Kathy Gagliano

Executive Vice President, Merchandising at Books A Million

📍 Birmingham, Alabama, United States

Kathy Gagliano is the Executive Vice President of Merchandising at Books-A-Million, a company she has been with for over two decades. An alumna of the University of Georgia, her expertise lies in analyzing market trends, inventory management, and strategic product selection for the national bookstore chain.

She has been a key figure at Books-A-Million for more than 24 years, rising through the ranks to her current executive leadership position.

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Experience

18 Years

Current Role

Executive Vice President, Merchandising

Job Level

Leadership

Location

Birmingham, Alabama, United States

Personality Overview

How Kathy shows up

Communication Style

Decision Approach

Work Preference

Behavioral traits and communication patterns that shape how this person evaluates opportunities, builds trust, and makes decisions in professional settings.

Priorities

Topics Kathy cares about

Book Merchandising

As EVP of Merchandising, she is responsible for the product selection, placement, and overall sales strategy for the entire Books-A-Million chain.

Publishing Trends

She publicly comments on shifts in the book market, including the significant impact of social media platforms like TikTok on driving backlist sales.

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Career

Work history

7-2007

Executive Vice President, Merchandising

Books A Million

In the press

Media appearances

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Education

M.S.

University of Georgia

Social presence

Behavioral profile

DISC profile (public)

DISC behavioral profile

Dominance, influence, steadiness, and calculativeness scores with guidance on how this person prefers to communicate and decide.

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Books A Million

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How to run the call and the meeting
His cold-calling profile and exact script
How to write an email that lands
How to negotiate and close

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During a call or a meeting

Build rapport, it will come handy to handle hard questions later

DON'T

Don’t overhype the product/pitch, keep it measured

Focus on immediate action-items rather than the larger goals

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When cold calling

Pattern Interrupt: Speaking in a slightly hesitant manner, and seeking their permission at the start through a negation can get you a chance.

Pace: Speak slightly fast, especially if you tend to be calm and confident. Sound like a ‘knows their domain’ person.

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When writing an email

Subject: Exciting but objective

Length of mail: Medium

Salutation: Yes ( Something usual). Greeting: No. Tone of words: Confident, informational. Bullet points: Could use. Closing line: Logically summarize, keep high energy. Complimentary close: Unique or standard. Overall messaging: Focused on generating excitement while staying objective

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Negotiating and closing

The secret to closing Kathy fast: Clear proof of product value matters to them, followed by others' testimonials and rapport.

How fast will Kathy move? They like to perform full analysis and can take time to make any decision.

Reveal the closing strategyFree. 10 seconds.

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