The View from Chicago
The merger of Fujii Associates and Heinecken & Associates here in the Midwest will be a watershed event in the history of selling on commission in the US. It creates a super-group from two of the largest organizations already in the territory, and it also perhaps opens up opportunities for other Midwest groups as the publisher deck inevitably gets reshuffled and realigned. I’m sure all NAIPR members will join me in wishing the new Fujii Associates great success. We look forward to their continuing support of our association, as well.
When Ted Heinecken, veteran group head who started up in 1978, talks about attempting to “raise the bar of service to a new industry standard” with this new association, I believe he is referring to the considerable talents of their group members, which, even just between the two principals equals fifty-three years of combined experience. That’s a formidable advantage going in, and Fujii’s ability to court mainstream publishers and large distributors should be enhanced. This is a good thing for all of us. I’m sure the new, improved Fujji Associates under the direction of Don Sturtz will attract a premier lineup of publishers, and that bookstores will stand up and take notice.
Yet how many publishers can one commission group reasonably sign up? There are many other talented and experienced rep groups across the country; the combination of two key groups is just one example of the creative energy and innovative thinking that goes on all the time among independent sales reps. There’s room for many different kinds of sales groups, and a merger of this kind will only attract positive attention to our industry segment. NAIPR itself grows stronger as its members continue to think outside the box and utilize their varied resources.
Even as our sales meeting marathon is under way in New York, we should look ahead to Book Expo America, where we will have our own “Enjoy Your Independence” party on Saturday night, complete with top-flight musical entertainment, where we will be able to say “thank you” to our buyers, our publishers, our membership, and to our many other colleagues throughout the industry.
And for all of us, life continues apace with some exciting times ahead. . . .
Eric Miller
President, NAIPR
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