Winter Institute: The Latest on Programs & Presenters

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Over the last few weeks, American Booksellers Association staff has been busy putting together the final details for next week's Winter Institute in Portland, Oregon. Here's a final look at the two days of educational programming, with featured speakers, panelists, and moderators, as well as a preview of the array of special events.

Wednesday, January 31

8:00 p.m. - 10:00 p.m.: Reception at Powell's Bookstore
All Winter Institute attendees are invited to Powell's Books at 1005 West Burnside in Portland for dessert, coffee, and a behind-the-scenes tour, hosted by store owner Michael Powell and his daughter, Emily.

Thursday, February 1

8:30 a.m. - 9:45 a.m.: Welcome Breakfast
ABA President Russ Lawrence of Chapter One Book Store in Hamilton, Montana, will host a light breakfast and set the stage for the two days of seminars, panel discussions, and special events.

10:00 a.m. - 11:30 a.m.: Plenary Session: A Whole New Mind, With Daniel Pink
In an entertaining and provocative presentation, Daniel Pink, the author of A Whole New Mind: Why Right-Brainers Will Rule the Future (Riverhead), will demonstrate how evidence from three continents reveals the forces that are nudging us into an era defined, not by traditional "knowledge workers," but by creators and empathizers.

11:45 a.m. - 1:00 p.m: ABACUS Lunch
Over a light lunch, ABA CEO Avin Mark Domnitz will present key results of the 2006 ABACUS survey, with an emphasis on what they mean for store operations.

1:15 p.m. - 3:15 p.m.: Understanding the Basic Financial Documents
Following the ABACUS lunch, Domnitz will lead a hands-on presentation examining the three basic financial documents -- the Balance Sheet, Operating Statement, and Cash Flow Statement. This session, aimed at novice booksellers or those seeking a refresher course, will look at how these documents are created and how are they best used.

1:15 p.m. - 3:15 p.m.: Handselling: Customer Service With Results
ABA's director of education and BookSense.com, Len Vlahos, and Allison Hill of Vroman's Bookstore in Pasadena, California, will present this session demonstrating how great customer service can grow a store's reputation, energize staff, and increase sales.

1:15 p.m. - 3:15 p.m.: Buying and Selling Used Books
Chris Hagen, Jay Wheeler, and Jon Guetschow, key staff members of Powell's Used Books Department, have been instrumental in maintaining the store's strong national reputation for selling and managing used books. During this session, they will share their experiences and discuss the practicalities of selling used books in an independent bookstore.

1:15 p.m. - 3:15 p.m.: Understanding the Business of Publishing
Walker & Company Publisher George Gibson will lead booksellers through the publication process, from acquisition of title to release. How the decision to acquire a book is made, as well as the editorial and selling processes, will be explored. Attendees will also work through a hypothetical P&L statement to understand the business of publishing.

3:30 p.m. - 4:45 p.m.: Creating Killer Events
ABA Director of Information Dan Cullen will moderate this panel featuring Kelly Justice, manager of Fountain Bookstore in Richmond, Virginia, and Lindsey McGuirk, events coordinator for Village Books in Bellingham, Washington, who will share their experiences creating highly successful events.

3:30 p.m. - 4:45 p.m.: Making Magazines Profitable
Michael Tucker, owner of Books Inc. in San Francisco, and magazine consultants Christine Crowley of Trofie and Gary Judy of Circ. One, Inc. are featured on this panel moderated by ABA COO Oren Teicher. Topics will include how to set and control the bookstore's draws, how to claim rack display allowances, and how to maximize the store's relationship with a distributor.

3:30 p.m. - 4:45 p.m.: Design 101: Using Light, Color, and Space to Communicate Your Message
Ryan Hembree, founder and creative director of the award-winning firm Indicia Design and author of The Complete Graphic Designer: A Guide to Understanding Graphics and Visual Communication (Rockport Publishers), will demonstrate how the right environment is crucial to attracting and keeping customers.

3:30 p.m. - 4:45 p.m.: Increasing Sales: An Overview
ABA President Russ Lawrence will present this updated version of a staple of ABA's education program -- a nuts-and-bolts session focusing on strategies for increasing sales.

5:00 p.m. - 6:30 p.m.: Rep Picks
Reps from the Winter Institute's publisher sponsors will present new titles from their Winter-Spring lists at this session for frontline booksellers.

6:45 p.m. - 8:30 p.m.: Author Reception
Wine, beer, and hors d'oeuvres will be served as booksellers meet and greet more than 20 authors who will be autographing their books.

9:30 p.m. - 11:00 p.m.: Emerging Leaders Reception
Paz & Associates is sponsoring this Emerging Leaders Reception for booksellers new to the industry who are committed to independent bookselling. A reprise of one of the highlights of the 2006 Winter Institute, this event provides an opportunity for emerging leaders to meet and greet each other.

Friday, February 2

7:30 a.m. - 8:30 a.m.: ABA Strategic Planning Breakfast
As booksellers enjoy a light breakfast, they can participate in the formulation of ABA's next five-year Strategic Plan. ABA Vice President Gayle Shanks of Changing Hands Book Store in Tempe, Arizona, will host this event.

8:45 a.m. - 10:15 a.m.: Getting the Most Out of Your Staff
ABA's CEO, Avin Mark Domnitz, will present this session that shows how hiring, training, and managing staff is as much art as it is science. Topics will include hiring people who will add strength to the store, recognizing and building upon an employee's unique abilities, and creating a work environment that motivates staff.

8:45 a.m. - 10:15 a.m.: Coping With Disaster
Dr. Irwin Redlener, director of Columbia University's National Center for Disaster Preparedness, co-founder of the Children's Health Fund, and author of Americans at Risk: Why We Are Not Prepared for Megadisasters and What We Need to Do Now (Knopf), and Mitchell Kaplan, owner of Books & Books in Miami, Florida, are featured on this panel, moderated by ABA COO Oren Teicher, that will offer concrete suggestions for dealing with disaster-preparedness.

8:45 a.m. - 10:15 a.m.: How to Be the Story: Developing and Implementing a Public Relations Plan
Meg Smith, ABA's director of membership marketing, will lead this session demonstrating how a comprehensive public relations plan can have a greater impact on a store's visibility than advertising, and at a much lower cost. Participants will break into working groups to create mock PR plans.

8:45 a.m. - 10:15 a.m.: Getting the Most Out of the ABA
Book Sense Marketing Director Mark Nichols and ABA Marketing Director Jill Perlstein will present information about the multitude of programs and services available to ABA member booksellers, including educational offerings, the Book Sense marketing program, the Book Buyer's Handbook, Constant Contact, and more. BookExpo America Show Director Lance Fensterman will also be on-hand to talk about the many advantages of attending the annual trade show.

10:30 a.m. - Noon: Rep Picks
Reps from the Winter Institute's publisher sponsors will present new titles from their Winter-Spring lists at this session for frontline booksellers.

12:15 p.m. - 1:45 p.m.: New Media Lunch
Moderator Scott Rosenberg, co-founder of Salon.com, and panelists Amanda Edmonds, strategic partner manager of Google Book Search; C.J. Rayhill, chief information office for O'Reilly Media; and Madeline McIntosh, senior vice president, publisher of Random House Audio Publishing, will provide an overview of new technologies affecting independent booksellers and their customers, including digitization, social networking, open source computing, and more.

2:00 p.m. - 4:00 p.m.: Building and Rewarding Customer Loyalty
Daniel Goldin, buyer at Harry W. Schwartz Bookshops in Milwaukee, and Nicole Magistro, owner of The Bookworm of Edwards, in Edwards, Colorado, are featured on this panel moderated by ABA CEO Avin Mark Domnitz that will explore what customers really want, and how booksellers can foster loyalty by responding to their needs. An in-depth discussion of the pros and cons of implementing a customer loyalty program will be part of the discussion.

2:00 p.m. - 4:00 p.m.: How to Do a Customer Survey: A Case Study
Len Vlahos, ABA's director of education and Booksense.com, will lead booksellers through the creation and execution of a customer survey -- a crucial tool for those who want to learn more about their customers, as well as develop more effective strategies to meet their needs.

2:00 p.m. - 4:00 p.m.: Above The Treeline: An Introduction
Bob Steele of Above The Treeline will present this introductory session designed for booksellers who are not currently subscribed to the online software product that helps optimize inventory selection and thereby improve finances.

2:00 p.m. - 4:00 p.m.: How to Create an Independent Business Alliance in Your Community
Booksellers looking to create or bolster consumer awareness of the importance of shopping locally will find much to help their cause at this panel featuring David Nimkin, former executive director of the Utah Small Business Development Center and cofounder and vice president of Local First Utah; Dan Houston and Matt Cunningham, the cofounders of Civic Economics; and moderator Oren Teicher, ABA's COO. Houston and Cunningham will be releasing new findings based on work just completed on behalf of the San Francisco Locally Owned Merchants Alliance.

2:00 p.m. - 4:00 p.m: Above The Treeline: Advanced Class
John Rubin, founder of Above The Treeline, will be joined by two of the software's current users, Linda Ramsdell of Galaxy Bookshop in Hardwick, Vermont, and Chris Morrow of Northshire Bookstore in Manchester Center, Vermont, at this session for current subscribers that will highlight the many ways that booksellers can use this innovative product to maximize sales.