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MANAGING TO LIBRARIANS’
EXPECTATIONS
CONSORTIA SALES STRATEGIES
Society for Scholarly Publishing SeminarPhiladelphia, 16 November, 2004
The American Physiological Society
The American Society for Biochemistry & Molecular Biology
The American Society of Clinical Oncology
The American Society for Investigative Pathology
The American Society for Nutritional Sciences
The American Society for Pharmacology & Experimental Therapeutics
The American Society of Plant Biologists
Federation of American Societies for Experimental Biology
Joint Commission Resources
Project Hope: Health Affairs
Society for Leukocyte Biology
PUBLISHERS&
INSTITUTIONS
Has Online Affected Our Business Relationships?
ARE THEY BALANCED ?
• Interdependence & Partnership
• Good Value & Quality of Service
• Market Growth and Expansion
• Relevance of Pricing to Markets
. . . OR UNBALANCED?
• Divergence of Views
• Journal Rate Increases & Budget Cuts
• Library “Downsiting” & Publisher Mergers
• Irrelevance of Publisher Pricing Strategies
SubscriptionAgents
Fulfillment
Editorial Marketing
SALES
Who does it? How effective are they ?Selling to Institutions
What Do Libraries Really Want?
Maximum value from Content
Satisfy User Demand for Content
Help with the Transition from Print to Online
Direct Relationships with Publishers
What Do Publishers Really Want?
Maximum Return from Content
Increased Access to Content
Help with transition from Print to Online
Direct Relationships with Institutions
“La Mort du Big Dil”
Unreasonable budget commitments
Inability to satisfy user demand
Superfluous content
“Locked in” agreements
An Opening for SocietiesAn Opportunity for Libraries
Selective Licensing
Start with the Essential
Ensure mutual interests are protected
Give users what they want
Make agreements with room to grow
An Opening for SocietiesAn Opportunity for Libraries
Baseline Pricing ?
FTE Pricing ?
Tier Pricing ?
Site Pricing ?
Package Pricing ?
PRICING STRATEGIES
E-SURCHARGE: Bonus service for loyal customers
DDP: Deep discount on print plus e-access
THE BIG DEAL: Based on total spend
E-CHOICE: Selective licensing based on holdings
EVOLUTION OF PRICING MODELS
CONSORTIUM PROFILES
FTEs: 11,600 FTEs: 13,000 FTEs: 500
# Sites: 12 # Sites: 12 # Sites: 18
Bundled Value: $7,722 Bundled Value: $5,960 Bundled Value: $0
Online Value: $1,210 Online Value: $1,642 Bundled Value: $0
Base Value: $8,932 Base Value: $7,602 Base Value: $0
INSERM CNRS CONSORTIUMOFFER (1st Try)
Publisher Title Online OnlyINSERM CNRS TOTAL
12 sites 12 sites
(Discount) 2005 Rate 30% 30%
SSP Journal of W $600 $5,040 $5,040 $10,080
SSP Journal of X $250 $2,100 $2,100 $4,200
SSP Journal of Y $430 $3,612 $3,612 $7,224
SSP Journal of Z $175 $1,470 $1,470 $2,940
Sub Totals $1,455 $12,222 $12,222 $24,444
Virtual Charge 50% $6,111 $6,111 $12,222
TOTAL VALUES $18,333 $18,333 $36,666
INSERM CNRS CONSORTIUMOFFER (2nd Try)
Publisher TitleOnline Only
INSERM CNRS EFSTOTAL
12 sites 12 sites 18 sites
2005 Rate 30% 30% 30%
SSP Journal of W $600 $5,040 $5,040 $7,560 $17,640
SSP Journal of X $250 $2100 $2100 $3,150 $7,350
SSP Journal of Y $430 $3,612 $3,612 $5,418 $12,642
SSP Journal of Z $175 $1,470 $1,470 $2,205 $5,145
Sub Totals $1,700 $12,222 $12,222 $18,333 $42,777
Virtual Charge 50% $7,129 $7,129 $7,129 $21,387
TOTAL VALUES $19,351 $19,351 $25,462 $64,164
INSERM CNRS CONSORTIUMOFFER (3rd Try)
Publisher TitleOnline Only
INSERM CNRS EFSTOTAL
12 sites 12 sites 18 sites
(Discount) 2005 Rate 30% 30% 75%
SSP Journal of W $600 $5,040 $5,040 $2,700 $12,780
SSP Journal of X $250 $2,100 $2,100 $1,125 $5,325
SSP Journal of Y $430 $3,612 $3,612 $1,935 $9,155
SSP Journal of Z $175 $1,470 $1,470 $787 $3,727
Sub Totals $1,455 $12,222 $12,222 $6,547 $30,991
Virtual Charge 75-75-25% $5,810 $5,810 $3,874 $15,494
TOTAL VALUES $18,032 $18,032 $10,421 $46,485
International Coalition of Library ConsortiaICOLC Fall 2004, Barcelona(6th European meeting)
ARCHIVES & PERPETUAL ACCESS
Legacy Content Disappears: Bioimaging was transferred from IOP to Wiley. The back files disappeared and it took 2 years to reinstall them.
Permanent Access Ceases to be Permanent: A director at AAAS drafted a licensing clause on permanent archival access. He left and AAAS renegotiated all license agreements, deleting archive clause. This undermined the trust between institution and publisher. The agreement was cancelled. Customer now uses Lockss.
International Coalition of Library ConsortiaICOLC Fall 2004, Barcelona(6th European meeting)
ARCHIVES & PERPETUAL ACCESS
Journal Changes Publisher and Archives Vanish:EMBO transferred in 2003 from OUP to NPG. Website at OUP states clearly that institutions are entitled to archival access to paid content. OUP offered to try to influence policy of the new publisher, but NPG cut off archival access after renewal period.
International Coalition of Library ConsortiaICOLC Fall 2004, Barcelona(6th European meeting)
ICOLC STATEMENTS (Arnold Hirshon)
NON-DISCLOSURE CLAUSES: ICOLC will be issuing a statement calling for the elimination of non-disclosure clauses.
LIBRARY ADVISORY BOARDS: ICOLC is strongly in favor of Library Advisory Boards and urged its members to support them.
INSTITUTIONAL REPOSITORIES: ICOLC would like to see Institutional repositories to solve archive problems.
International Coalition of Library ConsortiaICOLC Fall 2004, Barcelona(6th European meeting)
OPEN ACCESS (Kristina Hormia, FineLib)
OPEN ACCESS: What will the the balance be between Commercial and Open Access publishing? There is neither passion nor activism for this cause as far as the European library and research community is concerned. There is also a long way to go before we can accept the idea of Open Access as a viable alternative. The process will take a long time and much discussion and energy, which could distract us from our real tasks as librarians.”
INSTITUTIONAL SALES&
LICENSING
David Charles92 avenue du Général de Gaulle78600 Maisons-Laffitte, France
Tel: +33 1 39 12 29 29Fax: +33 1 39 12 47 45
email: [email protected]
