The Rise of Publishers Clearinghouse

Publishers Clearinghouse transformed from a small mom-and-pop operation to a multi-billion dollar company over decades, significantly redefining the magazine subscription industry. Daryl Lester, who was hired right out of college, witnessed the company's evolution, which began in 1967 when they tested a direct mail approach that combined multiple magazine subscriptions into one offering, leading to a response rate of 1%. This initial 1% response, seen as a success in direct marketing, prompted continuous growth, and by the 1990s, PCH had become one of the most beloved brands in America, known for its sweepstakes and philanthropic efforts. Throughout its rise, the company maintained a focus on innovative marketing strategies that appealed to consumers' hopes and dreams.