1. MACMILLAN ONLINE PUBLISHING Selling to Consortia

2. Macmillan Online Publishing Grove’s Dictionaries Nature Publishing Group Reference Scientific American Archive Online

3. The Grove Dictionary of Art Online Launched November 1998 Digitized edition of THE DICTIONARY OF ART (published 1996) 100,000 images from The Bridgeman Art Library 55,000 images via external links to Museum web sites. 2,500 images added each quarter

4. Grovemusic.com Launched with print in January 2001 4,500 illustrations, maps and line drawings 3,000 web links to other related scholarly sites 235 sound links 100 enabled sound examples through Sibelius 387 audio piano pieces (full length) representing 25 composers

5. ART Subscriptions and Consortia 1999 Sales - 14 Consortia (composed of 476 libraries) - 50% of Grove’s sales (subscriptions) equaling 25% of revenues -GALILEO

6. Art Subscriptions and Consortia 2000 Sales -13 Networks and 9 Consortia -51% of sales supplied by these consortial deals -Alliance of Library Networks (258 subs)

7. 2001 Art Sales YTD Percentage of Total Sales through August 2001 –52% of total sales Represented by the 13 Networks, Power (State of Pennsylvania for Public and School libraries) and several consortia.

8. Music Sales for 2001 YTD Grovemusic.com offered to 5 Networks and 4 other consortia in 2000 Offerings complicated by need to sell print sets. 10 Consortia and Networks represent about 19% of total sales to date (August 2001) Currently in process of offering remaining Networks and other consortia Music for Fall of 2001 and for 2002. Not an Alliance Offering as was ART.

9. Encyclopedia of Life Sciences Launched as “embryonic” ELS in October 1999 Offered to Alliance of Library Networks for $50.00 210 subs through the Alliance (2000) Full ELS debuted May 2001 98 subscriptions as of August through the Networks Base List price is now $1,500 (Discounts range from 22% - 24%) Networks and Consortia represent 40% of total sales.

10. Encyclopedia of Astronomy & Astrophysics Debuted February 2001 4 volume print set 3,500 images including photographs, illustrations, charts and tables. Offered through Networks and about 4 other consortia. 26% of total sales have come through Consortia

11. EAA College Pricing concurrency FTE

12. Scientific American Archive Online Debuted March 2001 Current issues plus backfile to January 1993. 45 subscriptions through the Networks 49% of total sales are through the Networks. Base list price is $500.00 Networks offered 30% discount.

13. The Grove Dictionary of Art Online List Pricing –Academic Concurrent UsersPrice 1 $1,200 2 – 3$1,500 4 – 5$1,800 6 – 8 $2,100 9 – 11$2,600 12 – 14$3,100 Alliance pricing –Academic Concurrent UsersPrice 1 $855.00 2 - 3$998.00 4 – 5$1,197.00 6 – 8$1,397.00 9 – 11$1,729.00 12 – 14$2,062.00

14. The Grove Dictionary of Art Online List Price FTE Unlimited Pricing FTEPrice 1 – 1,249 $1,500 1,250 – 2,499 $1,800 2,500-4,999 $2,300 +.20 per user over 2,500 5,000-9,999 $2,800 +.20 per user over 5,000 Alliance Pricing FTE Unlimited Cost per FTE =.20 Minimum charge of $855.00

15. The Grove Dictionary of Art Online Pricing FTE of 2 year college are weighted at 50% List Price for K-12 Schools (5 concurrent users) = $850.00 Alliance Price for K-12 Schools is $250.00 (Unlimited access) Public Library Pricing is based on 5% of population served.

16. Current & Future Issues In-house Rep communication Consortium-Publisher Communication Marketing coordination between consortia and publishers Consistent invoicing policy ???