CHAPTER 4

Buying and Selling

Even people who have been in the toy industry for their entire careers scratch their heads when it comes to the process of selling in to retailers. No matter the size of the company or the size of the order, no two deals are going to be identical. Nonetheless, there are some common elements that define this process consistently, and this chapter is intended to provide an introduction to that. It bears noting again that, as many industry insiders say, “you’ll never know this till you live it,” so what follows is in many respects an outline, but it should give a sense of what toy companies are up against as they try to get the finished product into retailers.

The so-called toy year, however, remains fairly constant ...

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