The Bookseller Industry Awards 2010

<p><b>Jo Unwin&mdash;Conville &amp; Walsh<br />
Finding slush pile gold and high-profile clients</b><br />
A former writer for children's television, Jo Unwin has made a meteoric start to her career in agenting&mdash;which began less than two years ago. She had also previously&nbsp; worked as a bookseller and in 2006 became a literary consultant for Aardman Features. She looks for strong young adult books but extends to children's and adult authors too, wooing high-profile clients such as Eddie Izzard, Charlie Brooker and Vic Reeves.</p>
<p>In her short time at C&amp;W, she has already found two authors from the slush pile: Rebecca James and Stephen Kelman. Rights for James' Beautiful Malice have now been sold in 35 language editions and the book has had considerable media attention for something as yet unpublished, and revenue from the advances has gone into seven-figure territory. Kelman's d&eacute;but Pigeon English had 12 UK publishers bidding for the rights. Previously unpublished authors that Unwin has taken on include Sarah Moore Fitzgerald and Megan Peel. Moore Fitzgerald's book Blackbrick recently was sold to Elv Moody at Puffin.</p>
<p><b>Luigi Bonomi&mdash;Luigi Bonomi Associates<br />
An impresario and branding expert</b><br />
Luigi Bonomi says that being an agent in 2009/10 means more than searching the slush pile for the latest d&eacute;but hit. He adopts more of an &quot;impresario&quot; role, looking for angles and opportunities.</p>
<p>One example was the creation of the People's Author Award. Orion approached Bonomi, searching for the next genre to replace misery memoirs. Although Bonomi himself had none of the inspiring stories that Orion wanted, he used his contacts at the &quot;Alan Titchmarsh Show&quot; to launch a nationwide campaign to find suitable authors. More than 1,600 proposals were submitted to the competition and&nbsp; Bonomi persuaded Tesco to promote the winners. Sixteen finalists were interviewed, of which one winner was chosen by public vote and published in March 2010. Orion went on to acquire three more of the People's Author titles, and the agent sold on a handful more.</p>
<p>Bonomi has also worked with Endemol on a cross-media release between the TV, gaming and book markets. Endemol acquired an interactive web film company called Pure Grass last year and Bonomi worked with Pure Grass to outline which of their productions would work as books. Together he and the production company wrote a pitch and sent it to publishers. Five major players then met with Pure Grass at the beginning of March and now one of them is on the verge of signing a multi-book world rights/joint venture deal.</p>
<p>Bonomi has helped author Peter Smith publish Second World War fiction under a pseudonym after a publisher mentioned the demand for Second World War memoirs. While contracted to write historical novels, Smith has also completed a third series under a second pseudonym, and topped the Sunday Times, and New York Times charts with it. <br />
Bonomi also helped longtime client Josephine Cox re-title and re-brand her books to bring out the darker side of her work. In 2009, she was in the top 10 hardback fiction lists for more than eight weeks.</p>
<p><b>Jonny Geller&mdash;Curtis Brown<br />
Brilliant portfolio, orchestrating moves&mdash;and Mandela</b><br />
Head of the books department at Curtis Brown, Jonny Geller has had his most successful year at the company since he joined 15 years ago. Geller's strengths lie in career management and creating buzz, always displaying skill, tact and business acumen. It took all these skills to manage John le Carr&eacute;'s transfer from Hodder to Penguin. In October 2009, Geller brought &quot;the book of the fair&quot; to Frankfurt. Nelson Mandela and his charitable foundation had asked Geller to find the right publishers for Mandela's private archive. The sale to 25 territories and the publicity that surrounded the sale will make it one of the most important titles of 2010.</p>
<p>Geller moved Adele Parks to Headline and Lisa Jewell to Random House both for seven-figure advances, both moves signaling changes in the approach and branding of two well-loved and popular writers.</p>
<p>His more commercial clients are David Nicholls, whose One Day was a number one bestselling paperback, Martine McCutcheon, Tony Parsons, Jane Fallon,&nbsp; Parks, Lisa Jewell and le Carr&eacute;. Literary authors William Boyd and David Mitchell both have eagerly-awaited paperbacks scheduled for release in 2010, as do David Lodge, Howard Jackson and Tracy Chevalier. Non-fiction title Mock the Week sold more than 100,000 hardbacks in 2009 and now stands as a major new brand in the humour market. James Caan and Duncan Bannatyne's business guru books are out in 2010. Geller also represents award-winning journalists Robert Peston, Matthew Syed, Jon Snow, Gary Younge and Donald McRae.</p>
<p><b>Shelly Roberts&mdash;Sainsbury's<br />
Increasing value and choice for supermarket customers</b><br />
The promotions and events buyer for Sainsbury's, Shelly Roberts worked hard to re-establish the supermarket's book offer after the collapse of EUK. In 2009, her contribution to the company helped to increase sales turnover by 8%. She aims to give customers a wide choice of book products and, of course, good value for money. Promotion successes include selling Disney books &quot;5 for &pound;4&quot;, with a significant average market share, and increasing volume and value on children's annuals, making a huge jump on the previous year. Roberts has also partnered with Anova Books to create a &quot;good housekeeping&quot; section, which has attracted the interest of other retailers <br />
and publishers.</p>
<p><b>Claire Boothby&mdash; Waterstone's <br />
Enthusiasm and growing sales</b><br />
Based at the Waterstone's Dorking branch, Claire Boothby won the company's Quarterly Excellence award in March 2010. Since she joined the chain, Boothby has stood out for her outstanding performance on the shop floor. At the beginning of the financial year, she was put in charge of the store's worst performing sections. Sales boomed and every section saw year-on-year growth even in difficult non-fiction genres such as military history.</p>
<p>Boothby has also hand-sold two of her own favourites, The Cellist of Sarajevo by Steven Galloway and Clouds Beneath My Feet by Mackenzie Ford. She sold 160 copies of the former, and sales of the latter were up to six times higher than in similar-sized stores elsewhere. She is passionate about green issues which led to her organising an event with the founder of Born Free, Virginia McKenna. Boothby is also Dorking's Environmental Champion and Forum Rep. She has helped decrease carrier bag costs by a third, and printing and stationery costs are down by a quarter on the year before.</p>
<p><b>Lorna Duncanson&mdash;Seven Stories<br />
Commercial flair and passion for books</b><br />
Lorna Duncanson's first management role was to cover maternity leave for Seven Stories' former bookshop co-ordinator in May 2007, and she has remained at Seven Stories ever since. She has an encyclopedic knowledge of children's literature rarely needing to cross-check her references when she searches titles for customers.</p>
<p>She excels at hand-selling books and is an extremely competent buyer, making a considerable contribution to the shop's sales push this year. She negotiated an 8% terms increase with one supplier, and always checks that her buying gives the right amount to the shop's gross profit. She enjoys excellent relations with local schools and is known for her skill at organising events on and off site. She has represented the business at Edinburgh and Bologna Book Fairs, and at the age of 26 has already joined the judging panel of a book prize.</p>
<p><b>Georgina Hanratty&mdash;Tales on Moon Lane<br />
Expert at hand-selling and events</b><br />
Georgina Hanratty has been a bookseller for more than 10 years, but it was only six years ago that she moved into the independent sector. She now manages Tales on Moon Lane in Herne Hill, south London, and is popular among her colleagues and industry contacts. Hanratty's relationship with key publicists has helped to increase the number of schools events by 75% in the past year. Her talent for hand-selling books is reflected in the shop's sales charts and her favourites, Ottoline and the Yellow Cat and Ottoline Goes to School, have combined sales of 1,500 copies in a single year thanks to her recommendations. Hanratty has also extended her customer service to an online newsletter that goes to around 3,000 addresses.</p>
<p>In the past year, she has overseen more than 100 author events. One of her proudest moments was Southwark Children's Book Festival 2009. In November, the bookseller worked with Southwark Libraries to organise a festival in all the libraries in the borough. Authors Malorie Blackman, Michael Morpurgo and Lauren Child attended the major event of the festival at the Unicorn Theatre.</p>
<p><b>Rachael Lloyd&mdash; Foyles<br />
'Manager in waiting' at St Pancras</b><br />
Rachael Lloyd joined Foyles at its flagship store on Charing Cross Road straight from university in 2002. She has spent the past eight years at the shop, growing in enthusiasm, reliability and competence and attracting more and more responsibility because of it. <br />
Lloyd was an obvious candidate to set up and operate the new St Pancras International branch in 2007. When she started work at the shop, she distinguished herself as a &quot;manager in waiting&quot; by assisting the then manager with several aspects of the store's running: designing shop layout, choosing fittings and attending staff interviews. She has been responsible for staff training, banking procedures and stationery accounts, among other things. She has also introduced and developed a DVD section to complement the book offer. <br />
<p><b>Steve Orchard&mdash;<br />
Blackwell, Charing Cross Road</b><br />
<b>Bringing out the best in his booksellers</b><br />
Steve Orchard has worked at Blackwell's Charing Cross Road branch for 15 years. He joined the company as a bookseller and has progressed continually through the store from senior bookseller to department manager, deputy/acting manager, before becoming shop manager last year. Though the Charing Cross Road store is a busy and sometimes stressful environment, Orchard's calm and confident manner has delivered positive results from his team.</p>
<p>In his first year as store manager, Orchard has focused on people management, encouraging staff to take responsibility for their departments. The team is highly motivated, getting excellent feedback from customers, and the trade. Humanities manager Sarah Tilley was recently named Bookseller of the Year at the BA's Academic, Professional &amp; Specialist Booksellers Group Conference.</p>
<p>Examples of Orchard's staff development this year include a staff changeover of the store's Corporate, Professional &amp; Institutional (CPI) department. The CPI manager, Ruth Elder, went on maternity leave, so to maintain the department's productivity Orchard trained Elder's acting manager and other sales staff to redistribute responsibility within the team. Orchard also oversaw the appointment of Lee Allison as range/non-bookseller. Allison used to work as the goods-in supervisor so after some presentation training from the manager, he turned his department into the best performing section in the shop.</p>
<p><b>Susan Sinclair&mdash;Foyles<br />
One shop is not enough</b><br />
Susan Sinclair joined Foyles in 2007 as the manager of its Royal Festival Hall branch. Two years later, she added the St Pancras International shop to her portfolio. To manage two stores, Sinclair had to train her support staff to a high level. Her two assistant managers, Lisa Bird at the RFH and Rachael Lloyd at St Pancras, have both <br />
been recognised in recent industry awards.</p>
<p>Sinclair takes pride in developing the skills and experience in her teams, and is responsible for author events and signings working closely with the two arts organisations near her stores, the Southbank Centre and King's Place. High- profile guests such as Michael Palin and James May are surefire hits with customers, and new events such as the literary suppers at the St Pancras Grand have raised Foyles' reputation as an events organiser.</p>
<p>Foyles' shops are, of course, part of a wider business but each individual shop has its own character. Shops operate as distinct costs centres so managers are fully responsible for the stores they oversee. Sinclair therefore handles all the basics for both shops, from budgets to staffing to stock.</p>
<p><b>Gemma Barry&mdash;Waterstone's Lancaster<br />
Northern stores benefit from her energy</b><br />
Gemma Barry is the branch manager of two Waterstone's stores in Lancaster, a high street store on King Street and a store in Lancaster University. Under her management customer service has improved and the stores have&nbsp; been able to offer more community-based events as well as improved financial results. She strives to improve her own skills through workshops on management and sales courses.</p>
<p>Barry started work as a part-time bookseller at Waterstone's in Bolton seven years ago while completing a Masters. She also took on an arts marketing job, but decided that bookselling was more appealing. She has worked in several Greater Manchester branches, until being appointed assistant manager of the Wigan branch in 2007. A year later, she moved to the brand new Liverpool One store, which was the company's largest opening in a decade. At the Liverpool branch, Barry caught the attention of her senior managers through her commitment to excellence across book sales, management and market knowledge. She helped to recruit, select and train more than 70 employees from applications of more than 1,000 candidates and was key to the new store's success.</p>
<p><b>Si</b><b>&ocirc;</b><b>n Hamilton&mdash;Foyles<br />
Flagship store manager makes book-lovers welcome</b><br />
For the past eight years, Si&ocirc;n Hamilton has been a Foyles bookseller. He managed the Charing Cross ground floor for five years before his appointment as store manager in July 2009. Managing Foyles' flagship is difficult because of its size and the number of its specialised sections. For example, finding a section manager who is an expert on sheet music and also understands the demands of retail is no small feat. Yet Hamilton is a natural manager, approachable and friendly, and builds a team spirit by working closely with the staff. Staff retention is extremely high, with a couple of employees having worked in the branch for 20 or 40 years.</p>
<p>He is committed to digital development, creating a buzz among his staff around <br />
e-readers and e-books. He has changed the front-of-house offering from exclusively frontlist to more of a mixture of old and new. This style differentiates Foyles from the rest of the market because it inverts the idea of &quot;backlist&quot;. For example, a regular table of new titles can be juxtaposed with a table where books are organised according to the colour spectrum&mdash;strangely, quite popular. Hamilton also gave staff merchandise training to develop the confidence and visual nous to create original displays.</p>
<p><b>Graham Cook&mdash;Haynes<br />
Helping motor manual publisher expand</b><br />
Graham Cook has worked at Haynes since 1992, and has been responsible for rights since 2004. Under his guidance, rights revenues have grown every year.<br />
Since 2005, Haynes has been the official publisher of the F1 season review in association with Haymarket, and for Moto GP in association with Dorna. This was a boon to the list, which has always been dominated by automotive and motorcycle manuals. In 2009, on the 60th anniversary of Moto GP Haynes sold rights to The Grand Prix Motorcycle&mdash;<br />
the Official Technical History to four overseas publishers.</p>
<p>In the past five years, the list has undergone a huge diversification&mdash;now Haynes publishes into the children's, computer, pet care, musical instrument, military, aviation and maritime book markets. Cook has proved himself to be a very talented salesman in a wide range of subject areas on non-UK themes. He sends a monthly email to more than 120 international publishers presenting new titles of potential interest.</p>
<p><b>Andrea Joyce&mdash;Canongate<br />
Hard-working campaign wins out</b><br />
For Andrea Joyce, the rights highlights of 2009 included the acquisition of world rights, excluding Italy, for The Radleys by Matt Haig. It celebrated record-breaking sales in both Germany and France and it was sold in 11 countries. It became the single highest-earning title last year for Canongate in terms of rights deals. Haig was an established author who had had books published with a few different houses, but he had not yet made an impact at an international level. The book was acquired ahead of Frankfurt and received lots of attention at the fair. The publisher received a pre-emptive offer for the Spanish rights which kick-started the international sales. Canongate turned down French and German offers and then began to receive advances higher than the original pre-empts. After a nine-way auction over the German rights there were five six-figure offers on the table and the French auction brought in a record-breaking advance for the French rights.</p>
<p><b>Jason Bartholomew&mdash;Hodder &amp; Stoughton<br />
Strong managerial skills for rights man</b><br />
Foreign and domestic rights at Hodder &amp; Stoughton have both enjoyed a profitable year thanks to Jason Bartholomew's hard work on Hodder, Sceptre, John Murray and Headline's rights. Sophie Hannah has now been licensed in 19 territories, Robyn Young has been licensed in more than 15 and Andy Riley in more than 20. Bartholomew has also supported emerging and d&eacute;but authors, and in some cases even before the books have been published, their rights have been sold on the international markets. Natasha Solomons' Mr Rosenblum's List has sold in 10 territories, already earning back the author advance.</p>
<p>Bartholomew also created a more user-friendly and focused rights guide, and has continued to build relationships across the world with face-to-face meetings. He sends out monthly updates to scouts and subagents about all the latest signings, and attends monthly meetings to discuss new strategy for foreign sales of branded author titles.</p>
<p><b>Andy Hine&mdash;Little, Brown<br />
Foreign and serial success</b><br />
Alexandra Hine, affectionately called Andy, has worked in the rights department at Little, Brown for 15 years. During this time she has built a reputation for tireless salesmanship. An outstanding negotiator who is greatly valued by authors and agents for her hard work and smart deals.</p>
<p>The past year marks a highly successful period of a long career for Hine at the top of her game. In 2009, she exceeded the rights income budget by more than a third and managed to make foreign rights sales in 39 languages. She has so far sold Ozzy Osbourne's autobiography into 15 languages, in territories as diverse as Norway, Hungary, Spain and Russia. Hine also had great success with a d&eacute;but novel, Tania Carver's The Surrogate which sold for a six-figure pre-empt in Germany. The book has gone on to sell in six other languages. In the tough serial rights market, Hine has held her own with excellent deals including Dogs in Vogue and Vera Brittain's Because You Died.</p>
<p><b>Alex Nicholas&mdash;Orion<br />
Hard-earned deals for children's series</b><br />
In most publishing houses, right deals are divided by territory. This is not the case at Orion Children's&mdash;Alex Nicholas sells to the world. She sells frontlist rights that launch careers and one of her targets in this area is to create advance buzz for Orion before the house publishes its own edition.&nbsp; Two recent successes are the Michelle Paver six-book series Chronicles of Ancient Darkness and Laurent St John's White Giraffe quartet. Paver's series has sold in 31 territories, and St John's series is now in 18 languages.</p>
<p>Nicholas also mines the backlist for sales opportunities, such as the re-selling of evergreens such as Horrid Henry, which is now available in 27 languages, and large-print format. New deals were struck with Israel and Hungary and rights have been re-sold in Italy and France. After three tries, the series has also launched to popular acclaim in the USA.</p>