Presented by: Chrysanne LoweTitle: VP Global Customer MarketingDate:10/6/06Orbis Panel, Portland Oregon

Redefining Roles: Redefining Roles:

New Relationships between New Relationships between

Publishers, Libraries, and Agents Publishers, Libraries, and Agents

in the E-worldin the E-world

Publishing Cycle ClassicPublishing Cycle ClassicPublishing Cycle ClassicPublishing Cycle Classic

Accepted, refereed MSS of papers

ResearchCommunity

Printed journal issues

"The Literature" of a discipline

Review process

Proofs

Submit papers

PublisherProduction& distribution

Sales &management

Agents

LibraryAuthors

JournalEditors

Referees

Readers

Publishing Cycle 2006Publishing Cycle 2006Publishing Cycle 2006Publishing Cycle 2006

Service Bureau

Accepted, refereed MSS of papers

ResearchCommunity

Review process

Proofs

PublisherProduction& distribution

Sales &management

LibraryAuthors

JournalEditors

Referees

Submit papers

"The Literature" of a discipline

GovernmentConsortia

Integrators

Agents

Negotiators

Library systems

Printed & online journal issues

Readers

Online hosts

Electronic Licensing 11 years ago Electronic Licensing 11 years ago Electronic Licensing 11 years ago Electronic Licensing 11 years ago • No one knew how to sell E-Journals• Subscription agents were entrenched in print issues• No electronic licensing standards• E-Media is different than print• Only the licensee can guarantee to publisher.

Subscription Agents could not legally sign for an institution

• Librarians wanted to work directly with the major publishers

• Customers wanted to negotiate volume discounts• Formation of consortia• New pricing models emerged for electronic.

Standard catalog no longer applied

““Change is not merely necessary Change is not merely necessary to lifeto life

— it is life.”— it is life.”

Alvin Toffler, American Writer and FuturistAlvin Toffler, American Writer and Futurist

But how will Elsevier be replacing But how will Elsevier be replacing the services provided by the services provided by

subscription agents? i.e. Pricing, subscription agents? i.e. Pricing, bibliographic changes, access bibliographic changes, access

problems, renewals, EDI invoicing…problems, renewals, EDI invoicing…

PricingPricingPricingPricing

– Lack of standardization brings more options and but no more instant estimates across publishers.

– Print pricelist posted on Elsevier.com– Avg print price increase announced July– Direct relationship enables communication of licensing

options. P+E, E-only, DDP options: Communication can get lost or confused via third parties.

– The more Elsevier works directly with customers, the better we understand your needs and our business models and licensing terms evolve. (e.g. archiving options)

With agents, I could get a complete estimate of my total price for all my subscriptions, all consolidated. Now every contract has different terms, price caps; I need an army of people to estimate pricing.

Bibliographic changesBibliographic changesBibliographic changesBibliographic changes

Coming this month 2006:

Customized Title Communications

We will notify designated customer account administrators via personal email of title changes that affect your institution’s list prior to loading changes on ScienceDirect

"This is a great new service. Thanks very much" --Electronic Acquisitions Librarian, University of

Pennsylvania Library]

Access ProblemsAccess ProblemsAccess ProblemsAccess Problems

Q3 Satisfaction results E-Journal Delivery•90% Satisfaction•89% rate same or better (32%) than other publishers

Q3 Satisfaction results E-HelpdeskCompared to other Publishers:•91% rate E-Helpdesk the same or better (43%)Compared to Agents:•90% rate E-Helpdesk the same or better (40%)

" The experience was entirely satisfactory in that we gained access very quickly. "Librarian, Government, United States  (06/Q3)

It’s not just about “replacing service”It’s not just about “replacing service”It’s not just about “replacing service”It’s not just about “replacing service”

RenewalsRenewalsRenewalsRenewals

• Trade off – lack of consolidation but more buying power through license agreements.

• For contract renewals Elsevier provides Title Worksheet for swapping and change process.

• Elsevier allows you to adjust title lists after invoicing.• Trade off: Agents as financial institutions. “Front the money”

Benefits to direct financial relationship (Remember Faxon?)

“Your entire invoicing process has greatly improved over the last two years."--Librarian, Hospital/Medical School, USA Q2/ 06

I need to review the renewal title by title and it’s hard to get the invoicing right. I miss having all my titles consolidated on one list. I had more time with the agents.

EDI InvoicingEDI InvoicingEDI InvoicingEDI Invoicing

• EDI Service for Libraries’ internal budgeting & administration

• Billing via the agent provides no advantage for Elsevier in the case of E-licenses. We still need to go through the same renewal process directly with the customer

• Elsevier will work with customers to accommodate their needs

• Are Libraries willing to pay for Agent services?

We’ve got more buying power in the collections budget but I don’t have the admin budget to afford the higher cost of managing it all!

Elsevier is developing new relationships Elsevier is developing new relationships with Agents and Third-Party Platformswith Agents and Third-Party PlatformsElsevier is developing new relationships Elsevier is developing new relationships with Agents and Third-Party Platformswith Agents and Third-Party Platforms

– Role for agents in developing areas, e.g. small customers and particular geographic regions

– We’re already working with third party platforms on e-books and exploring new opportunities with e-book monographs.

– In discussions with traditional subscription agencies, exploring new roles as well as solutions for individual customers

Customer Focus:Customer Focus:Getting Closer to Our CustomersGetting Closer to Our CustomersCustomer Focus:Customer Focus:Getting Closer to Our CustomersGetting Closer to Our Customers

Measured improvement in all areas - 7 in 10 “better than other publishers”

Plans to furtherimprove 3 keyareas - Continue improvements overall

2005

2006

Resources:Resources:People-People-http://contacts.elsevier.com/http://contacts.elsevier.com/Usage and Administration tools-Usage and Administration tools-https://admintool.elsevier.com/admintool/userAhttps://admintool.elsevier.com/admintool/userAuthentication.urluthentication.url

SD Product info and lots more-SD Product info and lots more-http://www.info.sciencedirect.comhttp://www.info.sciencedirect.comTitle changes-Title changes-http://www.info.sciencedirect.com/news/titles/http://www.info.sciencedirect.com/news/titles/Pricelists, LibraryConnect, lots more -Pricelists, LibraryConnect, lots more -http://www.elsevier.com/librarianshttp://www.elsevier.com/librarians

Resources:Resources:People-People-http://contacts.elsevier.com/http://contacts.elsevier.com/Usage and Administration tools-Usage and Administration tools-https://admintool.elsevier.com/admintool/userAhttps://admintool.elsevier.com/admintool/userAuthentication.urluthentication.url

SD Product info and lots more-SD Product info and lots more-http://www.info.sciencedirect.comhttp://www.info.sciencedirect.comTitle changes-Title changes-http://www.info.sciencedirect.com/news/titles/http://www.info.sciencedirect.com/news/titles/Pricelists, LibraryConnect, lots more -Pricelists, LibraryConnect, lots more -http://www.elsevier.com/librarianshttp://www.elsevier.com/librarians

Thank you!c.lowe@elsevier.com