1	How to Talk to Vendors Presenters: Teri B. Weil Reference Librarian University of Maryland Eastern Shore Dr. Theodosia T. Shields Dean, Library Services University of Maryland Eastern Shore Stuart Grinell Marketing Representative Ambassador Book Service, Inc
2	Vendor Types Large & Academic Presses Database Sole source Jobbers / Service Providers Independent Presses Library Supplies & Equipment
3	Large & Academic Presses CQ Press Johns Hopkins
4	Database EBSCO OCLC Cambridge Scientific Abstracts
5	Sole Source CCH – Omni Tax Services OCLC FirstSearch - WorldCat
6	Wholesalers / Library Service Providers
7	Independent Presses Azure/BMI ACME Press Third World Press
8	Library Supplies & Equipment 3M Cannon
9	What is Communication
10	What is Communication to Librarians
11	Vocabulary Table
12	Before Calling a Vendor Want/Need Identify Contact Specificity Comparison Written Record
13	After Contacting the Vendor Assessment Specificity Trials Written Record
14	Saying NO Honesty Politeness Explanation
15	Vendor Making Contact Expectations Challenges
16	Questions to Ask Vendors Is this product Z39.50 compliant Can we authenticate using IP Ranges Do you have consortia pricing May we have a trial Is it possible to extend the trial What are the software/hardware requirements Do you provide onsite training How often is the database updated Will you provide a list of your embargoes Is there a backfile
17	Questions to Ask Vendors Is there an online equivalent Is there a discount if we get both the online and print versions Is it possible to just get the online version How often is the material updated - Will be supplements or annual updates Is there a discount for standing orders Do we get discounts for large volume orders Is shipping and handling included How flexible is your approval plan
18	Questions to Ask Vendors What kind of service plans do you have What is included in the base package How many copies will need to be made to make this cost effective How many other institutions are using this product effectively Is this product designed for library use How well does this product perform What are the number of copies per minute