1. Custom and Print on Demand Kevin Aaron Pearson Education Stephen Hochheiser Cengage Learning Kim Mazyck Montezuma Publishing

2. Why Custom is Good for College Stores College Retailing Landscape – Competition for course materials sales – The used book is now a ubiquitous commodity – Stores looking for competitive advantages

3. Why Custom is Good for College Stores Two major advantages of Custom for you 1.ISBN won’t be found on most online sites 2.Improved sell-through

4. Why Custom is Good for College Stores 1. ISBN won’t be found on most online sites -Students search online immediately -Helps you maintain your advantages -Aggregator of complete information -Credibility of adoption information -Sole source of all course materials for the student

5. Why Custom is Good for College Stores 2. Sell-Through – Faculty more invested in the specific content – In-class utilization higher – Drives more student demand – Cengage Learning Stats Custom returns limit = 20% Actual Custom returns <10% (even with more aggressive order quantities)

6. Why Custom is Good for College Stores Sell-Through – U. of Minnesota experience Top 30 Custom adoptions Average Custom sell-through = 82% of enrollment Non-Custom sell-through = 60% of enrollment

7. Why Custom is Good for College Stores What about price? – Custom is not always less expensive HOWEVER – Issue is not price – it’s utilization – Student customers are more satisfied

8. “Smart Custom” What is it? Pilots being done and their results

9. “Smart” Custom What is “smart” custom? – “Smart” custom is a custom book that is specifically tailored to the class and cannot be interchanged with the non-custom original text. What does “smart” custom contain? – Original material authored by the instructor of the course or another professor in the department. – Combining parts of 2 or more books to create 1 cost effective text. – Take out chapters that are not used in a specific class so the students only have the information that will be used in the class.

10. “Smart” Custom Store Director is Key Driver. Broward’s Success w/Smart Custom Prompted CRA Custom Pilot. 2008-9: 9.5% Enrollment Inc.  21.6% Unit Sales Inc.  12.35% Revenue Inc. 2009-10: 12.9% Enrollment Inc.  10.3% Unit Sales Inc.  12.08% Revenue Inc. 2010-11: 7.6% Enrollment Inc.  13.3% Unit Sales Inc.  13.26% Revenue Inc.

11. “Smart” Custom 1.Sell Thru on Pearson Non-Custom:  72.4% 2.Sell Thru on ALL Custom Titles:  79.6% 3.Sell Thru on Smart Custom Titles:  84.7%

12. Custom Publishing / Print on Demand

13. #1 Benefit Custom Course Readers and Course Packs Exclusive course materials for your bookstore.

14. Custom Publishing / Print on Demand Increases foot traffic Students rarely purchase just 1 item No Competition

15. Custom Publishing / Print on Demand Benefits of Using a Custom Publishing Service Pass the stress and headaches to someone else Reduce overhead and labor cost

16. Custom Publishing / Print on Demand Benefits of Using a Custom Publishing Service Highest Quality and Service at the Best Price Quick Turnaround 1-2 weeks for readers without © material* 3-4 weeks for readers with © material* 24-hour for reorders *Estimates may vary near start of term

17. Custom Publishing / Print on Demand Personalized and Professional Publishing 30+ years of service to the academic community City College of San FranciscoChabot College CSU San MarcosCuyamaca College CA Western School of LawExecutive MBA Program – SDSU Fullerton CollegeGrossmont College Harding UniversityHofstra University Islander Bookstore (TX)Mesa College Miramar CollegeRoberts Bookstore Sacramento City CollegeSaddleback College San Diego City CollegeSan Diego State University San José State UniversitySanta Ana College Santa Rosa Junior CollegeSantiago College Southwestern College

18. Custom Publishing / Print on Demand Scan technology used to clean, scale & center each page

19. Custom Publishing / Print on Demand Offer suggestions to make your reader “stand out”

20. Custom Publishing / Print on Demand

22. Copyright Management for print and digital course readers Complimentary desk copies Proofs and quotes provided

23. Custom Publishing / Print on Demand US COPYRIGHT GUIDELINES ON COPYRIGHT PERMISSIONS FOR TEACHING AND RESEARCH When is Copyright Required? ©

24. Custom Publishing / Print on Demand When Materials Are Sold or Distributed Fair use does not apply when the materials are sold or distributed to students. Any classroom copies made and distributed by a commercial copy center requires copyright permission.

25. Custom Publishing / Print on Demand Unpublished Works You must obtain permission from owners of unpublished work in order to copy and/or distribute to your students. The law gives automatic copyright protection to unpublished works from the time they are created until they are published.

26. Custom Publishing / Print on Demand Special Works Certain specialized materials such as maps, diagrams and drawings are copyrighted separately from the book or publication in which they appear. You must obtain permission to reproduce these items as individual copyrighted materials

27. Custom Publishing / Print on Demand Consumable Works Teachers must secure prior written permission before making multiple copies of copyrighted materials which are intended to be used in classroom activities such as workbooks, exercises, standardized test and their answers.

28. Custom Publishing / Print on Demand You do not need to obtain copyright permission for any material Published in English prior to 1923. Those items are all in the public domain. Materials published in other countries prior to 1923 are not in the U.S. public domain.

29. Custom Publishing / Print on Demand You do not need to obtain copyright permission for any material published by the Federal, State or Local Governments unless expressly indicated on the material.

30. Custom Publishing / Print on Demand Which Types of Readers Have the Highest Sell-Through? 3-Hole Shrink 70% - 75% sell-through 3-Hole Shrink with Custom Cover 73% - 75% sell-through Coil Binding 80% - 87% sell-through Coil Binding with Custom Cover 85% - 90% sell-through Perfect Binding 91% - 99% sell-through

31. Espresso and HP Machines Publisher concerns with Espresso and HP Machines DRM (Digital Rights Management) Quality Control Invoicing Auditing Inventory Co-mingling