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Valassis Communications' CEO Discusses Q1 2012 Results - Earnings Call Transcript

Additionally, during that same time period, most CPG budgets were placed under even more pressure due to lack of growth in domestic top line sales and increase in commodity costs.

The second factor is the loss of the custom co-op business that began in Q4 2011 and will continue to negatively impact us through the first 3 quarters of this year.

Lastly, we had one last regular co-op FSI date as compared to Q1 2011. Ultimately, given an environment where consumers remain focused on savings, experience tells us that when CPGs pull back on promotional spending, they risk losing market share to competitive brands, including private label. We believe that as this threat becomes real, CPG marketers will look to a solution, namely our FSI, proven to drive incremental sales volume and retailer support. In the meantime, our sales and marketing organization is continuing to aggressively work with our CPG clients to optimize coupon values and resume an increased frequency of promotional programs.

In our Neighborhood Targeted segment, we are also looking at a story that is strongly influenced by a cutback in CPG spending. As you know, this segment is made up of multiple products, including Newspaper Inserts and sampling. The decline in consumer packaged goods spending on these 2 products accounted for over 2/3 of the $17.9 million in quarterly revenue decline we experienced in this segment.

Moving on to our International Digital Media & Services segment, we continue to see growth in 2 businesses. Our Digital business as well as NCH, our coupon clearing and analytics business. The ongoing strength of the U.S. coupon redemption market has continued to fuel our NCH business, creating growth in both their top and bottom lines.

We're also continuing to see momentum build in our Digital Media portfolio. Revenue within our Digital businesses grew nearly 60% year-over-year during the first quarter and we are tracking toward our annual digital plan of $30 million in revenue.

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