How a global entertainment studio won over a reluctant retailer with proof.
A global entertainment studio needed to convince a major European retailer that a flagship franchise would sell in markets where it had no track record. With no sales history to point to, the buyer was hesitant. TIF's data proved the demand was already there.
A pitch without a sales track record
The studio wanted to expand a licensed range into markets where the franchise had never been sold. That left the buyer with nothing to go on: point-of-sale data only shows what has already sold, so in markets with no range yet, there was simply no sales history to point to.
The studio needed forward-looking, independent proof that families already wanted it, and not just at home, but across key European markets.
Demand evidence where no sales data existed
Point-of-sale data is retrospective. The Insights Family's data is forward-looking, so it could measure appetite for the franchise before a single product reached those shelves. The studio pulled its reach, awareness and the passion families showed towards the IP across France, Spain and Italy, and how it ranked against the properties families in those markets were already engaging with.
Rather than a single-market hunch, the buyer saw a consistent, comparable read across all three markets, drawn from the same data source.
Proof of demand before a single sale
With evidence of demand in markets that had no sales record, the conversation changed. The franchise wasn't an unknown quantity abroad; it was an evergreen favourite with proven pull across Europe, and one with a fresh on-screen moment on the horizon.
The retailer expanded the licensed range, and the studio walked away with a partnership built on proof, not persuasion.
Point-of-sale data tells you what has already sold. On a shelf that has never carried the range, it tells you nothing at all — and that is exactly where most licensing decisions get made on instinct.
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