EXCLUSIVE RIGHTS E JOSEPH COSSMAN by samuelhostgator

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									        C O S S M A N I N T E R N AT I O N A L M A R K E T I N G
                       FREE REPORT
   HOW TO GET THE EXCLUSIVE RIGHTS TO PRODUCTS
If you don’t already have a product to sell, or if you’re trying to
increase your existing product line, then knowing how to find
products is very important ... that’s why we show business people 37
different ways to find products that you can get the rights to. Our
philosophy is based upon never touching a product unless you have
some control over that product.

     ONCE YOU HAVE FOUND A PRODUCT IN YOUR OWN FIELD OF
      INTEREST, THE NEXT STEP IS TO GET THE EXCLUSIVE RIGHTS

               HERE'S HOW TO GET THE EXCLUSIVE RIGHTS
We have been in business for over 50 years, marketing everything from
toys ... to household items ... to sporting goods ... to art prints ... to
insecticides. No matter what type of product we were selling, we
always followed the same 11 steps, and as a result, we have sold over
70 million Cossman products. And, no matter what we were selling, we
always followed one rule which can be summed up in these 20 words:

"DON'T EVER TOUCH A PRODUCT OR SERVICE, UNLESS EVERY TIME IT IS SOLD,
              PART OF THE PROFIT COMES BACK TO YOU."

These 20 words describe Exclusive Rights. When you have the Exclusive
Rights to another company’s product or service, no one can buy that
product or service unless it goes through you.

Our secret was to look for a product that was being sold in a very
limited way. We would contact the manufacturer and get the Exclusive
Rights to his product in fields he was not covering. In most cases we
were successful and usually our initial investment was just postage &
stationary.

We got the manufacturer’s literature, methods of how he does his
business, even samples of his products. In some cases, we merely
passed on our Exclusive Rights for a royalty, to a third party who was
better organized to sell the product or service than we were.
   PAGE TWO - © 2001 - COSSMAN INTERNATIONAL MARKETING - WWW.COSSMAN.NET
                HOW YOU CAN GET "EXCLUSIVE RIGHTS"

One of the most common questions asked is “How can I get a manu-
facturer to give me Exclusive Rights to his product or service?” Now
imagine that I am a manufacturer and you wanted to get the Exclusive
Rights to my line. You would contact me by phone or mail or e-mail and
ask “Are you selling your product or service to mail order houses?

Very few manufacturers sell their product more than two or three
different ways ... the conventional way is through a wholesaler to a
dealer or to a retailer and then to the consumer. That’s why when
business people refer to our 29 ways to market a product, they can
approach manufacturers for the rights to their products in ways that
the manufacturers are not already selling. For example, most
manufacturers are not selling their products through Mail Order, or as
Premiums, or through the internet ... and, it might surprise you to know
that only four companies out of 100 sell their products outside the
country.

Also, remember this ... Exclusive Rights are completely different from
becoming a distributor. But when you have obtained the Exclusive
Rights, no one in your territory is allowed to sell the product unless the
sale goes through you.

We had 20 products that were big winners. We call a winner any
product we sold a million or more of. Out of our 20 winners, we only
created two of them. The other 18 we picked up from manufacturers
using these methods.

                 HOW TO ASK FOR EXCLUSIVE RIGHTS!

1. Every manufacturer is interested in increasing his sales. Fortunately
for you, most manufacturers only sell their products or services two or
three ways. Most manufacturers don't sell their products through mail
order catalogs, so this provides you with the opportunity to approach
most manufacturers for the Mail Order rights to their products.

2. Once you show the manufacturer how you can sell his products to
the mail order market, you probably can discuss getting the Exclusive
Rights to other ways that he is not marketing his product.
  PAGE THREE - © 2001 - COSSMAN INTERNATIONAL MARKETING - WWW.COSSMAN.NET
3. Don’t ever pay for the Exclusive Rights. After all, you’re putting in
your time, effort and knowledge and that should be your only
investment. If a manufacturer wants to charge you or load you up with
inventory, walk away. There are more products looking for people like
you than there are people like you looking for products.

4. Don’t buy a large inventory. If possible, just work with samples that
you can get from the manufacturer, plus photography and other aids
that he has already developed for his normal markets.

5. Don’t be afraid to ask for what you want. As you get involved in this
business, you’ll be surprised at how little the average manufacturer
knows about marketing and selling his product. Always start out by
asking for more than you expect to get then you can always settle for
less.

6. Since there are so many variables involved in getting the Rights to a
product, it is difficult to give you a standard form letter. However, if
you’ll keep in mind the above points, you’ll find many manufacturers
more than willing to work with you. It will not happen every time and
you will probably get a lot of refusals, but if you keep plugging away,
you will eventually control a line of products.

If you can provide a manufacturer with sales in a market or territory he
is not presently reaching, you have an excellent chance of landing the
Exclusive Rights. This can be achieved in the following ways:

1. Type your proposal on your company letterhead.

2. Using the Cossman techniques to show the potential of the market
you intend to approach. If you want the Rights to a foreign product for
mail order distribution in the U.S.A., you can use the “linked databases”
(with over 500 international Mail Order Catalogs) that we provide,
along with our proven methods and letters. This research can provide
you with market information that can increase your chances of
acquiring the Exclusive Rights you are seeking.

3. Your presentation to the manufacturer should be backed up by
statistics showing the potential of the proposed market.

   PAGE FOUR - © 2001 - COSSMAN INTERNATIONAL MARKETING - WWW.COSSMAN.NET
When drafting an Exclusive Rights agreement consider the following:
geographical territory (local/regional/national/international); markets,
length of time, performance (e.g. minimum sales required to maintain
rights), grace period.

You have several options in your relationship with the manufacturer: As
an Exclusive Distributor you would buy and resell physical inventory. As
an Exclusive Agent you would have the manufacturer carry inventory,
ship the merchandise, bill the consumer and pay you a commission.
Under a Licensing agreement you would have the Rights to manufac-
ture and sell the product. This is a common relationship in foreign trade
where the costs of freight and duty prohibit importing the product.
Compensation for licensing Rights is usually a fixed fee, a royalty or a
fee plus royalty.

The two letters included in this report offer examples of how you can
approach manufacurers for the Exclusive Rights to their products.

SELLING THE RIGHTS TO YOUR PRODUCTS OR INTELLECTUAL PROPERTIES

Once you have the Exclusive Rights to yours or someone elses product,
you can use our 29 different ways to market that product ... and, you
have the choice to: maket the product yourself; or license the market-
ing rights to a third party; or sell the product yourself to markets of your
choice and license the product to third parties for the remaining
markets. For example, several years ago we acquired the Exclusive
Rights to a solid insecticide called Flycake. In addition to selling 8
million Flycakes to numerous markets ourselves, we licensed the rights
to Flycake for the European market, for 15 years, to a major
corporation in Swizerland for a million dollars. In another example, we
owned the Exclusive rights to a portfolio of original copyrighted artwork
of cats. In addition to selling the artwork on our own products, including
t-shirts, tote bags, greeting cards, posters, etc. ... we licensed the
artwork to a book publisher and an international art supply manufac-
turer, as an endorsement for their products. When you’re selling the
rights to your product, you should always specify that the buyer’s rights
are “Limited Usage” ... with the limits to their usage or market spelled
out in your agreement. This way, you can license the same product
more than once to different licensees.


   PAGE FIVE - © 2001 - COSSMAN INTERNATIONAL MARKETING - WWW.COSSMAN.NET
      C O S S MAN I N T E R NAT I O NAL MAR K E T I N G
             P.O. BOX 4112 - THOUSAND OAKS - CA - 91360 - U.S.A.
  TELEPHONE: 818-879-0339      FAX: 818-879-9326    E-MAIL: hcossman@earthlink.net




  SUGGESTED LETTER WHEN WRITING FOR (MAIL ORDER) EXCLUSIVE RIGHTS

Dear Sirs:

Are you looking for additional sales on your product? Our company is well
prepared to distribute your product on an exclusive basis to the Mail Order
market in the U.S.A..

      There are over 8,000 mail order catalogs in America. Annual mail order
      catalog revenues are over 55 billion dollars ... and growing each year!

If you are interested in dramatically building your sales volume, without
interfering with your current marketing efforts, we would be pleased to have you
consider our company to market your product to the U.S. Mail Order market on an
exclusive basis.

When you reply to this letter, please enclose your current sales literature. We'll
appreciate your prompt reply.

Sincerely,




NOTE FROM E.J.C. :
This letter is merely           to be      used    as    a   guide    to   help      you
formulate your own              letter.




    PAGE SIX - © 2001 - COSSMAN INTERNATIONAL MARKETING - WWW.COSSMAN.NET
    C O S S MAN I N T E R NAT I O NAL MAR K E T I N G
             P.O. BOX 4112 - THOUSAND OAKS - CA - 91360 - U.S.A.
 TELEPHONE: 818-879-0339     FAX: 818-879-9326   E-MAIL: hcossman@earthlink.net




 SUGGESTED LETTER WHEN WRITING FOR (MAIL ORDER) EXCLUSIVE RIGHTS


Dear Sirs:

Our company is engaged in the sales and distribution of sporting goods through-
out North America. We are interested in acquiring the exclusive mail order rights
to your line of skiing equipment for the United States and Canada.

We can offer your products to hundreds of thousands of consumers who purchase
ski equipment through the mail.

Please send us information listing your lowest distributor prices, along with
quantity price breaks, CIF Los Angeles, California, U.S.A..

We look forward to hearing from you at your earliest convenience.

Sincerely,




NOTE FROM E.J.C. :
This letter is merely to be used as a guide to help you
formulate your own letter.




  PAGE SEVEN - © 2001 - COSSMAN INTERNATIONAL MARKETING - WWW.COSSMAN.NET
                  THE NEXT STEP ...
     If you’re serious about building a successful business,
                    please visit our website at:
            http://www.cossman.net




PAGE EIGHT - © 2001 - COSSMAN INTERNATIONAL MARKETING - WWW.COSSMAN.NET

								
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