intomarketintomarket

A guide to making international content

markets work for you

Agenda Agenda –– pre lunchpre lunch

10.00 Introductions Mike Dicks

10.20 Introduction to Markets, MIPDawn Mcarthy Simpson

10.40 Planning Mike Dicks

11.30 War Stories #1 - Deal Maker Selma Turajlic

12.30 Meeting Planning, Breakfasts Nicola Pinder Creatives Loop Ltd / The Co-Production Factory

1.00 Lunch

Agenda Agenda –– post lunchpost lunch

2.15 War Stories #2 – Producer

John Gough / Tony Humphreys

3.30 Multi-platform

Mike Dicks

4.00 Your Pitch

Prepare a 5 minute version of your pitch

Pitch to group

5.30 Close

introductionsintroductions

Stephan Headline Pictures

Stewart Headline Pictures

Adam Machine Productions

Simon Monterosa

Tom Monterosa

Joshua Noughttosixty

Philip Pogo films

Harry Back to Back

Alice Bankside films

Salas Bankside films

Laure Bankside films

Anna Body in balance

Greg Body in balance Philip Pogo films

Annabel Pogo films

David Presto Development

Paul Presto Development

Colette Scottish Enterprise

Molly-Anna Telesgop

Jason The Jones Media

Claire Yellow House ltd

Greg Body in balance

Natali Body in balance

Sabrina Compact collections

David Free at Last TV

Michael Futuristic media

Giovanni Genius media

Samantha Genius media

INTOMARKETSINTOMARKETS

DAWN MCARTHY-SIMPSON

INTRODUCTION TO MIPTV

UK Indies Pavilion UK Indies Pavilion -- Pre Market PrepPre Market Prep

• Trends in International sales

• UK Indies – purpose

• UK Indies: pre-market

• UK Indies: stand facilities• UK Indies: stand facilities

• Questions

Trends in International incomeTrends in International income

• Sale of UK TV programmes and associated activities was

£1,337b, a 9% increase from £1,227b in 2008.

(£484m in 2005)

• For a second year, revenue from Australia and New

Zealand represented the greatest proportion of the Zealand represented the greatest proportion of the

increase from last year, and was the region of greatest

growth in terms of both actual and percentage increase.

• Tax credits launched in Australia in 2010

• Sales to the USA, the UK’s largest export market, grew by

3% to £485m.

Which markets have commissions come from?Which markets have commissions come from?

25%

30%

35%

40%

45%

44%

0%

5%

10%

15%

20%

10%

6%5% 5%

2% 2%0% 0% 0%

14%13%

Source Pact policy survey and financial census 2010

Success of genres in International salesSuccess of genres in International sales

Documentary

Entertainment/Comedy

Childrens

Drama

Other

58%

45%

41%

40%

40%

Interactive Media

Factual Entertainment

Animation

Hobbies/Leisure

Music

Arts & Religion

Sport

Current Affairs

Daytime

37%

35%

33%

31%

31%

28%

27%

11%

10%

Source Pact policy survey and financial census 2010

UK Indies UK Indies -- purposepurpose

• 7th year – a growing success (over £100m in sales) MIPCOM £18m

• Provide small/medium indies with a high profile presence at one of the biggest markets

• Benefit the reputation of British programming

• The importance

Capitalise on the Terms of TradeCapitalise on the Terms of Trade

Help provide a cost effective way to increase turnover for small/medium size indies

• Lack of domestic revenues – invest more in UK content (gap funds)

• Contribute towards the UK’s TV exports – national economy

• Decline of the commissioning budget

UK Indies Pavilion UK Indies Pavilion -- Pre Market PrepPre Market Prep

• Completed information form (brochure)Logo

Summary of business

Who is attending

contact

• AV (i2i)• AV (i2i)Above sent

30 mins of content

Additional service

• PRPaul Smith

During the event

UK Indies Pavilion UK Indies Pavilion -- Pre Market Prep Pre Market Prep

• Registration

Umbrella contract

• Receptions

Sunday Welcome 7pm to 9pm

Tuesday 5.30pm to 7pm Tuesday 5.30pm to 7pm

• Flight & Accommodation!

• Pre-book tables

17 tables

14 AV

One per company

First come basis

Table bookingTable booking

• 9am to 6pm

• Strictly 30 minutes

• Business matching sessions

Do not book

Be aware busy period

• Tues 5.30 networking• Tues 5.30 networking

Tables removed

• No double booking

• Business meetings only

• Deadline 1st April midday

• Book during event

• Accommodating rest area

Introduction to UK Indies Introduction to UK Indies –– the standthe stand

• Plastic wallets

A4 plus business card

• Appointments

Pre-booked

First come basis (1 table)

• Fully manned reception

Message taking

Meet and greet

Directing buyers

• Lockers

2pm & 4pm – Sunday First come basis (1 table)

Flexibility during market

• Service with a smile!

2pm & 4pm – Sunday

Secure English sockets

• AV Screens

Touch screen

Headphones

Check programming on arrival

Invitations e-version

Printed version

UK Indies UK Indies –– reputed one of the busiest standsreputed one of the busiest stands

Introduction to UK IndiesIntroduction to UK Indies

On a BudgetOn a Budget

• Travel

Travel to Nice

Book in advance to get the best deals.

From the airport:

Taxis – (around €100 one way) – cab share

Bus –direct to Cannes approx €25 return. 210 runs every 30 mins and is directBus –direct to Cannes approx €25 return. 210 runs every 30 mins and is direct

• Accommodation

Search around

Stay outside of Cannes Central

2-bedroomed apartments are available from €300 per week.

http://www.ownersdirect.co.uk

http://www.primaryrentals.com

http://www.lodgingworld.com

On a BudgetOn a Budget

• MEALS

Restaurants cheaper the further away from the beach you go

UK Indies Pavilion – FREE breakfast

UK Indies Pavilion – FREE lunch

Fill up whilst networking!Fill up whilst networking!

Eat in your apartment

Dates for DiariesDates for Diaries

• Sunday - The Palm Square

7pm to 9pm

• Monday - Mip launch

6pm to 9pm

• Tuesday – UK Indies drinks

5.30pm to 7pm

Post MIPPost MIP

•FEEDBACK = CASH

Q&AQ&A

• Any Questions?

Planning Planning

Mike Dicks

INTERNATIONALINTERNATIONAL

107 COUNTRIES2

AFRICA / MIDDLE EAST

ASIA / PACIFIC

SOUTH & LATIN AMERICA

NORTH AMERICA

EUROPE

DON’T IGNORE EUROPEDON’T IGNORE EUROPE

4,000 BUYERS

NORTH AMERICANORTH AMERICA

LATIN AMERICA

AFRICA/MIDDLE EAST

ASIA/PACIFIC

EASTERN EUROPE

EUROPE

YOU ARE NOT ALONEYOU ARE NOT ALONE

PRODUCERS (COMPETITION)

NORTH AMERICA

LATIN AMERICA

AFRICA/MIDDLE EAST

ASIA/PACIFIC

EUROPE

Make use of the databaseMake use of the database

Database of contactsDatabase of contacts

RESEARCH THEIR CONTENTRESEARCH THEIR CONTENT

Schedule meetings earlySchedule meetings early

Join a group (or two)Join a group (or two)

Attend the conferencesAttend the conferences

http://www.mipworld.com/RM/RM_MipWorld2010/2011/pdf/conferences-events/miptv-2011-programme-at-a-glance.pdf

FOLLOW @_MIP_ AND #MIPTVFOLLOW @_MIP_ AND #MIPTV

PROMOTE YOURSELFPROMOTE YOURSELF

SOMETHING TO REMEMBER?SOMETHING TO REMEMBER?

Know your hotelsKnow your hotels

War stories #1War stories #1deal makerdeal makerdeal makerdeal makerSelma Turajlic – All3Media

TELEVISION WORLD TELEVISION WORLD

IDEA BROADCASTER

PRODUCTION

OFFICELAWYERS

TRANSMISSION

?

FINISHED

PROGRAMMEFORMAT

ANCILLARY RIGHTS

•PUBLISHING

•TOYS

•APPAREL

•PROMOTIONS

•STATIONARY

•GIFTS

•FOOD

•ACCESSORIES

•MERCHANDISING

•SOUNDTRACK

•LIVE TOUR

LOCAL PRODUCTION

TV SHOW

FINISHED PROGRAMME

(LOCAL VERSION)

PROGRAMME

DIGITAL DISTRIBUTION

TV DISTRIBUTION

•LIVE TOUR

•FILM

•STAGE

•GAMES

•HOUSEWARES

•DVD

•MUSIC

INTERACTIVE RIGHTS

•ONLINE APPS/GAMES

•MOBILE APPS/GAMES

•DiTV APPS/GAMES

•INFLIGHT APPS/GAMES

Distributor Distributor

• Checklist

Finished Programme or Format or both

Rights

Advance

Recoupment Recoupment

Distributor’s share

Term

Territories

Producer/BroadcasterProducer/Broadcaster

• Checklist

Format

Rights

Commitment to produce (pilot/episodes)

FeesFees

Production budget

Co-production

Consultancy

Ownership of local version

Trade Marks

Interactive/Ancillary RightsInteractive/Ancillary Rights

• Format owner retains all rightsLicensee = Local Production Company/Broadcaster

Licensee Share = % Format Owner’s Receipts

• Licensee controls all rightsLicensee = Local Production Company/Broadcaster

Format Owner’s Share = % Licensee’s Receipts Format Owner’s Share = % Licensee’s Receipts

• Remember: Consultation

Approvals

Development

Multi-territory deals

“Use or Loose”

Deal Time Deal Time -- Digital DistributionDigital Distribution

• Catch up

• DTO

• VOD

• Free v Transactional• Free v Transactional

• Revenue share v fee

Small tips on Small tips on

• iPhone apps – if you don’t have one you are still cool!

• Social network game– experiment

• Facebook/Twitter– promotion tools

• Original web content – still searching for a business • Original web content – still searching for a business

model

• Multi-platform thinking – always!

• TV format = brand

• MIP - Network and have fun!

The endThe end

International International CoCo--Production MeetingsProduction MeetingsCoCo--Production MeetingsProduction MeetingsNicola Pinder Creatives∞Loop

Introducing Creatives Loop LtdIntroducing Creatives Loop Ltd

• Who we are

• What we do

• Who we do it for

• Where we do it• Where we do it

Why International CoWhy International Co--Production?Production?

• TV finance model is not dissimilar to film now

• Indies are reacting in different ways – AFP and looking

outside their own marketoutside their own market

• Potential source of gap/deficit financing

• What are the key advantages of co-producing?

International Matchmaking Breakfasts @ International Matchmaking Breakfasts @ MIPCOMMIPCOM• When, Where, What?

• Focus : International Co-Production & Digital

• Preparation process & Registration

• Who will attend• Who will attend

• Potential outcomes

CoCo--production factoryproduction factory

• Creatives Loop‘s sister company

• Over 230 Members from over 20 countries

• One-Stop-Shop as an invaluable source of industry

information and contactsinformation and contacts

• Great resource to help you to prepare for markets and

festivals

• Register today & showcase your work –

www.co-productionfactory.com

lunchlunch

War stories #2War stories #2producersproducersproducersproducersJohn Gough – EMC

Tony Humphreys – Talent TV

MultiMulti--platformplatform

Mike Dicks

Dr WhoDr Who

Britain from AboveBritain from Above

ÁguilaÁguila RojaRoja (Red Eagle)(Red Eagle)

10661066

Embarrassing BodiesEmbarrassing Bodies

CastigoCastigo Final Final –– (Final Punishment)(Final Punishment)

LandshareLandshare

Your pitchYour pitch

Pitching tipsPitching tips

• Know your buyer

• Have an elevator, stand, meeting pitch ready

• Take time to listen to them

• Be positive, enthusiastic – like you’d buy it• Be positive, enthusiastic – like you’d buy it

• Sell stories not functions

• Follow up

Pitching opportunitiesPitching opportunities

• The meeting

• The stand

• The random

• The off chance• The off chance

• The bar

Your elevator pitchYour elevator pitch

• Work on a one minute pitch for your prime show or

service

The endThe end