Distributors?

[RPGnet Columns]

Post originally by Mike "Talien" Tresca at 2002-06-12 10:02:08
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Hi Patrick!

This is an excellent column. There are a few points you glossed over, however, that I'm very curious about.

You said "If I want Firefly Games to be a success, I simply must be carried by Alliance." I've heard this before. However, you then skip down the timeline in which it's assumed you're being carried by Alliance. I can't find the earlier installment of your article (for some reason, it's not listed in the archives at the moment), but I recall you mentioning that you know people in the right places, possibly distributors.

I've worked with a few companies now and one of the biggest problems they're having is distribution. Indeed, I'd hazard a guess that distribution makes or breaks a company. Apparently, there's been a shakeup in the industry lately. This is possibly due in part to the downturn in the economy and explosion of d20 publishers -- many who, I imagine, are failing to pay their bills when they go under.

As a result, I've been told that some distributors simply flat-out refuse to carry small-publisher products. Can you explain in further detail the process in which one gets picked up by a distributor? Is it really that arbitrary?

I'm curious, because it impacts me as a freelance writer. Thanks!

Mike "Talien" Tresca
http://www.retromud.org/talien

[RPGnet Columns]

Post originally by Firefly Games at 2002-06-13 00:12:13
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Thanks! I'm glad you are enjoying the column and finding it useful.

I should note that my definition of "success" isn't everyone's -- plenty of small press publishers sell direct and, while I'm sure they wouldn't mind selling to distributors, too, I doubt they feel their companies are failures. It might be better to say Firefly Games won't meet the level of success I'm looking for if I don't get products into distribution.

I overcame the distribution hurdle by having my products distributed by another company already carried by distributors -- Gold Rush Games. The arrangement also gave me access to a fulfillment house, Tundra Sales Organization. Most of TSO's role is getting distributors and retailers to order your products.

So I'm doubly covered, though there are no guarantees. Just because a distributor carries some products from a company doesn't mean they won't refuse others if they don't think they are going to sell.

I'm going to see if I can find some distributors to answer your questions about how they pick a product or company.

In the meantime, I'll just say it's my impression they are looking for good products, of course, and some sign that you will deliver a quality, professional product on time. They also look at sales potential -- are they going to make enough money reselling your product to be worth their time? Finally, is your company going to be around long enough to be worth investing in a relationship with, or are you going to fall apart in a few months?