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    Passion River Films: Follow Me On Twitter @allenchou For Info On Our Future Events, Visit

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    The document summarizes a seminar by Passion River Films on film distribution and marketing. It provides information on Passion River as a DVD distributor and discusses what distributors and retail stores look for in titles. It also covers DVD release workflows, changing retail landscape, foreign sales, digital delivery options, and strategies for finding and selecting a distributor, including using a producer's representative or pursuing self-distribution.

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    Passion River Films: Follow Me On Twitter @allenchou For Info On Our Future Events, Visit

    Uploaded by

    aurelia450
    62 views42 pages
    The document summarizes a seminar by Passion River Films on film distribution and marketing. It provides information on Passion River as a DVD distributor and discusses what distributors and retail stores look for in titles. It also covers DVD release workflows, changing retail landscape, foreign sales, digital delivery options, and strategies for finding and selecting a distributor, including using a producer's representative or pursuing self-distribution.

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    Film Distribution Tips

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    The document summarizes a seminar by Passion River Films on film distribution and marketing. It provides information on Passion River as a DVD distributor and discusses what distributors and retail stores look for in titles. It also covers DVD release workflows, changing retail landscape, foreign sales, digital delivery options, and strategies for finding and selecting a distributor, including using a producer's representative or pursuing self-distribution.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    62 views42 pages

    Passion River Films: Follow Me On Twitter @allenchou For Info On Our Future Events, Visit

    Uploaded by

    aurelia450
    The document summarizes a seminar by Passion River Films on film distribution and marketing. It provides information on Passion River as a DVD distributor and discusses what distributors and retail stores look for in titles. It also covers DVD release workflows, changing retail landscape, foreign sales, digital delivery options, and strategies for finding and selecting a distributor, including using a producer's representative or pursuing self-distribution.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 42

    Passion River Films

    Film Distribution & Marketing Seminar


    8/31/09 - Latitude Bar, New York, NY

    Allen Chou, President


    732-321-0711
    Allen@PassionRiver.com

    Follow me on Twitter @AllenChou


    For info on our future events, visit:
    www.MarketMyMovie.com
    Who is Passion River Films?

    • DVD distributor (retail, on-line, & library)


    • Non-Theatrical licensing
    • Educational sales
    • Digital delivery
    • Broadcast licensing
    • Non-Exclusive distributor
    • Netflix partner company
    What Do Distributors Want?
    • Big distributors depend on what stores will
    stock on the shelf.
    • Specialty distributors depend on a title’s
    word-of-mouth potential.
    • No B&W
    • No comedies with unknown talent
    • No shorts
    • No problems (some “problems” are ok)
    What Do Stores Want?
    • Products with strong consumer interest
    • Product that doesn’t sit on the shelf for long
    • Affordable pricing for the store and customer
    • Appropriate product for the store’s
    demographic & needs
    • Product that sells so that won’t file
    Bankruptcy!
    So Who’s My
    “Buyer”?
    Are These My Buyers?
    Maybe She’s My “Buyer”?
    He’s a Buyer?
    They’re All Buyers!
    • Retail store buyers
    purchase titles that are
    best for THEIR store
    • Consumers buy what
    interest them (selfish)
    • Consumers are the real
    clients– not stores!
    How does my film get into the
    DVD retail marketplace?

    Home Video
    Traditional
    US DVD Distribution

    • Exclusive deal
    • Feature length products (>50min)
    • Distributor responsible for keyart,
    marketing, promotion, & DVD replication
    • Retail sales
    • Fulfillment
    DVD Release Workflow
    Distributor
    3-6 Month Release Window

    Create KeyArt & Sell-Sheet DVD replication

    Promotion Marketing

    Wholesalers Retail Store Buyers Internet Store Buyers Press Public Performance
    Consumer & Trade Schools & Institutions

    Promote To Retail Buyers Stock Title on Shelf Upload title onto site Coverage Increases Awarness Generate Revenue & Exposure
    Stock Minimum Inventory Store Promotions Stock Minimum or No Inventory
    DVD Release Points
    • 1 month between Order date & Street Date
    • 3-6 month lead time required for release
    • Traditionally, a title generates it’s bulk sales
    1-4 months after initial release (“street date
    driven sales”)
    • Now, sales can INCREASE and remain
    steady after 3 months (power of internet)
    Retail Store Blues
    • Major stores close
    • Sam Goody, Music Land,
    Tower Records, Circuit
    City & more…
    • Blockbuster has 4585 US
    stores left (7/09)
    • Less shelf space
    • Highly competitive
    • Returns likely
    Distributor Blues
    • Major distributors close or
    change plans (8/09)
    • New Yorker Video
    • Paramount Vantage
    • Picturehouse
    • Warner Independent Pics
    • ThinkFilm
    • More?
    • What’s happening?
    On-Line Renting
    Changes Everything!
    • Over 10 million subscribers On Netflix
    • Over 3 million subscribers on Blockbuster

    • Consumer getting used to renting


    special interest titles on-line

    • Retail stores less interested in carrying indie titles


    DVD Kiosks
    • DVD kiosks placed in
    retail locations
    • No retail shelf space
    • Some kiosks offer burn-
    on-demand service
    • Redbox offers $1 p/n
    new release rentals with
    over 17,000 units
    placed. Expects over
    22,000 by end of 2009!
    Foreign Sales
    • How does it work?
    • What does a foreign buyer want?
    • How do you find or meet the buyers?
    • Is the market soft now?
    • Can you sell finished DVD products?
    Foreign Film Markets
    Strategies for
    Foreign Film Markets
    • Research - Research - Research
    • Attend markets, even if you do not have a
    completed film
    • Get last year’s “buyer’s list” before going
    • Get “market issue” trades (HWR, Variety,& Screen International)
    • When at a market get “buyer’s list” and collect
    related sales materials
    Key Considerations For
    Foreign Film Markets
    • Foreign buyers discover new titles at
    markets
    • Sales agents negotiate & license deals
    • Markets can be very expensive
    • Timing can be critical
    DIY Foreign Sales
    • Co-op booth space at markets
    • Get your own booth (expensive)
    • Can be non-exclusive
    • Solicit buyers BEFORE the market & set up
    appointments at “meeting locations”
    • Bring your own “standard deal memo”
    • Research Foreign Sales Companies
    • Consider making direct deals with buyers
    when attending
    Strategies for selecting
    foreign sales company
    • Research integrity of sales agent
    • Appropriate catalog
    • Producer friendly contract
    • Minimal “market expenses”
    • Reasonable commissions
    • Realistic sales figures
    Digital Delivery & Sales

    • Pay flat fee based on 3


    year deal

    • Pay per view

    • Pay per view


    Digital Sale Points
    • Must digitize to each site’s specs
    • May not be able to deal direct - may
    need to go through distributor
    • Streaming & Downloads help sell DVDs
    • Many “views” are not feature length
    Showing your film
    on the internet
    Pro’s
    • Great exposure - find new customers
    • Revenue
    • Piracy
    Cons
    • Contract review costs time and money
    • Currently - low revenue
    • Possible propagation to other sites
    • Piracy
    Think about your film’s
    release strategy
    • How will you create buzz?
    • Who’s your marketing team?
    • Do you need film festivals?
    • What distributors could be interested?
    • Where can I sell my “product”?
    • Where do I start?
    • Day - Date?
    How do you
    find the
    right
    distributor?
    Develop a Distributor HOT List

    • Find companies that have similar films


    • Use trade books & magazines
    • Film Market & Festival guides
    • Specialty websites (Mandy, IMDB,
    Amazon, Film Forum, etc…)
    • Retail Stores & Netflix
    • Home Entertainment Expo (VSDA)
    Submitting Your Film
    • Follow their procedures
    • Be patient
    • Follow up kindly
    • Don’t instantly reject their request for
    screeners
    • If no response, don’t take it personally,
    just move on
    Meet & Greet a Distributor
    • Go to film festivals & markets
    • Attend trade show or industry events
    • Set up “industry screening” for higher
    profile films
    • Network with colleagues
    • Hire a producer’s rep
    Top 7 mistakes to avoid when
    making a deal
    • Choosing a company that doesn’t understand
    your film (consumer marketing strategy)
    • Contract that retains all rights
    • Excessive recoupable expenses
    • No exit out clause
    • Inability to sell DVD off your website
    • Choosing a company with a bad history of
    non-payment to producers
    • Low back end fees
    Selecting a Distributor
    • What’s their marketing plan?
    • Is their contract producer friendly?
    • Do they understand your film?
    • How do YOU fit into their
    marketing & distribution plan?
    • Do they have an output deal?
    • When do you get paid?
    • Most titles under-perform, so be fair
    • Are they really a distributor?
    Producer’s Rep
    type 1
    Producer’s Rep
    type 1
    • May charge $5k-$10k retainer fee
    • They’ll solicit your title to “their” buyers
    contact list
    • Frequents major film festivals and
    markets
    • Maybe it’s worth it?
    Producer’s Rep
    type 2
    • Works mostly on commission
    • Often has strong industry contacts
    • Attends same events as type 1
    • May work harder because of
    commission only deal structure
    • May give up quicker if no immediate
    results
    Producer’s Rep
    key points

    • Find through referral or at Film Festivals


    • Pay retainer fee if you feel you’re
    getting valuable service
    • Be careful of BIG promises
    • They may help you get a better deal
    • Negotiate a good contract- agree on
    reasonable goals & time frames
    Self Distribution
    Where do you
    sell your DVD?
    • Website
    • Groups, organizations, & institutions
    • Internet sites (Amazon, Ebay, etc…)
    • Independent Retail Stores
    • Local Barnes & Noble program
    Keys To Successful Sales
    • Create consumer awareness
    • Internet Marketing
    • Social Media Optimization
    • Viral Marketing
    • Word of Mouth
    • Easy access for purchases
    Pro’s To Self Distribution
    • You keep all the money!
    • Get payment fast
    • Rights retention
    • Your way - Your style
    • Get your film seen
    • Build customer list
    • Cross-sell other items
    Con’s To Self Distribution
    • Time consuming
    • Must understand movie marketing
    • Requires extensive resources (time & $)
    • Often requires hiring specialists
    (publicist, key art designer, web
    designer, & marketing consultant)
    • DVD replication, storage, & fulfillment
    • Can’t sell direct into big retail accounts

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