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How to Sell Your Product Via

a TV Shopping & Web
Streamed Channel
Published on September 3, 2017
Budd Margolis
176 articles Follow
Strategic Advisor at Quidich Innovations Labs
The lure is you can sell to millions of eager customers in

just a few minutes but it takes, more often than not,
months to get a product on air and the competition for
that space in the schedule is tremendous.
A taste of TV shopping Messaging
1 of 14 6/13/22, 15:31
QVC average product price is about $60. The Home

average
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annual value for this who shop on QVC TV is $1,400. For

those who shop with QVC on multiple-platforms, tablet,
mobile, laptop and TV the average value is over
$3,400. And 10% of sales come from super shoppers
who buy over $100,000 per annum. This is true in many
forms of retail, MVC is critical as is repeat purchases
and loyal customers.
Most channels have a daily special. QVC’s has the TSV

which is aired 7X a day for 12-20 minutes and counts
for 20-30% of the days' total sales. This is a coveted
situation as volumes are tremendous but margins are
sacrificed. Usually, the daily special is reserved for a
products launch, or a significant change to a former
special, but not always.
A good basic brief look behind the scenes at QVC

source: Business Insider https://www.youtube.com
/watch?v=wNJ0UNbC76c
Messaging
2 of 14 6/13/22, 15:31
Source: Business Insider
Getting your product on a TV shopping channel requires

a great amount of research and preparation. There is a
high standard of requirements you must meet as well as
one extremely difficult vetting process. This article will
help you prepare and navigate the consideration and
process.
If you already have a product that is a success, a

"Winner", on one TV shopping market then you should
be considering selling into additional markets. I hope
this article and my advice helps you to avoid some of
the problems so that your company can benefit.
TV shopping is still relevant and as video sales converge

across all media, this retail format is both disruptive
and highly effective. If you are interested in this form of
direct marketing - home delivery retail then you must
do your homework and research what is
required. Watch & study shop channels, pay particular
interest to the category your product qualifies for, all
shop channels stream and the product categories can be
viewed online, take notes and read!
Triple focus: Most presentations will be about 8-12

minutes in duration. Watch the best one three times. 1:
Just watch the presenter. 2. Just focus on the guest and
Messaging
demo 3. watch the product & graphics. You will absorb
3 of 14 6/13/22, 15:31
demo 3. watch the product & graphics. You will absorb

the director's rhythm and see how words or actions
Home
may
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trigger the shot selection or graphic insertion. Note that

sales figures and social media metrics are also
impacting the production.
Among thousands of submissions, only a few will be

selected. I have worked with dozens of successful
products but there is no guaranteed formula and the
buyers are the ones who hold the keys but are also
responsible for meeting their margin and sales targets.
How does TV Shopping work?
Brief: Submit your product by filling our vendor

application forms. A buyer will review and decide. The
sample then is QC tested. If you meet the requirements
criteria your product is scheduled for delivery to a
warehouse just before the scheduled TV appearance. It
is then presented live on air and customers order by
web or phone. Products are then shipped and often the
returns are at your risk and cost. 30-90 days later you
are paid for what was sold. If successful, the product or
products are scheduled for more appearances.
Is my product suitable for TV shopping?
Viewers are distracted by many assaults upon their

senses. They are watching TV as well as flipping
through their social media on tablets and mobile
Messaging
phones. Many if not most of TV shoppers are making
4 of 14 6/13/22, 15:31
phones. Many if not most of TV shoppers are making

their purchase decisions almost instantly. Home My Network Jobs
They may be loyal but they often flip over, during a

break or when bored, and catch a presentation and
decide. They ask themselves is this useful, interesting
or a good value and then either buy or switch away. Few
watch the entire presentation or programme. Some do
and fortunately enough do to make the format a
success.
So, is your product something that will attract

attention? It may have to be unique, a great offer, saves
time, space and money or introduce the world to a new
advancement in technology. Your product may need to
be vivid or colourful and create magic upon
demonstration. Will it capture the attention of the
viewer long enough to entice them so they begin the
process of their considered purchase decision?
The chemistry between presenter and guest is also

crucial. How one handles and describes the many
features, advantages and benefits make all the
difference. Scheduling of when your presentation
appears and its duration is also a science and calculated
to meet expectations.
Can your company supply a TV shopping channel?
Large TV shop channels move product atMessaging

a phenomenal
rate. The measurement used is Dollars Per Minute or
5 of 14 6/13/22, 15:31
rate. The measurement used is Dollars Per Minute or

DPM. Volumes can be considerable and may depend
upon extraneous disruptors such as the time, audience,

presenter/guest, holidays, weather, major news or
sporting events. Can you supply $10,000-$35,000 USD
worth of goods? How much inventory do you hold that
can be quickly shipped to fill additional orders if the
product is a big winner and back-orders are taken? Can
you ramp up production and if so how quickly?
Can your company handle an order of hundreds to

thousands of units, deliver to the warehouse on time, or
be able to drop ship quickly?
Sell or Return, also known as a guaranteed sale, means

you get paid when the product is sold often 30-90 days
later so that returns can be factored in. The shop
channel will charge you to return products not sold and
to replace products that did not work to the customer's
satisfaction.
RISK: Can you sustain and afford a high level of

returns?
You may be asked to pay for an expert guest or you may

use a celebrity to endure your product. Factor in flights,
hotels and miscellaneous expenses when considering
your choice.
Each channel has brochures describing the terms &

Messaging
conditions as well as manuals for each category which
6 of 14 6/13/22, 15:31
conditions as well as manuals for each category which

list the requirements for ingredients, labelling,
certification, claims and adherence to safety

regulations.
Margins vary by channels and depend upon your

products category, costs, volumes and uniqueness. It is
worthwhile to seek good legal advice when considering
contracts and terms and review insurance cover as well.
Buyers look for lines so they spend less time and gain
access to a greater source but they will be attracted to a
product that the viewers might be fascinated with.
Here is a quick sell out for SUGRU on QVC UK I was

involved with:
https://www.youtube.com/watch?v=ydfjSbieBg4
Next Step
Once you have selected a target shop channel the next

phase is to fill out the forms and submit. It may take up
to 2 months to receive a response. You can apply to
other shop channels and also consider shopping
channels in countries such as the UK, Germany, Korea,
Russia, Australia, the Middle East and DRTV or
infomercial channels which are located in every
country. It used to be difficult to get products into some
markets such as India but, with many markets
Messaging
modernising their economies and trade agreements,
7 of 14 6/13/22, 15:31
modernising their economies and trade agreements,

and with a local partner, the expansion to foreign
markets is becoming more profitable.
You do have to do your research and make sure the

channels can deliver the sales you require to make a go
of this. You have to weigh the value of the exposure,
which will help enhance your brand's recognition and
educate the public when you introduce your product
into physical stores against the cost of supplying a guest
expert and the cost of returns.
Ask other suppliers if they are paid on time and if goals

and targets are met?
Establishing a direct line with the buyer is important

but they are very busy, under incredible pressure to
perform and everyone else is also trying to get their
attention and push their product forward.
It is best to have a line of product and to start with one

or a few to test when or how it should be sold.
In the USA, QVC the worlds leading TV shop channel

has recently HSN and today combine for $14b in global
sales most of which is in the American market. QVC has
a programme called QVC Sprouts
(www.qvcsprouts.com) which provides inventors with a
retail-ready product the opportunity to have their
product selected and placed on the QVCMessaging
website for two
weeks along with products from other contestants.
8 of 14 6/13/22, 15:31
weeks along with products from other contestants.

Winning products are then sold on QVC. Home My Network Jobs
HSN has American Dreams (https://www.hsn.com

/content/AmericanDreams/250) which gathers in
new products and for some, presents them in front of a
panel of judges in a contest format.
How to Sell on TV or Web Streamed Video?
Every product should be carefully studied and a value

or brand lifestyle proposition developed. No matter
what the product is, handling of it, models and/or a
celebrity or expert guest, a demonstration will all have
to be considered, planned, rehearsed and then
performed.
The product has to jump off the screen into peoples

hands and solve their problems. usually, we are the ones
who educate the viewer that they have or may have
problems and we offer a simple and affordable
solution. Product may rely upon the emotional need for
people to adorn themselves, to display status or attract
attention, often buying a product offers someone
something to look forward to and to share in the TV
moment, often a consumer buys to reward the presenter
for keeping them company.
You can find a presenter or you may be capable of

taking this role yourself. Some shop channels offer an
Messaging
audition and training session. You may want to prepare
9 of 14 6/13/22, 15:31
audition and training session. You may want to prepare

for this before hand by finding one of the several
trainers, usually former TV shop channel presenters,

who are well acquainted with what is required for
this highly specialised role.
Your presenter, who is in touch with the producer who is

led by the sales figures, will guide you. It is a tight
relationship, it is not scripted but there are notes of the
most important points and which requires a great deal
of focus and concentration.
Exposure on a TV shop channel will help your product if

or when you decide to take it to the retail market. Many
major brands now use this exposure to help educate the
masses as many watch but do not buy.
Be careful about who you may select as a broker or

consultant and be wary of anyone who wants to work
with long term exclusive contracts. Start small, learn
and develop a relationship. When trust is achieved you
can move further with your plans. Working on a success
only basis may sound like a win/win situation but, I have
learned from experience, that this arrangement does
not usually result in dedicated service or long term
results.
Develop a plan with a credible path that also includes

options and prepares for every eventuality.
Messaging
Trends
10 of 14 6/13/22, 15:31
Trends
The past three years have seen a decline in American

TV shopping sales. The market is more mature, the
internet has had a great impact on retailing in general
and TV shopping and then economics and political
uncertainty also impacts consumer confidence. Shop
channels sell mostly online now and most of that is via
the mobile phone but this is driven by TV and a core of
some of the most loyal customers in retail. European
shop channels have experienced some growth during
this period but the impact of Brexit and economic
uncertainty can also change consumers spending
behaviour.
What I do know is that media is ubiquitous and

converging with communications, retail, finance and
entertainment. I wish you a great experience and
abundant sales!
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Published by
Budd Margolis 176 articles Follow
Published • 4y
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Masoud Fekri • 2nd 1y

Co-Founder, Operation Analyst & Business Developer at Skydo
Firstly thanks to this scientific article. Secondly, I have a question. In your point
of you, What kind of services in the form of mobile application products can we
sell as TV shopping?
Like · 2 Reply · 1 Reply
Budd Margolis • 2nd 1y

Often the issue is what is the price point and margin. I have seen a medical
app system sold via TV and it was very effective and profitable.
Like · 1 Reply
Roberta (Bobbie) Anokye-Edwards • 3rd+ 1y

Entrepreneur, Lawyer
Thank you for sharing such a great article.

I am working on a similar project for Africa and would like to discuss it further
with you if I may?
Like Reply
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Budd Margolis
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Home My Network Jobs

How to Sell Your Product Via

The lure is you can sell to millions of eager customers in

A taste of TV shopping Messaging

QVC average product price is about $60. The Home

annual value for this who shop on QVC TV is $1,400. For

Most channels have a daily special. QVC’s has the TSV

A good basic brief look behind the scenes at QVC

Home My Network Jobs

Source: Business Insider

Getting your product on a TV shopping channel requires

If you already have a product that is a success, a

TV shopping is still relevant and as video sales converge

Triple focus: Most presentations will be about 8-12

demo 3. watch the product & graphics. You will absorb

trigger the shot selection or graphic insertion. Note that

Among thousands of submissions, only a few will be

How does TV Shopping work?

Brief: Submit your product by ﬁlling our vendor

Is my product suitable for TV shopping?

Viewers are distracted by many assaults upon their

phones. Many if not most of TV shoppers are making

They may be loyal but they often ﬂip over, during a

So, is your product something that will attract

The chemistry between presenter and guest is also

Can your company supply a TV shopping channel?

Large TV shop channels move product atMessaging

rate. The measurement used is Dollars Per Minute or

upon extraneous disruptors such as the time, audience,

Can your company handle an order of hundreds to

Sell or Return, also known as a guaranteed sale, means

RISK: Can you sustain and aﬀord a high level of

You may be asked to pay for an expert guest or you may

Each channel has brochures describing the terms &

conditions as well as manuals for each category which

certiﬁcation, claims and adherence to safety

Margins vary by channels and depend upon your

Here is a quick sell out for SUGRU on QVC UK I was

Once you have selected a target shop channel the next

modernising their economies and trade agreements,

markets is becoming more proﬁtable.

You do have to do your research and make sure the

Ask other suppliers if they are paid on time and if goals

Establishing a direct line with the buyer is important

It is best to have a line of product and to start with one

In the USA, QVC the worlds leading TV shop channel

weeks along with products from other contestants.

HSN has American Dreams (https://www.hsn.com

How to Sell on TV or Web Streamed Video?

Every product should be carefully studied and a value

The product has to jump oﬀ the screen into peoples

You can ﬁnd a presenter or you may be capable of

audition and training session. You may want to prepare

trainers, usually former TV shop channel presenters,

Your presenter, who is in touch with the producer who is

Exposure on a TV shop channel will help your product if

Be careful about who you may select as a broker or

Develop a plan with a credible path that also includes

The past three years have seen a decline in American

What I do know is that media is ubiquitous and

Like Comment Share 58 · 10 comments

Masoud Fekri • 2nd 1y