James Woollam, Managing Director F+W Media International SELLING DIRECT TO CONSUMER

Who we are 2010 David & Charles Print based publisher Direct to consumer = 10% of revenues 2015 F+W Media Multi media business Direct to consumer = 45% of revenues

Higher margin sales of books and digital content products The increased control of a direct relationship with your end readers An audience for marketing and promotion Future-proofing: Opens the door to new opportunities Consumer database and sites a valuable asset Successful online business is well suited to niche markets and content creators: Ideal for independent publishers! Why a direct to consumer business?

Key Considerations: –Branding: Imprint vs. Something else? –Time commitment: Content & marketing Technology can be simple and low cost: –At F+W we use Wordpress for content Key opportunities, even without selling direct: –Build your audience: Site traffic, list, social following –Promote new books to end readers Even if to buy in the trade initially –A place to test and research New ideas, new authors, feedback Building your online community & site

Content marketing focus –Build from your new title and backlist content –Editorial calendar: Contribute company wide Think about Search Engine Optimisation –Write for how people search online: Headline focus Use relevant social media Work with your authors: Content & network Focus on capture –Freemium model Can you consider video? Competitions, exclusives Be action orientated in everything you do Tactics for community growth

For sales success you need to be able to reach an audience. Build your community first. Ecommerce requires some basic infrastructure: –Opportunities with your distribution partner? –Cloud/open source platforms option At F+W we use Magento for ecommerce –Publishing industry ecommerce platforms are available Direct sales can start through Marketplaces (Amazon, Etsy etc.) Embrace soft / social DRM for digital products: –Sell PDF files that are branded or watermarked –Revenue and margin opportunity is much greater than risk of theft –F+W experience has been problem free Selling Direct to Consumer online

Multiple content products: –Print book –Ebook sold as a PDF –Print book and ebook bundled together (at full RRP) –Chapters/sections/projects sold separately in smaller ebooks –Book or ebook bundled with a related book or ebook –Book or ebook bundled with a related product –Exclusive book + author live event/webinar product with limited availability Opens the door to new commissioning and more value from your content investment Many other opportunities: Database subscription, Video subscription, sponsorship and advertising, product sales.. New Product and Content Opportunities: Book RRP £14.99 eBook RRP £14.99 Basic Doll pattern digital download RRP £4.99 Dolls and Toys Bumper ebook pack RRP £34.99 Book + video + materials kit. RRP £50

Direct to consumer business is a great opportunity for independent publishers Build your community online: Grow your traffic, list and social media following. Opening the door to selling direct brings high margin revenues and new product opportunities from your content commissioning. An online business is a significant asset, that gives you some control and future-proofing for changes ahead Summary

James Woollam, Managing Director F+W Media QUESTIONS?