Dear Don,

I have a product that would be perfect to license to a specific manufacturer.  I have sent a letter to the company’s president, but I have yet to hear a response.  Do you have any suggestions?

                                                                                    -Angelica

Dear Angelica,

The ideal way to propose a product to a company is to first contact a regional sales manager.  The regional managers don’t have products pitched to them regularly so they will be more willing to meet with you.  They are also eager to look good in front of their upper management so they might jump at the chance to heavily promote a product that they think will be a big winner.  As an added bonus they might make suggestions to improve your product.  If you follow their advice they might even be more willing to internally promote your idea and set up a meeting with the president for you.

To meet regional sales managers, attend trade shows or other events where the company will have booths or exhibits.  Try to find them and talk to them either before the show starts or when it is winding down.

You can also request product information from that company.  The literature will have a cover letter with a contact name.  That contact will know the regional sales manager’s name and also how to contact him or her.

                                                                                     -Don

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