How You Can Acquire Exclusive Rights To Products; Part 1 of 2

If you have a marketing business, chances are you get excited at the prospect of acquiring a new product to sell. One challenge to marketing, especially over the Internet, is the amount of competition. Affiliate programs often create an enormous amount of competitors offering identical products. Experienced marketers realize the benefit and excitement of being the first to make a new product offering of an affiliate product, or even better, their own exclusive product.

Suppose you've done your research and located a couple of products that you believe potential buyers are seeking, ones you feel are the next generation of hot, high demand items. You want to offer them and beat the competition to the niche market. You know you could really make a financial killing if you had exclusive rights to them, by marketing them yourself and through your own affiliate program. How do you acquire exclusivity of these products?

The prime benefit of having exclusive product rights is the level of control you have and potential for greater income. Personally, I will only represent products that I control through exclusive rights. The only exceptions are affiliate programs, but this is a different discussion entirely. I am excluding affiliate programs relative to this subject, since they are the exception. I have been marketing products in many categories for nearly forty years, both intangibles (services, financial etc.), and tangibles (physical products in many categories) and have made most of the mistakes possible, as well as my share of successes. Experience teaches you to not waste your time, money and effort. The following is an overview of the basics to acquiring product exclusivity.

I only represent products that I can gain exclusive rights for my market and I will get paid something for every product unit sold, even if sold by others. Exclusive rights means no one else can purchase that product without purchasing it through you, including wholesalers, distributors, affiliates, and etc.

The secret is to locate a product already selling, but is not available in your niche market yet. Its exposure is currently very limited. Many companies make great products but don't really know how to sell them, or how to locate and reach other markets. That's where you come in. Think outside of the box. You are suggesting to the manufacturer or company that controls the product that he should give you exclusive rights for a special market he isn't yet covering. Once you show him you can perform, he will likely give you additional exclusive rights for that product or service in other market niches.

For example, he's selling his product only through distributors that sell to retail stores, who in turn retail to the end user, the final customer. He would like to reach new markets if the opportunity arose. That's where you come in.

You desire to sell over the Internet, through your website, newsletter, and affiliates. You're opening up a new, potentially mass market for him. Perform well, and you may get international rights, direct mail exclusivity and etc. I negotiated total exclusive rights on a product, in all markets, even though the manufacturer was directly selling to over 200 clients nationwide. And, we secured international ? worldwide exclusive rights. He realized we could outsell him even in the market he was already serving and he was satisfied with the bigger picture of my group handling all sales. He realized he would make more income with much less work on his part by having us make all sales.

The nice thing about a product that is already being sold in a very limited market is the manufacturer can already provide you with literature, product samples and his successful marketing programs. In the USA, I never had to pay for initial product samples, though I understand that climate is starting to change. I have paid for a few foreign samples over the years.

Did you realize that it's been reported that only about 4% of all manufactures export their products outside of America? Did you know some companies secure exclusive rights on a product or service, then sell those rights to a third party that is setup to market it? Sometimes you can just work as a Finder making an income through selling your services through the Finders Exchange. There is great value in securing exclusive product rights.

How To Request Exclusive Rights

· Since most manufacturers only sell their products through two or three methods, you may get exclusive rights for other markets like the Internet or mail order.

· Once the manufacturer sees you can perform in the market he's assigned to you, he will likely give you additional exclusive rights to other markets.

· Never pay for exclusive rights. You are opening up new markets and sales for him at your expense. Remember, time is money and that's what you will be providing. Your total upfront cost should be for postage, and maybe a sample if you can't talk him into a free review product.

· Don't buy a large upfront inventory. If possible, just get a few samples, and work with these and possibly some pictures or catalog sheets (glossy pictures with product description and specifications). If you need an inventory, be conservative, and start with as little as possible. Use all the existing selling aids you can get from the manufacturer, to start with.

· Don't be afraid to ask for what you want. If you calculate you realistically need to make a certain amount of money per unit, and you expect to conservatively sell a specific minimum of units per month, don't be pressured into higher prices or greater sales numbers. Only settle for what you believe to be fair and realistic. If they want more than you believe fair or realistic, pass up the product and find another one from someone else.

· When negotiating for new product exclusivity, expect to get your share of refusals and turndowns. Keep plugging along and you'll likely get that winner in time. The manufacturer wants to work with you, and especially wants you to succeed. But, he wants to be represented by a true professional that can perform, making sales according to his goals. It's your job to convince him you are that person. Give him reasons why you can perform by showing some past successes, and your ability to penetrate the market you are requesting exclusivity for. Don't be too specific or you'll give away your trade secrets and he may feel he may not need you, because he now believes he can now do it himself, since you've given him the idea.

The steps to gaining exclusive rights are in Part Two.

Bob Dean Stanford, aka Maverick, age 58, is host of the upcoming television show "The Maverick Entrepreneur," scheduled to air in September 2005, targeting aspiring entrepreneurs and home business individuals. His new Internet radio show of the same name is scheduled to air in July 2005. He specializes in creative and backdoor (creative) marketing techniques with emphasis in business consulting, marketing, new product development, and newsletter publishing.

Subscribe to his FREE newsletter "The Maverick Entrepreneur" at http://maverickentrepreneur.com (TV show support website) or http://stanfordtc.com (Stanford Trade Center, Inc.)
Email mavnewsletter@maverickentrepreneur.com

In The News:


pen paper and inkwell


cat break through


Guide To Free Advertising

When I first started my internet home business, I realized... Read More

Learning the Value of an e-Business Website

Starting a business is a huge, but rewarding, task to... Read More

9 Secrets to Kick Your Internet Marketing Efforts into Overdrive

Let's face it, most of us know the basics of... Read More

Attitude - The Marketers Most Important Trait

Attitude is a key part of each of us. A... Read More

Avoid a Summer Sales Slump

Did you ever see the movie "Terminator 3" by Arnold... Read More

What Big Pharma Can Teach You About Niche Marketing

A recent newspaper review of a new book, Selling Sickness,... Read More

Internet Marketing Tips: 10 Benefits Of Surveying Your Customers & Subscribers

One way to keep in touch with your customers and... Read More

I Too Was An Internet Marketing Junkie!

I spent every waking hour at my computer, looking for... Read More

Beneath the Surface of Internet Marketing

To most people Internet Marketing looks like a good way... Read More

Website Marketers Enemy No. 1

There comes a time in your efforts to market your... Read More

How to Market Your Web Site with Ethical Linking

Your web site's search engine rankings are determined in part... Read More

What The Internet Owes Me

What does the internet owe me for all my hard... Read More

Limited Time Offers ? Time Limits That Will Improve Your Sales

Using limited time offers can spark a feeding frenzy that... Read More

Year In Review: Top Ten Internet Businesses 2004

The internet boom hit a high mark in 2004. With... Read More

Become a Star: 10 Do-It-Yourself Publicity Techniques to Build Buzz for Your Online Business

Public relations is popular because it is very cost-effective and... Read More

Seven Ways to Generate Income From Your Website

If you own your own website, there are a variety... Read More

Successful Marketing Using Websites and Why So Many Businesses Get It Wrong

Many great website concepts are developed, launched... and then flop!... Read More

What to Sell on the Internet?

The phenomenal growth of ecommerce lures more and more people... Read More

Seven Ways to Keep Earning After Youve Completed the Sale

So you've just sold another digital product; things are going... Read More

The Right Mindset : Key To Success In Online Business

Today we are going to discuss a very important requirement... Read More

Physical and Mental Fitness for Internet Marketers

As you may have already read in our article "Health... Read More

Surfing, Searching, & Networking 101

Everyone knows the internet can be very useful for finding... Read More

Internet Marketing Basics

Almost all of the articles on Internet marketing lacks coverage... Read More

Website Sales: 10 Magical Awesome Tactics To Multiply Your Orders

Do you want to open the floodgate of orders at... Read More

A Better Mousetrap

Conventional wisdom says find a niche. Don't go where the... Read More

Internet Marketing, Fact Or Fiction?

I'm sure you've seen it before, your inbox overflowing with... Read More

Making Money Online: What You Really Want To Know

So you've been thinking of doing some internet marketing or... Read More

Internet Marketing Strategy:The Advertising Co-op

The advertising co-op is an Internet marketing strategy that should... Read More

How to Use Tracking to Keep Income Incoming

The use of tracking links in the following scenario puts... Read More

5 Ways To Treat Your Website Like An Employee And Reap The Rewards

People often come to me in a state of crisis... Read More

Headlines Bring Sales--Where and How to Use Them - Part 2

Headlines are short vital statements to stimulate your potential customers... Read More

Top 10 Marketing Tips for Newbie To Start

Looking for some tips on being a newbie in the... Read More

I Don?t Smoke, But I Love a Good .sig!

.sig, or "Dot Sig" as it's affectionately known, stands for... Read More