Dover Sales Force Revamped

by Staff -- Publishers Weekly, 4/25/2005

Disappointing sales to bookstores in its Dover Publications subsidiary has prompted parent company Courier Corp. to integrate Dover's sales force with that of its other book unit, Research & Education Associates. Sales at Dover fell 7% in the second quarter ended March 26, with sales to retailers down 12%, which offset a 20% increase in direct-to-consumer sales. The consolidation of the sales forces will result in one sales group that will sell both Dover and REA titles to all accounts. Previously, REA reps sold to the education market and Dover sold to the trade.

While weak sales at Dover dropped total sales in Courier's publishing division by 4% in the quarter, to $9.7 million, revenue in its book manufacturing segment rose 10.5%, to $45.3 million. A 33% increase in sales to the education market drove the gains. Sales to the religion market fell 16%, but sales to the trade segment rose 5%.

Although six-month sales for Courier were up 8.6%, to $104.7 million, weakness at Dover caused the company to slightly lower its sales expectations for the full year.