From shrinking library budgets to consolidation of key accounts to the loss of retail space, the last year has been a struggle for many university presses. What tangible steps we should consider to minimize sales short falls? How do we improve our profitability as we look for new opportunities to increase demand for our books? This panel will consider how a university press can respond to changing markets by taking practical steps to improve sales from re–evaluating budgeting processes to changing production workflow to refocusing editorial programs. With more sales data available than ever before, how can we use information on emerging sales trends, pricing issues, and market shifts in the scholarly and university press field to improve our own sales? Even for presses weathering this unprecedented storm, this panel offers tangible suggestions for publishers of all sizes to further strengthen our bottom lines. Chair: Melissanne Scheld: Associate Director Sales & Marketing, Cambridge Panelists: Fred Nachbaur, Director, Fordham; Lenny Allen, Director of Wholesaler & Pharmaceutical Sales, Oxford; Dan Kervick, Publisher Alley Reporting & Training Manager, Baker & Taylor

1. Growing Sales During Difficult Times Brother, Can You Spare A Purchase Order? AAUP June, 2010

4. AAUP Annual Meeting 2010 _______________________ Salt Lake City University Press Publication Year

5. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

6. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

7. AAUP Annual Meeting 2010 _______________________ Salt Lake City Relative UP Sales Share by Category, 2009

8. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

9. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

10. AAUP Annual Meeting 2010 _______________________ Salt Lake City Quarterly Sales Trends

11. AAUP Annual Meeting 2010 _______________________ Salt Lake City University Press Advanced Academic Cloth Philosophy 9/2007- 8/2009

12. AAUP Annual Meeting 2010 _______________________ Salt Lake City University Press Advanced Academic Cloth Philosophy 9/2007- 8/2009

13. AAUP Annual Meeting 2010 _______________________ Salt Lake City All Presses Press Advanced Academic Cloth Math 9/2007- 8/2009

14. AAUP Annual Meeting 2010 _______________________ Salt Lake City All Presses Press Advanced Academic Cloth Math 9/2007- 8/2009

22. Sales in a Cold Climate Lenny Allen Oxford University Press June 18, 2010