Date: Fri, 19 Dec 1997 03:43:05 GMT Server: Apache/1.2.1 Last-Modified: Fri, 05 Dec 1997 22:25:36 GMT ETag: "1e706e-20b3-34887f60" Content-Length: 8371 Accept-Ranges: bytes Connection: close Content-Type: text/html PAGES, INC. (NASDAQ: PAGZ)
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> Bargain Fairs
> Budget Schools
> PAGES PLUS
> Church Fairs
> Corporate Fairs
EXPANDING THE SCHOOL BOOKFAIR MARKET

Bargain Fairs

An answer to the markets request for more lower priced, value books. This fair provides PAGES with a means of clearing older inventory.

The Bargain Fair concept is the equivalent of a retail outlet store. The fair does not cannibalize existing business. PAGES offers the Bargain Fairs to schools who have already held a PAGES book fair during the current school year or new school accounts who have not yet booked a PAGES fair for that season.

PAGES packages the Bargain Fairs around two events each year. From mid-November through December schools can participate in a Holiday Extravaganza  which offers books and other ancillary holiday products. Then in May and June, PAGES presents a Summer Sizzler  event that allows students to scoop up armloads of discounted books to help them with their summer reading requirements.

Budget Schools

The budget schools market is made up of approximately 25,000 - 30,000 schools in lower income areas. In this fair, PAGES offers discounted book titles in the $1.00 -$3.00 range. This is achieved by offering older inventory, End Runs, and Remainders of books the Company buys at $.25 - $.35 each. This is an area that has been totally overlooked by the book fair industry and currently there is no competition.

PAGES PLUS

PAGES PLUS offers an expanded version of the Company's traditional book fairs. The PLUS fairs for schools include up to 1,200 titles versus 400 titles in the regular fair and feature nine additional categories of ancillary and related educational products including, software, adult books, teaching products, novelties, and toy kits.

The PLUS concept is equivalent to a "big box" strategy in retailing in which the Company offers dramatically more product for the entire family.

The net to the company has averaged over $4,000.00 versus $12,50.00 from traditional fairs and has been as much as $20,000.00 in some areas.

The target market consists of public school districts and private schools with family incomes in the top 25% nationally. Most schools that meet this criteria tend more than one fair per year. These fairs are important because PAGES does not have to reduce prices or compete on commission for this valuable market share.

The Good Book Program, or Church Fairs

Bill Clarke created the idea of the Good Book Program  in response to the market's backlash to Scholastic's Goosebumps product line. Announced in early July and available this fall, PAGES introduced this format to address the increasing demand by parents for less controversial reading material. This plan is to offer schools and particularly churches and synagogues, as part of their family outreach programs, a selected inventory of titles from PAGES and other products that are consistent with the audience's values and beliefs.

Books on Break, or Corporate Fairs

Books On Break  has a market potential several times as great as the existing $200 million school market. With PAGES expansive distribution network already in place to serve the top 100 metropolitan markets, and a test of the corporate book fair market successfully completed, the Company is taking this concept nationwide.

The Corporate Fair  will offer 200 children's titles, as well as 200 adult titles including, best sellers, how-to books, cook books, coffee table books, etc. The adult selections are purchased in the remainder or after-market and are priced at significant savings of up to 70% off list. These fairs are held in the lobbies or lunchrooms of companies with over 500 employees, office complexes, hospitals, universities, military installations and retirement communities.



Vertical Line

"Much like the highly competitive retail marketer has already learned to do, the school market product or service provider must adapt and respond to consumer demand for high quality products, expanded breadth of choice, unmatched customer service, and unending special promotions. To these ends PAGES has introduced four new book fairs." - Bill Clarke

PAGES has identified expanded school markets and several nontraditional markets that will effectively increase the size and revenue potential of the book fair market by as much as 500% over the next 3-5 years to provide healthy - and virtually untapped - sales and marketing opportunities. These markets include:

  • 14,500 Senior High Schools
  • 100,000 Churches & Synagogues with 500+ congregations
  • 16,000 Public Libraries
  • 29,000 Businesses with 500+ employees
  • 12,000 Manufacturing facilities
  • 1,200 Insurance Companies
  • 1,850 Military Bases
  • 96,400 Government Offices
  • 14,000 Universities
  • 8,500 Junior Colleges and Vocational/Trade Schools
  • 11,500 Hospitals
  • 10,700 Upscale Retirement Communities

    "Given the reality of budgetary restrictions, book fairs should naturally face better demand as school fundraisers, as well as meet a growing need as the country places greater emphasis on improving education.
    - Marcus W. Robins, CFA
    Editor of The Red Chip Review



    "The Good Book Program  and the Books on Break  roll-out will allow the Company and its distributor network to develop a counter cyclical business to spread the workload and provide new sources of cashflow during the slower summer season. In addition, as the number of these fairs grow the CompanyÕs overall margins will expand. Margin expansion will achieved because corporations and churches receive 10% of gross sales and remit 90% to the Company." - S. Robert Davis


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