Helping Publishers Sell More Books in More Ways
New Self-Publisher’s FAQ
Understanding the Book Distribution Channels
Many thanks to Jacqueline Simonds and Beagle Bay Publishing for providing the content for this page.
Self-published
authors and small publishers need to be clear on how they’ll get
their books into the hands of customers. To get the books to your
consumers in the traditional book trade, there is a whole back
structure that one needs to understand. As there has been much
confusion on this issue in recent on-line discussions, I thought
I’d pitch in with definitions regarding distributors and
wholesalers, their advantages, disadvantages and some other
thoughts.
Distributors:
These companies get your book into wholesalers (see below)
and bookstores. Some have a sales staff (reps) who visit
bookstores.
There are many different companies out there. Bigger is not
necessarily better. Smaller doesn’t necessarily mean friendlier.
And neither guarantees solvency. Many distributors have folded in
the last few years. One small press acquaintance of mine had two go
out from under her. She had to pay to get her inventory back. Ask
questions. Better still, ask their current clients if they get paid
on time.
Try going with a distributor who knows more about your
market. For instance: If you have a travel book, find someone who
carries travel books.
Distributors charge 25-35% of revenue earned. Some figure
this off list
price, others off actual revenue (what is earned after the
wholesalers or bookstores take their discount
(see the explanation). Wholesalers take 55%;
bookstores generally get 40-48% discount.
If your marketing
plan is aimed primarily at the book trade
(bookstores and libraries), you might consider
getting your book with a distributor. Start looking for one
before you go to press.
If your marketing
plan is primarily aimed at areas other than the book
trade (back of the room (BOTR) sales after speeches, kitchen
stores, etc.), then you should probably skip distributors
and look at vending directly to wholesalers (see below).
Advantages:
Some of the bigger distributors can get your book into Barnes & Noble
Bookstores, Borders Books and
Music, Costco, etc. But you had better do a lot of
marketing to support
that effort, or those books will all come back (“returns”).
It’s hard to get attention as a one- to two-book press.
Distributors help you leverage your title by being part of a
larger organization.
Distributors (or most) get you into Ingram. Many
bookstores will simply not order a book unless it is listed
with this company. See more below about Ingram.
Distributors can send your book to the pre-publication
review magazines. This apparently helps. Almost all the
titles we’ve sent to Publisher’s Weekly and the other
pre-publication review magazines have been reviewed by at
least one. Being reviewed in one of these magazines can give a
substantial launch to a new book, in terms of sales to
libraries and, sometimes, bookstores. See the
discussion in Getting Noticed in the Wide
World)
Books on Amazon—which
Amazon acquires through wholesalers—are listed at the
favorable 20-30% off. Amazon usually doesn’t do that with
Advantage products, where they are dealing directly with the
publisher.
Distributors warehouse, pick, pack, ship, accept returns,
bill and send you the check. This leaves you time to market the
book... and plan more titles for your growing company.
A good distributor will work with you. They will help make
sure there are enough books in the system for events (let them know
two months in advance). They can provide feedback when you try
different marketing tactics.
Disadvantages:
Most are exclusive, meaning you have to let them sell your book to
the trade. Some get grumpy about selling off your own
website.
They do add to your cost per book.
They do a little marketing—in that you are one
(or a few) book in their line. But you must do the heavy lifting,
marketing-wise.
If you have done a digital print run, your
cost per book is already too high to work with a
distributor.
This is one more layer between you and your ultimate customer.
Wholesalers:
Ingram, Baker
& Taylor, Quality Books and many other smaller
companies take orders from bookstores and libraries and then order
from a distributor or directly from the publisher.
They want a 55% discount.
If you refuse to discount
and/or only let them have a smaller discount (say 20%), your book
will be on “special order only” status and the wholesalers will not
stock it. Booksellers are notoriously nervous about ordering a book
that is listed in Ingram, Baker
& Taylor, etc., as special order. For some books and
marketing plans,
this isn’t a problem. For a traditional marketing plan
(targeted to the book trade), this is an invitation to fiscal
disaster. See a further discussion about discounts and returns
here.
Getting your book into Baker
& Taylor and/or Ingram will
get you stocked on Amazon, and probably
at the 20% off discount to customers. However, Amazon is now
buying titles in the wholesalers’ databases directly
(contacting publishers themselves), outside of the Advantage
program. It’s not clear if Amazon is discounting new titles
acquired this way.
Ingram is the
six thousand pound gorilla of wholesalers. They don’t accept books
from publishers of less than ten titles or whose income with
Ingram is less than $25,000 a year. (This figure will
probably be raised to $30,000 next year.) This makes life very hard
for the new or struggling small press. Most bookstores won’t
bother with a book that isn’t listed in Ingram. It’s not
fair, but it’s the way things are.
Baker
& Taylor is more open to small presses and
self-publishers. They have programs through SPAN (Small Publishers of
North America) to sign up. Be aware that unless there is
significant ordering, Baker
& Taylor will not stock your book. They will list it in
their database and order when there is activity. They have the most
hair-trigger returns program I know of (books can often come back
two weeks after shipment when you are a one- to two-book
publisher). This is because they are terrified of you owing
them money (returns are
charged back to you).
Note: Baker
& Taylor underwent a reorganization of their accounts
payable office last year and it has been nothing short of a
disaster. If I tell you we were on a first-name basis with our AP
person (Accounts Payable), you should take that to mean we called
frequently—and it wasn’t a friendly chat. They have since gotten
very much better. But I still hear from one- and two-book
publishers that they are still having problems getting invoices
paid in a timely fashion. You might require pre-pay. I don’t know
what this will do to your order status.
Advantages:
You get the orders from the wholesalers and have a good idea
where your book is selling per region.
You lower your cost per book by cutting out the middle-person
(distributor).
You know what quality you ship out and what condition the
returns are
in (if the wholesaler says you shipped a case of torn books,
you can straighten them out).
You can ask your buyer to order extra copies because you are doing
an event (caution: don’t over order. Be very conservative,
otherwise the books just come back (returns) and
the buyer won’t believe you next time). Make sure you do this at
least one month in advance.
Disadvantages:
When the orders are just a few books a month, it doesn’t take much
time to deal with billing, shipping, processing returns and
all the other things that go into dealing with wholesalers.
But if you start having strong sales (which, of course, is due to
your hard marketing), you’ll spend more
time shipping. At some point you have to evaluate where you can
delegate or out-source some work, so that you can get crucial tasks
done.
You are the one responsible for calling up and finding out where
the heck the check for invoice **** is.
All those books will take up your parking space in the garage.
Otherwise a storage unit is in your future.
And always remember—getting into distributors, wholesalers
and bookstores is not the important part. They aren’t the end users of your product. If no
one comes in to buy your book, that title will be returned to you.
Self-publishers
and small publishers have to create demand for their book—which
means you have to figure out how to create
customers!
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Self-Publishing FAQ "Business" page
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Many thanks to Jacqueline Simonds and Beagle Bay Publishing for provideing the content for this page.
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