Scouting for Playmakers

Pete CanalichioLicensing Brands, Inc.

www.brandlicensingexpert.com

The following slides are an abridged section from our webinar series “How to Build Your Brand Licensing Dynasty”

To purchase the complete webinar and series with audio visit www.BrandLicensingExpert.com

Best-in-Class Licensees

• Believe in the vision of the brand and see the benefit of establishing the brand in their category

• Understand consumer needs and are willing to invest in marketing

• Achieve category captain status• Have strong leadership and are well managed• Possess excellent references from licensors and

retailers• Focus on innovation and product development• Deliver consistent financial resultsConfidential 2

Agenda

Prospect Licensees• Definition of “Prospect”• Art or Science?• Selection Techniques• Evaluation Checklist• Assessing Interest Level

Perform Due Diligence• Points to Consider• Separating the Curious

From the Serious• Areas for Evaluation

− Strategic− Financial− Legal− Organizational − Reference Checks

Confidential

Definition of “Prospect”

• To search or explore (a region), as for gold

• Once you have your prospects, you need to test them to see how good they are

Confidential

ART OR SCIENCE?

Confidential

Perform Due Diligence

• Points to Consider• Separating the Curious From the Serious• Areas for Evaluation

− Strategic− Financial− Legal− Organizational − Reference Checks

Confidential

Points to Consider

• Objectives− Stimulate profitable, long term growth of licensing

revenues− Maximize the efficiency and effectiveness of the licensing

team− Eliminate major risks− Ensure that the right controls are in the right place

Confidential

Summarizing the Process

• Licensing Team / Agent

• Research• Store Walks• Trade Shows• Trade Publications

Identify Prospects

• Licensing Team / Agent

• Input from Marketing, Finance, Legal, Operations

Prepare Checklist

• Licensing Team / Agent

• Interview• Questionnaire

Evaluate Prospects

Confidential

This has been a snippet from our webinar series “How to Build Your Brand Licensing Dynasty” To purchase the complete series with audio

visit www.BrandLicensingExpert.com