1. Bianka Ochs-Fawzy Head, Sales and Marketing Sales and Marketing 2016: Recent activities and future plans IMO Publishing

2. 2 Overview 1. Update on sales activities 2. A success story: The IMO Bookshelf 3. Counterfeit copies 4. Plans for the future IMO Publishing

3. 3 1. Update on sales activities: A few numbers IMO Publishing Total net sales (2011-2015)

4. 4 A few numbers IMO Publishing Distributors’/resellers’ share of total sales (2015)

5. 5 A few numbers IMO Publishing Total sales by language (2015)

6. 6 A few numbers IMO Publishing Paper vs digital (2015)

7. 7 2. A success story The IMO Bookshelf IMO Publishing

8. 8 The product Installation and activation without internet access, CD Content: compilation of bestsellers, pick and choose; regular updates (to content and software) Format: EBK, looks like pdf but protected Added features: searches, bookmarks, annotations, printing and copying of small excerpts “Official” elements: IMO circular on carriage requirements of publications on board ships, certificate IMO Publishing

9. 9 The process Promoting Free titles on CD Demo licences Explaining Dedicated section on IMO website Face-to-face training sessions Training videos (planned) Protecting Linked to one PC/laptop Limited copying and printing IMO Publishing

10. 10 3. Counterfeit copies Professional design and printing But: small errors/discrepancies (guidance document on how to identify a counterfeit copy on IMO Publishing web pages) Violate intellectual properties rights Do not meet carriage requirements Have not undergone rigorous checking procedures IMO Publishing

11. 11 Counterfeit copies What we have done/will do: Information on IMO Publishing web pages Cease and desist letter Consultations with other maritime publishers How you can help: Contact IMO Publishing (sales@imo.org), purchase copy and obtain receipt (expenses will be refunded) IMO Publishing

12. 12 4. Plans for the future Enrich editorial content Streamline digital formats Research new markets Continue to increase distributors’ share of net sales IMO Publishing

13. 4 Albert Embankment London SE1 7SR United Kingdom Tel: +44 (0)20 7735 7611 Fax: +44 (0)20 7587 3210 Email: info@imo.orginfo@imo.org International Maritime Organization twitter.com/imohqfacebook.com/imohqyoutube.com/imohqflickr.com/photos/ imo-un/collections www.imo.org IMO Publishing Thank you! Questions please… sales@imo.org wwww.imo.org