158 david charles

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158 david charles

  1. 1. MANAGING TO LIBRARIANS’ EXPECTATIONSSociety for Scholarly Publishing Seminar Philadelphia, 16 November, 2004 CONSORTIA SALES STRATEGIES
  2. 2. The American Physiological Society The American Society for Biochemistry & Molecular Biology The American Society of Clinical Oncology The American Society for Investigative PathologyThe American Society for Nutritional SciencesThe 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
  3. 3. PUBLISHERS & INSTITUTIONSHas Online Affected Our Business Relationships?
  4. 4. ARE THEY BALANCED ?• Interdependence & Partnership• Good Value & Quality of Service• Market Growth and Expansion• Relevance of Pricing to Markets
  5. 5. . . . OR UNBALANCED?• Divergence of Views• Journal Rate Increases & Budget Cuts• Library “Downsiting” & Publisher Mergers• Irrelevance of Publisher Pricing Strategies
  6. 6. Selling to InstitutionsWho does it? How effective are they ? Subscription Fulfillment Agents SA LE S Editorial Marketing
  7. 7. What Do Libraries Really Want?Maximum value from ContentSatisfy User Demand for ContentHelp with the Transition fromPrint to OnlineDirect Relationships withPublishers
  8. 8. What Do Publishers Really Want? Maximum Return from Content Increased Access to Content Help with transition from Print to Online Direct Relationships with Institutions
  9. 9. “La Mort du Big Dil” An Opening for Societies An Opportunity for LibrariesUnreasonable budget commitmentsInability to satisfy user demandSuperfluous content“Locked in” agreements
  10. 10. Selective Licensing An Opening for Societies An Opportunity for LibrariesStart with the EssentialEnsure mutual interests are protectedGive users what they wantMake agreements with room to grow
  11. 11. PRICING STRATEGIESBaseline Pricing ?FTE Pricing ?Tier Pricing ?Site Pricing ?Package Pricing ?
  12. 12. EVOLUTION OF PRICING MODELSE-SURCHARGE: Bonus service for loyal customersDDP: Deep discount on print plus e-accessTHE BIG DEAL: Based on total spendE-CHOICE: Selective licensing based on holdings
  13. 13. CONSORTIUM PROFILESFTEs: 11,600 FTEs: 13,000 FTEs: 500# Sites: 12 # Sites: 12 # Sites: 18Bundled Value: $7,722 Bundled Value: $5,960 Bundled Value: $0Online Value: $1,210 Online Value: $1,642 Bundled Value: $0Base Value: $8,932 Base Value: $7,602 Base Value: $0
  14. 14. INSERM CNRS CONSORTIUM OFFER (1st Try) INSERM CNRS TOTALPublisher Title Online Only 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
  15. 15. INSERM CNRS CONSORTIUM OFFER (2nd Try) Online INSERM CNRS EFSPublisher Title TOTAL Only 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
  16. 16. INSERM CNRS CONSORTIUM OFFER (3rd Try) Online INSERM CNRS EFSPublisher Title TOTAL Only 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
  17. 17. International Coalition of Library Consortia ICOLC Fall 2004, Barcelona (6th European meeting) ARCHIVES & PERPETUAL ACCESSLegacy Content Disappears: Bioimaging was transferredfrom IOP to Wiley. The back files disappeared and it took 2years to reinstall them.Permanent Access Ceases to be Permanent: A director atAAAS drafted a licensing clause on permanent archivalaccess. He left and AAAS renegotiated all licenseagreements, deleting archive clause. This undermined thetrust between institution and publisher. The agreement wascancelled. Customer now uses Lockss.
  18. 18. International Coalition of Library Consortia ICOLC Fall 2004, Barcelona (6th European meeting) ARCHIVES & PERPETUAL ACCESSJournal Changes Publisher and Archives Vanish:EMBO transferred in 2003 from OUP to NPG. Website atOUP states clearly that institutions are entitled to archivalaccess to paid content. OUP offered to try to influence policyof the new publisher, but NPG cut off archival access afterrenewal period.
  19. 19. International Coalition of Library Consortia ICOLC Fall 2004, Barcelona (6th European meeting) ICOLC STATEMENTS (Arnold Hirshon)NON-DISCLOSURE CLAUSES: ICOLC will be issuing astatement calling for the elimination of non-disclosureclauses.LIBRARY ADVISORY BOARDS: ICOLC is strongly infavor of Library Advisory Boards and urged its members tosupport them.INSTITUTIONAL REPOSITORIES: ICOLC would liketo see Institutional repositories to solve archive problems.
  20. 20. International Coalition of Library Consortia ICOLC Fall 2004, Barcelona (6th European meeting) OPEN ACCESS (Kristina Hormia, FineLib)OPEN ACCESS: What will the the balance be betweenCommercial and Open Access publishing? There is neitherpassion nor activism for this cause as far as the Europeanlibrary and research community is concerned. There is also along way to go before we can accept the idea of Open Accessas a viable alternative. The process will take a long time andmuch discussion and energy, which could distract us fromour real tasks as librarians.”
  21. 21. INSTITUTIONAL SALES & LICENSING David Charles 92 avenue du Général de Gaulle 78600 Maisons-Laffitte, France Tel: +33 1 39 12 29 29 Fax: +33 1 39 12 47 45 email: davcharles@wanadoo.fr

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