Tips for Presenting to an Original Equipment Manufacturer (OEM)
Remember: A Picture and a Prototype Could Be Worth a Thousand Words
By Jeffrey Badovick, Senior Partner with Lodestone Global
One of the traditional ways to attempt to commercialize an invention is through a relationship with an Original Equipment Manufacturer (OEM). This approach may be appealing to some inventors, because for the most part, the majority of post-patent burden, such as product development, sales, marketing, manufacturing and distribution falls on the OEM. It's not easy to accomplish, even for big companies.
Assuming you have found an OEM, navigated their complex environment and connected with people at that organization; what have you got to present that could possibly get them interested in your invention?
The Original Equipment Manufacturers are run by mostly "ordinary" people who combine their collective knowledge and experience to achieve corporate expectations. These "ordinary" people have the ability to absorb and process information just like the rest of us and may not be able to make heads or tails of a patent document. Having a photo or prototype of your product or invention may help to clarify your invention and make it easier to understand or comprehend. To someone who has never seen it before, the photograph or better yet, a prototype may be worth a thousand words.
Keep in mind, most normal people have a hard time visualizing a theory. It is much easier for them to see it in a form they can grasp. In most cases, the more tangible an idea, the easier it is for them to understand. Speaking from personal experience, I had first approached several OEM's with a bunch of concepts. I walked in with simply paperwork on the ideas, and it barely raised an eyebrow. I went back to the drawing board, and approached them again, this time with a prototype. I was then told that same idea that barely raised an eyebrow before, now had potential.
I took it to the next level, and completely designed an "off the shelf" consumer product. When presenting to the Original Equipment Manufacturer, a "works like and looks like" prototype made them more responsive. It was at that point, that I finally got them to take action. The theory meant nothing to them, being able to apply the product to a real life situation is what finally piqued their interest.
A prototype that is professionally constructed, functions properly and is thoroughly tested enables an OEM to "touch and feel" your idea, rather than just visualize it, giving them a real experience with your invention or product.
If you don't have a prototype, presenting visual pictures of your invention could also help the people absorbing and processing the visual representation, to envision themselves interacting with the invention or possibly see it in the environment for which it is intended. Your own natural excitement and enthusiasm can enhance that experience.
In the end, pushing the emotional buttons of these "ordinary people" (aka Original Equipment Manufacturers) with the right presentation and a well constructed prototype could turn out to be as important as the idea itself.
