Article Category - "Sales Channels"


Independent Articles
Brian Jud, March/April 2018
Combining Retail and Non-Retail Book Sales »

PUBLISHED MARCH/APRIL 2018 by Brian Jud, Book Marketing Consultant — The best distribution system is a combination of retail and non-retail sales. This article describes how to apply these strategies to a book with content appropriate for two different demographics of women. When asked who their target reader is, many authors reply, “I don’t know,” …

Brian Jud, November 2017
12 Ways to Find Potential Buyers »

PUBLISHED NOVEMBER 2017 by Brian Jud, Director, Association of Publishers for Special Sales (APSS) — Knowing the most productive ways to find prospective buyers is the first step to selling books in large quantities. In the February issue of IBPA Independent, I described three steps to selling books in large quantities. The first step is to …

Brian Jud, February 2017
3 Steps to Making Large Sales to Corporate Buyers »

PUBLISHED FEBRUARY 2017 by Brian Jud, Director, Association of Publishers for Special Sales (APSS) — Non-bookstore marketing is identical to selling through bookstores, yet vastly different. How can that be? There are two pieces in the special-sales pie: retail and non-retail. In retail sales (airport stores, supermarkets, and discount stores) books are sold off the …

Brian Jud, April 2013
The Questions System for Selling to Nonretail Buyers »

Writers know they should show and not tell because that will help readers understand and get involved with their story or content. For much the same reason, a publisher who wants to sell a book in large quantities to a nonretail corporate buyer should first ask about the prospective buyer rather than tell about the …

Brian Jud, March 2013
Negotiating Large Nonretail Sales: Part 2
ALTERNATIVES IN CASE THINGS GO SOUR »

Brian Jud, the executive director of SPAN and the author of How to Make Real Money Selling Books, offers commission-based sales of books to buyers in special markets. For more information: premiumbookcompany.com. Maybe you decided you would like to pursue large-quantity, non-returnable sales to non-retail buyers after you read “For More Profitable Publishing, Compare Two Major …

Brian Jud, February 2013
Negotiating Large Non-Retail Sales: Part 1
PARAMETERS FOR PROFITS »

Brian Jud, the executive director of SPAN and the author of How to Make Real Money Selling Books, offers commission-based sales of books to buyers in special markets. For more information: premiumbookcompany.com. When you are in the middle of negotiating a sale for a large quantity of books, and your prospect offers to write you a …

Brian Jud, January 2013
For More Profitable Publishing, Compare Two Major Marketing Strategies »

  For More Profitable Publishing, Compare Two Major Marketing Strategies by Brian Jud   Did you ever wonder why our business is described as the book-publishing industry and not the book-selling industry? In 2011 Bowker issued new ISBNs at the rate of more than 1,400 per day, reflecting the industry focus on publishing more books …

Brian Jud, September 2012
Different Distribution Options »

Sales through nonbook retail outlets make a good many independent publishers profitable. These outlets include discount stores, airport stores, supermarkets, gift shops, specialty stores, pharmacies, and a long list of others. Each kind of store has an established distribution network, and publishers must work within it to get their books on the shelves. The goal, …

Brian Jud, June 2012
Marketing in the White Space »

You know that market segmentation is a fundamental marketing technique, and you probably classify sales opportunities in terms of time-honored categories. But looking at the universe of buyers in a new way is likely to increase your sales, revenue, and profits. The figure to the right shows traditional segmentation of the market for a children’s …

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