Is Selling Direct Worth It?

“I’m sure HarperCollins is well-intentioned,” said Jack McKeown, a former executive at both HarperCollins and Perseus Books and now president of Books and Books, a bookstore in Westhampton, N.Y. “Publishers do need to engage consumers and offer buy buttons for their convenience. But an aggressive pursuit of direct sales, I think, is misguided and a misallocation of resources.” While publishers with deep expertise in specific genres, such as Tor or Harlequin, can do well selling direct, McKeown said an overemphasis on direct selling is a mistake for large general interest publishers. “Consumers are not looking for publishers, they’re looking to retailers to aggregate and recommend titles. Harper is disaggregating our audience. They can’t offer an array of topics and publications. While I do understand what they are trying to do, they should be working to amplify their existing retail channels.”

via Is Selling Direct Worth It?

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