The Perfect Pitch; How Good is Your Pitch to Retailers

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The Inventors Launchpad Network – Is proud to present The One Pitch With Jared and Karina show, Co-Hosted by Karina and Jared Rabin Inventors of the Hang-O-Matic and Carmine Denisco, Managing Partner with Inventors Launchpad. Karina serves as a partner in the business and manages Hang-O-Matic’s sales, distribution and marketing departments. Since helping bring the company to market in 2014, Karina has helped sell more than 300,000 units. Her tenacious and go-getter attitude have landed Hang-O-Matic on the shelves of industry giants such as Bed, Bath and Beyond, and Hobby Lobby. Now, Karina and Jared want to teach YOU how to pitch your product and get it selling! www.thepitchwithjaredandkarina.com

Watch the podcast here!

 
 

Podcast Notes

1YouTube generated podcast notes, please excuse any typos.
hi everyone and welcome to diviners
0:02
Launchpad Network I am calling Dennis Co
0:05
your co-host for today's show of the one
0:08
pitch with my friend the inventor the
0:12
killer of retail products miss Karina
0:17
what's happening over there hello hello
0:19
not much I'm sitting here drinking my
0:23
shake shake body psychology don't turn
0:34
the computer it is a delicious chocolate
0:41
banana peanut butter shake oh my god
0:46
it's like ice cream in a healthy form
0:50
and liquid this is my lunch hungry
0:53
listening to that I know it's delicious
0:56
it's delicious why she called you you
1:00
have you heard Shakeology Shakeology
1:02
yeah no I heard of yogurt ology not
1:07
Shakeology yogurt ology what's that
1:10
yogurt down here in Florida I don't know
1:13
how far it reaches but there's a chain
1:15
of yogurt store is called yogurt ology
1:17
oh wow no we have yogurt land oh okay
1:22
Shakeology is with a company called
1:24
Beachbody which is an affiliate
1:27
marketing company something I recently
1:31
got myself involved in is it I don't
1:35
have enough going on yes but I've really
1:38
been enjoying educating inventors on how
1:42
to pitch to retail that I realize that
1:47
my passion has been for the last 20
1:51
years in fitness I lost 120 pounds smoke
1:56
not it not at the same time oh my god
2:03
you were that big no way you said that I
2:07
was like okay we're on the air so don't
2:09
go she know I was heavy as a kid
2:13
huh you know I'm all over the place so I
2:17
was maybe as a kid and my mom and dad
2:20
used to walk around and say you know
2:22
like pinch my arms and say what is that
2:24
what is that and when I was 14 I was
2:28
playing ice hockey with some friends in
2:32
my neighborhood because I was living in
2:33
New York and the little pond by my house
2:36
would freeze over and we would go ice
2:38
skating on it and I fell on one of the
2:41
boys I was playing ice hockey with he
2:44
was a big kid for a 14 year old and I
2:48
fell on top of him and he said get off
2:51
of me you're built like a truck I'm 40
2:58
years old now and I'm still talking
2:59
about that story his name was Rob for
3:03
molla Robert finola from Staten Island
3:08
set low that's a clue Susan Wagner high
3:12
school he's regretting that now I he's
3:19
regretting it I tried to find him I
3:21
Facebook remember me all of our
3:25
listeners we want you to find that guy
3:27
so a picture of Karina now I mean it's
3:31
just so sad what the society does to
3:36
people you know like what happened in
3:39
New York yes two days ago with the CNN
3:42
and everybody getting bombs like live
3:45
your life what kid hurt you when you
3:49
were younger that made you be against
3:51
the world right so that kid called me a
3:55
truck and from that moment I became fat
4:00
girl Yeah right
4:02
and that's all I ever thought about is
4:04
that I'm fat I'm fat I'm fat and so once
4:07
I got into college nobody asked me to go
4:09
to the prom because I'm prom I was a big
4:12
girl and I saw no one else and to go to
4:16
the prom and then once I got into
4:17
college and I weighed myself I was
4:21
nearly 160 pounds and I'm 5 foot well
4:26
in high school I was probably even
4:27
shorter right when when do a girl stop
4:29
growing a little shorter so I lost way
4:33
after in college and then after that I
4:37
had kids and I had to you know I gained
4:39
weight lose weight but what what I think
4:42
I realized lately I've always been into
4:45
fitness because of that I want to thank
4:50
Rob because if he hadn't said that I
4:55
probably wouldn't have lost weight right
4:59
if he hadn't said that I wouldn't have
5:01
fought for my health and my fitness and
5:05
if my parents didn't say what is this is
5:08
his fat I wouldn't have worked hard and
5:12
worked you know I miss everything that
5:14
happens to you as a kid I feel like
5:16
makes us today so like why am I
5:20
constantly pitching and following up
5:22
with these stores is because all those
5:25
people drove me to be a strong
5:28
individual you notice you kind of like
5:31
have to realize what made you you and
5:35
you have to use your own personality to
5:39
do the things that you want to do yes
5:43
you know does that make sense
5:45
yeah it certainly does there's no doubt
5:47
be you have to have a why and and you're
5:49
right
5:50
is you falling and I need like a truck
5:54
right I had to follow this kid the other
6:02
the other interesting fact with I just
6:06
lost my train of thought oh my god
6:07
a just went away that's so weird
6:11
oh why I got into two Beachbody so I
6:13
became a Beachbody Coach I did Beachbody
6:17
as a diet two years ago after a lot I
6:20
have my second baby and we were getting
6:23
ready to go and Steve Harvey's funder
6:25
dome and so I had to lose the weight
6:27
fast because I didn't want to be in the
6:29
show and camera adds ten pounds and it
6:33
works so well for me have several
6:35
cameras like cameras
6:39
every direction and you know they also
6:43
dressed us no come on yes they dressed
6:46
us they didn't give us the clothes to
6:48
wear but they told us the colors to wear
6:51
what colors we were not allowed to wear
6:54
and then I had to go shop for those
6:58
specific colors and send in my outfit to
7:04
get approved oh so I had to go shopping
7:08
like five times because I couldn't find
7:10
the right clothes and they wanted me to
7:11
wear
7:12
ingeras like oh I gotta prove I gotta
7:15
prove well you just put on a polo shirt
7:17
done guys always have it easy guys have
7:21
it easy so and then finally I found the
7:26
clothes and then I had to bring this
7:28
close to the studio the two that I got
7:30
approved and then they dressed me and
7:33
picked my outfit it was like that
7:36
serious Wow I wonder does that I did not
7:40
know that I mean I know they were today
7:42
you know they really are picky but I
7:44
didn't know they told you two colors
7:45
that you had to wear Wow will have to be
7:47
pastel colors uh-huh funny how you know
7:50
wearing blue and yellow is what football
7:53
team is that right the woods the
7:56
Wolverines yes you they they dress this
8:02
they did our makeup and then they also
8:06
put us in separate rooms so you couldn't
8:08
see each other we couldn't see we
8:10
couldn't see each other we couldn't talk
8:11
to each other so you couldn't see you to
8:13
know who your competition was oh that's
8:17
that um the exercise and and the fitness
8:22
and all that stuff does that kind of
8:23
lead into are you do you find yourself
8:25
looking for those types of products or
8:27
do you get people that bring you those
8:29
types of products I have had some some
8:32
people reach out to me with fitness
8:34
products one product was very
8:35
interesting after after I told them was
8:40
gonna take to work with me you said no
8:42
and you know so many people reach out to
8:46
work with me but I'm one person and I
8:50
have to get paid to write
8:53
so it's very difficult for me to help
8:55
everybody and this particular product we
8:58
take a lot of time and work I'll tell
9:03
you what it is
9:04
you let me know what you think of it and
9:06
I'm not sure if it's even a good product
9:08
because of the safety no it's a it's a
9:14
thing that goes onto your treadmill to
9:18
like hold an iPad so it's like a coat
9:28
hooks onto a treadmill like a mountain
9:30
bike amount for iPad that goes on a
9:35
treadmill oh wow huh that way you can
9:39
like watch TV while you're working out
9:41
huh so yeah it was worried that what if
9:44
the mount Falls what's the liability in
9:47
that
9:49
you know and who are you gonna who are
9:51
you gonna sell it to who's gonna be the
9:53
people walk around the store looking for
9:55
a mount for the treadmill cuz everytime
9:59
you go to a gym there's TVs at the top
10:02
yeah do you have your little phone yeah
10:05
yeah and then along the hi neutered
10:07
bills they had the TVs built right in
10:09
I mean I was right yeah Biggie's at the
10:14
hardware sure I think the hotel we
10:15
stayed didn't have a gym I was in there
10:17
at like 2:00 in the morning but the
10:18
treadmills all were high-tech stuff I
10:20
was on the internet you know right you
10:23
could just plug in yeah and that's
10:26
probably fine is that you know some of
10:29
the vendors that are out there they've
10:31
been developing their product over to
10:34
ten years and they had to have and
10:36
realize that technology has caught up
10:38
with their innovation right right
10:42
did I tell you what a product once she
10:45
made earrings that turned into a
10:49
headphone you know and again shootin
11:00
method or a long time ago but now them
11:03
there are so many earbuds that fit into
11:05
everyone's ear and who needs to have
11:08
these things attached you eaters all the
11:10
time hey guys what if your earring isn't
11:13
you know your piercing isn't the same as
11:15
my piercing right but I remember about
11:20
the shoe strap product I told you about
11:21
two weeks ago yes but don't get on your
11:24
chair and show me I'm not gonna get my
11:29
chance to tell you as you're getting
11:35
that I want all of our listeners to know
11:36
that Carina and Jared Jesse they go
11:39
around the country helping people in
11:41
numbers and in masses but when you talk
11:43
to them on one on one they are going to
11:46
charge you they need to charge you they
11:48
need to make a living so don't be
11:49
surprised if they ask for funding or
11:53
payment to help you it mean they help
11:55
everyone they're out there Vegas so if
11:57
any of our listeners want their help
11:58
just don't be surprised they they have
12:00
to charge you so go ahead but
12:03
98% of the time we answer every question
12:06
on email free I'll take a 10-minute call
12:09
look I will help for free as much as I
12:11
can if it's not taking a lot of my time
12:14
well what someone emails me says can we
12:16
get on a call at 3 o'clock
12:18
that's an appointment that's an
12:21
appointment that's not gonna be a
12:23
10-minute call I don't even know what
12:24
you want to talk to me about so that
12:26
means I'm gonna listen to you tell me
12:28
what you want to talk to me about before
12:30
you know before you know when we get on
12:33
a call so and I'm a girl and some
12:37
products I'm not gonna lie I don't have
12:40
any experience in like automotive you
12:43
know one guy emailed me and his product
12:45
was a tire and he says to me how do I
12:48
contact automotive companies I was like
12:52
Diane I'm like okay I'm sorry dude phone
12:55
how about you dial them company he's got
12:59
a phone in his hand so I help for free
13:04
as much as I can
13:05
um hold on yeah
13:09
but if you want to talk to middle phone
13:10
for a long time you know that I have to
13:12
charge but some things I've been doing
13:14
is helping people fix their websites huh
13:19
meaning I'm not doing the website work
13:23
yeah but I will abuse it if you think if
13:26
I don't understand what your product
13:28
does I hope like this is what you need
13:31
to remove this is what you need to do
13:33
because everything is about branding so
13:36
this shoe strap but I learned today
13:38
which is a huge huge lesson I'm gonna
13:41
share right now so I take the shoe strap
13:46
to a couple of boutiques here ah
13:49
and I trying to get in right I'm trying
13:53
to get trying to sell a product I mean I
13:55
emailed Nordstrom's I emailed a couple
13:57
of companies like DSW and I'm not
14:02
getting a very good response and I'm
14:05
really good at pitching
14:06
so I'm don't found it here why am I not
14:09
getting a response
14:11
and I and I told my client I'm gonna
14:13
work with her for three months and
14:15
that's all I'm gonna do if I don't get a
14:18
peel within three months I don't want to
14:20
waste her money or waste any more of my
14:23
time yeah that makes sense
14:24
three months is a good amount for
14:26
someone to write back and tell me
14:28
whether or not they think it's a
14:30
marketable product so since I'm having a
14:34
tough time getting the response on email
14:37
I took it to the stores so anyone
14:40
listening has trouble getting in touch
14:43
with the buyer and you don't know where
14:46
your product fits or you don't know if
14:49
it's a good enough product go to the
14:51
store that you want to sell your product
14:53
in and just ask the people that work
14:56
there because they weren't there right
14:58
they're not the final say they can't
15:02
help you get into the store but if
15:05
you're at a loss like me that's the next
15:08
best thing to do so I went to some local
15:11
stores and I show the product and two
15:14
people said it's not my style so the
15:20
lesson here is when you pitch your
15:23
product to a buyer this is why I write
15:28
my pitch a specific way because I'm
15:30
writing the pitch to impress the buyer
15:35
right but the but but the buyer often
15:40
responds in a way of what they think
15:44
right so the girl immediately said it's
15:47
not my style and I had to say I don't
15:50
mean to be rude but it's not for you
15:53
it's okay it's not your style but it
15:57
might be the customers that shop here
16:00
style
16:02
and this happens very often I've pitched
16:06
Hangu Matic to Ace Hardware buyers
16:10
because Ace Hardware has um they have
16:12
their own stores if it's not corporate
16:15
right and the guy says to me well I'm a
16:18
contractor I can hang a picture with my
16:21
eyes closed of course you can you should
16:24
but this is why you own the store and
16:27
this is why the people who don't know
16:29
how to hang a picture come here to shop
16:33
amazing so it's not for you right I
16:38
don't need to teach you how to
16:39
manufacture quickly right so so when
16:44
you're pitching to a buyer I write my
16:46
pitch specifically in the frustrating
16:50
way that the buyer may experience or
16:54
understand that even if they don't have
16:57
that experience someone else has that
16:59
experience and it has to be a very
17:03
general experience for example with the
17:06
shoe strap yep every girl and I know
17:11
girls are listening every girl loves
17:13
shoes no matter what they say doesn't
17:17
matter right
17:20
Serena wears shoes
17:23
rina sometimes go for maybe a date night
17:26
after work or a happy hour or out with
17:30
the girlfriends yep and I don't want to
17:32
wear my work shoes out with my friends I
17:36
want to wear a new pair of shoes but my
17:40
bag is so full of crack that I've run to
17:43
work that might the second pair of shoes
17:45
doesn't fit into my bag so this is why
17:49
the shoe strap is so cool because you
17:52
add the shoe strap to your boring work
17:56
shoe and now you're ready to go out for
17:58
a night on the town she loves it she
18:01
loves a strap that she struck and every
18:03
one every girl can relate to that so
18:05
that's my pitch yeah is there from going
18:09
from date tonight so it has to be
18:11
related so when you pitch it has to be
18:14
relatable to anybody
18:19
you know do you yeah I mean that's it's
18:22
such a great way to put it because a lot
18:24
of times somebody will come over to us
18:26
here at the launch pad and they'll say
18:28
here's my product
18:29
what kind of packaging would you want to
18:31
put on here and I just like you said my
18:33
I don't know you don't you don't want me
18:36
to tell you what kind of package you
18:40
know and they look at us like you know
18:43
we don't want to help them but in
18:44
reality I do want to help them because I
18:46
want to make the product and the
18:47
packaging for their target market right
18:52
yeah but you don't design the packaging
18:56
no we won't you know we have people here
18:59
that do packaged designing they're
19:01
asking me how I like the packaging they
19:04
designed and you know I don't want to
19:06
give them a false pretences I might like
19:08
to color but that doesn't mean the
19:10
packaging is right right right you you
19:14
you you you can't hire an electrician to
19:17
do your plumbing yeah thank right like
19:20
that get a lot of that you're you're
19:23
getting a lot of contractor type let me
19:33
see if I can find you a nice message and
19:35
then the I I've been writing a lot of
19:41
pitches or your last month's so for $200
19:46
I you need me okay okay I I have a girl
19:53
here who's doing my floors right now
19:55
$200 I would write someone's pitch and I
20:01
stand the phone with them asking them
20:03
girl I don't know their product right so
20:06
you can't just send me a link to your
20:08
product and expect me to write a pitch
20:11
so I have to ask like questions
20:14
why is your comp the product what is it
20:16
what does it do was it for you know what
20:19
was your problem you were having like I
20:21
have to ask a lot of questions in order
20:22
to write this bitch because it has to be
20:24
relatable yep so I've decided to take a
20:27
break from writing
20:29
bitches because it's very time-consuming
20:33
it could take me five hours two days to
20:37
write a pitch because I'm not in these
20:40
people's heads and I have to think about
20:43
what they said and come up with a
20:47
relatable pitch so I wrote a very
20:51
detailed template are you laughing I can
21:00
see it being detailed
21:02
I'm taking my time I haven't sent one to
21:07
anyone yet okay I was gonna send one to
21:11
somebody for free it's gonna be a
21:14
download for $29.99 I'm gonna do one
21:18
video yo you know what I should give you
21:21
an example while we're doing this oh
21:23
that would be fun I'm gonna give you an
21:25
example of a pitch I wrote perfect yay
21:34
okay good you so as you're looking for
21:37
that so you get some people that send
21:39
you their pitches they write them down
21:40
or they do a video or oh wow so question
21:49
so it's basically a consultation oh if
21:53
I'm not on the phone with them I send
21:54
them a list of questions they answer
21:57
those questions I don't understand them
22:00
I still don't understand the product I
22:03
send more questions and wickham with one
22:07
with one client I did this for two weeks
22:10
two weeks what but in their mind it
22:14
should only take five minutes because
22:15
it's so easy to understand right well he
22:21
he was busy with family and we couldn't
22:23
get on the phone and now it's been two
22:26
weeks and I'm like you know what I gotta
22:28
give him something
22:29
and so I finally he and he really only
22:32
wanted like a
22:34
like a quick to sentence that he can say
22:38
to someone if he's in an elevator with
22:40
an investor and I gave it and he said I
22:44
don't think this explains it very well
22:46
and he and he doesn't even have a
22:49
website yet and it's not even a product
22:53
it's an app oh my god so it's gonna be a
22:58
lot of things that go into this app so
23:03
finally but we agreed that because we
23:06
didn't talk after he answered 25
23:10
questions I still don't understand the
23:12
product clearly so what I saw so yeah I
23:16
said to him when you're done with the
23:18
website and you like I could see it
23:20
because from what you're explaining
23:22
clearly I didn't I didn't understand and
23:25
if I don't understand it the buyer or
23:28
the investor won't either
23:30
yeah I see yeah you know the investor or
23:33
whomever has never seen a product before
23:35
right because when you're pitching
23:37
someone investor licensing make you know
23:41
a retailer they need to understand what
23:45
you're saying when they're reading the
23:47
email because they don't have time to
23:49
like go to you don't ever send I'd like
23:52
to speak to you about a not licensing
23:54
opportunity click here it's like hi I'd
24:00:00
like to go out with you in a day but you
24:02:00
don't know what I look like
24:03:00
let's meet next Tuesday at 2:00 I'll be
24:06:00
wearing a blue hat my name is Smith all
24:14:00
right I wish it was that easy it just it
24:20:00
just doesn't work like that
24:21:00
you have to explain the why the who the
24:25:00
where the blend so my template the way I
24:28:00
wrote it it's it's very detailed but I'm
24:31:00
going to send it to somebody first and
24:33:00
have them write their own pitch to see
24:35:00
if my madness can can be what you know a
24:42:00
thorn yeah
24:47:00
away myself from writing it okay thank
24:50:00
you daddy iy sales pitch okay yeah right
24:56:00
so that way you could just the one pitch
24:58:00
calm and download input whatever
25:02:00
category you need so I'm it's gonna be
25:05:00
separate for so the licensing and the
25:09:00
retailer is the same I just wrote a
25:11:00
paragraph I keep it to licensing what
25:14:00
you added the bottom because you're just
25:16:00
gonna say I'm looking for a licensing
25:17:00
opportunity rather than I want to talk
25:19:00
to you about getting into the store and
25:20:00
it'll make another one for an investor
25:22:00
great I mean that is a dialogue that's
25:26:00
so helpful right so let me read you what
25:30:00
a pitch sounds like yeah yeah yeah it
25:34:00
sounds like anybody before
25:36:00
okay you have exclusive only thirty
25:42:00
million dollars right it's a point
25:46:00
there'll be a drumroll sound effect so
25:50:00
so here's it so this way everyone can
25:53:00
understand what the pitch sounds like
25:57:00
when someone else is reading it so when
26:00:00
the buyer reads it um it's where oh my
26:08:00
gosh
26:09:00
you notice when the buyer reads it I'll
26:12:00
read it you I'll read you a couple I'll
26:14:00
read you on I'll read you two oh my gosh
26:17:00
I'm sorry
26:18:00
you talk so I can openly okay yeah yeah
26:23:00
I looking for that I wish you were a
26:25:00
little bit closer where I'm I'm sitting
26:27:00
on a panel at the University of Tampa
26:29:00
for a pitch contest next week and the
26:32:00
first thing when they asked me to do it
26:34:00
I was like man I wish Carina and Jared
26:41:00
let the pitching why I found it so next
26:44:00
time you have something like that let me
26:46:00
know yeah yeah okay
26:47:00
okay ready um hi name I'm Carina with
26:53:00
Hangul Matic I think you would agree
26:56:00
that hanging pictures shelves and more
26:59:00
is difficult to hang straight the first
27:01:00
time the wall gets ruined and you're
27:04:00
frustrated to patch and paint and start
27:07:00
over
27:09:00
that's why I invented the hangman well I
27:13:00
didn't name it
27:16:00
that's why I invented the hang o matic
27:19:00
and all in one picture hanging tool that
27:21:00
measures levels and marks the wall at
27:23:00
the same time finally anyone can hang
27:26:00
picture straight the first time your
27:30:00
store or you could say target is
27:35:00
currently selling wall decor and hang
27:37:00
Grammatik would make a great upsell to
27:39:00
help your customers hang the court with
27:42:00
less frustration if you send me your
27:44:00
address I would love to put a sample in
27:48:00
the mail for a review done I told them
27:52:00
the problem I told him solution and I
27:56:00
told them call to action and everybody
27:59:00
rise to that yeah I liked the part where
28:02:00
your store is currently selling wall
28:04:00
decor I mean you're reminding them that
28:07:00
this can upsell not just a standalone
28:09:00
product right
28:11:00
so I recommend when you're pitching a
28:14:00
retailer you go to the store to see
28:18:00
where your product will fit so that way
28:22:00
when I'm pitching the right buyer they
28:25:00
are already selling similar products
28:28:00
that hey grammatic would go well right
28:31:00
next to it if you notice and that's such
28:34:00
a great idea to have the inventor or the
28:38:00
product I want to go to the store do you
28:39:00
find that some of the stores are just
28:41:00
the products or that it's gonna sit into
28:43:00
or display differently or if you
28:45:00
mentioned like certain things they know
28:47:00
that you went to the store they know
28:48:00
you've done your homework you think that
28:49:00
helps absolutely oh we have to research
28:54:00
yeah it's like almost um when you go in
28:58:00
a job interview
28:59:00
you've researched a company you want to
29:01:00
work you want to go interview it right
29:04:00
yeah that's true and it shows the buyer
29:06:00
that you know you put some time and Ino
29:08:00
and again nothing against the vendor
29:10:00
that I'm an inventor you're an inventor
29:11:00
some inventors feel that they have the
29:14:00
greatest product the world and they
29:15:00
don't have to do this they can just tell
29:18:00
them about the product and everyone's
29:19:00
gonna want it until they actually try
29:21:00
that
29:22:00
no it's not about you so that's nothing
29:27:00
when you're pitch a bar there or for
29:30:00
licensing it is not about you so you
29:35:00
cannot say so I always say you cannot
29:38:00
start email with an AI meaning like be
29:44:00
selfish I want to show you something I
29:47:00
have the best product I am the inventor
29:51:00
of the next best whatever that's selfish
29:54:00
so I so ugly to you another one that's
29:57:00
not hang o matic related and this is for
29:59:00
licensing that I wrote for someone and I
30:01:00
do start with I but it's but it's a
30:03:00
different eyes I trust that you you're
30:06:00
having a good week I am talking about
30:08:00
you
30:10:00
rather than I don't start off with I'm
30:14:00
Karina selfish I start off with I
30:18:00
trusted you're having a good week and on
30:21:00
my template I have a different I I trust
30:26:00
you you're having a good week
30:28:00
sometimes it's I trust you had a good
30:29:00
weekend I have a different opening
30:32:00
sentence for every day of the week it's
30:35:00
great it changes on Monday it's I trust
30:39:00
that your weekend was good because the
30:41:00
we can just pass oh yeah yeah right so
30:45:00
so every so in the template it would you
30:48:00
you get to pick the day of the week that
30:51:00
you're pitching no the I know you're
30:53:00
gonna read that but what I love about
30:55:00
what you're doing is you're showing
30:56:00
people even somebody as well versus is
31:00:00
yourself you are still templating it out
31:02:00
you still make sure that you're doing
31:04:00
the right thing using right verbage I
31:06:00
mean I could drop you into a buyers
31:07:00
office and most likely you'll be able to
31:10:00
talk and talk the product to get it done
31:12:00
but if you have the ability to prepare
31:15:00
and do it the right way and utilize this
31:17:00
templates and and get used to doing it
31:19:00
the same way each time I mean you just
31:21:00
really increasing your odds so much
31:23:00
better right ready because it sounds
31:27:00
like you did research it sounds like you
31:30:00
you rehearse you practice like when I go
31:34:00
to pitch whether it's on a TV show or um
31:38:00
see you know I'm saying on exam thinking
31:41:00
about it where else I'd pitch but if
31:43:00
it's a competition my pitch that I just
31:46:00
read you is in my brain like it's
31:49:00
downloaded there's no um right so when
31:53:00
you pitch to on TV or in competition you
31:57:00
go to do the to see the competition next
32:00:00
week in Tampa no one should say um it
32:03:00
should be like rehearse like stuck in
32:06:00
your head you know Damien yeah second
32:12:00
nature you turn him right I'll read you
32:17:00
another one which is I wrote for
32:18:00
licensing so you could kind of see it's
32:20:00
the same but different I hope
32:23:00
they'll find you well my name is Debra
32:26:00
and I'm the inventor of the Handy Apple
32:29:00
I think all moms agree that they would
32:31:00
rather feed their kids a healthy Apple
32:34:00
snack than any unhealthy cracker but
32:37:00
there are a few moments less dignified
32:39:00
than letting the sweet juices run all
32:41:00
over my kids hands as you clutch the
32:45:00
apple with your fingers and don't have a
32:48:00
white in sight you get it because that
32:54:00
happens
32:55:00
yeah always happening apple juices are
32:58:00
just going down your hands and arms and
33:01:00
your kid is sitting on a white couch so
33:05:00
you have to paint the story of the
33:07:00
problem when the buyer is reading it
33:11:00
they're like in in there with you yep
33:17:00
after many juicy fingers getting all
33:20:00
over my couch I created the Handy Apple
33:23:00
handy Apple is simply an apple holder
33:27:00
it's a child safe with the large
33:29:00
non-slip handles with the blunt
33:31:00
corkscrew tip and juice guard so the
33:35:00
apples juices get in your mouth and not
33:38:00
on your hands I was doing a little M&M;
33:46:00
milk helps not in your hand you know
33:50:00
what's funny about that type of pitch
33:52:00
and we know what happens everybody I
33:53:00
mean we're talking to any that Jeff
33:56:00
Bezos would eat an apple and the same
33:59:00
thing that happened to him it doesn't
34:00:00
matter who you are how much money you
34:02:00
have this happens to you right it
34:05:00
happens to everybody yeah and the and
34:07:00
you're reminding them of that right and
34:10:00
I thought she was a little OCD I don't
34:14:00
mind that juice from the apples yes
34:17:00
right so it but she does and I could see
34:22:00
kids liking to hold the Apple with these
34:24:00
little they're like a corn like a corn
34:26:00
holder I could see that so but it was
34:31:00
really fun to write because that
34:34:00
you know all right so I mean was that
34:38:00
the anyway so handy half of the simply
34:41:00
an apple holder is child safe okay that
34:43:00
said um let me finish
34:45:00
handy Apple is simply an apple holder
34:47:00
his child safe with large non-slip
34:49:00
handles with a blunt corkscrew tip and
34:51:00
choose guard so the people so the apple
34:54:00
juice is gets in your mouth and not on
34:56:00
your hands but wait there's more the
34:59:00
hand the apple holder is great for many
35:01:00
other round shaped fruits like peaches
35:03:00
and pears or more Target or in this case
35:07:00
I was trying she's going for a licensing
35:10:00
opportunity and there's a company called
35:13:00
Oh Expo Aqsa they do kitchen kitchen
35:19:00
kitchen accessories okay they actually
35:25:00
make the corn holders so I told her
35:29:00
that's the perfect company for her to
35:31:00
pitch so you have to pitch the
35:34:00
manufacturer that makes a product in
35:38:00
your space
35:40:00
so if I wish to license Kang grammatic I
35:42:00
would go to a tape company yeah because
35:47:00
hang o matic is made out of a tape
35:49:00
measure so if her product is similar to
35:54:00
corn holders you go to the company that
35:57:00
already makes corn holders because then
36:00:00
they can relate to her product
36:02:00
okay so oxo currently does not offer any
36:07:00
tools like it and I think it would do
36:09:00
really well in the fruit with the with
36:12:00
I'm sorry this is for the store so oh so
36:14:00
oke so currently does not offer any
36:17:00
tools like it and I think you'll be a
36:19:00
great fit into its current good products
36:22:00
in the similar space if you send me your
36:26:00
address I would like to send you a
36:27:00
sample to discuss in licensing
36:29:00
opportunity so similar ending but you're
36:36:00
asking for licensing rather than you're
36:37:00
asking you go to the store no doubt
36:42:00
about it
36:43:00
III think that you make e the pitch
36:48:00
don't what kind of fun and informative
36:49:00
where it's not a chore you know it's not
36:52:00
robotics vention should be pitched in an
37:00:00
innovative way you're inventing the
37:04:00
pitch you're reinventing the pitch I'm
37:06:00
reinventing the pitch there you go this
37:09:00
types of product also you might want to
37:11:00
check lifetime brands com mmm-hmm have
37:15:00
an awesome innovation website and dan
37:20:00
Siegel is the president of that company
37:22:00
they they handle probably 80% of the
37:27:00
kitchen type products in the country
37:28:00
it's a good idea I should send it that
37:31:00
weren't left in brands why should send
37:34:00
it to him
37:35:00
yeah I wonder that's a great idea
37:40:00
I wonder if she did anything with it
37:42:00
yeah never know we just had we just had
37:47:00
Dan Siegel on a podcast he's awesome
37:49:00
unbelievable I mean I didn't realize
37:51:00
lifetime brands those big man they do
37:54:00
such a great job
37:55:00
yep they play great Commission's - for a
37:58:00
licensing they probably pay the most
38:00:00
really
38:02:00
I'll shoot her I'll shoot her email when
38:05:00
you're not hang up no hey so I think my
38:08:00
I think my um we'll see I'll send the
38:11:00
pitch to someone make them write it see
38:15:00
what happens
38:15:00
oh yeah I want to start setting some of
38:18:00
our clients to you for pitching there's
38:20:00
a lot of our clients are coming to us
38:21:00
they have their product they have
38:22:00
everything and they just they don't know
38:23:00
what to do next and they are starting to
38:25:00
contact retailers and buyers but they're
38:27:00
not really getting anywhere I'm not that
38:30:00
great at helping them I make things but
38:32:00
I'm not that great at helping with that
38:33:00
type of stuff so we might end up
38:35:00
starting a sense of some people over to
38:37:00
you to get that going cuz they're ready
38:39:00
to go that's a great part about what we
38:41:00
do here is I mean they have the product
38:43:00
ready to go so if they get a retailer
38:46:00
that wants it they can they can deliver
38:47:00
pretty quickly right I mean you you you
38:50:00
go you do from soup to finish the whole
38:52:00
thing they you you work with their box
38:56:00
company them their packaging company
38:58:00
yeah and we can the good part about it
39:01:00
is as you said we do like some basic
39:03:00
packaging sometimes we don't go all out
39:05:00
because as you know and you probably
39:06:00
help better is that if we go to a target
39:08:00
buyer they might want the packaging a
39:10:00
little different wherever so sometimes
39:11:00
we'll just do a white box or we'll just
39:13:00
do a basic packaging well yeah not we're
39:16:00
not making ten thousand of them we only
39:17:00
might be making a few hundred so that
39:19:00
they can send to buyers yeah here's you
39:23:00
know obviously they need to have the
39:24:00
product to send out but they have their
39:26:00
whole supply chain they have their
39:28:00
logistics all ready to go in case they
39:30:00
say okay we want it yeah problems you
39:37:00
know not problems they just you know
39:38:00
yeah inventor is good at something
39:40:00
everyone needs help it's something and a
39:42:00
lot of them just need that little push
39:43:00
to get to the buyers and and say the
39:46:00
right things or you know get the right
39:48:00
information because they find themselves
39:49:00
rambling on for 10 minutes and the buyer
39:51:00
says you haven't told me about your
39:52:00
product yet right right you know it's
39:58:00
really hard to get em it's sourcing and
40:02:00
manufacturing and it's nice that you
40:04:00
like a one-stop shop that you don't have
40:07:00
to talk to 80 people like I'm just
40:09:00
seeing my basement
40:10:00
and now I know why that GC
40:16:00
is is needed right because even though
40:19:00
I'm saving money but I'm calling the
40:21:00
plumber and I'm calling the electrician
40:24:00
and I'm having to schedule all these
40:26:00
people so with manufacturing sometimes
40:28:00
there's so many moving parts to call all
40:31:00
these you can't organize that many
40:34:00
people yourself when you've never done
40:36:00
it before you know luckily it's just a
40:39:00
basement it's not that difficult I I'm
40:42:00
getting a little and I'm getting a
40:44:00
little help from all these people but
40:46:00
but you know working with you is easier
40:49:00
just one and done yeah and then you're
40:52:00
dealing with you know just think if your
40:53:00
plumber was in the Philippines you know
40:58:00
yeah you know so and this one we talk
41:03:00
about every inventor is good at a lot of
41:05:00
things but it's always those a couple
41:07:00
things that they need help with and
41:08:00
that's what yours for that's what
41:09:00
they're for and I don't think we charge
41:11:00
a lot I know you don't charge a lot but
41:13:00
we have something it we just to be able
41:15:00
to help everyone okay yeah I'll leave
41:23:00
you with this because I want to get
41:24:00
going
41:25:00
I have to go volunteer at the kids
41:27:00
school I'm doing traffic oh no no you
41:31:00
actually direct the traffic uh well I
41:34:00
listen
41:35:00
oh no I have to do six hours trap of
41:39:00
mandatory traffic directing traffic in
41:43:00
the school's parking lot and when I and
41:47:00
if I don't do that I have to pay $40 an
41:51:00
hour so I did consider paying $40 an
41:55:00
hour but then the school called and they
41:57:00
said it's the reason that parents have
42:00:00
to volunteer is because it's for the
42:02:00
safety of our children and I'm on the
42:06:00
phone with this lady I said I'm sorry
42:07:00
what was your name again Samantha
42:10:00
Samantha it is for the safety of our
42:15:00
children that Kerina Rabin does not do
42:19:00
traffic Karina Rabin will stand there
42:24:00
and be like oh bird
42:26:00
I think that the trap direction even I
42:37:00
don't think I even I would want to do
42:39:00
that but then I thought you know $40 for
42:43:00
six six hours six is $240 and then I see
42:49:00
the principal every the principal is
42:51:00
front and center during traffic in the
42:54:00
morning and the afternoon and she sees
42:57:00
me and I always say hello and I said to
43:00:00
Jen I'm like you know what we need to be
43:02:00
we need to go to the school and donate
43:05:00
and get involved so they recognize you
43:07:00
and you know it helps with the home
43:09:00
route to school and your kid goes there
43:11:00
so I'm gonna go volunteer for the
43:13:00
afternoon and I'm gonna just watch other
43:15:00
people's kids parents have more kids and
43:21:00
they're busy during traffic and so I'm
43:24:00
gonna go babysit and not be anywhere
43:28:00
near the streets that's good I mean you
43:34:00
may only get hurt a little bit that way
43:36:00
right it'll be a little bit of damage
43:43:00
I'm getting into shock of what yeah this
43:48:00
is my one of my last stores that I've
43:52:00
been pitching for the last four years
43:54:00
Wow
43:55:00
and so now I have one store left that
43:58:00
I've been pitching for four years that
44:01:00
still hasn't budged
44:03:00
I talked to them we had a money problem
44:06:00
they wanted to sell it under Mac and so
44:10:00
we had to say no so I'm gonna keep
44:13:00
trying yeah that's how many stores do
44:16:00
that map stuff anymore no and there's
44:19:00
nothing else like it so they thought its
44:22:00
to expect it you're highly gonna compare
44:23:00
it to it yeah Graham like there's
44:25:00
nothing else out there and it sells
44:27:00
really well and all these other stores
44:29:00
at 14.95 so why are you why yeah that is
44:34:00
odd they have these data they probably
44:36:00
don't even know why they have these
44:37:00
policies in place
44:40:00
right so these things can happen in that
44:44:00
instead of us saying ok we'll sell with
44:48:00
less we end to see
44:49:00
sometimes you have to say no because if
44:51:00
it's not good for your business we don't
44:54:00
want to you know piss off Home Depot no
44:56:00
no you can't no you can't do it it's
45:00:00
just you know there are there are
45:01:00
certain things you can't do you're
45:02:00
selling the product at a certain price
45:04:00
just how it goes I mean you have you
45:06:00
have way too much stuff going on to
45:07:00
worry about that but I'm sure it'll come
45:09:00
around you're doing a great I mean you
45:11:00
guys are blowing this product out he got
45:13:00
joel killing it with you yeah yes he's
45:18:00
he's sent like a fifteen thousand dollar
45:21:00
peel the other day yeah he is killing it
45:24:00
and you know I was we were a little
45:26:00
hesitant of how that was gonna work
45:27:00
because if he's gonna start killing in
45:29:00
an Amazon does that mean it's taking
45:31:00
sales away from other retailers and it
45:34:00
hasn't oh definitely uh anybody wants to
45:39:00
increase their Amazon sales let me know
45:41:00
yeah that's awesome it's awesome all
45:44:00
right
45:44:00
you get going I know you got a bunch of
45:47:00
stuff happen and I appreciate you coming
45:48:00
on today and giving us some quick tip
45:51:00
pitch quick hitch if I could say right
45:55:00
yeah I thought that was cool all right
46:00:00
well we'll talk to you later and catch
46:02:00
you next time young lady thank you bye
46:05:00
he's yours