Distribution Trends and Tactics

October 2005
by Mike Shatzkin

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Almost every publisher today
is either a distributor for others or a distributee of another. More than a
handful are both. And right this minute is a pretty active time in the world of
distribution. Competition has heated up; distribution deals are where a lot of
the consolidation of the trade-book publishing industry in the United States is
taking place.

Distribution functions comprise:

·      warehousing (and related services)

·      receiving orders

·      picking, packing, and shipping the
orders

·      managing data associated with
maintaining inventory and filling orders

·      collecting accounts receivable

·      sales representation to the trade
channel (usually exclusive)

·      sales representation to special
markets (usually nonexclusive)

·      international sales represe

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