McGraw-Hill Offers New Trade Terms

In an effort to "make it easier for all of the independent booksellers across the country to do business with us," beginning in fall 2005, McGraw-Hill will offer booksellers a free freight option on all products, excluding textbook products distributed by the publisher's Higher Ed and School divisions, said Keith Fox, president of McGraw-Hill Professional, via e-mail. The free freight option is just one of the new terms that the publisher will be offering in the fall. The others include a new co-op advertising program and a back-to-school offer.

"We believe that it is critically important to be customer-focused, and we have heard from our customers that paying for freight is a big issue for them," Fox said. "Many independent booksellers would much prefer less discount and free freight ... so this is an option -- only an option -- for those customers."

The free freight program provides booksellers with a 45 percent discount plus free freight for trade titles, and 40 percent plus free freight for all other discount classes. This option will be available to retail customers only. There is a minimum order quantity of 25 units, and MHHE and Glencoe titles are excluded.

The co-op program for retailers will give participants a chance to earn up to four percent of previous year's direct net sales for consumer and professional titles, and up to one percent of previous year's direct net sales for medical titles. The co-op program excludes distributed products, software, college textbooks, and Glencoe/School products. Co-op proposals require prior approval from McGraw-Hill, and a signed co-op contract. Accounts must submit claims within 60 days of execution.

"To take advantage of our co-op program, booksellers simply need to work with their McGraw-Hill sales rep to create promotional vehicles to drive sales to their store -- in the form of table placements, newsletters, local advertising, etc.," said Fox. "We want to partner with our accounts to maximize sales of our books."

The back-to-school offer provides accounts an additional three percent discount on all titles appearing in McGraw-Hill's 2005 Books for Education catalog (May 1, 2005 through July 31, 2005).

For further information about these trade terms, booksellers should contact their McGraw-Hill sales rep.