TV Shopping: An Overview

Let’s ShopUNDERSTANDINGLIVE TV SHOPPING

© 2014 Famous Discoveries LLC

Who We AreBill Barlow is a strategic product

and branding specialist with 28+

years of direct to consumer

marketing, public relations and

international trade experience. He

has sold products and services into

over 80 countries worldwide across

every category. He is one of a

hand-full of live TV shopping

specialists to have physically

visited every 24/hour live shopping

channel around the globe. Bill’s

branding and advertising methods

have generated nearly four billion

dollars in retail sales of consumer

products.

Bill Barlow© 2014 Famous Discoveries LLC

Rosie Maria is an energetic and

seasoned on air personality with a

comedic flare. She has hosted live

television, national shopping channels,

infomercials, travel shows and emceed

events with audiences of thousands.

When communicating about product

she becomes the surrogate consumer

honing in on the hot buttons that inspire

sales. Rosie has interviewed celebrities

in areas of entertainment, sports,

politics, health, book authors and

entrepreneurs. She has also sold

jewelry, fashion and many other

products along the way. Her broad

background and experience as an on

air host in radio and television

demonstrates her communication skills

and natural talent.

Rosie Marie

© 2014 Famous Discoveries LLC

TV Shopping

Specialists

We Are

© 2014 Famous Discoveries LLC

Worldwide SalesWe are specialists in TV shopping channels worldwide.

We have experience adapting product presentations

between cultures to ensure that we get optimum sales

throughout the world.

We represent our clients, present the products to the

TV shopping channel buyers and then manage every

aspect of the sale and repeat sales, including the on-

air presentation.

© 2014 Famous Discoveries LLC

• Meet the Buyer

• Quality Assurance

• Legal / Claims Review

• New Vendor Forms

• The Purchase Order

• Delivery of Goods

• Product Presenter / On Air Presentation

How TV Shopping Works

While every shopping

channel has unique

rules and requirements,

they all have the same

process when it comes

to selling in to them.

Here are the basics.

© 2014 Famous Discoveries LLC

We must select the item(s) to be

presented to the channel. Each

product category has a buyer

responsible for reviewing and deciding

on items for the network. We need to

set up a meeting with the category

buyer. Please note that these people

see literally thousands of products

annually. They are hard to impress.

They are looking for 3 things:

1. Something new / Unique

2. Something of Value 3. Something Demonstrable.

Meet The Buyer

© 2014 Famous Discoveries LLC

Quality AssuranceWhen a product is accepted by the

buyer, they will ask that the product

goes through the QA process. This is

where you send in a sample (that you

will never see again) to the networks

QA department. This sample must be

packaged EXACTLY as the units you

sell to the network will be packaged.

They will judge the product on

several criteria; packaging, drop test,

product instructions, general

performance, etc. Any discrepancy

will be flagged as a failure. You will

have 3 chances to get this right or

the product will be declined for air.

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New Vendor FormsThis is perhaps the most painful

part of the process. All new

vendors are required to submit

new vendor forms. You will be

required to have product liability

insurance of $2 million per

occurrence and $5 million in

accumulative claims. The network

will ask to be additionally names

on that policy.

© 2014 Famous Discoveries LLC

Legal & Claims ReviewThe network will ask you to submit

a list of features, benefits and

claims that you will be making on

air about the product. Each of

these will be reviewed by the legal

department. These will ultimately

be approved or declined. Legal will

ask you to substantiate all claims

with tests, 3rd party validation or

some reasonable source. If your

claims are declined the buyer will

have the last word to decide if the

product is still saleable on air.

© 2014 Famous Discoveries LLC

The Purchase OrderThis document will list quantity

they elect to order and the date

they require the goods delivered

by. They will also note the

location of the warehouses where

they want the goods shipped.

HSN has 2 warehouses; east

coast and west coast. Additional

items may be requested to be

shipped to the studios.

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Delivery of GoodsThe delivery of the goods

needs to be accurate and

timely. The box they

receive must be consistent

with QA samples they

approved and the exact

dimensions. If either of

these is not done to spec,

they will fine you. If you are

too far out of compliance,

they will reject the goods

and cancel the Purchase

order.

© 2014 Famous Discoveries LLC

On Air PresentationIt is the responsibility of the

vendor (you) to provide an on air

presenter. This presenter must

be approved in advance by the

network. All elements of the on

air sales presentation are also

the responsibility of the vendor.

The presentation needs to be

consistent with the approved

claims. Any unapproved claims

will be “bleeped” while on live.

This is fondly referred to as the

“red button”.

© 2014 Famous Discoveries LLC

On Air Requirements

It is important to know that all

products are judged on a dollar-

per-minute basis. While some

networks are forgiving of new

products, others are not.

In order to keep your product on

the channel it must meet the

minimum sales requirements as

established by the network.

© 2014 Famous Discoveries LLC

International RequirementsCertain requirements or restrictions

will vary based on each country you

are selling to. These include:

1. Claims Documentation

2. Testing Requirements

2. American Slang and Phrases

3. Value References

4. Return Policy

© 2014 Famous Discoveries LLC

All customer returns

(items sold by the

network and then

returned by their

customers) will be the

responsibility of the

vendor. Typically you will

get any such returns

twice a year. These

returns will be returned to

you at your expense.

Product Returns

© 2014 Famous Discoveries LLC

Typical Timelines

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© 2014 Famous Discoveries LLC

Typical timeline from the first buyer

meeting to first airdate – 3 Months

Buyer QA - Legal Vendor Forms First Order Ship Date Air Date

Let Go

© 2014 Famous Discoveries LLC

Shopping

What We Do

Creative –

• Create demonstrations

• Help find key testimonials

and experts

• Train the models and get

them ready for air

• Coordinate with the channel

all creative requirements

• Chase creative requests &

requirements

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Manage On-air Presentations –

• Props

• Product samples for the

demonstration

• On–Air technical requirements

• Video footage

• Animation

• Lighting

• Sound

• Other visuals

• Per-show network coordination

© 2014 Famous Discoveries LLC

What We Do

On The Business Side –

• Arrange all sales

presentations to

network product buyers

• Facilitate all required

forms & documents

• Coordinate the Quality

Assurance process

• Coordinate orders, re-

orders and network

inventory levels

© 2014 Famous Discoveries LLC

What We Do

Our Experience

© 2014 Famous Discoveries LLC

We bring our 25+ years

of experience to your

product for best results.

We hand a mind for

business, eyes for

product, ears for

opportunity and the

voice of creative sales.

Let’s Do This

© 2014 Famous Discoveries LLC

Contact

© 2014 Famous Discoveries LLC