The discreet sales methods of the 19th century, whereby the sales representative merely showed his samples and the publisher took small spaces in newspapers for the bare announcement of title and author of his new books, were replaced by more forceful techniques. In this effort American publishers took a prominent part. Less hampered by inhibitions over the more blatant forms of salesmanship than their European colleagues, publishing houses in New York City began to take large advertisements, make extravagant claims for the qualities of their books, and thus build up bigger sales for new books than was customary in other countries. The existence of a prosperous middle class with fast-growing incomes was one factor; the vast spread of the population across the continent was another. These factors, combined with the development of the railroad, led to the successful development of mail-order advertising and selling. The sale of books, such as works of reference, by subscription was another technique that rapidly developed and grew into a business worth millions of dollars in the United States and elsewhere. It involved securing an undertaking to buy on installments over many months an already published set of books; it could also be used to secure advance orders for an expensive work, probably in several volumes, that the publisher was planning to issue, as was sometimes done in the 18th century. Continental countries also exploited the method, and considerable use was made of the door-to-door canvasser. Effects of World War I
The coming of war in 1914 naturally had a disrupting, though not wholly destructive, effect upon book publishing in European countries. Shortage of paper necessitated rationing to two-thirds of prewar consumption in the case of Britain, while from hundreds of thousands of those in the armed forces came a tremendous demand for light reading. Although at one time the cost of paper rose to eight times its prewar level, sales of books increased sharply. The extra quantities could be supplied only at the expense of quality, and the standards of paper and binding were appalling. It would have been disastrous for a publisher to be left with large stocks of these books since paper supplies quickly returned to normal after the war, and the poorly produced books became unsalable. Of continental countries, Germany suffered the worst shortages, though the principal publishers were able to stay in business; in many respects a worse ordeal awaited them in the postwar inflation. In Britain, there was reluctance to recognize books as of any special importance to the national effort; virtually no direct use of them was made by the government, and it was not until the last four months of the war that a small proportion of publishers’ staffs were granted any relief from compulsory national service.
An immediate aftereffect of the war in Europe was a sharp reduction in the purchasing power of the middle class. Whereas before, in most European countries, a proportion of the educated and professional classes bought new books regularly, high taxation, inflation, and trade depression in the postwar years cut down on spare money. Those publishers who continued to cater only to that public found it increasingly difficult to trade profitably, and many went out of business or were absorbed into larger firms. In the United States, on the other hand, boom conditions in the postwar years produced a still more prosperous and enlarged middle class ready to absorb an increasing supply of books. The number of publishing houses grew; and more American authors, such as Sinclair Lewis and Ernest Hemingway, found a world market. British and continental publishers turned more readily than before to New York City in search of fresh talent. Universities also increased in number more rapidly in the United States than elsewhere, producing a larger demand for college textbooks. Publishing them became an immensely important part of the business for many U.S. firms, which in some cases depended upon their profitable college departments to finance other parts of their operation, such as the fiction side.
The book club
A new development of vast potential at this time was the book club, an association of members who undertook to purchase, usually each month, a book selected for them by a committee, the advantage being that the book in question was supplied at a lower price than that at which it could be bought in a bookshop. The scheme, of which an early forerunner was the Swiss Co-operative Movement in about 1900, had obvious attractions for the part of the reading public that had no direct access to a bookseller. The pioneer Book-of-the-Month Club in America (1926) developed a membership that ran into hundreds of thousands, followed by The Literary Guild, its great rival, and specialized book clubs that covered a variety of special reader interests. These clubs were strongly opposed at first by both publishers and booksellers, who disliked the additional emphasis placed upon the potential best-seller, but they came to supply a genuine need. They also helped to offset the enormous amount of book borrowing from libraries. From the 1950s onward, however, their popularity was somewhat affected by the availability of inexpensive paperbound books sold in thousands of outlets outside the regular book channels. Design standards
As noted above, machine production had lowered standards of design. The English designer William Morris and his Kelmscott Press, however, had begun to work for better typography and book design in the 1890s; and his example had led to the establishment of other private presses, such as The Doves Press and the Ashendene Press, which produced editions (usually limited) of exceptional beauty, printed on handmade paper. Though aimed essentially at the collector and issued at high prices, such books began to influence the more discerning publisher; and by the 1920s a few firms, such as Alfred Knopf in New York City, Chatto and Windus and Jonathan Cape in London, and the Insel Verlag in Leipzig, were seen to be far ahead of their competitors in their standards of design. With careful planning, skillful selection of typeface, and provision of layouts to guide the printer, more and more publishers managed to achieve typographically handsome books at a commercial price. These efforts were part of the Design in Industry movement, which sought to demonstrate that mass production need not preclude beauty. It should be noted, however, that responsibility for design was passing from the printer to the publisher; as the former, with the growth of his business, became more the industrialist and less the craftsman, the latter realized that he must himself take charge of this aspect of the book. The Great Depression
The great trade slump that began in October 1929 brought a swift decline in the prosperity of American publishing. By 1931 British publishers could no longer depend upon selling a high proportion of their books to the United States, either in the form of physical copies or by way of a contract conceding the U.S. rights. Though the book trade of Europe proved a little more resilient than some other industries, it passed through a difficult period. Sales declined, profits were negligible, and there were many bankruptcies. Attempts were made to find new outlets for books and fresh ways to attract the public to them. In London an annual Book Exhibition was run by The Sunday Times from 1933 to 1938; and The New York Times tried a similar venture in its city. The Germans continued to hold their annual Book Fair in Leipzig, but this was primarily a trade function. Some British newspapers, striving for higher circulation, approached publishers to supply them with huge numbers of their popular books, specially printed, to be given away or sold very cheaply in exchange for coupons from the papers. Booksellers resented the practice, but for hard-pressed publishers it was financially attractive. In the rather desperate climate of the times, some publishers also spent inordinate amounts on newspaper advertising. Reprint book clubs proliferated too, again to the benefit of the few publishers and authors fortunate enough to secure a choice. In 1932 a valuable innovation that stimulated sales was the Book Token, a form of gift certificate. The invention of an English publisher, Harold Raymond, the Book Token could be exchanged for a book of specified value at any participating bookshop. It was at first opposed by many booksellers; but it went on to become a major factor in Christmas sales, and the system was adopted in other countries and by other trades.