Dr Skip wrote:

>
> Make some calls, etc, and get big vol pricing on making millions. This way, you
> know the data the other side of the table will use in any negotiation.
>
> Find a model maker, woodworker, whatever, to build a handful of hand-made
> prototype cases to your spec. Don't hand them out, show them, and if anyone is
> offended by not giving them some (like some low level rep at some toy company),
>   give the idea that you don't think it would be right, since you're currently
> in deep negotiations with a competitor, BUT, if they are serious, they should
> get serious quickly - you're still taking offers... You get to keep your
> prototypes AND it will make them more hungry to deal with you, since they're
> competitor might be seeing something they aren't. Just like consulting -
> everyone wants to hire a busy consultant, no one wants a consultant with
> nothing else to do... ;)
>
> Go the way of licensing to a big company. No hassles or liabilities. The final
> patent can be finished by them. You can also just sell it outright. If there
> are follow-on type toys from it, you could negotiate around that too, and maybe
> have a ready buyer for permutations you come up with. Have an experienced agent
> or lawyer in that area be with you. If they're experienced and good, they'll
> more than get their fee covered in increased $$ negotiated.
>
> While that's going on, casually look at the make it yourself angle - it adds
> leverage to your negotiations. You'll have until the provisional runs out to
> get it sold or go for the real patent or decide to make it yourself, etc.

Get tuned into the annual buying cycle a bit late for this year. New York Toy
Fair in February, Comdex late fall and CES early January. These shows are
important in that decision makers are there. The early shows set the
products for the following Christmas.

There are two approaches to attending the shows either as a 10 by 10 or
just get a pass and walk the show. There are good reasons for doing this.
I once had a series of contracts to just walk the 10 by 10's of some of
these shows looking for innovative ideas that had market potential. The
follow-up was several individuals looking at the details of how the good
idea could be produced and marketed all before the idea holder was
approached. Once they understood the potential they would then start
some serious negation for rights and licensing.

One of the first surprises is, there are only a few really new ideas a year
and most ideas although new are part of a well defined category. This is
a good news bad news statement. Well defined categories also have
well defined distribution channels already making distribution inroads
much easier. Truly new ideas require very expensive promotion
partly offset by potentially some free editorial publicity

w..


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