The AAUP report details a 3% year-to-date sales increase as of Q3 FY10 and presents several strategies for improving sales during challenging market conditions. Focused on both traditional and digital marketing approaches, the document emphasizes account management, market analysis, and branding to enhance visibility and profitability. College enrollment rates are noted as being historically high, suggesting potential for increased book adoptions.

1. Growing Sales During Difficult Times Brother, Can You Spare A Purchase Order? AAUP June, 2010

2. AAUP Sales Through Q3 FY10 +3% over YTD F09 actual +2.8% over budget Returns down 2% 18.5% to 16.7% of sales 66 presses reporting According to AAUP stats posted 4-14-2010

3. MELISSANNE SCHELD Cambridge University Press DAN KERVICH Yankee Book Peddlar FRED NACHBAUR Fordham University Press LENNY ALLEN Oxford University Press

4. AAUP Annual Meeting 2010 _______________________ Salt Lake City University Press Publication Year

5. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

6. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

7. AAUP Annual Meeting 2010 _______________________ Salt Lake City Relative UP Sales Share by Category, 2009

8. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

9. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

10. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

11. AAUP Annual Meeting 2010 _______________________ Salt Lake City University Press Advanced Academic Cloth Philosophy 9/2007- 8/2009

12. AAUP Annual Meeting 2010 _______________________ Salt Lake City University Press Advanced Academic Cloth Philosophy 9/2007- 8/2009

13. AAUP Annual Meeting 2010 _______________________ Salt Lake City All Presses Press Advanced Academic Cloth Math 9/2007- 8/2009

14. AAUP Annual Meeting 2010 _______________________ Salt Lake City All Presses Press Advanced Academic Cloth Math 9/2007- 8/2009

15. Series Evaluations Series questionnaire for acquiring editor at the press Series questionnaire for series editor(s) Financial report of series Discussion at board meeting Review by outside scholars Decision made

16. University Mission Talk to scholars on your campus Meet with department heads, chairs and directors Take the lead Raise the profile of the press

17. Establish an Imprint for Regional Books Differentiate from academic monograph and edited collections Brand and market the books to a general interest audience New and reprints of regional books Same vetting process Much more accessible and warrant a trade imprimatur

18. Budgeting Critical to create title budgets Proposal stage, seasonal launch stage, print stage Small print runs Title by title sales projections

19. Creative Models Digital printing versus sheet fed Born POD/Digital Hardcover only for specialized monographs Price increases Different paper stock

20. XML Workflow Front-end workflow is optimal Most neutral file Build infrastructure Little return on investment yet in first year Cut print advertising and direct mail

21. Emarketing Online seasonal catalog Press blog -- FordhamImPRESSions.com Revamp website to be more dynamic and current Send eblasts for every new book published Themed campaigns Electronic course adoption campaigns Social Networking – Facebook, Twitter

22. Sales in a Cold Climate Lenny Allen Oxford University Press June 18, 2010

23. Account Review Review your account base regularly Mine your existing database or prospect for new accounts? Analyze profitability and minimize time wasters

24. Account Management Use the tools that accounts make available Ensure your buyer has the right information Don’t be afraid to second guess your buyers

25. Focus on Adoption College enrollment rates are at an historical high, with 70% of the members of the high school graduating class of 2009 being enrolled in college by October 2009 1 1. Rampell, Catherine. “College Enrollment Rate at Record High.” The New York Times Economix Blog , April 28, 2010, Business section, online.

26. Think Like an Editor… … Or a marketer, But avoid thinking like a salesperson.