The direct marketing efforts of HealthMark have focused primarily on direct mailings.  Similar to the advertising strategy, HealthMark would like to increase their direct marketing exposure through spending more dollars on direct marketing campaigns and increasing the quality of the collateral material. The direct marketing expenses currently represent 0.5% of gross sales.  In the next year this percentage will be increased to 1% in order to expand into the target market.  The table below (Direct Marketing) represents the direct marketing efforts from the past and projections for next year.