Kathy Gagliano

Wildcard
DISC Type : cis

Executive Vice President, Merchandising at Books A Million

Birmingham, Alabama, United States

Overview

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.

Personality Overview

Curious But Skeptical

Requires Proof

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care 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.
Retail Strategy
Her long tenure and leadership role involve developing high-level strategies for inventory, sales, and adapting to changing consumer behavior in brick-and-mortar retail.

Media Appearances

Kathy has no verified media appearances

Work History

7-2007
Executive Vice President, Merchandising at Books A Million

Education

M.S. from University of Georgia

More Information

Social Presence :

Prographics :

Exp : 18 Location : Birmingham, Alabama, United States Job Level : Leadership Designation : Executive Vice President, Merchandising at Books A Million
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Insights For Selling To Kathy

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Focus on immediate action-items rather than the larger goals
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kathy is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Kathy

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Kathy move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Kathy take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Kathy

Personality Compatibility


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