書店営業

コロノ禍で出版社の営業がやるべきリアル書店対策

コロナウイルスによる緊急事態宣言。

全国で1000店以上の書店が休業しています。

出版社にとって、つらい状況です。

東京、大阪といったもっとも売れる都市の

休業が多いので、版元によっては

休業書店の売上シェアが

3割以上のところもあるでしょう。



報道では、児童書と学参は売れているとあります。

実態は厳しいものです。

子ども向けの本がもっとも売れるのは、

ショッピングセンター内の書店です。

ららぽーとやイトーヨーカ堂の中です。

では、アフターコロナに備えて出版社の営業がやるべきことです。


まず、「休業している書店がない地域」で、

売り上げを伸ばしている自社の本を

ピックアップしてください。

「休業している書店がない地域」、の理由があります。

たとえば東京ですと、おおくの店が休業しているので、

開いているお店がいま、特需なのです。

話を戻します。

ピックアップした本は、休業があけた書店でも売れます。

ただ売れた、ということを書店に伝えるのではありません。

いま開いている店で売れた冊数を、コロナ前の書店規模から比較します。

休業店がオープンしたらどれだけ売れるのか? 

という部数が導ける、比較データを出しておくのです。

こういった数字があれば、休業あけの書店に

適切な部数を投下できるのです。

重版部数も間違えることはありません。

いまの状況を、しっかりとマーケティングできる期間、

ととらえるのです。

次は、大阪府と静岡県沼津市の書店への営業です。

図書カードを配布する地域です。

どこの出版社も対応していると思いますが、

念のため、書きます。

対象は小中高校生です。

特需が起きます。

極論、書店に本を置いた出版社の勝ちです。

もちろん、書店も置く本を選びます。

先ほどのデータをもとに、

チェーン本部のバイヤーに提案をしましょう。

チェーンではない書店も重要です。

普段あまり付き合いがなくても、データをもとに、

売れる冊数を論理的に提示てきれば、

注文してくれるでしょう。

店にいくのは、書店も忙しいですし、コロナの不安もあります。

FAXで案内をしても埋もれてしまいます。

電話で簡潔に、説明できるようにしましょう。

1、この本がいま売れている、と提示
2、あなたのお店ではこれだけ売れている
  もしくは、入荷していない
3、でも、近隣の○○書店では何冊売れた
4、よって、○○冊は売れるので○○冊の注文をお願いします

です。

FAXで注文書を流して、と言われることもあるでしょう。

その際も、このロジックをしっかりと書きこみましょう。

ネットの世界では、購入までにワンクリック増えるごとに、

購入率が5%下がります。

手間が増えると買わなくなるのです。

FAXの注文書も、同じです。

注文書をみた書店員が、

この本は売れるのか?

何冊注文すればいいの?

という、考える手間(=ワンクリック)を減らすのです。

まとめ

当然ですが、書店も全体的には売り上げが下がるのは

目に見えています。

不要な仕入れは資金を圧迫します。

特に、学校や図書館に納入する書店は、

資金が逼迫するおそれがあります。

既に図書館からの注文で仕入れた本が、

納入できずに現金化できない事態も起こっているのです。

出版社も書店も経営がより厳しくなります。

アフターコロナは、より論理的に数字(部数)を

提案していくことが必要でしょう。

 

 

POSTED COMMENT

  1. […] コロノ禍で出版社の営業がやるべきリアル書店対策 コロナウイルスによる… 書店チェーンのコロナ緊急事態宣言による休業・営業状況コロナ禍による緊急事態宣言が出されました。 各都府県からも様々な業種に営業自粛要請が出ています。 先日の記事で、書店各チェー… 出版社への就職・転職方法~零細と大手の経験者が語ります出版不況と言われていますが、就職・転職希望者はとても多いのが出版社です。 本や雑誌には魅力があり、携わる仕事もやはり魅力的です。 … […]

  2. […] コロノ禍で出版社の営業がやるべきリアル書店対策 コロナウイルスによる… 出版社の編集志望者は必読~コロナ禍の思考法コロナウイルスにより、全都道府県に緊急事態宣言がでました。 苦しんでいる人が、全国にいます。 編集者は「今を読み」さらに「先… 出版業界の現状と課題│今後の解決策も元大手出版社の営業が解説出版業界の売上は1996年をピークに、20年以上、下落し続けています。 それでも大手3社(小学館、集英社、講談社)の社員は30代で… […]

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