Haben Sie Sales Leads im Frankfurt, Bitte?

January 1997
by Ken Lee

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I attended the Frankfurt Book Fair for the first time last October and
sauerkraut will never be the same. But more on that later.

The Frankfurt Book Fair is the largest convention in the world where 8,000+
international publishers from over 100 countries go to sell and buy foreign
rights for book titles.

Our company, which publishes a line of professional film and video books, has
been fortunate enough to receive several inquiries from foreign publishers
during the past few years. Flush with positive feedback and a few foreign
rights deals under our belt, it seemed like a good idea to go to Frankfurt to
check out the international market.

The following article is the first in a series which reviews important tips
you should consider before and during your first Frankfurt Book Fair. This
month’s topic is pre-planning and budget tips.

In March 1996, I began gathering information about the Frankfurt Book Fair.
Seeking advice from publishers who regularly attended the fair, my research
led me to Jan Nathan (PMA), Larry Rood (Gryphon Publishing), and Bruce Davis
(Academia Book Exhibits), all of whom were most gracious with their time and
insightful in their comments. Here are some important tips I learned from
these pros.Tip #1: “Think of the Frankfurt Book Fair as a long-term investment, not a
short-term moneymaker.”

These savvy publishers considered the fair to be an important part of their
overall marketing plan, NOT a way to raise shortfall cash. Most publisher…IBPA Members – Click here to view the full article (login required).

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