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The 13th Winter Institute, held by the American Booksellers Association (ABA) in Memphis, Tennessee, was vibrant and upbeat as ever. But also unmissable during the three days of education and networking—the hallmarks of what has become the premier bookselling event in the US—was an underlying current of anxiety regarding the sustainability of independent booksellers.
Rising rents, minimum wage levels and long working hours put increasing pressure on bookshops’ economic wellbeing. The ongoing migration of customers to the internet, but also the disparity in profitability between publishers and indie booksellers, were further matters of concern which the ABA is determined to address.
ABA c.e.o. Oren Teicher reported that, by and large, US indies are in “robust health”, with sales up 2.6% in 2017 and a compound annual growth rate of 5.4% over the past five years. But he also acknowledged that not all ABA members have been doing equally well, and stressed that the organisation will intensify its efforts to create a level playing field for retailers in 2018.
On a positive note, Teicher also reported a “significant increase” in sales of titles featured on the Indie Next Lists of specially selected books which independent bookstores heavily market and support, which shows that recommendations by booksellers have the clout to drive sales. Last but not least, he noted that some 40 new retailers opened last year.
This is a trend that Donna Paz Kaufman—who with husband Mark Kaufman runs the bookstore training group Paz & Associates— confidently expects to continue. “Bookselling certainly has a future,” she said after 30 booksellers-to-be attended the Paz workshop called Introduction to Retail Bookselling, a crash course which is traditionally held on location a day before the Winter Institute begins. The couple is also practising what it preaches by opening a bookstore in Fernandina Beach, Florida: The Story & Song Neighborhood Bookstore Bistro will open a 2,400 sq ft premises next month.
Author Junot Diaz addressed Winter Institute delegates on the importance of representative literature
For the Winter Institute, Paz Kaufman has nothing but praise. “It is a unique event, tailor-made from booksellers for booksellers.” This year was the biggest gathering ever, with a record number of 680 booksellers from 370 shops. They were joined by 96 publishing partners, 130 authors and 60 international guests from more than half a dozen countries, among them a large contingent from the UK.
Best practice examples and first-hand advice, followed by lively discussions, are at the heart of every Winter Institute. In Memphis activities were especially focused on improving and streamlining operations in-store. Two sessions with Morten Hansen, professor of management at the University of California, Berkeley, about how booksellers might find more success—not by doing more, but by maximising what the store does best—were sold out well in advance.
Also sold out were trips to successful local booksellers, among them the iconic Square Books, which has three locations in Oxford, Missouri. Owned by former ABA president Richard Howorth, the mini chain is well known for its liberal stand in a conservative environment.
The UK Booksellers Association (BA) president Rosamund de la Hey attended the Winter Institute for a second year running. She said: “This year’s Winter Institute saw a record number of attendees from the UK, including indie booksellers, wholesalers and key BA staff. It was a busy, intense few days, and the setting of Memphis was especially moving, with the launch event being held in the remarkable Civil Rights Museum.
“For me, the biggest take-away from the conference was upping our game on systems, in particular, finally seeing the potential in [online book publishers’ catalogue website] Edelweiss (albeit dependent on UK publishers joining up). Interestingly, this year also saw US booksellers fully embrace the concept of [the BA’s online payment system for book orders] Batch—the UK team was overwhelmed with enquiries. It really felt like we had reached a tipping point where US publishers will be under significant pressure to adopt this time and money- saving technology.”