When Ingram launched its distribution program in March, it planned to offer only fulfillment services. Ten clients later, Ingram Publishers Service has changed course and has begun offering sales and marketing as well. The company is doubling its sales force from five field sales representatives to 10, and will hold its first sales conference at the end of the month.

The first four reps to be added are Kevin Moran, Mark Piasecki, Ed Brazas, and Sandy Hernandez.

The field sales team will continue to report to Ingram Book Company v-p of sales Jane McDonald, but will expand its coverage to include Ingram and Spring Arbor, as well as IPS. "The Ingram sales call will look a lot different," said Phil Ollila, v-p of Ingram Publisher Services, noting that reps will be selling both wholesale and publishing services. Although buyers will have to place two separate orders, at the back end Ingram will combine wholesale and publisher orders and ship them together.