SUSTAINING THE MIDLIST BOOK: AN ANALYSIS OF THE ONLINE MARKETING CAMPAIGN FOR TRADING IN MEMORIES by Paschal Ssemaganda Bachelor of Arts (Honours), Simon Fraser University (2006) PROJECT SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR THE DEGREE OF Master of Publishing In the Faculty of Arts and Social Sciences © Paschal Ssemaganda, 2009 Simon Fraser University Summer 2009 All rights reserved. This work may not be reproduced in whole or in part, by photocopy or other means, without permission of the author. A P P R O V A L n a m e : Paschal Ssemaganda d e g r e e : Master of Publishing title of project: Sustaining the Midlist Book: An Analysis of the Online Marketing Campaign for Trading in Memories s u p e rv i s o ry c o m m i t t e e : Dr. John Maxwell Senior Supervisor Assistant Professor, Master of Publishing, Simon Fraser University Dr. Rowland Lorimer Supervisor Professor and Director, Master of Publishing, Simon Fraser University Emiko Morita Supervisor Marketing Director, Douglas & McIntyre Publishers Inc. date approved: August 11, 2009 ii Declaration of Partial Copyright Licence The author, whose copyright is declared on the title page of this work, has granted to Simon Fraser University the right to lend this thesis, project or extended essay to users of the Simon Fraser University Library, and to make partial or single copies only for such users or in response to a request from the library of any other university, or other educational institution, on its own behalf or for one of its users. The author has further granted permission to Simon Fraser University to keep or make a digital copy for use in its circulating collection (currently available to the public at the “Institutional Repository” link of the SFU Library website <www.lib.sfu.ca> at: <http://ir.lib.sfu.ca/handle/1892/112>) and, without changing the content, to translate the thesis/project or extended essays, if technically possible, to any medium or format for the purpose of preservation of the digital work. The author has further agreed that permission for multiple copying of this work for scholarly purposes may be granted by either the author or the Dean of Graduate Studies. It is understood that copying or publication of this work for financial gain shall not be allowed without the author’s written permission. Permission for public performance, or limited permission for private scholarly use, of any multimedia materials forming part of this work, may have been granted by the author. This information may be found on the separately catalogued multimedia material and in the signed Partial Copyright Licence. While licensing SFU to permit the above uses, the author retains copyright in the thesis, project or extended essays, including the right to change the work for subsequent purposes, including editing and publishing the work in whole or in part, and licensing other parties, as the author may desire. The original Partial Copyright Licence attesting to these terms, and signed by this author, may be found in the original bound copy of this work, retained in the Simon Fraser University Archive. Simon Fraser University Library Burnaby, BC, Canada Last revision: Spring 09 ABSTRACT The book market has grown less profitable for the publishers of midlist books. At least part of the problem is the expensive practice of co-op advertising—the payment of subsidies by publishers to retailers to offset part of the in-store advertising expenses—which has raised costs above the marketing budgets typically allocated to most midlist books by small and mid-sized publishers in Canada. In contrast, the bestsellers (and those titles that are expected to become bestsellers) typically have the budgets to buy the best in-store positioning which is perceived to contribute to higher sales. To reverse the shrinking sales of midlist books, a number of publishers are looking to the web with its growing online book vendors and developing social networking applications for a more competitive environment in which to promote and sell their midlist books. Keywords: Midlist books; Trade publishing; Online marketing; Niche products; The Long Tail Subject words: Midlist books; Online marketing; Niche products; Trade publishing iii ACKNOWLEDGEMENTS My gratitude to the staff at the Master of Publishing Program for their patience and assistance over the years. I am especially thankful to John Maxwell without whom this paper would still be a draft on a hard drive somewhere. I would also like to thank Allison Urowitz, Emiko Morita, Jennifer Gauthier, the staff at D&M Publishers Inc., as well as Monique Trottier of Boxcar Marketing; there is no report without your willingness to involve me in your project. To Nicolina, Mauve, Tavengwa, and Brenda: thanks for your support. Lastly, thanks to my father for reminding me that I had to get this report done. This report is dedicated to you. iv CONTENTS ii A P P R O V A L iii ABSTRACT iv ACKNOWLEDGEMENTS v ONTENTSC vii LIST OF TABLES viii GLOSSARY 1 INTRODUCTION 1 D&M Publishers Inc. 2 The project 4 MIDLIST PUBLISHING 4 Defining the midlist book 4 Limited financial rewards 5 The Value of midlist books 8 A low-risk low-return investment 8 Flexibility and security 9 Marketing challenges 9 Small marketing budgets 11 A crowded market 12 Changes in the book retail sector 15 Aggressive consumer discounting 15 Increasing co-op fees 17 The cumulative effect 19 Section conclusion 20 THE POTENTIAL OF THE INTERNET 20 Online book retail in Canada 21 Marketing through online retailers 22 The Long Tail Theory 24 Critiques of the Long Tail Theory 26 A role for marketing in the Long Tail Theory 27 Reaching niche markets 29 Online Marketing 29 Social media 31 Social networks 35 Section conclusion 37 ONLINE MARKETING IN PRACTICE 50 The Book 38 The campaign goals 40 The campaign targets 40 Limitations and concerns for the campaign v 41 The Website 42 The Campaign 42 Getting the word out 43 The results 45 The sales 47 An analysis of the campaign 47 Measuring the efficiencies of online marketing 48 Evaluating the costs of online marketing 50 Selecting books and authors for online marketing 51 Section conclusion 52 CONCLUSION 55 BIBLIOGRAPHY 59 APPENDICES 59 Appendix A: The marketing plan for Trading in Memories 63 Appendix B: Sites targeted by Boxcar Marketing during the campaign 66 Appendix C: Google Analytics reports for tradinginmemories.com vi LIST OF TABLES p.7 Table 1: A comparison of the the distribution of each dollar earned when a book is sold in Canada and the United States p.32 Table 2: membership numbers for 13 Facebook publisher groups recorded between October 23, 2007 - March 27, 2008 p.34 Table 3: Bookninja’s Facebook Group membership over approximately five months p.43 Table 4: Summary of full page reads for the media release for a 28-day period beginning on November 7, 2007. p.44 Table 5: Summary of headline impressions for the media release for a 28-day period starting November 7, 2007 p.46 Table 6: Book sales for Trading in Memories between November 5 – December 1, 2007. vii GLOSSARY Blog A blog or web log is a website that features entries in the form of a journal. Entries to the blog are usually personal or commentaries on matters of public interest. While originally text-based, the modern blog typically incorporates images (usually photographs), as well as video (vlogs) and audio (podcasts) content. Blogger A blogger is the creator or author of a blog. Content Management System A content management system (CMS) is a program used to create the framework for the content of a website (Wikipedia, 2008). Content management systems are typically used to store and publish information. Many are available as open-source software, freely downloadable on the Web. Co-op advertising Co-op (short for co-operative) advertising refers to a marketing practice of splitting the cost of advertising between two or more companies. In book retail, co-op advertising is made up of marketing subsidies paid by publishers to retailers as a contribution to the costs of in-store advertising expenses. The money is used to pay for the store’s newspaper and magazine ads, posters, catalogs, newsletters, ad-cards, and prominent in-store placement. Headline impression A headline impression indicates the number of times someone views a web page on which a headline or abstract from a web page is republished on another website. Headline impressions are viii used by online publishers to measure the number of times their content is republished around the web. It is a useful tool to measure the number of times a message is broadcast. Litblog A Litblog is a literary blog that focuses on the topic of literature. Midlist Midlist is a term used in trade publishing to refer to books that are not expected to become bestsellers but have enough economic and artistic merits to justify their publication. Rich Site Summary (RSS) RSS is a collection of web feed formats used to publish frequently updated content on websites. The content can be news headlines, a blog or podcast series. Podcast A podcast is a collection of digital files distributed over the Internet. The files are usually audio, and can be syndicated. Social media Social media is a collective term for activities that gather and connect information in a manner that enables people to discover and build shared meaning. The term is often used for media technologies that seek to employ the “wisdom of the crowds” to help individuals reach a conclusion. The Long Tail The Long Tail is a term coined by Chris Anderson in 2004 referring to the targeting of niche ix markets as a business strategy.