By Jennifer Leonard

Tom Czar, founder of Media One Products in West Chester, Pa., knows just what QVC wants.

With 20 years of experience working with the retailer, Czar and his company have helped bring hundreds of products to QVC’s platforms. As product representatives, they’ve perfected the formula for impressing buyers and striking a deal for larger companies and new entrepreneurs and inventors alike.

“There are two major things that we do for our clients,” Czar says. “There is the merchandising side, where we have the meeting and sell the product to QVC. Then, there is the broadcasting side. My team works on the on-air presentation, including who the guest [host] will be and making sure they know the features and benefits of the products.”

When a new client first reaches out to Media One, “typically what happens is they email us about their product,” says Czar.” We’ll then set up an hour introductory call and ask a lot of questions, [such as] whether it is patented and how long it’s been in existence. Then, we get into the specifics of how we work as an organization.”

Not only does Media One represent some of America’s most popular brands, including Dyson and Ring, they’ve also brought new companies to incredible heights. Take HALO Electronics.

In 2012, Media One pitched the little-known company’s lone product to QVC. Once on air, it set a single day sales record—which it broke again in 2013.

What does it take to make on QVC? Czar, who presents products to buyers on a near-daily basis, pinpoints several must-have qualities.

“There has to be a story,” he says. “The great thing about QVC and HSN is that they give you the time and ability to tell your story. Take Dyson, we know James Dyson was super-frustrated about his vacuum, so he set out to create a brand-new technology.”

In addition to a great story, Czar recommends products are unique, demonstrable, and that they solve a problem.

For entrepreneurs just getting started, Czar strongly suggests visiting trade shows. “It’s a great place to meet buyers and distributors and meet product representatives,” he says, adding that it needs to be the right show for the right product. “For home goods, there is a huge house show in Chicago. If it’s electronics, there is a consumer electronics show in Las Vegas.”

Another vital first step is developing a prototype. “We like to at least see a product as a prototype,” says Czar, who speaks with would-be QVC vendors weekly. “But there’s no need to have retail distribution.”

While success like HALO’s is never guaranteed, says Czar: “QVC has built a lot of brands from scratch. They have the power and ability to bring a product into millions of homes.” That’s why the company remains one of America’s top retailers and a coveted platform for anyone with a great idea to launch their product to the world.

Find out more about Tom Czar and Media One Products.

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