aaa entertainment sales and distribution workshop
TRANSCRIPT
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Sales and Distribution WorkshopPresented by AAA Entertainment
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What is a Distributor?
What is a Platform?
What is an Aggregator?
Who are the broadcasters?
What is a Sales Agent?
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Distribute in a territory or region
Theatrical (Cinema)
DVD or Home Video
VOD – SVOD, TVOD, AVOD, NVOD
TV – Pay TV, Free to Air
Ancillary : Airlines, Ships, Hotels
Pay Minimum Guarantee (MG) or buy out territory
Usually don’t deal with producers directly – prefer to deal with sales agents and other distributors
Distributors
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TVOD : iTunes, Google Play, Amazon
SVOD : Netflix, Sony, Hulu, Vudu, Amazon
AVOD : Hulu, Amazon, YouTube
NVOD : Airline, Hotels, Ships
Local : Showmax, VU, Veedee, iBiskop, OnTap, BuniTV, iRoko
Most big platforms will only buy from distributors or aggregators
Platforms
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Aggregators acquire and supply to one or several of the major platforms in TVOD, SVOD and AVOD
Aggregators can also be distributors
Aggregators manage the encoding of movie and trailer files for the specific platforms, in house or through licensed encoding facilities
Aggregators usually do a revenue share whereby +- 50% of the retail rental or purchase price comes to the rights holder
Example of aggregator is FilmBuff
aggregators
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International Major Networks : NBC, ABC, Starz, HBO
International Pay TV : Sky, Sundance Channel, AMC
International Major Public Broadcasters : BBC, PBS, NHK
International Free to Air : Sat1, CCTV, GlobCast, Al Jazeera
International IPTV : Africa Channel, MoviestarTV
African Pay TV : DSTV, StarSat, Zuko, Canal Plus
African Free to Air : SABC, ETV, Ebony TV, ENTV, KTN
Broadcaster pay either an acquisition license fee or pre-sale
broadcasters
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Sells to distributors, aggregators, platforms and broadcasters
Don’t pay up front, but act like and estate agent and take a commission on the sales. Also charge costs of selling the film against sales e.g. market attendance costs
Take film to markets and festivals around the world and sell to buyers at these events
Usually sign exclusive world wide rights for 5-10 years
Repackage films for international markets
Manage festival strategy and PR for festival and market run
Manage legal contracts and accounting reports for sales
Give letters of interest (LOI) to projects
Sales agents
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casting
Affect on sales
Determine the value of cast for territory
Pay and Play Contracts
Escrow accounts and casting fees
Casting agents
Cast managers
Casting director : advisory vs. actual casting
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contracts
Contracts
Territories
Windows
Hold backs
Black outs
Payment terms
Number of plays
Legal Fees
Language
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deliverables
Movie Deliverables : ProRes File, DCP, BluRay, Encodes for iTunes and other
NTSC conversion for US
Music Cue Sheet and Music License Materials
Subtitles (.stl .srt) and Closed Captioned Files
M&E for Dubs and transcript
E&O Insurance
Artwork
Legals/Contracts : Key crew & cast, script and film clearance, chain of title (incl writers agreement), music clearance – cost3% of budget max approx. R250k
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Selling a finished film
vs.
Selling a development project
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selling a development project
Sales projections
Pre-Sales to distributors, platforms and broadcasters
Determine the value of cast and assist in casting
Get coverage on the script
Packaging and proof of concept
Benchmark salability of a film up front
Assist with key crew and suppliers
Plan and execute out sales roll out while film is in post
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Selling a finished film
Sales agents are more reluctant to sign on completed films
Finished film are more difficult to re package as the post is already done
Deliverables for distribution are often omitted from the budget and become an extra cost
Completed films can no longer be benchmarked in the market so the sales agent has to take it on risk
By the time a sales agent gets the film, it has already aged and festival submissions are a problem
Films generally have a two year life cycle to sell as a new title
Sales roll out not as effective once film is completed
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Market
Who buys African films?
What films (genres) are in demand?
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who buys African films
African buyers i.e. from the continent
Diaspora buyers e.g. Africa Channel
Black content buyers e.g. BET
World cinema niche buyers e.g. diverstity cinema
Genre buyers for specific genre where African element is just a flavour
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What Film genres are in demand
Action
Horror
Sci-Fi
Thriller
Fantasy
The above genres will require proof of concept for first time film makers in development to get pre-sales
Faith Based
NOT DRAMA
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Packaging
TitleTrailerPoster
Press kit
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iNumber Number Local Trailer
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Avenged International Trailer
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Con Games German Trailer
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Blood Tokoloshe Local Trailer
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Ghetto goblin International Trailer
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poster
Local Poster South Africa
iNumber Number
International Poster Germany
Con Games
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Press kit
Production stills
Frame grabs
Detailed cast and director info
Press release
Any press coverage
Social media presence
Website
IMDB listing
Key Art
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PR and PRESS
Publications
Variety
Hollywood Reporter
Screen International
Screen Africa (local)
The Call Sheet (Local)
Blogs
The Business of Film
Sydney’s Buzz
Twitch.com
Publicists
Journalists
Bloggers
Influencers
Media Liaisons
Editors
Reviewers
Critics
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Festival strategy
North America
A
TIFF
Sundance
B
Tribeca
SXSW
Telluride
LA Film Festival
AFI
Asia
A
Pusan
B
Tokyo
Hong Kong
Melbourne
Europe
A
Cannes
Berlin
Venice
B
Locarno
St Sebastian
Goethenberg
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Black and african festivals
Pan African Film Festival Black International Cinema Berlin Black Harvest Film Festival AFI New African Films Festival Africa In The Picture Afrykamera Montreal Int. Black Film Festival Langston Hughes African American Film Festival
San Francisco Black Film Festival American Black Film Festival Zanzibar Film Festival Africa In Motion Film Africa London African Diaspora Film Festival Africala Film Festival Africa International Film Festival London African Film Festival
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markets
Film
Marche du Film – Cannes Film Festival
European Film Market (EFM) – Berlinale
American Film Market (AFM) - IFTA
Hong Kong Film Market (HKFM) – IFTA
Toronto International Film Festival - Hybrid
Ventana Sur – Argentina (Spanish Language)
Fantasia Co-Pro Market – Brussels & Montreal
Television
NATPE – Miami
MIPTV (MIPDOC&MIPFORMATS)– Cannes
DISCOP – Istanbul and Johannesburg
MIPCOM (MIPJNR) – Cannes
BANFF (Development) – Canada
TIFFCOM - Japan
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ANY QUESTIONS