Q: > How long has Solve-It! Marketing Company been in business?

Solve-It! Marketing Co. was formed on August 14, 1993 to help inventors bring new products to market (primarily patented, patent pending or those for which a provisional patent application has been made), as well as to assist inventors find licensees for their inventions.

Q : > Who would be in charge of my projects?  What sort of qualifications do they have?

All new product submissions and inventions to be licensed are reviewed initially by Harold Westbrook, the President of Solve-It! Marketing Co.

Mr. Westbrook holds both a Bachelors and Masters degree in Marketing and has over 30 years of sales experience in consumer products.

Once a product or invention is accepted, any of a number of people with marketing, direct sales or administrative backgrounds in our company may work on some aspect of the project depending on what needs to be done.  We currently have a staff of seven people.

Q: > I have a new product that I would like to bring to market.  What can you do for me?

First and foremost, we will evaluate the product and determine if we can help you launch it. The rest of our answer depends on what you need.

Among other things, we can design consumer and retailer/dealer field surveys, create retail packaging, promotional literature, a logo or a name for the product that can be trademarked, establish effective retail and wholesale pricing strategies, accurately define your customers (Retailers, Distributors, OEM Accounts, Direct Response TV, End Users, Value Added Resellers), and help you establish distribution for the product.   If you don't have a plan for creating customers, we can create a marketing plan which will focus your efforts to get the product to market.

Q: > You state that Solve-It! Marketing Co. is a full service consulting, sales and marketing company.  What does that mean?

It means that in addition to the services mentioned above, we can also consult with you on marketing approaches, provide sales support and administrative services such as: direct mail campaigns, publicity release campaigns, exposure on the world-wide web, representation at trade shows/exhibits, 800 #s, Visa/MC; warehousing, shipping, accounting, extending credit on your behalf, collecting receivables, reconciling inventory, providing sales reports, and much more.

Q: > Do you charge a fee to review finished products ready for distribution or inventions for licensing?

Yes.  Due to the overwhelming number of products/inventions that have come to us in the past we have had to institute a small fee to cover part of our cost to evaluate them.  Whether it is a new product, ready for distribution or an invention in need of licensing, the charge is $75.00 PER ITEM for the review.  If we accept a product into one of our programs, we will refund the fee out of our first commission or share of the royalty.  If we reject the item, we will send a written explanation of our rationale.   We must pay the salaries of the people whose time is used to evaluate submittals and the entire expense can no longer be absorbed by us.  This fee also cuts down on the number of items submitted, screening out those that inventors feel do not have any real potential but which they will submit if the evaluation is free.  The result is that we have more time to focus on products that are submitted.

Please note that based on our experience in this business since 1993, most of the new products/inventions that are sent to us are rejected for any of a number of reasons and while we hope that the ratio of rejections to acceptances will improve by charging this small fee (due to more qualified submittals), we do not know that it will at this point.

To expedite the process, the fee should be made payable to Solve-it! Marketing Company and mailed to 1838 Stone Ave, San Jose, CA 95125, Attn. Ann.  It may be paid by personal check or money order.  Or use Master Card or Visa by calling our toll free number, 800-771-8348 and submitting the following information; the name as it appears on the card, account number, expiration date and the amount authorized to be charged.  We will mail a receipt to you.

The item(s) to be evaluated should be sent to Solve-It! Marketing Company, c/o Harold Westbrook, 2645 Altamira Drive, West Covina, CA 91792 but please E-mail us first (harold@solve-itmarketing.com) and advise that you would like to have us evaluate the product before sending anything in.   We have a lot of projects in the works and we would like to give you a realistic timetable for the evaluation.

Please Note:  Inventions for licensing; please submit copy of patent and/or written description plus all available literature, a video if one exists but do not submit prototypes unless requested by us.  NONE OF THE MATERIALS OR SAMPLES SUBMITTED CAN OR WILL BE RETURNED.  PLEASE DO NOT SUBMIT ONE OF A KIND ITEMS.

Q: > What sort of fees do you charge to bring new products to market?

We don't charge fees to establish distribution for new products!  If we take a product on, we will work on a commission basis.  However, the manufacturer is responsible for covering the costs of promotional campaigns, market research, creating items like packaging, literature, etc., if any of these items are required.  A list of the items a manufacturer is customarily responsible for will be provided on request.

Q: > Why do you recommend doing market research?  I know my product will sell because everyone I show it to likes it and wants to buy it?!

If that is truly the case, please don't waste any more time with us or any other marketing company.  Just keep showing your item and writing up the sales!  The more people you show it to, the richer you'll become, especially with a 100% closing rate!

The problem of course is that there are no individual products, to our knowledge, that everyone will buy.  Just look down the cereal aisle in the grocery store and see how many different products there are, then realize that many, if not most people, don't eat cereal at all!  The same is true for all products.

The main objective of consumer and retailer surveys is to find out if your item is likely to sell, to whom and at what price.

Q : > I've had a market research or feasibility study done already.   Why do I need more?

You may not, depending on what was done.  The type of research we conduct is done out in the field, talking to prospective customers and retailers/dealers.  We try to determine if your product will sell and if so, for how much?  To whom?  By whom?   What are the best methods of distribution?  What minimum margins will be necessary?  What are the product's strengths and weaknesses?  We do not compile a report telling you how many retail stores there are in America, how much their customers spend on items like yours or how many millions of your products could be sold in this country if you get "just 1% of the potential market".  In our opinion, this sort of Statistical Abstract of the United States type of information is virtually useless to most inventors.

Q: > Couldn't I do this market research myself?

Probably, if you can be absolutely objective, design the questionnaires without bias and are willing and able to devote the time and energy necessary to locate and poll enough prospects to yield meaningful information.

Our experience shows that inventors have a bias, which is natural and perfectly understandable, with regard to their product.  It's hard for them to be objective.   When a prospective consumer or retailer points out a shortcoming of the item, inventors automatically (perhaps unconsciously) go into a "selling mode" to try to overcome the objection.  At this stage, that is a mistake.  You need to listen, not sell and understand the objection so you can fix the problem if possible and eliminate the objection for all future prospects.

Q: > If the survey's results are disappointing, does that doom my project in your eyes?

While it is certainly possible that the results of a survey could be interpreted improperly or may not have been broad enough in scope, each survey is designed to question qualified prospective consumers for your product, as well as retailers that sell products in the same general category as yours.  If these consumers say they wouldn't buy your product, we try to find out why.  Similarly, if retailers tell us they wouldn't stock your item, we ask why not?

Even a disappointing reaction from the marketplace doesn't necessarily doom a product as long as the feedback is evaluated, acted on and the indicated changes are made.   Then the revised item ought to be put to prospective consumers and retailers again to gauge reaction.

Doesn't it make sense to ask the companies that would sell your product, and consumers that would buy your product, if they would?  And if so, at what prices?   Incorporating what features?  The sooner you have this information, the better off you are.  Introducing a new product is a highly risky, expensive process in the best of cases.  Doesn't it make sense to try and minimize that risk and expense with good solid objective data?

Q: > Do you charge to create these surveys and/or do this research?

Yes.  We charge $75.00 per hour for all work that we do which is non-commissionable.   We have a salaried staff which gets paid for their services just as other companies' employees do.

Q: > Do you require an exclusive distribution agreement?

No, not on every item but there are certain circumstances where it is clearly advantageous for both parties and we will propose it.

Q: > If I want to license my invention rather than manufacture it, how would you go about helping me?

First, we evaluate your idea, prototype or sample to determine the market feasibility of the item.  What is the realistic potential for this product?

If we feel it has a reasonable chance for commercial success, there are several methods that can be used:

Direct Solicitation Approach ("We go to them")
We compile a list of qualified candidates, create a mailout package, solicit them directly by mail and follow up to determine if they have an interest in licensing the rights to your invention.  The mailout package may include one or more of the following items: cover letter, catalogue sheet, video presentation, drawings, photos, copy of the patent if issued, manufacturing cost estimates, retail market studies, etc.

Indirect Solicitation Approach ("They come to us")
A less expensive alternative to a direct solicitation, we include an inventor's product on the Licenses Available page of our web site and attempt to attract a prospective licensee by offering numerous products in one place to companies searching for new items.

Do-It-Yourself Approach ("We tell you how to do it")
Some inventors have the time and willingness to do their own licensee solicitation but may not have much, if any, marketing background.  What they need is specific, written guidance in the marketing/licensing area (a targeted plan) which they can implement themselves and save thousands of dollars by doing so.  We can create such a plan for you.  The cost of this approach includes a phone consultation with Harold Westbrook to answer your questions and get you started.

Q: > What will it cost me?

The cost depends on the method used:

For the Direct Solicitation Approach, we are paid $75.00 per man hour (or other project fee) plus associated costs and expenses.  If we are successful in locating a licensee, we will reimburse 100% of the hourly fees you paid us, out of our share of any cash licensing fee, minimum guaranteed payments and/or periodic royalty payments.   The expenses incurred are not subject to reimbursement to the inventor.

The Indirect Solicitation Approach, in which we feature your invention in our Licenses Available section, is quite inexpensive.  We currently charge just $350 to cover the cost of writing the copy, scanning in the photograph or drawing and creating the web page and $15.00 per month to maintain the information on our site (the first 12 months are prepaid).  Commercial photography, if needed, is extra but it too will be at our cost.

If we are successful in getting an invention licensed with either of these first two approaches, Solve-It! Marketing Co. will earn a negotiated percentage of any cash licensing fee, minimum guaranteed payments and/or periodic royalty payments.

The Do-It-Yourself Approach in which we create a specific marketing plan that you implement yourself costs $450.00, if we can put it together in the 6 hours allocated.   If it is very complicated and requires more time, we will advise you and agree on a price.  With this approach, Solve-It! Marketing Company is not paid a portion of the fees or royalty you negotiate with the licensee.

Q: > What is your share of the licensing fee and royalty if you do the work and succeed in licensing my invention?

The typical percentage is 25%.

Q: > Are there any other costs?

At some point, it may be necessary to create one of more of the following: literature, demonstration videos, prototypes or samples, specification sheets, professional photograph(s), etc.  However, these costs usually occur when viable prospects to license an item have been located and at that point it makes sense to develop whatever is needed.  We can help you create these materials on an hourly fee or project basis or you can develop them by yourself or with any other party.

Q: > How long might it take to find a licensee using the Direct or Indirect Approach?

When we use a Direct Solicitation Approach, we know within 1-3 months if there are any viable prospects for an invention, since we solicit all qualified prospective licensees at one time and know the results after doing the follow-up calls.

There is no way of telling how long it might take with the Indirect Solicitation Approach, since the object is to get a lot of exposure to all types of prospects, many of whom may be unqualified.  However, your advertisement on the web will be available for prospects to view 24 hours a day, 7 days a week, 365 days a year, from all around the world.  The key is to get a lot of people looking at your item, qualified or not.

Q: > Is there a Licensing Representation Agreement to sign?

Yes. We will provide a copy for your review if we are interested in your invention.

Q: > Do you require an exclusive licensing agreement in order to represent me?

No, not necessarily.  However, if there is someone else trying to get your product licensed, we would need to know what they have done and are doing, in order to avoid costly duplication.  An exclusive agreement does make sense in many situations.

Q: > Will you help me negotiate the Licensing Agreement?

Yes.  We can work on your behalf to structure an agreement that is fair and reasonable from a business standpoint. You would then consult with your lawyer to make certain it was complete and enforceable.

Q: > Do you require that an item be patented?

No.  However, for your own protection, we strongly advise that a patent be pending or a provisional patent application be filed.

Q: > Have you licensed any products that have become commercial successes?

Yes.  Flash Grip® an adjustable magnetic flashlight holder (featured in our New Products section) is an example.   When the inventor came to us with this item, he thought he had tried almost everything to get it to market and had not been very successful.  We licensed the product, got it manufactured, created a marketing plan and now Flash Grip® (or its private labeled version) is sold by the very best industrial equipment and tool catalogues in the country, retail hardware stores and tool jobbers, retailers and distributors like Cornwell Tools, Matco Tools and Snap-On Tools. Distribution has been established in Europe as well.

Q: > How would I go about submitting my product or invention to Solve-It! Marketing Co.?

You may send your materials and the appropriate fee ($75.00 per item) to: Solve-It! Marketing Co., 1838 Stone Avenue, San Jose, CA 95125.  We will send a receipt to you acknowledging the fee received.  Please allow 4 - 6 weeks to complete our review.   We will contact you with the results.

Please note: NONE OF THE MATERIALS OR SAMPLES SUBMITTED CAN OR WILL BE RETURNED.  PLEASE DO NOT SUBMIT ONE OF A KIND ITEMS.

Q: > You advertise that you also liquidate inventories.  What does this mean?

Liquidating an inventory means selling the merchandise at a deep discount to a buyer who may sell the merchandise to end users at a 50-70% discount to the original suggested retail price or to middlemen who will sell it at swap meets, to discount retailers or to companies looking for promotional products.

Q: > How much do you charge to liquidate an inventory?

We are paid a 15% commission (paid by the manufacturer) based on the agreed upon selling price for the goods.

Q: > Why would it be necessary to liquidate an inventory?

There are many reasons why a manufacturer may wish to liquidate an inventory.  The merchandise may be out of style, functionally obsolete, over produced, over stocked, unpopular sizes, colors or materials, odds and ends or simply did not sell well.   However, in order to liquidate merchandise it should be first quality, preferably in some sort of retail packaging and packed securely for shipping.

Q: > How much can a company expect from a liquidation sale?

Manufacturers liquidating an inventory almost always have to sell the merchandise at prices dramatically below their cost to manufacture.  Way below!   Since liquidation is usually the last step taken when a product isn't selling, a manufacturer's objective becomes moving the merchandise out of valuable warehouse space, period.   If an inventory can be liquidated (sold) as opposed to given away to charity, a manufacturer may receive up to 5% of the original suggested retail price.  Usually, the entire inventory will be purchased and the buyer arranges for or pays the freight.

Our web site is:
http://www.solve-itmarketing.com