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How to Work the Film & TV Markets

Book Description

How to Work the Film & TV Markets takes independent filmmakers, television and digital content creators on a virtual tour of the entertainment industry’s trade shows — the circulatory system of the entire global media landscape. This book highlights the most significant annual events around the world, details a dossier of all the players that frequent them and examines all the elements that drive the market value and profitability of entertainment properties. In-the-trenches insights from our modern, real-world marketplace are contextualized into immediately implementable practical advice. Make the most of your finite investments of funds, time and creative energy to optimize your odds for success within the mainstream, business-to-business circuit but learn how to select, apply and scale prudent, proven principles to drive your own Do-It-Yourself/Direct-to-the-Consuming-Crowd fundraising, distribution and promotional success.

Heather Hale demystifies these markets, making them less intimidating, less confusing and less overwhelming. She shows you how to navigate these events, making them far more accessible, productive — and fun!

This creative guide offers:

  • An in-depth survey of the most significant film, TV and digital content trade shows around the world;
  • An overview of the co-production market circuit that offers financing and development support to independent producers;
  • An outline of the market-like festivals and key awards shows;
  • A breakdown of who’s who at all these events — and how to network with them;
  • Hot Tips on how to prepare for, execute and follow up on these prime opportunities;
  • Low-budget key art samples and game plans;
  • A social media speed tour with a wealth of audience engagement ideas.

Visit the book’s space on www.HeatherHale.com for additional resources and up-to-date information on all these events.

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Dedication
  5. Contents
  6. List of Figures
  7. List of Tables
  8. Preface
  9. Acknowledgments
  10. List of Contributors
  11. Introduction
    1. This Guidebook = Orientation + Compendium + Almanac + "How-To" Manual
    2. Who this Book Is For
    3. The Goal of this Book
  12. PART I THE MARKETS
    1. Chapter 1 What Is a Market?
      1. Market Establishing Shot
        1. Exhibition Space
        2. Screenings
        3. Educational and Networking Opportunities
      2. What's the Difference Between a Market and a Festival?
        1. Confusion Abounds
        2. Festivals Versus Markets
        3. Should You Go to Either? Both? Why?
      3. Aren't Film and Television Totally Different Industries?
      4. You Might Be an Independent If ...
  13. PART II THE GLOBAL FILM INDUSTRY
    1. Chapter 2 To Hollywood, Bollywood, Nollywood — and Beyond!
      1. Hollywood
      2. Bollywood
      3. Nollywood
      4. Hollywood's Oligopoly
        1. The Big Six
        2. The Mini Majors
      5. Fierce Film Competition
    2. Chapter 3 The Players on the Film Market Stage
      1. Film Distributors
      2. International (Film) Sales Agents (ISAs)
      3. Aggregators
      4. Producer's Representatives
      5. Collection Agents
      6. Exhibitors
      7. Market Makers
  14. THE FILM MARKETS
    1. Chapter 4 Le Marché du Film (The Cannes Film Market)
      1. International Profile
      2. The Producers Workshop
      3. The Producers Network
      4. "Goes to Cannes" Works in Progress Screenings
      5. Cannes Investors Club
      6. The Village International
      7. NEXT Pavilion
      8. Marché Mixers
      9. Doc Corner
      10. Cinando
    2. Chapter 5 The European Film Market (EFM)
      1. Venues
        1. Potsdamer Platz
      2. First Timers
      3. EFM Industry Debates
      4. EFM Drama Series Days
      5. American Independents in Berlin
      6. Creative Europe Media (Media-stands.eu)
      7. EFM Asia
      8. LOLA at Berlinale
      9. EFM Startups
      10. Meet the Docs
      11. Meet the Festivals
    3. Chapter 6 The American Film Market (AFM)
      1. AFM Conference Series
        1. Roundtables
      2. MyAFM
      3. Exhibitors
      4. The Film Catalogue
      5. Buyers
      6. The Independent Film & Television Alliance® (IFTA)
      7. Don't Be a Lobby Lizard
    4. Chapter 7 Regional Film Markets
      1. Hong Kong FILMART
        1. Hong Kong-Asia Film Financing Forum
        2. Business of IP (BIP) Zone
        3. Expo Hong Kong
      2. Asian Film Market
        1. Korean Blockbusters
      3. Tokyo International Film Festival Content Market (TIFFCOM)
      4. Ventana Sur
      5. London Screenings
  15. PART III THE WORLDWIDE TELEVISION AND DIGITAL MEDIA BUSINESS
    1. Chapter 8 Mise en Scène
      1. The UK and the US
      2. Germany
      3. The BRIC Block
        1. Brazil
        2. Russia
        3. India
        4. China
      4. Turkey
      5. Africa
    2. Chapter 9 The Studio Scene: LA Screenings, the Upfronts (and NewFronts)
      1. The LA Screenings
      2. The Upfronts
      3. The NewFronts
      4. Staggering Odds of Scripted TV
    3. Chapter 10 The Players on the TV Market Stage
      1. Distributors
        1. Broadcast Networks
        2. Cable Networks
        3. Satellite TV
        4. Telcos and ISPs
        5. Over the Top Television (OTT)/Internet Networks
      2. Syndicators
        1. The Coveted 100th Episode
        2. Strip Shows
        3. Deficit Financing
        4. Time Buy or Barter Syndication (Client Supplied Programming)
        5. Station Groups
      3. Aggregators
      4. Exhibitors
      5. Market Makers
  16. THE TV MARKETS
    1. Chapter 11 The MIP Markets
      1. The MIPs
      2. Back at the Palais
      3. Access to it all via MyMIP and Mobile Apps
      4. MIPTV
        1. Welcome to the Club(s)!
        2. MIPDigital Fronts
        3. MIPFormats
        4. MIPDoc
      5. MIPCOM
        1. MIPJunior
      6. MIPCancun (the Fatam TV Buyers Summit)
      7. Asia TV Forum & Market (ATF)
    2. Chapter 12 National Association of Television Program Executives (NATPE)
      1. Professional Pitch Opportunities
        1. First Show of the Year
        2. NATPE Hotels
      2. Five Stream Virtual NATPE
      3. Content Without Borders: NATPE Budapest
      4. Awards
    3. Chapter 13 Realscreen
      1. Realscreen Summit
        1. Puncheon Roundtables
        2. Meet a Mentor
        3. Meet an Expert
        4. Speed Pitching: Now You're Talking — FAST!
        5. 30 Minutes With ...
        6. Master Classes
        7. Summit Showdown Pitching Contest
        8. Awards
      2. Realscreen West
      3. Realscreen London
      4. Realscreen Magazine
      5. RealXchange
      6. Kidscreen Summit
      7. BCON Expo
      8. Stream Market
    4. Chapter 14 Regional TV and Serialized Video Content Markets
      1. Bogota Audiovisual Market (BAM)
      2. DISCOPs
        1. DISCOP Africa
        2. DISCOP Abidjan
        3. DISCOP Johannesburg
        4. DISCOP Istanbul
        5. DISCOP Dubai
      3. Hong Kong FILM ART
      4. MYCONTENT
      5. TIFFCOM
      6. World Content Market
  17. PART IV CO-PRODUCTION MARKETS
    1. Chapter 15 CineMart (IFF Rotterdam Co-Production Market)
      1. Rotterdam Lab
    2. Chapter 16 Berlinale Co-Production Market
      1. Berlinale Co-Production Market Producers Hub
      2. Berlinale Directors
      3. Rotterdam-Berlinale Express
      4. CoPro Series (Drama Days)
      5. Books at Berlinale
      6. World Cinema Fund
      7. Countries in Focus
    3. Chapter 17 Other Major Co-Production Markets
      1. Asian Project Market
      2. Beijing Film Market
      3. Boat Meeting
      4. CPH:FORUM
      5. CineLink Co-Production Market
      6. DISCOPRO
      7. Europe-Latin America Co-Production Forum
      8. Frontieres International Co-Production Market
      9. Holland Film Meeting Co-Production Platform
      10. IFP No Borders International Co-Production Market
      11. IDFA Forum (Docs for Sale/IDF Amsterdam)
      12. Moscow Business Square
      13. Paris Co-Production Village
      14. Arc 1950 Coproduction Village
      15. Sofia Meetings and Balkan Screenings
      16. TorinoFilmLab
  18. PART V BEFORE: PREPARATION
    1. Chapter 18 Start with the End in Mind
      1. Why Are You Going?
      2. What Can You Realistically Accomplish at This Market?
        1. But What If I'm Not Really Ready Yet?
    2. Chapter 19 Know Your Product
      1. High Concept
      2. Format, Genre and Subgenre
        1. Sitcoms, One-Hour Dramas and Dramedies
        2. Scripted Serial Renaissance
        3. Reality Formats
          1. ProtectYour Reality Format
    3. Chapter 20 Know Your Target Audience(s)
      1. But my film/TV show is for everyone ...
      2. Demographics
      3. Four-Quadrant Film
      4. Psychographics
      5. Binge Watching and Time Shifting
    4. Chapter 21 Polish Your Pitch and Marketing Materials
      1. Great Title
      2. Terrific Logline
      3. Additive Tagline
      4. Succinct Synopsis
      5. Excellent Script
        1. Should I Bring Scripts to the Market?
        2. "Send the Script" Edutainment Story: The Courage to Love
    5. Chapter 22 Develop Key Art
      1. Key Art Versus Concept Art
      2. Placeholder Key Art
      3. Low-Budget Key Art Strategies
      4. Teasers vs. Payoffs
      5. Key Art Before Actors Are Attached
      6. Raw Assets
      7. Key Art Comps
      8. Focus Groups and Gender Preferences
      9. Good, Fast, Cheap: Pick Two
      10. Facebook and Twitter Banners and Avatars
      11. One Sheets
      12. Market Catalog
      13. Video
        1. Trailers
        2. Screeners
        3. Sizzle Reels
        4. Talent Reels
        5. Presentation Tape/Completed Scenes
        6. Proof of Concept Pilot
        7. Rip-O-Matics
        8. Animatics
      14. Vision Statement
      15. Awesome Verbal Pitch
        1. Share Your Passion
        2. Pitch Perfect: Water Cooler 101
    6. Chapter 23 What Goes Into a Pitch Package?
      1. Cast Wish Lists
      2. Bios
      3. Executive Summary
      4. Let's Talk about Comps, Man
      5. Analyze Your Comps
      6. Schedule
      7. Budget
        1. Production Budget has Zero Correlation to Box Office
        2. Prints and Advertising
        3. Think Outside the Schedule and Budget Box
      8. Sales Estimates
      9. Pre-Sales
      10. Waterfalls
      11. Production Budget has No Correlation to Box Office
      12. TV Cash Flow Analysis
      13. The Do's and Don'ts of Reality Show Pitch Proposals
    7. Chapter 24 Gearing Up For Each Event
      1. Research the Event
      2. Who Are You Looking to Meet?
      3. Research Your Prospects
      4. Research the Other Attendees
      5. Create Your Hit List
      6. Start Doing Research
      7. Study Each Company's Website
      8. The Right Titles for Your Hit List
      9. Finding the Right Sales Agent for Your Project
      10. Sort, Rank and Order Your List
      11. Plan and Prioritize Your Market Goals and Schedule in Advance
      12. Badge Buying Advice
      13. Business Cards
  19. PART VI DURING: AT THE MARKET
    1. Chapter 25 Prudent Market Scheduling and Logistics
      1. Review Your Hit List
      2. Pay Attention to Badge Clues
        1. Don't Ignore Your Own Badge ...
      3. Ice-Breaking Wardrobe
      4. Ice-Breaking Props
      5. Market First Timers: Don't Be Nervous
    2. Chapter 26 Taking Meetings at the Market
      1. Respect the Exhibitor's Space and Time
      2. Befriend the Gatekeepers
      3. Establish Your Credibility
      4. Define the Purpose of Each Meeting
      5. Negotiating
        1. A Word of Caution: Bifurcating the Rights
        2. A Word of Caution: Check Those Definitions!
      6. What to Leave Behind (If Anything)
      7. Always Have an Answer For: "What Else Have You Got?"
      8. Post-Meeting Housekeeping
  20. PART VII AFTER: FOLLOW-UP
    1. Chapter 27 Gauging Success
      1. Deal or No Deal?
      2. Year-Round Networking
  21. PART VIII IMPORTANT ANNUAL ANCILLARY EVENTS
    1. Chapter 28 Top Ten Market-Like Film Festivals
      1. Festival de Cannes
        1. Opportunities
      2. Toronto International Film Festival
        1. Opportunities
        2. Market-Like Elements
        3. Support for Canadian Films
      3. Sundance Film Festival
        1. Opportunities
      4. Sundance Institute Labs
      5. Venice Film Festival
      6. Berlinale (Berlin International Film Festival)
        1. Berlinale Talents Market Hub
      7. SXSW (South by Southwest)
      8. Tribeca Film Festival
      9. International Film Festival Rotterdam
      10. Sofia International Film Festival
      11. Palm Springs International Film Festival
        1. Palm Springs Shortfest and Market
    2. Chapter 29 Globally Significant, Pedigree-Building Film Festivals
      1. AFIFEST
      2. Austin International Film Festival
      3. BANFF
      4. Beijing International Film Festival
      5. Buenos Aires International Independent
      6. Film Festival (BAFICI)
      7. Busan International Film Festival
      8. Champs--Élysées Film Festival Industry Days
      9. Flong Kong International Film Festival
      10. Les Arcs European Film Festival
      11. Los Angeles Film Festival
      12. Munich Film Festival
      13. New York Film Festival
      14. Raindance
      15. San Sebastian Film Festival
      16. Singapore International Film Festival (SGIFF)
      17. Telluride Film Festival (Colorado, USA)
      18. Tokyo International Film Festival
    3. Chapter 30 Television Festivals
      1. ATX Television Festival
      2. Banff World Media Festival
      3. Celtic Media Festival
      4. Edinburgh International Television Festival
      5. FESPACO (The Festival PanAfricain du Cinéma et de la television de Ouagadougou)
      6. Festival International de Programmes Audiovisuels
      7. FesTVal Spain
      8. ITVFest (Independent Television Festival)
      9. Monte-Carlo Television Festival
      10. New York Television Festival
      11. SCAD's aTVFest
      12. SeriesFest
      13. VerCiência Brazil
    4. Chapter 31 International Documentary Festivals
      1. Plot Docs
      2. International Documentary Festival Amsterdam
      3. Sunny Side of the Doc
        1. Asian Side
        2. Latin Side
    5. Chapter 32 Awards Shows
      1. Key Film Awards
        1. The Oscars (Academy Awards)
        2. Film Independent's Spirit Awards
        3. German Film Awards (the Lola; Deutscher Filmpreis)
        4. Asian Film Awards
        5. Flong Kong Film Awards
        6. Spanish Film Awards (the Goya; Los Premios Goya)
        7. The MTV Movie Awards
      2. Key Television Awards
        1. The Emmys
        2. NATPE's Reality Breakthrough Awards
        3. The Brandon Tartikoff Legacy Awards
        4. Realscreen Awards
      3. Both Film and TV Awards Shows
        1. British Academy Film and Television Awards (BAFTAs)
        2. The Britannia Awards
        3. Golden Globes
        4. The People's Choice Awards
        5. TV Land Awards
        6. Streamy Awards
        7. Razzies
        8. EGOT
    6. Chapter 33 Overlapping Industries' Events
      1. Consumer Electronics Show (CES)
      2. CinemaCon (formerly ShoWest)
      3. NAB
      4. PromaxBDA Conference
      5. US-China Film Summit
      6. The World Animation and VFX Summit
      7. Midem
      8. Internet and Television Expo (INTX, formerly The Cable Show)
    7. Chapter 34 Significant Consumer Events
      1. Comic-Con International: San Diego
      2. Entertainment Expo Flong Kong
    8. Chapter 35 Denouement
  22. Index