Every Bookseller Needs the Right Direct Ordering Strategy 

Every Bookseller Needs the Right Direct Ordering Strategy 

Ted Hill, MVP

On the face of it, ordering directly from the publisher should be a simple and clear-cut process.  

When you open your store, you might buy your initial inventory from a wholesaler to save time.  Sooner or later, you open your first direct account with your largest supplier so you can get a better discount.  Over time you open more direct accounts as your business grows.   

In practice, however, there are many nuances that require a strategy specific to the size and nature of your store. 

If you want to know more, read on, and join us Ted Hill via Zoom for a discussion about using Pubeasy and Pubnet on Monday, April 22nd at 12 pm ET / 11 am CT / 10 am MT / 9 am PT. Register here.

Low-Volume Stores 

If you’re currently ordering everything from a wholesaler, the first step is to pick one of the Big 5 trade publishers and open your first direct account.   Once your first account is active, begin by testing a few front list orders that you can drop off with the publisher in Edelweiss. You might find that it’s easier to make minimums with a seasonal order covering 4 months of pub dates.  Keep in mind that this is your opportunity to learn the skills you will need as you expand your direct ordering, so be sure to also request a sales representative and set up for electronic ordering through the Pubeasy website or through Pubnet if you have a Point of Sale (POS) system designed for booksellers.  Get to know your credit rep and learn how to remit payment effectively. Once your initial publisher relationship is working smoothly, repeat with another publisher. 

Growing Stores 

As you become familiar with the process and open accounts with more of the Big 5, you will need to develop a restocking schedule (weekly/monthly/quarterly) so you can be sure to meet your minimum order requirements.  Start building orders over time to take advantage of backlist and seasonal promotions.  Soon enough, you will place most of your front list orders through Edelweiss and maintain a regular Big 5 ordering schedule for restocking, store events, and for some special orders that aren’t in stock at your wholesaler. 

Established Stores 

Ultimately, your goal should be to have direct accounts with all your major suppliers (those from whom you buy at least $5,000 in inventory each year).  By this point, it is strongly recommended that you have an EDI capable POS system so that you can order electronically direct from your POS via Pubnet.  Having your purchase orders, order acknowledgements, and shipping notifications all in one place in your POS will make it much easier to stay on top of your ordering so you can take advantage of promotions and coop advertising wherever possible.  

Additional Elements to Consider 

In addition to learning how to manage your accounts, work with sales reps, and navigate the tools of the trade, your strategy will ultimately incorporate considerations such as: 

·        How far in advance to order frontlist 

·        Finding the right new title order volume 

·        Financial concerns such as cash flow and cost of inventory 

·        The best way to handle special orders 

If it seems like there’s a lot to learn--there is!  Fortunately, you don’t have to incorporate everything all at once.  And of course, the Professional Booksellers School is there to help.