3. Marginal MarginalizationMarginal Marginalization
If margins were success, why so many failures?
There’s a lot more than numbers behind
revenue.
2nd most important reason for buying books...
Recommendations
People buy books because they trust the bookseller.
That’s why people come to Borders.
There’s less value in margins than you see on
an invoice.
4. What Technology Teaches UsWhat Technology Teaches Us
Outsourcing and Networked Solutions are the
new reality of business.
Assembly lines are out, Workflows and group
products are in.
Blockbusters are dead, Now it’s niche marketing.
Everything plugs into everything else.
Everything is interconnectable.
5. Simplicity is Sales SuccessSimplicity is Sales Success
Customers have niche needs, but you don’t have
answers for every one of them.
Do you spend time diversifying knowledge?
Do you collect and organize copious data?
Do you get great margins on the wrong product?
Or, you could simplify, and focus on what you do
best, focus on why your customers are there.
What about those niche needs?
6. Simple – FastSimple – Fast – Easy– Easy
Every title your customer wants, we have it.
Create custom offerings that compliment your
products.
We already know what sells.
Ask, and we’ll get it to you.
You’ll get what you need when you need it.
Meet every niche need, spend nothing to do it.
8. Subtle Cost of OverheadSubtle Cost of Overhead
Ordering, shipping, warehousing and processing
inventory eats you money.
Discounts on an invoice only tell you a short,
misleading story.
How much time did you spend finding it?
How long did it take to order?
How much time to recieve it?
The real story is Time, you time.
9. I’ll make more buying directI’ll make more buying direct
It’s not about gross margin, it’s about net profit.
Borders can tell you how much you’ll make on
each item.
One order, one invoice
Unpack and sell
What is guaranteed margin worth to you?
10. The Real Cost of BooksThe Real Cost of Books
Shipping product takes time, and getting it
shipped takes even more time.
You have to:
Setup an account with each publisher/distributor
Adjust your process to fit their systems
Process their invoices for payment
Track down credits on returns
You spend more time paying for your products
than you do selling them.
11. It Should Be EasyIt Should Be Easy
You should have the same terms for all your
products.
You should order all your products the same way.
You should only process one invoice for all your
products.
You should have the same return terms for all
your products.
You should have a deal made just for you.
12. One Order | One InvoiceOne Order | One Invoice
Simple – Fast – EasySimple – Fast – Easy
Simple – Fast – EasySimple – Fast – Easy
Simple – Fast – EasySimple – Fast – Easy
13. Basic TermsBasic Terms
Minimum 25% margin on nearly every item
Incentive based discounts, tailored to your needs
Free-consolidated shipping
1 year for returns (excluding non-returnable
items)
Consignment terms available, based on needs
analysis
14. How It WorksHow It Works
We start by listening to what you need.
We work with you to create a core product
offering, exactly matched to your business.
We setup recurring orders where needed.
We setup a delayed billing account when needed.
We assign a dedicated sales rep to answer your
questions, and take your orders.
We give you all the attention you need, right
when you need it.
15. Adaptive, Sales-Based DiscountsAdaptive, Sales-Based Discounts
Our philosophy is the more you sell, the more
you save.
We work with you to project gross sales.
We start with an introductory discount based on
what we know you can sell.
We evaluate your sales every quarter.
When you hit the next tier, your discount
increases.
We give you our knowledge and trust so you
can grow your business.
16. It’s Your SolutionIt’s Your Solution
We don’t force you into our corporatized model.
We don’t expect you to change just to suit us.
It’s your business, we’re just here to help.
We run thousands of transactions every day, we
know the trends and we know the titles.
But you know your customers.
You’ll get exactly what you need to succeed.
