Date: Fri, 19 Dec 1997 03:42:33 GMT Server: Apache/1.2.1 Last-Modified: Fri, 05 Dec 1997 22:25:46 GMT ETag: "1e7071-f41-34887f6a" Content-Length: 3905 Accept-Ranges: bytes Connection: close Content-Type: text/html PAGES, INC. (NASDAQ: PAGZ)
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New Strategic Marketing Initiatives


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OBJECTIVES

The first objective is to increase sales and achieve profitability. The primary focus during the short range is to find other ways to use our existing distribution network. The intention of the short range strategy is to generate additional sales by introducing more ways to use our distribution network in the school market and to expand its reach into new markets. This will be done by implementing two concurrent strategies.

A. Create more market potential by introducing additional types of book fairs. In Fall 97 and Spring 98, PAGES has launched four new fair types:

  • PAGES PLUS
  • Books on Break

B. Increase the average sales per book fair event. With a base of over 25,000 school book fairs, a $100 average increase in each fair adds $2,500,000 in sales. PAGES' current average is $1,250 net sales after the school or organization takes their fund raising share off the top. This average is approximately 12% ahead of last year. This total is weighted strongly toward the regular, traditional smaller size fair since it comprised over 90% of the current fairs. PAGES intends to drive the average sales per fair up to the $1,800 to $2,000 area with the mix of the new types of fairs that generate higher dollar sales. 
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In addition, the Company has adopted a more "retail-oriented" sales and operations model which includes and increased emphasis on the customer and marketing initiatives. In 1996, PAGES embarked on a major internal reengineering project developed to improve the efficiency of the book purchasing and inventory management processes. The initiative is aimed at ensuring the right books, are at the right place, at the right time.


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