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Kevin McKiernan Director of Business Development, MBS Direct, LLC

Kevin McKiernan Director of Business Development, MBS Direct, LLC Current Challenges Both publishers and stores face common challenges when selling digital product. Marketing and promotion to students and faculty Customer service/support Returns and exchanges Campus debit cards

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Kevin McKiernan Director of Business Development, MBS Direct, LLC

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  1. Kevin McKiernanDirector of BusinessDevelopment, MBS Direct, LLC

  2. Current Challenges Both publishers and stores face commonchallenges when selling digital product. • Marketing and promotion to students and faculty • Customer service/support • Returns and exchanges • Campus debit cards • Student financial aid

  3. Pilot Program Fall 2005 • Participating Publishers • McGraw-Hill Higher Education • Houghton Mifflin • Thomson Learning – Higher Education • SAGE Publishing • Bookstores • 10 stores selected as representative of the full range of stores by size, type, and serving a broad and diverse customer base • Titles • 134 Titles

  4. Beta Phase Winter 2005 • Publishers • Added John Wiley Higher Education titles • VitalSource format in addition to Adobe Reader • Bookstores • Expanded number of participating stores to 31 • Titles • 600+ Titles

  5. The Process • Student takes UDT card to POS register • Register “authorizes” sale • Student goes to web site (www.DigitalTextbooks.net)

  6. UDT Percentage of Actual Enrollment 3% 2.5% 2% 1.5% 1% 0% 0% Bowling Portland CC Princeton Titan Shops University of Oregon Overall Green Utah % of Fall Enrollment % of Spring Enrollment

  7. Sell-Thru Percentages Where Digital Alternatives (eBooks) Were Available 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Bowling Portland CC Princeton Titan Shops University of Oregon Overall Green Utah Fall Sell-Thru % Spring Sell-Thru %

  8. Why Are Publishers Interested in UDT? • First significant test of student print/digital buying behavior • Print & digital both available on the shelf • Excellent exposure to digital option • Purchase process the same for student • Various publishers on the same platform

  9. Why Include Stores in Selling Digital? • Aggregation • Customer Service • Financial Aid • Connection to the Student Customer

  10. What Publishers Learned • UDT in-store process works • UDT validation works • UDT student access works • UDT security works • UDT Works!

  11. What’s Next? • More publishers participating in UDT • Each publisher participating in more platforms • Bad news: more choices • Good news: more choices

  12. For More Information: Kevin McKiernan Phone: 573-446-5287 Email: KMcKiernan@MBSbooks.com www.DigitalTextbooks.net/Bookstore

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