Winter Institute 2018 Program

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    Sessions marked with this symbol require pre-registration.
    All events take place at Memphis Cook Convention Center unless otherwise noted.
    Sunday, January 21, 2018  
    Monday, January 22, 2018  

    7:00 am to 11:30 am

    Begin your Wi13 journey in Nashville with Ingram! Mix and mingle on January 21, tour the Ingram campus on January 22, then hop on a one-way charter bus to Memphis!

    Click here to learn more and register for Ingram Tour.

    7:30 am to 9:00 pm

    Pick up your badge, the official Wi13 welcome bag from Candlewick, and a full schedule of Institute events. Group and table assignments are printed on bookseller badges. (If you are registered for the IndieCommerce Institute, the Paz Workshop, or the Principles of Bookstore Finance Seminar, your badge and other Wi13 materials are in your session room.)

    8:00 am to 4:30 pm

    SOLD OUT
    Pre-registration required; $65 fee per person (includes lunch); space is limited.
    Travel the “Blues Highway” with guide Jamie Kornegay as he points out significant historic Civil Rights and Delta blues sites between Memphis, Tennessee, and Greenwood, Mississippi. The tour will stop at Greenwood’s Turnrow Book Co. for time to explore the store followed by a down-home Delta lunch at Fan & Johnny’s, with surprise guest authors appearing at both locations.
    Meet at the Sheraton Memphis Downtown Hotel “fountain” entrance. The tour will end at approximately 4:30 p.m. at the Sheraton, with a stop beforehand at the Cadre for Wi13 scholarship recipients to disembark for the Meet and Greet.

    9:00 am to 5:00 pm

    Pre-registration required; $59 fee per person per seminar; space is limited; attendance at Winter Institute is not required.
    The IndieCommerce Institute is an interactive, classroom-style workshop for users of ABA's IndieCommerce platform. Attendees can register for either a morning or an afternoon seminar for $59 each, or for both morning and afternoon seminars for $118. Each seminar will include step-by-step instructions for each topic covered. Detailed description is here. Register now for IndieCommerce Institute.

    Scott Nafz, ABA (White Plains, NY); Ryan Quinn, ABA (White Plains, NY); Matt Supko, Augment Digital (Huntsville, AL); Geetha Nathan, ABA (White Plains, NY); Phil Davies, ABA (White Plains, NY)

    9:00 am to 4:00 pm

    Pre-registration required; $119 fee per person; space is limited; lunch provided.
    A one-day seminar for anyone interested in opening a bookstore. Students will receive a crash course on the essentials of opening a new bookstore or buying an existing one. The workshop is open to ABA Provisional members and employees of Regular member stores, and is limited to three booksellers per ABA member company. The workshop will be facilitated by Donna Paz Kaufman and Mark Kaufman of Paz & Associates Bookstore Training Group (Fernandina Beach, FL). Registration has closed.

    Donna Paz Kaufman, Paz and Associates (Amelia Island, FL); Mark Kaufman, Paz and Associates (Amelia Island, FL)

    9:00 am to 3:45 pm

    Pre-registration required; $45 fee per person; space is limited.
    A full-day guided tour that will take booksellers to Oxford, Mississippi, to tour the town and visit Rowan Oak, the home of William Faulkner, and Square Books. Highlights include Faulkner's grave, the Lyceum (site of the Ole Miss riot of 1962), the James Meredith statue, and historic Oxford Square, featuring three Square Books locations, boutiques, and many places to eat lunch. Most of the tour is guided, but guests will have several hours to explore historic Oxford Square on their own before returning to Memphis.
    Meet at the Sheraton Memphis Downtown Hotel “fountain” entrance. The tour will end at approximately 3:45 p.m. at the Sheraton. Register here for Yoknapatawpha County Tour. Registration closes when the tour reaches capacity.

    10:00 am to 4:00 pm

    Pre-registration required; no fee; space is limited.
    Open to Winter Institute registered booksellers, this 101-level seminar will cover the fundamentals of budgeting, understanding cash flow, business financing, bookkeeping, and financial statements. The workshop will include a segment focusing on strategies for achieving higher profits and improving cash flow. The program will conclude with an interactive group discussion, working through an example of how booksellers can use their store’s financial information to make sound business decisions. The seminar will concentrate on bookstore finances as opposed to bookstore accounting, and though it will be helpful for attendees to be familiar with basic bookstore finances, deep financial experience is not required. Lunch will be served. Register here for Principles of Bookstore Finance Seminar.

    Robyn DesHotel, ABA (White Plains, NY); Andy Perham, Books Inc. (San Francisco, CA)

    1:00 pm to 4:00 pm

    The Independent Publishers Caucus offers a forum in which the concerns, challenges, and common needs of small- and mid-sized independent houses may be discussed. Chaired by Dan Simon, publisher of Seven Stories Press, and Tom Hallock, associate publisher of Beacon Press, the meeting is by invitation only to independent publishers and their staff. For more information, please e-mail Matthew Zoni, director of development and publisher relations at ABA.

    Pre-registration required; no fee; space is limited; registrants need not be registered for Winter Institute.
    Discuss the art of selling used and rare books with fellow booksellers. Topics will include merchandising policies, inventory acquisition, events, displays, remainders, online sales, store layout, and more. Hear from veterans and newbies alike about the unique world of used books. Developed and presented by Shane Gottwals of Gottwals Books and the Walls of Books Franchise (Warner Robins, GA). E-mail Lisa Winn to register.

    Shane Gottwals, Gottwals Books and The Walls of Books® Franchise

    4:30 pm to 5:15 pm

    Winter Institute scholarship recipients and their sponsoring publishers meet to say hello and thank you prior to the Wi13 Welcome Reception. The Meet and Greet will be held at the Cadre, 149 Monroe Avenue in Memphis. Shuttle buses will run between the Sheraton Memphis Downtown Hotel and the Cadre every 15 to 20 minutes between 4 p.m. and 7:30 p.m. Everyone receiving a scholarship should plan to attend the Meet and Greet.

    5:00 pm to 7:00 pm

    The historic Cadre is the location for ABA’s 2018 Winter Institute Welcome Reception, co-sponsored by Shelf Awareness. Enjoy cocktails, snacks, and the company of your colleagues from around the world. The Cadre is located at 149 Monroe Avenue in Memphis. Shuttle buses will run between the Sheraton Memphis Downtown Hotel and the Cadre every 15 to 20 minutes between 4 p.m. and 7:30 p.m.

    10:00 pm to 11:00 pm

    If you are a new or young professional in the book business, this party is for you! Talk to members of Indies Forward, an organization dedicated to supporting young booksellers, make new friends, and experience the Winter Institute together. This is a great opportunity for fun and engaging conversations about bookselling. Sponsored by Lit Hub/Bookmarks, Typewriter Rodeo (Andrews McMeel), and the National Book Awards, with help from NEIBA, NAIBA, SIBA, GLIBA, MIBA, MPIBA, PNBA, NCIBA AND SCIBA.

    Tuesday, January 23, 2018  

    6:45 am to 7:15 am

    7:15 am to 5:00 pm

    Pick up your badge, the official Wi13 welcome bag from Candlewick, and a full schedule of Institute events. Group and table assignments are printed on bookseller badges. Member Relationship Managers Elizabeth Roberts and Daniel O’Brien can answer any questions about ABA or Wi13.

    7:30 am to 7:45 am

    Mentors and mentees will meet at assigned tables for keynote breakfasts. Table assignments are noted on attendee badges.

    7:45 am to 9:00 am

    Sarah Jessica Parker is an American actress, producer, and designer. She recently launched SJP for Hogarth in partnership with Molly Stern, publisher of Crown and Hogarth. In this new role, Parker acquires and curates works of fiction that reflect her own taste as a reader. She is directly involved in the editorial and publishing process for each book issued under her imprint.

    Pamela Paul is the editor of the New York Times Book Review and oversees books coverage at the New York Times. She is also the host of the weekly podcast Inside the New York Times Book Review. Her latest book is My Life With Bob: Flawed Heroine Keeps Book of Books, Plot Ensues. She is also the author of four other books: By the Book; Parenting, Inc.; Pornified; and The Starter Marriage and the Future of Matrimony. Prior to joining the Times, she was a contributor to Time magazine and the Economist; her work has appeared in the Atlantic, the Washington Post, Slate, and Vogue.

    9:00 am to 12:00 pm

    IndieCommerce and IndieLite are ABA’s online platforms for marketing events and author appearances as well as selling books and other merchandise. Both users and non-users of IndieCommerce and IndieLite are invited to schedule a one-on-one time with a program specialist from the IndieCommerce team. Space is limited, but walk-ins are welcome. Hours are offered Tuesday, Wednesday, and Thursday. Details and signup are here.

    9:00 am to 5:00 pm

    The Southern Independent Booksellers Alliance is pleased to host the Hospitality Suite at this year’s Winter Institute. Stop by for a chance to decompress, grab a beverage, and refuel before heading back out to join your peers. Open to booksellers from all regions.

    9:20 am to 10:20 am

    Booksellers gather with colleagues to discuss one opportunity and one challenge for their businesses in the next year. Discussions are led by ABA Board members. Group and room assignments are printed on attendee badges.

    In this detailed financial session, two booksellers will walk publishers through the ABACUS-16 Financial Benchmarking Report and discuss the financial realities of owning and operating a general bookstore in a storefront retail space.

    David Sandberg, Porter Square Books (Cambridge, MA); Sarah Bagby, Watermark Books and Cafe (Wichita, KS); Michael Becher, Industry Insights (Dublin, OH)

    10:20 am to 7:00 pm

    The always-popular Galley Room is filled with ARCs of upcoming titles from Wi13 sponsors. A limited supply of book bags will be on hand. The room will be closed during the morning keynote sessions and the Rep Picks lunches.

    10:40 am to 11:40 am

    Running a business with your life partner can be very rewarding — and can also present special challenges. This roundtable conversation will provide a place for partners to discuss these unique issues and to hear how others navigate potential areas of conflict to ensure both a happy home and a prosperous store.

    Mindy Ostrow and Bill Reilly, The River's End Bookstore (Oswego, NY); Lynn Rosen and Evan Schwartz, Open Book Bookstore (Philadelphia, PA); Lissa Muscatine and Bradley Graham, Politics and Prose Bookstore (Washington, D.C.)

    It’s no secret that nonbook and gift items are effective ways to increase children’s sales and buffer margins. But how do you best merchandise nonbook in a smaller children’s bookstore or section? Experienced bookseller merchandisers will teach attendees how to maximize selling space without minimizing prime book display real estate. Learn what works, what to avoid, and how to incorporate nonbook items into limited space.

    Cynthia Compton, 4 Kids Books and Toys (Zionville, IN); Angel Schroeder, Sunrise Books, (High Point, NC); Shelley Lowe, Monkey and Dog Books (Fort Worth, TX); Moderated by Katt Sutton, Rediscovered Books (Boise, ID)

    Pre-registration required; for owners and managers only.
    Morten Hansen, co-author of Great by Choice (Simon & Schuster) with Jim Collins, is a professor of management at the University of California, Berkeley. His forthcoming book, Great at Work, which draws on a longitudinal study of more than 5,000 managers and employees, has already been hailed by organizational psychologist Adam Grant as “the definitive guide to working smarter.” Professor Hansen will lead an interactive workshop on how bookstores and booksellers might find more success not by doing more—not by joining another social media platform, by trying to sell nonbook merchandise, or by trying to be the “everything store” that Amazon has become—but by identifying the work that their bookstore does best, and then effectively obsessing about it. Hansen will lead a discussion for owners and managers who want to maximize their time and increase their job performance and will share his “Seven Work Smarter Practices” and provide an opportunity for booksellers to identify ways to apply them to their daily business lives.
    Advanced Education registration is closed.

    Morten T. Hansen, Author, Great at Work, (Simon & Schuster)

    This session will focus on ways booksellers can give back to both their literary and local communities by participating on boards of literary associations, serving as judges for book awards, volunteering with the chamber of commerce, or even running for city and/or local government positions, all while still being active in the day-to-day life of the bookstore.

    Melanie McNair, Malaprop's Bookstore/Cafe (Asheville, NC); Jeremy Garber, Powell's Books (Portland, OR); Richard Howorth, Square Books (Oxford, MS); Moderated by Pete Mulvihill, Green Apple Books (San Francisco, CA)

    Join your colleagues for an informative discussion with Pamela Paul, the editor of the New York Times Book Review, and Oren Teicher, CEO of the American Booksellers Association. As editor of the NYTBR, Pamela Paul oversees all book coverage at the New York Times, including book reviews, book news, and publishing industry news; she is also the host of the weekly podcast Inside the New York Times Book Review. In this hour-long session, Paul and Teicher will discuss key issues and trends in the book business, how media coverage of books is evolving, and the roles both book reviews and booksellers play in consumers’ discovery of new titles. In addition to her work at the New York Times , Paul is the author of five books, most recently My Life With Bob: Flawed Heroine Keeps Book of Books; Plot Ensues ..

    Pamela Paul, New York Times Book Review (New York, NY); Oren Teicher, ABA (White Plains, NY)

    Successful social media marketing requires more than just posting and sharing content. Retailers that understand the power of engagement and customer relationships can generate name recognition, sales, on-site visitors, and more. Learn how to develop a more informed, organized, goal-oriented approach to your social media that will help you achieve your digital marketing goals. Identify how social media marketing can target the right audiences and grow your bottom line. This class will benefit any bookseller that has clearly defined digital marketing goals, currently manages one or more social media accounts, and is actively marketing on social media on a daily or weekly basis.

    Sarah Benoit, JB Media Institute, LLC (Asheville, NC)

    11:55 am to 1:55 pm

    Enjoy lunch with reps and learn about great upcoming titles from the Winter Institute’s publisher sponsors. Seats are assigned; table numbers are printed on bookseller badges.

    International guests are invited to pick up a boxed lunch and join their colleagues from around the world for an informative discussion about the current state of the American book business.

    Angela Bole, CEO, Independent Book Publishers Association (Manhattan Beach, CA); Jim Milliot, Editorial Director, Publishers Weekly (New York, NY); John Mutter, Editor-in-chief, Shelf Awareness (Seattle, WA); Moderated by Oren Teicher, CEO, ABA (White Plains, NY)

    2:00 pm to 4:30 pm

    IndieCommerce and IndieLite are ABA’s online platforms for marketing events and author appearances as well as selling books and other merchandise. Both users and non-users of IndieCommerce and IndieLite are invited to schedule a one-on-one time with a program specialist from the IndieCommerce team. Space is limited, but walk-ins are welcome. Hours are offered Tuesday, Wednesday, and Thursday. Details and sign up are here.

    2:10 pm to 3:10 pm

    Schools serve as an established audience for children’s authors. In this session, booksellers will learn how to develop relationships with schools and libraries, build pre-order sales, and encourage publicists and authors to put their store at the top of a publisher’s list for sending visiting authors to their community.

    Drew Sieplinga, Wild Rumpus Books (Minneapolis, MN); Heather Hebert, Children's Book World (Haverford, PA); Kim Krug, Monkey See, Monkey Do (Clarence, NY); Emily Hall, Main Street Books (St.Charles, MO); Moderated by Sara Grochowski, McLean & Eakin Booksellers (Petoskey, MI)

    Pre-registration required; for owners and managers only.
    Morten Hansen, co-author of Great by Choice (Simon & Schuster) with Jim Collins, is a professor of management at the University of California, Berkeley. His forthcoming book, Great at Work, which draws on a longitudinal study of more than 5,000 managers and employees, has already been hailed by organizational psychologist Adam Grant as “the definitive guide to working smarter.” Professor Hansen will lead an interactive workshop on how bookstores and booksellers might find more success not by doing more—not by joining another social media platform, by trying to sell nonbook merchandise, or by trying to be the “everything store;” that Amazon has become—but by identifying the work that their bookstore does best, and then effectively obsessing about it.His forthcoming book, will lead a discussion for owners and managers who want to maximize their time and increase their job performance. Hansen will share his “Seven Work Smarter Practices” and provide an opportunity for booksellers to identify ways to apply them to their daily business lives.
    Advanced Education registration is closed.

    Morten T. Hansen, Author, Great at Work, (Simon & Schuster)

    Implementing a system to manage store finances is key to the survival of any business. A good financial system allows you to confidently meet financial obligations, from payroll to event budgets and more. This session will highlight a few tactics booksellers can use to create a better system to approach and manage store finances with confidence.

    Kelly Estep, Carmichael's Bookstore (Louisville, KY); Christie Olsen Day, Gallery Bookshop and Bookwinkle's Children's Books (Mendocino, CA); Moderated by Robyn DesHotel, ABA (White Plains, NY)

    Multiple programs are available to help booksellers work with local self-published authors. Panelists, including representatives from the Independent Book Publisher Association and Ingram Spark as well as booksellers who have created mutually beneficial relationships with self-published authors, will discuss existing programs and tips for successful relationships.

    Angela Bole, Independent Book Publishers Association (Manhattan Beach, CA); Josh Floyd, IngramSpark (La Vergne, TN); Paul Hanson, Village Books, (Bellingham, WA); Moderated by Chris Morrow, Northshire Bookstore (Manchester, VT)

    Is your store website working for you? Who’s visiting, what are they interested in, and where are they coming from? Google Analytics is a free tool that can help answer all of these questions and more. It’s not as hard as you think, and the answers might surprise you! We’ll give you a quick tour of the highlights of Google Analytics and show you how to dig in and learn some interesting things about your website and its audience. This course is intended for beginners to Google Analytics and is not specific to any particular type of website or platform.

    Matt Supko, Augment Digital (Huntsville, AL)

    Are you looking for better checklists and forms to help you organize your store operations? Or do you already have procedures for self-published authors, special orders, or other store operations that you can’t live without? Here’s an opportunity to crowdsource solutions for you and your fellow booksellers. Come to this idea exchange with a number of copies of your “best loved” forms and exchange them with “best loved” forms from other stores.

    Rachel Watkins, Avid Bookshop (Athens, GA)

    3:25 pm to 4:25 pm

    Daniel H. Pink is the author of several books, including the New York Times bestsellers Drive, To Sell is Human, and A Whole New Mind. His books have won multiple awards and have been translated into 35 languages. He lives with his family in Washington, DC.

    4:45 pm to 6:15 pm

    To encourage further interaction between booksellers and publishers, booksellers will have the opportunity to meet with Wi13’s sponsoring publishers in small groups to discuss issues of common interest and mutual concern. Booksellers will be assigned to a specific table for this session; publishers will move from table to table. Table assignments are printed on booksellers’ badges.

    6:20 pm to 7:30 pm

    Wi13 lead sponsor Ingram hosts an open reception to close day one of the Institute. Join your colleagues for drinks and nibbles.

    9:30 pm to 11:30 pm

    Enjoy drinks and desserts at the Scholastic Meet & Treat After Party. Scholastic authors and illustrators will be on hand to sign books and say hello. Open to all Wi13 attendees.

    Wednesday, January 24, 2018  

    7:00 am to 7:30 am

    7:30 am to 5:00 pm

    Member Relationship Managers Elizabeth Roberts and Daniel O’Brien await your questions about ABA and Wi13.

    7:45 am to 9:00 am

    Junot Díaz was born in the Dominican Republic and raised in New Jersey. He is the author of the critically acclaimed Drown; The Brief Wondrous Life of Oscar Wao, which won the 2008 Pulitzer Prize and the National Book Critics Circle Award; and This Is How You Lose Her, a New York Times bestseller and National Book Award finalist. A graduate of Rutgers University, Díaz is currently the fiction editor at Boston Review and the Rudge, and is the Nancy Allen Professor of Writing at the Massachusetts Institute of Technology. His new picture book, Islandborn, will be published in March 2018 by Penguin Young Readers.

    9:00 am to 12:00 pm

    IndieCommerce and IndieLite are ABA’s online platforms for marketing events and author appearances as well as selling books and other merchandise. Both users and non-users of IndieCommerce and IndieLite are invited to schedule a one-on-one time with a program specialist from the IndieCommerce team. Space is limited, but walk-ins are welcome. Hours are offered Tuesday, Wednesday, and Thursday. Details and signup are here.

    The Consultation Station offers booksellers the opportunity to meet with representatives from ABA’s business solution partners, POS vendors, and other service providers. See the full list of Consultation Station participants and contact information.

    9:00 am to 7:00 pm

    The always-popular Galley Room is filled with ARCs of upcoming titles from Wi13 sponsors. A limited supply of book bags will be on hand. The room will be closed during the morning keynote sessions and the Rep Picks lunches.

    Ship your galleys from Wi13 instead of lugging them home. This service is offered through PartnerShip/FedEx. To speed up the process, please bring pre-printed labels with you.

    9:00 am to 5:00 pm

    The Southern Independent Booksellers Alliance is pleased to host the Hospitality Suite at this year’s Winter Institute. Stop by for a chance to decompress, grab a beverage, and refuel before heading back out to join your peers. Open to booksellers from all regions.

    9:20 am to 10:20 am

    The recent resurgence of interest in travel books is one more reason to take a closer look at the marketing of certain genres. Bookseller and publisher panelists will cover creative marketing, merchandising, events, and handselling to help put your store on the map for customers seeking books on travel, religion, and cooking.

    Nina Barrett, Bookends & Beginnings (Evanston, IL) and Allison McGeehon, Artisan Books (New York, NY); Tom Knight, HarperCollins Publishers (New York, NY) and Cody Morrison, Square Books (Oxford, MS); Eric Kettunen, Publishers Group West (New York, NY) and Richard Hunt, Roebling Point Books & Coffee (Covington, KY); Moderated by Joy Dallanegra- Sanger, ABA (White Plains, NY)

    ABACUS is a yearly benchmarking survey that gathers key information and insights on bookstore financials. Stores that participate in ABACUS know how important this unique and actionable data is to their store’s long-term viability. Industry Insights, the organization that compiles and analyzes the confidential bookstore data, will offer a tutorial on the new ABACUS web portal, review key survey trends and results, and demonstrate how to generate reports to best utilize a store’s data. In addition, booksellers who regularly submit to ABACUS will explain how they have been able to implement changes based on their ABACUS report.

    P.K. Sindwani, Towne Book Center and Cafe (Collegeville, PA); Michael Becher, Industry Insights (Dublin, OH); Moderated by Dan Cullen, ABA (White Plains, NY)

    Sensitivity readers review manuscripts for bias and potentially offensive words and situations, but do they create a chilling effect on the publication and sale of works with serious value? Recent book controversies have caused publishers of children’s books to cancel titles that have come under attack or that they fear will be attacked. One national review publication retracted a starred review under such pressure. In this session, free speech experts will join booksellers in discussing the free speech implications of the increasing sensitivity to diversity and authentic multicultural representation in the publication and sale of children’s books, including the use of a sensitivity reader on a bookstore staff.

    Joan Trygg, Red Balloon Bookshop (Saint Paul, MN); Kenny Brechner, Devaney, Doak & Garrett Booksellers (Farmington, ME); Nadine Strossen, Professor of Law at New York Law School and Former President ACLU (New York, NY); Moderated by Christopher Finan, Executive Director of National Coalition Against Censorship (New York, NY)

    Small stores can have a large impact on the community and the literary world. This session will focus on the things small stores are doing to become successful retailers and stars in their community.

    Kelly Justice, Fountain Bookstore (Richmond, VA); Marlene England, Curious Iguana (Frederick, MD); Veronica Liu, Word Up Community Bookshop (New York, NY); Moderated by Lacy Simons, hello hello books (Rockland, ME)

    Pre-registration required; for owners and managers only. Registration is closed.
    Exiting a much-loved business can be difficult to consider, but whether you are preparing to retire or you expect to own your store for many years to come, it is important to have a plan in place for your business and to consider all succession options. A bookseller who has gone through the process of selling a store as well as a representative from a local financial group that offers business valuations will lead a conversation on how to prepare for this important step in the life of your store.

    Chuck Robinson, Chuck Robinson Associates (Bellingham, WA); Mark A. Orndorff, CFA, ASA of Southard Financial, LLC (Memphis, TN); Moderated by Robyn DesHotel, ABA (White Plains, NY)

    Facilitated by Rebecca Fitting, Greenlight Bookstore (Brooklyn, NY), a bookseller who has learned how to successfully advocate for small business issues with her elected officials, this roundtable provides a space for booksellers to share their experiences (both good and bad) and to learn from each other.

    Rebecca Fitting, Greenlight Bookstore (Brooklyn, NY)

    10:40 am to 11:40 am

    The Town Hall is an opportunity for open discussion about industry and association issues. ABA Board President Robert Sindelar (Third Place Books, Lake Forest Park, WA) and Vice President Jamie Fiocco (Flyleaf Books, Chapel Hill, NC) will facilitate the meeting. The full ABA Board will respond to questions and comments from all booksellers; booksellers who would like to send questions in advance can e-mail winterinstitute@bookweb.org.

    12:00 pm to 2:00 pm

    Enjoy lunch with reps and learn about great upcoming titles from the Winter Institute’s publisher sponsors. Seats are assigned; table numbers are printed on bookseller badges.

    International guests are invited to lunch with their colleagues and participate in an informal discussion about bookselling developments and trends from around the world. All countries represented at Wi13 will be given an opportunity to provide a short country report. Take a break, relax, and enjoy an informal — but hopefully informative — discussion with other international bookselling colleagues.

    Developed for author guests at Winter Institute, this lunch panel features booksellers who have formulated best practices for creating events that benefit both stores and authors. This session will cover a number of issues, from author publicity to dealing with pre-event nerves.

    Mary Williams, Skylight Books (Los Angeles, CA); Aaron Curtis, Books (Coral Gables, FL); Kenny Brechner, Devaney, Doak and Garrett Booksellers (Farmington, ME); Luisa Smith, Book Passage (Corte Madera, CA); Moderated by Susan Hans O'Connor, Penguin Bookshop (Sewickley, PA)

    2:00 pm to 5:00 pm

    IndieCommerce and IndieLite are ABA’s online platforms for marketing events and author appearances as well as selling books and other merchandise. Both users and non-users of IndieCommerce and IndieLite are invited to schedule a one-on-one time with a program specialist from the IndieCommerce team. Space is limited, but walk-ins are welcome. Hours are offered Tuesday, Wednesday, and Thursday. Details and signup are here.

    The Consultation Station offers booksellers the opportunity to meet with representatives from ABA’s business solution partners, POS vendors, and other service providers. See the full list of Consultation Station participants and contact information.

    2:20 pm to 3:20 pm

    Indies Introduce is about what independent booksellers do best: Discover exciting debut authors and share the best with readers across the country. You will hear from the bookseller panelists who curated the “diverse list of fabulous books that every American should read,” as Pete Mulvihill of Green Apple Books called it. Many of this season’s debut authors will be present to read a short passage and answer a question posed by a panelist.

    3:40 pm to 4:40 pm

    If your store is less than 1,000 square feet, you face a unique set of challenges. This discussion will offer a space for booksellers to review and share successful tips with colleagues.

    Toby Cox, Three Lives & Company (New York, NY)

    Booksellers who have successfully expanded sections to include diverse books will share resources and techniques for buying, marketing, and handselling these books. Panelists will represent stores from communities of different sizes and demographics.

    Hannah Oliver Depp, WORD Bookstores (Brooklyn, NY/Jersey City, NJ); Lane Jacobson, Flyleaf Books (Chapel Hill, NC); Melanie Knight, Books Inc., (San Francisco, CA); Moderated by Aaron Curtis, Books & Books (Coral Gables, FL)

    This is your opportunity to exchange ideas and techniques with fellow booksellers on how to make the most out of Bookstore Day. Program Director Samantha Schoech will moderate and have information about new partnerships and plans.

    Samantha Schoech, Program Director, Independent Bookstore Day (San Francisco, CA)

    Booksellers and publishers often see the industry from their own perspectives, but some of your colleagues have had the benefit of working both sides of the business. In this session, booksellers who started their careers in publishing will discuss how the experience has impacted their current career as booksellers, and publishers who had previous bookselling careers will discuss how that experience impacted their approach to publishing.

    Jen Reynolds, Houghton Mifflin Harcourt (New York, NY); Wendy Ceballos, ABRAMS Books (New York, NY); Hilary Gustafson, Literati Bookstore (Ann Arbor, MI); Lexi Beach, Astoria Bookshop (Astoria, NY); Moderated by Joy Dallanegra-Sanger, ABA (White Plains, NY)

    Covering some lesser known but still incredibly helpful features, this session will help you make the most of Edelweiss+ while also helping you to avoid common mistakes. Bring one of your own best practices to share with the group!

    John Rubin, Above the Treeline/Edelweiss (Ann Arbor, MI); Joe Foster, Above the Treeline/Edelweiss (Ann Arbor, MI)

    Booksellers experienced with successfully operating used bookstores will compare and discuss the financial model, including acquiring, selling, and trading used books for credit. This panel, for booksellers who are interested in offering used books, assumes you have a working knowledge of general bookstore financial operations.

    Shane Gottwals, Gottwals Books & The Walls of Books® Franchise; Gloria Tiller, Kazoo Books (Kalamazoo, MI); Cheryl Messler, Burke's Books (Memphis, TN)

    While it might be tempting to concentrate solely on fiction and creative nonfiction, your store’s sales also rest on such sections as history, biography, and science. How can you expand your efforts to reach consumers who want to engage on a deeper level with our fact-based world and the subjects of the day? Expert booksellers and publisher panelists will discuss fostering a nonfiction community, promoting frontlist and backlist titles, best practices for handsellling, and more.

    David Goldberg, MIT Press (Cambridge, MA), Dan Christiaens (W. W. Norton & Company); Jeff Deutsch, Seminary Co-op (Chicago, IL); Anmiryam Budner, Main Point Books (Wayne, PA); Moderated by Tom Nissley, Phinney Books​ (Seattle, WA)

    5:00 pm to 6:30 pm

    Thanks to the generosity of ABA’s publisher sponsors, many authors and illustrators will be on hand to chat with booksellers and autograph new and forthcoming titles at the Author Reception. Hors d’oeuvres and refreshments will be served.

    Thursday, January 25, 2018  

    7:00 am to 7:30 am

    7:30 am to 3:00 pm

    Member Relationship Managers Elizabeth Roberts and Daniel O’Brien can answer any questions about ABA or Wi13.

    7:30 am to 8:00 pm

    Ship your galleys from Wi13 instead of lugging them home. This service is offered through PartnerShip/FedEx. To speed up the process, please bring pre-printed labels with you.

    7:45 am to 9:15 am

    Enjoy breakfast while hearing about great upcoming titles from Winter Institute’s small and university press sponsors. Seating is unassigned for this breakfast.

    9:00 am to 8:00 pm

    The always-popular Galley Room is filled with upcoming title ARCs from Wi13 sponsors. A limited supply of book bags will be on hand. The room will be closed during the morning keynote sessions and Rep Picks lunches.

    9:15 am to 5:00 pm

    IndieCommerce and IndieLite are ABA’s online platforms for marketing events and author appearances as well as selling books and other merchandise. Both users and non-users of IndieCommerce and IndieLite are invited to schedule a one-on-one time with a program specialist from the IndieCommerce team. Space is limited, but walk-ins are welcome. Hours are offered Tuesday, Wednesday, and Thursday. Details and signup are here.

    9:15 am to 12:00 pm

    Booksellers will have the opportunity to meet with small and mid-size publishers for informal conversations. These publishers, many of which are first-time ABA event sponsors, will have sample copies of their books as well as additional copies for giveaways at their discretion. See the list of Meet the Presses participants here.

    The Consultation Station offers booksellers the opportunity to meet with representatives from ABA’s affiliated business solution partners, POS vendors, and other service providers. See the full list of Consultation Station participants and contact information.

    9:15 am to 10:45 am

    Immediately following their breakfast presentations, reps from participating small and university press sponsors will be available to meet with interested booksellers for further discussion.

    9:15 am to 4:00 pm

    The Southern Independent Booksellers Alliance is pleased to host the Hospitality Suite at this year’s Winter Institute. Stop by for a chance to decompress, grab a beverage, and refuel before heading back out to join your peers. Open to booksellers from all regions.

    9:30 am to 10:30 am

    Making hiring decisions for a diverse sales force often requires a new and different approach to hiring — including looking outside your normal sources for candidates and fostering relationships both in the store and in the larger community. Mecca E. Santana will be joining Marc Villa (Politics and Prose Bookstore) in a discussion on how to make your store more diverse and inclusive. Mecca is the Vice President of Diversity & Community Relations for Westchester Medical Center Health Network in White Plains, NY. Prior to this position, Ms. Santana served as the Chief Diversity Officer for the State of New York, and was responsible for the promotion of workforce diversity and inclusion, while also leading new initiatives to increase Minority & Women Owned Business (MWBE) procurement opportunities.

    Marc Villa, Politics and Prose Bookstore (Washington, D.C.); Mecca Sykes-Santana, Esq, Senior Vice President of Diversity, Inclusion and Community Engagement, Westchester Medical Center Health Network (White Plains, NY)

    What are the skills you need to be a successful book buyer? A panel of experts will provide a look into the world of the buyer, from forming publisher relationships to managing budgets, all while balancing the art and science behind the choices they make.

    Mark Laframboise, Politics and Prose Bookstore (Washington, D.C.); Stephen Sparks, Point Reyes Books (Point Reyes Station, CA); Kathi Kirby, Powell's Books (Portland, OR); Moderated by Jenny Cohen, Waucoma Bookstore (Hood River, OR)

    Should you buy and operate a bookmobile? This session will focus on bookstores that have chosen to create a mobile version of their store and brand. And bookstores are not the only retail outlets that are creating a moveable experience for consumers. Panelists from bookstores and a local record store will explain the business model and answer questions.

    Grace Wright, Parnassus Books (Nashville, TN); Christen Thompsen, Itinerant Literate (Charleston, SC); Cam Sarrett, Third Man Records (Nashville, TN); Moderated by Annie Philbrick, Bank Square Books (Mystic, CT)

    Many mega-retail operations are co-opting the localism label in an effort to burnish their brands and increase sales. As an authentically local and independent business, your store fuels the local economy and strengthens the community far more than any chain. But your community may need to be reminded of this. Booksellers who are experts at keeping the community informed of their businesses’ contributions will provide tips and best practices to help you put your store in the spotlight and keep it there.

    Amanda Bullock, Director of Public Programs, Literary Arts (Portland, OR); Josh Christie, Print (Portland, ME); Kris Kleindienst, Left Bank Books (St. Louis, MO); Moderated by Meg Smith, ABA (White Plains, NY)

    Local search engine optimization (SEO) is vital to understand if you want to have top exposure in web results. In addition to looking at search engine optimization, presenter Max Thomas, head of Analytics at Digital Pulp and MT Analytics, will discuss the rapid growth of voice search on mobile devices and its impact on how people are shopping online.

    Max Thomas, Head of Analytics at Digital Pulp and MT Digital Analytics

    Uh-oh! A customer needs help in the children's department, and not one children's specialist is available to assist. Don't panic — this session is for you! In a workshop setting, children's booksellers will offer advice, tips, and tricks to help the general bookseller expand their repertoire of sales skills to include selling children's books with confidence.

    Allison Senecal, Old Firehouse Books (Fort Collins, CO); Clarissa Murphy, Papercuts J.P. (Boston, MA)

    10:45 am to 11:45 am

    Amy Webb is a quantitative futurist. She is a professor of strategic foresight at the NYU Stern School of Business and the Founder of the Future Today Institute, a leading future forecasting and strategy firm that researches technology and answers “What’s the future of X?” for a global client base. She is the author of three books, including The Signals Are Talking: Why Today’s Fringe Is Tomorrow’s Mainstream (PublicAffairs, December 2016) which explains how to predict and manage technological change. It was selected as one of Fast Company’s Best Books of 2016 and was a Washington Post Bestseller. Her bestselling memoir Data, A Love Story (Dutton/ Penguin 2013) is about finding love via algorithms. Her TED talk about Data has been viewed more than 6 million times and has been translated into 32 languages.

    12:00 pm to 1:30 pm

    Enjoy lunch and meet more than two dozen authors from Winter Institute’s small press sponsors.

    1:30 pm to 7:00 pm

    Booksellers have the opportunity to meet with small- and mid-size publishers for informal conversations. These publishers, many of which are first-time ABA event sponsors, will have sample copies of their books, as well as additional copies for giveaways at their discretion. See the list of Meet the Presses participants here.

    1:45 pm to 2:45 pm

    In today’s competitive, high-cost world, building a financially viable bookstore is a challenge more than ever, resulting in the need to identify and explore non-traditional business building and creative funding options. In this roundtable, owners and managers will meet to share and discuss their experiences with various non-traditional ways to start a book businesses and access funding in different economic environments.

    Angela Maria Spring, Duende District Bookstore (Washington, D.C.)

    Regular communication with employees creates a stronger bookselling team. Experienced booksellers will discuss how staff meetings can reinforce your store’s mission and provide an opportunity to share updates and brainstorm solutions to problems. Panelists will also share tips and best practices on everything from scheduling and creating agendas to successfully conducting a staff meeting.

    Kelsy April, Savoy Bookshop & Cafe (Westerly, RI); Andrea Avantaggio, Maria's Bookshop (Durango, CO); Andy Brennan, Parnassus Books (Nashville, TN); Moderated by Jamie Fiocco, Flyleaf Books (Chapel Hill, NC)

    The romance genre has one of the highest shares of fiction sales in the U.S. market at 23 percent (NPD Book 2016). Now is the time to take a closer look at marketing and selling this dynamic genre. In this session, bookseller and publisher panelists will discuss best practices for developing a successful relationship with the romance reader as well as tips for marketing this genre in a general bookstore.

    Pamela Jaffee, HarperCollins Publishers (New York, NY); Heidi Weiland, Sourcebooks, Inc (Naperville, IL); Billie Bloebaum, Third Street Books (McMinnville, OR); Rachel Person, Northshire Bookstore (Saratoga Springs, NY), Moderated by Christine Onorati, WORD Bookstores (Brooklyn, NY/Jersey City, NJ)

    Creating successful community partnerships — with businesses ranging from toy stores to clothing boutiques — allows bookstores to expand their reach and to offer more creative and diverse authorless events. Bookseller panelists will review the challenges and rewards of local partnerships as well as the financial and logistical considerations that may arise when working with other businesses or local associations.

    Denise Chávez, Casa Camino Real Book Store & Art Gallery (Las Cruces, NM); sweet pea, King’s Books (Tacoma, WA); Rebecca George, Volumes Bookcafe (Chicago, IL); Moderated by Susan Hans O'Connor, Penguin Bookshop (Sewickley, PA)

    When your business is hit by a disaster, you need to know you are prepared. Whether you are dealing with floods or fire or other disaster, your business survival will depend on having a solid emergency plan in place and a resilient and adaptable business model. Booksellers who have experienced disaster in their store and community will share best practices, and local and national FEMA and emergency preparedness experts will share tips that will help businesses survive and rebound.

    John Cavalier, Cavalier House Books (Denham Springs, LA); Philip Strouse, FEMA Region IV External Affairs; Pamela French, Book Industry Charitable Foundation (Ann Arbor, MI); Moderated by Valerie Koehler, Blue Willow Bookshop (Houston, TX)

    Jesse Mecham is the author of You Need A Budget: The Proven System for Breaking the Paycheck to Paycheck Cycle, Getting Out of Debt, and Living the Life You Want. YNAB is best-known for teaching “Four Rules” to help people really gain control of their money. Jesse puts his business lessons in action by teaching attendees how they personally can change the way they think about their money. He’ll teach attendees his “Four Rules” walking them through hilarious (because they’re so true!) examples of money mistakes, and what they can do today to start having their money line up with what really matters.

    2:00 pm to 5:00 pm

    The Consultation Station offers booksellers the opportunity to meet with representatives from ABA’s affiliated business solution partners, POS vendors, and other service providers. See the full list of Consultation Station participants and contact information.

    3:00 pm to 4:00 pm

    Gary Shteyngart is the New York Times bestselling author of the memoir Little Failure (a National Book Critics Circle Award finalist) and the novels Super Sad True Love Story (winner of the Bollinger Everyman Wodehouse Prize), Absurdistan, and The Russian Debutante’s Handbook (winner of the Stephen Crane Award for First Fiction and the National Jewish Book Award for Fiction). His books regularly appear on best-of lists around the world and have been translated into twenty-nine languages. Lake Success will be released in September 2018 by Random House.

    4:15 pm to 4:45 pm

    A self-guided exploration of your Wi13 educational experience. Set goals and create actionable steps for improving your business.

    5:00 pm to 6:00 pm

    The Thacker Mountain Radio Hour is coming to Memphis with a very special lineup of guests! Thacker Mountain ​Radio,​ a weekly live radio show featuring author readings and an array of musical performances, is broadcast on Mississippi Public Radio.
    For this special performance, Elizabeth Acevedo will talk about her upcoming title, The Poet X (HarperCollins Publishers); Charles Frazier, author of Cold Mountain (Grove Atlantic), will discuss his new release, Varina (HarperCollins Publishers); and singer Dar Williams, author of What I Found in a Thousand Towns: A Traveling Musician’s Guide to Rebuilding America’s Communities — One Coffee Shop, Dog Run, and Open-Mike Night at a Time (Basic Books), will perform music and discuss her book. House band The Bo-Keys will add musical entertainment throughout the hour.
    Thacker Mountain Radio​ is ordinarily taped live at ​ABA member store ​Off Square Books in Oxford, Mississippi.

    6:00 pm to 7:00 pm

    Join your colleagues for the final reception of Wi13. The Thacker Mountain guests will be on hand to sign books and chat with booksellers. Hors d’oeuvres and refreshments will be served.