BISG Webcast - Selling in a Digital World (5.19.11)

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While exploring the history and current use of on sale dates in the book industry, this 60-minute BISG Webcast provides highlights from BISG's best practice document titled On-Sale Date Compliance: …

While exploring the history and current use of on sale dates in the book industry, this 60-minute BISG Webcast provides highlights from BISG's best practice document titled On-Sale Date Compliance: Recommended Best Practices. It will also provide recommendations for the unified definition and transmission of on sale dates, as well as examples of what happens when this important month/day/year combo is misused.

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  • 1. This BISG WEBCAST will begin at 1:00 p.m. Eastern. Please stand by. Some considerations: All participant phone lines are muted. We’ll welcome your questions/comments at the end.BISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org
  • 2. Creating a more informed,  empowered and efficient book  industry supply chain for both  physical and digital products. physical and digital products BISG is committed to the development of effective industry­ wide standards, best practices, research and events that  enhance relationships between trading partners. www.bisg.orgBISG WEBCAST © 2011, the Book Industry Study Group, Inc. 2www.bisg.org
  • 3. KAREN FORSTER Associate Director Book Industry Study Group, Inc. TOM CLARKSON Principal Cumberland Systems Review Group TOM STOURAS Vice President of Supply Chain and Sales Operations M ill Macmillan MARY MCCARTHY Director, Product Group Ingram Content Group Inc.BISG WEBCAST © 2011, the Book Industry Study Group, Inc. 3www.bisg.org
  • 4. BISG WEBCAST © 2010, the Book Industry Study Group, Inc. 4www.bisg.org
  • 5. BISG WEBCAST © 2011, the Book Industry Study Group, Inc. 5www.bisg.org
  • 6. In the beginning…. beginningBISG WEBCAST © 2010, the Book Industry Study Group, Inc. 6www.bisg.org
  • 7. But then things changed…. changedBISG WEBCAST © 2010, the Book Industry Study Group, Inc. 7www.bisg.org
  • 8. Industry Participation • AAP • Harlequin • ABA • HarperCollins • Anderson Merchandisers • Ingram • AWBC • Levy Home Entertainment • Baker & Taylor • Macmillan • Barnes & Noble • Partners • BISG • Penguin • Bookazine • Powell’s • Books-a-Million • R d Random H House • CSRG • Simon & Schuster • Hachette Book Group • Tattered Cover • WileyBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 8
  • 9.  Booksellers that offer to deliver a new release before its on sale date can divert sales from compliant booksellers, violating a “level playing field”  Affects both online and bricks and mortar bricks-and-mortar stores  Affects even releases of “long tail titles,” because different titles are often included in the same orderBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 9
  • 10.  “On Sale Date” ◦ Date specified b a publisher on which a title, usually a D t ifi d by bli h hi h titl ll new release, can be made available for sale to consumers or library patrons  “New Release” ◦ Any title offered for the first time in a particular format or variation on a format (e.g., a movie tie-in cover) tie in  “Affadavit” ◦ A legal agreement between a supplier and the receiver of l h f d l a new release that specifies conditions relating to handling itBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 10
  • 11. 1. In general, an on sale date should be assigned to l l d h ld b d every new release being offered in the trade or general library markets 2. Academic or professional titles should be assigned an on sale date IF they are offered through trade or general library markets 3. Publishers may assign a publication date to a new release as before, but it should not be considered to b the on sale d be h l dateBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 11
  • 12. 4. The term “on sale date” should be used h “ l d ” h ld b d exclusively; terms such as “strict on sale,” “street date,” and “laydown date” should not be used to avoid confusion d f 5. Conditions (such as embargos) may be placed on the handling and presentation of new releases through affadavit agreementsBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 12
  • 13.  Assign Tuesday as the on sale date for your titles  Pack new releases separately from other titles, where practical  Flag titles as new releases on packing list  Display on sale date in appropriate spot on BISG p y pp p p Product Label  Apply distinctive labels to cartons containing new l h ti l releases, where practicalBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 13
  • 14. Barnes & Noble endorses the recommendations of the BISG Best Practices for On-Sale Date Compliance and is incorporating these recommendations into its vendor guidelines. “During the transition to full compliance with Best Practice, Barnes & Noble will continue its policy of observing on sale dates established through affadavit agreements with publishers.” Joseph J. Gonnella, Vice President, Adult Trade Vi P id t Ad lt T d MerchandisingBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 14
  • 15. A publisher will be considered compliant: 1. If they establish an on sale date for all new th t bli h l d t f ll releases, and 2. If they adhere to that on sale date by delivering y y g new releases uniformly to stores across the country no earlier than the working day before the on sale date and no later than the on sale dateBISG WEBCAST © 2011, the Book Industry Study Group, Inc.www.bisg.org 15
  • 16. BISG WEBCAST © 2011, the Book Industry Study Group, Inc. 16www.bisg.org
  • 17. Why should publishers adopt the BISG recommendation across all of their publications..?  Creates a level playing field among different types of trading partners.  Creates timely availability across the market irrespective of geographic or virtual locations.  Consolidates consumer sales in a given week which can help bestseller rankings.  Publishers can organize promotional activities around the on sale date.  Helps all elements of the supply chain to plan and to create efficiency efficiency.  On sale dates apply to physical books and e-books.  Consumer expectations.BISG WEBCASTwww.bisg.org
  • 18. The BISG recommendation is flexible...  It is recommended that publishers apply on sale dates to all of their new releases releases, particularly trade publications, however publishers can do whatever is best for their books and market.  It is recommended that Tuesdays be typical on-sale days, however publishers can on sale days choose any day of the week that is best for any particular work.  Publishers can seek on sale date compliance with title specific affidavits or blanket affidavits depending on their particular needs.BISG WEBCASTwww.bisg.org
  • 19. Challenges... Challenges  Publishers who adopt on sale date practices need to create operational and logistic processes to manage the physical and virtual distribution of their publications.  Carton markings and segregating new titles from backlist.  Compliance among different kinds of trading partners partners.  Metadata needs to be created, maintained, and distributed.  Availability needs to b managed f l bl d be d from a data point of viewBISG WEBCASTwww.bisg.org
  • 20. Mary McCarthy Director, Product Group Director, Product Group Ingram Content  Group Inc.BISG WEBCAST © 2011, the Book Industry Study Group, Inc. 20www.bisg.org
  • 21. Current System is Confusing, Time C Ti Consuming and Ineffective i d I ff ti•Multiple Affidavits-often have to be edited•Paper work, filing, double checking g g back and forth p g g going•Flood of information that just becomes white noise•Customers do not understand what is, or is not, an on sale date. Datesare being broken despite best intentions•Publishers are asking to embargo titles that do not meet that criteria 21
  • 22. Benefits•Easy to Understand, level playing field•One message to everyone in a store•Easy to understand for our non-traditional retailers•Tracking of new titles•One shipment of new titles One 22
  • 23. Ideal System y•Everything “on-sale” the same day of the week. (not Monday)•Almost no embargoed titles g•Standard as to when the title delivers to different channels h l 23
  • 24. Thank you! a you We’ll now take questions KAREN FORSTER Associate Director Book Industry Study Group, Inc. karen@bisg.org TOM CLARKSON Principal Cumberland Systems Review Group tclarkson@csrgrp.com tclarkson@csrgrp com TOM STOURAS Vice President of Supply Chain and Sales Operations Macmillan Tom.Stouras@macmillan.com MARY MCCARTHY Director, Director Product Group Ingram Content Group Inc. Mary.McCarthy@ingrambook.comBISG WEBCAST © 2011, the Book Industry Study Group, Inc. 24www.bisg.org