My Buddy and Me

Getting Offers From Manufacturers

Jones pursued all three manufacturers suggested by RadioShack-and all three made offers. The winner was It's Real Stuff in New York City. Jones' main concern was that "the manufacturer just wouldn't work hard enough for the product to really succeed." So she insisted in her contract that she would receive a commission on any promotional product sales. Now Jones, who is closing in on a deal with Disney, gets royalties on all product sales and a commission on the sales she completes. Best of all, she doesn't have to worry about manufacturing, billing, collecting, financing and all those other pesky tasks.

The potential for a major promotional product sale proved to be the key in attracting manufacturers, Jones learned. The risk to the manufacturer is greatly minimized, and all parties involved stand to benefit. Promotional products need to be able to display a company's name in a dramatically visual way. Remember to check out the promotional product potential on any product-it may be the jumpstart you need for your product.

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This article was originally published in the September 2000 print edition of Entrepreneur with the headline: My Buddy and Me.

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