Eurospan Sales, Marketing and Distribution for Academic and Professional Publishers

Our Services

Introduction

Marketing & Sales services

Distribution services


INTRODUCTION

EUROSPAN is Europe’s leading independent sales, marketing and distribution agency for academic, professional and reference publishers seeking to expand sales and image across international markets. It has long-term partnership agreements with around two hundred publishers - from the USA & Canada, Europe, Africa, Asia and Australasia. Established in 1964, our raison d’etre – then and now – is to provide our client publishers with a one-stop shop and, in the process, is to maximise revenues for the products we are responsible for. 

In addition to our comprehensive coverage of Europe, the Middle East and Africa, we are now fully functioning both in the Asia-Pacific arena and in Latin America.  Consequently, we can offer clients complete international coverage outside North America.

MARKETING & SALES SERVICES

Direct Marketing & Sales
  • Catalogues & leaflets: Metadata for each new title is routinely entered into a custom-built marketing database from which all promotional literature is generated. We produce between 300 and 400 individual catalogues and leaflets per annum, most of which carry our client publishers’ name and image.
  • Direct Mail/Digital Marketing: Printed version of leaflets and catalogues are selectively mailed to named academics, researchers, practitioners and professionals, and their related corporate and institutional libraries. In an increasingly digital age, electronic versions of each piece are sent to what is an ever-expanding in-house contact list, as well as to our Sales Representatives in the field (see below).
  • Display Advertising: Selective advertising is undertaken in key academic and professional journals and/or magazines. This may be supplemented with financial support from the publisher client, particularly where there is large readership in the client publisher’s country of origin.
  • Review Copies/Publicity: Underpinned by an extensive media database, classified by fine subject interest and circulation size, review copies are sent out proactively. Additionally, Press Releases and advance proof copies are ‘placed’ with the press where appropriate.
  • Inspection Copy Programme: Requests from professors and other course leaders for reading copies of core and supplementary texts are filled and access to an online evaluation form provided. Detail on confirmed adoptions are routinely fed to our regional sales representatives for sell-through to the relevant college bookstore.
  • Social Media: Opportunities to promote relevant titles on Twitter or Facebook are taken up by our marketing team daily.
  • Meetings & Conferences: Title displays are arranged at relevant academic and professional meetings and conferences throughout the year.
  • Special Sales: Pre-publication offers, co-operative promotions with societies and associations and bulk sales to industry and other non-traditional book outlets are undertaken as appropriate.

AUTHOR CARE

Recognising the importance to our client publishers of their authors and editors, author care is very much part and parcel of our service and includes:

  • Supply of promotional materials – for example, handouts for lectures or conferences;
  • “Hand-holding” at book launches and other events;
  • Copies of authored books for display/sale;
  • Dispatching review copies to the media;
  • Providing a meeting space for publisher/author meetings (at our central London offices)
Sales to Bookstores, Wholesalers and Library Suppliers
  • New Titles Announcements (NTAs)/Stock Feeds: Stockists of academic and professional books are encouraged to place orders for new titles ahead of publication based on NTA sheets prepared for key titles.
  • New Books Catalogue: A New Titles catalogue is produced each Spring and Fall in print and digital formats. Each publisher's titles are listed within subject under the publisher's name. These catalogues are circulated to key booksellers and wholesalers - both in print and electronically.
  • Bookstore Representation: Regional based teams cover bookstores throughout our market, with each major account receiving at least a seasonal visit.
  • Amazon Advantage Programme: Each publisher’s new titles are routinely registered with the Amazon Advantage programme in the UK, thereby ensuring that each is publicized either as immediately available from stock or can be pre-ordered for those not yet published. Selected titles can also be found on Amazon India and Amazon China and, by the end of 2018, we hope to have trading relationships in place with Amazon Japan and the recently-opened Amazon Australia.
  • Metadata circulation:  Comprehensive metadata is sent daily to our key customers, as well as to Nielsen and to PubEasy - two crucial databases accessed by libraries and the international re-seller market.
Other Sales Activities
  • Online Bookstore: Every title we are responsible for is listed on our online bookstore - www.eurospanbookstore.com. Here, titles can be searched by publisher, title, subject, ISBN, keyword, or publication date, and then ordered securely online via e-commerce. Now in its 10th year, the bookstore has a significant global “community” and has become our third largest internet retailer by revenue.
  • E-alerts are sent to booksellers and library suppliers to complement our printed promotional material and back up the efforts of our bookstore representatives.
  • International Book Fairs: In addition to the Frankfurt and London Book Fairs, where we have a significant corporate presence, a Eurospan booth is usually arranged at the annual New Delhi, Kuala Lumpur and Beijing Book Fairs.
  • Contacts Database: A bespoke database lists potential purchasers by major and minor subject interest as well as by classification (institutional, corporate, individual, etc.).
Reporting & Feedback
  • Client publishers can expect day-to-day contact with an assigned marketing manager..
  • Each is also given 24/7 access to a dedicated online portal that contains a marketing and sales archive as well as “real time” geographical sales data by country, customer and title.
  • Eurospan executives are also on hand to meet with clients at the Frankfurt and London Book Fairs each year, or, on occasion, at the client’s domestic offices.

DISTRIBUTION SERVICES

To ensure that Eurospan’s marketing and sales personnel are free to focus entirely on increasing revenues, each is supported by the following distribution-related support teams:-

Warehousing & Fulfilment

A fully-integrated, 50,000 square foot warehouse facility, managed by Eurospan’s sister company, Turpin Distribution Services, ensures that we can stock each publisher’s entire range, both new and backlist. Located in Biggleswade, just 50 miles from London, this carries around 80% of our active titles, while the remaining 20% are obtainable through an Only-to-Order (OTO) service. Service-led features include multi-currency billing (e.g. £s sterling in the UK, euros in the eurozone and AUDs in Australia), participation in PubEasy and Nielsen’s Tele-ordering and the ability to handle ‘consignment’ accounts such as the Amazon Advantage programme.

Customer Service

A Eurospan-dedicated customer service team accepts orders and fields stock enquiries, price quotations and general questions. It services around 3,000 bookseller accounts across 150+ countries as well as direct orders from individual academics and professionals. Multilingual staff are also on hand to respond to customers in French, German, Spanish and Arabic, as well as in English.

Sales Ledger/Credit Control

We own and have complete control over our Sales Ledger at Turpin. Publishers are paid irrespective of whether we have collected from our customers and any bad debts are the responsibility of Eurospan.

Inventory Control, POD and DSR

We guarantee every new publisher that joins us that we will maintain range. So that, alongside those titles with the most potential, we are happy to take a chance on those that might not appear to have a ready market. One a publisher is up-and-running, stock orders are placed with on a regular basis with initial decisions on quantity being taken by our marketing and sales teams and “top-up” quantities being recommended by our automated stock ordering software. In terms of Print-on- Demand (POD) and Digital Short Run printing (DSR), strategic partnerships are in place with recognized industry leaders such as Lightning Source, UK and Print Force and stock replenishment on many thousands of our titles is both timely and cost-effective, causing minimum disruption in service to customers. The relationship with each publisher's preferred POD supplier is, typically, managed directly by Eurospan, not the publisher.

Shipping

Stock is transferred weekly, by air and by sea - at Eurospan’s expense - from consolidation points all over the world directly to our UK distribution centre.

Sales Reporting

Sales and inventory reports are provided monthly.  In addition, customized schedules of sales by title or by region can be provided upon request.

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We are proud of our long-standing relationships with client publishers. Many of our associations go back thirty years or more. Our oldest client is still with us after almost 50 years! This reflects not only our continuing success, but also an ability to understand and accommodate the changing needs of the publishers we serve.

 

 

Click on the images below to
view some of our latest catalogues

2018 Clinical Medicine catalogue

2018 Technology & Engineering catalogue