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Tien Wah Press is an Asian book manufacturer with factories in Singapore, Malaysia and Japan that was seeking to open new markets in North and South America.
From 2000 – 20015, John Hernandez was hired to develop new business with a sales focus in the New York publishing sector as well as open new markets in Canada, Mexico and South America. In five years John secured over $10 million in new business at an average of $2 million annually. John implemented a full court press to grow existing business with prestigious publishers such as Barnes & Noble, Simon Schuster, Hyperion, ESPN and Miramax.
One of the highlights in John’s contract with Tien Wah Press was when he secured Grupo Santillana, the largest Spanish educational publisher as a client to produce all their educational books for the South American learning market. John negotiated the Grupo Santillana deal which was worth over $5 million in new business with millions of educational books delivered to the USA, Mexico, Guatemala, Panama, Columbia, Ecuador, Peru, Bolivia, Chile, Argentina, Uruguay, Paraguay, Brazil, Venezuela, Costa Rica, Honduras, Puerto Rico and Dominican Republic.
At the time, the Grupo Santillana deal was the largest amount of new business secured at Tien Wah Press, marking John as the youngest and most successful sales manager in company history.
John has worked with many celebrity chefs in publishing their recipes in full-color cookbooks including Rocco DiSpirito. John negotiated the manufacturing deal with DiSpirito’s publisher to produce two cookbooks including “Flavor” and “Rocco’s Italian American” which resulted in over 300,000 units sold and a deal worth over $750,000.
John secured Taunton Press, the largest DIY home publisher, and grew the account from zero to $3 million in annual business. John secured leading Canadian educational publisher, Firefly and grew the account from zero to $1.5 million in annual business. John also secured ESPN Books as a client where TWP produced numerous sports-related titles.
At TWP, John leveraged a deft skill in negotiating profitable deals in a business that has very tight profit margins. John was able to build on his account management skills by servicing and growing a wide range of multi-million dollar corporate accounts spanning numerous U.S. and international locations.
John also developed a great understanding for all the intricacies of the manufacturing process as well as the freight forwarding process when shipping goods from Asia to other markets. The success John achieved in closing a consistent stream of million dollar deals assisted TWP in reaching favorable sales quarters year after year.
