About the Event

Publishing Scotland is hosting a sales management day on Tuesday 12 February 2019 at Scott House in Edinburgh.

We will have speakers on:

• best practice in sales management
• metadata
• bookselling: making the best out of the publisher-buyer relationship.

This event is for Publishing Scotland members. It is free to attend but places are limited and must be booked in advance. 

Programme

09.30: REFRESHMENTS

10.00: Welcome from Vikki Reilly, Marketing and Events Manager, Publishing Scotland

10.05: Sophie O’ Neill, Managing Director, Inpress Books

• The creation of a sales strategy: identifying the market, identifying how key accounts service the market, deciding your aims for a book
• Profit and Loss sheets, deciding print run, price point, ideal release
• From strategy to tactics

BREAK 11.30 to 11.50

11.50: Sophie O’ Neill continues

• How to present to in-house sales team/repping teams and managing the relationships in-house, external sales teams, key accounts
• Monitoring progress, dues reports, sales reports, stock management
• Dealing with the unexpected, under or over performance of title expectations

LUNCH 13.00 to 13.45

13.45: Angie Crawford, Head of Scottish Buying, Waterstones

• Building relationships with key accounts
• Best practice on managing key accounts, what booksellers expect
• Collaboration on promotions

14.45: Donald Greig, Publishing Services/Publishing Consultant

• Creating a manageable workflow for metadata
• Best practice in creating effective metadata

15.15: TBC

• Creating and testing metadata as a marketing tool

15.45: Q&A

16:00 to 16.30: Informal Networking

Fees

This event is free to members