Business to Business Sales

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        The Business of Business-
            to-Busin ess Sales
                                                               Interested in attending an upcoming B2B seminar?
                                                                                                                                                    Group (USA)
                                                                                                                                                       and DK                          The Business of
                                                               I’ll be giving a seminar on Outside Sales and Business-to-Business techniques for
                                                               booksellers on March 3rd at the upcoming CAMEX Trade Show in Houston—
               B2B Grand Central
                1 Grosset Drive
           Kirkwood, New York 13795
                                                               please stop by our 1 p.m. seminar if you are attending the show.
                                                                                                                                                                                            Sales                                                                       Feb., 2006

             Phone: 800-847-5515 x 380
                  Fax: 607-775-4829                            Book Expo 2006 is scheduled for May 19-21 at the Washington Convention                                                                                                                                Published every 3
       Email:                                                                                                                                                                                                                         months, thereabouts
                                                               Center in DC. I will be part of the Penguin team manning our booth and would
                                                               be delighted to make an appointment to speak with you about our program. Call
                                                                                                                                                       INSIDE THIS ISSUE:          What will you name your
 PENGUIN G ROUP (USA )                                         me at 800-847-5515 x380 to make arrangements.
  AND DK PUBLISHING                                                                                                                                                                B2B program?
                                                               Your Penguin field or telephone sales reps are a wonderful B2B resource for you     It’s All In the Name        1
                                                                                                                                                                                   Dear Bookseller,                   don’t have the same discounts
                                                                                                                                                   More Than The Water         2                                      or minimums for bulk sales,
                                                               to use—please call or e-mail any of us for suggested titles, to receive free sam-                                   You are receiving this newslet-
   Become Your Community's Book                                                                                                                                                    ter and suggestion box from
                                                                                                                                                                                                                      product goes out of print and
                                                                                                                                                   Get Things Done             2                                      it is difficult to decide where to
         Buying Resource                                       ples, to place orders or to brainstorm with. Your continued success with the pro-                                   Penguin because you have ei-       begin your B2B efforts. Intimi-
                                                                                                                                                   Flip Your Switch            3   ther: 1) placed orders using       dating because you need to
                                                               gram is our success too!                                                                                            our B2B program before or 2)
                                                                                                                                                   Fix It & Flip It            4                                      reach out to the customer, and
          https://booksellers.                                                                                                                                                     have asked to be added to our      the customer usually comes
                                                                                                                                                                                   mailing list to receive new        through the door to you!!!
                                                                                                                              Upcoming Events             4
                                                                                                                                                                                   ideas and suggestions for the
                                                                                                                                                   Contact Us                  4   program. Smart move either         B2B can also be very rewarding
                                                                                                                                                                                   way—you are taking the time        and profitable. The success or
                                                                                                                                                                                   and investing the energy to        failure of the program is in
                                                                                                                                                                                   look through our materials         your hands and determined by
                                                                                                                                                                                   because you know that there is     the amount of time and energy
Capitalize on the newest & biggest real estate                                                                                                                                     a huge marketplace right out-      you put into it, your creativity
                                                                                                                                                                                   side the doors of your store       and experience, your knowl-
                                                                                                                                                    Simple Ways to
craze: B2B with your local real estate agency today!                                                                                                Jump Start Your
                                                                                                                                                                                   waiting to be told about (and
                                                                                                                                                                                   to be sold) the newest and
                                                                                                                                                                                                                      edge of books and by your
                                                                                                                                                                                                                      perservence. I am lucky, I see
FIND IT, FIX IT, FLIP IT!                             the last few weeks:                                 a series within Michael Corbett’s                                        most informative books pub-        this program working all
                                                                                                                                                    B2B sales:                     lished. However, knowing that
                                                                                                                                                                                                                                                       Is this your tower of power? Finding good
                                                                                                                                                                                                                      around the country, in stores books like these a perfect home is what
by Michael Corbett                                    * NBC’s Extra! did a piece about                    show that will be called “Mansions                                       there is a customer just waiting   both large and small, rural and the B2B program is all about.
0452286697 $15.00                                     Michael Corbett and his new book :                  and Millionaires USA” on the NBC                                         to buy, and reaching out to        in cities, stores with a person
                                                                                 go to                    network which will promote the hot                                       that customer and making a         dedicated full-time to B2B or a
Tap into the hottest new real                                                    www.                     real estate in the following 9 cities:
                                                                                                                                                    Advertise that your            sale are two very different        B2B program just shepherded
                                                                                                                                                                                   things. B2B can be frustrating,    part-time by a store owner and           The Box”, another calls theirs
estate trend with the recently                                                   ExtraTV.                 Atlanta-Chicago –Dallas -Miami –          store provides discounts       confusing and intimidating.        staff’s efforts. So, where to            “Corporate Care” - whatever
published paperback book by                                                      com: and                 Philadelphia – Palm Springs               for bulk sales in your         Frustrating because customers      begin? Give your store’s B2B             you choose, treasure it and
Michael Corbett.                                                                 see the                  San Diego -San Francisco -                                               don’t always buy quickly or buy    program a name—and an iden-              watch it thrive. Check our
 It is a perfect giveaway book                                                   Michael                  Washington DC                             store’s newsletter, on         what you think they should ;       tity. One bookseller named               next newsletter for our B2B
                                                                                                                                                                                   confusing in that all publishers   their B2B program “Books By              blog address—more to come.
for your local real estate agen-                                                 Corbett's                * The local NBC affiliate in the          signage placed around
cies: Their clients will truly ap-                                               Find It                  above cities for this tour will plug
                                                                                                                                                    the store, on your e-
preciate receiving this book                                                     Fix It Flip              the upcoming “Mansions and Mil-                                          DK’S new
from them. There are great tips                                                  It - 0n                  lionaires USA” segment and we will        mail signature, on your        BABY SAYS PEEKABOO!                                Cute and practical
in the book on how to enhance                                                    Extra -                  advertise in the real estate sections     store’s website, on a
a house prior to selling and                                                     Video                    of the San Diego Union-Tribune,                                          DK has published the per-          lift and a mirror surprise—
wonderful advise on how to de-                                                   Clip!                    Philadelphia Inquirer, and the At-        flyer that you stuff in        fect little book to be shown
                                                                                                                                                                                   to your local hospital, day
                                                                                                                                                                                                                      along with the crisp, clean,
                                                                                                                                                                                                                      beautiful photography you
termine a fair price when buy-                                                                            lanta Journal-Constitution.               each customers pur-            care center, pediatric doc-        would expect in a DK book.
ing.                                                                                    * Book                                                                                     tors offices and well-child        Enjoy the sample we have
We have lots of great publicity                                                         tour this         * The top five flipping cities are, in
                                                                                                                                                    chase, and in your             programs—a $6.99 board             enclosed in our suggestion
                                                                                                                                                                                   book just perfect for tod-         box for you—and find a B2B
lined up over the next few                                                              spring            order: Miami, San Diego, Philadel-        store’s radio and print        dlers. Designed to help with       customer for it in your
weeks for this book—check out                                                           coincid-          phia, Chicago, Atlanta, according to      advertising.                   baby’s thinking and memory         neighborhood soon.
what has happened just over                                                             ing with          Michael Corbett.                                                         development, the book fea-
                                                                                                                                                                                   tures touch-and feel, flaps to

                                              Need a sample of this book to send out with your store’s B2B                                                                                                                                         The perfect giveaway for your local hospital,
                                              letter? E-mail at to receive one.
                                                                                                                                                                                                                                                   doctor’s office or pre-natal program
                                                                                                                                          F E B . , 2 0 06
                                                                                                                                                                                                                                                                         Page 3

           BY DAVID ALLEN CLIMBS THE BESTSELLER LISTS!                                                                                    Author Spotlight:
                                                                                                                                          John Miller’s FLIPPING THE SWITCH
         The hurrier I go, the behinder I get.-Anonymous
                                                                                                                                          I had the pleasure of interviewing     “When will I get                                          I do to make a differ-
         "The personal productivity guru" (Fast Company) delivers                                                                         John Miller about his new book         a break?” and
                                                                                                                                          (Putnam, $19.95)                       “Who dropped                                              ence? ’ and “ How can I
         powerful methods that vastly increase your efficiency and crea-                                                                                                         the ball?” Ques-
         tive results—at work and in life                                                                                                 Deb:. What does Flipping The                                                                     contribute? ” The second
                                                                                                                                                                                 tions like these
                                                                                                                                          Switch refer to?                       are natural, but                                          I ask these better ques-
         In today's world, yesterday's methods just don't work. In Get-                                                                                                          dangerous.
                                                                                                                                          John: The new “FTS” book en-                                                                     tions, I am using my talent
         ting Things Done, veteran coach and management consultant                                                                        ables the reader to take the tool
                                                                                                                                                                                 They take us to
         David Allen shares the breakthrough methods for stress-free                                                                                                             Blame, Victim                                             and energy to move for-
                                                                                                                                          called QBQ! and flip the switch
         performance that he has introduced to tens of thousands of peo-                                                                                                         Thinking, and                                             ward and become excel-
                                                                                                                                          bringing the concept of personal
         ple across the country. Allen's premise is simple: our productiv-                                                                accountability to life and thus
                                                                                                                                                                                 These are prob-                                           lent.
                                                                                              Over 40,000 copies sold during the first
         ity is directly proportional to our ability to relax. Only when our                                                              weave it into every facet of their                                                                          We have a choice: We
                                                                                              2 months of this year alone!                                                       lems in all or-
         minds are clear and our thoughts are organized can we achieve                                                                    life. Work, home, church, civic –
                                                                                                                                                                                 ganizations—                                                         can blame, complain,
                                                                                                                                          wherever they serve. The book
         effective productivity and unleash our creative potential. In                                                                                                           corporations,                                                            whine and play
                                                                                                                                          brings five core ideas to life. We
         Getting Things Done Allen shows how to:                                                                                                                                 nonprofits,                                                            victim—or we can
                                                                                                                                          call them Advantage Principles:                            John is the author of B2B bestseller QBQ and his
                                                                                                                                                                                 churches, gov- new work, FLIPPING THE SWITCH.                        ask, “What can I do to
                                                                                                                                          Learning; Ownership; Creativity;
            •    Apply the "do it, delegate it, defer it, drop it" rule to get your in-box                                                Service; Trust. When put into
                                                                                                                                                                                 ernment groups,                                                        make a difference?’
                 to empty                                                                         A New York                                                                     and families—primarily because
                                                                                                                                          action, these ideas help each of                                                       That ’ s
                                                                                                      Times Sunday                                                               PEOPLE have these problems.
                                                                                                                                          us have the advantage: Better
            •    Reassess goals and stay focused in changing situations                               Style piece on                      performance on the job, en-
                                                                                                                                                                                 So, FTS will sell well because                  surely
                                                                                                                                                                                 these problems still remain. And
                                                                                                      David                               hanced relationships at home                                                           worthwhile.
            •    Plan projects as well as get them unstuck                                                                                and at work, deeper satisfaction
                                                                                                                                                                                 we can’t simply will them away.
                                                                                                  Allen to run 2/19.                                                             Each of us needs a way of elimi-
                                                                                                                                          from serving, more problem-                                                            Deb: I love your book because it
            •    Overcome feelings of confusion, anxiety, and being overwhelmed                                                                                                  nating them. The QBQ! and FTS
                                                                                                                                          solving.                                                                               can be read in one setting or sa-
                                                                                                                                                                                 books give us practical and
            •    Feel fine about what you're not doing                                                                                                                           proven methods for doing so.                    vored slowly, one anecdote at a
                                                                                                                                          Deb:. B2B sales of QBQ were                                                            time. Where do these great sto-
                                                                                                                                          phenomenal, and to some                Bottom line, these problems—
         From core principles to proven tricks, Getting Things Done                                                                                                              really they’re cancers within our               ries come from? Is there a web-
                                                                                                                                          places I would not have imag-                                                          site or e-mail address where we
         can transform the way you work, showing you how to pick up                                                                       ined - prisons, high school guid-      organizations—are incredibly
                                                                                                                                                                                 costly. Getting rid of them is im-              can learn more about the book
         the pace without wearing yourself down.                                              Business travel is                          ance counselors, church groups                                                         and your ideas?
                                                                                                                                          and diet centers as well as            perative and this content pro-
                                                                                             back up to pre-9/11                          many, many sales to corpora-           vides solutions.
                                                                                                                                                                                                                                 John: I know it’s hard to believe,
                                                                                                levels– over 5                            tions. What makes the central                                                          but all my stories are true! My
                                                                                                                                                                                 Deb: What one idea would you
                                                                                               million workers                            idea of personal accountability
                                                                                                                                                                                 like your readers to learn from                 dad was both the Cornell U.
                                                                                             travel for their jobs                        so universal?                                                                          wrestling coach and a Christian
                                                                                                                                                                                 your book?
           The Rough Guide to TRAVEL SURVIVAL                                                                                                                                                                                    pastor and just loved to tell sto-
                                                                                                  each day.                               John: The easiest thing to do is                                                       ries. I suppose I’m emulating
           The Essential Field Manual                                                                                                     ask lousy questions like, “Why         John: I can only change me!
                                                                                                                                                                                                                                 him. Truly, the mind never thinks
                                                                                                                                          don’t others do their job right?’                                                      in words, only in pictures. We
          The Rough Guide to Travel Survival              navigating in the desert to coping with an                                                                             Sounds so simple, but the reality               hear from readers that it is the
          (1843534061—$12.99) is the essential             ambush or a hostage situation. The book                                                                                                                               stories they remember. And if
          field manual for every traveler. This handy     concludes with a set of comprehensive and                                                                              of our organizational and family
                                                                                                                                                                                                                                 they can recall the stories, then
          pocket sized little guide is arranged into       indispensable appendices packed with in-                                                                              life is this: The ball gets                     they can recall—and apply—the
          easy-to-read chapters covering preparation,     structions, from first aid to making                                                                                                                                   content. At peo-
          basic travel, survival strategies, environ-      a fire. While the obvious B2B application                                                                             dropped, mistakes are made,
                                                                                                                                                                                                                                 ple can sign up for our QBQ!
          ment-specific situations with                   is for the business traveler—why not be                                                                                tension is high, emotions get                   Quick Notes. These are short
          easy-to-follow diagrams throughout. Each        creative and show the enclosed sample to                                                                                                                               stories of personal accountability
          of the main chapters has step-by-step, prac-    your local disaster relief agency or Red                                                                               raw, and problems pop up. We
                                                                                                                                                                                                                                 that I personally write and send
          tical advice for all situations, in all envi-   Cross agency to buy and give to their vol-                                                                             have a choice: We can blame,                    out to the market. And, anyone
          ronments, from surviving an avalanche or        unteers?                                                                                                                                                               can email me personally at
Page 2                                                                                                                                          Send an e-mail to John           complain, whine and play vic-
                                                                                                         THE BU SINESS OF BU SINESS-TO-         Miller at or
                                                                                                                                                join his Quick Note email        tim—or we can ask, “ What can                   me—I will respond!
                                                                                                                                                list—you will be glad you did!

Description: Business to Business Sales document sample