Nick-ing it in the bud – Dan Frugtniet

We caught up with Dan Frugtniet – VP – Licensing & Business Dev at Viacom International Media Networks (VIMN) on the sidelines of the India Licensing Expo for a candid chat on his travels across India, state of play for his portfolio of brands, piracy, and his advice to first-time entrepreneurs.

ILP: You seem to have a highly in-depth knowledge of India having traveled extensively across the country in the 90’s and now in your current role as VP, Licensing & Biz Dev for Nickelodeon & Viacom Consumer Products. How has the licensing industry shaped up according to you since then?

Dan: I’ve traveled a great deal across India back in the 1990’s and have some fantastic memories of your country. I joined Viacom 8 years ago and witnessed how much India has changed dramatically over the years. Especially the licensing space has seen huge changes I would say in the last 3 years. It’s always a pleasure to visit India and this is my second visit to the India Licensing Expo so thanks again for welcoming me!

ILP: In your current position at Viacom you oversee the Emerging Markets region, please share some of your insights on how these markets are shaping up vis a vis the global landscape.

Dan: Each market has its own nuances, tastes and preferences and we like to look at them independently rather than a one size fits all approach. All of these markets for Viacom Nickelodeon Consumer Products are showing a positive upward trend as far as licensing is concerned and we continue to expect YoY growth as we move through 2018-2020.

ILP: Which are some of your key properties and some of those in the pipeline?

Dan: Our 3 biggest brands in the portfolio from an India licensing perspective are MTV, SpongeBob SquarePants & Dora the Explorer. SpongeBob has his 20th Anniversary in 2019 so there will be lots of activities to help celebrate including new Seasons and a 3rd Movie in the pipeline, and Dora is 20 years old, but they still have massive consumer fan bases around the world. So, we continue to nurture and grow these evergreen properties. But we are also now very much focused on Paw Patrol and rolling out new categories and SKU in India over 2018-19 and onwards. This property is a global pre-school juggernaut and continues to win awards and gain fans all over the World!  At the same time, we are beginning our journey with Shimmer & Shine, an awesome girl’s pre-school property, and Mattel will launch Toys Q1.2019 in India with new licensees and new categories to come.

ILP: When do you think a brand is license ready?

Dan: That’s a million-dollar question. I think a property needs to build a strong and robust connection with the audience in an impactful manner (which in our case could be through a TV show or digital content). With that built-in audience, it gives a licensor like ourselves the confidence to go out into the market and monetize it with consumer products.

ILP: According to the latest LIMA figures the global licensing business is valued at $272 Billion of which character/entertainment licensing comprises a majority share of 44.7% at $121 billion. Viacom has a significant play in this space. What has been your strategy to grow this category and take it to newer heights?

Dan: At Viacom, being a big portfolio Licensor and specifically a pre-school powerhouse in the character entertainment space, we are continuously investing in both nurturing our evergreen franchises as well as building and launching new  properties  that will appeal to our core target-demographics i.e. kids 2-12yrs. We want to be present wherever they are and entertain and educate them in the best possible way. JoJo Siwa is a great example. JoJo has a HUGE global following as a tween social-media talent – her YouTube footprint has had 1.3 billion views! We created a consumer products programme for her, and JoJo’s signature hair-bow became a global trend with over 10+ million bows shipped in 2018!

ILP: Closer home, retail sales of licensed merchandise in India have grown a total of 44% to $1.476 billion over the last 4 years. This despite a HUGE grey market. How is Viacom tackling the problem of piracy? Any key steps based on learnings from other markets?

Dan: Yes, piracy is a HUGE issue we all face globally and we continue to work with the customs and police departments in all our markets to ensure our IP is protected through enforcement, etc. We rely on our partners to help report counterfeit products and then take immediate action to address it. Anti-counterfeit operations require the support of all key stakeholders from Licensors / Licensees / Government Depts / Retailers and Distributors.  Part of the problem-solution is to identify and clean markets of fake goods, but there also needs to be a focus on education of consumers and parents that counterfeit products are potentially dangerous and may injure a child.

ILP: You have experience in vertical licensing businesses with a client direct model as well as Licensing Agent model in a variety of territories. Which has proved to be more productive and efficacious?

Dan: In India, we work with our JV business Viacom18, and they manage all of our IP in India and South Asia and do some amazing work and deals in the region. Myself – I have spent the last 13 years working on Direct-to-Licensee and also Agent models so understand the nuances of each, and they both have an important place within any Global Licensor to expand their licensing business.

ILP: What are your key checkboxes for signing up a licensee?

Dan: For me personally, I like to see a lot of passion in potential licensees that they are going to give their 110% to not only recoup their MG investment but to also develop an innovative product that is priced competitively and ultimately is appealing to our target-demos and sells at retail.   Ultimately, trust is a very important factor, this is an essential part of any successful licensing deal as let us not forget that the contract terms are long and we need to work together for years, so it should be a happy partnership built on strong foundations for the long-term. Finally, I would say communication is the other key factor, if there is a problem I want to hear about it right away from my Licensees or Agents, then together we can find the solution!

ILP: What is your advice for a young entrepreneur looking to set up a licensing business?

Dan: Find your passion. Do you have an idea that you think you can execute or a product that you believe in and also believe that other people need and would pay for? Then go out there and start networking. Meet with a few experienced folks in the business, get their feedback and together sharpen the idea or product until it has achieved a certain critical mass. The next big thing could be waiting for you just around the corner. Keep your eye out for it and remember to come to the Viacom Nickelodeon Consumer Products team first!

 

 

Pamela Kaufman Named President, Viacom/Nickelodeon Global Consumer Products

Kaufman to Head Global Consumer Products for all Viacom Media Networks and Filmed Entertainment Brands Worldwide, Including Nickelodeon, MTV, Comedy Central, BET and Paramount Pictures

 

NEW YORK–(BUSINESS WIRE)–Viacom, Inc., (NASDAQ: VIAB, VIA) has named Pamela Kaufman to the new role of President, Viacom/Nickelodeon Global Consumer Products, with global oversight of the consumer products business across Viacom Media Networks and Paramount Pictures. Kaufman will lead worldwide licensing and merchandising and provide strategic focus on maximizing Viacom’s portfolio of brands and iconic franchise properties, including Nickelodeon’s PAW PatrolTeenage Mutant Ninja Turtles and SpongeBob SquarePants, MTV’s Jersey Shore: Family Vacation, Comedy Central’s South Park, Paramount Pictures’ The Godfather and Grease, among others. She will report to Cyma Zarghami, President of Nickelodeon, and David Lynn, President and CEO of Viacom International Media Networks.

Bob Bakish, President and Chief Executive Officer of Viacom, said, “Expanding and diversifying our consumer products businesses around the world is a key strategic initiative that will help drive Viacom’s future growth. The exceptional leadership and vision Pam has demonstrated at Nickelodeon make her a natural fit for this exciting new position, and her appointment will accelerate our efforts in building this important global business.”

A Nickelodeon veteran, Kaufman previously served as President of Consumer Products and Chief Marketing Officer for Nickelodeon, overseeing both business and franchise strategy for Nick’s multi-billion-dollar global consumer products business. The force behind some of Nickelodeon’s most iconic, long-lasting franchises including SpongeBob SquarePantsTeenage Mutant Ninja Turtles and PAW Patrol, her vision and commitment to brand-building has led to ground-breaking partnerships and a winning consumer products portfolio across all retail aisles and classes of trade.

Under her leadership, Kaufman’s teams have delivered exciting and innovative products and designs for all demos and aisles in every market. Kaufman has also forged deep partnerships with top worldwide retailers and leading licensing partners across all lines of business, in addition to the development of cutting-edge collaborations with some of the biggest names in fashion, sports and social media, including Jeremy Scott, Carmelo Anthony, Vans, New York lifestyle brand KITH, (RED) and teen sensation JoJo Siwa.

Kaufman has received numerous industry accolades, including Advertising Age’s Entertainment Marketer of the Year, Brandweek’s Grand Marketer of the Year, License Global’s list of Influentials, and Multichannel News’ roster of Wonder Women. A passionate advocate for women and families, Kaufman is also a board member of Bottomless Closet, a not-for-profit that prepares women for workplace success, and of the Pace Women’s Justice Center.

About Nickelodeon

Nickelodeon, now in its 39th year, is the number-one entertainment brand for kids. It has built a diverse, global business by putting kids first in everything it does. The company includes television programming and production in the United States and around the world, plus consumer products, digital, recreation, books and feature films. Nickelodeon’s U.S. television network is seen in more than 90 million households and has been the number-one-rated kids’ basic cable network for 22 consecutive years. For more information or artwork, visit http://www.nickpress.com. Nickelodeon and all related titles, characters and logos are trademarks of Viacom Inc. (NASDAQ: VIA, VIAB).

About Viacom

Viacom is home to premier global media brands that create compelling entertainment content – including television programs, motion pictures, short-form content, games, consumer products, podcasts, live events and social media experiences – for audiences in 183 countries. Viacom’s media networks, including Nickelodeon, Nick Jr., MTV, BET, Comedy Central, Paramount Network, VH1, TV Land, CMT, Logo, Channel 5 (UK), Telefe (Argentina), Colors (India) and Paramount Channel, reach approximately 4.3 billion cumulative television subscribers worldwide. Paramount Pictures is a major global producer and distributor of filmed entertainment. Paramount Television develops, finances and produces original programming for television and digital platforms.

For more information about Viacom and its businesses, visit www.viacom.com. Keep up with Viacom news by following Viacom’s blog at blog.viacom.com and Twitter feed at www.twitter.com/viacom.