Part-time workers can fulfill big roles

Question: I need to strengthen my sales and marketing team. Do I need full-timers or can I get away with part-time salespeople or management?

Answer: Many small companies are moving away from the traditional structure of full-time management and sales staff because of the cost involved and because less-orthodox structures work better for them.

If you can’t afford a full-time marketing manager of the experience level or quality you’d like, think about contracting with an experienced person who is willing to work part time.

“You might find someone recently retired from a similar company who wants to stay active part time or someone who has part-time responsibilities at home or even a consultant who specializes in part-time management,” said Ray Coen, a business consultant based in Pacific Palisades.

Look for such a person online and through your industry contacts, suppliers and vendors. It may be tough to find the right individual, but it’s not impossible, Coen said. “I have filled [part-time management] roles for years for companies in consumer products, financial services and retail chains,” he said.

When it comes to sales help, you may need to cover a wider geographic territory than is practical with full-time employees at your location. Look into manufacturers’ representative firms for business-to-business sales, or grocery brokers if you have a food product.

“There are many of both types of firms around the country, providing very professional sales forces in their cities or industries. When their salesman calls on a client, he is representing anywhere from several to 10 or more products to the buyer. He knows the buyers, and their needs, far better than could a thinly spread sales force based out of your company,” Coen said.

If you need temporary salespeople for seasonal work or promotional items, check with the major temporary-staffing companies that serve your area. “Being in L.A., I’ve found that proverbial out-of-work and would-be actors make great temporary salespeople,” Coen said.

The good news: The part-timer you hire to keep things going or help you plan the future may wind up being your superb full-time person sometime down the line.

Patent broker could help

get golf gear to market

Q: I have a patent pending on a unique golf accessory. I’d like to find a sales firm or individual salesperson familiar with this industry who will license my product to golfing companies. So far, I’ve been unsuccessful. Any suggestions?

A: If you’re hoping to license your product to manufacturers, you typically won’t use an individual salesperson, said Dwight Olson, former president of the Licensing Executive Society Inc. What you want is to contract with a patent-brokering firm, he said.

“Most -- if not all -- [patent brokers] require fees of some sort. You can check with them to see if they will take a commission after the sale or license,” Olson said.

Be aware that if you go to a patent-brokering firm and they agree to take a commission after they license your patent, they will want an exclusive deal.

“Once you start looking, be careful that you don’t eliminate potential candidates” before you have vetted several brokers thoroughly, he said. And, as always, have an attorney familiar with licensing issues look over any contract you are asked to sign.

There are a number of patent-brokering firms, including Taeus International Corp. (www.taeus.com), that you can locate online and contact with your patent number and your intentions. If you’re a do-it-yourselfer, check with a site such as LegalForce, www.legalforce.com, that will list your patent for license or sale directly to online bidders, Olson said. For additional information, check with Olson’s group: www.usa-canada.les.org/licensing. Good luck!

Got a question about running or starting a small enterprise? E-mail it to karen.e.klein@ latimes.com or mail it to In Box, Los Angeles Times, 202 W. 1st St., Los Angeles, CA 90012.