Use the Budgeting and Monitoring Workbook to put your budgeting procedures into practice. (Excel workbook; 2008)
Increasing Margin: Strategies for optimizing your inventory by adding high margin items and more effective managing trade sales. (PowerPoint presentation; 2005)
Introduction to Co-op Advertising: The ABACUS study shows that profitable booksellers spend much less on advertising than unprofitable booksellers. This does not necessarily mean profitable bookstores advertise less, but it does mean they claim more co-op. Sample Rate Card, Maria's Co-op Request Form 1, Maria's Co-op Request Form 2 (pdf, 2008)
Cost of Goods Sold 101: You can’t make a plan to increase margin without first knowing and understanding your COGs. (pdf; 2008)
Renegotiating a Lease: Occupancy cost is a bookstore’s second-largest expense—and your lease is a contract that can be renegotiated.
The 2% Solution: An Introduction to Profitability: An overview of strategies for increasing sales and reducing expenses. (pdf; 2008)
Planning Your Business
Computerizing Your Inventory Control System: A list of – and links to – inventory control systems from ABA's Bookseller's Resource Directory.
Developing a Business Plan: Here's a model of a detailed bookstore business plan. (pdf; 2008)
Growing Your Business: There is a direct correlation between sales volume and profitability. One way to grow sale is to grow the store. It's important to examine the reasons for store expansion and the whens and hows of remodeling existing space, growing existing space, finding new space, and opening a second location. (pdf; 2008)
Planning Your Small Business, from the Small Business Administration
Store Operations
The Bookstore Self-Audit: This thorough review will help you evaluate your store operations and address important management issues. (pdf; 2008)
Digital Revolution 2.0: Independent booksellers are gatekeepers of information, but people are getting information in new ways. Here's some great, hands-on information on how booksellers can reach today's readers -- especially "digital natives" -- with email, blogs, and social networking. (pdf; 2008)
Efficiency: By using their time more effectively, making staff more productive, and implementing efficiencies throughout the store, managers will be able to devote more time and energy to achieving important strategic goals for the store. (pdf; 2008)
Buying, Merchandising, and Selling Graphic Novels:
Lobsterman to the Rescue - part 1
Lobsterman to the Rescue - part 2
Lobsterman to the Rescue - part 3
Graphic Novel title list
Green Retailing: Being a green retailer, or an environmentally friendly retailer, will not only raise your status among your current and future customers, it will also save you money and increase your bottom line. (pdf; 2008)
Ways to go Green at home or in the office. (pdf; 2008)
Selling non-book items: List of vendors and green products
Loss Control: How to Stop Profits From Running Out the Front (and Back) Door. Daily Records Sheet from Schwartz.
Getting the Most Out of Your Kids Section - from Association of Booksellers for Children. Managing space, staffing, selection, and programming for category growth.
Customer Service for Your Kids Section - from Association of Booksellers for Children.
Strategic Planning
Succession Planning: Are you going to sell your bookstore? Here are tips for ensuring a smooth transition—and transaction. (pdf; 2008)
Events
Authorless Events: Authorless events can promote traffic in your store and increase sales -- which can help your store become an important hub in your community. Here are some important guidelines and a number of great event ideas.
Creating Killer Events – General Rules: One of the most effective tools to set your store apart is a compelling events schedule. Here’s how to create one. (pdf; 2006)
Creating Killer Events – Checklist: A detailed event-prep checklist, including special considerations for off-site goings-on.
Managing Blockbuster Events -- How do you prepare for an event likely to draw 500, 1,000, or 5,000 people?
Event Budget Worksheet -- This is a sample event budget worksheet booksellers can use as a guide to creating their own event budget.
Marketing
Building and Rewarding Customer Loyalty
Loyalty matters -- now more than ever. Customers will be loyal to the business that adds the most value to their shopping experience, and -- with books sold in more outlets than ever before -- it's never been more important to establish the strongest relationship with your customers possible. (pdf; 2008)
Getting the Most Out of Your Website (PowerPoint presentation; 2008) and checklist (pdf)
General ABA marketing support includes shelf talkers -- Autographed Copy Shelf Talkers, Local Author Shelf Talkers, and Staff Picks Shelf Talkers, to use with or without Indie Next List titles, and business products.
E-mail Newsletters: Tips, strategies, and ideas for creating appealing, informative e-mail newsletters. And for instant content for your newsletters....
How to Organize Reading Groups: An excerpt from Manual on Bookselling.
Give It Away to Get It Back: Using "Thought Leadership" Marketing to Build Your Children's Business.
Bookstore Publicity Kit: Templates you can use to publicize your bookstore, including a press release, pitch letter, bookstore fact sheet, and media alert.
How to Be the Story: Implementing a Public Relations Plan
Booksellers at the Tipping Point: Leveraging Localism and Independence to Promote Your Store. Sample Press Kit
Sales
Consumer Behavior Revealed: The Dating Game: Because consumers can buy books almost anywhere independent booksellers need to add value to the book shopping experience. But to add value, we must first understand what motivates our customers.
Handselling: Customer Service With Results: Now available online are ABA's video vignettes, which dramatize 10 potential customer service scenarios to show the best and worst practices in five key areas of bookselling. (videos, 2007)
Handselling: Customer Service with Results (pdf, 2008), Handselling Checklist (pdf; 2008)
Increasing Sales: Form stronger customer relationships, improve your sales and marketing, and more. (PowerPoint presentation; 2005)