1. Distribution & Fulfilment A view from the inside Past & Present Presented by Neil Castle - Commercial Director – Turpin Distribution March 2016

2. Overview The early years The landscape, past and present The role of a distributor Key services Joined up thinking The future

3. The past landscape At the beginning….

4. Bookselling, the early years…. The past landscape..

5. Towards the end of the 19 th century publications were being sold and marketed worldwide. Public libraries began to expand. Publishers and booksellers realised there was a global demand for publications. It was from these early beginnings the supply chain we know today was first established. The past landscape…

6. Trade customers 20 years ago… HammicksWaterstonesDillonsOttakers Student Bookshops Bumpus Haldane Seabrooks Alan Armstrong Holt JacksonGreenheadsColletsDawsonJohn Smiths Blackwell Library Services Blackwell Retail Stevens & Brown AmazonCoutts Distributor Everetts Dandy Books Bailey Bros Starkman Tomlinsons SwetsRoecomFaxon Sussex Stationers BertramsEBSCO Cypher Group Harrassowitz Gardners Askews Library Supplier General Bookseller Specialist Bookseller Wholesaler Internet Bookseller Indie Booksellers Subscription Agents Indies

7. HammicksWaterstones Askews & Holt Library Services John Smiths Blackwell Retail AmazonStarkmanBertramsTomlinsonsEBSCOHarrassowitzDandy BooksGardnersCoutts Distributor Trade customers today …… Indies Library Supplier General Bookseller Specialist Bookseller Wholesaler Internet Bookseller Indie Booksellers Subscription Agents

8. Types of customer today… Distributor OrganisationsLibrariesSchoolsWholesalersBooksellersIndividuals Shipping Agents Internet Retailers Universities & Colleges Mailing Houses

9. So, what do we actually do? Process orders and assist customers

10. What we do… Take payments

11. What we do.. Warehouse stock

12. What we do.. Deliver orders

13. And that’s it!

14. The role of a distributor To advise publishers on the most efficient and cost effective fulfilment solution for their business. To build a strong professional partnership with the publisher. To support new requirements from publishers in a rapidly changing market To adapt quickly to new business models. To adapt quickly to new business models.

15. Key services distributors provide today Book fulfilment Subscription fulfilment Digital fulfilment Provide management information Customer service solutions Marketing Metadata services Global despatch solutions e-Commerce services

16. Book fulfilment Order processing in multiple currencies Claims handling and query resolution Payment collection and credit control Returns management EDI integration with all key trade partners Inventory management Integrated print on demand solutions Online bookshop integration Monograph and standing order control – thematic, series etc Amazon Advantage integration

17. Subscription fulfilment Support multiple pricing models Provide flexible renewal and reminder programmes tailored to specific markets Connectivity: activation feeds to multiple hosts Product Bundling: print and digital combinations Support calendar year and any time start subscriptions Sell single issues and supply as a book product Consortia billing Membership fulfilment Sell articles and chapters Support Open Access billing

18. Digital fulfilment eBook distribution Metadata management Access to a global market 360° service (print & digital) Multiple sales channels Sales analytics

19. Management information 24/7 access to data Sales analysis – customer & product Subscriber order history Inventory monitoring Financial management Scheduled reporting

20. Customer service Industry knowledge and experience Multilingual advisors Key account management Multi-skilled – books, journals and digital content Global coverage

21. Marketing Promotional campaigns Upselling New product launches Customised mailings Lapsed subscriber projects Tiered renewal programmes

22. Global despatch solutions Domestic next day International next day/48/72 hours International economy International bulk sea freight Domestic by 9.00am day Courier same day Domestic consolidated Global print journal mailings

23. e-Commerce services ebiz.turpin-distribution.com All publications available from a single source Online account payment Online subscription renewals Integrated “white label” shopping cart solutions

24. Joined up thinking….

25. The future for distributors…… Possibly this……?

26. Or more likely this… Reduced stock holding Increased use of integrated POD global solutions Greater reliance on EDI across all areas of the business Expansion of digital content support services Enhanced metadata services Introduction of “out of the box” solutions

27. Thank you for listening….