Selling to National Distributors

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Moderator: Susan Donnelly, Sales Director, Harvard University Press

Panelists: Gearge Tattersfield, VP, Product Development, Ingram Book Company; Barbara J. Witt, Merchandising Manager, Academic Buying Department, Baker & Taylor; Matt Naumann, Director Marketing & Publisher Relations, Blackwell's Book Services; Brad Hebel, Director of Sales and Marketing, Columbia University Press

Description: Ingram, Baker & Taylor, and Blackwell’s comprise a large percentage of sales for most university presses. What are the best ways to work most effectively with these large distributors? How important is co-op in maximizing sales? Does a co-op pool make sense? Are reporting tools such as Pub Alley and ipage proving useful to presses? How can university presses make sure that they are getting their fair share of initial orders and reorders?

Please post outlines, notes, and/or links to presentation materials below.

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