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CBA's Response to Thomas Nelson's Departure from ICRS

April 16, 2008

Yesterday afternoon, Thomas Nelson released the news that the publisher is withdrawing from this summer’s International Christian Retail Show in Orlando, FL (July 13-17). According to Nelson President Mike Hyatt, “We have been discussing this move for some time. But the current economic downturn is forcing us to re-evaluate the expenditure of every marketing dollar. We are committed to doing our best to support our products and distributors with marketing expenditures that result in greater sales. And we have determined that, for Thomas Nelson, these trade shows provide very little return on a very significant investment.”

Just last week, Nelson hosted an all-expenses-paid three-day event in Nashville for the company’s top 100 Christian-retail accounts.

The release concluded with the company announcing it’s considering additional channel management strategies to support its general market accounts. “Our goal is to create relevant plans for each sales channel that will reinforce their business and their relationship with Thomas Nelson,” said Hyatt.

In response to Nelson’s decision to cancel participation in the largest tradeshow in the Christian-retail industry, CBA President Bill Anderson issued the following statement:

"The International Christian Retail Show is where our industry meets, and we have always considered Nelson [a CBA supplier member since 1982] an important part of that, so they will be missed.

"We hope to welcome Nelson back very soon because thousands of Christian retailers from across the US—and retailers, distributors and international publishers from 60 countries around the world—are coming to the International Christian Retail Show to connect with their most important suppliers and to find new ones.

"Time-pressed Christian retailers are looking for a good return on their investment. They don’t have time to go to see all of their suppliers individually, so they come to the International Christian Retail Show where they can do business with 400 suppliers under one roof, and in four days conduct a large amount of both short-term and long-term business.

"The amount of sales that this show generates far exceeds the amount of orders written at the Show as it impacts buying decisions throughout the year. Retailers use tradeshows for comparative shopping, designing product promotions, getting merchandising ideas, identifying and understanding trends, and engaging in pivotal discussions that shape decisions and business for years to come. They are looking for partners and ideas for growing their business, not just products. Some of the most innovative product ideas and strategic partnerships have been birthed at the Show taking advantage of the momentum and dynamics of the whole industry meeting together. Thousands of retailers as well as other key players in our industry will be sorely disappointed that Nelson is not there to be a part of the literally thousands of industry meetings and events that are a part of what makes the Show so valuable.

"Even industry veterans are energized in new ways as they participate in the Show. They are reminded that they are part of something much bigger than themselves. In reality, this is not just a tradeshow. It is where the community of people who have committed their lives to this profession find relationship and encouragement year after year.

Certainly as our market changes, savvy suppliers are using the Show in new ways. The Show provides suppliers with the opportunity not just to write orders, but also to position their companies, authors, and their products in the competitive marketplace, as well as build personal relationships with their customers. We believe Christian retailers will be disappointed that Nelson will not be there to see their customers face-to-face and to actively engage with Christian retailers to help them change and grow their business.”

Despite Nelson’s short cancellation notice, CBA expects the six booth spaces reserved by the publisher to fill quickly. As of Monday, April 14, retailer housing was up 20% over the same time last year. For more information on the International Christian Retail Show, go to www.christianretailshow.com.