Process
Our
approach to the book and specialty market in our territories is based upon many
years of experience in the book industry coupled with a strong sense of professionalism
and a proven track record in book distribution. Our policy is to provide a full
service to customers and principals whilst effectively selling in your books throughout
the trade. We aim to work with our publishers in a spirit of partnership, being
aware of their expectations and providing our knowledge and experience of the Australian,
New Zealand, and Asian markets. In Australia and New Zealand, our sales cycle repeats
itself each month. Representatives visit the stores in their territories once every
four weeks or once every eight weeks for smaller customers, presenting new titles
and doing stock-checks for backlist titles. Key Accounts are visited every two to
four weeks. Each new title is presented with a customized, full-color Advance.
Principals
Sarah MacLachlan, President
of PGC, has been running the Canadian company for five years. Prior to her taking
the helm at PGC she had been VP of Marketing and Publicity for Little, Brown Canada
for 11 years. Sarah has been working in the Canadian publishing industry for 17
years.
Graham Fidler is the National Accounts Director, and has been with the company for
five years. He came to PGC from the sales force at General Publishing Group and
previous to that he had been with Reed Canada. Graham has been involved in the Canadian
book business for 12 years. |
Market Overview
The Australian
Market consists of three major bookselling chains (Angus & Robertson, Dymocks,
Collins Booksellers), an array of independents (Leading Edge), Borders stores in
all states, three major discount department stores (Big W, K-Mart, Target), educational
and library accounts, and a handful of wholesalers servicing the non-traditional
accounts. Central purchasing occurs with some of these accounts but the majority
of customers require an individual sales call each month. In New Zealand, the market
is dominated by Whitcoulls and Paper Plus chain who make all store purchases on
a central basis. Whitcoulls account for up to 40% of book sales. The balance of
the market is made up by independents, Dymocks, Books & More, and The Wholesaler.
In Asia, we provide service to both traditional retail bookselling outlets as well
as to the library supply and wholesale customer, and large organizations such as
Borders and Costco. Countries in the territories include Singapore, Malaysia, Taiwan,
Korea, Hong Kong, Thailand, Philippines, and Indonesia. Discounts demanded by booksellers
range from 40% to over 45% with wholesale discounts averaging 55%.
Quotes
“Bookwise has virtually
transformed our business in Australia. Their commitment to our publishing program
is in the true spirit of a partnership. We couldn't be more pleased with the success
they've brought to our publishing lines. I highly recommend their services.”
—John Whalen, Group Vice President.
The Perseus Books Group, New York "I couldn't be more happy with the way Bookwise
is selling my books—apart from achieving good results they are most efficient and
everyone is so helpful. I feel we have a very good relationship and hope they do
too!" —Michelle Anderson, Publisher. Michelle Anderson Publishing, Melbourne.
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Sales and Marketing
Bookwise has an experienced in-house
team of sales professionals covering all geographic territories. Their polished
approach and high degree of professionalism are greatly respected throughout the
book industry. An Adelaide-based team produces all marketing materials, advertisements,
and promotional campaigns for Australia, New Zealand, and Asia.
Publicity & Advertising
Bookwise has a full-time in-house publicist responsible for
securing media coverage and reviews. Our publicist works with our publishers and
the state sales managers to set up author events and book signings around Australia
and New Zealand. These activities will vary depending on the author, the amount
of time available, and the popularity of the author and book. Advertisements are
regularly placed in trade journals, such as Australian Bookseller and Publisher,
and reviews and editorials in relevant specialist journals and magazines. Copies
of all reviews and radio/TV interviews are sent to publisher clients monthly.
Capabilities
Information Sheet (see sample attached).
A new order form and review highlights brochure is also produced each month. Our
International Sales Conference is held once a year in July. The main focus is to
introduce the key titles for the coming season, to discuss previous sales, to get
feedback from the reps, and to introduce new ideas and ways of selling. All Asian,
Australian, and New Zealand sales teams attend. We welcome publishers to present
at conference.
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Operations
Bookwise International has its head office and
distribution center located in Wingfield, South Australia. This distribution center
is fully equipped to receive and dispatch shipments of all sizes with speed and
efficiency. Our new premise (we moved in 2001) provides excellent secure storage
and room for growth, and incorporates electronic systems and processes to ensure
speedy pick, pack and customer service. We are proud of our reputation for packing
and delivery to customers in city and remote locations. Bookwise packing is often
quoted as an industry benchmark! Additional services can also be provided for special
events or titles – for instance individual books can be shrink-wrapped for additional
protection prior to packing and dispatch, or stickered for special promotions.
Accounting & FinanceOur Accounts teams
manage setting up new accounts, credit references, debt collection, and returns
authorizations, and works closely with the sales and customer service teams to ensure
good communication across all parts of the business. Customer Service answers price
and availability queries and maintains the extensive title database.
Reporting
Electronic or paper reports are provided to each of our publishers
on a monthly basis. Publishers may request various combinations of information.
Terms & Conditions
A full draft contract with terms is available
for interested publishers.
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