The Business Publishers Roundtable (BPR) is an international association of business book publishers, with each member representing one language. The BPR aims to disseminate business ideas globally through publishing. It provides a forum for members to exchange publishing information, advice, and collaborate on co-publishing projects. The BPR has no fees and is financed through voluntary member contributions. Benefits of membership include opportunities to buy and sell rights, collaborate on projects, and gain visibility for authors. The BPR meets several times a year to exchange views and ideas.
Este documento presenta el reglamento estudiantil de la CIAF. Establece que el Consejo Superior es responsable de modificar, adoptar y expedir el reglamento aplicable a los programas técnicos profesionales, ciclos propedéuticos y especializaciones. Define los procesos de inscripción, selección, admisión y matrícula de estudiantes nuevos, de reingreso, transferencia o traslado interno. También describe los derechos, deberes y procesos disciplinarios de los estudiantes, así como incentivos, bec
This resume summarizes William J. Marincic's experience leading operational and sales teams across multiple automotive dealerships over the past 30 years. He has a proven track record of increasing profits through streamlining processes, training staff, and implementing strategic sales programs. Marincic draws on extensive industry knowledge and strong relationships to mentor teams and optimize operations.
The document provides tips and guidance for parents to help their children build healthy relationships. It suggests building respect for others, providing a safe home environment, being a good role model by discussing your own relationships, teaching responsibility and independence, and resolving conflicts through compromise rather than winning. Parents are encouraged to talk to their children about their friendships and how to approach a friend when things aren't going well.
Este documento presenta una situación de aprendizaje basada en la didáctica crítica para la asignatura de Artes Visuales. La lección propone que los estudiantes capturen fotografías de imágenes en su entorno, elijan una para editar y exhibir, y reflexionen sobre las fotografías de los demás. El objetivo es que los estudiantes identifiquen la diversidad de imágenes en su entorno a través de un enfoque constructivista que les permite aprender de forma mutua e interactiva.
The Business Publishers Roundtable (BPR) is an international association of business book publishers, with each member representing one language. The BPR aims to disseminate business ideas globally through publishing. It provides a forum for members to exchange publishing information, advice, and collaborate on co-publishing projects. The BPR has no fees and is financed through voluntary member contributions. Benefits of membership include opportunities to buy and sell rights, collaborate on projects, and gain visibility for authors. The BPR meets several times a year to exchange views and ideas.
Este documento presenta el reglamento estudiantil de la CIAF. Establece que el Consejo Superior es responsable de modificar, adoptar y expedir el reglamento aplicable a los programas técnicos profesionales, ciclos propedéuticos y especializaciones. Define los procesos de inscripción, selección, admisión y matrícula de estudiantes nuevos, de reingreso, transferencia o traslado interno. También describe los derechos, deberes y procesos disciplinarios de los estudiantes, así como incentivos, bec
This resume summarizes William J. Marincic's experience leading operational and sales teams across multiple automotive dealerships over the past 30 years. He has a proven track record of increasing profits through streamlining processes, training staff, and implementing strategic sales programs. Marincic draws on extensive industry knowledge and strong relationships to mentor teams and optimize operations.
The document provides tips and guidance for parents to help their children build healthy relationships. It suggests building respect for others, providing a safe home environment, being a good role model by discussing your own relationships, teaching responsibility and independence, and resolving conflicts through compromise rather than winning. Parents are encouraged to talk to their children about their friendships and how to approach a friend when things aren't going well.
Este documento presenta una situación de aprendizaje basada en la didáctica crítica para la asignatura de Artes Visuales. La lección propone que los estudiantes capturen fotografías de imágenes en su entorno, elijan una para editar y exhibir, y reflexionen sobre las fotografías de los demás. El objetivo es que los estudiantes identifiquen la diversidad de imágenes en su entorno a través de un enfoque constructivista que les permite aprender de forma mutua e interactiva.
The document provides guidance on writing the typical components of a 5-paragraph essay, including the introduction, body, and conclusion. It states that the introduction should contain a hook, transitional sentence, and thesis statement. The body is made up of multiple paragraphs with a topic sentence, details/examples, and concluding transition sentence for each. The conclusion restates the thesis and includes a clincher statement. Examples are given for writing effective hooks, thesis statements, topic sentences, and conclusions. The document emphasizes that revision is an important part of the writing process.
Revolution by 1000 cuts: University Presses are the Future of PublishingBrian Hole
The document discusses how university presses are the future of publishing. It argues that university presses are more effective than legacy publishers because they are closer to researchers, more innovative, and tied to the goals of libraries and universities. It also notes that the future of publishing will be more than just books and journals, and will involve open science, communication in all forms, and collaboration without restrictions. The document asks how this future can be constructed and suggests that it will involve book and journal publishing through transparent pricing models like book processing charges and article processing charges to make publishing fully sustainable.
This document summarizes a presentation about basic budgeting concepts for non-financial managers. The presentation defines what a budget is, discusses the key components of revenue and expenses, and how budgets can get broken and fixed. It provides information on sources of revenue, types of expenses, and what makes up the cost of sales. The presentation encourages participants to ask questions and discuss budgeting terms and processes they do not understand. Slides and a glossary of terms are provided as resources.
Mi proyecto pisoton es una propuesta de trabajo para abordar la agresividad infantil en los niños de primera infancia a través de los pasos del programa de educación y desarrollo psicoafectivo Pisotón.
TALENT EXCHANGE - Sharing your Experience - Regina EckesRegina Eckes
1) Regina Eckes, an Assistant Marketing Manager at Palgrave, participated in Macmillan's Talent Exchange program where she travelled to 5 offices globally including Shanghai, London, Mexico City, and New York over 3 months.
2) In Shanghai, she learned about Macmillan's operations in Asia, visited Renmin University, and saw the Great Wall of China.
3) She explored opportunities to increase awareness of Palgrave's Global Outreach Initiative in Asia and better promote scholarly books through improved marketing strategies and social media use.
4) Regina highlighted the challenges of the Chinese market like censorship and language barriers but also the growth potential working with partners like Foreign Language Teaching
The core team of Librileo consists of Julius Bertram and Sarah Seeliger. Librileo solves the problem of parents not having enough time to find the best books for their children to read. It provides a monthly subscription box of curated books for different age groups that are chosen by experts. There is no direct competition offering this type of children's book subscription. Librileo aims to be the leading children's book subscription provider in Germany and Europe within the next few years.
A preview of the Library Marketing ToolkitNed Potter
A chapter-by-chapter guide to the topics covered, and the case studies contributed, of the Library Marketing Toolkit by Ned Potter. Published by Facet Publishing, and out now.
The document provides an overview and preview of "The Library Marketing Toolkit" by Ned Potter. The Toolkit is a book being published in 2011 that covers all aspects of marketing libraries, including public, academic, special, and archive libraries. It includes practical marketing tools and strategies that can be applied to any library on any budget. The book also features over 25 case studies from leading library marketers around the world, providing best practices and expert advice. It aims to inspire libraries to better market and promote themselves through various techniques and channels.
- Barnes & Noble is the largest book retailer in the world, with over $5 billion in annual sales across its 4,648 stores and online business. However, it faces challenges from low profit margins, competition from Amazon and big-box retailers, and a mature print book market threatened by e-books.
- To address these challenges, Barnes & Noble focuses on expanding its market share through acquisitions and large superstore formats. It also aims to grow its in-house publishing business and brand itself as a community gathering place through in-store events. However, delays in responding to e-books and digital competitors like Amazon may threaten its future success.
The document describes Librileo, a startup that provides monthly book subscriptions for children. It summarizes that Librileo solves the problem of parents wanting their children to read more but lacking the time to find appropriate books, by curating monthly book boxes tailored for different age groups. The core team consists of Sarah Seeliger and Julius Bertram, who have relevant educational and entrepreneurial backgrounds. The document outlines Librileo's business model, market opportunity, competitors, financial projections, milestones and ultimately their vision to become the leading children's book subscription provider in Europe.
The document discusses how the Christian publishing industry has changed dramatically over the past 20 years as consumer choices and behaviors have fragmented. It highlights the need for publishers to develop micro-market sales and marketing strategies tailored to different consumer segments based on insights into who buys products, where they shop, why they purchase, how much they spend and how frequently they shop. The document analyzes consumer panel data on Christian book buyers to provide examples of insights around generational differences, gender gaps, income levels, retail preferences and purchase motivations that could inform targeted strategies.
The document discusses the author's journey to self-publishing a book about RV travel destinations in the United States. It describes researching the untapped market of baby boomers interested in RV travel, writing and publishing the book independently, and developing a marketing plan focusing on the 4 P's of marketing - product, place, price, and promotion. The marketing plan involved various promotional activities and establishing relationships to sell over 3,000 copies through different sales channels.
The US book publishing industry consists of around 2,700 companies that generate $25 billion in annual revenue. Major publishers include John Wiley & Sons, McGraw-Hill, Pearson, and Scholastic. The industry is highly concentrated, with the top 50 companies generating 80% of revenue. Book publishers produce books for various markets including adult trade books, textbooks, children's books, and professional/technical books. Publishers acquire content, edit manuscripts, design books, and market/distribute finished products. The book publishing industry faces challenges from new electronic formats and competition from used book sales.
Five Big Trends that Will Rock the Future of PublishingSmashwords, Inc.
This presentation examines five big trends impacting the future of book publishing. It explores how technology is disrupting the book publishing industry, how Big Publishers are threatening the future of books, and how indie authors + ebooks have the power to expand book consumption and promote cross-cultural understanding for the good of all humanity. Keynote address presented by Mark Coker of Smashwords at the 27th Annual Central Coast Writers' Conference held in Morro Bay, CA. Presented September 17, 2011
The document outlines a 5-stage typology of book publishing and discusses key properties at each stage. Stage 1 is traditional print book publishing and selling. Stage 2 sees the advent of online bookselling in addition to traditional methods. Stage 3 marks the tipping point of ebooks and increased importance of online discovery. Stage 4 involves direct marketing, no print books, and collecting user data. Stage 5, just emerging, involves selling books by subscription to reduce customer acquisition costs.
The document provides guidance on writing the typical components of a 5-paragraph essay, including the introduction, body, and conclusion. It states that the introduction should contain a hook, transitional sentence, and thesis statement. The body is made up of multiple paragraphs with a topic sentence, details/examples, and concluding transition sentence for each. The conclusion restates the thesis and includes a clincher statement. Examples are given for writing effective hooks, thesis statements, topic sentences, and conclusions. The document emphasizes that revision is an important part of the writing process.
Revolution by 1000 cuts: University Presses are the Future of PublishingBrian Hole
The document discusses how university presses are the future of publishing. It argues that university presses are more effective than legacy publishers because they are closer to researchers, more innovative, and tied to the goals of libraries and universities. It also notes that the future of publishing will be more than just books and journals, and will involve open science, communication in all forms, and collaboration without restrictions. The document asks how this future can be constructed and suggests that it will involve book and journal publishing through transparent pricing models like book processing charges and article processing charges to make publishing fully sustainable.
This document summarizes a presentation about basic budgeting concepts for non-financial managers. The presentation defines what a budget is, discusses the key components of revenue and expenses, and how budgets can get broken and fixed. It provides information on sources of revenue, types of expenses, and what makes up the cost of sales. The presentation encourages participants to ask questions and discuss budgeting terms and processes they do not understand. Slides and a glossary of terms are provided as resources.
Mi proyecto pisoton es una propuesta de trabajo para abordar la agresividad infantil en los niños de primera infancia a través de los pasos del programa de educación y desarrollo psicoafectivo Pisotón.
TALENT EXCHANGE - Sharing your Experience - Regina EckesRegina Eckes
1) Regina Eckes, an Assistant Marketing Manager at Palgrave, participated in Macmillan's Talent Exchange program where she travelled to 5 offices globally including Shanghai, London, Mexico City, and New York over 3 months.
2) In Shanghai, she learned about Macmillan's operations in Asia, visited Renmin University, and saw the Great Wall of China.
3) She explored opportunities to increase awareness of Palgrave's Global Outreach Initiative in Asia and better promote scholarly books through improved marketing strategies and social media use.
4) Regina highlighted the challenges of the Chinese market like censorship and language barriers but also the growth potential working with partners like Foreign Language Teaching
The core team of Librileo consists of Julius Bertram and Sarah Seeliger. Librileo solves the problem of parents not having enough time to find the best books for their children to read. It provides a monthly subscription box of curated books for different age groups that are chosen by experts. There is no direct competition offering this type of children's book subscription. Librileo aims to be the leading children's book subscription provider in Germany and Europe within the next few years.
A preview of the Library Marketing ToolkitNed Potter
A chapter-by-chapter guide to the topics covered, and the case studies contributed, of the Library Marketing Toolkit by Ned Potter. Published by Facet Publishing, and out now.
The document provides an overview and preview of "The Library Marketing Toolkit" by Ned Potter. The Toolkit is a book being published in 2011 that covers all aspects of marketing libraries, including public, academic, special, and archive libraries. It includes practical marketing tools and strategies that can be applied to any library on any budget. The book also features over 25 case studies from leading library marketers around the world, providing best practices and expert advice. It aims to inspire libraries to better market and promote themselves through various techniques and channels.
- Barnes & Noble is the largest book retailer in the world, with over $5 billion in annual sales across its 4,648 stores and online business. However, it faces challenges from low profit margins, competition from Amazon and big-box retailers, and a mature print book market threatened by e-books.
- To address these challenges, Barnes & Noble focuses on expanding its market share through acquisitions and large superstore formats. It also aims to grow its in-house publishing business and brand itself as a community gathering place through in-store events. However, delays in responding to e-books and digital competitors like Amazon may threaten its future success.
The document describes Librileo, a startup that provides monthly book subscriptions for children. It summarizes that Librileo solves the problem of parents wanting their children to read more but lacking the time to find appropriate books, by curating monthly book boxes tailored for different age groups. The core team consists of Sarah Seeliger and Julius Bertram, who have relevant educational and entrepreneurial backgrounds. The document outlines Librileo's business model, market opportunity, competitors, financial projections, milestones and ultimately their vision to become the leading children's book subscription provider in Europe.
The document discusses how the Christian publishing industry has changed dramatically over the past 20 years as consumer choices and behaviors have fragmented. It highlights the need for publishers to develop micro-market sales and marketing strategies tailored to different consumer segments based on insights into who buys products, where they shop, why they purchase, how much they spend and how frequently they shop. The document analyzes consumer panel data on Christian book buyers to provide examples of insights around generational differences, gender gaps, income levels, retail preferences and purchase motivations that could inform targeted strategies.
The document discusses the author's journey to self-publishing a book about RV travel destinations in the United States. It describes researching the untapped market of baby boomers interested in RV travel, writing and publishing the book independently, and developing a marketing plan focusing on the 4 P's of marketing - product, place, price, and promotion. The marketing plan involved various promotional activities and establishing relationships to sell over 3,000 copies through different sales channels.
The US book publishing industry consists of around 2,700 companies that generate $25 billion in annual revenue. Major publishers include John Wiley & Sons, McGraw-Hill, Pearson, and Scholastic. The industry is highly concentrated, with the top 50 companies generating 80% of revenue. Book publishers produce books for various markets including adult trade books, textbooks, children's books, and professional/technical books. Publishers acquire content, edit manuscripts, design books, and market/distribute finished products. The book publishing industry faces challenges from new electronic formats and competition from used book sales.
Five Big Trends that Will Rock the Future of PublishingSmashwords, Inc.
This presentation examines five big trends impacting the future of book publishing. It explores how technology is disrupting the book publishing industry, how Big Publishers are threatening the future of books, and how indie authors + ebooks have the power to expand book consumption and promote cross-cultural understanding for the good of all humanity. Keynote address presented by Mark Coker of Smashwords at the 27th Annual Central Coast Writers' Conference held in Morro Bay, CA. Presented September 17, 2011
The document outlines a 5-stage typology of book publishing and discusses key properties at each stage. Stage 1 is traditional print book publishing and selling. Stage 2 sees the advent of online bookselling in addition to traditional methods. Stage 3 marks the tipping point of ebooks and increased importance of online discovery. Stage 4 involves direct marketing, no print books, and collecting user data. Stage 5, just emerging, involves selling books by subscription to reduce customer acquisition costs.
The book publishing industry in America has grown significantly since the first book was printed in 1620. Major developments include Thomas Paine's influential pamphlet Common Sense in 1776, the establishment of the first lending library by Benjamin Franklin in 1731, and the 1891 International Copyright Law requiring payment of royalties. In the 20th century, factors like compulsory education, cheaper paperbacks and book clubs expanded access and created a mass market. Today, publishing is a highly competitive global industry dominated by six corporations and impacted by new technologies and the rise of ebooks.
Ethnic marketing is a great way of targeting ethnic minorities inside your own borders and making them love your brand forever.
Here in this ebook I look at what ethnic marketing is and how it can improve your campaign results.
The document analyzes the marketing strategy of Shop Around The Corner bookstore. It identifies positive strategies like an ideal location, welcoming atmosphere, and loyal customers. However, it also notes weaknesses like a limited target market, traditional business approach, and unwillingness to expand products. To survive competition from Fox Books, Shop Around The Corner should have implemented an innovative marketing strategy, rapid growth strategy, product promotion, and market diversification.
Texas: Uncloaking Your Electronic Collections Lesley Williams
The document discusses strategies for promoting library online services to patrons beyond a library's traditional user base. It recommends that individual libraries make their online resources easy to understand and find for all patrons. It also suggests that libraries partner with community organizations, library consortia, and vendors to more widely market digital collections through shared advertising campaigns. The document argues that increased promotion of online services can help libraries remain relevant and boost usage of electronic resources.
The document discusses the history and development of the book industry and book trade globally and in Kenya. It describes three main structures of the book industry: developed, oriental, and developing. The developed industry, led by countries like the US and UK, controls about 60% of the global market. The developing industry, which includes most of Africa, relies heavily on imports. The document also outlines the book industry in Kenya from the pre-colonial to present day, noting its reliance on imports to meet demand from academic disciplines.
- The document discusses current and future developments in the Japanese consumer retail market. It analyzes factors like changing consumer attitudes, internationalization of retailers, and challenges faced by traditional Japanese retailers.
- Key trends include rising consumer demand for lower prices, brand marketing, and improved customer service. Japanese retailers need to better manage supply chains and adapt strategies to the evolving market.
- The future of the Japanese retail market in 2010 will see changes like continued internationalization, differences between older and newer retailers, and the need for re-evaluation of retail strategies focused on efficiency, branding and consumers.
This document outlines a presentation for Indigo Books & Music to expand into international markets. It discusses researching potential markets of Brazil and Chile, including country profiles of their economies and book industries. Research objectives are described to analyze opportunities in each country and assess competitors. A hybrid research methodology is proposed, combining interviews, surveys and secondary research. The document analyzes cultural dimensions differences between Canada, Brazil and Chile. Finally, it describes analyzing the data, competitive intelligence on local book retailers, and a conclusion to initially expand into Brazil given its larger book market and later expand into Chile.
Successfully moving into the age of digital booksMichael Bhaskar
The document summarizes the publishing industry's response to the rise of digital books and ebooks. It discusses how Macmillan initially experimented with ebooks before partnering with Sony to launch the Sony Reader and ebook store in the UK. This forced Macmillan to quickly build an ebook publishing process. The document also reviews the state of the ebook market internationally and emerging trends, like the importance of mobile platforms and new business models that add multimedia content or crowd-sourced creation.
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AAUP 2016: Maximize Your International Sales (J. Lawrence-Hurt)
1. Maximize Your
International Sales
AAUP Annual Meeting
June 17, 2016
Jessica Lawrence-Hurt
The MIT Press
International & Institutional Sales & Marketing Manager
jclh@mit.edu
2. Where I’m Coming From….
MIT Press:
Publishes 200 books and 31 journals/year
London office since 1969 – focuses on marketing/publicity
40% book sales are export
Sales rep group with three other UPs for UK/Europe, ME, Africa
Commission reps on the ground throughout the world
I’ve spent 15 years in publishing; 1.5 in current role
3. “International sales” is not one-size-fits-all
Decide where you want to start and why
Some territories are already large, stable markets, but flat or declining
Others have high rates of growth, but are still small (and may require a lot of
work)
Some regions have multiple high-quality agencies, others have few
Every market has different opportunities: libraries, text adoptions, trade
books
Well-illustrated books are always a plus
You’re probably already selling some books internationally – global sourcing is
real! 50% of MITP sales through Ingram are international
4. UK/Ireland
Aside from Canada (you’re selling into Canada, right?), this really makes the most sense to
start with intl sales: 5th largest publishing market, speaks English (but don’t think you won’t
need to customize your marketing materials!)
Multiple, reputable options for rep groups
Cautiously optimistic growth: in 2015, for the first time in four years, UK sales of printed
books rose slightly, by 0.4 percent, from £2.748 billion to £2.760 billion. In 2015, total sales
in the British book and publishing industry rose from £3.311 to £3.314 billion
Digital sales flat, unchanged at 17%
In terms of categories, academic/reference books hold the lead with 32%, then children’s
(24%) and textbooks (17%)
Multiple reputable options for representation and distribution
Cautiously optimistic growth – as in US, indies are seeing slow growth, even as library budgets
continue to decline
Bertrams and Gardners largest wholesalers; export all over Europe
5. AUSTRALIA
Language is a plus! Strong ties to UK book market
Shipping hurts financially… POD can help
Currency in crisis
University bookstores (Coops) becoming like American stores
6. Europe
Each individual country has own language, culture, education systems – but
EU eases import/export
Many differences country to country: N. Europe typically reads a lot of
English-language books, sales are healthy in Scandinavia and Germany; S.
Europe dealing with more economic turmoil and smaller English-reading
audience
7. CHINA
Probably the most exciting market right now – but also the most daunting –
market grew 10% in 2014; totaled $8 billion in 2013
1.5 billion people; 300 million learning English; 32% under age 24
ESL, business, computer science, health, self-help most popular categories
Essential to have someone on the ground who speaks the language and can
travel
Have to work with an importer to get books into country: key ones are
CEPIEC, CNPIEC, Shanghai Book Traders are largest; will screen materials for
“appropriateness” prior to importing – this can slow things down
Textbooks still highly used and students will buy them – MITP has had adoption
success
8. JAPAN
Very traditional market, relationship-oriented
Relatively small % who buy English-language books
Translation of marketing materials a big plus – many buyers don’t speak
English
Amazon is big player here, but they’ve cut back in recent years
Maruzen and Kinokuniya are major bookstores
English-language textbooks rarely used at undergrad level
Art books work if heavily illustrated; linguistics and neuroscience does well
Libraries used to buy HC if both HC and PB available; now mostly buy PB –
library budgets being cut, aging population, universities are closing
9. SE ASIA
Small markets, but growing rapidly
English is one of four official languages
Malaysia smaller but some success with course adoptions
Many book dealers, not always scrupulous
Require very high discounts and free freight
10. Latin America, or, What happened to
Brazil?
Brazil was the B in BRIC – high hopes
200 million people
Poor infrastructure and book distribution channels
Require high discounts, free freight
Since World Cup, government not paying its bills – majority of education
spending comes from government
Mexico is where it’s at!
11. Middle East
MITP sells mainly through textbook adoptions, and in more advanced subjects
Some libraries have received massive amounts of funding to grow large
collections, which some UPs have benefited from
Continues to grow, although still relatively small
Many differences country to country: Israel, Lebanon, Turkey, Egypt all have
relatively stable book distribution infrastructures
Censorship is an issue
12. Africa
While book markets are more robust than many think – Nigeria’s is in the
billions of dollars – the distribution infrastructure if very different – sellers
will spread out their wares on sidewalks – and very low prices are required –
60-65% discounts
South Africa a small, isolated market
Libraries seeing modest budget growth
13. India
Large, and young, population with desire for education
Currently, library funds haven’t been released from central purchasing (new
government, desire to stem corruption), so core market for UPs is hurting
Require 60-65% discounts at least
Piracy and reimportation are significant issues
14. It’s a BIG world
Start small and build over time
Match your list to the country’s interest and English-speaking abilities
Ask questions of other UPs – we like to talk!
Contact multiple rep groups, if possible, to interview: you will learn a lot
15. Maximize your
international sales
- a checklist
Stephen Lustig: Business Development Director, Eurospan Group
stephen.lustig@eurospangroup.com
www.eurospangroup.com
www.eurospanbookstore.com
AAUP Conference, Philadelphia 17th June 2016
16.
17. Five key components of an international
sales strategy
1. International interest in my books
2. Marketing to end-users and resellers
3. Sales: end-users, resellers and sales reps
4. Distribution
5. Revenue
Contract everything out? – or do all, or some, of the above myself?
18. International interest in my books
1. Is the content too US-centric?
2. Benchmarking and comparisons
3. Co-editions and foreign language rights
19. Marketing – it’s all about discoverability
1. Promotion and publicity
2. Metadata
3. Authors
4. Reviews
5. Textbook adoptions
6. Conferences
7. Trade book fairs
8. Imprint profile
20. Sales: end-users, resellers and sales
reps
Resellers
1. Terrestrial and online
booksellers
2. Title information
3. Cross-border selling
4. When is a US sale not a US sale?
5. The “A” word
Sales reps
1. Title knowledge
2. Feedback to the publisher
3. Critical mass of titles in
a subject
4. Publisher’s expectations
5. Management
23. • The market for University Press titles can read English
• They will only buy my books if they know they exist
• The buying process for end users and resellers has to be easy
24. Maximize Your International Sales: How to launch or revamp
your international sales program
Brian MacDonald, University of Toronto Press June 17, 2016
25. My background / My press
University of Toronto Press
• Founded in 1901
• Largest and oldest university
press in Canada
• Publish 200 books a year in
humanities, social sciences, &
business
• US warehouse opened in
1968 in Buffalo, NY
• International sales = 63% of
total sales (13% overseas
sales)
Me – Sales and Marketing
Manager
• MBA grad majoring in
marketing and international
business
• Been working in marketing and
sales management for over 5
years (when hired)
• First job in book publishing
26. How to launch or revamp your international sales program
• How to evaluate current reps
• What to focus on – what territories?
• How to find sales reps
• How to evaluate prospective reps
27. How to launch or revamp your international sales program
• Replacing stagnant reps
• How to manage international sales reps
• Other resources – AAUP, Livres Canada Books
28. What we did
• Improved sales rep responsiveness
• Expanded sales coverage
• How your sales reps can help beyond presenting your titles
29. How well did it work?
• International sales results (2012-2016)
• International Sales – increased by 57%
• Overseas Sales – increased by 83%
• UK and Europe Sales – increased by 38%
• China – CNPIEC – sales increased by 3,700%!
• China – CEPIEC – sales increased by 44,000%!!
• What worked / what didn’t work
30. My Background/My Press
NYU Press
Founded in 1916 (it’s our centenary!)
Publish 120 titles/year in humanities and
social science
International sales = 10% overall sales in
print, 7% digital
Me: Sales and Marketing Director
With NYU 6 years
Previous international sales at OUP (10
years), CUP (3 years), Random House (3
years)
NYU international sales 2% in 2010
31. Unforced Errors
Titles matter
Price and discount do, too
Don’t forget about Canada!
Make your titles available
Find a good partner
32. Questions?
Jessica Lawrence-Hurt: jclh@mit.edu
Stephen Lustig: stephen.lustig@eurospangroup.com
Brian MacDonald: bmacdonald@utpress.utoronto.ca
Mary Beth Jarrad marybeth.jarrad@nyu.edu
Editor's Notes
In this presentation, I would like to share my experience with revamping our international sales program, what I learned from it, and what came out of it. So I think this presentation will be most useful to anyone new in the role as sales or marketing manager, or for marketing managers at a smaller press that is looking to expand their international sales coverage.
First, for context, I thought I would provide you with some background information about me and my press.
University of Toronto Press was founded in 1901 and our US warehouse opened in 1968 in Buffalo, New York, so the press has been actively marketing and selling our books internationally for a long time, many decades before I started working at the press. As a Canadian publisher, international sales are very important. In fact, 63% of our total sales are international sales, if you include sales to the US. Not including sales to the US, 13% of our total sales are overseas sales (comprising sales to Europe, Asia, South America, and so on. So international sales is critical to the success and survival of University of Toronto Press.
As for me, I started this role as Sales and Marketing Manager about five years ago now. I came to this role with an MBA in marketing and international business, so I saw an opportunity when I started to increase our international sales. Although this was my first job in book publishing, I had been working in marketing and sales management for about 5 years at that time, and I was excited to apply my education and experience to overhauling or revamping our international sales program.
How to evaluate current reps – Sales performance – growing, steady, or shrinking? Check sales reports - getting orders for your new frontlist titles? Communication – how often do you hear from them? Once a week or once a year? Are they hard to reach? How long does it take for them to get back to you? Do they send you reports on their activity and the state of their territory?
What to focus on – If no international sales reps – start with biggest opportunities – UK, Europe, Canada/USA. Or, look for fill holes in current coverage – Asia, Latin America, etc.
How to find sales reps – Look at your peers, other university presses. Look in the back of their catalogues. Call or email other UP sales managers – ask their advice. Ask your sales reps for their recommendations. Go to international book fairs – Frankfurt, London, BEA – set up meetings with prospective reps.
How to evaluate prospective reps – What is their online presence? Do they have a website? – is it 10 years old or more? How long have they been in business? How big is their team? Check their references – talk to their client publishers. Are they are good fit for your list – other scholarly publishers? How many clients do they have – too many? Ask the sales reps how well they think your books will do in their territory. Most sales reps will be pretty frank and honest about the prospects for your books in their territory. Most reps will tell you if they don’t think your list in a good fit for their agency or that territory.
Replacing stagnant reps – Dig out their sales representation contract with you. Plan ahead – you may need to provide notice as per your contract – 4-6 months. Can you reach them?
How to manage international sales reps – Meet them in-person regularly, at least once a year. If you can’t travel to them, arrange meetings at an international book fair – BEA, Frankfurt, London, AAUP. Review the sales reports closely, by transaction. Keep them updated on publicity news, big ad placements. Supplementary materials – subject catalogues, etc.
Other resources – AAUP – guide to Hiring and Evaluating Sales Representatives, Livres Canada Books – guide to Exporting Academic and Scholarly Books, country guides, etc.
Finally, I’d like to give an overview of how we overhauled our international sales program at University of Toronto Press and how well it worked.
Before starting this initiative we had some international sales reps that had totally fallen out of communication with us. We couldn’t reach them by email, by phone, they had no online presence at all. Our sales in those territories were very low. Those reps were listed in our catalogue but we knew that they were basically not making any efforts to promote our titles. All of those stagnant reps are gone now. we added new sales reps in China, new distributor for India, and replaced reps for Australia and Southeast Asia.
All our international sales groups now are actively promoting our titles and stay in regular communication with us. Our best sales reps we hear from on a regular, almost weekly basis. In my experience, the best sales reps do more than just present your titles to their local accounts, rather they work to solve problems that may be impeding our sales in that territory. For example, help with setting up local POD, metadata feeds, publicity, delinquent accounts, etc. In our case, …
International sales results – Overall, from 2012 to 2016, our international sales increased 57% and our overseas sales (not including the US) increased 83%. Over the same period, our sales to the UK and Europe increased 38%. In China, our 2 biggest customers are CNPIEC and CEPIEC. Over that period, our sales to CNPIEC increased 3,700% and our sales to CEPIEC increased 44,000%!!
What worked – focusing on China. Hiring a new sales rep for China providing a big boost to our international sales. In addition to regularly meeting with my China sales rep at Frankfurt and BEA, now I regularly meet with representatives from CNPIEC and CEPIEC. This year, we will be exhibiting our books at the Beijing International Book Fair for the first time (through our local sales rep).
What didn’t work – our Australia sales rep fired us as a client. We were left with no representation there for over 6 months. Australia is still a market that’s a struggle for us. Our Middle East sales rep fired us as a client. The Middle East is still a territory where we don’t have any sales coverage. We’ve put a lot of time and effort into boosting sales in some international territories and didn’t see much return.
So, overall, focusing on our international sales was totally worthwhile. I strongly recommend focusing more effort on this, particularly to the huge and growing Chinese market.