Circulation and Fulfillment Options

Publishers searching for partnerships in the circulation/fulfillment-solution sector of the industry will find that there are many options out there. But, like all things, no two solutions are created equal, so it’s important to prioritize your current and future needs, as well as your budget, before you begin shopping. “You should have a clear definition of what you hope to achieve with a new business system,” says Dan Pellegrini, director of corporate marketing at Media Services Group, a software and service provider with headquarters in Stamford, Conn. “The typical life cycle of such a system is 5 to 10 years, so make sure you plan on plenty of room to grow.”Pellegrini says, when evaluating vendors, publishers should look for industry savvy, a strong track record and cultural fit. “Ideally you want a vendor who is always a couple steps ahead of you with industry trends and development,” he says. “When evaluating the software, make sure it not only solves your current problems, but also that it does not create any new ones by not supporting an important function or workflow.”Solutions providers should enhance your business by building “connections,” says Glen Giles, director of new business development, Hallmark Data Systems, a circulation fulfillment provider in Skokie, Ill. “Look to the future and not just putting labels on magazines,” he says. “[Your provider should help you build] connections through a combination of traditional print, in-person and electronic channels.”According to Dave Hendricks, senior vice president of sales and marketing for ARGI—a subscription fulfillment, database marketing and Web services solutions provider in Montvale, N.J.—audience knowledge may be the most important benefit/feature that can be provided by a subscription fulfillment vendor. “There are very few single-title publishers in the market today, and many publishers are developing alternate revenue models that include trade shows, seminars, directories, data products and other non-print advertising revenue streams,” he says. “It is very difficult to manage all of these revenue streams—or even create them—without a single view of the customer across all of the databases holding the subscriber, member and/or purchaser data for these products.”Publishers should try to narrow down the search to a few companies that offer the features they need. “Once you have it down to a small group of finalists, collect and analyze ROI [return on investment] and TCO [total cost of ownership],” Pellegrini says. “Seven times out of 10, your gut feel is correct, but this is a good cross-check and can make the decision process much easier.”Circulation Management/Fulfillment SolutionsHere are some of the leading current circulation/fulfillment solutions on the market.• Advantage Computing Systems Inc.Solution: The Publisher’s Advantage Computing SystemDetails: A software package for in-house fulfillment that incorporates data such as subscriptions, book and product orders, membership, online content, articles, conferences and more. Features include: flexibility; combination orders; integrated promotions across multiple products and subscriptions; package/kit management; data access via 300-plus standard reports; integrated accounts receivable and more.Customers Include: American Medical Association, New England Journal of Medicine, The Taunton Press.Cost Structure: Pricing is based on the core package including any modules, the number of concurrent user sessions and the size of the server on which Advantage will be running.Phone: (734) 327-3610URL: www.AdvantageCS.com• ARGISolution: ARGI VisionDetails: A subscription fulfillment platform that features audience management; multititle, single-customer view; multicurrency; ability to create title-specific Web environments for subscribers; supports audits including Audit Bureau of Circulations (ABC) and BPA Worldwide; self-service or full-service.Customers Include: Access Intelligence, Farm Journal Media, Phillips Investment Resources LLC.Cost Structure: Prices vary depending on the number of active subscribers and the service level (ASP versus full-service).Phone: (201) 391-1500 ext. 501URL: www.CallARGI.com• Circulation Specialists Inc.Solution: circulation management servicesDetails: A circulation outsource company offering circulation management services to magazine and newsletter publishers, both paid and controlled circulation. It also offers creative services for circulation marketing.Customers Include: strategy+business, Sister 2 Sister, Seed magazine.Cost Structure: The fee for full-service circulation management for a magazine with 50,000 to 150,000 paid circulation is about $7,000/month. This does not include the fulfillment service contracted on the publisher’s behalf. Phone: (203) 945-2032URL: www.CirculationSpecialists.com• Communications Data Services Inc.Solution: SERV subscription fulfillment system or Rapid Evaluation and Circulation Tracking (REACT) system.Details: CDS solutions offer account management; customized fulfillment solutions; real-time control of data; a relational database environment; a data-imaging platform; postal discounts; e-mail marketing campaigns; digital media capabilities; customer-service system to target and enhance upsell/cross-sell opportunities; and Web solutions including order acquisition, customer care and Web-store capabilities.Customers Include: More than 75 publishing companies serving more than 400 magazine titles.Cost Structure: Services are priced using a yearly rate that is based on the volume and frequency of the publication. Phone: (515) 246-6872 URL: www.CDSBusiness.com• Computer Fulfillment Inc.Solution: MediaViewDetails: An enterprise-wide, Web-based relational database management system for b-to-b media companies. Integrates data about customers and contacts into a single relational database.Customers Include: Computer Fulfillment’s privacy policy and client contracts prohibit it from publicizing any information about clients.Cost Structure: Pricing depends on variables such as transaction volumes by type and source, questionnaire variables and number of annual issue closings, plus use of new-technology functions.Phone: (978) 671-0440URL: www.ComputerFulfillment.com• CWC Software Inc.Solution: The QuickFill Software SystemDetails: Features include reporting, billing and renewals; accounting and audit trail; multiple publications in one database; group subscriptions; agency subscriptions and more.Customers Include: Excellence Magazine, Forza Magazine, Iron Man Magazine.Cost Structure: Pricing is determined by whether the software is leased or purchased, and the number of users. Phone: (800) 762-7702URL: www.CWCSoftware.com• Datasystem Solutions Inc.Solution: The MultiPub SystemDetails: An integrated subscription management and product fulfillment system with features including: an e-commerce module for connecting to publishers’ Web sites; an audit module for BPA and ABC; an inventory module for managing products; complete accounts receivable system with distributions, earned and deferred revenue; a royalty module; credit-card processing and more.Customers Include: American City Business Journals Inc., The American Lawyer, Curtco Publishing. Cost Structure: Pricing is both module- and user-based. Phone: (913) 362-8989URL: www.MultiPub.com• Erasmus Inc.Solution: circulation consulting and custom circulation managementDetails: Consultants specializing in start-up and business/circulation planning and implementation through circulation promotion, outsourced circulation management, or counsel on strategic direction. Offers a customized circulation management solution for controlled and paid circulation.Customers Include: Experience Life, Advancing Suicide Prevention. Cost Structure: Prices are based upon the specifics of each project.Phone: (651) 644-8228URL: www.Erazmus.com• Hallmark Data SystemsSolution: WebQuery, Broadcast E-mail QueryDetails: Hallmark provides publishers with access to actionable data designed to create revenue opportunities online with cross-sell and lead generation; e-mail deployment of e-newsletters and marketing promotions; and list rental targeting.Customers Include: Penton Media Inc., Bobit Business Media, LBM Journal.Cost Structure: Price depends on data collection and methods, and marketing channels used. Phone: (818) 847-9560URL: www.HallData.com• International Computer Network (ICN) Solution: Circulation Information Resource Center (CIRC)Details: Provides an online, real-time, integrated customer relationship management (CRM) database system that manages and reports across multiple products, such as publications (both controlled and paid) membership products, events and contributions.Customers Include: ICN declined to list customers.Cost Structure: Pricing is based upon the services selected and size of the files. Phone: (215) 788-5500URL: www.ICNFull.com• Lynx Media Inc.Solution: First EditionDetails: Provides in-house fulfillment software via desktop PCs. Features include data entry and automation of fulfillment, renewals, bills and reporting. Also features Web order importing, recurring billing, auto-renewals, gift/group subscriptions, and an e-mail module, among others.Customers Include: Curtis Publishing Co., Facts on File, Sedgwick Publishing Co.Cost Structure: Basic system costs $5,800, with additional costs for advanced modules and additional charge per user.Phone: (800) 451-5969 ext. 107URL: www.LynxMedia.com• The Magazine ManagerSolution: The Magazine ManagerDetails: A Web-based software for in-house fulfillment. Features include contact/list management, support for multiple publications, unlimited users, Mac and PC compatible, unlimited demographic data, Web site integration, reporting, USPS/BPA audit compatible, and advertiser/comp-list management.Customers Include: Gulfstream Media Group, The American Chiropractor, Vox.Cost Structure: Pricing is dependent on the number of users, beginning at $144/month.Phone: (954) 462-4579 URL: www.MagazineManager.com• Media Services Group Ltd.Solution: Élan CircDetails: An integrated platform for publishing businesses. Some feature highlights include: manage controlled and paid subscriptions, consumer and trade publications; volume/issue and time-based; print and digital media; e-commerce; Web services; customer self-service; marketing and campaign management; ABC and BPA audits; reporting and more.Customers Include: ST Media Group International Inc., Nursing Spectrum, Kelley Blue Book.Cost Structure: The traditional turnkey deployment system starts at $50,000. The Application Service Provider (ASP), which hosts the software and which publishers pay a monthly access fee to use over the Internet, starts around $1,000/month.Phone: (800) 234-4674URL: www.MSGL.comMendon Associates Inc.Solution: MA Circulation ManagerDetails: A turnkey in-house circulation fulfillment and management software package, which runs under the Windows operating system. The software is designed to assist publishers with managing and maintaining subscription lists in-house. Customers Include: Nebraska Life Magazine, South Dakota Magazine.Cost Structure: Price starts at $3,500, and varies based on modules purchased and number of publications being managed. Phone: (800) 361-1325 URL: www.Mendon.com• OmedaSolution: OmedaDetails: An online, interactive system integrated with an e-mail deployment solution and Web-hosting services. It combines information from multiple data streams into one interactive database. Clients can integrate all controlled/nonpaid and paid data; print products, digital versions, e-newsletters, Web products, trade shows and events into a master database featuring one view of the customer. Customers Include: Access Intelligence-controlled publications, Hearst Business Communications Inc., PennWell Corp.Cost Structure: Prices are based on the number of products, volumes, frequencies, amount of demographic information and interfacing requirements.Phone: (847) 564-8900URL: www.Omeda.com• Palm Coast DataSolution: fulfillment servicesDetails: Palm Coast Data’s services include account management, customer service, direct mail, front-end processing, information, Internet and mailing, print management and reporting.Customers Include: More than 50 clients and more than 300 memberships, products and publications.Cost Structure: Pricing is determined by the scope of the work.Phone: (386) 445-4662URL: www.PalmCoastD.com• ProCircSolution: outsourced circulation management servicesDetails: A circulation service that provides strategic guidance/consulting, as well as execution of circulation plans including modeling, direct mail, renewals and bills, fulfillment management, inserts, subscription agents and reporting.Customers Include: Weight Watchers Magazine, Vibe, Computer Shopper.Cost Structure: Retainers for outsourced services are dependent on the size and complexity of the magazine, and the scope of the work. Phone: (305) 441-7155URL: www.ProCirc.com• Publication Fulfillment Services Inc. (PFS)Solution: subscription fulfillment and circulation marketingDetails: PFS offers turnkey subscription fulfillment. It can support audits, including ABC and BPA, and specializes in postal audits for periodicals as well as in assisting publishers in obtaining their periodical postage status.Customers Include: Orange Coast Magazine, Washington CEO Magazine, Pregnancy & New Born.Cost Structure: For startups and small-circulation publishers, PFS offers a flat monthly fee, and it offers a label rate for larger publishers, which depends on the size of circulation.Phone: (714) 226-9785URL: www.PFSMag.com (currently under construction)• Publish2Profit.com Inc.Solution: Sequel Subscriptions SoftwareDetails: The software’s features include: scalability to any publication size; handles unlimited publications and issues, subscription offers and promotional campaigns; customizable renewal series; billing series and screens; filtering tools; e-mail subscribers; unlimited split codes for demographic or other information; multiple subscriber addresses with automatic switching; credit-card processing.Customers Include: Quality Publishing Inc., 512 Media, Delta Media.Cost Structure: Pricing depends on variables such as the number of publications, subscribers and user logins. Price starts at $125/month.Phone: (877) 811-1811 ext. 203URL: www.Publish2Profit.com• Stark ServicesSolution: subscription fulfillment service and circulation marketing/management serviceDetails: Handles aspects of maintaining paid and/or controlled subscriptions, ABC/BPA business/consumer audit management for print magazines, digital magazines, Web product subscriptions, or e-newsletters and Web-based access. Customers Include: More than 100 small and medium-sized magazines.Cost Structu e: Price estimates are “custom fit,” primarily driven by frequency, file size and nature of subscription offers.Phone: (818) 985-2003URL: www.StarkServices.com• Strategic Fulfillment GroupSolution: fulfillment solutionsDetails: A real-time, relational database system offering a unified view of customer records across multiple business models, access to information via a secure Web browser, security, customization and more.Customers Include: More than 40 magazines and newsletters.Cost Structure: Prices are based on the services requested and the specifics of each partner’s business plan.Phone: (888) 685-2233 ext. 6223URL: www.StrategicFulfillment.com• Superior FulfillmentSolution: Superior FulfillmentDetails: Superior offers paid and controlled subscription processing, BPA/ABC audit reporting, data conversions, mass fax/e-mail and subscriber customer service.Customers Include: BPA b-to-b publications, paid consumer publications, journals and fulfillment of single products such as books.Cost Structure: Pricing depends on the number of active subscribers and other relative fulfillment functions.Phone: (218) 740-6547URL: www.SuperiorFulfillment.com Editor’s note: This article does not identify all of the solutions available on the market. If you know of a product that is not listed but should be, send information to: SolutionsShowcase@NAPCO.com.

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Circulation and Fulfillment Options

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