I don't see it as a game of one-upping. An influencer getting free merchandise with absolutely no guarantee of revenue is a loss for the producer if there's no revenue guaranteed. The producer reimbursing after revenue is gained isn't one-upping them, it's a business agreement that protects their business. I think it's absolutely proper to offer a counter in a business agreement, that's how any business operates. Add on to that that OOP is likely a one person operated small business, as opposed to like Nike or CoverGirl who already have enough revenue to cover a handful of losses, and you get an absolutely rational proposal to stay solvent and end with either a win for both parties or a loss on the part of the salesperson who couldn't do their job--which is to sell.
ETA: My boyfriend, who is an independent photographer and video producer, absolutely eviscerated me for this argument lol.
I NEED A HERO!!!