Blackwell’s has grown its corporate sales to close to a third of its overall business after recent lucrative contract wins.
The corporate, professional and institutional sales arm of Blackwell’s recently won a six-figure contract with Tullow Oil company, based in Aberdeen, to supply them with books, and will be targeting the off-shore industry in pursuit of further contracts this year.
Last year, Blackwell’s also won contracts with the Ministry of Defence to supply 19 government departments for three years. It also supplies the NHS.
The recent contracts have led to an overall rise in sales in the corporate division (up 23% in the last five years), meaning it now makes up 30% of the Blackwell’s overall business.
Richard Gisborne, head of corporate, professional and institutional sales at Blackwell’s, said: “Eight years ago I looked at the market and it was clear that there was no market leader in the corporate and professional side of things. Amazon is a player but we have great relationships with our customers and that is where we specialise and perform very well, and win business.”
Gisborne added that the department had increased sales in a period in which Blackwell’s Books and Online had also performed “very well, above the average market performance”. Gisborne said he expects the department to increase UK turnover by £5m within the next couple of years.
Blackwell’s mainly provides physical books to the clients it deals with in the form of up-to-date editions of law, economy, tax and finance regulation, but it also provides them with e-books, Ordnance Survey material and market intelligence reports by think tanks, which can be priced up to £10,000.