Paul Miller – $4 Million Product Licensing King!

There’s a huge opportunity for Private Label sellers to get their products officially licensed. Today we spend time with Paul Miller, who’s been able to get his products licensed with Nickelodeon, Sesame Street, and a few other household names, including Teenage Mutant Ninja Turtles! You don’t want to miss what he has to share about how he has differentiated his products through licensing.  All coming up in this episode of the Amazon Seller Podcast!
 

 

Paul Miller, Founder of CozyPhones

———-FULL SHOW TRANSCRIPT———-

Andy: (00:03)
Hey everyone, this is Andy Slamans from Amazing Freedom. Again coming to you with another of the 100 real sellers that we’re doing in the Amazing Freedom Real Seller Series. 

Paul Miller, Founder of CozyPhones

 

Super excited to introduce you if you don’t know him already to Paul Miller and I am going to share this to a group right now and then we’re going to get into all about private labeling and licensing. Paul has done a phenomenal job building a brand and doing something that I have not seen anyone else in our space do and so very excited to talk to Paul about what he’s been able to do with his brand Cozy Phones and we actually have some samples of his brand. 

Paul is the only private label seller I know that shares his brand openly and the reason he’s able to do that is because he has something that none of us have yet. Although I think as Paul gets out there and he’s, he gets on more podcasts, more people are going to pick up on what he is doing and they’re going to try to take the same route and the same path that he is taking. 

Because differentiation is the name of the game for you and I, as we begin our, as we continue to build and as we begin to build our brands in 2020 and behind, high often say the, the biggest threat to us as sellers are Chinese factories that are coming in and competing with us on our products. 

So how do we differentiate? 

Well, today you’re going to find out how Paul has differentiated his product in a phenomenal way and he’s going to share also that it’s actually not as hard as a lot of people think. So Paul, I’m going to stop talking right now. Thank you so much for taking time out of your busy day as you’re building your mult-imillion dollar brand to share with us how we can capture what you’ve been able to do with licensing your private label product.

Paul: (02:13)
Yeah, thanks a lot Andy. It’s honor to be here. Great to share my story with you and the, you know, just amazing opportunity that licensing brings and that this, this conversation, you know, I just want to add that this comes on the heel of you and I probably two and a half years ago when I first took you to the licensing show and you were so excited and you said, Paul, you gotta share this stuff with other people. This is amazing. 

And it’s so exciting, you know, like just to see how things have progressed since then and the ability to share with people this, this amazing opportunity. And for me as a licensee, you know, I’ve, I’ve come a long way. I was pretty green back in the day. But you know, I’ve learned a ton in the industry and it truly is, you know, it’s kind of, I think a little secret weapon and protecting yourself on Amazon.

Andy: (03:06)
Yeah. And you know, I’m still surprised, Paul, when we walked that floor of the licensing expo, was the first time I’d ever been there. You were like Yoda. I was hanging on Paul’s every word and I was blown away by how relatively, I wouldn’t say easy but how relatively open and the opportunity is for folks who have private label brands on Amazon to get licenses like you have yet I still see very few who are doing it and who have been able to do it successfully like you have. 

And so I’m excited today to talk through this interview. You know, as you can share with us some of your secrets about how you’ve been able to do it and how, and I know you often tell me this, like you’re kind of blown away to that other sellers cause look, you can go on Amazon and literally there are thousands and thousands of private label sellers who are doing $1 million and up and they have products that are really a perfect opportunity to license like you have, but yet they haven’t done it.

Paul: (04:12)
Yeah, it really is. It’s, I’m not going to say it’s easy. It’s, it’s a little bit complicated. It takes effort. It takes more time. It takes more diligence, and we’ll get into some of that in a minute, but I can tell you, share with your real quick why I even got into licensing and how has kind of supported my business. 

So as you mentioned, I share my brand, which is CozyPhones, which is a category that we created. You know these are kids headband headphones. I just show you one right now. This is, this one is from Paw Patrol, Chase, and there’s headphones within here. I’m going to come back to some more samples later.

Andy: (04:50)
Just so the folks know who maybe don’t have kids. Like Paw Patrol is a huge show on Disney, right?

Paul: (04:55)
Yeah, yeah. Nickelodeon is actually one of the top Nickelodeon and Paw Patrol is one of the top three worldwide licenses for that pre-K category. Okay. So anywhere I was having success with here, I’m going to call over here. I’m going to show you I was having success with my originals. And here’s an original for you. One of my frogs, right? My daughter actually drew this first character up for me. We were having great success with that and just blowing it, going own the category. 

Right. And, and for me, I was actually terrified cause I was thinking, Oh, you know, we are patent pending, you know, we’ve got the application and stuff out there, but this is a ripe product for anybody to try to rip off. Right. And so I was calling around to my network, you know, guys like you and other people saying, how can I protect this and grow it while I’m waiting for my patent? 

And one of the guys named Mark Hirsch, as a matter of fact, said to me, well my brother in law was in licensing. You need to look licensing. I had no clue what to do. And he said, well, the licensing show is coming up. You want to try and go see that in Vegas? So I went to that and that’s the show before you and I met only one year between that time. And I secured my first license at that show. Actually because I registered for the show up front and I used their matchmaker service and I connected with someone who, you know, now who’s Michelle Schmidt from the, what if monster. She was a children’s book author and she had a really cool character called the what if monster. 

And it was almost just a handshake deal with her. It was a one page licensing agreement. I’m going to give you 5% of everything I sell, but she will be able to expose cozy phones to thousands of people in her audience. Right?

Andy: (06:49)
So talk about her a little bit again. And this is like where I see the huge opportunity. So she gets an, she goes to a, she’s a speaker, she’s an author, right? And she goes, Oh, elementary kids.

Paul: (07:00)
Right? Oh yeah, she’s travels the country talking about her book. Right? And then she also has a lot of products that are associated with her book. She has a whole bunch of books, but if you want to look up What If monster, just Google that you’ll see her characters and her products. But now she’s like a super influencer for me, right? Cause she’s getting a piece of the action. 

So it’s to her, her advantage to promote our products. And so you don’t have to think about the Nickelodeon license, which is going to be very expensive and hard to pull off and stuff like that. There are authors there are, let’s say, let’s say you’re in the food space, you know, there’s a TV chefs, those kinds of personalities, you know, cake decorators, all of these kinds of people that you can have those kinds of alliances with. 

And it’s a license to ride, you know, ride on top of their brand, co-brand your stuff with them and get this incredible reach right. And also protected at the same time. Well, and for them it’s a win win too because you know, they, they’re not necessarily gifted in the physical product space, right? They’re, they’re whatever their niches, you know, like she’s an author, so she’s a great writer and probably a very good speaker in front of kids, but maybe she doesn’t know how to import or build products. And so by her just giving you her name, now she gets, you know another income stream basically coming in.

Paul: (08:27)
Yep. And you know, you know, go, go down to the customer level. Okay. And you say the kids that are growing up this with this book, what if monster, right? And the parents that are buying this to them and it’s kind of like a kid’s empowerment book, right? Well, they love the character already. So how cool is it that they can buy this other product that goes with that character, right? So you’re not only just appealing to her audience in general, but you’re appealing to those customers who already liked that thing. So as I’m going to go a little, jump ahead a little bit, but what do you talk about things thinking about Amazon and keyword ranking and stuff like that. If you’re looking for something like a kid’s headphones right here, like I showed you before, you’re going to be looking at keyword matching for kids, headphones, stuff like that. But when you go into paw patrol kids headphones, that opens up a whole new world of keywords that you can rank on, right. And a whole new, now you’re talking about paw patrol gifts, paw patrol toys, a toddler, paw patrol, you know, so you’re really just opens up this whole new area of opportunity for you.

Why Aren’t More Private Label Sellers Doing This?

Andy: (09:41)
Yeah, no, I think that’s phenomenal. Again, I see very few private label sellers doing this. For those of you that are just joining, I just checked the Facebook live. It looks like we have a number of people that are watching right now. This is Paul Miller, owner of CozyPhones. He has been diligently building an amazing brand over the last two to three years and he’s really done a phenomenal job on licensing this brand. Again, I’ve been in the Amazon seller space for six years and honestly Paul is the only one that I’ve rubbed shoulders with who has been able to take this to the next level by licensing his products like he just shared with Nickelodeon Paw Patrol, which is a huge kid show. I believe you have some licenses now with Sesame street, correct?

Paul: (10:30)
That’s right. So, yeah, as a matter of fact, just this just this last Q4, we came out with a whole Sesame street line. It was a Sesame Street’s 50th anniversary this year. So they’re excited and we’ve got Elmo, Cookie Monster, Grouch, and Abby Cadabby. So, you know, we’re actually on the Sesame Street brand page on Amazon. So how cool is that right to take a little word from Helium 10?

Andy: (10:58)
No, that’s awesome. And you know, one of the things I hear frequently from private label sellers, you know, they, they hate hijackers, you know, that hate people that come in and, you know, bring a similar product that again, you know, what I see as the future is, you know, eventually we’ll be competing with those factories in, the only way that you can really differentiate is by licensing. And I imagine on your listings that are licensed, like that’s not an issue.

Paul: (11:25)
Right, no, it’s not. So the other thing is you can demand a premium price for a license. Right? So now on Amazon I have to compete with some of my Chinese factories and who are knocking us off and, and taking, you know, my whatever my design is and make a small modification and they’re putting it on Amazon, right? And at a much lower price. 

So it’s tough for us to compete at that price, but sometimes we do have to bring those prices lower, but I don’t touch the prices of my license product because I know that if a parents wants to buy something on Sesame street, they’re going to pay that price and they’re going to pay the premium. 

I have been doing licensing for probably almost three years now. I’ve never had anyone try to knock off or even get close to any of our licensed character because Nickelodeon is owned by Viacom International and you don’t want to mess with it. Same thing with Sesame street. They have enough sense not to go there. Right. And you know, Amazon, not only is Amazon going to take them out, but you know, you just don’t want to mess around with that legal team from any of those big players. And they just know better.

Andy: (12:34)
Right. And you know, again, it just kind of mind blowing to me other than the fact that no one has built the road map yet. Like you’re the first one. You’re like the pioneer and Amazon sellers licensing. You really are. And, and you’re, you’ve built the road map and you’ve been able to do it. So that’s been exciting to see. 

Yet, for whatever reason, it just seems like, you know, it’s probably laziness, you know, again, honestly, at the end of the day, Amazon sellers are probably too in love with their product or they’re not, they’re not looking down the road enough to understand where that competition is going to come in and where to differentiate. 

And honestly, probably in a lot of people’s minds, they think there’s no way I can approach a Nickelodeon and get my product license from them. Right?

Paul: (13:26)
I’ll give you my perspective on that. I don’t think it’s laziness, but I know, you know, from my standpoint, yeah, it used to be a lot easier to sell on Amazon. Right. And so maybe there was a comfort level with just selling your own stuff and not having to get into a contract negotiation on a license. And then licensing development, which needs approval and all the things that come with licensing. 

However, you know, if you want to build a serious brand that has, you know, real brand equity, while you can’t get better brand equity to be an allied with, you know a Paw Patrol, Sesame street, we also now have Batman. 

And so when people look at your brand, even if they’re buying your originals or something else, they’re, they’re thinking, wow, this is a legitimate brand. But you know, I’ve actually coached a few sellers, you know, who have just talked to me friend to friend and talk to them, refer them to my different resources and licensing. And I haven’t seen anybody come out with the products yet. I can’t guarantee that I’ve, you know, followed every single one through, cause I’ve talked to lots of people about it. 

E-Commerce and Licensing–Can It Work?

But the industry of licensing, it exists in a big way outside of our community. It’s just that our community isn’t doing it. Right. So to give you an idea you know, I went to a, when I was at the last licensing show in Vegas, Disney puts on a big show, a closed show it kind of like a  meeting for manufacturers. Everybody has to go in and they seal up their phone in a plastic bag. You can’t see what’s going on. And they talk to you about the road map of entertainment that they have coming out in the next two years. 

And they’re showing you these characters that nobody’s seen yet. And they asked the audience are all manufacturers, toy makers, suppliers, bicycle makers, apparel, everything. And they’re saying, guys, here’s what’s coming up. We need you guys to make stuff for us. Right? And so that’s pretty neat. So that industry does exist. It’s just not really part of, part of, you know, what we’re used to, right? But we’re a force in e-commerce now. It will go there. You know, it’s just who’s going to be first. 

And the thing about these licenses are many times they’re restricted to a category, right? So more likely than not, Sesame street is not going to give the same category. I had been headphone to another another seller and not always exclusive, but it’s not always in their interest to give those, those categories to multiple sellers.

Andy: (16:10)
Right. Yeah. And you know, part of it may be to the licensing industry just hasn’t been able to break into the Amazon seller space yet, or they haven’t necessarily seen you know, for whatever reason, the reason to. 

But what amazes me is the number of Amazon sellers who I know who have multi-million dollar brands, you know, I have two brands, one in the baby niche that sells over $1 million and one in another category that will sell between 2.5 and $3 million this year. And it’s growing rapidly. 

And so, you know, if you’re a licensed Czar, you know, they eventually will begin to pay attention. I’m, I’m guessing, you know, as a more and more retail locations shut down. And actually, did I say that right? Yeah. License or that would be like Nickelodeon. Correct.

Paul: (17:05)
Yeah.

Andy: (17:05)
And so you know, again, I just go back to the fact that for the folks that are watching this are, they’re going to listen on the podcast. If you have a brand that’s doing $500,000 or up a year, I highly recommend that you look into licensee. Oh, as a way to differentiate yourself. Nobody is doing it. 

You can go on Amazon and you can type in massage gun and you’ll see like, you know, 20 pages of very similar massage guns come up. Now what if you approached a Instagram influencer who is really into fitness and you said, Hey look, can we brand this massage gun with your name? Now this is an influencer that probably has, you know, 1 million to 2 million followers. He’s not in a physical product business, but if you approach them the right way, like that could be a huge opportunity. 

And now you have a massage gun with this influencer’s name on it, which just opens up all kinds of marketing opportunities outside of Amazon. Am I looking at the right way, Paul?

Paul: (18:17)
That’s perfect way to look at it. And that’s a great example of something that’s not hugely difficult to do. Right? Again, you know, you’re, you go out and get a license with Warner Brothers or somebody like that, you’re going to have these big licensing agreements to do. It might be a little bit more expensive, but that kind of deal where somebody just lending their name. 

You know, one of the things that we’ve talked about and a friend that I met in the industry is Rick Cesari. Rick Cesari is the basically the father of the George Foreman grill. That machine when he got it, it was an appliance. It was actually a taco meat maker and it was made to grind, put taco meat on there and drip the drippings off. And they decided to make it a burger maker instead. And he contacted George Foreman to put his name on it. 

So that’s a huge example of what you’re talking about. But that’s one of the, that’s like, it might even be in the licensing hall of fame. I’m not sure. Great example of just applying somebody whose name was somebody’s social power influence to your product. Right. So it’s just really crazy. I want to, and I don’t want to comment, go back and come into something you said earlier about the licensing industry. Not really aware of us. And that’s true for the most part there. It’s a little bit old school. 

It’s like retail, right? They’re looking for, they have been in the past, they look for huge, one of the first questions last time is, you know, what’s your distribution channels? And you know, they want to know because that’s where they’re going to generate their royalties is on sales. Most of the time they’re generating royalties off a wholesale sales or fob. You know, the contracts that I’ve done have all been direct to consumer. I have a lot of licenses that are Amazon only, direct consumer only. And for them those are not huge deals for them. 

But then carve out, you know, these sales channels and geographies they’re going to become more and more aware of us because, I mean, Amazon is a force, right? So that’s kind of what I do also is, you know, when I meet somebody and I either on either side of the equation, whether it’s a licensing agent or you know, Amazon seller, see if there’s a fit there. Right. And a lot of times there isn’t a, you know, this Amazon seller may not be the bulk of their business, but they know it’s a fact. 

And if someone’s going to have that license there’s gonna be on Amazon, would that character, you know, they kind of want to be the first to be there. Right. And then there’s a competition between a licensed stores to get great products with their selling cause you know, not only is it an opportunity for revenue for them and licensing, but a big portion of why they do licensing is marketing is exposure. Right? So they want to see when you type by on whatever it is your massager, they want to see their name out there. Right. Cause it’s free marketing for them.

Andy: (21:23)
Yeah. You know, and I imagine you can probably rattle off the number of brands, you know, I mean, this has been going on for, you know, 40, 50, 60 years, probably even longer than that. Like you said, and I do remember when we are walking the show floor at the licensing expo, you do get a sense, it’s kinda like the old guards still, you know, these the, the different industries in licensing and and they’re not, they’re not necessarily pivoting to e-commerce yet because we know that still retail cells make up about 85%, right, of all goods produce, however it’s gaining quickly. 

And so, again, I think it’s a perfect opportunity for folks who have a products that are selling. And I think probably, you know, the, the line would be about $500,000 a year or more that, you know, you really have a good opportunity to figure this out and to really differentiate and license your product like Paul has.

Paul: (22:26)
I want to make a couple of other points to you. I agree with everything you said. You know, obviously I’m like licensing fanboy, right? Couple of other things. You know, I talk a lot about, you know, Nickelodeon, Warner brothers, stuff like that, and we talked about kids, right? But licensing goes way beyond that and you know, take your favorite brand or your character a show or whatever, and just put it in an Amazon search terms and you’re going to see products that come up. And so here’s one that you’re already aware of. Andy that I wanted to show everybody, and this is the Star Trek pizza cutter. And Andy, what’s your history with this?

Andy: (23:09)
Yeah, so when I used to do a lot of online retail arbitrage, and when I first started selling on Amazon I would buy hundreds of those from Think Geek, which I don’t think is no longer in existence, and then resell them on Amazon. And all it was was because I had the star trek license. It was a normal pizza cutter.

Paul: (23:29)
It’s a, it was an amazing product in its day is still sells on Amazon today. But you know, this is a product that, that appeals to the Star Trek fan and it’s a, it’s a pizza cutter. So, you know, you got to think out of the box. It is kind of what I help people do to, you know, well, I’ve got a product that doesn’t make any sense for licensing. You just actually made a great, and you know, a comparison with the massager. That’s how you can use that. 

Well, there’s all kinds of interesting things you can do. You know Karen, who you’ve met is one of my licensing agents. She talks about a Mickey Mouse compact, right? I can’t make it make up back and it’s in the shape of Mickey mouse. That’s a license. So you can get an cosmetics if you want to think about the beauty category and the influencers you have there, right? So even if you, you know, I know that a lot of people in supplements, and if you connect with you know, the sleep doctor to make, to endorse your sleep, a sleep supplement, for example, it just goes way beyond entertainment. And just, just, just tons of opportunity.

Andy: (24:41)
Yeah. So I want to go back to Think Geek, which was a phenomenal company. They were my favorite company behind Amazon when I was doing retail and online arbitrage. They did a awesome job. I think they were bought out by GameStop, is that right?

Paul: (24:54)
That’s right.

Andy: (24:55)
Yeah. So they were bought out. Now they were like cruising. They were crushing it growing and just phenomenal products. And the majority of their products were simple products like Paul just showed, but they had license. So like some other products I would flip from Think Geek where a lot of Doctor WHO licensed merchandise now it was just like a blanket, but you know the Tardis on it, the doctor who Tardis and because of that, you know, I could buy it for $15 from Think Geek and sell for $45 on Amazon. 

What was it? It was a blanket that hundreds of other private label sellers sold the exact same type of material. However, their price was $15. I was able to give $45 for mine, the exact same blanket because it was Doctor Who licensed and that had a picture of Tardis on it. So I mean, I think Think Geek really crushed it when it came to licensing.

Paul: (25:50)
That was our model a, and I’ve actually know a couple of former Think Geek executives now, and that was absolutely their model there. They just want to be creative with licenses, make something kind of goofy that you wouldn’t expect in a license, right? Because you’re appealing to their fan base. If you’re a fan or something, you know, whatever it might be. You want that stuff right. That’s got that, that image on it or that brand on it. And so that’s, that’s the whole thing behind that. And they did a great job. 

You can actually, you know, I would, I don’t know how many think geek products are still on Amazon, but you could search think geek or just Google think geek products and look at images and you’re gonna see all kinds of images from the past of, you know, interesting things that they have. 

You know, I talked to somebody about doing a game of Thrones bottle opener, right? Simple thing. It was a I think, I’m not sure if it’s out out there anyways, one of the symbols that they use in, in game of Thrones and as a bottle opener, wow. You know, great example of a really simple gadget that you can have made if you’ve got the license. Boom. Get it out there. Right?

Andy: (27:02)
Yeah. And again, I just think about, you know, the thousands of Amazon private label sellers right now who have similar products like Think Geek sold. They’re just more generic and, but yet sell, you know, hundreds of thousands of dollars a year. And again, if they had the road map and aware with all the knowledge and I’m happy that, you know, you’ve openly shared and I’ve appreciated that so much and that you continue to openly share, like, look, you’ve been able to build this road map so that a private label seller who was selling a blanket like what I just described, Think Geek used to sell. And as long as the volume is there, they absolutely have the opportunity to partner. And you know, to navigate those channels to figure out how to license that product.

Paul: (27:52)
Right. I’m going to, I don’t want to go overboard on the benefits of licensing cause it sounds like we’re both geeking out on it, but I did want to mention one other thing that I’ve noted and that is, you know, if you go to, if you decide to go beyond e-commerce or beyond Amazon and you go into any of the channel, you know, people are much more willing to talk to you, let’s say at a Target or Walmart or any retail chain when you can come in with a brand that they’re already selling. 

So they’re already have a toy aisle of paw patrol, you kind of have a little bit of a foot in the door and you say, Hey, can you, what do you think about adding this to your assortment? And it’s not a path that we have gone down in a big way with, but it was definitely noticeable. You know, we’ve also, I’ve also partnered up with some companies that have similar brands. So we co market our stuff together. For example, you know, we’re co-marketing kids’ safety products with kids embrace who makes a paw patrol car seat. Well, we appeal to the same audience, you know, of parents who are buying paw patrol stuff. So you, and we don’t compete with each other, so we team up with them to advertise Paw Patrol stuff, the licenser loves it. And we both benefit from getting to see each other’s audience.

Andy: (29:14)
No, I, I love it. Again, I just go back to when you walk me around the licensing expo and my eyes were opened, you know, to, to the opportunity that exists for private label sellers on Amazon. 

And what’s interesting at that show, which, you know, it’s huge I forget what hotel was that, but it’s just a massive show. I think we may be bumped into two or three Amazon sellers, whereas, you know, if you go to any other trade show, you go to one like ASD, you are literally bumped into hundreds if not thousands of Amazon sellers. 

So again, to me that just shows the opportunity, you know, for folks that hear this, that have great brand selling already, but want to take that to the next step.

Paul: (30:00)
Yeah, I think it’s still still very much green pastures. And for licensing Amazon products.

Andy: (30:08)
Awesome. So if you’re watching this and you have a brand and you’re private labeling or if you’re listening to this on the podcast and it’s doing $500,000 or more, I highly encourage you to look into licensing. 

I’ve actually been pushing Paul now for over two years that he needs to do some consulting and some coaching again because I know a number of multi-million dollar Amazon sellers who are starting to feel the heat of competition in their product niches in a way that they can really differentiate is to get some license like he has with Nickelodeon, with Sesame street. 

So he is finally heeded my call. I’ve been pushing him and and so he is going to actually offer some consulting and some coaching and 

Paul is actually doing a 15-minute phone consultation for anyone who is interested. Again, I just want to pre-qualify this. You need to be selling at least I think $500,000 or more. And that puts you up. That sets you up as a great potential candidate for the consulting and coaching that he’s doing. 

So I just want to go through, if you don’t mind, Paul, what you’ve come up with so the folks know. So with this consulting coaching program, he’s going to do four 30 minute coaching sessions. You’re going to have access. He’s created a phenomenal, I’ve gone through a 26 module course with forms and templates. 

Like we said earlier, this is not easy and you need to know, and there’s a lot of legal language and contracts that you will go through when you license your product. And so you don’t want to go on this on your own. And Paul has learned a lot over the last two years. So you’re going to get some awesome templates and forms. You’re going to hear from pros like Ricks Cesari, who we just talked about with the George Foreman grill, which I believe sold over a hundred million dollars. Is that right?

Paul: (32:01)
That’s right.

Andy: (32:02)
Yeah. So, and then there is another product, I forget what it was that, but the tagline was set it and forget it, that George Foreman promoted, can’t remember what it was, but again, that was like another pride Rick’s Cesario. So you’re going to get that, you’re going to get access to three, three monthly webinars with industry pros, new resources, and you’re going to get some great examples of licensed products. He’s actually gonna open up his Rolodex to you, which again, when it comes to licensing is super important. Knowing which attorneys, which licensing designers to be able to to hook up with. So Paul, did I miss anything there?

Paul: (32:42)
No, I think that’s about it. I worked, we weren’t going to talk about also, you know, we want to teach people how do you go to a licensing show how you take the most advantage of it, you know it’s really important that you kind of really understand and even through through my course, through my coaching, whatever, what licensed stores are looking for. Right? 

I will tell you the first time I went to a show, I had no clue and I kinda got laughed out of a couple of booths. Right. And one of ’em that I got laughed out of was Sesame street, but three years later I did a licensing deal with them. They’re like, yeah, I don’t think you’re right for us.

Andy: (33:18)
I remember the show that I followed you at. You actually had a pitch deck, right?

Paul: (33:22)
Yeah, yeah, I did. I, yeah, that’s another thing, you know that which we show in the course, you know, like what, what should it look like? Cause people want to see, they want, you know, you didn’t have a successful product. You need to show, you know, how you can make their licensed successful to cause very much of a two way back and forth. 

But yeah we want to you know, I’m hoping to have a get together at the licensing expo this year. That hasn’t been set in place yet. That happens every year. I think it’s in May this year. I highly recommend that anybody go to it. Who wants to but understanding how to work that show and, and sign up and like add yourself to the matchmaker service both before the show and then being ready for those meetings. 

It’s pretty much when you go two or three days, you’ve got all these meetings set up and you’ve got 15 minutes to get somebody’s attention, right? You go in there and boom, boom, boom, boom, you’re there with samples, a little portfolio and you just weren’t onto the next one. And that’s, that’s kind of how the business is done.

Andy: (34:25)
Well and I think, you know, like if, if any folks that are watching listen to watch the show Shark Tank, you can see a huge difference when people walk in that don’t have the knowledge base prior to going before those sharks. It makes a big difference. 

Like you need to know what questions the sharks are going to ask, right? And you need to know your numbers. And so I think it’s similar cause I was out of, I was out of bounds when I was at the licensing. I had no idea until I talk with you. And then you help me understand, you know, like you just said, when you get 15 minutes with them, you need a boom, boom, boom and have that elevator pitch and understand when they’re asking you questions, you gotta be understand how to answer them the right way.

Paul: (35:06)
Exactly. Yeah. Great show. Oh really? I had so much fun. We had so much fun together and for her to go into it again.

Andy: (35:14)
Awesome. All right, so, Hey Paul, thanks so much again. I know you are busy building cozy phones. We’re excited to see that continue to rocket ship to the moon. Again, those of you that are interested and again, I highly encourage you, if you’re at that level of 500,000 or more, then you want to check out. We’ll pause doing Paul, we’ll do a free 15 minute consultation and hear where you’re going with your brand. Paul, what’s the email where folks can get in contact with you and then we’ll also post it later in the comments and, and the original posts.

Paul: (35:49)
Great, thanks. Well yeah, you can just email me Paul@nextlevellicensing.net. not .Com, .Net Paul@nextlevellicensing.net. Just email me. You can also message me on Facebook. I’m also in on LinkedIn. So if you’re on LinkedIn, just search Paul Miller, CozyPhones, you’ll find me there. The best one is probably direct directly with the email address.

Andy: (36:18)
Great. Again, this is Andy Slamans from Amazing Freedom and we are bringing you a, another real seller in the 100 Real Seller Series. 

Paul Miller, thank you so much for joining us today. And let me just say again, the reason why we started this series is there’s a lot of noise in the Amazon Seller space and unfortunately a lot of it is it’s just not true. Running a physical product, inventory based business is not as easy as a lot of people make it out to be. 

And so what we’re trying to do with these interview series is bring you real sellers who are actually doing it, that sellers that are not selling software or selling some type of cross border payment system. This is the real seller who understands what it means to carry physical products and run an inventory based business. And we hope that you are getting great advice when it comes to building a private label brand. And again, running a inventory based physical product business. 

Paul, thank you so much again for joining us. Appreciate you love the friendship that we have and I look forward to continuing that and growing in the next couple of years.

Paul: (37:34)
Thanks Andy.

Andy: (37:35)
All right, take care everyone.

Paul: (37:36)
Bye

 

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