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Indie sales forces merge

21.02.08 Tom Tivnan

Rep forces Compass Independent Book Sales and Derek Searle Associates are merging to create a new independent sales company, Compass DSA.

Derek Searle, who will head up the new firm along with colleague Bob Cripps and Compass's Alan Jessop, said the move was a "sign of the times." He added: "There has been an awful lot of consolidation out there and a focus on the key accounts. The fact is a rep in the field just isn't able to bring in as much sales as a few years ago. So we are committed to building even better relationships with key accounts, but I still believe it is important to keep salaried reps on the road.

"Compass DSA hopes to have a strengthened key accounts team as well as an expanded sales force of salaried reps across the UK. Its sales administration unit will be based in Slough, and it will retain a small office in Chiswick. The merger is effective from 1st April. DSA's client list includes Summersdale and Bonnier Books, while Compass's clients include Carlton and Alma Books. Compass's academic rep force, Compass Academic, is not part of the merger.

Retail Todays Picks tom tivnan Derek Searle Compass Independent Book Sales

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By David R N Livesley - Woodstock Vermont

It's good to see that consolidation in the sales world still allows the 'real' people to exist and I hope prosper, rather than the suits of the corporations. In 2030 where will the new characters who have not only personality but also effective sales talents be? If these old timers can not survive, what is of the future. As I've always said..."standards are incredibly low' and it's not difficult to be effective, given good commercial product. What the book world needs now is not more consolidation in purchasing that allows those 'jobsworths' lacking personality to shine. Bring back individuality.....but I am left to wonder if the Victor Stimac's of the 21st century (who admittedly had allegations that he was one of the book trades biggest crooks, yet he managed to survive because no one seemed able to tell him where to get off) could indeed exist today?.

22 Feb 08 02:16

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