Copyright EduServ 2003 - all rights reserved Negotiating with suppliers: the work of CHEST Overview for IATUL Members 5th June 2003 Nikki Green Copyright EduServ 2003 - all rights reserved

Copyright EduServ 2003 - all rights reserved What does CHEST do? Negotiates licences for education to use commercially available software data and courseware at below “normal” academic pricing. Acts as agent of participating institutions for each offer. Multi-year agreements Normally site licence basis “Free at the point of use” concept CHEST negotiates an “open” agreement whereby sites can join at any time but are committed until the end of that agreement. Each agreement has it’s own mini-consortia of those sites that participate in it. CHEST acts as agent for those participating sites. Licence is between supplier and site. Copyright EduServ 2003 - all rights reserved

What are the benefits to suppliers of licensing through CHEST? One negotiation Guaranteed and predictable income stream Lower cost of sales Seen as “approved” 1 Negotiation not thousands Once signed to an agreement sites are locked in to the end. Supplier revenue can remain stable throughout the agreement term or more probably will increase as more sites join in subsequent years. Lower Cost of Sales by reducing credit control costs - issue 1 invoice for all sites direct to EduServ. Lower Support costs limited to one technical contact (and a deputy) per licence Copyright EduServ 2003 - all rights reserved

Copyright EduServ 2003 - all rights reserved IATUL Participation None - Sales area boundaries or UK Government funding Some - Exclusion of particular countries All - For at least some agreements CHEST tries to include as many sites as possible in any agreement but the supplier may have appointed Agents in some countries or Regional Sales Areas for which the person we are negotiating with is not responsible. Sometimes the supplier is fearful of losing revenue from existing markets. If UK Government funding is involved then CHEST is not permitted to allow IATUL Members Access. Therefore it is not always possible to include all Members in an Agreement. The supplier is given the choice of All or Some Occasionally they will not allow Any IATUL member to join Copyright EduServ 2003 - all rights reserved

Copyright EduServ 2003 - all rights reserved Contract Between Supplier & EduServ LATEST AGREEMENTS INSPEC - available to some members around $13,000 ESDU - available to all members around $7,500 Emerald products - available to all members from $1,600 to $24,500 IEE Online - available to some members at under $7,000 Each lience has 4 parts : Licence itself - containing the signatures of site and supplier Appendix A - Standard Terms and Conditions which NEVER change Appendix B - Copyright Acknowledgement Appendix C - Special Conditions which are the exceptions to the Standard Terms and Conditions in Appendix A Known pricing throughout thr period - enabling institutions to budget without sudden price increases Deals that last throughout a course so resources don’t suddenly disappear for students. No negotiation costs or legal fees Collective voice to the supplier - user groups Enhancement committees Copyright EduServ 2003 - all rights reserved

Copyright EduServ 2003 - all rights reserved The Future: Additional Deals for IATUL Members: Are there existing CHEST agreements you would like to join? Note ISI Web of Science is NOT available to IATUL Members Which other products would you like? Place your wish at www.chest.ac.uk/cgi-bin/wishes We are trying to establish why sites with faculty in relevant subject areas haven’t taken up a deal - we hope this will also raise awareness of some agreements thereby increasing take-up We are currently prioritising the almost 200 wishes and offers received to extend our portfolio. Investigation of Public Libraries, Schools and International underway - the Corporate plan being developed will prioritise these We are about to undertake research into non traditional product areas. Copyright EduServ 2003 - all rights reserved

Copyright EduServ 2003 - all rights reserved CONTACTING YOU We need to let you know about Agreements that may be relevant to your institution. Please complete the Contact Form to enable us to tell you about specific Agreements or contact our helpdesk with your details on helpdesk@chest.ac.uk WWW.CHEST.AC.UK Know our supplier - do our homework - what are they offering in comparison to Bloggs? Do they have lions share of the market? Which sites are using and are they satisfied with the service? Know their needs - how many need access? Could you use concurrent numbers? How much support will you require? How much training will be needed? How frequently do you need updates - how current does the data have to be? What platforms will the software run on? Is home use allowed? Copyright EduServ 2003 - all rights reserved