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Overview of Publishers & Library Consortia Sales Strategies

Explore the marketplace pressures faced by publishers in different types of sales to various consortia like academic, medical, and national ones. Understand external and internal pressures impacting pricing and negotiation models.

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Overview of Publishers & Library Consortia Sales Strategies

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  1. Publishers & Library Consortia SLAIS E-Publishing Summer School UCL, 19th June 2007

  2. Overview • The marketplace • Types of sale • Pressures • External: from the market • Internal: from the business • Questions?

  3. The Marketplace Individual Member Librarian University Corporate Government Hospital

  4. Or a consortia... Academic Consortia: NESLI Medical Consortia National consortia: Iceland

  5. Types of sale: Pick & Choose Print Only Online Only Print + Online Usually at list prices: price increases determined annually in July/August

  6. Types of sale: subject collections Typically Online Only Negotiated prices Good for specialised institutions: eg veterinary college

  7. Types of sale: pay per view (PPV) Personal credit card Online Only Pre-purchase credits Post-purchase using download metrics Preferred by corporate customers

  8. Types of sale: the big deal • Typically Online Only • Negotiated prices • Multiple year contract • Price caps • Discounted print • Local hosting Good for large multi-disciplinary institutions

  9. Types of sale: direct or intermediary • Facilitator • Local Language/customs • Local contact • Payments • Order processing • Helpdesk • admin • Commission required • Extra link in the chain • Less necessary in online world • Distanced from customer • Internal customer support

  10. Types of sale: third party agreement • License content to a vendor • Royalty paid on sales made • content aggregated with other content • Larger sales team • Specialise in specific markets: eg OVID = medical • Different platform • Lose branding • Lose customer contact • Impact full-price sales?

  11. Pressures on publishers: external • Static or decreasing budgets • Need for sustainable, predictable pricing • Open access • Demand for standardization • Shibboleth • Transfer • Counter • Model licenses

  12. Pressures on publishers: internal • Stakeholders: • Editors • Societies • Shareholders • Competitors • Authors • Papers • Journals • Growing readership • Growing revenues • Growing subscriber numbers • Increasing citations

  13. Summary points • More standardisation • E-commerce • More distribution of content over-layered by search engines • New models emerging: online only • New forums for exchanging views and information: linked-in, Facebook, Myspace etc

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