| Maverick Marketing Insider Series | | | | He realized we could outsell him even in the market he |
| PART 1 OF 2 | | | | was already serving and he was satisfied with the |
| If you have a marketing business, chances are you get | | | | bigger picture of my group handling all sales. He |
| excited at the prospect of acquiring a new product to | | | | realized he would make more income with much less |
| sell. One challenge to marketing, especially over the | | | | work on his part by having us make all sales. |
| Internet, is the amount of competition. Affiliate | | | | The nice thing about a product that is already being |
| programs often create an enormous amount of | | | | sold in a very limited market is the manufacturer can |
| competitors offering identical products. Experienced | | | | already provide you with literature, product samples |
| marketers realize the benefit and excitement of being | | | | and his successful marketing programs. In the USA, I |
| the first to make a new product offering of an affiliate | | | | never had to pay for initial product samples, though I |
| product, or even better, their own exclusive product. | | | | understand that climate is starting to change. I have |
| Suppose you've done your research and located a | | | | paid for a few foreign samples over the years. |
| couple of products that you believe potential buyers | | | | Did you realize that it's been reported that only about |
| are seeking, ones you feel are the next generation of | | | | 4% of all manufactures export their products outside |
| hot, high demand items. You want to offer them and | | | | of America? Did you know some companies secure |
| beat the competition to the niche market. You know | | | | exclusive rights on a product or service, then sell those |
| you could really make a financial killing if you had | | | | rights to a third party that is setup to market it? |
| exclusive rights to them, by marketing them yourself | | | | Sometimes you can just work as a Finder making an |
| and through your own affiliate program. How do you | | | | income through selling your services through the |
| acquire exclusivity of these products? | | | | Finders Exchange. There is great value in securing |
| The prime benefit of having exclusive product rights is | | | | exclusive product rights. |
| the level of control you have and potential for greater | | | | How To Request Exclusive Rights |
| income. Personally, I will only represent products that I | | | | · Since most manufacturers only sell their products |
| control through exclusive rights. The only exceptions | | | | through two or three methods, you may get exclusive |
| are affiliate programs, but this is a different discussion | | | | rights for other markets like the Internet or mail order. |
| entirely. I am excluding affiliate programs relative to this | | | | · Once the manufacturer sees you can perform in |
| subject, since they are the exception. I have been | | | | the market he's assigned to you, he will likely give you |
| marketing products in many categories for nearly forty | | | | additional exclusive rights to other markets. |
| years, both intangibles (services, financial etc.), and | | | | · Never pay for exclusive rights. You are opening up |
| tangibles (physical products in many categories) and | | | | new markets and sales for him at your expense. |
| have made most of the mistakes possible, as well as | | | | Remember, time is money and that's what you will be |
| my share of successes. Experience teaches you to | | | | providing. Your total upfront cost should be for |
| not waste your time, money and effort. The following | | | | postage, and maybe a sample if you can't talk him into |
| is an overview of the basics to acquiring product | | | | a free review product. |
| exclusivity. | | | | · Don't buy a large upfront inventory. If possible, just |
| I only represent products that I can gain exclusive | | | | get a few samples, and work with these and possibly |
| rights for my market and I will get paid something for | | | | some pictures or catalog sheets (glossy pictures with |
| every product unit sold, even if sold by others. | | | | product description and specifications). If you need an |
| Exclusive rights means no one else can purchase that | | | | inventory, be conservative, and start with as little as |
| product without purchasing it through you, including | | | | possible. Use all the existing selling aids you can get |
| wholesalers, distributors, affiliates, and etc. | | | | from the manufacturer, to start with. |
| The secret is to locate a product already selling, but is | | | | · Don't be afraid to ask for what you want. If you |
| not available in your niche market yet. Its exposure is | | | | calculate you realistically need to make a certain |
| currently very limited. Many companies make great | | | | amount of money per unit, and you expect to |
| products but don't really know how to sell them, or | | | | conservatively sell a specific minimum of units per |
| how to locate and reach other markets. That's where | | | | month, don't be pressured into higher prices or greater |
| you come in. Think outside of the box. You are | | | | sales numbers. Only settle for what you believe to be |
| suggesting to the manufacturer or company that | | | | fair and realistic. If they want more than you believe |
| controls the product that he should give you exclusive | | | | fair or realistic, pass up the product and find another |
| rights for a special market he isn't yet covering. Once | | | | one from someone else. |
| you show him you can perform, he will likely give you | | | | · When negotiating for new product exclusivity, |
| additional exclusive rights for that product or service in | | | | expect to get your share of refusals and turndowns. |
| other market niches. | | | | Keep plugging along and you'll likely get that winner in |
| For example, he's selling his product only through | | | | time. The manufacturer wants to work with you, and |
| distributors that sell to retail stores, who in turn retail to | | | | especially wants you to succeed. But, he wants to be |
| the end user, the final customer. He would like to reach | | | | represented by a true professional that can perform, |
| new markets if the opportunity arose. That's where | | | | making sales according to his goals. It's your job to |
| you come in. | | | | convince him you are that person. Give him reasons |
| You desire to sell over the Internet, through your | | | | why you can perform by showing some past |
| website, newsletter, and affiliates. You're opening up a | | | | successes, and your ability to penetrate the market |
| new, potentially mass market for him. Perform well, | | | | you are requesting exclusivity for. Don't be too specific |
| and you may get international rights, direct mail | | | | or you'll give away your trade secrets and he may |
| exclusivity and etc. I negotiated total exclusive rights on | | | | feel he may not need you, because he now believes |
| a product, in all markets, even though the manufacturer | | | | he can now do it himself, since you've given him the |
| was directly selling to over 200 clients nationwide. And, | | | | idea. |
| we secured international - worldwide exclusive rights. | | | | The steps to gaining exclusive rights are in Part Two. |