How To Avoid Publishing-Assisted Suicide

An Amazon Top 100 with 25,000 sales in the first 6 weeks after its release in Oct 2012. Also a B&N Top 100 in May 2013. A brand new book by international bestselling author Jennifer Blake, first published by Steel Magnolia Press

An Amazon Top 100 with 25,000 sales in the first 6 weeks after its release in Oct 2012. Also a B&N Top 100 in May 2013. A brand new book by international bestselling author Jennifer Blake, first published by Steel Magnolia Press

I regularly take aim at “assisted self-publishing” because it often results in a shoddy product, a serious price-tag and/or a big chunk of the author’s royalties going to a middleman that is doing little more than uploading (which is the easiest part of the process).

However, I’m not against assisted self-publishing per se, and today’s guest post sketches out a potential model for such companies, an author-centric approach that can benefit all parties, particularly the author. And it’s not just theory.

Phoenix Sullivan is an author, self-publisher, and IMO one of the smartest people in the publishing business. Regular readers will know that she was one of the brains behind figuring out the Popularity list and the subsequent algorithm changes to same which led to the diminution of post-free sales bumps (indeed, much of Let’s Get Visible is based on her insights).

Phoenix is also the General Manager of Steel Magnolia Press, which is not your average publishing company. SMP assists a very select group of authors to self-publish their work, in exchange for a small percentage. As you will see, the results have been astounding, but Phoenix isn’t here to shill for her company — it isn’t taking on new clients. Rather, she is here to show how an author-centric assisted-publishing model can work (and how it often doesn’t). Here’s Phoenix with more:

* * *

There’s been a lot of noise, recently and not so recently, about agents and publishers adapting to the fast-changing digital world by finding new ways to fleece writers.

Everywhere we turn, we run into new “services” ready to help in the self-publishing process, beckoning from every street corner like high-priced call girls pimping their wares and making promises too good to be delivered. Trying to dress up the act by giving it a more reputable name and marketing spin, such as “escort service,” doesn’t change what’s going to happen to the customer at the end of the night.

David’s run a few scathing posts about some of the agents and publishers — even respected guilds — out to take advantage of the desperate, the naive or simply the too-busy-to-be-bothered.

louisianabox

An Amazon Top 100 for 9 weeks Dec 2012 – Feb 2013. Box set of 4 backlist novels by Jennifer Blake

Sure, customers pay for convenience all the time. The issue here is not the willingness of the author to pay, but how much, and for how long, these publishing assistants (PAs) are asking to be paid.

A reasonable profit is a reasonable expectation. But like with distributors increasing the cost of gasoline or plywood in the face of a coming hurricane, inflating profits at the expense of the desperate or the unwary, however willing they are to pay at the time, simply isn’t justifiable.

So what’s really wrong with all these PAs who’ve come under fire?

David put it pretty succinctly: laziness. Lazy publishers, lazy agents, lazy service providers, lazy authors — all grabbing for the same low-hanging fruit.

We’ve seen the models that some of the respected names in the industry use and we’ve listened to David’s cogent reasoning against their exploitative practices.

It seems most PAs out there operate under a model of high volume with little risk. Staying in business means selling a few each of a lot of inventory, so the PA winds up turning a profit on the whole. No one work, no one author gets special focus except for a top name or two. It’s basically the trad publisher model all over again, with the midlist author still on the short-end of the profits.

Except, of course, it’s worse. The trad publisher at least bears the risk, fronting the costs of production, distribution and whatever marketing they may plan.

The easy part for PAs is coordinating one-time services to get the books produced and distributed — usually at the author’s considerable expense. The hard part is actually selling the books. That’s why these guys are being termed “lazy.” They’re not committing to the hard part.

An Amazon Top 100 Paid in 2012 and #1 Free in 2013. Over $20,000 in lifetime royalties – by Phoenix Sullivan

Now, what these PAs do they may indeed do competently, aboveboard and as advertised. The beef isn’t with whether or not they deliver on their promise. It’s that their promise is thin, weak, expensive and, ultimately, not in the author’s best interest.

In essence, it’s little — if at all — better than what vanity publishers have always promised.

What’s missing is continued effective support and incentive on the PA’s side to actually SELL books, not just produce and distribute them.

But just look at the menu of marketing value-adds these PAs provide!

Newsflash: Attaching metadata and adding a book title to a buyer’s catalog are default line items in any marketing plan. As basic as having the author’s name (spelled correctly) on a book cover. What designer touts “author’s name on the cover!” as a benefit to using their design skills?

Then what about those PAs who have a proprietary website and sell direct? Those higher royalties look awfully attractive.

There’s a fine line between offering convenience and spreading too thin in the digital book business. There are many legitimate reasons to maintain a PA-supported site. Being able to sell ebooks to customers in certain countries without levying a VAT charge is one. The ability to offer signed print copies is another.

However, if the PA is concentrating their efforts to promote their site rather than your books, that’s a red flag. It’s traditional thinking that having your self-pubbed books — whether digital or print — in as many distribution locations as possible is the most effective way to sell them. The PA who sets out to woo customers away from the big online retailers needs to have a huge marketing engine — and the marketing budget to support it — to drive customers to their site and then to help sell books to customers once they’re there. Simply setting up a website and adding checkout software won’t cut it.

Attempting direct selling without that investment shows a lack of understanding for how to gain more sales in the long-term. Recommendation engines, curated lists, one-to-one marketing, and other means to visibility available on the big retail sites help to exponentially increase sales. The more sales your books make with the big guys, the more visibility they automatically give you. (For an in-depth explanation about the path to online store visibility, check out David’s newest: Let’s Get Visible.)

Debut novel by Lindy Corbin - sold 2000 copies in the first 2 weeks after its release in 2012.

Debut novel by Lindy Corbin – sold 2000 copies in the first 2 weeks after its release in 2012.

David’s given us a peek at what many agents and publishers want authors to believe they need in the way of assisted publishing: costly upfront help with little-to-no ongoing support for a lifetime split of the profits.

We know the ideal model from the author’s perspective: we call it front-list traditional publishing — with big marketing budgets, big advances, and big expectations.

What then is the middle ground where assisted publishing gives the author a fair return, plus gives the PAs a reasonable profit margin?

Ironically, the only way big publishers can survive the thin profit margins of doing assisted publishing right is by not doing it at all. In a world where boutique generally means expensive, it’s the boutique assister that can actually provide authors the most cost-effective and response-effective services. This is good news for agents who truly have their clients’ interests at heart.

Here’s What Agents And Publishers Could Be Doing To Earn A Fair Commission

Separate yourself from vanity publishing. Anyone can publish and distribute your clients’ books – most at a substantially lower cost. Be the partner who can actually sell your clients’ books.

The issue, of course, is time. You don’t have several hours per day to handle the minutiae of publishing and promotion for a large roster of backlist books in an effective manner and still conduct your primary  business. What other choice do you have but to outsource to a company, such as Argo Navis, that charges high fees (yet doesn’t seem to be selling books)? And how can YOU make money on the whole enterprise unless the cost of outsourcing comes out of the authors’ royalty cuts?

One way is to contract with a dedicated book manager to handle publishing and promotion in-house. An effective manager will be able to drive more sales, resulting in higher profits for all parties.

How? If you invest the time, effort and cost to promote through effective venues, the difference in sales for curated books that get promoted vs those that don’t can more than compensate for the book manager’s commission. Yes, commission. An incentivized manager is a hardworking manager.

And don’t put a clueless intern in charge of the promotional efforts; use a professional who understands the digital marketplace. Selling into it is NOT the same as selling in the trad market. Throwing money at ineffective blog tours and nothing else, for instance, just to give the illusion you’re doing something serves no one’s best interest.

The cost of effective promotion can be high, both in terms of advertising dollars and time. But with your backing, a good book manager will be able to ferret out the successful activities from the promo fails. Here are some tactics both you and the book manager should be willing to embrace.

  • Identify which venues have the most cost-effective return for the genres represented
  • Build relationships with site owners and follow through with quality products and prompt payment
  • Use the entire inventory to build cross-promotional opportunities
    • within each author’s body of work;
    • between popular books of several authors; and
    • using more popular books to help lift the sales of less-popular ones

Be willing to pulse prices across titles, even to offer some free as loss-leaders. Embrace the competitive spirit.

New digital release – backlist title by one of the new Steel Magnolia authors, USA Today/NY Times bestselling author Christina Skye

Set a limit for advertising costs that you bear, either per author or per title, per month or per annum. Set favorable commissions (20% tops!) that will cover baseline advertising costs and recoup the costs of any advertising done – with consent – above the threshold through author royalties.

Be entrepreneurial, not big corporation, and handle no more than 400 titles per full-time book manager.

Contract books for no more than 2-3 years at a time with no auto-renewal, allowing clients to walk away if they have disappointing results. Earn the business.

Coordinate all aspects of getting the book produced, offering a tiered menu, where appropriate, of services that the author pays for at cost. Note these are one-time charges and should NOT be used to bump the commission structure higher. Does the general contractor who oversees the build on your house get a cut when you re-sell it? Of course not. Why then should PAs get a continual income stream from piece work?

Front the money for all production, distribution and advertising costs. Fronting all money, especially ongoing ad costs, gives you a higher stake in the authors’ success and encourages better performance for each book, which encourages better management of all the titles.

Can an author-centric model realistically make the PA money?

Using 400 managed books as an example, let’s look at a conservative breakdown.

If each book averages $300 in royalties per month, that’s $120,000 gross per month or $1.44 million per year.

In our example, the PA takes 50% of the 15% royalty commission and shares 50% with the book manager:

15% = $18,000 less $2000 ad costs borne by the PA = $16,000

For each, that’s $8000 per month or $96,000 per year, with the PA also receiving a tax write-off on $24,000 in yearly ad costs.

That leaves $1.248 million for the authors, with one-time production fees and any additional ad costs coming out of that pool. In the first year, where all books have production fees of, say, $1200 each plus $300 in additional ad costs per year, total expenses = $600,000. Net profits of $648,000 for 400 books result in an average of $1620 per book, with subsequent years earning each book an average of $3120 per year.

New digital edition - backlist title by one of the new Steel Magnolia authors, bestselling author Lynette Vinet

New digital edition – backlist title by one of the new Steel Magnolia authors, bestselling author Lynette Vinet

Remember, too, this is passive income for the PA who has only to identify the clients, work the contracts, hire the book managers, and cut the checks. Plus, the ratio of books to book managers doesn’t affect the bottom line, so even with a more author-friendly ratio of 5 managers handling 1000 books between them, the PA could still earn $250,000 in a year with $72,000 in tax write-offs for advertising – all without adding much burden to their schedules.

The only catch? Finding the right people to manage the inventory who won’t lead authors down the path of publishing-assisted suicide. The good news is people like David are helping to train up potential candidates right now.

* * *

Phoenix Sullivan is the General Manager of Steel Magnolia Press (Jennifer Blake, President), whose original 4 authors have, across 60 digital titles, sold 248,000 books; given away 835,000 copies; and earned $210,000 – mainly from backlist, and mostly in the past 6 months. In the past year, SMP has placed 14 titles in Amazon’s Top 100, 5 titles in BN’s Top 100, and sent 3 titles to #1 Free on Amazon. SMP is delighted to have 2 more bestselling authors joining them this month, and anticipates an inventory of 100 titles published by the end of the year. SMP is not taking on new clients.

About davidgaughran

David Gaughran is a 34-year old Irish writer, living in London, who spends most of his time travelling the world, collecting stories. He is the author of the South American historical adventure "A Storm Hits Valparaiso" and the short stories "If You Go Into The Woods" and "Transfection" as well as the popular self-publishing guide "Let's Get Digital: How To Self-Publish, And Why You Should."
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20 Responses to How To Avoid Publishing-Assisted Suicide

  1. Good article. The same phenomenon is ripe in the music industry. It’s what I call the ‘parallel music industry’, with a vast array of services all offering rewards, for a fee, to unpublished songwriters or unsigned artists. Of course, no one ever sees a result from these tip sheet/pitching services, and no doubt the literary equivalent is exactly the same. The rise of the internet and social media has created new opportunities for people to ‘release’ their material and business, never shy at spotting a money making opportunity, has swooped on this crowd with various degrees of integrity. There is so much free advice these days on spotting the shysters and how to avoid being ripped off; articles such as this are invaluable.
    Chris

  2. alex says:

    It seems like everyone is talking about what’s wrong with the industry (and of course there’s a lot to talk about there!), but it’s much harder to come up with a workable new model. This is fascinating to read about, and I really hope someone brings it, or something like it, into reality.

  3. Thank you for the fascinating article!

  4. Tasha Turner says:

    Great model. Makes sense. Works for everyone involved financially. It would be great to see more agents/PAs offering something like this. Think of the money that could be made by everyone and no one is being scammed or overcharged.

  5. Linda Root says:

    It is an interesting premise. It also inspired me to explore David’s page more thoroughly and it sold me on his LetsGetVisible,which I have just purchased.

  6. Mina Hayes says:

    David, I think the link to Steel Magnolia Press at the end there is borked.

    Thanks for this article! Nerdily, I cannot get enough of the breakdowns where people show their work. And Ms. Sullivan, if you’re the source of some of the material about how the Amazon algorithm works, thank you! Just to appease my own curiosity, I loved that part of VISIBLE.

  7. Mina Hayes says:

    Oh, and I meant to say: the useless (but expensive) middleman is a huge thing in the aspiring screenwriter universe, as well, with people forking over real money for script critiques, BS packaging services, one-sheet design, rip-o-matic trailers, etc. etc. I’m a working writer and I don’t know a SINGLE working writer who uses that stuff. I’m generally very libertarian about what people spend their own money on, but a lot of this stuff is so very predatory, and I’m glad to see you hosting conversations about it!

  8. Pingback: Great Post Here by David Gaughran | geraldineevansbooks

  9. Wonderful details, great information! Thank you, Phoenix and David, for sharing this blog post. I’m also publishing others as well as myself, and it has taken some time to get the profits rolling and figure out best practices. I like your model.

  10. Thanks for the info. Keep it coming!

  11. Pingback: How To Avoid Publishing-Assisted Suicide | David Gaughran -

  12. Lazy is the fastest way to kill anything and everything. Thank you for a thoughtful post.

  13. dplion says:

    Thank you for this post, and its information. I am recently a self published author, and although I was very optimistic, the sales have been very minimal. I am new to this avenue, and am finding out along the way all of the ins and outs of the trade, especially from a self publisher’s perspective. I do not have the monies to go down the traditional routes of publishing, hoping that revenues from sales would allow me to afford looking for a publisher to go with. In time, perhaps I may be able to afford the luxuries of a well known publishing company, but until then, it’s off to the races. I am visually impaired, and my screen reader is not working well with this comment platform this morning, so I apologize for any errors. Thanks again for the post, and keep on writing.
    DP Lyons

    Deon Lyons
    Author of Sully Street
    Now Available in Paperback @ The Children’s Book Cellar, Downtown Waterville
    Also Available in Paperback and Digital at the Following Link:
    http://www.amazon.com/dp/B00C4ZHD0O

    email dplion@roadrunner.com
    Personal Website http://www.dplyons.com
    Personal Blog http://www.dplyons.wordpress.com
    Facebook Page: https://www.facebook.com/deon.lyons.9

    “The happiest of people don’t have the best of everything, they just make the best of everything they have.”
    Unknown Author

  14. Hi David, I have just been browsing your very informative WordPress site. I certainly agree that it is very much a case of ‘buyer beware’ in the world of self publishing. My first book is being published by Matador, who have a good reputation in the author-assisted world, but even so I did research, looked at examples of their products and asked many, many questions before choosing them. Also, I have worked hard in conjunction with my own contacts for cover photography and design. So, yes, an author really cannot just hand over a manuscript and guarantee a good final result! It will be fascinating (and nerve-wracking) for me to see the final result at the end of this month.

    Best wishes
    Adrian

  15. Pingback: Monday Mentions: Desk Treadmills, Thrillerfest & Persian Problems | AMY SHOJAI'S Bling, Bitches & Blood

  16. David Thompson says:

    Good stuff. We (first time authors) are all forewarned. But what do I do if I have a finished manuscript and want good cover-design, proof- reading, epublishing etc. (i.e. the whole job except for editing which I and my friends have done)? Prepared to pay anything reasonable. Are there any recommendations as to whom I should contact??? Help would be much appreciated!!! Thanks for any reply to d.thompson@t-online.de).

  17. Pingback: Thinking Inside The Box: Building Audience With Bundles | David Gaughran

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