tampa the technology sector, as many companies In Direct Marketing, all of our corporate officers are using original research, commissioned and vice presidents increased their responsibilities. white papers, and analyst reports as a means At the beginning of 2007, Dean Blythe, Kathy Calta for asserting thought leadership and identifying and Gary Skidmore were named executive vice potential customers. presidents. They join Pete Gorman, who serves • Global Address, a United Kingdom-based as president and chief executive officer of Harte- company that provides global postal address Hanks Shoppers, for a total of four executive vice data quality software and services incorporating presidents across the organization. In addition, standards for more than 230 nations and Bryan Pechersky has joined Harte-Hanks as senior territories worldwide – a complement to vice president, general counsel and secretary. both our data quality software and services Harte-Hanks has the people, processes and offerings, as well as an opportunity for further technologies to manage in a fast-changing international expansion. environment. Our people continue to excel on • StepDot Software GmbH of Germany, a data behalf of our clients, and that is why our mission quality and integration company, which now as a customer-focused, high-performance growth does business as Harte-Hanks Trillium company is relevant, credible and a differentiator. Software – Germany GmbH. Beyond gaining We focus on what is important: our customers, our Richard Hochhauser President & Chief Executive Officer like California, has the potential for significant a greater foothold in Central Europe, the employees, our shareholders and our communities. circulation growth of households within our acquisition facilitates the penetration of We have made, we are making and we will continue circulation plan. We are further along in California Harte-Hanks with European pharmaceutical to make it happen for these important constituencies. and are getting more aggressive in Florida. companies, which have relied on StepDot for In one market, we put in place a common order enterprise data quality. entry system that each of our Shoppers advertising During the year, Harte-Hanks also acquired certain sales teams will be able to use when fully rolled assets of other companies with business intelligence out. It is more intuitive, will enable more cross-selling and digital printing capabilities, and divested of a among units, and will allow for increased market- stand-alone print operation. based pricing and enhanced reservation capability We also expanded internationally by opening a for ad sales and placement. marketing operations facility in Manila, Philippines. We will continue to emphasize new products, digital offerings, geographic expansion, shared systems – and, of course, revenue and profit growth, in the years ahead. Leadership Leads to Performance For all of 2006, our diluted earnings per share increased to $1.39 on revenues of $1.18 billion – reflecting increases of 8.6%(1) and 4.4%, respectively. Acquisitions That Serve Our Strategy Direct Marketing, comprising 60% of total revenue, During the course of the year, Harte-Hanks made grew revenue by 2.2%, while operating income a number of strategic acquisitions to enhance our grew 4.9%.(2) Our Shoppers performance included marketing capabilities and knowledge. Among our revenue growth of 7.8%, while operating income RICHARD HOCHHAUSER President & Chief Executive Officer March 2007 area, where we achieve more than 2.8 million acquisitions were: declined 3.8%.(2) copies each week. One of our approaches to • Aberdeen Group, Inc., a Boston, MA-based We continued to use capital to repurchase shares, growth in Florida is patterned after our successes provider of technology market research, a program initiated in 1997. During 2006, we in California – contiguous circulation expansion. intelligence, and demand generation services. repurchased 7.1 million shares, bringing our total In the past year, in Florida, we’ve grown circulation by 315,000, and while we will pause in 2007, we do have a Shopper-wide strategic initiative of expansion. Based on our business model, Florida, Harte-Hanks sees immediate synergies with during the past ten years to 50.6 million shares our Ci Technology Database, market intelligence repurchased. Our total capital projects spending in and lead generation services, particularly in 2006 was $33.7 million. (1 ) This document contains trademarks that are owned or licensed by Harte-Hanks, Inc., and its subsidiaries, including, without limitation, Harte-Hanks, Harte-Hanks Trillium Software, (1) With 2005 EPS results adjusted to add stock-based compensation expense. Without this adjustment, diluted earnings per share increased by 3.7% year over year. (2) With 2006 operating income adjusted to remove stock-based compensation expense. Without this adjustment, Direct Marketing operating income grew by 1.3% year over Postfuture, Allink and other names and marks. All other brand names, product names, or trademarks belong to their respective holders. year and Shoppers operating income declined by 5.7% year over year. D I R E C T O R S David Copeland President, SIPCO, Inc. William Farley Founder & Owner, Livingston Capital Larry Franklin Chairman O F F I C E R S Richard Hochhauser President & Chief Executive Officer Dean Blythe Executive Vice President & Chief Financial Officer Kathy Calta Executive Vice President, Direct Marketing Peter Gorman Executive Vice President, Shoppers Gary Skidmore Executive Vice President, Direct Marketing James Davis Senior Vice President, Direct Marketing C O R P O R A T E O F F I C E San Antonio, Texas http://www.harte-hanks.com DIRECT MARKETING Austin, Texas Baltimore, Maryland Billerica, Massachusetts Bloomfield, Connecticut Boston, Massachusetts Cincinnati, Ohio Clearwater, Florida Deerfield Beach, Florida East Bridgewater, Massachusetts Fort Worth, Texas Fullerton, California Glen Burnie, Maryland Grand Prairie, Texas Jacksonville, Florida Lake Mary, Florida Langhorne, Pennsylvania William Gayden Chairman & Chief Executive Officer, Merit Energy Company Christopher Harte Private Investor Houston Harte Vice Chairman Bill Goldberg Senior Vice President, Direct Marketing Bryan Pechersky Senior Vice President, General Counsel & Secretary Robert Colucci Vice President, Direct Marketing Loren Dalton Vice President, Shoppers Carlos Guzman Vice President, Shoppers Richard Hochhauser President & Chief Executive Officer Judy Odom Private Investor Co-Founder, Former Chairman & Chief Executive Officer, Software Spectrum, Inc. Jessica Huff Vice President, Finance & Chief Accounting Officer Spencer Joyner, Jr. Vice President, Direct Marketing Dave LaGreca Vice President, Direct Marketing Federico Ortiz Vice President, Tax Michael Paulsin Vice President, Shoppers Frank Harvey Vice President, Direct Marketing Tann Tueller Vice President, Direct Marketing Monroe Township, New Jersey New York, New York Ontario, California Pennsauken, New Jersey Richardson, Texas San Diego, California Shawnee, Kansas Troy, Michigan Wilkes-Barre, Pennsylvania NATIONAL MARKETS HEADQUARTERS Cincinnati, Ohio INTERNATIONAL OFFICES ¨ Aldermaston, United Kingdom Boblingen, Germany Bristol, United Kingdom Dublin, Ireland Frenchs Forest (Sydney), Australia Hasselt, Belgium Les Ulis, France Madrid, Spain Manila, Philippines Melbourne, Australia São Paulo, Brazil Uxbridge, United Kingdom SHOPPERS The Flyer South Florida Central-West Florida http://www.theflyer.com PennySaver Northern California Southern California — Los Angeles San Diego http://www.pennysaverusa.com The locations listed on this page reflect Harte-Hanks offices and facilities worldwide as of March 2007. F O R W A R D - L O O K I N G S T A T E M E N T S Statements in this report concerning our business outlook, future financial performance and other statements that are not historical facts are “forward-looking statements” as defined under applicable federal securities laws. Forward-looking statements are subject to risks, uncertainties, and other factors that could cause actual results to differ materially from those statements. Such risks, uncertainties, and factors include, but are not limited to, public concern over consumer privacy issues, which may lead to enactment of legislation restricting or prohibiting the collection and use of information that is currently legally available, competitive pressures, fluctuations in paper prices and postal rates, and general or regional economic conditions, as well as other risks discussed in our filings with the Securities and Exchange Commission, including our Form 10-K for the year ended December 31, 2006. M A N A G E M E N T C E R T I F I C A T I O N S In accordance with the Sarbanes-Oxley Act of 2002 and regulations thereunder, our chief executive officer and chief financial officer have signed certificates under Sarbanes-Oxley Section 302, which have been filed as exhibits to our Form 10-K for the year ended December 31, 2006. In addition, our chief executive officer submitted his most recent annual certification to the NYSE under Section 303A.12(a) of the NYSE listing standards on May 22, 2006. ‘‘ Today, the customer is more empowered and has so many choices. The customer rules! Thus, companies are faced with a challenge to deliver optimal customer experiences... Customer Optimization seeks to balance the customer experience with a client’s financial ‘‘ performance. During 2006, the company(1) received these accolades: • Harte-Hanks Postfuture® e-mail was identified as a market leader by both Forrester and JupiterResearch • Harte-Hanks Trillium Software® was named as a market leader for information quality software by Forrester and Gartner • Harte-Hanks also was recognized as a “strong performer” among database service providers – one of only a handful of companies recognized from an initial list of more than 100 firms • Harte-Hanks was named to the inaugural listing of the Global Outsourcing 100, assembled by the International Association of Outsourcing Professionals and reported in Fortune magazine • Harte-Hanks, with a telecommunications client, received the top business-to-business Database Excellence Award from the National Center for Database Marketing on behalf of a “new customer onboarding and cross-sell” campaign • The company’s agency business continues to be ranked among the largest direct marketing agencies in the United States (by Advertising Age) Shoppers Increases its Local Advertising Reach and Impact “We bring buyers and sellers together,” is the touchstone of our Shoppers’ publishing and e-marketing business and an integral part of the mission statement for Harte-Hanks Shoppers. Here, too, the customers rule! 2006 was a year of continued growth and expansion for Shoppers, both in print and online. To provide a perspective here, consider that in just the past three years, print circulation of our shopper publications (PennySaver in California, and The Flyer in Florida) has grown from 10.7 million to more than 13.4 million; and the number of weekly, zoned editions increased from nearly 900 to more than 1,100. During the same period, revenue increased by $115 million. On the Internet, PennySaverUSA.com and TheFlyer.com now represent more than a half million classified ads weekly in all 50 states (through strategic alliances with shopper publications across the country and selected e-marketing concerns). In January 2006, PennySaverUSA.com/TheFlyer.com, which were initiated as Web sites a decade ago, were made a stand-alone business within Harte- Hanks Shoppers. During the first six months of 2006, Web site page views more than doubled, and we placed more than ten times as many ads online in 2006 compared to 2005. We also have added ShopLocal.com and Move.com to our Web sites as co-branded partners, and we are working on additional partnerships with large companies. We are now challenged to monetize these and future relationships, which will start, albeit slowly, in 2007. Our PennySaver print edition in California posts circulation of more than 10.6 million copies each week. In Florida, the publication is called The Flyer, with an operation in South Florida and the Tampa the technology sector, as many companies In Direct Marketing, all of our corporate officers are using original research, commissioned and vice presidents increased their responsibilities. white papers, and analyst reports as a means At the beginning of 2007, Dean Blythe, Kathy Calta for asserting thought leadership and identifying and Gary Skidmore were named executive vice potential customers. presidents. They join Pete Gorman, who serves • Global Address, a United Kingdom-based as president and chief executive officer of Harte- company that provides global postal address Hanks Shoppers, for a total of four executive vice data quality software and services incorporating presidents across the organization. In addition, standards for more than 230 nations and Bryan Pechersky has joined Harte-Hanks as senior territories worldwide – a complement to vice president, general counsel and secretary. both our data quality software and services Harte-Hanks has the people, processes and offerings, as well as an opportunity for further technologies to manage in a fast-changing international expansion. environment. Our people continue to excel on • StepDot Software GmbH of Germany, a data behalf of our clients, and that is why our mission quality and integration company, which now as a customer-focused, high-performance growth does business as Harte-Hanks Trillium company is relevant, credible and a differentiator. Software – Germany GmbH. Beyond gaining We focus on what is important: our customers, our Richard Hochhauser President & Chief Executive Officer like California, has the potential for significant a greater foothold in Central Europe, the employees, our shareholders and our communities. circulation growth of households within our acquisition facilitates the penetration of We have made, we are making and we will continue circulation plan. We are further along in California Harte-Hanks with European pharmaceutical to make it happen for these important constituencies. and are getting more aggressive in Florida. companies, which have relied on StepDot for In one market, we put in place a common order enterprise data quality. entry system that each of our Shoppers advertising During the year, Harte-Hanks also acquired certain sales teams will be able to use when fully rolled assets of other companies with business intelligence out. It is more intuitive, will enable more cross-selling and digital printing capabilities, and divested of a among units, and will allow for increased market- stand-alone print operation. based pricing and enhanced reservation capability We also expanded internationally by opening a for ad sales and placement. marketing operations facility in Manila, Philippines. We will continue to emphasize new products, digital offerings, geographic expansion, shared systems – and, of course, revenue and profit growth, in the years ahead. Leadership Leads to Performance For all of 2006, our diluted earnings per share increased to $1.39 on revenues of $1.18 billion – reflecting increases of 8.6%(1) and 4.4%, respectively. Acquisitions That Serve Our Strategy Direct Marketing, comprising 60% of total revenue, During the course of the year, Harte-Hanks made grew revenue by 2.2%, while operating income a number of strategic acquisitions to enhance our grew 4.9%.(2) Our Shoppers performance included marketing capabilities and knowledge. Among our revenue growth of 7.8%, while operating income RICHARD HOCHHAUSER President & Chief Executive Officer March 2007 area, where we achieve more than 2.8 million acquisitions were: declined 3.8%.(2) copies each week. One of our approaches to • Aberdeen Group, Inc., a Boston, MA-based We continued to use capital to repurchase shares, growth in Florida is patterned after our successes provider of technology market research, a program initiated in 1997. During 2006, we in California – contiguous circulation expansion. intelligence, and demand generation services. repurchased 7.1 million shares, bringing our total In the past year, in Florida, we’ve grown circulation by 315,000, and while we will pause in 2007, we do have a Shopper-wide strategic initiative of expansion. Based on our business model, Florida, Harte-Hanks sees immediate synergies with during the past ten years to 50.6 million shares our Ci Technology Database, market intelligence repurchased. Our total capital projects spending in and lead generation services, particularly in 2006 was $33.7 million. (1 ) This document contains trademarks that are owned or licensed by Harte-Hanks, Inc., and its subsidiaries, including, without limitation, Harte-Hanks, Harte-Hanks Trillium Software, (1) With 2005 EPS results adjusted to add stock-based compensation expense. Without this adjustment, diluted earnings per share increased by 3.7% year over year. (2) With 2006 operating income adjusted to remove stock-based compensation expense. Without this adjustment, Direct Marketing operating income grew by 1.3% year over Postfuture, Allink and other names and marks. All other brand names, product names, or trademarks belong to their respective holders. year and Shoppers operating income declined by 5.7% year over year. D I R E C T O R S David Copeland President, SIPCO, Inc. William Farley Founder & Owner, Livingston Capital Larry Franklin Chairman O F F I C E R S Richard Hochhauser President & Chief Executive Officer Dean Blythe Executive Vice President & Chief Financial Officer Kathy Calta Executive Vice President, Direct Marketing Peter Gorman Executive Vice President, Shoppers Gary Skidmore Executive Vice President, Direct Marketing James Davis Senior Vice President, Direct Marketing C O R P O R A T E O F F I C E San Antonio, Texas http://www.harte-hanks.com DIRECT MARKETING Austin, Texas Baltimore, Maryland Billerica, Massachusetts Bloomfield, Connecticut Boston, Massachusetts Cincinnati, Ohio Clearwater, Florida Deerfield Beach, Florida East Bridgewater, Massachusetts Fort Worth, Texas Fullerton, California Glen Burnie, Maryland Grand Prairie, Texas Jacksonville, Florida Lake Mary, Florida Langhorne, Pennsylvania William Gayden Chairman & Chief Executive Officer, Merit Energy Company Christopher Harte Private Investor Houston Harte Vice Chairman Bill Goldberg Senior Vice President, Direct Marketing Bryan Pechersky Senior Vice President, General Counsel & Secretary Robert Colucci Vice President, Direct Marketing Loren Dalton Vice President, Shoppers Carlos Guzman Vice President, Shoppers Richard Hochhauser President & Chief Executive Officer Judy Odom Private Investor Co-Founder, Former Chairman & Chief Executive Officer, Software Spectrum, Inc. Jessica Huff Vice President, Finance & Chief Accounting Officer Spencer Joyner, Jr. Vice President, Direct Marketing Dave LaGreca Vice President, Direct Marketing Federico Ortiz Vice President, Tax Michael Paulsin Vice President, Shoppers Frank Harvey Vice President, Direct Marketing Tann Tueller Vice President, Direct Marketing Monroe Township, New Jersey New York, New York Ontario, California Pennsauken, New Jersey Richardson, Texas San Diego, California Shawnee, Kansas Troy, Michigan Wilkes-Barre, Pennsylvania NATIONAL MARKETS HEADQUARTERS Cincinnati, Ohio INTERNATIONAL OFFICES ¨ Aldermaston, United Kingdom Boblingen, Germany Bristol, United Kingdom Dublin, Ireland Frenchs Forest (Sydney), Australia Hasselt, Belgium Les Ulis, France Madrid, Spain Manila, Philippines Melbourne, Australia São Paulo, Brazil Uxbridge, United Kingdom SHOPPERS The Flyer South Florida Central-West Florida http://www.theflyer.com PennySaver Northern California Southern California — Los Angeles San Diego http://www.pennysaverusa.com The locations listed on this page reflect Harte-Hanks offices and facilities worldwide as of March 2007. F O R W A R D - L O O K I N G S T A T E M E N T S Statements in this report concerning our business outlook, future financial performance and other statements that are not historical facts are “forward-looking statements” as defined under applicable federal securities laws. Forward-looking statements are subject to risks, uncertainties, and other factors that could cause actual results to differ materially from those statements. Such risks, uncertainties, and factors include, but are not limited to, public concern over consumer privacy issues, which may lead to enactment of legislation restricting or prohibiting the collection and use of information that is currently legally available, competitive pressures, fluctuations in paper prices and postal rates, and general or regional economic conditions, as well as other risks discussed in our filings with the Securities and Exchange Commission, including our Form 10-K for the year ended December 31, 2006. M A N A G E M E N T C E R T I F I C A T I O N S In accordance with the Sarbanes-Oxley Act of 2002 and regulations thereunder, our chief executive officer and chief financial officer have signed certificates under Sarbanes-Oxley Section 302, which have been filed as exhibits to our Form 10-K for the year ended December 31, 2006. In addition, our chief executive officer submitted his most recent annual certification to the NYSE under Section 303A.12(a) of the NYSE listing standards on May 22, 2006. ‘‘ Today, the customer is more empowered and has so many choices. The customer rules! Thus, companies are faced with a challenge to deliver optimal customer experiences... Customer Optimization seeks to balance the customer experience with a client’s financial ‘‘ performance. During 2006, the company(1) received these accolades: • Harte-Hanks Postfuture® e-mail was identified as a market leader by both Forrester and JupiterResearch • Harte-Hanks Trillium Software® was named as a market leader for information quality software by Forrester and Gartner • Harte-Hanks also was recognized as a “strong performer” among database service providers – one of only a handful of companies recognized from an initial list of more than 100 firms • Harte-Hanks was named to the inaugural listing of the Global Outsourcing 100, assembled by the International Association of Outsourcing Professionals and reported in Fortune magazine • Harte-Hanks, with a telecommunications client, received the top business-to-business Database Excellence Award from the National Center for Database Marketing on behalf of a “new customer onboarding and cross-sell” campaign • The company’s agency business continues to be ranked among the largest direct marketing agencies in the United States (by Advertising Age) Shoppers Increases its Local Advertising Reach and Impact “We bring buyers and sellers together,” is the touchstone of our Shoppers’ publishing and e-marketing business and an integral part of the mission statement for Harte-Hanks Shoppers. Here, too, the customers rule! 2006 was a year of continued growth and expansion for Shoppers, both in print and online. To provide a perspective here, consider that in just the past three years, print circulation of our shopper publications (PennySaver in California, and The Flyer in Florida) has grown from 10.7 million to more than 13.4 million; and the number of weekly, zoned editions increased from nearly 900 to more than 1,100. During the same period, revenue increased by $115 million. On the Internet, PennySaverUSA.com and TheFlyer.com now represent more than a half million classified ads weekly in all 50 states (through strategic alliances with shopper publications across the country and selected e-marketing concerns). In January 2006, PennySaverUSA.com/TheFlyer.com, which were initiated as Web sites a decade ago, were made a stand-alone business within Harte- Hanks Shoppers. During the first six months of 2006, Web site page views more than doubled, and we placed more than ten times as many ads online in 2006 compared to 2005. We also have added ShopLocal.com and Move.com to our Web sites as co-branded partners, and we are working on additional partnerships with large companies. We are now challenged to monetize these and future relationships, which will start, albeit slowly, in 2007. Our PennySaver print edition in California posts circulation of more than 10.6 million copies each week. In Florida, the publication is called The Flyer, with an operation in South Florida and the Tampa the technology sector, as many companies In Direct Marketing, all of our corporate officers are using original research, commissioned and vice presidents increased their responsibilities. white papers, and analyst reports as a means At the beginning of 2007, Dean Blythe, Kathy Calta for asserting thought leadership and identifying and Gary Skidmore were named executive vice potential customers. presidents. They join Pete Gorman, who serves • Global Address, a United Kingdom-based as president and chief executive officer of Harte- company that provides global postal address Hanks Shoppers, for a total of four executive vice data quality software and services incorporating presidents across the organization. In addition, standards for more than 230 nations and Bryan Pechersky has joined Harte-Hanks as senior territories worldwide – a complement to vice president, general counsel and secretary. both our data quality software and services Harte-Hanks has the people, processes and offerings, as well as an opportunity for further technologies to manage in a fast-changing international expansion. environment. Our people continue to excel on • StepDot Software GmbH of Germany, a data behalf of our clients, and that is why our mission quality and integration company, which now as a customer-focused, high-performance growth does business as Harte-Hanks Trillium company is relevant, credible and a differentiator. Software – Germany GmbH. Beyond gaining We focus on what is important: our customers, our Richard Hochhauser President & Chief Executive Officer like California, has the potential for significant a greater foothold in Central Europe, the employees, our shareholders and our communities. circulation growth of households within our acquisition facilitates the penetration of We have made, we are making and we will continue circulation plan. We are further along in California Harte-Hanks with European pharmaceutical to make it happen for these important constituencies. and are getting more aggressive in Florida. companies, which have relied on StepDot for In one market, we put in place a common order enterprise data quality. entry system that each of our Shoppers advertising During the year, Harte-Hanks also acquired certain sales teams will be able to use when fully rolled assets of other companies with business intelligence out. It is more intuitive, will enable more cross-selling and digital printing capabilities, and divested of a among units, and will allow for increased market- stand-alone print operation. based pricing and enhanced reservation capability We also expanded internationally by opening a for ad sales and placement. marketing operations facility in Manila, Philippines. We will continue to emphasize new products, digital offerings, geographic expansion, shared systems – and, of course, revenue and profit growth, in the years ahead. Leadership Leads to Performance For all of 2006, our diluted earnings per share increased to $1.39 on revenues of $1.18 billion – reflecting increases of 8.6%(1) and 4.4%, respectively. Acquisitions That Serve Our Strategy Direct Marketing, comprising 60% of total revenue, During the course of the year, Harte-Hanks made grew revenue by 2.2%, while operating income a number of strategic acquisitions to enhance our grew 4.9%.(2) Our Shoppers performance included marketing capabilities and knowledge. Among our revenue growth of 7.8%, while operating income RICHARD HOCHHAUSER President & Chief Executive Officer March 2007 area, where we achieve more than 2.8 million acquisitions were: declined 3.8%.(2) copies each week. One of our approaches to • Aberdeen Group, Inc., a Boston, MA-based We continued to use capital to repurchase shares, growth in Florida is patterned after our successes provider of technology market research, a program initiated in 1997. During 2006, we in California – contiguous circulation expansion. intelligence, and demand generation services. repurchased 7.1 million shares, bringing our total In the past year, in Florida, we’ve grown circulation by 315,000, and while we will pause in 2007, we do have a Shopper-wide strategic initiative of expansion. Based on our business model, Florida, Harte-Hanks sees immediate synergies with during the past ten years to 50.6 million shares our Ci Technology Database, market intelligence repurchased. Our total capital projects spending in and lead generation services, particularly in 2006 was $33.7 million. (1 ) This document contains trademarks that are owned or licensed by Harte-Hanks, Inc., and its subsidiaries, including, without limitation, Harte-Hanks, Harte-Hanks Trillium Software, (1) With 2005 EPS results adjusted to add stock-based compensation expense. Without this adjustment, diluted earnings per share increased by 3.7% year over year. (2) With 2006 operating income adjusted to remove stock-based compensation expense. Without this adjustment, Direct Marketing operating income grew by 1.3% year over Postfuture, Allink and other names and marks. All other brand names, product names, or trademarks belong to their respective holders. year and Shoppers operating income declined by 5.7% year over year. D I R E C T O R S David Copeland President, SIPCO, Inc. William Farley Founder & Owner, Livingston Capital Larry Franklin Chairman O F F I C E R S Richard Hochhauser President & Chief Executive Officer Dean Blythe Executive Vice President & Chief Financial Officer Kathy Calta Executive Vice President, Direct Marketing Peter Gorman Executive Vice President, Shoppers Gary Skidmore Executive Vice President, Direct Marketing James Davis Senior Vice President, Direct Marketing C O R P O R A T E O F F I C E San Antonio, Texas http://www.harte-hanks.com DIRECT MARKETING Austin, Texas Baltimore, Maryland Billerica, Massachusetts Bloomfield, Connecticut Boston, Massachusetts Cincinnati, Ohio Clearwater, Florida Deerfield Beach, Florida East Bridgewater, Massachusetts Fort Worth, Texas Fullerton, California Glen Burnie, Maryland Grand Prairie, Texas Jacksonville, Florida Lake Mary, Florida Langhorne, Pennsylvania William Gayden Chairman & Chief Executive Officer, Merit Energy Company Christopher Harte Private Investor Houston Harte Vice Chairman Bill Goldberg Senior Vice President, Direct Marketing Bryan Pechersky Senior Vice President, General Counsel & Secretary Robert Colucci Vice President, Direct Marketing Loren Dalton Vice President, Shoppers Carlos Guzman Vice President, Shoppers Richard Hochhauser President & Chief Executive Officer Judy Odom Private Investor Co-Founder, Former Chairman & Chief Executive Officer, Software Spectrum, Inc. Jessica Huff Vice President, Finance & Chief Accounting Officer Spencer Joyner, Jr. Vice President, Direct Marketing Dave LaGreca Vice President, Direct Marketing Federico Ortiz Vice President, Tax Michael Paulsin Vice President, Shoppers Frank Harvey Vice President, Direct Marketing Tann Tueller Vice President, Direct Marketing Monroe Township, New Jersey New York, New York Ontario, California Pennsauken, New Jersey Richardson, Texas San Diego, California Shawnee, Kansas Troy, Michigan Wilkes-Barre, Pennsylvania NATIONAL MARKETS HEADQUARTERS Cincinnati, Ohio INTERNATIONAL OFFICES ¨ Aldermaston, United Kingdom Boblingen, Germany Bristol, United Kingdom Dublin, Ireland Frenchs Forest (Sydney), Australia Hasselt, Belgium Les Ulis, France Madrid, Spain Manila, Philippines Melbourne, Australia São Paulo, Brazil Uxbridge, United Kingdom SHOPPERS The Flyer South Florida Central-West Florida http://www.theflyer.com PennySaver Northern California Southern California — Los Angeles San Diego http://www.pennysaverusa.com The locations listed on this page reflect Harte-Hanks offices and facilities worldwide as of March 2007. F O R W A R D - L O O K I N G S T A T E M E N T S Statements in this report concerning our business outlook, future financial performance and other statements that are not historical facts are “forward-looking statements” as defined under applicable federal securities laws. Forward-looking statements are subject to risks, uncertainties, and other factors that could cause actual results to differ materially from those statements. Such risks, uncertainties, and factors include, but are not limited to, public concern over consumer privacy issues, which may lead to enactment of legislation restricting or prohibiting the collection and use of information that is currently legally available, competitive pressures, fluctuations in paper prices and postal rates, and general or regional economic conditions, as well as other risks discussed in our filings with the Securities and Exchange Commission, including our Form 10-K for the year ended December 31, 2006. M A N A G E M E N T C E R T I F I C A T I O N S In accordance with the Sarbanes-Oxley Act of 2002 and regulations thereunder, our chief executive officer and chief financial officer have signed certificates under Sarbanes-Oxley Section 302, which have been filed as exhibits to our Form 10-K for the year ended December 31, 2006. In addition, our chief executive officer submitted his most recent annual certification to the NYSE under Section 303A.12(a) of the NYSE listing standards on May 22, 2006. H A R T E - H A N K S annual rep ort 2oo6 HEADQUARTERS Cincinnati, Ohio DIRECT MARKETING—INTERNATIONAL OFFICES Aldermaston, United Kingdom | Boblingen, Germany | Bristol, United Kingdom Pennsauken, New Jersey | Richardson, Texas | San Diego, California | Shawnee, Kansas | Troy, Michigan | Wilkes-Barre, Pennsylvania NATIONAL MARKETS Cincinnati, Ohio | Clearwater, Florida | Deerfield Beach, Florida | East Bridgewater, Massachusetts | Fort Worth, Texas | Fullerton, California | Glen Burnie, Maryland Grand Prairie, Texas | Jacksonville, Florida | Lake Mary, Florida | Langhorne, Pennsylvania | Monroe Township, New Jersey | New York, New York | Ontario, California DIRECT MARKETING— U.S. OFFICES Austin, Texas | Baltimore, Maryland | Billerica, Massachusetts | Bloomfield, Connecticut | Boston, Massachusetts Dublin, Ireland | Frenchs Forest (Sydney), Australia | Hasselt, Belgium | Les Ulis, France | Madrid, Spain | Manila, Philippines | Melbourne, Australia | Sao Paulo, Brazil Uxbridge, United Kingdom SHOPPERS—THE FLYER South Florida | Central-West Florida PENNYSAVER Northern California | Los Angeles | San Diego ˜ ¨ To our shareholders In 2006, Harte-Hanks grew through innovation. 2. Do clients seek to create opportunity from throughout the customer lifecycle and deliver While our revenue and profit performance were less than planned, we took significant steps designed to improve results in the years to come. Furthermore, the company continued to assert its role as an industry leader in both direct marketing and targeted advertising services. Direct Marketing: A Construct for Customer Optimization In Direct Marketing, our clients in retail, technology, financial services, pharmaceutical, and other select markets, such as automotive and manufacturing, are pursuing strategies to “build” their prospect and client relationships. Harte-Hanks is helping our clients achieve success by offering them a new construct for “customer optimization” and applying it in ways that help them solve their marketing problems and address opportunities with their customers. Today, the customer is more empowered and has so many choices. The customer rules!Thus, companies are faced with a challenge to deliver optimal customer experiences. Harte-Hanks account teams ask our clients pointed questions about their business, their markets, their channels, their customers and how they desire to interact with them. 1. Do clients want to leverage information? Yes, by building and updating a customer database with the goal of increasing profits. A database that collects accurate, high-quality data, globally and vertically, and delivers a dynamic “360-degree” view of the customer. their information? Yes, by accessing and utilizing data. Companies are adopting a multichannel, real-time orientation that allows for informed customer views and interactions. They are placing customer knowledge throughout their organization and at the center of business decisions. 3. Do they want valuable insight from their data? Yes, data analysis and interpretation become knowledge in a way that ultimately yields relevant action – to realize more future value from pinpoint targeting and predicting, and intelligence that goes beyond marketing. 4. Do they want to apply insight to better engage with their customers? Yes, to be able to develop knowledge-driven applications that enable a dynamic dialogue exceptional customer experiences. 5. Do they want optimal interactions with their customers? Yes, based on brilliantly engineered implementation and execution favoring each customer’s preferred inbound and outbound channels, both online and offline. In the day-to-day practice of business, there are never enough people, time, or money to maximize every goal a client has – thus we say “optimize,” not “maximize.” We understand it’s all about managing trade-offs to achieve customer optimization. Customer Optimization seeks to balance the customer experience with a client’s financial performance. CUSTOMER OPTIMIZATION INFORMATION (Data Collection and Management) • Accurate High-Quality Global Data • 360º Customer & Business View • Vertical Orientation INTERACTION (Program Execution) • Sales, Service & Marketing Continuum • Offline & Online Channels • Bidirectional OPPORTUNITY (Data Access and Utilization) • Enterprise Access • Multichannel Orientation • Real-Time Relationship Management ENGAGEMENT (Knowledge Application) • Reality-Based Roadmap • Multichannel Dialogue • Programs for Acquisition & Nurturing INSIGHT (Data Analysis and Interpretation) • Understand Data • Intelligence Beyond Sales & Marketing • Target & Product P.O. Box 269 San Antonio, TX 78291-0269 (210) 829-9000 • http://www.harte-hanks.com 002CS-13902