How to Pitch a Toy or Game Idea and Get a Licensing Deal

[00:00:00] Speaker 1: Courtney Laskovitch: Hello inventors and entrepreneurs, my name is Courtney last coach and I am the managing director of inventors groups of America and welcome to inventors online. Courtney Laskovitch: If you're hearing me talk right now, you have made it in congratulations and thank you everyone so much for coming to this very exciting meeting today. Courtney Laskovitch: Now, a little bit of a backstory on IGA IGA was founded in 2017 by Stephen key and Andrew Krauss who are on with us today, our goal here is twofold. Courtney Laskovitch: We want to teach individuals how to best commercialize their product ideas as well as strengthen and support inventor groups throughout the nation. Courtney Laskovitch: We also have a directory of local and regional inventors and groups on our website and if you're located near one we highly encourage you to join. Courtney Laskovitch: IGA is a place for inventors to be able to learn and grow together. Courtney Laskovitch: We hold monthly meetings for inventors inventor group leaders as well as hold public educational webinar series once a month, where we bring on industry experts now today today you're here for our inventors online America's inventors group. Courtney Laskovitch: we'd love to hear your name and what state or country you're from so right now, while we're going through all this we'd love it if you'd gone over and open the chat box and let us know. Courtney Laskovitch: State country your name also just a friendly reminder, please do not disclose anything that is confidential and not already publicly available. Courtney Laskovitch: Also, our meeting is being recorded for internal purposes alright, so a little bit of housekeeping before we go on and get to our guest speaker today. Courtney Laskovitch: feel free to change your name in the participants panel to your first name, so we can call on you at the end, if you have a question. Courtney Laskovitch: You can also choose to be in speaker mode or gallery mode only affects you that's located at the top right of your screen and you can feel free to change it multiple times. Courtney Laskovitch: At any time through the presentation, we also really encourage you to turn on your video of course it's not necessary, but we would love to see you we've also placed the rules in the chat box up at the top as well alright, so we now have our co founders on Stephen key and Andrew Krauss but. Courtney Laskovitch: Before we go any further, I would like to introduce who will be talking about the toy and game industry and how to pitch. Courtney Laskovitch: With us tonight our keynote speaker of the night, the woman of the hour let's give it up for the outstanding April Mitchell. [00:02:30] April Mitchell: April Mitchell: Thank you. April Mitchell: Thanks so much for having me i'm really excited to be here and go through some things with you that I found very helpful in pitching. April Mitchell: In the twin game industry so i'm super excited to share them with you and at the end we'll have some Q amp a and we'll answer your questions so thanks for coming everyone. [00:02:50] Speaker 1: April Mitchell: Perfect alright, thank you so much, April speaking of the Q amp a. April Mitchell: We will definitely open up the floor after the end of the presentation during the presentation, this is how you can get your questions answered so during please type in your questions into the chat box. April Mitchell: Now, at the end we will pick a question and unmute you if you're able to and then you can go ahead and ask that question directly to April. April Mitchell: Before we get started into the presentation, Stephen and Andrew would you guys like to say anything before we go ahead and get started. [00:03:23] Andrew Mitchell: Andrew Mitchell: I would, I would just like to say that April is the right person to be talking about this, I went to we went to try tag together which the toy and game. Andrew Mitchell: inventors forum in Chicago this woman is passionate about toys and games guys she really is she's the right person to be educating you on this topic and i'm just so happy that she's going to share her wisdom with you guys tonight. [00:03:45] Andrew Mitchell: Andrew Mitchell: Thank you, I just wanted to mention I want to welcome everybody, and I see a lot of familiar faces there, I see Lisa Lisa Lloyd over there and, of course, Kevin Prince. Andrew Mitchell: Just to name a few and Megan hi Megan haven't seen me a long time i'm glad you're there and there's a lot of other people there, I see Blake he builds prototypes i'm sure he's. Andrew Mitchell: going to be adding some things tonight, hopefully, and I see a lot of the leaders, I see my Turner hey Mike how are you doing over there. Andrew Mitchell: And I think I see Jeffrey and of course me has halfway around the world and many, many others to I see Neil there too so. Andrew Mitchell: I just want to welcome everyone for for joining us tonight, and I really look forward to this presentation, the toy industry is not an easy industry. Andrew Mitchell: Maybe for others that just wasn't for me, so I jumped out as quick as I could to find the industry that was a little easier for me so i'm really looking forward to this presentation tonight, so thank you very much April. [00:04:45] Speaker 1: Andrew Mitchell: you're welcome great all right, thank you both, and we can go ahead and get started when we bring up your presentation right. Andrew Mitchell: All right, you've got the four okay well. [00:05:08] April Mitchell: Andrew Mitchell: This is just the beginning slide. Andrew Mitchell: With our photos on it so i'm just a little backstory just a couple weeks ago I pitched to about 40 companies and just one week and five days. Andrew Mitchell: So it was really neat to have the opportunity to wake up early in the morning and pitch to one part of the world, you know, a company in one country and then throughout the day in us and then end my night pitching to. Andrew Mitchell: Companies in a totally another country so within a span of 12 hours I was globally pitching you know multiple companies so it's really neat to be able to have the opportunity to do that and we'll talk about some ways that I I helped the pitching along. Andrew Mitchell: All right, so doing your homework, I think you guys have heard this from Stephen and Andrew before and and ida doing your homework is so important. Andrew Mitchell: These are some of the questions I like to ask and I like to know before I pitch to a company, so what I tend to do is I have. Andrew Mitchell: Notebook page on each company, and this is the information I will write down, I want to know where is the company based out of that gives you a lot more information. Andrew Mitchell: than you realize it does and and then does the company have a parent company. Andrew Mitchell: Because a lot of times people ask well do I just pitch to that parent company or do I pitch to the companies individually and it can really depend, but personally, I will reach out to the companies individually and sometimes they may direct you to the parent company, but most often, even with a parent company they. Andrew Mitchell: They have the dirt they're different categories each of those sub companies do different games different toys they do things differently so just because they're owned by a parent company. Andrew Mitchell: doesn't mean you necessarily have to pitch to that top company all the time, sometimes things go through them. Andrew Mitchell: And, but I personally like to pitch to the individual company another question to know and ask is what categories do they work in. Andrew Mitchell: Are they educational games are they family games are they party games that's going to make a difference, because just because there's a game they're a game company. Andrew Mitchell: You don't want to pitch them if your game does not fit with their category, otherwise you're wasting their time you're wasting your time so find that that match and then also. Andrew Mitchell: Are they a game company a toy company or boat sometimes we tend to think well they they they have games, so I can pitch them toys to not necessarily and vice versa, some companies do. Andrew Mitchell: Have both games and toys, so you want to know that, and if so, what category, so I personally like to ask when I have a meeting set up or i'm trying to get a meeting set. Andrew Mitchell: Is what category are you currently looking for or are you looking to expand into a new category. Andrew Mitchell: Because sometimes they're trying to get into maybe outside toys but they're not in there yet, so if you look at their website you wouldn't see any outside toys. Andrew Mitchell: But if you ask them what they're currently looking for or expanding in then you're going to know which of your products which of your concepts, you should actually pitch to them, and I think it's been. Andrew Mitchell: it's been respectful to them as the company for in their time so. Andrew Mitchell: Something to consider and then what other specialty so in those categories, what are their specialties because what you can do is if you have say. Andrew Mitchell: A collectible or something that a toy that could maybe go into a line or brand they already had you can use that to your advantage. Andrew Mitchell: And I like to write down their top sellers on my paper, because I could say oh this product of mine, we can make it into the theme of this brand you have. Andrew Mitchell: Okay, so it's important to see, yes, you might be pitching it as a penguin, but it could be as a dolphin right this game could maybe be with a dolphin or something you might be able to change it a little bit. Andrew Mitchell: Based off of their themes or licenses or their brands, they have and then what concept of yours will fit in and why if you can't say why it will fit in, then you probably shouldn't be pitching it. Andrew Mitchell: Or if it could add to their their their product line or expand a category that you might not it might not be a right fit Steven or Andrew do you have anything you'd like to add. Andrew Mitchell: Or any questions about that. [00:09:36] Andrew Mitchell: Andrew Mitchell: yeah I gotta just a detailed question for you like one of the ways to make a relationship with the company is to send them one product right. Andrew Mitchell: And then you could ask them well, you know, no problem you're not looking at this one, what are you looking for. Andrew Mitchell: Can you do that before you even send them anything or do you think you kind of need to send them one first that you think the right match to kind of establish a back and forth, what do you what do you think. [00:10:00] April Mitchell: Andrew Mitchell: i've done it both ways, to be honest companies that i'm not as familiar with in sometimes. Andrew Mitchell: Companies don't even have everything on their site, they might do special private labeling and things like that for companies. Andrew Mitchell: For other companies, so I like to ask I say I have concepts in preschool family party and I might give them a few things that I have concepts in. Andrew Mitchell: The different categories and then I may ask where are you looking, so I can better focus our time together. Andrew Mitchell: And I think they they find that very helpful and respectful because i'm not just throwing ideas at them that I don't. Andrew Mitchell: That they're not even looking for because, for example, I pitched one of the company they pitched to they loved an idea left loved it and they said, but we're not looking for this at this time. Andrew Mitchell: So you know, even if they love a product if they don't have a space for it at that moment they won't do it, most companies won't do it, I think it could depend on the company they love something so much. Andrew Mitchell: They might make room for it, but I think it's going to depend on the company, so if you can. Andrew Mitchell: determine that beforehand, I think you'll then concentrate your time better with them on the concepts that would fit in the category, but some companies are looking for that wild card that we've heard that you know said before too. Andrew Mitchell: So if you've got something that doesn't fit in their category, but you just think it's it's the number one hit which I know we all think everything is the number one hit so it's hard right. Andrew Mitchell: But but something totally different um then I think it's worth pitching if you've got time at the end or maybe it's something where. Andrew Mitchell: And it's so silly it might just break the ice if it's a new company that you haven't pitched to it might just get them laughing and break the ice and whether it might not be the best fit it could just start things off. [00:11:51] Andrew Mitchell: Andrew Mitchell: You know i've got a question sometimes when you're trying to do your homework and you go to their website. Andrew Mitchell: You know, sometimes it's hard to tell what they're looking for isn't it, I mean. Andrew Mitchell: It can be you have to read between the lines sometimes right, I mean, how do you, how do you do a deeper dive do you look at their mission statement, maybe they have a blog, I mean, how do you really. Andrew Mitchell: dig a little deeper because sometimes it's not obvious is it. [00:12:16] April Mitchell: Andrew Mitchell: you're right right, I think, looking at their about page I like here reading their story how they got started, I think that tells a lot about the company and the owners. Andrew Mitchell: So I think it's anything you can read and then follow them on linkedin read their posts if they're excited about this new game coming out or they just did. Andrew Mitchell: An interview or an article, you should be reading that you should be knowing why they're excited about this new product and how it's different. Andrew Mitchell: And what it took for them to get it on to the market so doing your homework helps you out and it helps the company out. [00:12:48] Andrew Mitchell: Andrew Mitchell: Thank you. [00:12:49] April Mitchell: Andrew Mitchell: You welcome you, we could go to the next slide Courtney Thank you. Andrew Mitchell: Okay, different ways to pitch. Andrew Mitchell: There are three different ways I find to pitch and one is sending in a sell sheet and a video via email. Andrew Mitchell: And we'll go into those in just a moment and then setting up a meeting to pitch live on zoom or Skype and then also pitching out a show which we know. Andrew Mitchell: We aren't doing right now, so really the two ways, right now, are sending in a sell sheet in a video via email, and so we always want to get permission to do that and um and then give that information in a good way, and I think we're going to dive into that on the next slide here. Andrew Mitchell: There we go okay so when you want to get permission to send your marketing material so don't just send your sell sheet or video link on linkedin to someone and if you're able to get their email, then you want to, of course, get that permission and then. Andrew Mitchell: In a subject line, you want to make sure that subject line is catchy or contains your referral so, for example, if I have a new exciting game i'm going to maybe write the the tagline or a benefit statement benefit statements are really the same for. Andrew Mitchell: For games and toys it's a little bit different I think that's a whole nother webinar on its own, but you want something catchy in that subject line I learned quickly that same new product for review is not fun guys that's not it's not going to catch their attention right. Andrew Mitchell: And if you were referred to by someone else say you reached out on linkedin to someone from the company. Andrew Mitchell: And you asked who would be the best person to send your marketing material with and they said oh send it over to Janice Jones and marketing and they give you their email. Andrew Mitchell: Now, what I would say in the subject line is maybe that catchy phrase and then dash was referred to by Cindy so and so, so that way they know okay this person was referred to me it's probably okay to open the email. Andrew Mitchell: And then, in that email, I will provide you know a little bit of information and then a video. So you want to always have a video for a toy and a game. The cell sheets are great. I think it's a nice wrap up, if you will, of the video. Andrew Mitchell: But in the toy and game industry, you really need that pitch video that sizzle video because if you get one chance in my mind, I would rather take the chance of a video then a sell sheet because things you can't always get across what you want to the whole story, the whole game in just a sell sheet. Andrew Mitchell: And then also you want to be sure to let them know you are here to help answer any of their questions. Okay, you want to sound helpful because that's what you are you're here to help answer their questions. Andrew Mitchell: You're happy to jump on a quick call if they need need anything if they need more materials, please let you know those kinds of things. So make sure they know that in the video. Andrew Mitchell: And then follow up timely and professionally. I like to ask when their team product review will be that I may follow up in a timely manner. This makes it so you're not emailing them every week. If they say Andrew Mitchell: Our meeting if it's like the third of the month, for example, and they say our next product review will be on the 25th. Don't email them until after the 25th because they told you when the review will be Andrew Mitchell: You're just going to annoy them. I think you're just going to annoy them if you know the date they're reviewing. So if you know the date they're reviewing Andrew Mitchell: Give them a couple days and follow up afterwards. If you're not able to get a date, then I would say, you know, give them an initial couple weeks and then start reading, you know, following up every seven to 10 days or so. Andrew Mitchell: And and keep following up until you get a yes or no, because sometimes it can take quite a time and sometimes you can even send the same email or similar email five, six, seven times and then all of a sudden the 12th time they open it and say they love your product and you're like, have you seen any of my other emails. Andrew Mitchell: And you don't know if they really did, but you don't want to ask them right because they love your product and now they want to do with you. So just keep following up because you don't know if they really did, but you don't want to ask them right because they love your product and now they want to do a deal. Andrew Mitchell: That's right. So just keep following up because you don't know when they're going to open that email. [00:17:13] Speaker 1: Erika Endrijonas: April, I just want to pause here for a second and say building that relationship seems like it's Erika Endrijonas: Maybe a little bit more important than we put weight on. I'm glad you, you kind of mentioned that, you know, if they put a date that they put that there for a reason. So I just wanted to pause and say it seems like building a relationship. It's not necessarily just about the product Erika Endrijonas: Product or yourself or maybe helping them, you know, a little bit get that product out there, but building that relationship. So maybe you can license other product ideas for a continuing ongoing long term relationship seems to be really important. [00:17:47] April Mitchell: Erika Endrijonas: You're, you're exactly right. You want to get to the point where you're asking about their kids and how their move was and things like that. I mean, this past summer we did a cross country move. And on my lap, my follow up after I literally took about a month off between follow ups. Erika Endrijonas: I, you know, I said, oh, how you're doing. We just made a cross country move. I told people that Erika Endrijonas: Just to give them a little background more info of me and then started following up and whatnot. Erika Endrijonas: And then, then you, you build that rapport. They know where you're living now. Maybe that seems odd. You don't need to tell your whole life story. Okay, this is with people who I've pitched to before. It wasn't just my first email to these companies. Erika Endrijonas: But it was in that relationship building. I'm following up with things like that. And so I think letting them in on who you are is an important thing. It can be an important thing to build that relationship. Erika Endrijonas: Up and then you get on the next zoom call and you have to stop your small talking so you can get pitching because you can just keep talking because you're really have a relationship with them. And that is key. [00:18:50] Andrew Mitchell: Erika Endrijonas: Yeah. April, I have a question about that because how important is it to have that relationship? I know there's, there's other people out there that want to be a middleman. Maybe there's toy brokers. Erika Endrijonas: Sure. Erika Endrijonas: How important to you is having that relationship and why? [00:19:11] April Mitchell: Erika Endrijonas: To me, it's really important because one, I, I'm going to pitch my product better than anyone else. Erika Endrijonas: And then they're going to get to know me and then what they can expect from me. They're going to know what kind of products I'm going to pitch and how I'm evolving and I'm going to get that feedback directly from them because I asked for feedback. Erika Endrijonas: And what's been so important is there's been integral community members in this industry that have given me such great feedback that I developed as an inventor because of that feedback. And if there was a middleman, I would not be getting that feedback. Erika Endrijonas: When I was able to pitch to a company for a second time and they love my sell sheet, which I have to give a shout out to the, you know, design student and that right love my sell sheet. Erika Endrijonas: I said, Now, this is really good. Do you want me to pitch it to you how I would pitch it and I said, of course, got out my notebook and he pitched it to me how he would want me to pitch it. Erika Endrijonas: And I learned so much early on in in this game in the toy industry and that you can take all these these feedback from different companies and what they're looking for. For example, they say, yeah, we're education company. Erika Endrijonas: But, but we are looking for these kinds of games and in education and that's different from these kinds of games. So once you really get to know these companies, they're going to not just give you their wish list, but really help you decipher the difference and they want you to succeed. Erika Endrijonas: They want to do something. And so even if product doesn't go all the way, but it goes to the second and third level and they're like, Oh, I really wanted one and they were rooting for you because they liked your product too. And they liked the concept. Erika Endrijonas: And when they end their email, like, I'm really sorry, I really wish this one what I went through. We're going to get one together. Like, then, you know, you've got something and I don't think you can get that with a middleman. [00:21:04] Andrew Mitchell: Erika Endrijonas: One last question before we move on prototypes. Erika Endrijonas: I know they're very effective. Erika Endrijonas: Oh yeah. Erika Endrijonas: They work for your video. People can touch and feel them if you do send it to them as well, because they want that proof of concept. But do you build a prototype for every idea you have. [00:21:25] April Mitchell: Erika Endrijonas: I do. However, some is just paper cards and cardboard. So it's a different level of prototype. Some you might might hire out because you really need it to work that way. And some you can do going to the local hardware store and spend $25 that was one of my Erika Endrijonas: Most recent licenses was $25 with my teenager helped me build this prototype and you know and but then I have some that are literally cardboard and some that are awesome working prototypes and some I've even had a couple of game boards that were finished by artists. Erika Endrijonas: So we I have all different levels. And I think it depends on the actual product and the concept and you have to do with with if it's a board game, for example, or with lots of moving pieces you have it takes a long time to work out that game plan. Erika Endrijonas: And you have to then throw things out and bring new cards in or let's try this way in that way. And if you're doing something and having a professionally deck of cards made every time you had to redo the game play, you would be spending a fortune. Erika Endrijonas: So I think anything, especially with cards and game boards, cardboard and paper till you get it all figured out. And sometimes that's enough anyway. Erika Endrijonas: Before spending the money on things and some things you do have to show that proof of concepts, you may need something a little bit more than that. So I think it depends on each individual concept, but but I've done it all ranges. Erika Endrijonas: Thank you, you're welcome. Erika Endrijonas: Great pitching over Skype and zoom. Okay, so one thing you want to make sure is you set up a meeting ahead of time. Don't expect that they're going to drop everything. Erika Endrijonas: The moment they respond to you on LinkedIn right that they're going to drop everything and say, yes, let's do zoom call right now. So try to plan that out and know that Erika Endrijonas: It may take some time getting not that zoom call or that Skype meeting. And then next, I like to set the stage by evoking an emotion or memory if possible. So sometimes this is going to be more difficult than others. Erika Endrijonas: I like to use Erika Endrijonas: Like real time real hands real body parts. When I'm doing this, I might put something silly on I might show something Erika Endrijonas: And then do a little explaining and then show them a video for the whole picture. But if I can draw them in by asking a couple questions or being silly. Erika Endrijonas: And that's what I want to do, because I don't want to say, oh, here's my video because I could have just sent that right. I want to see them smile. I want to surprise them maybe a little bit and and then show them the video and talk more in depth with something Erika Endrijonas: Start with the silliest or funniest game to open everyone up. I think if you can get someone laughing on on on your pitch, you've done it. Okay, and that energy and this is something I didn't put here, but it shows Erika Endrijonas: It should be energy. You need to bring the energy and the fun, because if you're sitting here talking about how fun your game is, nobody is going to believe it's fun. They're just not Erika Endrijonas: Okay, so you got to have the high energy. You've got to do whatever you got to do to get that energy. Erika Endrijonas: And so bring the energy. And then, like I said, I quickly walked them through a sell sheet identifying key points in this isn't for every Erika Endrijonas: Concept. Sometimes I do this and sometimes I don't. I think you really have to evaluate the product and think, okay, is this going to show them, give them a little to pique their interest. And then I boom hit them with a video. Or could this take away from the whole thing. And I should do it at the end as kind of a wrap up. Erika Endrijonas: So you have to really take a look at your concept and decide, would this be better in the beginning or at the end. And you'll get to know that. And I don't think that is necessarily a make or break. Erika Endrijonas: But I think you'll start to get the feel of that and then show the game being played live or show a video. So the week I had 40 meetings, I definitely had to show video. Now, if I can show a video or a game. Erika Endrijonas: Being played live. I will do that. So what I do. This is when I just have a one meeting on a Thursday randomly, you know, in the afternoon, I will be on my phone for the Skype or the zoom call and I'll talk to them. Erika Endrijonas: You know, do a little intro and then I walk out to my kitchen or my living room where I've got the kids already the game set up that the cards are stacked exactly what I want to happen. Erika Endrijonas: And I have the kids play the game. And instead of them watching in the video, they're seeing live action game being played and I'm explaining, okay, this is happening. And now this is going to do this and they're watching it unfold as it's happening. Now. Erika Endrijonas: Of course, you cannot do this with every game and concept, you cannot invite five kindergartners over to play a game for the first time live while you're pitching it. I do not recommend that. Okay, you have to have people. Erika Endrijonas: That know the game know how to play and are like warned very carefully about their behavior. Right. Um, for this game or at least in our family. So, Erika Endrijonas: So I think if you're able to do that, I think it's really fun. I wouldn't necessarily do that with every company. I've done it with companies that Erika Endrijonas: I've pitched you five, six, seven times. I've done it on a first call before because I had a new game and I didn't even have a video yet. And this person was going to be the first one to see it. Erika Endrijonas: Hey, and then they okay, that was great. Can you send me a video? I'm like, I'll get you a video in a week. So it just really depends. But if you can do it, I think it's fun to do that. But I would not recommend putting your family through that call after call after call, you know, all week long. Erika Endrijonas: That definitely wouldn't be good for anybody. And I don't think they would then see it having fun because if you play a game for 20 times in a row, you might not have have so much fun at the end of it. Erika Endrijonas: And then follow up the email with a link to the video for them to share with their team and the sell sheet. And then that also, of course, gives you that paper trail because even if you set up your meeting over email or LinkedIn, then you want to say, okay, thank you for your time. Here's the video to review. Erika Endrijonas: And yeah, there you go. And then of course, with the questions of please let me know if you have any questions. How can I help and ask when their team review would be Erika Endrijonas: So that would be good. Um, excuse me, just for a second. It's getting really cold in here. I'm sorry. I know this seems just really rude. Just one second. One second. Erika Endrijonas: Oh, sorry guys, I had to get my hat. Like you would not be like, you would not even understand how much this hat just warms me up. It's super cool. I put my mittens on. It's like, as if it could almost snow here in North Carolina, which apparently it does once in a while. But, but, um, it's super cold. So goodness. Erika Endrijonas: Steven, did you, did you ever play in the snow as a kid? Steven O' Of course. Erika Endrijonas: Of course. What was your favorite thing to do in the snow? Steven O' Make, um, snowballs and throw them. Erika Endrijonas: No way! That is my favorite thing to do too. You see, I, I love that feeling you get when you just nail someone. Erika Endrijonas: With a snowball. Like you kind of feel guilty. Like you should feel bad, but you really don't feel bad. Right? Am I right? Steven O' That's right. Erika Endrijonas: It feels good. Right? So I love snowballs so much. Um, and, and they're just so much fun. And now, now Steven, you'd never believe this. I know it's going to just be wild, but now you can play snowball fight all year round. Erika Endrijonas: Okay, all year round. Um, and get that good feeling and that fun all year round without the cold and without that random injury because somebody always gets like a slush ball and eyeball. Right? So you've got to check this video. Courtney, can you show show Steven this video? It's awesome. Erika Endrijonas: Oh, and disclaimer, this is not my product. [00:29:57] Speaker ?: Erika Endrijonas: You ready for it, Steven? [00:29:57] April Mitchell: Steven O' I'm ready. [00:29:59] Speaker ?: Erika Endrijonas: Hang on one second, guys. Erika Endrijonas: All right. [00:30:05] April Mitchell: Erika Endrijonas: I know it's hard to believe this hat keeps my head warm, but it really does. It does wonders. Erika Endrijonas: How do I get one of those? Erika Endrijonas: Yeah, it's great. [00:30:26] Andrew Mitchell: Erika Endrijonas: You added more than just the hat. You got something going on with the ears, too. Erika Endrijonas: Oh yeah, yeah. Erika Endrijonas: There we go. Erika Endrijonas: Yeah, I got the ears. [00:30:39] Speaker ?: Erika Endrijonas: Yeah. [00:30:40] Speaker 5: Erika Endrijonas: What's going on here? Erika Endrijonas: Okay, this is our plan. [00:30:58] Speaker ?: Erika Endrijonas: Snowtime, anytime. She'll never be there. Erika Endrijonas: Snowtime, anytime. She'll never be there. [00:31:07] Speaker 5: Erika Endrijonas: Crunches like a real snowball. Erika Endrijonas: But no mess. Erika Endrijonas: And even no frostbite. Erika Endrijonas: Made from super soft materials. Erika Endrijonas: Keep them busy for hours. Erika Endrijonas: Perfect for any type of party or a guest together. Erika Endrijonas: Snowtime anytime is fun for all ages. Erika Endrijonas: Snowtime anytime snowballs of fun. [00:31:59] April Mitchell: Erika Endrijonas: All right, so the whole idea here was to kind of catch Stephen off guard with my fun hat right and then me invoking some emotion about snowball fights right because you know we're talking about. Erika Endrijonas: You know childhood and memories and then I show him a video of my new product, which again, this is not really mine, but as an example of my new product that can allow him to have snowball fights all year long. Erika Endrijonas: So, uh, this is what I like to do when I pitch on zoom. Okay, I might not have a costume for every game. Erika Endrijonas: And but I tried to Erika Endrijonas: You know, have a little fun and invoke that emotion and get a little conversation going if when and if possible. [00:32:51] Andrew Mitchell: Erika Endrijonas: Well, you got me April. I wasn't expecting that. Congratulations, it did get. Erika Endrijonas: You know what's so amazing about that. I think you're absolutely right. It did. Erika Endrijonas: It caught me off guard. It brought me back to when I was a kid. I could see the fun I could experience it very well done. Erika Endrijonas: I have a question, though. Erika Endrijonas: Mm hmm. Erika Endrijonas: Life has changed. Erika Endrijonas: Right. Erika Endrijonas: Has it changed now that you're using zoom because I know you've done in person pitches. I know you've done shy tag, New York Toy Fair. Erika Endrijonas: Now you're doing zoom has it changed at all because what you just showed me was very effective, probably more so. Erika Endrijonas: Kind of, it seems like to me you can you have all my attention and not being distracted. Erika Endrijonas: It seems like it's a very powerful tool. Have you found that it's better, worse or just different. [00:33:47] April Mitchell: Erika Endrijonas: You know, I think there's there's more positives about it. And then there's there's just the different. Erika Endrijonas: So I think it allows for a quick switch out and I've got a table here, which usually has all my, you know, products lined up and I could just grab where at a show. Erika Endrijonas: Andrew Andrew was there with me. I had a suitcase, you know, and and I had videos where I could show them on the iPad, but I'd rather bring it out and show them in person. Erika Endrijonas: So one I'm you're able to get through so many more presentations and I don't mean that to sound awful, but you can see so many companies and you can present so many items in that 30 minutes. Erika Endrijonas: Over zoom and Skype, then I could, if I was at the show, because at the show you're showing them as sell sheet taking them through that and then you're like, do you want to see and you're trying to find the other thing. Erika Endrijonas: Sometimes you set things up beforehand and then you start your presentation. So you lose a lot of time. Erika Endrijonas: And so with this and having everything set up right next to me and just grab grabbing my notes and I know exactly, you know, I order what concepts for which company and what they need to see first and second. Erika Endrijonas: And you've got everything laying out there. You can be really effective, I think, and time efficient with things definitely. [00:35:03] Andrew Mitchell: Erika Endrijonas: April, we got a bunch of a couple people said in the chat. They asked, how often are you pitching multiple products when you're on zoom. Are you just pitching one. Are you always pitching multiple [00:35:15] April Mitchell: Erika Endrijonas: Well, I always have, um, I like to always have a good few ready this last show. I had six new concepts that I was pitching for this show. Erika Endrijonas: And but it'd be, you know, it depends on the company. There was a handful of companies where I only showed them one thing because only one thing works. Erika Endrijonas: Would actually fit in your category. Now, if we got done with that, I said, hey, if you're open to any any other ideas and preschool or family or party, I'd give them some some options. Erika Endrijonas: I said, I'd be happy to show them. Sometimes be like, yeah, let's see what you got. We're here. And then I show them some things, you know, and some would be like, no, we're only looking here and we end the meeting early and I thank them for their time. So it could go either way. Erika Endrijonas: But, um, you know, I started off with only pitching one concept at a time. So don't feel like you have to show up with six concepts. Your first meeting with with with companies. I started with one. Erika Endrijonas: And then I then I would gear things and get ready for shows. So in and I for the last several months. I've been working on these six and not really showing too many companies them so I can show them all at one time and use Erika Endrijonas: Make use of that 30 minutes that I knew I was going to get and Erika Endrijonas: And then I would do the same for the next show. I will have a few new products and then any companies that maybe I'm pitching to that I've never pitched before that I'll pitch the ones that they haven't seen as well. And so that kind of adds on to it. Erika Endrijonas: And so because I'm always adding to my hit list always like there's you've never ever found every company out there. [00:36:46] Andrew Mitchell: Erika Endrijonas: April one quick question. I know there's a lot of people watching maybe for the first time and they have not reached out to a company before. [00:36:55] April Mitchell: Erika Endrijonas: Mm hmm. [00:36:56] Andrew Mitchell: Erika Endrijonas: And you you're doing this through email and maybe through LinkedIn. Let's say you have not approached this company before, but you have done the homework, and you're going to reach out to them, let's say through LinkedIn, what would that first message be [00:37:09] April Mitchell: Erika Endrijonas: Gosh, I should just I should bring up my, my, my normal message. Um, it, it, this is a really good question. Erika Endrijonas: It, it, this isn't verbatim, but it usually goes something like, hi, hi, Steven. Uh, I have a new product that I love to submit to your company for review. Can I please send that marketing material directly to you? Or is there someone you can refer me to? I might say something that I, uh, you know, I may some say something as an Erika Endrijonas: Like I think it will fit great in this line or that with this brand, you know, so they know I know the company. So if I can be specific a little bit. I think that's helpful as well. Erika Endrijonas: And then I asked whether I can send it to them or if they can refer me to someone. I don't ask, can they give me the person I try to lay it out like they're going to give me their information or somebody else's. So think about the questions and how you ask those questions. [00:38:03] Andrew Mitchell: Erika Endrijonas: A lot of people are nervous for the first time. They think that they have to have a track record or resume in order to do this. Do you ever, I know you've licensed an idea, not only in kitchen now, but in the toy industry. Do you leverage that? Or you, or do you just kind of jump in? Or does that really matter? Because people would think they have to have something done already. [00:38:25] April Mitchell: Erika Endrijonas: Right? Well, everybody's got to start somewhere. Everyone's got to start with no products license, right? We all started the same same way. So I don't think they need to know that either way. Erika Endrijonas: And just go in there knowing that you're doing them a favor and be confident because they're lucky to get to look at what you have. Of course, don't be so overconfident that you're rude. Erika Endrijonas: But, but, but know that they're looking for ideas and they might be that one person, the company that is so excited to bring that new idea in because it's going to make everyone, you know, really super excited and it could be the next big thing. So know that you're helping them out. Erika Endrijonas: And I know it can be intimidating. I remember making a couple of my first calls all nervous stomach and sweaty and sitting there for 20 minutes before I made this call like, okay. Erika Endrijonas: Okay, you know, and then it becomes natural and these call out to find a new company and you don't think twice you just call up the company or you send them a LinkedIn message. I like to send LinkedIn voice messages is great. Erika Endrijonas: Because I can hear the excitement and in my voice and everything. So if you can get used to doing those. I think those are really great. Erika Endrijonas: And just say, hey, I have a new product. I'm really excited to show you. Can I send that directly to you and or can you refer me to someone. So I think that's the best way to go and just remember they don't answer you. Erika Endrijonas: Does that somebody else there's always someone else that can help. So don't don't take it personal because half the people don't answer half the messages out there. Erika Endrijonas: So it's not you. It's them. They're not on LinkedIn or they just don't answer messages. So just keep at it because someone will help you out and you just got to try the different avenues. Erika Endrijonas: Finding email phone calls, whatever it takes. And so pitch video go through this quickly so we can answer them questions and begin with a confidential slide. I like to write confidential on it. If you can have confidential stay at the bottom the whole time. I think that's beneficial. Erika Endrijonas: Name of the game or toy, your name and company name on the second side. And then you want to walk through the gameplay describing how to play your game or use the toy. Erika Endrijonas: I'm just like in that video they did they explained it and then make your game or toy look like the most fun thing ever just like when you're pitching you've got to have high energy have have to have an exciting you can. Erika Endrijonas: Add some fun music on there to just spruce it up and make it more exciting, but definitely Erika Endrijonas: Make sure it looks like it's fun. Nobody's smiling in the video. Don't show the video. Erika Endrijonas: Because you do not want to sell yourself short and then use a voice over or have words across the bottom of the video explaining things and have your contact information at the end of Erika Endrijonas: You know, in a slide format at the end so they can contact you. And then, of course, you know, something that I didn't mention here is really plan that video out make a script a video script and know like, okay, I'm going to get this shot of a close up and this is what's going to be said. Erika Endrijonas: And we're going to get up, you know, another angle or view this way. And then this is what said and that really helps you determine what photos and videos to use to then piece it together. And I don't think you always need to Erika Endrijonas: To hire someone out for video. Most of my videos are done, you know, just just by me learning iMovie and and recently I've hired a couple of them out. Erika Endrijonas: But the majority of I do on my own. So just know as long as you're showing that energy and that fun and you're explaining the video while they're playing it in the steps and how to win, then, then you, you've got a winner. Erika Endrijonas: So, Erika Endrijonas: And then pitching out a show this I know isn't relevant now, but someday it will be. I hope again on the schedule meeting time prior to the show starting and then you can set up more meetings while you're at the show. So, Erika Endrijonas: You can always Erika Endrijonas: You know, walk the show, meet people, give them your card, get their card. Sometimes you can pitch right there on the spot. Sometimes that you can schedule a meeting for another day. It's amazing being at a show. I love the energy of the show. I love meeting new people. Erika Endrijonas: A show is great. So if you ever have the opportunity, it's not necessary, but if you have the opportunity and you can go, I think it's a great way to to meet people. Erika Endrijonas: And then you want to go prepared with samples, sell sheets to show them, but not hand out and videos to show them as well. So sell sheets. Erika Endrijonas: If you hand them out. It's so fast paced. You might forget I was trying to every booth I would stop at I would write down who I chatted with that I got their card, this and that, but things are so fast paced, you could forget who you give a sell sheet to and then not, you know, get their info and Erika Endrijonas: It would be hard to keep track of that. So, and then start off by showing the sell sheet and go through your information on the show. I like to pull out samples and play the game or a couple rounds. Erika Endrijonas: And then, so you want to stack the deck to show the key features like you want things to happen those first few hands so that they can see that happening live and be experiencing that when possible and then show a video if needed or necessary. If you able to pitch out a show and you you Erika Endrijonas: Excuse me, you play a couple hands, then you can always follow up with the video for them to see the whole video later on because they're not most likely Erika Endrijonas: They're not going to be making any decisions right there. It happens, you know, for some people, but most likely they're going to show that video to somebody else and then follow up the next week via email to send the cell sheet in the video. Erika Endrijonas: So, Erika Endrijonas: And then after the pitch. Okay. And follow up with a thank you email and ask if they have any questions that you can help with. Erika Endrijonas: If you get a no kindly ask for feedback. This is so important and ask if you can send more ideas or concepts their way. Most of the time the companies are going to say, yes, definitely. Erika Endrijonas: So, but that feedback is super important. That's what helped me change some things on one of my recent Erika Endrijonas: Licensing agreements was I had only kids in the video and they're like this says for everyone and it could be for everyone, but you only have kids in this video. Erika Endrijonas: And so what did I do. I went and got some friends and some young marine friends and had them at the beach playing the game. Now it looks like it's for everybody. Right. And I shoot show the kids playing and I show Erika Endrijonas: The adults playing and then I show the kids playing the dog. And so while I'm explaining things, I'm kind of going back and forth to the two different groups of people playing and then and that helps. And then there's some also some suggestions with with the prototype and things like that. So, and Erika Endrijonas: We cannot listen to all the feedback all the time, but if you're getting some key points really think about that feedback like with this make a difference. Is this something I should consider Erika Endrijonas: And then you you I've also was told by one of the great in the industry and Erika Endrijonas: You know what, sometimes you just don't listen to anybody. If you know you've got a product, just keep going your, you know, and be stern about it and steady with it. Erika Endrijonas: And you'll license it. And that's what happened with my last product. I kept thinking, oh, do I need to change this and do I need to change this and I got this this great advice. Erika Endrijonas: And and I didn't listen to the other advice, except his was his advice, which to not listen to anybody else's advice in this situation. And then I was able to find that run company that saw it like I saw it. So take that feedback and then decide and weigh it. Erika Endrijonas: And then if they are interested answer their questions the best you can ask questions about their licensing process. Get to know them a bit. Erika Endrijonas: Be prepared to have a working prototype sample for them to play test games will most likely need to be played tested by the team. Okay, a lot of times we say, you know, we teach don't so, you know, don't send a prototype don't send a prototype and I think that is key in most industries and most often, but in the game and toy industry, even if it's paper cards. I've sent paper crap cards to another guy. Erika Endrijonas: And while another company said will just send me the PDF and we'll print them out and kind of the play on ourselves. So you kind of have, you know, some people want to cut ready and some people just print them off. So, but, but be prepared to send that sample. So don't make it so it's a $500 product sample that you don't want sending one because it's going to break. Erika Endrijonas: Make it so it's playable for them to use. Okay. And then, of course, do your homework understanding what makes a good licensing deal so you can be ready to make one. Erika Endrijonas: All right. And then the key things to remember relationship building is important. I cannot stress this enough. You guys, I started pitching in this industry. Erika Endrijonas: And in in 2018 and just this fall, I got my recent licensing contracts. I had to stay in it. I had to learn. I had to build those relationships. So it can take time. Someone might get their first game and Erika Endrijonas: Boom, got it in six months. Awesome. I guess maybe I'm a slower learner. I don't know. But no, um, some things it just takes time. It takes them say, yeah, show me your next thing. Show me your next thing. Erika Endrijonas: And then when you be able to get on a phone call just to discuss what they're looking for. That's when you know you're in it. That's when you know, okay, this is what they're looking for. I'm going to make something with these guidelines and pitch it to them. That's when you know you're in it. So those relationships Erika Endrijonas: Are important and think the long game. Like I just said, with my example of, you know, being in the industry for a couple of years before getting licensing deal here. Erika Endrijonas: Be polite, polite persistence and positivity matter. Okay, don't burn any bridges. Be polite, stay positive. And the most important thing. Erika Endrijonas: Have fun. If you are not having fun pitching and presenting your game or toy, you are in the wrong business and industry. Erika Endrijonas: Because this should be fun and you should be having fun pitching and it's okay to be a little nervous when you're pitching. It's okay. That's normal. But make sure you're having fun. If it's not fun. Try a non fun industry. Erika Endrijonas: So that's what that that's what I got. I wanted to end on that note. [00:48:56] Speaker 1: Erika Endrijonas: Great. Thank you so much, April. Really good information. I hope everyone was taking some good notes. If you got a toy or a game that you're looking to license. Erika Endrijonas: We've got quite a lot of questions. Thank you so much for all these questions. I'm really excited to delve into them. Let me just scroll to the top here and see if I can pick one out here. Erika Endrijonas: Okay, so we've got Erika Endrijonas: I'm Erika Endrijonas: Da caps da David David. I think yes. Hi, David. All right. You might have had multiple questions. I'm not sure. Feel free to ask which will everyone if you do have a multiple. I'm going to go ahead and unmute you. [00:49:44] Speaker 6: Erika Endrijonas: Thank you, Courtney. I actually already forgot the second question. [00:49:47] Speaker 1: Erika Endrijonas: So that's okay. [00:49:49] Speaker 6: Erika Endrijonas: First one. Erika Endrijonas: So April, you, you have these Erika Endrijonas: uneven hanging thing that you licensed first right [00:49:57] April Mitchell: Erika Endrijonas: Yes, yes. [00:49:58] Speaker 6: Erika Endrijonas: And does Steven mentioned earlier, like the toy industry is probably even more frustrating than the other ones in terms of rejections and high level of competition. So I wanted to ask Erika Endrijonas: Why you decided to switch from house where is he if the the other one is isn't that one to this one, which seemingly seem to be harder. You just said that it took you over two years to get your first deal. [00:50:22] April Mitchell: Erika Endrijonas: That's a great question. Well, I have four kids. And so we're always having family game night. Erika Endrijonas: We're always having fun. Erika Endrijonas: And so I would just see my kids playing something completely new and say, what, what are you playing and ask questions. And then we that's how we came up with one of the games was something they were already playing a version of. Erika Endrijonas: So I'm really making most of my time with my children and trying to recreate what we're already doing and what they're doing and make it so other people can play those games and do those things. And then we're combining a lot of our games are combining combinations in a way Erika Endrijonas: With a new theme of our favorite games that we're playing. So we love this game over here in this one. Well, let's combine them, but then change this theme and do some add some other things to it. So for me, it was just natural to start inventing Erika Endrijonas: With the family. So we actually went back together. I'm actually pitching one of my son's inventions and that he completely invented on itself by himself. So we've been together as a family and then also education is my background. So a lot of the games I pitch are Erika Endrijonas: Have an education component to it as well. So just be an educator and having four kids. I just naturally was kind of doing these things anyway. So I thought, well, let's see, see what can happen with it. Erika Endrijonas: So cool. Erika Endrijonas: Thank you. I appreciate it. [00:51:43] Andrew Mitchell: Erika Endrijonas: And I'll add to that, just, you know, April is just very, very passionate about toys and games. She just loves it. And I think that correct me if I'm wrong April, but Erika Endrijonas: I think you kind of have to be into that in toys and games. You have to have that passion. If you don't [00:52:02] April Mitchell: Erika Endrijonas: I don't think it'll work right. You'll end up probably giving up after a while. And let me just say, I probably am pitching and have pitch. It's a numbers game already. And I know you guys have heard that it's a numbers game. But I think in the toy and game industry, it's a numbers game even more. So Erika Endrijonas: And so I've pitched over. I probably have at least 14 or 16 games at least that I've pitched and am pitching and I've realized now that a couple just aren't going to Erika Endrijonas: Happen. Some have been put on the back burner, but some just aren't going to happen. So I am pitching a lot. So I have two licensing agreements from the last two years, but I'm pitching a lot and constantly. So it makes a difference. How often, how consistent, how many new ones you're coming up with. It really makes a difference. Erika Endrijonas: Great. Thank you so much, April. [00:52:54] Andrew Mitchell: Erika Endrijonas: April, how do you have time to do everything? I know you've got kids, you're busy. I mean, how do you find time to do everything that you do? Erika Endrijonas: Well, I have to carve out time and when I'm up early and I stay up really late, but like I said, my family helps. So if the kids, if we're hanging out, we're prototyping or we're play testing. So a lot of that is just with our family time. So I'm really blessed. [00:53:05] April Mitchell: Erika Endrijonas: That I have them and that they enjoy it still right now. There may be a day where they're like, okay, mom, but but right now everyone's enjoying it and everyone's up for it. So we get to do that as a family, which, which really helps a lot. Erika Endrijonas: Great. We've got a question from Neil. Neil Waldbaum, I'm going to go ahead and unmute you and you can ask any of your questions. Erika Endrijonas: Hi, April. Firstly, thanks. That was a great presentation. I love your energy. It's really addictive. Erika Endrijonas: Thank you. Erika Endrijonas: Thank you. [00:53:34] Speaker 1: Erika Endrijonas: I'm going to go ahead and unmute you and you can ask any of your questions. Erika Endrijonas: Hi, April. Firstly, thanks. That was a great presentation. I love your energy. It's really addictive. Erika Endrijonas: Thank you. Erika Endrijonas: I'm going to go ahead and unmute you and you can ask any of your questions. [00:53:44] Speaker 7: Erika Endrijonas: You kind of already answered. My question was, and it was about how many ideas you pitch at once. Erika Endrijonas: But I wanted to ask. Erika Endrijonas: Would you let a company know how many ideas you intend to pitch upfront if you haven't spoken to them before, if they're not not expecting more than one from you. [00:54:08] April Mitchell: Erika Endrijonas: I think you could. I like to at least let them know what I have. Erika Endrijonas: It in aspects to category. I like to say, okay, these are the categories I have and and I might say, what would you like to see first. Erika Endrijonas: And I might say I have four items that I think will fit with your company. So sometimes I'll do that upfront and in a pitch to say I for products I'd like to just show you today, just so they kind of have an idea. Erika Endrijonas: Sometimes you might run out of time and sometimes you're, you know, you'll have extra time to show them some some other ideas. [00:54:39] Speaker 7: Erika Endrijonas: Yeah, okay. And then if you're following up if you presented say four or five concepts to a company and then you're waiting for them to review them and check it out. Erika Endrijonas: Or they've said no. But then suddenly you come up with another great idea. Would you then Erika Endrijonas: Contact them again with a single idea that you said that you think that you just wanted to add to your list. Erika Endrijonas: Oh, sure. Erika Endrijonas: A couple more. [00:55:00] April Mitchell: Erika Endrijonas: Definitely. And sometimes I might wait till I get that yes or the no and say in it. What's great is if you get to know if you have another something ready be like, Oh, I'm sorry to hear that. And thank you for the feedback. Here's another one. So if you can have it. So you're almost always got something else ready. I think that's a really good strategy to use as well. So even if you've got five, maybe you only show them two or three. Erika Endrijonas: And then got another one or two ready to go. I think that's, that's a great thing to do. And usually in a pitch companies will say, okay, can you please email this one or that one or these three we'd like information on or they'll, if it's a hard no, they'll usually know right away or Erika Endrijonas: If it might be a fit and they want to show the team, then they'll let you know which ones. So you typically aren't Erika Endrijonas: Unless they're interested in all of them. I'm sending all the information in a follow up email to let you know which ones are interested in, please send it over and you send it over that information and then, you know, give them a couple weeks. Initially, I like to give them because no, it's not, it's unlikely they're going to look, you know, have their team meeting that next week, but then then start that follow up mode for them. Yeah. Questions. [00:56:11] Speaker 1: Erika Endrijonas: Questions. Thank you. Thank you. I know we're out of time here. Let's see if we can just get maybe one or two questions in and while I'm going ahead and Erika Endrijonas: Getting ravina if you're still on here unmuted. Go ahead and please type in your thank yous to April. This was a phenomenal presentation, a great way to end 2020 Erika Endrijonas: I was quite a lot of great speakers that we had and tune in for more exciting things down the line for 2021 with IGA Erika Endrijonas: But we'll go ahead and answer just a couple more questions. And if you've got any thank yous or nice comments to say about April. Erika Endrijonas: Then go ahead and you can type those into the chat right now. And please say to the end, because we still want to do our screenshot per usual for our December meetings. If you guys could just hang on for a couple more minutes. Let's see if we can get maybe two more questions down and then we'll go ahead and take that screenshot. [00:56:59] April Mitchell: Erika Endrijonas: Well, I better put my hat on for that video. Erika Endrijonas: You gotta do that. Erika Endrijonas: It's a person still here. [00:57:11] Speaker 1: Erika Endrijonas: Yes, I asked you on mute you. Oh, go ahead. Ravina Ravina Ravina: Yeah, yeah. [00:57:16] Speaker 8: Ravina Ravina Ravina Ravina: Hi. So we just had a question of considering the current covert situation. Do you think it's a good time to pitch to toy companies right now. Ravina Ravina Ravina: Like, are they open to outside ideas and how important do you think it is to attend a toy fair [00:57:35] April Mitchell: Ravina Ravina Ravina: Good question. So I think definitely they are looking for ideas. I will tell you that most companies already have their 2021 year plan. So right now you're be pitching most likely Ravina Ravina Ravina Ravina: For 22. Okay, so they they buy in advance. They plan really, really far in advance. I know that seems so hard now some smaller, it could depend on the size too. So some companies Ravina Ravina Ravina Ravina: May be able to get things in the summer and the fall of 21 but you're going to be pitching just know in your mind that it's going to most likely be for 22 Ravina Ravina Ravina Ravina: And I think they're always looking for ideas and now more. So I mean, we've seen so many contracts signed in the toy and game industry at invent, right. Ravina Ravina Ravina: And then just, I mean, online and I signed to in the last month and a half, which to me that that to me shows that they're they're they're moving Ravina Ravina Ravina: So definitely a good time. I think every time there's always time for fun. And honestly, there's a lot of Ravina Ravina: Categories that are sold out like different puzzles and different things where they're just sold out and they're looking for new ideas. So definitely take a look at websites and see what the company is selling and what's Ravina Ravina Ravina: What's hot right now because that matters. Make sure you're following different organizations on LinkedIn and that are great. Like the Stephen. We were talking about that earlier. Ravina Ravina: You and I about the Ravina Ravina: Mojo Nation is great to be following Ravina Ravina: Pop is is great to be following and Ravina Ravina: Make sure you're following that the toy association follow those those organizations because they come out with Ravina Ravina: Magazines and information on what's going on in the toy and game industry right now. So I think that's really important. Ravina Ravina: And then you know there's so much you can do and so many benefits on zoom and Skype calls. I don't think you have to go to a toy fair me personally, I got so many more contacts going to a toy fair that I Ravina Ravina: Even knew those companies existed. So sometimes you it's hard to find all these companies, but if you're walking these shows, you're going to see so many more companies that you even knew Ravina Ravina: Were there. So that's, I think it's great to do that if you can, and you know, but not everyone can do that. And there's so many resources online and so many Ravina Ravina Ravina: Great resources where you can find that you can actually go to the New York Toy Fair and look at their list of of Ravina Ravina: Booths companies that are there. So you can do that online. So just know there's different ways to get around it. I like a good old handshake. I don't even know if those will be allowed anymore, but I like a good old handshake Ravina Ravina: When meeting companies in in Ravina Ravina: You know, there's been instances where I couldn't get in for a meeting, but I went to just go meet that person I've been emailing back and forth for months just to meet them in person. Ravina Ravina: And for certain companies. So there's positives and for both but you can make anything work and and there's so many different ways to get around it, where one company I license with I wasn't even connected with them on LinkedIn until we were on the phone call negotiating Ravina Ravina: Because they just weren't on LinkedIn much and then the other company. I got the licensing deal because of LinkedIn. Ravina Ravina: So just know there's no black and white in this industry. There's so many ways to get in to companies. There's so many ways to get around things. You just got to be persistent and you've got to find and try everything [01:01:12] Andrew Mitchell: Ravina Ravina: April. What about working. I mean, everybody wants to submit to Hasbro Mattel right and I see that from everybody. Ravina Ravina: Is that a smart move. If you're just starting out. I mean, is that should you shoot that high or should you maybe work with some other companies first [01:01:28] April Mitchell: Ravina Ravina: I think you could. I think you could. You could try it. But know that. I mean, I was on a meeting with them a couple weeks ago with a group meeting. Ravina Ravina: You know, they they see get, you know, over 3000 submissions or more and they may be licensed 30 ideas, you know, so Ravina Ravina: I personally think it may be easier to work with a smaller or mid sized company. So, and I would never wait for someone's answer. Ravina Ravina: On just keep pitching until you assign that dotted line because you can get yourself into trouble or someone says they're going to and you're waiting and you're waiting and then stuff just doesn't pan out so Ravina Ravina: Keep pitching the the pros pitch. This is a quote from Stephen. If you haven't heard it yet. Here it is. Ravina Ravina: Sorry. Oh, maybe I'm not supposed to say it. Ravina Ravina: Amateurs wait pros pitch. Okay, so pitch, pitch and pitch some more. [01:02:27] Andrew Mitchell: Ravina Ravina: April, you said something that was really kind of amazing. You said, keep pitching until you reach the dotted line. Ravina Ravina: All right. Thank you. I've never heard that before. I think it's a great title for an article. Thank you very much. [01:02:41] Andrew Mitchell: Ravina Ravina: April, I saw him writing it down. [01:02:43] April Mitchell: Ravina Ravina: You guys heard it here. Just know that. [01:02:45] Andrew Mitchell: Ravina Ravina: You get credit. I saw him writing it down. [01:02:48] Andrew Mitchell: Ravina Ravina: I love it. I've never heard it. And I'm going to steal it. [01:02:52] April Mitchell: Ravina Ravina: No, no, no, I won't. Just credit my name and we'll be good. Okay. [01:02:58] Speaker 1: Ravina Ravina: One last question real briefly. Judy said, what's the best video software or app to use? I just wanted to mention that I have used InShot many, many times. Free version I-N-S-H-O-T Ravina Ravina: Myself and I really love that. If you've got the Adobe Suite Premiere Pro, depending on if you have that technical talent, that's also a great one. But April, did you have any comments on that? [01:03:23] April Mitchell: April Fox, I just use iMovie. I use my phone. I airdrop everything to my computer. I place it boom, boom, boom, like this. Put some music on, upload my voiceover, you know. [01:03:35] Andrew Mitchell: Ravina Ravina: Did you do that video? The snowball? [01:03:38] April Mitchell: Ravina Ravina: Oh no, that was on YouTube for the company who really did make that product. Again, that's not my product, but I thought it would be an easy one to, you know. [01:03:46] Andrew Mitchell: Ravina Ravina: You got me on that, April. Thank you. [01:03:48] April Mitchell: Ravina Ravina: And evoke emotion with Steven. I was pretty sure he had played, you know, snowball fights before. So I was hoping it would resonate with him. Ravina Ravina: But, um, one thing just a quick mention I'm shy tag and pop, you know, slash pop. Now they do do things where inventors can learn the toy industry. So follow them look into that. Ravina Ravina: And just keep showing up to these IGA meetings, you know, and follow invent right TV. Ravina Ravina: Because it's a great free resource. And I mean, these guys are pros here. I mean, I'm where I am today because one Ravina Ravina: I open that book called one simple idea. Right. And that's where it all started and invent right TV watching Stephen and Andrew became a student and and Ravina Ravina: You know, they're a huge part of my success story. And so it takes a community. Ravina Ravina: Like I said, I've learned from so many companies in this industry and getting that feedback. So all that feedback. It, it adds to who you are as an inventor and can add to how your next products and concepts can be so definitely soak that all in and Ravina Ravina: Keep up showing up [01:05:01] Andrew Mitchell: Ravina Ravina: Thank you, April. Ravina Ravina: Courtney, we want to do a I think we have a two pages of people on video. So we have to do it twice. Ravina Ravina: With everybody can you hold your hands up, give a thumbs up, whatever, you know, to look excited like April. Be excited like April. Think about April. So here we go. Shot number one. [01:05:19] Speaker ?: Ravina Ravina: All right. [01:05:20] Andrew Mitchell: Ravina Ravina: All right. Ravina Ravina: Now. Oh, Stephen was making a funny face on that one. Ravina Ravina: Well, we got we'll get him twice. So he gets another opportunity there. Ravina Ravina: No, I'm serious. I was like, what Ravina Ravina: Usually it's me making the funny face. Okay, here we go. One more time. One, two, three. Here we go. Ravina Ravina: All right, we got looks like we got everybody there. Thanks, guys. [01:05:39] Speaker 1: Ravina Ravina: Excellent. All right. Ravina Ravina: Any quick final comments from April, Andrew, or Stephen before we get off. [01:05:47] April Mitchell: Ravina Ravina: I just want to say really quick. Thanks everyone for showing up. I appreciate it. If you're not connected with me on LinkedIn already connect with me. I like to do a quick little video once a week. Just some little tips. Ravina Ravina: And and I'd love to share in your success. So let us know when you license that idea. So we can celebrate with you. [01:06:06] Andrew Mitchell: Ravina Ravina: April, great job. I enjoyed it. I took notes and I want this presentation. So thank you very much. [01:06:12] Speaker 1: Ravina Ravina: Thank you. Ravina Ravina: Wonderful. [01:06:14] Andrew Mitchell: Ravina Ravina: Thank you, April. You're a pro. Thank you so much. [01:06:17] Speaker 1: Ravina Ravina: Thanks, guys. Ravina Ravina: Perfect. Thank you so much everyone for coming on. Thank you, April as well for the phenomenal presentation and the great energy as well as speaking with our audience today. Ravina Ravina: And for everyone on here who's still on here with us. We hope to see you in our future and next meeting in 2021 so we can bring you more expert information in the areas you need help in. Thanks again everyone for coming and have a fantastic night and a wonderful holiday holiday. [01:06:43] Andrew Mitchell: Ravina Ravina: Thank you. Thank you, Courtney. Ravina Ravina: Bye.