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Enhancing University Press Sales: D2C Project Privacy Insights

Learn how the D2C project funded by the Mellon Foundation aims to boost university press book sales. Explore D2C marketing, privacy implications, and survey insights, with recommendations for successful implementation.

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Enhancing University Press Sales: D2C Project Privacy Insights

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  1. Privacy and the University Press Joseph J. Esposito CNI 2014

  2. Topics • The direct-to-consumer (D2C) project • How D2C marketing works • Privacy implications of D2C • Survey of university presses • Policy issues

  3. The D2C Project • Funded by Andrew W. Mellon Foundation • Aim is to help university presses sell more books from their Web sites • Includes a survey of current press practices concerning D2C • Will also include recommendations for implementing such a program • Will be completed this summer and made openly available

  4. How D2C Works • For consumer sales (aka sales to individuals), not sales to libraries or businesses • Direct relationship between the publisher and the customer/user • Marketing funnel: users attracted to Web site; view offerings; make transaction • Theoretically competes with other channels (e.g., Amazon, libraries)

  5. How To Be Successful at D2C • Requires a great deal of Web traffic • Web site designed to facilitate transactions • Needs secure ecommerce systems; reliable back-end fulfillment; regulatory compliance • Which brings us to –storing and reusing data about customers to enhance marketing campaigns

  6. Privacy Implications • D2C marketers attempt to collect as much information about users as possible • Personal identifiers (name, address, etc.) • Demographic information (e.g., white male, 40 years old, household income $100,000, BS in chemistry, etc.) • Purchasing history (books, movies, cars, groceries—everything that is legal) • Records enhanced with third-party data

  7. Storing Data • All data is retained when possible • Must be in secure environment—but who has access? • Ideally stored in form that enables detection of patterns and easy extraction

  8. Using and Reusing Data • Used to sharpen a company’s own marketing plans • Data may be loaned or leased to others (How do we guarantee a third-party’s data security practices?)

  9. Press Survey • Some respondents had a clear idea of data and privacy policies and conscientiously managed this area • But some did not (“Don’t know if we have a privacy policy”; “We do what the university tells us, but I don’t know what that is”) • Some said they do not use tracking devices, but in fact they do (assume ignorance, not malice) • Most have firm policies on credit card information

  10. What Can We Learn from This? • No evidence (based on my survey) of inappropriate data or privacy policies • But lack of well-known and carefully articulated policies is troubling • Universities have multiple constituencies to serve with their privacy policies • A need to develop balanced, well-articulated policies for all university departments

  11. Recommendations • U. press community begins process to articulate policy for all presses • U. press community participates in discussions on campus for overarching privacy policies • Goal: a set of useful, practical guidelines for privacy issues

  12. Contact Information • Joseph J. Esposito • Processed Media • espositoj@gmail.com • @josephjesposito

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