There are two ways a Buyer can initiate a negotiation:
(1) Make An Offer - where the Buyer suggests a price based on their licence needs; the Seller responds with a counter offer or acceptance.
(2) Request A Proposal (RFP) - where Buyers ask Sellers to propose a price based on their requirements; the Seller can then respond with a proposal with pricing and terms to best meet those requirements. Upon receiving the proposal, Buyers have the option to make an offer or cancel the proposal.
This article will show you #2, i.e. how to respond to a RFP from a Buyer by Making A Proposal.
Receiving a RFP
You will be notified via SMS and email when you first receive the proposal.
You can also view all your RFPs in your dashboard, accessible via the menu on the left. Click to view the details of each RFP.
Making a Proposal
After viewing the Buyer’s requirements in the RFP, you can respond to the Buyer with a price proposal and terms that best meet their requirements. To do so, choose “Make a Proposal”.
You also have the option of declining the RFP, in which case, a valid reason should be given to the Buyer. For example, the rights are not available for the selected region.
There are 3 main components to a proposal, you will need to define the:
- Rights & Commercials
- Languages & Delivery Specs
- Payment Details
Most of these requirements (the region, period, currency and rights format) would have been pre-filled by the Buyer when submitting their request. When you respond, you may retain their requirements or counter with terms that best meet their request.
Learn more about rights formats.
Vuulr supports a variety of pricing models: the Buyer would have selected their preferred commercial model, but you may counter and select your preference for your proposal.
- Flat Rate
- Performance - By Viewer Count
- Performance - By Stream Length
- By Advertising Revenue Share
- By Subscriber Revenue Share
Read more about pricing models.
A Commercial Group groups together the desired Rights Format and a Pricing Model for a proposal/offer. Most proposals will only need a single commercial group, but multiple Groups can be created in more complicated proposal structures (e.g. if a Buyer is buying for both an owned Free to Air channel and an owned S-VOD channel).
Learn more about Commercial Groups.
You can add or remove Commercial Groups based on your requirements.
Languages & Delivery Specs
If the Buyer has requested for audio dubbing or subtitling, you can address them at this point of the proposal.
You can also define your payment terms and other terms & conditions here, which can be uploaded as a standard document for your company. N.B. this will then be populated across all your associated titles.
Learn more about defining your payment terms.
If the Buyer has indicated custom terms, you’ll see them here. You can also include your custom terms here. These terms can be edited by the Buyer and Seller as part of the offer and counter offer process, till you both agree.
Lastly, to finalise the proposal, you will need to have a legal entity updated in your Vuulr profile if you haven’t done so already. You can create one by clicking on “Add Legal Entity” which will again be associated universally across your account on Vuulr.