Fulfillment by Fulfillment by BordersBorders

Fulfillment by Fulfillment by BordersBorders

Dave Arney, M.A.Dave Arney, M.A.Corporate Sales CoordinatorCorporate Sales Coordinator

Dave Arney, M.A.Dave Arney, M.A.Corporate Sales CoordinatorCorporate Sales Coordinator

Publishers Make WorkPublishers Make WorkPublishers Make WorkPublishers Make Work

Marginal MarginalizationMarginal MarginalizationMarginal MarginalizationMarginal Marginalization

If margins were success, why so many failures?

There’s a lot more than numbers behind revenue.

2nd most important reason for buying books...

Recommendations

People buy books because they trust the bookseller.

That’s why people come to Borders.

There’s less value in margins than you see on an invoice.

If margins were success, why so many failures?

There’s a lot more than numbers behind revenue.

2nd most important reason for buying books...

Recommendations

People buy books because they trust the bookseller.

That’s why people come to Borders.

There’s less value in margins than you see on an invoice.

What Technology Teaches What Technology Teaches UsUs

What Technology Teaches What Technology Teaches UsUs

Outsourcing and Networked Solutions are the new reality of business.

Assembly lines are out, Workflows and group products are in.

Blockbusters are dead, Now it’s niche marketing.

Everything plugs into everything else.

Everything is interconnectable.

Outsourcing and Networked Solutions are the new reality of business.

Assembly lines are out, Workflows and group products are in.

Blockbusters are dead, Now it’s niche marketing.

Everything plugs into everything else.

Everything is interconnectable.

Simplicity is Sales SuccessSimplicity is Sales SuccessSimplicity is Sales SuccessSimplicity is Sales Success

Customers have niche needs, but you don’t have answers for every one of them.

Do you spend time diversifying knowledge?

Do you collect and organize copious data?

Do you get great margins on the wrong product?

Or, you could simplify, and focus on what you do best, focus on why your customers are there.

What about those niche needs?

Customers have niche needs, but you don’t have answers for every one of them.

Do you spend time diversifying knowledge?

Do you collect and organize copious data?

Do you get great margins on the wrong product?

Or, you could simplify, and focus on what you do best, focus on why your customers are there.

What about those niche needs?

Simple – Fast Simple – Fast – Easy– EasySimple – Fast Simple – Fast – Easy– EasyEvery title your customer wants, we have it.

Create custom offerings that compliment your products.

We already know what sells.

Ask, and we’ll get it to you.

You’ll get what you need when you need it.

Meet every niche need, spend nothing to do it.

Every title your customer wants, we have it.

Create custom offerings that compliment your products.

We already know what sells.

Ask, and we’ll get it to you.

You’ll get what you need when you need it.

Meet every niche need, spend nothing to do it.

Why Borders?Why Borders?Why Borders?Why Borders?

Subtle Cost of OverheadSubtle Cost of OverheadSubtle Cost of OverheadSubtle Cost of Overhead

Ordering, shipping, warehousing and processing inventory eats you money.

Discounts on an invoice only tell you a short, misleading story.

How much time did you spend finding it?

How long did it take to order?

How much time to recieve it?

The real story is Time, you time.

Ordering, shipping, warehousing and processing inventory eats you money.

Discounts on an invoice only tell you a short, misleading story.

How much time did you spend finding it?

How long did it take to order?

How much time to recieve it?

The real story is Time, you time.

I’ll make more buying I’ll make more buying directdirect

I’ll make more buying I’ll make more buying directdirect

It’s not about gross margin, it’s about net profit.

Borders can tell you how much you’ll make on each item.

One order, one invoice

Unpack and sell

What is guaranteed margin worth to you?

It’s not about gross margin, it’s about net profit.

Borders can tell you how much you’ll make on each item.

One order, one invoice

Unpack and sell

What is guaranteed margin worth to you?

The Real Cost of BooksThe Real Cost of BooksThe Real Cost of BooksThe Real Cost of Books

Shipping product takes time, and getting it shipped takes even more time.

You have to:

Setup an account with each publisher/distributor

Adjust your process to fit their systems

Process their invoices for payment

Track down credits on returns

You spend more time paying for your products than you do selling them.

Shipping product takes time, and getting it shipped takes even more time.

You have to:

Setup an account with each publisher/distributor

Adjust your process to fit their systems

Process their invoices for payment

Track down credits on returns

You spend more time paying for your products than you do selling them.

It Should Be EasyIt Should Be EasyIt Should Be EasyIt Should Be Easy

You should have the same terms for all your products.

You should order all your products the same way.

You should only process one invoice for all your products.

You should have the same return terms for all your products.

You should have a deal made just for you.

You should have the same terms for all your products.

You should order all your products the same way.

You should only process one invoice for all your products.

You should have the same return terms for all your products.

You should have a deal made just for you.

One Order | One One Order | One InvoiceInvoice

Simple – Fast – EasySimple – Fast – Easy

One Order | One One Order | One InvoiceInvoice

Simple – Fast – EasySimple – Fast – Easy

Basic TermsBasic TermsBasic TermsBasic Terms

Minimum 25% margin on nearly every item

Incentive based discounts, tailored to your needs

Free-consolidated shipping

1 year for returns (excluding non-returnable items)

Consignment terms available, based on needs analysis

Minimum 25% margin on nearly every item

Incentive based discounts, tailored to your needs

Free-consolidated shipping

1 year for returns (excluding non-returnable items)

Consignment terms available, based on needs analysis

How It WorksHow It WorksHow It WorksHow It Works

We start by listening to what you need.

We work with you to create a core product offering, exactly matched to your business.

We setup recurring orders where needed.

We setup a delayed billing account when needed.

We assign a dedicated sales rep to answer your questions, and take your orders.

We give you all the attention you need, right when you need it.

We start by listening to what you need.

We work with you to create a core product offering, exactly matched to your business.

We setup recurring orders where needed.

We setup a delayed billing account when needed.

We assign a dedicated sales rep to answer your questions, and take your orders.

We give you all the attention you need, right when you need it.

Adaptive, Sales-Based Adaptive, Sales-Based DiscountsDiscounts

Adaptive, Sales-Based Adaptive, Sales-Based DiscountsDiscounts

Our philosophy is the more you sell, the more you save.

We work with you to project gross sales.

We start with an introductory discount based on what we know you can sell.

We evaluate your sales every quarter.

When you hit the next tier, your discount increases.

We give you our knowledge and trust so you can grow your business.

Our philosophy is the more you sell, the more you save.

We work with you to project gross sales.

We start with an introductory discount based on what we know you can sell.

We evaluate your sales every quarter.

When you hit the next tier, your discount increases.

We give you our knowledge and trust so you can grow your business.

It’s Your SolutionIt’s Your SolutionIt’s Your SolutionIt’s Your Solution

We don’t force you into our corporatized model.

We don’t expect you to change just to suit us.

It’s your business, we’re just here to help.

We run thousands of transactions every day, we know the trends and we know the titles.

But you know your customers.

You’ll get exactly what you need to succeed.

We don’t force you into our corporatized model.

We don’t expect you to change just to suit us.

It’s your business, we’re just here to help.

We run thousands of transactions every day, we know the trends and we know the titles.

But you know your customers.

You’ll get exactly what you need to succeed.

Wouldn’t That Be Wouldn’t That Be Perfect?Perfect?

Wouldn’t That Be Wouldn’t That Be Perfect?Perfect?

© 2010 Borders Group Inc.

For More Information:

Dave ArneyCorporate Sales Coordinatordarney@bordersgroupinc.comborderssocal@gmail.comLinkedIn