PW: Ingram Growth to Come from Broader Programs

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Ingram Growth to Come from Broader Programs
Jim Milliot -- 5/29/00

Since its merger with Barnes & Noble fell through approximately one year ago, Ingram Book Group has embarked on a mission to reinvent itself in order to stay competitive in the rapidly changing book industry. "We have lots of eggs in the incubator," Ingram Book Group chairman John Ingram told PW in an interview at the company's La Vergne, Tenn., headquarters. To move forward, Ingram has made a number of strategic investments, brought in new executives and struck alliances with several different partners. While some of Ingram's new deals go beyond the book world, all take advantage of the company's core competency of distribution. "We have a talented staff whose skill sets are centered around distribution," Ingram said.

One of Ingram's major new efforts is the retooling of its PRI unit to handle "non-content" items. Although PRI will continue to service its existing publisher clients, it has begun serving as the distributor for USgift.com, a startup that describes itself as a wholesaler for the gift, garden and home accessories markets. The agreement with USgift.com, in which Ingram has made an investment, is just the first in what may be a series of deals to expand Ingram's customer base. In a similar vein, Ingram expects that the company's investment and alliance with Alibris will increase the distributor's business in the library market.

In a more traditional area, Ingram has invested more than $10 million to upgrade its iPage Web site. The new site, which will roll out in July, will now be divided into four different sites, one each for retailers, librarians, Spring Arbor customers and publishers. The changes made to iPage are aimed at "improving the functionality of the site for our customers and publishers," Ingram explained. The new site will offer such services as providing 24-hour access for customers to check such things as order status, account information and returns status--as well as to place orders. The publisher's site will be enhanced and will provide publishers with a variety of information, some free and some for a fee. "We want iPage to become an information and product portal," Ingram told PW.

The company is also investing in upgrading its warehouses and has recently hired Jerry Seabourne as its new chief logistics officer. Seabourne will be responsible for all distribution center operations, transportation and engineering functions. Other recent hires include Steve Pate and Michael Pratt. Pate, who joined Ingram in March as v-p of sales operations, most recently had been v-p of operations for Crown Books. Pratt, who has previously been a sales executive with Random House and St. Martin's, moved to Ingram in late April as v-p of sales for the Ingram Book Co. and as president of Ingram International.

The international market is an area that the Ingram Book Group chairman has targeted for growth, along with the library and gift markets. He said that business in the company's core area of traditional booksellers is stable, and he is optimistic the company will continue to add e-retailers to its customer ranks; the company currently fulfills orders for about 20 book e-retailers. And of course there is Lightning Source, Ingram's affiliated company for the e-publishing world, for which Ingram sees "dynamic growth" ahead.

"As an organization, we are determined to remain relevant to the industry, and we have the financial wherewithal and family commitment to do so," Ingram vowed.
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