Represent! Evaluating the Relationships Between University Presses and Independent Sales Reps in 2016

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Saturday, June 18, 9:00–10:15 AM
Chair: Erin Rolfs, Marketing Manager, Louisiana State University Press
Panelists: Eileen Parsons, Weems; Rosemary Vestal, Publicity Manager, University Nebraska Press; J.D. Wilson, Director of Marketing and Publicity, Northwestern University Press

While Amazon acquires more and more market share and our traditional source of sales—from chains, independents, and libraries—become a smaller part of our revenue, how have the scope and expectations of independent sales reps changed? Conversely, how has this shift impacted how independent sales representatives view their client presses? These reciprocal questions will be addressed in an open discussion that will ask attendees to respond to questions about current practices and challenges so that the entire room is contributing to the session. Further discussion will cover the new interplay between publicists and sales reps, the value of Edelweiss, aligning early metadata delivery to key accounts with sales calls, and ways publishers can better leverage their reps in an ever shifting landscape.

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