In response to Baker & Taylor's decision no longer to sell to the retail wholesale market, Workman Publishing is making major changes to both new and existing independent accounts, aiming to make it easier for accounts to order both frontlist and backlist titles. The changes are effective immediately and apply to all Workman imprints, including Workman Publishing, Algonquin Books of Chapel Hill, Algonquin Young Readers, Artisan, Storey Publishing and Timber Press, as well as distribution clients The Experiment, duopress and Erewhon Books.
New terms include lower minimums for free freight; changing how backlist is defined to make it easier for indie accounts to reach minimums on backlist stock-up offers; extra discount earned on face-out quantities on all frontlist titles; an easy credit application process for new accounts (now available online); and a new store special with no minimum.
Existing accounts should contact their sales representative for more information, and details will also be available via the American Booksellers Association and regional independent booksellers associations. New accounts that complete an online form will receive a response within 24 hours and the credit-approval process will be expedited.
James Wehrle, Workman's executive director of sales, commented: "Baker & Taylor's transition away from serving retail accounts creates an opportunity to examine our relationship with independent bookstores and redefine it in ways that are good for the health of all of us. Our response addresses the needs of smaller accounts that were previously sourcing exclusively through wholesalers, and existing indie partners as well."
And CEO Dan Reynolds noted that "from the moment of Workman's founding over 50 years ago, independent bookstores have been critically important to our success as an independent publisher. Indies are open to all the different kinds of books we publish, including the quirkier ones, and have provided a generous home in their sections for our backlist. Given that 80% of our sales by volume is generated by our rich and vibrant backlist, that's no small thing. We also feel a special kinship with indies because of relationships forged through our own invaluable independent sales reps. As soon as we learned of the Baker & Taylor news, we knew it was time to step up and do what we could to strengthen our partnership with this core segment of our business."