Books-A-Million Case Study Floored by a Creative Barter SolutionThe Challenge Books-A-Million (BAM) had a multimillion-dollar problem – an inventory of unsold gift products from a manufacturer that refused to take them back. The CFO was prepared to accept the loss and liquidate them until he was approached with a unique solution: sell all the items at once to one buyer in exchange for trade credit, which could be used toward the purchase of products and services needed to run the business. Books-A-Million has done multiple transactions over a decade using ICON's directed trade program.How ICON Uncovered Value As a mass-market discount retailer, BAM had minimal budget for media spending, so the typical form of trade credit redemption – consumer advertising – would use up only a small portio

Join for free to read