Selling Direct, Part 3: Routes to the Right Buyers

March 2011

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Selling Direct, Part 3: Routes to the Right Buyers

 “About 90 percent of our revenue comes from direct sales.” Or maybe it’s 50 percent, or 10 percent, or 37.2 percent. Whatever the figure, two conclusions are inescapable: Lots of IBPA members serve targeted readers directly, and the variety of defined markets members reach is awe-inspiring.

The reports below complete a series we began in January. Many thanks to everyone who contributed.—Judith Appelbaum

In the Great Outdoors

Our publishing company focuses primarily on regional natural history, regional recreation, and outdoor adventure. We consider our region primarily Southern California, deserts, Southwest, and Baja California. 

We have 72 titles in print that are Sunbelt titles. We also distribute products for 60 publishers and have a total of 280 books (including e-books and Kindle) that are both published and distributed titles. Despite the rough economy, we managed to produce half a dozen guides and bike books in 2010. We also sell maps, which do very well for us.

We contact our markets—outdoor groups, parks, museums, outdoor retail outlets, gift shops and specialty shops, major chains,…IBPA Members – Click here to view the full article (login required).

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