Baker & Taylor Resource Guide 2022
Baker & Taylor Resource Guide 2022 provides valuable insights and guidelines for maximizing sales, presenting new titles effectively, and optimizing marketing strategies. The guide includes checklists, presentation guidelines, and sales audit recommendations to help publishers enhance their sales strategies and engagement with Baker & Taylor. With detailed information on submitting titles, ensuring data quality, analyzing sales trends, and planning co-op strategies, this comprehensive resource serves as a valuable tool for publishers looking to boost their sales and visibility in the market.
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2022 Baker & Taylor Resource Guide
Table of Contents Maximizing Sales Checklist .3 New Title Presentation Guidelines ..4 New Title Selling Schedule ..6 R.E.P.S 7 R.E.P.S. FAQ s 8 Review Copy Guidelines ..9 Vendor Stats Sales Reports ..10 ONIX Requirements 15 Publisher Alley .16 Key Contact Lists .18 2
Baker & Taylor Checklist for Maximizing Sales Submit titles in advance: Ensure accurate and timely title submission via ONIX or new title template Use manual on-line process for drop-ins - http://edi.btol.com/PublisherSubmissions/Pubinfo.aspx Ensure data integrity and quality: Make changes & updates to the database (datafix@baker-taylor.com) Request quarterly title audits from Aruna Pandya (Aruna.Pandya@baker-taylor.com) ReviewAutomatically Yours author list and request a Continuations program audit from Rob Daniels (Robert.Daniels@baker-taylor.com) Make informed buy suggestions: Provide proper new book analysis Review copy submission Request sell through analysis reports through your buyer Monitor publicity: Take advantage of Pub Alley watch lists and snapshots to monitor stock levels Send publicity announcements to DL-Publicity@baker-taylor.com Plan a co-op strategy: Review the B&T marketing guide (updated annually) Meet with your strategic marketing consultant regularly to learn about new promotions Use quarterly vendor stats to determine your marketing plan 3
Baker & Taylor New Title Presentation Guidelines Before you begin work on the buy report for the upcoming season, please run and review the pre pub +30 and pre pub +90 sell through for the previous season (i.e., spring to spring, fall to fall, or corresponding publication months) in order to make sure the suggested buys for the new season track the sales trend. Please send Pub Alley buy reports to the buyers at least 24 hours in advance of your appointment and copy newbookbuys@baker-taylor.com. General Guidelines for new titles presentation and comp titles: Include the +30 day and +90 day sell through reports when you send the Pub Alley Buy report (once per season). Titles need to be presented at least 5 months prior to publication date (see Baker & Taylor New Title Schedule on page 7). Send an Edelweiss collection link or digital catalog for the titles being presented prior to the appointment. Minimum of at least 2 comp titles per presentation title. At least one of the comp titles should have sales equal to or greater than the recommended buy number. Except for reprints, comps should be the same format (hardcover or paperback) and discount category (trade, academic trade, or short), and price range as the presentation title. Break out the total buy by service center (only GA and IL) and let the report automatically calculate the total. Skew the service center numbers based on tour schedule, author s home, and/or regional interest. Order quantities should be in carton multiples when possible. Include a message with your name, publisher, and suggested appointment date when emailing the Pub Alley report. 4
Baker & Taylor New Title Presentation Guidelines New Fiction List author s last 3 titles (if applicable). All other comps should be the same format (hardcover or paper) as the presentation title. For debut fiction, list at least one recent fiction comp from same imprint as presentation title that had equivalent print run and sales/demand equivalent to buy recommendation. New Non-fiction List author s last 2 titles (if applicable). Comps should be the in the same category as the presentation title. For University Presses, the comp should be another University Press title in the same subject area. At least one recent comp in same category from same imprint as presentation title that had equivalent print run and sales/demand equivalent to buy recommendation. New in Series List at least 3 titles published in the same series from the equivalent or earlier season. Reprints Original hardcover sales At least 1 comp in the same category & format from the same imprint as presentation title that had equivalent print run and sales/demand equivalent to buy recommendation. Annuals Provide last 3 editions If there has been a sales increase or decline from edition to edition, adjust the buy recommendation accordingly. Reissues List edition that will be replaced and 2 comparable reissued titles that were recently published. 5
Baker & Taylor New Title Schedule Speedstock Titles Speedstock titles are those with a suggested buy quantity over 3,000 units for adult Non-Fiction and Children s titles, and over 5,000 units for adult Fiction titles. They should be prioritized at the beginning of your selling season. Titles Presented to Buyer June 1 Sept 1 Dec 1 Mar 1 Publication Date Oct - Dec Jan - Mar Apr - June July - Sep Purchase Order Created June 15 Sept 15 Dec 15 Mar 15 Non-Speedstock Titles Titles Presented to Buyer Aug 1 Sept 1 Oct 1 Nov 1 Dec 1 Jan 1 Feb 1 Mar 1 Apr 1 May 1 June 1 July 1 Publication Date Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec Purchase Order Created Sept 1 Oct 1 Nov 1 Dec 1 Jan 1 Feb 1 Mar 1 Apr 1 May 1 June 1 July 1 Aug 1 6
R.E.P.S. (Representative Expedited Purchase Submission) Our pre-publication ordering program, REPS (Representative Expedited Purchase Submission),allows you to submit qualified recommended new title buy reports without pre-approval or an appointment with your buyer. Buy reports containing only suggested orders of less than 100 copies per title (combined across our distribution centers) are simply emailed to yourself, then to REPS@baker-taylor.com. If your buy reports contain a mix of both large and small quantity buys, you will need to schedule an appointment. You are not required to sell those smaller REPS titles (100 copies per title combined) during your sales call. Instead, we would automatically identify these REPS titles during the upload process so that they can be monitored. However, keep in mind that your appointment time should reflect only the time needed to discuss larger quantity buys and for other overall business issues such as marketing, promotions, co-op, and general housekeeping issues. It is important to note that we closely monitor the suggested buys and ultimate sell through for each title submitted through the REPS program. Publishers will be responsible for their recommendations based on our 60 day sell-through expectations (70 % for both adult and children s books). If after 90 days our audits reveal that your sell through consistently falls outside our acceptable range, we will take corrective measures to ensure accountability and compliance. After all, our mutual goal is to maximize sell through and limit returns. This program: Provides greater flexibility to our sales reps by allowing them to enter REPS orders well in advance of publication, eliminating the need to make an appointment or to schedule a visit with your buyer(s). Allows for more accurate budgeting and forecasting of open-to- buy dollars by category. Gives publishers greater visibility to and ownership of all sell through analytics with specific reporting for all REPSprogram titles, thereby encouraging higher sell through while reducing returns. Offers us better predictive analysis and metrics earlier in the process should we need to supplement or reduce open orders based on back orders. Please see the REPS FAQs on the next page or contact your buyer should you have any additional questions. 7
R.E.P.S. FAQs Q: How will I know if my buy report was received and uploaded correctly once I email it to REPS@baker-taylor.com? A: You will first receive an automated confirmation email indicating that we ve received your buy report. Once reviewed and uploaded you ll receive an email indicating that the buy report was processed successfully. Please note that orders are uploaded based on publication date. We have a system of safeguards in place to prevent duplicates/errors and you will be notified if such errors occur. Q: Will I still need to include comp titles on my buy report if it s just being uploaded? Am I required to fill in the buys by carton quantity? A: The buy report should be completed as though you are planning to meet with your buyer. Relevant comparison title information is required. Carton quantity buys improve efficiency so please continue to supply them as part of the buy report when applicable. It s important to note that these buys will continue to be reviewed even though you are submitting them using the REPS process. Q: Can I still email my buy reports using PubAlley? A: Yes, but if you are preparing a buy report that meets the standards for REPS, you must first email the buy report to yourself so that you can submit it to the REPS email address. If your buy report contains a mix of titles, you can continue to email your reports directly to your buyers using the category buying button in PubAlley. Q: What if I need to make a change after I have submitted my buy report (i.e., need to adjust suggested buy quantity, title has been cancelled, etc.)? A: Orders will be batched and uploaded once a week so you can contact your buyer should you need to adjust an order that s been submitted within that week. Q: Will there be a cut-off pub date for REPS? How should drop-ins with small buys be handled? A: The REPS process will only be used for NP titles from 3-5 months pre-publication. If you have a drop-in title that is under 100 units, you can send it to REPS. If you have a drop-in title that is over 100 units, you should send and present it directly to your buyer. Q: Will there be a way that I can check my sell through on these small buys? A: We will be closely monitoring sell through to meet our service level goals and can provide you with a report and sell through analysis for all the titles that you ve submitted. Q: I m a small publisher. If the suggested buys for all my titles are less than 100 units, will I not be able to have a meeting with my buyer(s)? A: It is important that you continue to schedule regular appointments with your business owner for business reviews and to discuss sell through analysis. You will also be expected to meet with your Strategic Marketing Coordinator to discuss co-op, marketing, and to review the various programs we have available to help drive sales. Please call your buyer or business owner if you have further questions or need additional information. 8
Baker & Taylor Cataloging Review Copies Baker & Taylor asks for your continued partnership in our efforts to best position your titles in the library marketplace. As a crucial part of our sales efforts, the Baker & Taylor Cataloging Services Department needs a finished copy of each newly published title to ensure proper cataloging and profiling of all books. An integral part of Baker & Taylor s library sales effort requires the use of the physical book-in-hand to verify and update our database, as well as to create MARC records. A minimally described or misrepresented title is not discoverable by our library customers. Further, a title with no cataloging record is a potential lost sale many library customers will simply not order a non-cataloged book or will cancel orders if cataloging records do not exist when the book is ready to ship. With continued pressure on library budgets and librarian resources, Baker & Taylor s Collection Development services are increasingly more important to the library community. Our Customized Library Services department uses book-in-hand cataloging to select titles for our custom-tailored collection development services. Suitable titles are included in selection lists generated for Opening Day Collections, section or branch expansion lists, replacement titles, and for our FIRSTLOOK program, which is an automatic monthly notification of high-visibility, new, and forthcoming titles. In addition, our editorial staff uses finished copies to verify important publication data. The editors also draw information from the books to include in the annotation summaries that they write for our digital publications. Our library customers often use these digital publications for ordering. We rely on you, our publishing partner, to assist us by providing the tools we need to increase awareness of your titles and drive sales for both of us. Please send finished copies to the address below: Baker & Taylor Books c/o Cataloguing Services Dept Review Copies 501 US Highway 22 West Bridgewater, NJ 08807 We appreciate your continued support. 9
Baker & Taylor Vendor Stats Sales Report Market Channel Definitions: B&T College: Includes Higher Education and Medical (college bookstores) YBP: Academic Library sales through Baker & Taylor. Firm orders and Continuations accounts, primarily community colleges, and smaller 4- year colleges. Follett College: Follett Higher Ed Bookstores International: International Public Library sales; may also include small sales from select international customers Public Library: All domestic public library accounts, including government School Library: All domestic K-12 public and private school sales E-Books: Baker & Taylor eBook sales through Axis 360 Please note that as of July 2019, Baker & Taylor exited the retail market so sales in the Retail Bricks & Mortar, Retail Specialty, and Retail Internet markets will be small to non-existent. Retail Bricks & Mortar: Retail brick and mortar stores (includes chain stores such as Barnes & Noble, Books a Million, and independent retailers) Retail Specialty: Vendor Managed Inventory and fully planogrammed accounts (e.g., Michaels) Retail Internet: Includes bulk and CDF accounts such as Amazon, BN.com, Michaels.com Sales Data Notes: All sales data is expressed as net sales (gross sales minus customer returns). % of Total and Y to Y Change % are based on net sales at cost. Vendor returns expressed as % of vendor receipts. Customer returns expressed as % of gross sales. Publisher and imprint sales history are tied to current vendor owner. 10
ONIX Requirements Metadata Checklist Keep Data Management informed of any changes. Check and double check your data before you send it! New title submission at least 6 months prior to publication Grade/age level on all Juvenile titles (no grades 1-12 or ages 1-99) BISAC subjects at the most granular level (e.g., Mystery instead of Fiction) No mixing of Juvenile and Adult subjects, or Fiction and Non-Fiction subjects on same title Price changes must be provided at least 30 days prior to effective date (email pc@baker-taylor.com). Make sure Data Management has your latest discount translation table Prepare metadata in accordance with BISG s Best Practices Provide cover images at least 1 month prior to pub date. Send updates if changes are made to images (email coverimages@baker-taylor.com). Descriptive text, flap copy, author biography, etc. should be provided as soon as available. Please contact B&T before upgrading from ONIX 2.1 to ONIX 3.0 so that changes can be tested. Always indicate which language is used in the book. If the book is meant to be bilingual or multilingual, please provide appropriate number of languages. Things to remember: *The cleaner the data, the quicker the load! No series, series numbers, editions, or volumes in the title field Consistent author names (last name, first name with middle initial) Put leading articles at the beginning of the title, not at the end Indicate Picture Books and Reinforced Bindings Note Juvenile novelties (magnets, cars, pop-up, lift-flap) but not in the title field Indicate whether title is original, reprint, or reissue Keep title, series, author, BISAC subject, age/grade levels consistent across multiple formats (hardcover, paperback, audio, large print, eBooks) and titles within a series. Database Management Contacts Allen Johnson Director (Anything data related) allen.johnson@baker-taylor.com Michele Ogletree Manager (ONIX, New Title Adds, anything data related) Michele.Ogletree@baker-taylor.com Connie Harbison Director Authority Control (BISAC questions) Connie.Harbison@baker-taylor.com 15
Merchandising Key Contact List Eric McGarvey, Senior Vice President of Merchandising, Planning & Allocation Eric.McGarvey@baker-tayor.com 908-541-7807 Beth Reiser, VP Global Supply Chain Relations Beth.Reiser@baker-taylor.com 908-541-7309 Lynn Bond, Divisional Merchandise Director Lynn.Bond@baker-taylor.com 908-541-7374 Trade, Children s, Small Press Mark Hojsack , Merchandise Manager Trade Mark.Hojsack@baker-taylor.com (O) 908-541-7466; (C) 908-524-9943 Suzie Brown, Senior Buyer Adult Trade Suzanne.Brown@baker-taylor.com 908-541-7467 Robin Bright, Senior Buyer Small Press & Spanish Robin.Bright@baker-taylor.com 908-541-7425 Ray Paszkiewicz, Senior Buyer Children s Raymond.Paszkiewicz@baker-taylor.com 908-541-7474 Patty Moody, Senior Buyer Children s Patricia.Moody@baker-taylor.com 908-541-7808 Academic Lorraine Ferry, Merchandise Manager Academic Lorraine.Ferry@baker-taylor.com 908-541-7435 Laura Dominguez Joanow, Senior Buyer Laura.Dominguez@baker-taylor.com 908-541-7451 Entertainment Veronica Adamcik, Senior Video Merchant Veronica.Adamcik@baker-taylor.com 908-541-7509 Christa Ahlbrandt, Senior Planner Christa.Ahlbrandt@baker-taylor.com 908-541-7491 21
Planning & Allocation Key Contact List Tom Manning, VP of Inventory Management Thomas.Manning@baker-taylor.com 908-541-7512 Ron Lyman, Director Merchandise Planning & Allocation Ron.Lyman@baker-taylor.com 908-541-7401 Trade & Children s Jennifer Florendo, Senior Planner Jennifer.Florendo@baker-taylor.com 908-541-7181 Bryan Duryea, Senior Planner Bryan.Duryea@baker-taylor.com 908-541-7248 Sofia Moore, Planner Sofia.Moore@baker-taylor.com Raquan Haynes, Planner Raquan.Haynes@baker-taylor.com 908-541-7461 Videlfia Carpio, Planner Videlfia.Carpio@baker-taylor.com 908-541-7184 908-541-7074 Academic Eric Schifrin, Manager, Planning and Allocation Erica.Schifrin@baker-taylor.com 908-541-7653 Tom Ragno, Senior Planner Tom.Ragno@baker-tayor.com 908-541-7465 Entertainment Greg Kroeger, Director of Inventory Planning Entertainment Greg.Kroeger@baker-taylor.com 908-541-7445 Christa Ahlbrandt, Senior Planner Christa.Ahlbrandt@baker-taylor.com 908-541-7491 22
Additional Key Contacts Strategic Marketing Coordinators Alicia Gathers Alicia.Gathers@baker-taylor.com 908-541-7447 Elaine Richman Elaine.Richman@baker-taylor.com 908-541-7480 Editorial Donna Heffner, Marketing Specialist Donna.Heffner@baker-taylor.com 908-541-7412 Annette Bahmer, Editor Annette.Bahmer@baker-taylor.com 908-541-7411 Pamela Day, Editor Pamela.Day@baker-taylor.com Charles Pizar, Editor Charles.Pizar@baker-taylor.com 908-541-7414 908-541-7415 Scheduler bwt.scheduler@baker-taylor.com Merchandising Administration / Publisher Relations Ron Lyman, Director Merchandise Planning & Allocation Ron.Lyman@baker-taylor.com Pub Services pubsvc@baker-taylor.com 908-541-7401 Digital Media / QA / POD Operations Marin Foster, Manager Digital Media Services Marin.foster@baker-taylor.com Eva Nebbia, Digital Business Coordinator Eva.nebbia@baker-taylor.com Larisa Elt, Director Publisher Services (BTPS) LElt@btpubservices.com 908-541-7392 908-541-7442 419-651-9993 23
YBP Key Contacts Christopher Peasley, Book Purchasing Supervisor Cpeasley@ebsco.com David Zelnik, Buyer dzelnik@ebsco.com James Morgan, Buyer jmorgan@ebsco.com Erin Morrison, Buyer emorrison@ebsco.com 603-746-8955 603-746-8819 603-746-8944 603-746-8812 24
