Demystifying Exclusivity

If you've ever tried to book talent and been told, "They're exclusive to us," you’re not alone. It’s one of the most common—and most misunderstood—phrases in the live events world. At Von Krane, we’ve spent years untangling what these claims actually mean, and more importantly, how they impact buyers.

Let’s clear a few things up.

Exclusivity Isn’t Always Exclusive

In theory, an exclusive relationship means one agency has sole booking rights to a speaker or performer. But in practice, it’s rarely that simple.

Some exclusivity agreements are co-exclusive, meaning multiple agencies can legally claim to represent the same talent. Others are category-exclusive—for example, one agency handles corporate events while another manages media or commercial work. And in many cases, the “exclusive” claim is more aspirational than contractual.

We’ve even seen cases where an agency claims exclusivity, and the talent doesn’t even know they’re being marketed that way.

Why It Matters

When an agency claims exclusivity, it puts them in a position to control pricing and access. That’s not always bad—true exclusivity can simplify the process and streamline negotiations. But when exclusivity is claimed falsely or vaguely, it creates confusion, limits your options, and opens the door for arbitrary markups.

Some agencies will quote a fee that includes a 30–50% markup—and never disclose how much of it is going to the talent. Others will “protect the rate,” meaning they’ll charge you the same fee a direct rep would, but pocket the difference without offering any added value.

How to Protect Yourself

1. Ask directly:
   “Is this an exclusive relationship? Can the talent be booked through other channels?”
   If the answer is vague, that’s a flag.

2. Request a fee breakdown:
   You have every right to understand what portion of a fee is going to the talent and what’s being kept as commission.

3. Use a buyer-side advisor:
   A good advisor doesn’t just source options—they tell you who really represents who, what the market rate is, and whether you’re getting a clean deal.

Bottom Line

Exclusivity, when it’s real and transparent, can make things easier. But when it’s used to obscure access or inflate pricing, it does the opposite. At Von Krane, we help buyers see through the fog—so you know exactly who you're dealing with, what you’re paying for, and how to protect your budget.

If you’ve ever gotten three different quotes for the same speaker, and none of them made sense—this is why.

And it’s exactly the kind of thing we’re built to help with.