Selling Baby and Children’s Products

Many inventors come up with ideas for babies and young children-either toys, clothes or other products. While selling to Toy-R-Us or other major retailers can be difficult, the baby/young children market has many small retailers and the industry is fairly friendly to inventors, with a well attended trade show, several key trade magazines, and a well established network of manufacturers representatives. Inventors with strong products can typically set up a rep network to launch their products without too much trouble.

ABC Kids Expo

The starting point for every inventor should be the ABC Kids Expo. This show has sections for toys and games, clothes, furniture and, of most interest to inventors, a special section for Mompreneurs (mother-entrepreneurs). I typically recommend inventors attend this show before they actually introduce their own products. At the show inventors can:

1. See how products are displayed and priced.

2. Meet other inventors that have recently introduced products and get tips from them on finding reps and introducing products.

3. Possibly find another inventor who would be willing to partner in a joint marketing effort to cut costs.

4. Meet representatives that might be willing to sell the product. You can meet the reps just by going up to different booths and taking sales people’s cards, many will be reps, by just talking to people at lunch and break tables, by going to a hotel bar at night and networking with people.

Use Trade Magazines

The industry has two main trade magazines, Baby Shop Magazine, which includes maternity products, and Playthings, which focuses on toys. The trade magazines will often have information on representatives-but its most important aspect are the new product sections. Those sections allow you to send away for literature from a wide variety of companies with complementary products. Often the literature will come with the names of representatives that are in your local area. You can meet with those representatives and if they like your product they will often give you tips on how to move forward.

Selling Locally

One of the great benefits of the young children’s market is that almost every major city has several small shops where inventors can get their product started. Inventors will have an easier time putting together a rep network to sell their product nationally if they can first prove the product will sell at their local stores. You must be fairly aggressive in marketing to local stores and keep your momentum going if you are to interest sales reps. You can offer products on consignment, where stores only pay for product if they sell, offer product on a guaranteed basis, where you agree to take back any unsold products and give a full refund. You can also pass out coupons, do demonstrations and arrange to have stories in local papers to generate sales momentum.

Develop a List of Manufacturing Sales Agents

Most of the activities I have listed to date are to help you build up a list of representatives that you can approach to sell your product. You may only get one out of 20 reps to sign up to sell your product so you need a big list to start with. The trade shows and trade magazines will help, in some cases you can also check out local gift markets, see http://www.giftmarts.com. Often some of the reps within the marts will also carry children’s gifts and other children’s products. You can also purchase a list of reps here.

Offering Ownership to Well Established Representatives

One of the reasons you want to meet local representatives is that you might want to offer a share of you product to a representative that will take over sales of your product. This is highly recommended for inventors without sales and marketing experience. The rep will know promotional and advertising strategy, what trade shows to attend, plus he or she will have strong contacts with certain retailers and also with reps throughout the country that he has worked with on other products. A 10 to 25% ownership position will attract a good representative if they like the product.

JPMA Safety Products Certification

In some cases, where your product has moving parts, you might want to consider getting a safety certificate from the Juvenile Products Manufactures Association. The safety certificate will help you at many retailers and it will be asset if retailers ask that you have product liability insurance.

Attracting and Signing up Sales Representatives

From the time you first start thinking of introducing your product you should start thinking of the package of materials you will send out to reps. Get lots of pictures of your product being used, testimonials and evidence of the product being sold in local stores. Work with a local representative to explain promotional programs, sales discounts and shipping terms that you will include. Once you have your rep list start sending out mailing packages to 10 to 20 reps at a time. Follow up with some of the reps you don’t hear from to learn what they didn’t like about your offer to see if it can be improved.

You can get local help for develop a manufacturers rep agreement and to ensure you have all of your starting a business paperwork in order from your local SBDC or from SCORE.

Stop Losing Money With Poor Presentation Skills

Whether you are using whiteboard to get new ideas, run office brainstorms or give client pitches, one thing is certain. Poor presentation skills will cost you A LOT of money.

Presenting with a whiteboard is the fast and easy way to dramatically improve your ideas, process and results. Use this simple step-by-step whiteboard workout to boost your skills to a new level.

Step 1. Use A Storyboard To Plan For Impact
Organize the creative and logical flow of your story for your whiteboard presentation. A storyboard is a frame-by-frame blueprint of the sequence of ideas, as well as the details of each part of your presentation.

Benefit: Feel confident in front of a big group! Just imagine. You won’t have to wrack your brain trying to figure out what to do next.

Step 2. Write And Draw Your Ideas
Instead of being a ‘text-only’ presenter, use pictures and words to stimulate fresh ideas and innovative thinking. If you are hopeless at drawing, don’t worry. There are now easy reference guides teaching you exactly how to look like a pro, using a marker. One of the most valuable resources is a video tutorial showing how to draw on flipcharts and whiteboards.

Hint: Simple drawings have a high impact on flipcharts and whiteboards.

Benefit: You will connect with any audience. According to academic research from Stanford and Wharton, 60% of people are visual learners. Plus, kinesthetic learners account for an additional 25%. People with this learning style prefer to see the big picture before they take action.

Now, do the math. That’s 85% of the population that prefers to see information visually. With pictures and words, you’ll connect precisely with how 85% of participants learn – and make decisions.

Step 3. Connect With Hot Issues
The best presentations have a strong emotional connection with issues, problems and concerns of your audience. Do the extra legwork to find out what’s really top of mind for your participants. Informational interviews, informal conversations, and research are your best bets.

Benefit: Your audience listens. Instead of looking out at a sea of glazed stares, people are more likely to sit on the edge of their seats

Step 4. Write, Draw and Move
Naturally, you must stand in front of a traditional whiteboard or dry- erase board. It’s essential to write and draw. This means your back is briefly to the audience. While most presentation experts warn you: “Never turn your back to the audience,” it’s impossible at a whiteboard.

The solution: write, draw and move out of the way. Stay light on your feet. Step to the side so people can see what is on the board.

Benefit: Your audience sees what the story as it develops. Rather than staring at your backside, they watch an organic flow of words, pictures and story.

Step 5. Ignite Interaction
Get your audience involved. Ask questions and record answers. Use the whiteboard to promote, encourage and invite interaction.

While interactive whiteboards use electronic features to encourage interaction, you can achieve great results using a standard dry-erase board. Interaction is an attitude and commitment. As your comfort grows in guiding and facilitating interaction, your whiteboard presentations will be much more lively – and effective.

Benefit: Your audience participates. This is exactly why you’re using a whiteboard in the first place.

Step 6. Focus on Specific Action
Plan your entire whiteboard presentation to inspire, motivate and create a magnetic call to action. While this is true in every business presentation, with whiteboard presentations specific selling instructions are easier to deliver.

For instance, write the call to action. Draw icons to represent the benefits of action. Focus arrows on the action. Define the value of taking action in dollars, time and effort.

Benefit: Selling with whiteboard presentations inspires action. Your confused, overworked and stressed-out clients and prospects know exactly what to do.

Bottom line: Stop losing money with poor presentation skills. With the right whiteboard selling skills, you’ll win results. In fact, you’re most likely to be unstoppable.

You Are Judged by How You Present Yourself in Terms of Your Behavior & Appearance

Most people are too concerned about what others think about them. Most guys tend to be held back by “some labels” attached to them by others around them. Often these “labels” stick on us because we dislike change or fail to realize we can change the way people look at us.

For example:
(1) “Shy guys” are shy because they are afraid of breaking their “nice boy” image
(2) “Boring guys” never flirt because they are afraid of being seen as “not serious” in a woman’s eyes.

Just like how you judge other people based on what you see, other people also judge you by what they see or hear.

For example:
(1) If you don’t look at women in the eyes, they are going to think of you having low self-esteem.
(2) If you always appear happy, people are going to think you are a warm and happy person.
(3) If you present yourself as a guy who is scared off women, women will think you as a guy who is scared off women.

You Teach People How To Treat You

If women always treat you like crap, it is because you let them.
If women always come to you when they need you and ignore you when they don’t, it is because you let them.

As you can see, these “label” that society or people around us attach on us can become the biggest obstacles in our lives. This is why you must be careful not to be defined by other people’s vision of you. The world will always be trying to assign you with various roles or “labels” in your life. As soon as you accept such a role, you will be stuck. Your power and personality will be limited to the confines of the role. As a nice guy, you will always have to be “nice” to women because you fear that if you stop, women will start seeing you as a jerk.

We Should Be Responsible for Our Own Identity

Define your own self-image. Create more than one. Don’t just become the teacher or accountant your mum has told you to become. Don’t keep acting like the guy, people “know” you about. Keep working on yourself to become the person you would want to become.

Here are 9 tips to build the identity and image that you want others to look upon you as:

(1) Realize that what seems to make sense 10 years ago may not make sense now. For example, even though it was wrong for you to talk to strangers and think about women you were 10, this doesn’t mean it is wrong for you to do so now.
(2) Your present situation is the result of your past actions. Whatever you do now will have a big impact on how your life will be in 5 months or 5 years later. If you work on your social skills now, you will be more sociable in 5 months from now.
(3) Take up a few new hobbies and learn a few new skills.
(4) Try things that you normally would never try. Be adventurous – it will expand your self-image quickly.
(5) A good way to break out of your past is by giving yourself a physical makeover. This “new look” will determine how you want yourself to be looked upon by the world.
(6) Make new friends who have the qualities you desire to have for yourself. Surround yourself with people who will improve your identity or self-image. If you are introvert with no social life, than stop “killing your time” with online friends. Hang out with people who have active social lives.
(7) Chase after your dreams and ambitions. Go after the things you really want in life.
(8) Redefine your definition of “being yourself”. Most people are not really “being themselves” when they say they are. All they are doing is letting others control their lives and trying to “live up” to other people’s expectations.
(9) Walk, talk and act as those successful people do (your idols). Study the things they do, do the things they do. You will become as successful as they are.

So, from now on, take charge of your own life and be the person, in how you want others to see you!

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