UNDERSTANDING AND NAVIGATING ROYALTY RATE TRENDS

Tuesday, June 12

2:30pm - 4:00pm

Royalty Rates are a major component of the financial requirements of any licensing agreement and vary across licensing segments, product categories, and types of licensing models. How much royalty should you pay for a property? The correct answer is: "it depends". We will discuss what royalty rates are, how they are calculated, who determines the rate, how they relate to and impact the bottom line for licensees and licensors, how retailers factor into determining the rate, and recent trends. Through benchmarking and examples, we will help you better understand how to consider and calculate the appropriate royalty rates for your business.

MODERATOR:

NELL RONEY
Senior Vice President, Brand Acquisitions
Beanstalk

Nell leads the agency’s Brand Acquisitions service which partners best-in-class manufacturers and retailers with the most relevant and sought after brands. With over 25 years of licensing and marketing experience, Nell leverages her vast industry experience and extensive network of relationships to assist clients in identifying and licensing strategic properties to help them build their businesses.

Having served as both a licensee and licensor, and formerly as President of brand licensing agency Nancy Bailey & Associates (a division of Beanstalk since January 2011), Nell has worked across a host of licensing industries including corporate and trademark licensing, entertainment and character properties, sports and art properties, and promotions. During her tenure at Nancy Bailey & Associates, Nell was instrumental in developing and managing licensing programs for some of the world’s leading brands including, Procter & Gamble’s Mr. Clean, Tide and Cover Girl, as well as Coppertone, Crayola, Energizer and Pennzoil-Quaker State, among others. Prior to that, Nell managed licensing initiatives for a number of prestigious companies, such as Anheuser-Busch, Aladdin Industries, Dan River, Inc. and Hardee’s Food Systems.

Nell is actively involved in the Licensing Industry Merchandiser’s Association, having served for over 10 years as a Board Member and Regional Vice- President. She participates in many industry committees and is a frequent speaker at conferences to promote licensing industry education.

Nell graduated from Tennessee Technological University with a B.S. in Business Administration.

 

C. WOODROW “WOODY” BROWN
Managing Partner
Building Q

C. Woodrow “Woody” Browne is the managing partner of Building Q, a leading licensing and marketing consulting firm, located in Durango, Colorado.

Mr. Browne established Building Q in 1992 to represent manufacturers and marketers of consumer products and packaged goods. During the last 20 years, Building Q has represented some of the most well known manufacturers in categories as diverse as apparel and accessories, collectibles, food and candy, health and beauty, housewares, publishing and toys and games.

Building Q’s client roster currently includes Comic Images, Hilco, MTC Marketing, Product Works, TNK Partners, and WeVeel.

Mr. Browne graduated from Kent State University with a Bachelor of Science degree in Business/Marketing and soon after earned an MBA in Marketing from the same institution. Early in his career he managed the lunch-kit business at the Thermos Company. From Thermos he moved to Tonka Toys were he was the Director of Marketing. He then joined Tyco Toys as Director of Marketing and was quickly promoted to Vice President of Marketing.

A three-term Past President of the Licensing Industry Merchandisers Association (LIMA) and LIMA Board Member, Mr. Browne helped to steer the then 6-year old organization out of financial hardship, revamp the industry award program and upgrade the association’s presence at both Toy Fair and the Licensing Show. He has served as a columnist with Brand Marketing Magazine and often speaks and writes on licensing trends and issues.

An avid athlete and 1995 Ironman World Championship Triathlon finisher, Mr. Browne is also the co-founder of two annual charity events: the Odd Man Duathalon, a running and biking event that raises funds for children’s charities in Southern New Jersey and The Building Q Licensing Show Fun Run.

MAUREEN DUFFY
Managing Partner
Duffy +duffy

Maureen brings with her an incredible wealth of strategic planning experience in brand building, licensing and business management. Maureen’s experience in licensee relationships spans from Disney to DreamWorks, Hasbro, LucasFilm, Mattel, Saban, Sanrio, Sony and Warner Bros.

Maureen started her career with J. Walter Thompson then moved to brand management with Ralston Purina. Maureen then managed branding, marketing and licensing development as Vice President for Brown Shoe Company and as EVP for ACI.

In 2003, Maureen formed her own brand building firm, duffy + duffy. Duffy’s client experience includes Brown Shoe, The GRAMMY’s (The Recording Academy), MGM, EMI Music, Fast Forward, MZB Imagination and Millennium Apparel Group.

Maureen Duffy has served on several boards including L.A. Gear, Educare, March of Dimes regional committee and National Charity League.

NINA LEONG
SVP Licensing
Saban Brands

As Senior Vice President of Licensing for Saban Brands, Nina Leong is responsible for overseeing all current licensed products and programs, as well as developing partnerships with new licensees on behalf of the company’s properties in the US.

A consumer products, licensing, marketing and retail veteran, Ms. Leong spent eleven years with Disney’s Consumer Products division, as Vice President of Retail Development and Vice President of Licensing. Leong previously served as Executive Vice President of Consumer Products for The Firm, where she was instrumental in the launch of the Pony footwear brand, and managed licensing for The Firm’s celebrity clients. Prior to joining The Firm, Leong was Executive Vice President of Cherokee Group, Inc. and Ocean Pacific Apparel Corp., and where she led brand development and licensing. Leong has also worked as a consultant specializing in developing and implementing license programs for brands that include ESPN, X Games, MiGi and she was the licensing and marketing expert for the launch of Britney Spears’ “Curious” fragrance for Brand Sense Partners.