Sales Channels: National Retail Accounts

The large retail accounts—Barnes & Noble, Amazon—are intensively serviced by in-house IPG staff. These experienced salespeople are well prepared. In the yearly “trading partner” reviews conducted by these national accounts, IPG always receives a rating of “excellent.”

Here is a partial list of what Mark and his staff do to properly serve the major retail accounts.

  • Produce five new title buy sheets (each with a catalog page attached) for each title presented to Barnes & Noble, delivering and presenting them before deadline
  • Present books in person to major account buyers in New York, NY, and Basking Ridge, NJ
  • Oversee and negotiate co-op promotion programs with Barnes & Noble and Borders
  • Oversee the presentation of books to Borders buyers in Ann Arbor, MI
  • Research publishers’ titles to determine their salability and correct placement in the market
  • Prepare and present reports on sell-through of titles for major accounts
  • Provide catalogs and sample copies of books to all major buyers
  • Provide analysis and feedback regarding the state of the book market in order to help publishers strategize