Advocacy Sell


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  • Hello, and thank you for the opportunity to speak with you today regarding your campus bookstore. Allow me to introduce myself. I am Mark Palmore, Senior Director of Campus Relations for Connect 2 One (a division of Nebraska Book Company). Connect 2 One is a buying and services group of 450+ Independent (Institutional and Private) college and university bookstores. My own personal experience includes 17 years in college and health science publishing. All of that time I have worked very closely with college and university bookstores throughout the US. This is my second year with Connect 2 One.
  • Advocacy Sell

    1. 1. The Institutional Bookstore… the model that WORKS! Mark Palmore Executive Director Connect2One a division of Nebraska Book Company, Inc.
    2. 2. Why should you keep YOUR bookstore institutional? <ul><li>Your college bookstore is an essential part of the success of your campus. It contributes to the quality of life at your school while meeting the needs of your students, faculty, staff, administration, and alumni. </li></ul><ul><li>YOUR institution is the bookstore’s primary concern! </li></ul>
    3. 3. YOUR Institutional Bookstore… <ul><li>is a window to your school. </li></ul><ul><li>exists to serve the needs of the campus. </li></ul><ul><li>offers a balance of service and revenue. </li></ul><ul><li>listens to the needs of faculty, students, staff, administration, and alumni. </li></ul><ul><li>is part of the positive image of your institution. </li></ul>
    4. 4. By staying institutional… <ul><li>YOU control any changes in: </li></ul><ul><ul><li>the level of service. </li></ul></ul><ul><ul><li>merchandise and product mix. </li></ul></ul><ul><ul><li>pricing and returns. </li></ul></ul><ul><ul><li>textbook buyback policy and volume of USED textbooks. </li></ul></ul><ul><ul><li>marketing/advertising. </li></ul></ul><ul><ul><li>staff training and morale. </li></ul></ul><ul><li>YOU control the appropriate mix of service versus revenue . </li></ul>
    5. 5. What if you decide to lease your college store? <ul><li>Decrease your staff morale and lose the expertise of long term dedicated staff. </li></ul><ul><li>Lose touch with your customers because of centralized buying. </li></ul><ul><li>Service level declines. </li></ul><ul><li>YOU lose control of the store and any revenue increase! </li></ul>
    6. 6. Contract management firms’ first obligation is to their corporation, NOT to your institution! <ul><li>Students and parents pay more for textbooks and supplies. </li></ul><ul><li>Profit is their only motivator. </li></ul><ul><li>Absentee ownership/“carpetbaggers” have taken over part of the image of your institution. </li></ul>
    7. 7. With contract management... <ul><li>The institution does not share in the benefits of the buying power. </li></ul><ul><li>Selection of items is reduced. </li></ul><ul><li>Additional profits beyond the contract go to the corporation. </li></ul><ul><li>You have NO input in the management of YOUR store, outside of the contract! </li></ul>
    8. 8. What are your OTHER options? <ul><li>Raise additional revenue by raising prices, reducing services, and paying students less at Buyback. </li></ul><ul><li>Keep the store institutional and use the many resources available to you as a member of Connect 2 One . </li></ul>
    9. 9. Connect 2 One An Alliance of Independent College Bookstores <ul><li>Buying Power! </li></ul><ul><li>Technology Solutions! </li></ul><ul><li>Marketing! </li></ul><ul><li>Store Consulting! </li></ul><ul><li>Institution directly benefits rather than contract management company! </li></ul><ul><li>YOUR store stays INDEPENDENT! </li></ul>
    10. 10. Thank You!