In the rodeo of the electronic world, libraries and agents need to rope in the information to acquire electronic material. In many cases, you just can't look up pricing on the internet or in a vendor's system. Quotations from the publishers are sometimes required and for big deals, publisher sales managers get involved with license negotiations. Consortia are now a major presence in negotiating the big deals. This workshop will discuss pricing options and issues encountered in this serials pricing roundup. Come join the discussion led by an agent and a consortium negotiator. Tina Feick Director of Sales and Marketing in North America, OTTO HARRASSOWITZ GmbH & Co. KG, Booksellers and Subscription Agents For the past five years, Tina has been the Director of Sales and Marketing in North America for HARRASSOWITZ, subscription agent and bookseller. A former Head of Serials at the Free Library of Philadelphia and Princeton University, Tina has spent 30 years working for subscription agents including Blackwell's Periodicals which merged into Swets. Active in standards work and library associations, Tina was the Chair of SISAC (Serials Industry Systems Advisory Committee) and the 2nd and 3rd President of NASIG. Her awards include the Ulrich's Serials Librarianship Award for the promotion of EDI standards and the first NASIG Champion Award (2005). Tina is on the Serials Librarian Editorial Board and was just recently appointed to the NASIG Mission & Vision Task Force. In her spare time, she loves to travel, go to the theatre and opera, collect poetry, read mystery books and also collect Inuit and Haida Indian artwork. Anne McKee Program Officer for Resource Sharing, Greater Western Library Alliance McKee received her M.L.S. from Indiana University, Bloomington and has had a very diverse career in librarianship. She has been an academic librarian, a sales rep for two subscription agencies and now a consortium officer for the past 13 years. A former President of NASIG, McKee is on the Serials Review Editorial Board, 3 publisher/vendor library advisory boards and strives to balance a busy career with an even busier family including a husband, 1 high schooler, 1 middle schooler, 2 dogs while being a first year newbie [and admittedly a rather bewildered] club volleyball mom: all this including wearing orthodontia! McKee is probably the only person you’ll meet with both an undergrad AND MLS in Library Science.

1. NASIG 2014 Conference
Fort Worth, Texas
May 2, 2014
Tina Feick, HARRASSOWITZ
Anne McKee, GWLA
Rounding up Those Prices: Do You
Know What You are Paying For?

2. Rollin‟, Rollin‟, Rollin‟ – Rawhide!
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3. Is this the serials world?
 Don't try to understand 'em,
Just rope and throw and grab 'em,
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4. 5/14/2014NASIG 2014 Concurrent Session4
- Price lists received from STM and
Univ. Presses (Mid June – Jan.)
- Trade (Popular, Newspapers)
received all year and prices
sometimes change several times a
year
Agents’ price request
letters sent to
publishers
(mid-May to mid-
July)
Agents pay
publishers
(late Oct. – Feb.
for Jan. starts)
Journal Pricing Season Timeline
Libraries submit
renewal lists
(June – Dec.)
Agents send
invoices
(July – Dec.)
Renewal lists
sent to libraries
(Mid May – Aug.)
Libraries pay
agents
(July – March)
Publishers
Libraries

5. Publisher Prices – “move „em on”
 Pricing Options – every publisher has their own
take
 Format –
 Print
 Print including online – online is free with print
 Print plus online – costs extra to include online
 Online only –
 Ongoing movement from print and online to online only
 Type
 Membership
 Type of library
 Academic
 Corporate
 Individual
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6. Online Pricing – “head „em up”
 FTE
 Entire institution
 Discipline – life sciences, chemistry, grad students
 Tier Pricing
 Carnegie Classification – new or old
 Publisher defined
 Includes backfile
 Entire
 Partial
 Rolling – current plus X years – usually 5
 None – archives separate
 Type of license – single site, multi-site, consortia
 Usage
 Other
 Number of hospital beds
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7. Access – Gone Digital – “set
„em out”
GOT TO READ THE FINE PRINT –
 PDF - Current trend from smaller publishers
 Offer “digital free”
 But you have to go to the website and
download – hmmm
 Inconvenient Open Access
 Email PDF – groan
 Username and password – oh no!
 Concurrent users
 IP Ranges - Site license – one site or multiple
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8. How to “count „em out”?
 Agent – check database or request quote
 Must know your e-access and licensing policies
 Update agent‟s e-resource profile
 Specific requirements
 Publisher – end up on the phone
 Websites – needs roping
 Sales contact
 E-deals
 Know what you currently get - details
 Consortium regulations
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9. Library Need to Know – “let „em in”
 E-access policy
 E-resource profile
 IP ranges
 E-resource contact
 Platform admin userids and links
 Licensing requirements
 Post-cancellation rights
 Archival program – LOCKSS, CLOCKSS, PORTICO
 Package deals – all players need to know
 Consortium
 Individually negotiated
 Other factors – Participation in SCOAP3
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10. Agent Services – “ride „em
out”
 Management reports per account
 Order options for current subscriptions especially when moving
from print to electronic
 Licensing information
 Price comparison reports – over three to five years
 Price increase notifications – default percentage
 Pricing option changes – need decisions
 Pricing studies – with predictions – Library Journal article
 E-deal management – make sure pricing does not go over price
cap
 EDI and title by title invoicing for packages
 License and e-deal negotiation
 Standards development – ICEDIS – XML messages
 ONIX-PC (Price Catalog) – Springer, Wiley,T&F, Elsevier and
agents
 Consortia
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11. How do Consortia “wrangle”
pricing?

12. Cannot “rope” all consortia together:
 ALL CONSORTIA ARE *NOT* ALIKE
 Shared Focus (law, health sci, public)
 Institutional context (CIC)
 Tiers (research, 4 years, community colleges)
 Multi-type
 Buying Clubs
 Geographic (national, regional, state)
 Overlapping
 Most libraries are in more than 1 consortium
 Funding agencies
 State supported/Privates/Ivies
 Annual dues versus retaining percentage
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13. Consortial Pricing:
 List Price may NOT be the same from one member to
another
 Historical spends
 Previous licenses
 Size of institution
 Price Caps
 Both sides need to agree if price cap is on title level or overall
$$ amount
 Do the numbers yourself
 GWLA prefers FTE pricing-vs-ARL pricing
 BUT ONLY where pricing is based on faculty/students within
that discipline
 Carnegie classifications pricing
 Utilize the current model & not older archaic tiers that do not
apply anymore
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14. How to “rope” in
 Three approaches
 Member libraries
 Publishers
 Consortium office
 Pricing
 No hard copy – must have email attachment
 Need 90 days
 Offers in March or August
 When to turn on content – calendar year
 License requirements
 Opt-in process
 Full discount goes to members
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15. Things to “Ponder” During
Proposal Consideration Or Purchase
 Timing of offer and decision deadline is crucial
 Offer of “30 day special” is a no-go
 Understand that a consortium/library works off a
different time line AND fiscal year than publishers
and vendors.
 Is it a “fair” offer?
 Librarians are savvy and can talk profit/loss and
ROI with the best of „em
 Include libraries who have already
subscribed/purchased in overall count.
 Ensure your subscription vendors know about it!!
 Educate libraries on how to reach out and inform
your partners
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16. Where‟s The “Beef?” (GWLA Criteria)
 Content is paramount
 Impact factors or accrediting bodies
 MULTIPLE modes of discoverability
 Financial issues and impacts
 Curriculum/disciplines-large and small
 Library friendly, realistic licenses
 Fair use, ILL, walk-ins, Distance Learners, alumni
 SERU makes us even happier
 Abundance of invoicing options
 Partnerships/NOT outlaws!
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17. At Trail‟s End:
 While “herding” proposals is something like this:
 It‟s a much better choice than this:
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18. Rollin‟, Rollin‟, Rollin‟

19. Service Charges – Variables
“my hearts calculatin‟”
Two ways of making money – Publisher Discount
And Library Service Charges
 Mix of the title list – ease of obtaining
 Average cost of a subscription
 Publisher discount
 Service requirements
 Total volume
 Length of contract
 Operational costs
 Competition
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20. Example – Varying Discount
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Low Cost Title with Discount
Price: $100
Disc.: 5% $5
Agent pays: $95
Oper. Cost: $25
Library Pays: $20
($25-$5)
Service Charge: 20%
High Cost Title with No Discount
Price $1000
Disc.: 0% 0
Agent pays: $1000
Oper. Cost: $25
Library Pays: $25
Service Charge: 2.5%

21. Service Charges (& fees)
5/14/2014NASIG 2014 Concurrent Session21
In addition to publisher‟s (or negotiated) price
 % of value – 4%
 Over entire list
 Varying – ex.: one rate for print and another for
packages
 Line charge per title – ex: $25.00 per line
Additional fees:
 No or low discount titles – embedded in price (line
charges or in service charge

22. Do Try to Understand „Em
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 Know your title list – do you have a high average
or low average cost title list?
 Know your service charge and understand why
your library has this charge
 Know your service requirements
 Keep your agent informed of any pending
changes

23. Waitin‟ at the end of my ride
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24. Thank you!
5/14/2014NASIG 2014 Concurrent Session24
Tina Feick
tfeick@harrassowitz.de
Anne McKee
anne@gwla.org