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Tag: decoy pricing

Using “Self-Liquidating Premiums” to Help Close the Sale

An effective technique in information marketing is “self-liquidating premiums”—having the value of the premiums exceed the entire purchase price.

For example, let’s assume you have a product, perhaps a downloadable ebook, with a list price of $49.95. You’re selling it online at a discounted purchase price of $29.95.

8 Ways to Sell Digital Magazine Subscriptions

It’s amazing to look back to just a year or so ago, when digital magazines were still something of a novelty. Today, it’s a given that print publishers will soon create a digital version of their product if they haven’t already.

A Great Example of a Premium Content Subscription

A couple of years ago, Don outlined the attributes of a premium content subscription: not a website itself, but the thing that customers buy – the content subscription.

In updating this post (as we often do with our website content – a Mequoda best practice), we decided to give you an actual example of the perfect premium content subscription, and we settled on CooksIllustrated.com, the companion website to Cook’s Illustrated magazine from America’s Test Kitchen.

Deconstructing the phrase “premium content subscription” is a helpful exercise for getting this discussion onto the right track. Let’s take a look at each of the three words individually.

10 Little-Known Subscription Business Model Facts That Can Increase Revenue

These subscription business model facts will help you take a new look at your current approach to subscription marketing.
Most of the subscription business model facts you usually hear likely pertain to percentages and numbers that don’t apply to you and instead reflect someone else’s business. But the ten facts below give you permission to take a step

How to Choose the Best Subscription Pricing & Single-Copy Pricing Strategy for Your Subscription Websites

While the challenge of choosing the right subscription and single copy pricing strategy is not new to magazine publishers, it’s virgin territory for most subscription website publishers and many publishers exploring the digital newsstand landscape.

Even magazine publishers are faced with new economic realities.

The marginal cost of delivering a digital subscription to your own website is near zero. The cost of delivering digital issues via the Apple, Amazon, or Barnes & Noble digital newsstands is based on remit and the cost of delivering a digital issue paid to your digital publishing software provider (Mag+, Adobe Digital Publishing Suite, etc.).

Subscription Marketing: How One Publisher Doubled Revenues in 12 Months

Three ways membership offers beat subscription marketing offers
We are big proponents of both web magazines and web libraries, plus various collections and special issues that can be derived from them to create robust membership products.
Last September, we had the privilege of taking over all membership and subscription marketing for the Biblical Archaeology Society, a long time

How to Increase Subscription Sales from a Single Product

As a publisher, you’re no stranger to tiered pricing. The question is, is your highest priced tier the most purchased item, or the least? For most publishers, when they price a product and try to bundle it with other products, the highest priced bundle is not their best seller. But for the publishers we work with, it’s their highest and they know how to increase subscription sales with two strategies.

Decoy Pricing: The Biggest Little Secret in the Publishing World

How would you like to increase your subscription revenues by almost 60%?

It can be done, and it’s not magic. All you need are a paid subscription website, a couple of other great products to sell and one secret: Decoy pricing.

More and more publishers are discovering this secret. And it’s not a new concept. You might know of it as the “contrast effect.”

A Magazine Platform Worth Investing In

When you think of a magazine platform, you probably think print and digital. They seem like black and white, but there’s actually a whole lot of grey on the digital side of things. A digital magazine, as defined by the Alliance for Audited Media (formerly ABC) defines a digital edition as distribution of a magazine’s content via electronic means. The digital edition must maintain the same identity of the host publication by maintaining the same brand characteristics.
 Mequoda agrees with this definition.

Magazine Subscription Offers: How to Sell Print and Digital Bundles

There’s very little consistency when it comes to pricing magazines on the internet, and even less when it comes to bundling magazine subscription offers. We’re all familiar with the $12 print subscription, offering a printed piece of art, signed sealed and delivered for $1 per month. Some may say that pricing scheme is devaluing magazines across the board, but buy does it work.

So how far have we come since the $12/year print offer? In some cases, not very far. But in others, you’ll find niche consumer magazines bringing in $30 or more per subscription.

Magazine Subscription Websites: 4 Huge Mistakes You Might Be Making

“Do your job.”

Those are the famous words of New England Patriots’ coach Bill Belichick, and the mantra of the whole team, who I imagine you already know just won their fifth Super Bowl in the greatest game of all time (no New England bias here, nope!)
If you have a magazine, you have a magazine subscription website. Most publishers don’t use the same definition as we do, because I don’t think most magazine subscription websites do their job. They exist, and they process payments, but they do very little to attract (provocative pricing), entice (great copy and packages), and keep subscribers happy (digital archives and access).

Magazine Pricing Even for the Best Digital Magazines Still an Improvement Opportunity

Magazine pricing strategy has certainly evolved quickly over the past year. In 2013, we still believed that universal pricing was the best way to handle print, website and tablet products. Today, we’ve evolved our own thinking and our new Best Practice is decoy pricing, which requires different prices for different products.

It’s Your Last Chance to Attend Our Digital Magazine Publishing Workshop

If you’re not there, your competitors will be.
Registration for our upcoming one-day Digital Magazine Publishing Workshop on August 2 closes todayIf you miss it, what do you plan to do instead to grow your business?

Download our program guide and register right now, while there’s still time.
Here’s what you’ll learn at the Digital Magazine Publishing Workshop:
What American Magazine Readers Really

Registration for Our One-Day Digital Magazine Workshop Ends Next Week

Register now, or wait another year to attend this one-day workshop.
I’ll keep this short, because I know you’re busy. Registration for the upcoming one-day Digital Magazine Publishing Workshop closes in one week. If you miss it, what do you plan to do instead to grow your business?

If you’re the owner or operator of a niche magazine business, or are

$200 Savings Ends Today on Our Digital Magazine Workshop

Please hurry! Your Early Bird price ends at midnight tonight
Your chance to exercise frugality in attending our one-day Digital Magazine Publishing Workshop ends at midnight tonight.

Perhaps you noted our earlier emails about the Early Bird price for our first one-day Digital Magazine Publishing Workshop and told yourself you’d get to it soon.

Well, soon is now! Early Bird registration

Subscription Marketing: The More Things Change, the More They Stay the Same

As long as you’re selling to humans, you can’t go wrong with classic strategies. The more I read and write about the future of magazines and subscription marketing, the more I realize that the Internet continues to create a sea change for the magazine industry. When I learned the trade, I was learning what the publishing generation before me had learned, and the generation before that.

What American Magazine Readers Really Want

The answers will surprise you
At Mequoda, we’re deeply opposed to guessing.

That’s why we’re so devoted to testing and statistics, which is how we developed our Mequoda Method and made it so successful that we’ve been able to improve the power and profits of dozens of magazine brands.

And of course there’s one other method for finding

Two Weeks Left to Save – Register Now Before Vacation!

Put down the sunscreen and register before summer fever sets in
So, look, I know you’re headed on vacation in the next week or so, but we have an early bird deadline coming up for our first ever one-day Digital Magazine Publishing Workshop, and I don’t want you to forget.

If you want to attend for the

12 Case Studies of Publishers Who Have Blazed the Trail to Success

Mequoda wants no publisher to be left behind
I can talk until I’m blue in the face about how well the Mequoda Method works in helping legacy print magazine publishers make the business-critical transition to the digital age.

That doesn’t mean anyone should take my word for it.

When you attend our Digital Magazine Publishing Workshop, you’ll learn

5 Reasons Your Magazine App Could Be Costing You Money

Your magazine app is a platform, but it’s not the most profitable digital magazine platform for passive income

Digital magazine apps are great for one huge reason: They come with a built-in marketplace. People who own tablets are accustomed to buying apps, and using app stores and newsstands to find new content.

The app edition of a digital

A Step-by-Step Roadmap for Making the Digital Conversion

If you’ve been reading here about the journey from legacy print publishing to digital magazine publishing, it may sound almost too confusing to contemplate
The journey involves everything from creating a magazine edition you may never even have heard of before – the web edition – to pricing to marketing on social media to upgrading print

How to Upsell Print-Only Subscribers into More Expensive Digital Packages

Learn everything from pricing to copy platforms, and watch the print-to-digital upgrades roll in
The beauty of the digital era in publishing is that it doesn’t just give you a new option for your existing audience to choose.

It delivers the opportunity to expand that audience, create several new premium products, drive more orders per promotion, and

How to Run an Integrated Marketing Campaign

Set up your marketing based on data and continual improvement to reap big profits
One thing that troubles publishers who are planning to make the move to multiplatform publishing is how to promote so many different products, especially given the new marketing channels that are available to us in the digital age.

As we’ve noted here before,

The Future of Magazines Looks Responsive

The MPA just released their Magazine Media 360° report and the future of magazines is just as interesting to predict as ever. The top growing magazine brands year over year tapped into just about every general interest niche: Esquire, domino, Nylon, Town & Country, Fast Company, Harper’s Bazaar, Teen Vogue, Fit Pregnancy & Baby, Country Living, Popular Mechanics.

Top Subscription Billing Software Solutions for Publishers

Subscription billing software allows publishers to manage their customer subscriptions and revenue by storing payment data and processing charges on a recurring basis. Of course, subscriptions have been an important economic model for publishers for a long time and good digital publishers continue to take advantage of the benefits.

Most publishers understand that merchant accounts and payment gateways are necessary to take someone’s credit card and ensure the funds end up in the right place. Subscription billing software ensures that accounts can be charged on a regular basis. These services store credit cards, and ensure that every month the right people get charged the right amount for their subscription service.

Some payment gateways have developed simple recurring billing modules on top of their existing systems. Other services have developed specific capabilities around subscription billing.

Magazine Subscription Marketing Ideas for Selling More Print & Digital

We talk a lot about digital magazine subscription marketing around here, and unwittingly neglect your very important print publications. Once you’ve established your subscription price strategy, the next problem to solve is the offer you make in your magazine subscription marketing campaigns.

How to Launch a Magazine Subscription Website and Increase Digital Sales

If you are a legacy magazine publisher, guarantee success by learning how to launch a magazine subscription website, which is often misunderstood.
A magazine subscription website model is set up to sell subscriptions for a related print or digital magazine and to provide access to issues of the magazine.

For the past 20 years, our team has been

10 Top Digital Magazine Publishing Posts of 2015

Our most-read digital magazine publishing posts of 2015 reveal a desire for better understanding of creating, publishing, pricing and selling magazines
This year in our Digital Magazine Publishing articles we’ve tackled everything from choosing the right magazine software, to identifying pricing strategies that get buyers to pick your highest package, and how to design a digital magazine

12 Features of Great Magazine Subscription Websites

TIME almost hits the mark with their magazine subscription website, but niche publishers hit the bullseye
One of the most profitable subscription websites is a magazine subscription website.

It’s not because it’s cheaper to build, or brings in substantially more revenue than other business models, it’s more profitable because once your platform is up and running, you

Most Publishers Choose the Wrong Magazine Publishing Software

Keep more revenue while offering a better customer experience by ditching the app and launching a web magazine
In our eyes, there are two digital magazine publishing software giants: Adobe and Mag+. When we work with publishers developing digital magazine apps for tablets, we recommend Mag+, a spin-out company that sprung from Bonnier Corp.’s very early Popular Science app.

We

Which Digital Magazine Pricing Model Generates the Highest Revenues?

Breakthroughs in digital magazine pricing and contrast pricing yield startling results
A few years ago, we were still huge fans of universal pricing for digital, print and website subscriptions.

We still like it. We just don’t like like it.

Universal pricing, in which the subscriber gets access to your content on all of your platforms, certainly has its

What Bad Reviews Reveal About the “Best” Digital Magazines

Have you ever spent time poking around on your iPad, just to see how customers feel about the digital magazines they buy and subscribe to? We make this a habit of ours, picking out some of the common themes (typically, bad usability and type size complaints) and also purchasing habits.

Magazine Pricing: The 7 Immutable Laws of Economic Behaviorism

We’ve been writing about the pricing of website and digital and print magazine subscriptions a lot lately, which has lead us to dig up some intriguing themes. Of course, the word “intriguing” tends to mean different things to different people: In discussing our best practice of decoy pricing with a client who is a psychotherapist as well as a publisher, the client gasped, “But you’re manipulating the consumer!”

Our enthusiastic response: Absolutely!

Digital Magazine Subscriptions Becoming More Specialized

Do you have any super-subscribers? A recent report in Capital New York explores the idea of digital magazine subscriptions enhanced for your most loyal readers, citing brands like People and O, The Oprah Magazine as examples.

Mequoda Group’s new Digital Magazine Market Study shows industry and consumers still getting a feel for new technology

In the I Like Crochet case study, the report outlines the decoy pricing strategy that Mequoda has championed, a strategy that drives more orders to the highest price point and more orders overall for all of the Mequoda clients who use it.

Also profiled is LED magazine, with a website, print/PDF edition and app edition. This case study demonstrates how much discreet advertising inventory can be generated in the new digital age.

Finally, the report takes a look at The New Yorker, which bucks the trend to either charge different prices for discreet products, or to use universal pricing, by offering three separate products, but all at the same price.

Sovereign Publishing Unites Four Different Publications with Launch of Warfare History Network

Profitable combination of direct marketing, fulfillment, advertising and content expertise hits one out of the park
Some of you might be familiar with our favorite publisher, Rose Harper. Of course Rose isn’t a real publisher – she’s someone we invented as the embodiment of a typical publisher who we use as an example in teaching our

Prime Publishing and Mequoda Group launch ‘revolutionary’ website magazine

Niche publisher launches groundbreaking website magazine, revealing future of digital magazines
NORTHBROOK, IL (August 13, 2014) – Prime Publishing, publisher of 17 free craft websites and 13 free cooking sites, has just released what Prime and multiplatform publishing consultants Mequoda Group believe is the magazine industry’s first-ever true website magazine, along with an associated app edition

Niche Publisher Launches New Multiplatform Digital Magazine

I Like Crochet may be a glimpse of the future of magazine publishing
It’s a good thing consumers know their own minds, because the magazine industry might have completely failed its readers in the years since the Internet age was born.

That’s the conclusion you reach if you talk to our CEO, Don Nicholas, about what he

Creating the Perfect Magazine Website

Ten years ago, most magazine publishers fell into two camps when it came to online magazine publishing. Some buried their heads in the sand and did little or nothing, apparently hoping this crazy fad would pass. We’ll call them “Reluctants.” Others jumped in, investing enormous amounts of time and money with little or no planning and mixed results at best. We’ll call this group the “Eager Beavers.” Of course there were publishers who did have a plan, executed it well, and achieved success, but they were more the exception.

Four Digital Magazine Best Practices from the May 2014 Mequoda Intensive

Digital magazine publishing changes from week to week, but last week, at our quarterly Digital Publishing & Marketing Intensive in Boston, we discussed digital magazine publishing opportunities in depth. The publishers we had the honor of sharing a room with – from niche consumer magazines to extremely niche B2B magazines – hailed from all over the country.

Who’s Winning the Tablet Magazine Wars?

It’s not who you might think

Now that AAM is allowing publishers to report their tablet magazine circulation separately, it’s become possible to track those who are leading the way in this small but growing segment.

And the news is startling.

We compiled the Mequoda 25 Top Tablet Magazines drawing on those magazines reporting their digital circulation to

Newsweek Pricing Makes a Splash, But Not in a Good Way

Today we bring you another installment in our ongoing magazine pricing series, What Big Publishers Are Doing Wrong.

OK, it’s not really a series. But lately we’ve been taking up the latest hot stories from the publishing industry, applying a hard Mequoda look at those publications, and finding something utterly different from the breathless coverage that other observers deliver.

Scientific American Pricing: When Good Publishers Go Bad

What is a “lifetime” product? At Scientific American, it’s their brand-new all-access bundle of print magazine, digital and a massive 150,000-article archive, dating back to the magazine’s first issue in August 1845.

Small Niche Digital Magazine Sells Like Gangbusters … but Apple’s Newsstand isn’t the Main Source

The “World’s Largest Circulation Biblical Archaeology Magazine,” as Biblical Archaeology Review (BAR) bills itself, lives in a small niche, parented by a nonprofit organization. It’s dedicated to studying the oldest civilizations in the world.

Yet it’s had a digital magazine since September 2012, well before many other niche publishers, and it’s making this commitment 21st-century technology pay off in a big way.

Outside Shows Vigor in Digital Magazine Publishing Efforts

As a 36-year-old, Outside magazine from Mariah Media is, naturally, quite physically fit. Established in 1977 by Rolling Stone co-founder and publisher Jann Wenner (also current owner of Men’s Journal and US Weekly), the magazine was sold to its current owner in 1979.

Since 2010, it has also had the luxury in terms of audience exposure of a sister satellite television network, Outside Television. Presumably that has helped it survive the print magazine downturn; since 2010, just after the iPad’s debut and digital magazine publishing was born, Outside has lost a miniscule 0.2% of its circulation, and stands at 685,164 as of June 2013.