McGraw-Hill’s professional book group is the latest publisher to change its sales structure in response to the growth of sales of digital content and the reduction of shelf space at retail stores. The company has combined its different sales groups into one organization and created four “super regions,” according to Philip Ruppel, president of the professional book group.
The new organization will report to the recently hired Scott Wilson and will reach its accounts through three ways, field reps, telesales, and digital sales. Ruppel acknowledged that fields reps will call on MHP’s largest accounts, but insisted the new organization will provide as good, if not better, service to all accounts. He was particularly high on the new digital sales initiative which Ruppel explained will allow MHP to do such things as send e-blast of new books to its accounts or titles the publisher believes stores need to know about, as well delivering digital catalogues. “We can do more customize marketing,” Ruppel said. Combining the different sales forces will also give reps, and accounts, access to all the different content the group is now publishing that in addition to print and e-books includes over 200 apps and content that is available through 17 different digital platforms.
The sales force reorganization is taking place as MHP’s titles are being transferred from the McGraw-Hill Education’s Dubuque, Iowa facility to the company’s Columbus, Ohio warehouse. The Dubuque plant will be closed in March.
