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Sales Channels

About Page ImageIPG DOES NOT EARN money unless it sells a book. It has no in-out charges, or warehouse charges for active stock, or charges for sending sample books to its sales reps or to key buyers—to name just a few of the many extra fees charged by most other distributors. A large part of the income of many distributors comes from such fees, which have nothing to do with the distributor's success in actually selling books. Some distributors charge a lower basic fee for their services than does IPG, but when their extra fees are added in, the actual cost is often higher than what IPG charges.

IPG’s goal is to be as accessible as if we were down the hall from our publishers; clients have easy access to all members of the IPG staff.

IPG’s return rate averages about 20%—the lowest among the major distributors. This is due to the fact that we are careful not to overload wholesalers and because we put emphasis on getting books into as many stores as possible. IPG examines each return and places more than 80% of them back into stock.

IPG emphasizes selling books in backlist, oftentimes selling more the second year a title is in print than the first. All marketing services provided by IPG are either free, optional, or charged at cost. None are profit centers for IPG. IPG realizes it may or may not be good for a publisher to make a big investment in advertising, or to take space at a trade show, and doesn’t require a publisher to do so.

IPG gives publishers greater options for publishing into more markets. Publishers can choose to produce titles for the academic, children’s, Spanish, computer, gift, or general trade markets and have each title aggressively sold to the appropriate market. Many titles cross over into multiple markets.

Because of its buying power, IPG can command favorable rates for advertising, trade shows, publicity, and other marketing opportunities, and it passes all of these savings on to its distributed publishers.

IPG is financially conservative and consistently profitable and healthy, with no external debt whatsoever. Unlike many distributors, IPG does not pass through to its distributed publishers any uncollectible debts from its customers, or the costs of settling disputes with its customers. IPG attends more trade shows than any other distributor, and no publisher is ever asked to pay any part of the cost of having their books displayed or sold at these shows.

Trade buyers regard IPG’s list as eclectic but not “alternative” or “conservative.” They do not have any preconceptions about the political orientation of the books distributed by IPG.studying composition, electronic music and live improvisation in the former Eastern Europe, and he has appeared on international festivals and at numerous Chicago venues

National Retail Accounts
<h1>Sales Channels: National Retail Accounts</h1> <p style="text-align: justify;">The large retail accounts&mdash;Barnes &amp; Noble, Amazon&mdash;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."</p> <p><img class="image" style="display: block; margin-left: auto; margin-right: auto;" src="../filebin/images/office/1Office62.jpg" alt="" width="350" height="303" /></p> <br /> <h4 style="text-align: justify;">Michael Riley</h4> <h5>Vice President, Sales</h5> <p>Michael Riley is head of the sales department. He oversees IPG&rsquo;s overall sales strategy for print book sales to all domestic and international sales channels, managing the teams who sell to national retailers, independent bookstores, specialty accounts, national trade wholesalers, library and educational accounts, and mass market accounts.</p> <br /> <h4 style="text-align: justify;">Jeff Palicki</h4> <h5>Vice President, Director of National Accounts</h5> <p>Jeff Palicki is the in-house Sales Rep to Barnes &amp; Noble and Books-A-Million and additionally provides oversight to of all of the national accounts including Amazon, Baker &amp; Taylor, Bookazine, and Ingram. Having worked with all the various accounts in this group before, Jeff is well positioned to identify opportunities to improve processes for selling to all the accounts. Prior to his twelve years at IPG, Jeff was Trade Sales Manager at Sourcebooks for three years, after managing several B&amp;N stores for eleven years.</p> <br /> <h4 style="text-align: justify;">Lara Alexander</h4> <h5>National Accounts Manager, Amazon</h5> <p>Lara has worked in the book industry since 2008 and is a graduate of both the University of Michigan and the Denver Publishing Institute. Before joining IPG in 2012, she worked for Sourcebooks, an independent publisher, and Children&rsquo;s Plus Inc, a library wholesaler. Lara manages the print business for the following accounts at IPG; Amazon, and Amazon Canada.</p>
National Wholesalers
<h1>National Wholesalers</h1> <p style="text-align: justify;">The national wholesalers, Ingram and Baker &amp; Taylor, are also serviced by IPG&rsquo;s in-house staff. As with the national retail accounts, selling the national wholesale accounts requires many on-site visits, consistent contact, and very extensive preparation.</p> <p style="text-align: justify;">IPG subscribes to both Ingram&rsquo;s and Baker &amp; Taylor&rsquo;s sales and stocking data and is able to analyze this data to anticipate demand and to ensure that sufficient stock is on hand from IPG&rsquo;s client publishers.</p> <p><img class="image" style="display: block; margin-left: auto; margin-right: auto;" src="../filebin/images/dc/w9.jpg" alt="" width="480" height="243" /></p> <p style="text-align: justify;">Since IPG ships several truckloads of books to these customers every week, &ldquo;just in time&rdquo; shipments keep them well-stocked without running the risk of overstocking them and suffering heavy returns. This is one of the reasons why IPG&rsquo;s returns have averaged less than 20 percent for many years, the lowest rate of returns of any distributor.</p> <p style="text-align: justify;">&nbsp;</p> <h4 style="text-align: justify;">Mindi Reiff</h4> <h5 style="text-align: left;">National Accounts Manager</h5> <p style="text-align: justify;">Mindi Reiff has been the National Accounts Manager at IPG since 2017 and manages wholesalers Baker &amp; Taylor, Ingram, and Bookazine. She has worked in the sales department as a special sales rep at IPG since 2011, including two years as the sales rep for book clubs. Mindi has been in the book industry for more than two and a half decades&mdash;first as a store manager for Crown Books, then working for publishers in various roles with Bonus Books, First Books, NTC/Contemporary, and Dearborn Publishing. Prior to her work with IPG she was the special sales manager at Triumph Books for 9 years.</p>
Mass Merchandisers
<h1>Mass Merchandisers</h1> <p style="text-align: justify;">Customers such as Wal-Mart, Sam's Club, Target, Toys R Us, BJ&rsquo;s Wholesale, Costco, airport stores, Meijer, and the grocery store chains are sold through ID wholesale suppliers such as Readerlink Distribution Services, Anderson Merchandisers, BTMS, American West, and TNG. IPG account managers supply the ID channel with a focused list of titles, which in turn is vetted by ID channel product managers and presented directly to store buyers.</p> <table style="float: right;" width="260px"> <tbody> <tr> <td><img class="image_right" src="../filebin/images/office/target.jpg" alt="" width="99" height="99" /><img class="image_right" src="../filebin/images/office/samsclub.jpg" alt="" width="99" height="99" /></td> </tr> <tr> <td><img class="image_right" style="padding-top: 8px; padding-bottom: 7px;" src="../filebin/images/office/walmart-logo.jpg" alt="" width="99" height="83" /><img class="image_right" src="../filebin/images/office/costco.jpg" alt="" width="99" height="99" /></td> </tr> </tbody> </table> <p style="text-align: justify;">IPG has an in-house team to pursue opportunities in this channel. The IPG team also develops, in cooperation with IPG&rsquo;s client publishers, special products for mass merchant retailers such as bindups (a number of related titles bound up together and offered at a promotional price), boxed sets, and books sold along with attached non-book products.</p> <!-- <h4 style="text-align: justify;" _mce_style="text-align: justify;">Jeff Palicki</h4> <h5>Vice President, Marketing</h5> <p style="text-align: justify;" _mce_style="text-align: justify;">Jeff Palicki was recently promoted to VP of Marketing at IPG and is also the new in-house sales rep to Barnes &amp; Noble. Prior to his ten years at IPG, Jeff worked for several years at Sourcebooks as Trade Sales Manager after managing B&amp;N stores in Indiana for eight years. Fluent in the language and culture of B&amp;N, Jeff will continue to provide effective sell-in strategies and monitor current sell-through trends at the account. As VP of Marketing, he will continue to oversee the Marketing department in addition to his sales role.</p> --> <p style="text-align: justify;">&nbsp;</p> <h4 style="text-align: justify;">Lauren Acciari</h4> <h5>Mass Market Sales Representative</h5> <p>Lauren Acciari was hired as our new Mass Merchandise Sales Manager in August 2019. Lauren knows IPG well because she was a Senior Product Manager at Readerlink for the children&rsquo;s and young adult buying team. Prior to her 6 years at Readerlink, Lauren worked for Craven Closeouts (a remainder dealer), and Books Are Fun (another IPG customer). In addition to traditional mass customers like Clubs, Target and Walmart; Lauren also sells into Airports, select Craft stores, and Book Clubs.</p>
Independent Booksellers and Regional Wholesalers
<h1>Independent Booksellers</h1> <p style="text-align: justify;"><img class="image_left" style="margin-top: 4px;" src="../filebin/images/dc/2DC26.jpg" alt="" width="240" />Independent book retailers are sold to by&nbsp;IPG&rsquo;s 38 U.S. and Canadian commission sales reps, one inside sales representative, and they are managed by IPG&rsquo;s Trade Sales Manager. These reps are the premier commission reps in their countries. They have strong relationships, built over many years, with the booksellers on whom they call, and their recommendations as to appropriate titles and quantities are given careful consideration.</p> <p>The IPG sales department is in frequent contact with the reps on the road as well as with the central offices maintained by each rep group to foster and facilitate sales.</p> <p>The sales department generates sales to independent bookstores by:</p> <ul> <li>Coordinating publishers' publicity efforts with the sales reps and their accounts</li> </ul> <ul> <li>Developing sales promotions and sales strategy to generate direct sales to independent bookstores</li> </ul> <ul> <li>Compiling and sending e-mail notifications of national and regional publicity hits for the reps</li> </ul> <ul> <li>Confirming author events with sales reps and ensuring that books are ordered for signings</li> </ul> <ul> <li>Providing sales materials to each rep to adequately sell in title[s] whether a galley, a sample chapter, a finished book, or a tip sheet&mdash;to supplement the catalog copy</li> </ul> <ul> <li>Advising publishers on book-packaging, including cover designs, pricing, and titles</li> </ul> <ul> <li>&nbsp;Working with publishers to present at biannual sales conference</li> </ul> <ul> <li>Putting together targeted bookstore lists for publishers trying to organize book launches or other special events</li> </ul> <ul> <li>Advising publishers on co-op opportunities</li> </ul> <h4>Aaron Howe</h4> <h5>Trade Sales Manager</h5> <p>Aaron Howe manages IPG&rsquo;s relationships with four outside commission sales rep teams and oversees one inside sales representative. These sales teams call on trade accounts in both the U.S. and Canada. Aaron&rsquo;s has been with IPG since 2013, and prior to his role as Trade Sales Manager he worked as a Trade Sales Associate and Special Sales Representative. He he has also worked as a bookseller and store manager and all of the roles in between.</p> <p style="text-align: justify;">&nbsp;</p> <ul> </ul>
Special Sales and The Gift Market
<h1>Special Sales and the Gift Market</h1> <h4 style="text-align: justify;"><span style="color: #414141;">Special Sales</span></h4> <p style="text-align: justify;"><img class="image_right" src="../filebin/images/dc/w24.jpg" alt="" width="180" />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&rsquo;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.</p> <p style="text-align: justify;">IPG actively sells to more than 1,200 museum stores&mdash;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.</p> <p style="text-align: justify;">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.&nbsp; IPG has the capacity to create, almost instantly, full-color custom catalogs that contain only titles of interest to specialty buyers.</p> <h4 style="text-align: justify;"><span style="color: #414141;">The Gift Market<br /></span></h4> <p style="text-align: justify;">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. <a href="field-reps-pages-71.php">IPG currently has over 100 gift market sales reps in the field</a>, 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.</p> <!-- <h4>Michael Riley</h4> <h5 style="text-align: left;" _mce_style="text-align: left;">Sales Director: Special Markets</h5> <p style="text-align: justify;" _mce_style="text-align: justify;">Michael joined IPG&rsquo;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&rsquo;s field sales representative. Michael manages IPG&rsquo;s overall specialty sales, including the in-house special sales team, the gift market field sales force, and IPG&rsquo;s presence at several specialty trade shows. He sells to a variety of specialty accounts, including several high-profile gift and trend chain stores.</p> --> <!-- <h4>Berianne Bramman</h4> <h5 style="text-align: left;" _mce_style="text-align: left;">Publisher Development Coordinator</h5> <p style="text-align: justify;" _mce_style="text-align: justify;">After a decade of bookstore experience, both chain and independent, Berianne Bramman joined IPG in 2005 as a customer service representative and then later moved to the national accounts department, where she worked behind the scenes providing sales support to Barnes &amp; Noble and Borders. Now&nbsp;a member of&nbsp;the special sales department, Berianne markets books to an array of specialty retailers, wholesalers, mail order catalogs, and online resellers predominantly in the fields of music, spirituality, crafts, cooking, health, performing arts, sociology, and genre fiction, among others.</p> --> <h4 style="text-align: justify;">Scott McWilliams</h4> <h5 style="text-align: left;">Sales Associate</h5> <p style="text-align: justify;">Scott worked more than 25 years as a bookseller in independent bookstores, including 10 years with the legendary Kroch&rsquo;s &amp; Brentano&rsquo;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&rsquo;s gift and education market field sales forces as well as providing sales support to IPG&rsquo;s in-house special sales department.</p> <h4 style="text-align: justify;">Will Fancher</h4> <h5 style="text-align: left;">Special Sales Representative</h5> <p style="text-align: justify;">Will has been a member of the Special Sales department since May 2017. Prior to that he spent nine years with Barnes and Noble Education, working as a textbook buyer and manager at several universities, including Boston University, Harvard, and DePaul. Will sells to a variety of specialty accounts, focus areas include music, performing arts, histroy, nature and national parks, gardening, cooking, religion and spirituality, military and maritime, and Native American interest.</p> <h4>Jen Young</h4> <h5>Special Sales Representative</h5> <p>Jen overseas the Bookblock custom journal business as well as selling a variety of specialty accounts, including those with a focus on stationary, health, British/Irish/Scottish interest, performing arts, and politics, and corporate giving.</p>
Schools, School Libraries, and School Supply Stores
<h1>Schools, School Libraries, and School Supply Stores</h1> <img class="image_right" style="margin-top: 10px; margin-left: 17px;" src="../filebin/images/dc/1DC88.jpg" alt="" width="240" /> <p style="text-align: justify;">IPG works intensively with approximately 300 education accounts and sends hundreds of personalized catalogs and samples to customers who require them. IPG attends Ed Expo, the largest national school supply trade association meeting, and the Educational Book and Media Association meeting, during which the IPG education specialist builds new and fosters current relationships with educational wholesalers from around the country.</p> <span lang="EN"> <p style="text-align: justify;">Success with the education accounts requires a highly disciplined approach. The buyers are experts in their fields and will not wade through long catalogs hoping to find a title or two that is relevant to their interests. IPG's experienced education rep presents to these buyers only titles that they will want to see.</p> </span> <p style="text-align: justify;">&nbsp;</p> <h4>Sharon Shell</h4> <h5>Director, Library &amp; Education Sales</h5> <p>Sharon joined IPG in December 2019.&nbsp; She has worked in the book industry for more than 18 years, spending most of that time at Scholastic in library and education sales.&nbsp; She was also a regional account manager for the digital division of Capstone from 2014-2018, selling their digital literacy product, myON, to educational accounts.&nbsp; Sharon will manage IPG&rsquo;s overall sales to library and educational accounts while having direct responsibility for accounts such as Booksource, Classroom Library Company, Perfection Learning, Brodart, Mackin Educational, and Midwest Library Services.</p>
The Professional and Academic Market
<h1>The Professional and Academic Market</h1> <p style="text-align: justify;">&nbsp;IPG sends specialized subject catalogs and makes numerous pitches through electronic media to college and university professors to secure course adoptions, works closely with academic, professional, and business libraries, and approaches professional and academic associations and groups.</p> <p style="text-align: justify;">Many titles represented by IPG, originally published with only the traditional book market in mind, are now also adopted for college and university courses and bought by research libraries. This added distribution channel has meant increased sales for trade titles, and it also gives IPG publishers the freedom to consider titles that might have seemed too academic for the trade or too "tradey" for the academic market&mdash;a new and very interesting niche.</p> <h4>Paul Murphy</h4> <h5>Vice President, Academic, Art, and Professional Programs</h5> <p style="text-align: justify;">In his long career in the book business, Paul has held various senior positions in sales, marketing, and editorial at McGraw-Hill; Thomson; Course Technology Inc; and Holt, Rinehart and Winston. His rich experience in many professional and academic markets has helped IPG publishers find author leads for supplemental texts and has helped publishers identify and target schools for presales market research.</p> <p style="text-align: justify;">Paul's core responsibility is to develop sales for professional, academic, and computer publishers. Paul's team also develops professional and academic subject newsletters to promote titles to targeted lists of academics and professionals for use as college course materials and professional resources. Reaching out to professionals and academics for personal development and academic course adoptions greatly extends the life and sales of IPG titles.</p>
Sales Channels