Special Sales and the Gift Market

Special Sales

In addition to its comprehensive approach to the book trade, IPG also operates a five-person in-house department to sell to accounts outside the regular book trade. Sales to these customers represent approximately 15 percent of IPG’s total sales and they are especially important to the IPG publishers because the returns are negligible and many titles sell well for years after they have run their course in the trade.

IPG actively sells to more than 1,200 museum stores—fine arts museums, history museums, science museums, planetariums, and more. While most museum stores do not carry as many titles as a trade bookstore, the right book matched to the right store will lead to substantial long-term sales.

As almost every special interest title has a compatible special interest market outside of the book trade, it is important to prospect for these markets and to present appropriate titles to them.  IPG has the capacity to create, almost instantly, full-color custom catalogs that contain only titles of interest to specialty buyers.

The Gift Market

As part of its special sales efforts, IPG hired its first gift market sales representatives in 2006 and this has become a fast-growing part of our business. IPG currently has over 100 gift market sales reps in the field, participates in more than eight regional gift shows, including major shows in Atlanta and New York, and produces a separate gift book catalog each season to support sales in this market. IPG has space in seven showrooms in gift marts across the United States.

Michael Riley

Sales Director: Special Markets

Michael joined IPG’s special sales department in 2005. He has many years of book industry experience, including working in chain and independent bookstores, as a museum store buyer, and as a publisher’s field sales representative. Michael manages IPG’s overall specialty sales, including the in-house special sales team, the gift market field sales force, and IPG’s presence at several specialty trade shows. He sells to a variety of specialty accounts, including several high-profile gift and trend chain stores.

Scott McWilliams

Sales Associate

Scott worked more than 25 years as a bookseller in independent bookstores, including 10 years with the legendary Kroch’s & Brentano’s in Chicago and then as manager and buyer at 57th Street Books before joining IPG in 2010. After two years as a Customer Service Representative, Scott moved to the Special Sales Department as a Sales Associate. His primary focus is providing sales support to IPG’s gift and education market field sales forces as well as providing sales support to IPG’s in-house special sales department.

Mindi Rowland

Special Sales Representative

After starting out as a store manager with Crown Books in 1993, Mindi has worked with a number of local publishing companies in various positions, most recently as Special Sales Manager for Triumph Books for eight years prior to sales team at IPG. With more than 20 years in the publishing industry, Mindi has been focused in on the special sales area since 2000. Her category focus is in sports and fitness and she sells to various types of accounts including specialty wholesalers, mail order catalogs, online resellers, retail outlets, and some national retail chains.

Josh Rowe

Special Sales Representative

Josh began working in the book industry after earning his BFA from DePaul University in 2009. He has worked at multiple national book chains under various titles including Bookseller, Operations Associate, Inventory Specialist, and Merchandising Supervisor. Josh joined IPG in March 2015 as a Customer Service Representative and transitioned to the Special Sales team in October 2015. As a Special Sales Representative, he markets to an array of specialty retailers, wholesalers, mail order catalogs, and online resellers. Josh focuses predominantly in the fields of fine art, music, religion/spirituality, crafts, cooking, health, performing arts, sociology, and history, among others.

Special Sales and The Gift Market
Schools, School Libraries, and School Supply Stores
Independent Booksellers and Regional Wholesalers