#257: How To Win Over Buyers at Toy Fair with Barry & Jason

Making It in The Toy Industry | Start A Toy Business

New York Toy Fair is just around the corner and if you’re preparing to launch your toy or game at this event, learn this lesson: it WON’T sell itself! Buyers see hundreds of pitches, and even the best ideas can get lost in the noise.

The real secret? It’s not just what you pitch, but HOW you pitch it. So, how do you make buyers stop, pay attention, and want to play?

That’s exactly why I’m bringing back an episode with Barry McLaughlin & Jason Lautenschleger, who share how to pitch and stand out at New York Toy Fair.

In this episode of Making It In The Toy Industry, Barry & Jason share their wildest Toy Fair pitch stories, including the time Jason literally proposed with Game Night in a Can—and walked away with a deal! These longtime friends (who have competed on 11 game shows together) have mastered the art of pitching with energy, humor, and theatrics to grab buyers’ attention. From landing deals with Goliath Games and PlayMonster to turning trade show pitches into full-blown entertainment, their unique and fun approach proves that showmanship sells.

Barry & Jason reveal how mini-games during a pitch can instantly engage buyers, and how reading body language cues (like the "surprise inhale" and “writing the nods”) can help you close the deal faster. Plus, they explain why not knowing all the rules of the toy industry actually helped them innovate.

If you’re prepping for Toy Fair or looking to level up your pitch game, this episode is full of must-know strategies. Learn how to grab attention, keep buyers engaged, and turn a pitch into an unforgettable experience. Put on your headphones and get ready to SELL MORE TOYS!

Listen For These Important Moments

• [00:29] - Preparing for New York Toy Fair
• [02:17] - The Journey of Barry and Jason
• [06:03] - Creating Game Night In A Can
• [15:27] - First Toy Fair Experience
• [17:10] - Pitching Tips and Strategies
• [23:51] - Connecting Through Humor
• [24:15] - Adapting Your Pitch Strategy
• [26:25] - Memorable Pitching Anecdotes
• [30:50] - Handling Competition and Doubt
• [31:38] - Keys to Pitching with Pizzazz
• [33:07] - The Importance of Presentation
• [40:46] - Final Advice for Aspiring Game Creators

Send The Toy Coach Fan Mail!

Support the show

Popular Masterclass! How To Make & Sell Your Toy Ideas
Your Low-Stress, Start-To-Finish Playful Product Launch In 5 Steps
>> https://learn.thetoycoach.com/masterclass <<