Fitting the pieces together: selling to regional networks, consortia and libraries

James Hurtt (National Sales Manager, Grove’s Dictionaries, Inc., New York, USA)

Library Consortium Management: An International Journal

ISSN: 1466-2760

Publication date: 1 February 2000

Abstract

Increasingly, publishers are looking to sell through library consortia. The advantages of consortia to publishers include the ability to simplify the sales process, to help publishers increase their market penetration and communication with more libraries, and increase the speed of sales. However, all consortia are not organized in the same way, which requires that publishers work with different consortia in different ways. Publishers will need to continue to maintain their own marketing and sales staff to augment the services that may be available through the consortium, and to overcome problems such as inconsistent communications to libraries. Publishers will also need to have strategies to work with multiple consortia with overlapping memberships.

Keywords

Citation

Hurtt, J. (2000), "Fitting the pieces together: selling to regional networks, consortia and libraries", Library Consortium Management: An International Journal, Vol. 2 No. 1, pp. 4-7. https://doi.org/10.1108/14662760010326105

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Publisher

:

MCB UP Ltd

Copyright © 2000, MCB UP Limited

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