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. Learn more about responding to an RFP here.
This article will show you #1, i.e. how to respond to a Single Offer from a Buyer. To learn how to respond to Bundled Deal (Offer/ RFP), click here.
Receiving an Offer
You will be notified via SMS and email when you first receive the offer.
You can also view all your Offers in your dashboard, accessible via the menu on the left. Click to view the details of each Offer.
After viewing the Buyer’s requirements in the Offer, you can respond by either
- Accepting the Offer OR
- Creating a Counter Offer
You also have the option of rejecting, in which case, a valid reason should be given to the Buyer. For example, the rights are not available for the selected region.
If you have any questions regarding the offer, you can also start a chat with the Buyer using the chat function below. You may also recommend the Buyer similar titles in your catalogue.
Accepting an Offer
If you choose to accept the counter-offer, 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.
After adding a legal entity, you can then accept the offer which will result in the creation of a deal memo. To find out more about a deal memo, click here.
Creating a Counter Offer
There are 3 main components to a counter offer. 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 offer. When you counter-offer, you may update with terms that best meet both your requirements.
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 preferred model.
- 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 offers will only need a single commercial group, but multiple Groups can be created in more complicated offer 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 counter-offer.
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 counter-offer, you will need to have a legal entity updated in your Vuulr profile as mentioned above. To create a legal entity, just click Add Legal Entity.