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Distribution Programs
Sales Channels
Marketing Services
Digital Services
Specific Services for Publishers
Operations
Understanding Gift Sales: A Deeper Dive
Franklin Lloyd Wright Room 1
10 - 10:45 a.m.
Gift stores are very different from book stores! Learn about IPG’s sales tactics to these unique accounts. Kim Florentine, a gift rep from Kelley & Crew, will join Josh in this session.
As the Special Sales Manager at IPG, Josh Rowe manages the in-house special sales team along with the field gift rep force. He is also a sales rep to a variety of specialty wholesalers, distributors and independent accounts, including those with a focus on arts, cultural studies, crafts, and chain retail.
Understanding Barnes & Noble: A Deeper Dive
Franklin Lloyd Wright Room 2
10 - 10:45 a.m.
An in-depth guide to this important national bookstore chain
Jeff Palicki is IPG’s VP of Marketing and National account manager for Barnes & Noble. Prior to his 11 years at IPG, Jeff was Trade Sales Manager at Sourcebooks. He was also a Store Manager for B&N for eight years, managing several locations. Fluent in the culture of B&N, Jeff continues to provide effective sell-in strategies and monitor current sell-through trends at that account. As VP of Marketing, he oversees the Marketing department in addition to his sales role. Alicia Sparrow is a sales associate at IPG, and works closely with Jeff Palicki, Michael Riley, and Gabe Cohen on the Barnes and Noble, Books-a-Million, and Mass Merch accounts respectively. She assists throughout the year with various presentations, promotions, and reports for these accounts.
Mass Merch is Not for Everyone
Franklin Lloyd Wright Room1
11:45 a.m. - 12:30 p.m.
Delivering the hard truth for book success in big-box stores & non-trade chains
Gabe Cohen is IPG’s in-house sales representative for Mass Merch accounts, working in conjunction with an outside commission sales rep to cover all mass retailers, wholesalers, and distributors. Gabe builds presentations of our titles to the Mass Merch retailers, and then continues to shepherd the purchase orders through receipt, delivery, and invoicing. When not at work, you’ll find him riding his bike, reading, and stalking publishers on social media.
Spending Wisely: How Co-op Can Pay Off
Franklin Lloyd Wright Room 2
11:45 a.m. - 12:30 p.m.
“Co-op” can mean different things to different accounts. Join the IPG Sales & Marketing team to discuss strategic spending that can help your books sell in and sell-through.
| MODERATOR: | Lauren Klouda, Marketing Manager - IPG |
| PANELISTS: | Mindi Rowland, National Accounts Manager, Wholesale - IPG |
| Jeff Palicki, Vice President, Marketing, Barnes & Noble - IPG | |
| Lara Alexander, National Accounts Manager, Amazon - IPG |
Keynote Address with Joe Matthews, CEO
Burnham Ballroom
2 - 2:30 p.m.
IPG’s CEO discusses what’s new and exciting at IPG & in the larger world of publishing.
Joe Matthews started at IPG in 2006 as the Educational Sales Rep, then moved to IT where he spent five years modernizing all of IPG’s internal systems. From there, he served as COO for two years to leverage the technology push. In 2016, Joe moved into the CEO role where he spends equal time building partnerships, streamlining operations, and continuing to propel IPG’s strategic initiatives.
Make Some Noise: Audiobooks and OverDrive
Franklin Lloyd Wright Room 1
2:30 - 3:30 p.m.
According to a new Pew Research report, nearly 1 in 5 Americans now listen to audiobooks. So what can you be doing to reach this growing audience?
| MODERATOR: | Mallori Bontrager, Digital Services Manager - IPG |
| PANELISTS: | Debra Deyan, President and CEO - Deyan Audio Services, Inc |
| Christina Bauer, Publisher - Monster House Books | |
| Brad Rose, Vice President, Content Strategy - Hoopla Digital | |
| Lauren Cannavino, Account Specialist / Publisher Account Services – OverDrive, Inc. |
The Ultimate Library Panel
Franklin Lloyd Wright Room 2
2:30 - 3:30 p.m.
You have questions and these library professionals have answers. Come learn everything you need to know from experts at Follett, Naperville Public Library, and Booklist.
| MODERATOR: | Don Reinbold, Director of Strategic Business Development & Content Acquisitions - Follett |
| PANELISTS: | Wendy Miller, Curriculum Bibliographer - Follett |
| Susan Maguire, Senior Editor, Collection Management & Library Outreach - Booklist | |
| Rohini Bokka, Technical Services Manager - Naperville Public Library |
Keynote: Don’t Outspend Them, Outsmart Them
Burnham Ballroom
3:30 - 4:30 p.m.
Please welcome Terry O’Reilly, host of CBC’s Under the Influence & author of This I Know: Marketing Lessons from Under the Influence.
Most advertisers don’t have huge budgets, and most publishers don’t have the budgets they hoped for. But budgets don’t have to stand in the way of great marketing. All it takes is a different mindset and a different kind of creativity. If you look at the world through fresh eyes, you start to see marketing opportunities all around you. Join Terry O’Reilly as he demonstrates how small companies attracted more attention than advertisers with larger budgets, how big ideas don’t have to have big price tags, and how to spend creativity, not dollars.
Amazon: More Than The Everything Store
Burnham Ballroom
9 - 10 a.m.
Maximizing sales & devising marketing strategies with the latest Amazon updates
Lara Alexander is the National Accounts Manager at IPG and oversees the Amazon accounts, along with Indigo and The Book Depository. She 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’s Plus Inc., a library wholesaler.
Lauren Klouda is the Director of Marketing at IPG. She heads the dynamic and creative team behind IPG’s marketing services, responsible for overseeing the development of corporate and product campaigns, vendor, account, customer outreach, social media, and IPG’s online content. Lauren works with client publishers, IPG partners, and libraries across the book industry to help readers discover books, whether in digital or print, at their local bookstore, library, or online.
Making Money with Your Metadata
Franklin Lloyd Wright Room 1
11 - 11:45 a.m.
How to turn your description, author bio and other fi elds into sales drivers
Berianne Bramman has been with IPG for 12 years and worn many hats throughout her career. She is currently the Publisher Development Coordinator and oversees the internal set-up for new publisher clients and works as a liaison to many of the newest publishers in order to get them up and running. Ask her questions about BISACs and comp titles!
Salma Yaqubi is the Data Manager at IPG and maintains the title information in the database that is used to create all sales and marketing materials and websites. She also handles the ONIX data feeds to our accounts which informs them of all new books and of any changes to existing title data.
Kelly Peterson is Director of Client Services at INscribe Digital, a division of IPG, and brings 20 years of marketing and merchandising experience to her current role. At INscribe Digital, she helps major trade publishers, university presses, independent publishers, agents and authors maximize their eBook sales and marketing efforts at the major retailers. Prior to INscribe, Kelly worked at Borders Group, Inc. for 14 years, initially at Waldenbooks and later running the eBook program. She is on the board for IBPA (Independent Book Publishers Association) and a Board Member and Professional Development Coodinator for the Bay Area Women in Publishing in her leisure time.
Activate Your Author
Franklin Lloyd Wright Room 2
11 - 11:45 a.m.
Explore creative & effective ways to involve your authors in the promotion of their books. The panelists will share real world success stories, cautionary tales, and best practices for utilizing one of the most critical resources in your arsenal: the author.
| MODERATOR: | Lauren Klouda, Director of Marketing - IPG |
| PANELISTS: | Jennifer Martin, Event Manager - BookExpo/BookCon |
| Michelle Halket, Publisher - Central Avenue Press | |
| Maria Dismondy, Publisher - Cardinal Rule Press | |
| Teresa Kirchbaum, Owner - City Lit Books |
Finance for Publishers
Franklin Lloyd Wright Room 1
11:45 a.m. - 12:30 p.m.
Addressing the perception that human curation and discovery algorithims are at odds.
Frank Autunnale is currently the CFO of Independent Publishers Group and has worked in the publishing industry for more than 25 years, including with HarperCollins Publishers, Penguin Group, Penguin Random House and Hachette Book Group. He was appointed v-p, finance at Penguin Group (USA) in 2009, at Penguin Random House in 2012, and at Hachette Book Group in 2015. He has vast experience in book publishing, client distribution and digital media in addition to business strategy.
Pre-Publication Buzz: How to Get Booksellers & Readers Talking About Your Books
Franklin Lloyd Wright Room 2
11:45 a.m. - 12:30 p.m.
Key ways to build buzz around your next release and have a successful book launch
Kristina Radke is the VP of Business Engagement at NetGalley, a service that helps publishers and authors activate a community of highly engaged and connected book advocates to help their books succeed.
Joe Upton is the VP of Business Development at Above the Treeline/Edelweiss+, a web-based digital catalog service that provides a powerful research and buying tool for book professionals. Prior to that, he spent 20-plus years helping to run Malloy Incorporated and Edwards Brothers Malloy, serving as VP Sales and Marketing and on the Board of Directors.
Arianna Rebolini is the books editor at BuzzFeed News and the author of the novel Public Relations. Her writing has appeared in The Atlantic, Esquire, The Guardian, New York Magazine, and elsewhere. She lives in Brooklyn.
Beyond the Book: Trademarks, Copyrights, International, Media, Translation, Licensing
Franklin Lloyd Wright Room 1
3 - 4 p.m.
How to promote and make money with your intellectual properties
Cynthia Sherry is the Publisher of Chicago Review Press and of Triumph Books. She has held financial management as well as executive editorial positions at Independent Publishers Group and Chicago Review Press. As publisher she acquires books, oversees the editorial and book production of about 120 titles a year under two presses and five imprints.
Elizabeth North is the Executive Director of Dreamspinner Press, an international publisher of gay romance based in the United States of America. Since its founding in 2007, Dreamspinner has built a catalog of more than 3,000 titles written by more than 500 authors from six continents, in paperback, ebook, and audiobook formats and translations into eight languages.
Cevin Bryerman is the publisher and executive vice president of Publishers Weekly, the international news platform of the book industry. He has been in the publishing business for more than 25 years, working at the helm of both trade and consumer magazines in strategic planning, business development and strategic partnerships.
Leveraging Your Ebooks: Integrating Print & Digital Marketing
Franklin Lloyd Wright Room 2
3 - 4 p.m.
Ebooks are great for discovery, but do you really know how they can be used best to increase your sales? Join us for a retailer’s eye view of ebooks.
Kelly Peterson is Director of Client Services at INscribe Digital, a division of IPG, and brings 20 years of marketing and merchandising experience to her current role. At INscribe Digital, she helps major trade publishers, university presses, independent publishers, agents and authors maximize their ebook sales and marketing efforts at the major retailers.
