Sales Meetings

For most of its distribution programs, IPG holds twice yearly sales meetings at which its client publishers can, if they choose to, present their new titles for the coming season to the IPG sales force. They completely fill two days, usually a Saturday and a Sunday. Participating publishers need attend only the part of the meeting that deals with their own titles.

The meeting is structured like this: both in-house salespeople and the IPG commissioned reps, about 30 people in all, sit in a circle with the publisher, and each new title is the subject of an often very lively conversation, the point of which is to find sales hooks and to anticipate possible marketing problems. These salespeople are seasoned professionals and their remarks are insightful.

The major IPG catalogs are ready for these meetings, and they are supplemented by sales kits for each new title that contain tip sheets, blads, sample interiors, tables of content, information on competing titles, publicity plans, and author information. Lunches and a cocktail party hosted by IPG give publishers an opportunity to interact directly with members of the sales force.

Sales Meetings
Building Product Lists
Prepublication Consultation