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PGW: A New Sales Structure
Roxane Farmanfarmaian -- 6/29/98
West Coast distributor Publishers Group West has consolidated its sales and marketing departments under the direction of Mark Ouimet, who has been promoted to executive vice-president of sales and marketing. "It's a redefinition of areas of responsibility to accommodate our growth as a $100-million company," said chairman, president and CEO Charlie Winton. Ouimet will now be the only sales and marketing officer to report directly to Winton, freeing Winton to focus more on strategic issues.
Reporting to Ouimet will be Kim Wylie, senior v-p national accounts; Christine Barnard, newly appointed v-p director of sales from her previous position as national sales manager; Karen Cross, v-p director of marketing; and Sarah MacLachlan, named director of Canadian sales in April. Also reporting directly to Ouimet will be a new marketing director, a position PGW hopes to fill by the time winter conferences take place in mid-August. The position will involve managing publisher relationships as well as overseeing the publication of the company's catalogues and its advertising.

Among other developments, the publishing director and COO of Avalon, Susan Reich, and Ouimet have been appointed to the board of directors of Avalon Publishing Group and PGW respectively. Senior v-p, director of sales Gary Todoroff, who was hired nine years ago as PGW's first sales manager and helped bring about its growth, will be leaving the company, though he will remain a minority shareholder.

"Merging sales and marketing is the way of the marketplace now," said Winton. "It makes sense, and allows younger people to step up into new areas of responsibility." Included in this group is John Hays, who, effective August 10, will be national accounts manager; he is currently field sales rep of the mid-Atlantic region.

Ouimet joined PGW in 1990 and, although his title was director of marketing, he also managed the sales effort in the computer book area when PGW distributed such large accounts as the Waite Group and Peachpit Press and took responsibility for special sales before Barnard was hired in July 1997 from Little, Brown. He also managed the Canadian operations.
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