Live From BEA -- Day 3

Free expression issues, main street alliances, and continuing education were the focus of ABA's programming on Saturday, June 4, day three of BookExpo America. And for many, after a tiring day on the trade show floor, the Book Sense Reading Room and the BookSense.com Spelling Bee were stimulating, yet relaxing ways to end the day in the company of colleagues.

Independent Retailing in the U.S. Today

Repeating Benjamin Franklin's famous quote at the signing of the Declaration of Independence in 1776, ABA COO Oren Teicher said to the crowd of over 50 booksellers, "We must all hang together, or assuredly we shall all hang separately" in the introduction to the session "Independent Retailing in the U.S. Today," a panel discussion featuring independent retailers from the toy, record, hardware, and appliance industries. The panel, which Teicher moderated, addressed challenges and opportunities common to all Main Street businesses.

"Many of us believe that it is not an exaggeration to say that Ben Franklin's sentiments are also reflective of the state of independent retailing in the U.S. in 2005," said Teicher. "And, in order for all of us to survive, we need to figure out how we can work cooperatively and collaboratively with our fellow independent retailers."

Donna Fenn, contributing editor of Inc. magazine, at the panel "Independent Retailing in the U.S. Today."

The panelists were Donna Fenn, a contributing editor to Inc. magazine and author of Alpha Dogs: How Your Small Business Can Become a Leader of the Pack (to be published by CollinsBusiness in the fall); Katharine Blair, manager and book buyer for Jazams, a small independent toy store with locations in Princeton and Pennington, New Jersey; Rick Karp, president of San Francisco's four Cole Hardware stores, voted the best hardware store in San Francisco for many years; David Pia, whose family business, Associated Appliance & Service in Stamford, Connecticut, has grown from a $45,000 annual service business in the early 1970s to two retail and service stores with annual sales of approximately $5 million; and Gary Scotti of Scotti's Record Shops, the oldest independently owned music chain in the country, with five locations in New Jersey.

Fenn began the discussion by focusing on the basics of competing with the big box stores and chains. "Americans are increasingly willing to pay premium prices for something that they feel an emotional attachment to." She stressed how important it was to create an experience for the customer that fostered that attachment. In that vein, Fenn recommended becoming a visible part of the community and getting involved in a local business alliance. "It's an important trend with independent businesses to belong to independent business alliances," she said. "If you don't already belong, go out and start one today!"

Each member shared ideas about ways Main Street businesses can work together, and all underscored that customer service could not be overemphasized in any independent business. "It's all about customer service. We work really hard for every sale," said Karp.

All the retailers noted that they had suffered from the onslaught of competition from big boxes and chains. But there was agreement that the increased pressure contributed to their savviness in a tough climate. Karp said of his biggest competitor, Home Depot, "They've made us better hardware merchants." Karp is actively working toward keeping additional Home Depots out of the Bay area. "It's become my hobby," he said. The way to wage a successful campaign to keep the chains out, he noted, is to form neighborhood alliances and to explain to reluctant participants how the big boxes cause traffic headaches and devastate local shopping.

The panelists also discussed the importance of being innovative in attracting new customers. Scotti explained how his business created various ad campaigns, including one that advertised the store's acceptance of any competitors' gift certificates. "I collect them all, and then on release day I go to Best Buy and redeem them." Blair said that cross promotions and cross sales have worked well for her store and other local businesses. "For Easter, we work with the local chocolate shop and put together a basket with a toy or two and some candy."

During the question-and-answer session, many booksellers enthusiastically expressed their appreciation of the panel discussion and their interest in attending similar panels in the future. Teicher responded that additional panels could certainly be arranged.

Russ Lawrence, ABA Board member and owner of Chapter One Book Store in Hamilton, Montana, told BTW, "This is on the Board's agenda." Lawrence said that ABA had met with the American Independent Business Alliance and other representatives of independent businesses and that the pursuit of cross-industry alliances and education was something that "ABA is very actively engaged in."

Is Someone Reading Over Your Shoulder?

Rep. Jerry Nadler (D-NY) addresses the audience at the session "Is Someone Reading Over Your Shoulder?"

On Saturday afternoon, Rep. Jerry Nadler (D-NY) joined with representatives from the sponsors of the Campaign for Reader Privacy for the session "Is Someone Reading Over Your Shoulder?", which was co-moderated by Chris Finan, president of the American Booksellers Foundation for Free Expression (ABFFE) and ABA COO Oren Teicher. Rep. Nadler discussed the chances for amending Section 215 and the efforts of the administration to reauthorize -- and even expand -- Section 215 before it expires at the end of the year.

Also at the session were Pat Schroeder, president and CEO of the Association of American Publishers; Larry Siems, director of the Freedom to Write and International Programs at PEN American Center, and Kay Cassel, associate director of collections and services for the New York Public Library, who was representing the American Library Association.

Nadler noted that the Patriot Act "undermines many essential American values" and reported that he is working with "Democrats, Independents, and even Republicans" to restore the checks and balances to the Patriot Act. In late April, Nadler was part of a coalition of Conservative and Progressive members of Congress, including Reps. Bernie Sanders (I-VT), Jeff Flake (R-AZ), Ron Paul (R-TX), and Butch Otter (R-ID), that announced the formation of the Patriot Act Reform Caucus (PARC). PARC is calling for initiatives that protect the safety and security of the U.S., while ensuring that the laws passed to fight the war on terrorism do not violate civil liberties or diminish the system of checks and balances. Nadler told attendees, "It's clear that Section 215 is in need of some reform."

Nadler noted he is optimistic that changes will be made to Section 215 and told attendees, "Thanks to the hard work of people in this room ... some changes will be made."

Teicher echoed Nadler's sentiments. "Your help in this fight is indispensable.... We almost won this fight last July, when [Rep.] Sanders' amendment to an appropriations bill passed by 10 votes," but lost due to some "parliamentary shenanigans."

ABA's Saturday Education Sessions -- A Repeat Performance

More than 40 booksellers began the day at a marathon education session led by ABA CEO Avin Mark Domnitz. From 8:30 a.m. - 1:00 p.m., Domnitz repeated four education sessions -- "Increasing Sales," "Cost of Goods Sold 101," "It's in the Payroll," "Renegotiating a Lease" -- that were presented as part of ABA's Day of Education on Thursday.

Even though education sessions ran into lunchtime, participants were reluctant to leave the meeting room, instead staying to talk among themselves and to Domnitz and other ABA staff in attendance.

Kelly Coffey, assistant manager at Verbatim Book Store in Vail, Colorado, attended the financial sessions, even though, the content was "a little above the responsibilities of [my] current position. I like to find out ways that I can help the [store's] owner."

Experienced booksellers such as Terri Merz, co-owner of Chapters: A Literary Bookstore in Washington, D.C., found the sessions very helpful, even after 27 years in the business. "I always attend the financial sessions," she explained. "I know books, but I haven't been trained in business. I'm not an accountant.... Avin is great," she added.

Merz was pleased to report that the morning's "Cost of Goods Sold" session clarified the exact mathematical formula for her. Chapters, celebrating its 20th anniversary this year, relocated just 19 months ago.

Kim Brandt, owner of Diablo Books in Walnut Creek, California, stayed after the session for some help with specific calculations presented in "Renegotiating Your Lease." Yes, she told BTW, she is seriously considering trying to lower her rent, and this session was extremely helpful.

"I go to the sessions because I have a general sense about [financial matters], but here I get a comprehensive view of things," Brandt said. "I come in with things out of place -- there's A, C, then K, then B. After this, I'm able to put everything in order."

The Saturday Book & Author Breakfast

Before the trade floor opened, four featured authors were adjusting to BEA Standard Time as the Saturday Book & Author Breakfast began at 8:00 a.m. The breakfast was hosted by Air America radio's Randi Rhodes, author of The Big Encyclopedia of Republican Hypocrites (Miramax Books), who was joined by Paul Theroux, author of Blinding Light (Houghton Mifflin); Myla Goldberg, author of Wickett's Remedy (Doubleday); and Mike Wallace, author of Between You and Me (Hyperion).

Greeting booksellers and publishers, Rhodes said, "God, you get up early. I know the early bird catches the worm, but wouldn't you rather wait until noon, and we could do lunch."

As is often the case at the breakfast, the best moments were spontaneous and honest, as the authors shared with the audience the story of each books' genesis. As Theroux was recounting a childhood memory of a favorite radio show, which was leading to the revelation that none other than Wallace himself read the show's opening copy, the 60 Minutes co-host, leapt up to intone in the startlingly familiar voice, "Sky King! Brought to you by... "

And for the independent booksellers in the room, many of whom were enthusiastic handsellers of Goldberg's debut novel, Bee Season (Anchor), perhaps the most gratifying moment was when she said, "Your passionate support of Bee Season when it first came out, and up to today, has just floored me."

From the Trade Show Floor

Dianne Patrick, manager of Snowbound Books in Marquette, Michigan, had high praise for all of the planning that goes into BEA. "It's an amazing feat of organization and talent," she told BTW. Patrick, who was staying at the Hotel ABA, appreciated being together with all the other independent booksellers. "There were a few glitches," she said about the hotel. "But how could you fault [convention organizers] for that?"

The crowded Simon & Schuster booth on the trade show floor.

Mary Gay Shipley of That Bookstore in Blytheville, in Blytheville, Arkansas, a BEA veteran, was just beginning to explore the floor on Friday morning and had already made a purchase -- a new literary board game from Booktastic! "I usually wait until I get back to the bookstore to do the buying, but I was just so excited about it," she explained.

Shipley had attended "Increasing Sales," presented by ABA Board member Russ Lawrence of Chapter One Book Store in Hamilton, Montana, as part of ABA's "Day of Education" on Thursday, and she gave it high marks. "After being a bookseller for so many years, a lot of this information you know already but need to be reminded about," she said.

Long lines snaked around the Scholastic booth as David Shannon (Oh, David!, Blue Sky Press) autographed books, and Harry Potter fiber optic pens were handed out. Mary Marotta, Scholastic's director of national accounts, told BTW that the booth was very busy on both Friday and Saturday. About the upcoming July release of J.K. Rowling's Harry Potter and the Half-Blood Prince, she said that she has noted an increase in plans for Potter midnight release parties by bookstores. "We're hearing a lot more about communities organizing events with the bookstores -- and not just for kids -- adults are really excited about it, too."

Marianne Harper of Brystone Children's Book in Fort Worth, Texas, said Saturday was her first day on the trade show floor, because she had been attending educational sessions. "The ABA sessions have all been fabulous," she said. She explained that she planned to walk the floor on Saturday and do her buying on Sunday.

Bob Gray of Northshire Bookstore in Manchester Center, Vermont, said that the show "is going great. Friday I thought was incredibly crowded ... traffic was astounding." He noted that his key focus at BEA is "scouting for the unexpected books ... particularly the small houses. With independents like ours, that's the thing -- finding the book I can put in the hands of customers and say, 'You're the first kid on the block.'" --By Dan Cullen, David Grogan, Rosemary Hawkins, Karen Schechner, Nomi Schwartz

Watch for reports on Saturday's Book & Author Lunch, the Book Sense Reading Room, and the BookSense.com Spelling Bee, as well as more on all of aspects of ABA's trade show programming in upcoming editions of Bookselling This Week.