13.30 - 13-45. Welcome
Between five and ten new producers are
introduced to the course leaders who are
two currently in-post sales agents
(ideally handling different genres of
film) plus, acting as moderator, the
Chief Executive of Film Export UK.
13.45 – 15.00. Seven Ages of Sales.
The sales executives discuss their
involvement throughout the life of the
Pre-sales to green light.
In production, marketing “the
First Screening, market/festival.
Contracts, Collections and Delivery.
Marketing plans and Releases.
This section is supported by supplied
study materials including: a sample
finance plan for a hypothetical film;
territory-by-territory sales estimate
sheets; details of the annual festival
and market calendar (showing the most
important); schedules of contractual
delivery items from producer to sales
company to distributor; example of the
release and marketing plans to be agreed
15.15 – 16.00. The Package.
In this fun exercise, the participants
are divided into groups and asked to
collaboratively construct a package that
they think will appeal to the sales
agents. They chose a plot outline from 6
imaginary supplied options and then
select each of the key cast members and
director from some supplied real world names. Each group is given the
same starting options. At the end of the
allotted time, the sales agents (who
have had no prior notice of the
available elements) hear the pitch for
each of the packages from its creators.
Naturally, there is no “right” answer
but the subsequent discussion of the
sales agents’ preferences provides
insight into the process.
16.00 - 16.30. Break
16.30 – 17.30. Contractual Obligations
A detailed look at common clauses in
agreements between producers, financiers
and sales agents and the licensing
agreements that the sales companies
negotiate with distributors.
Discussion of rights, new media and new
17.35 – 18.30. Case studies
Round table discussions led by the sales
agents recalling actual cases and
illustrating the importance of the
decisions the producer and sales agents
make together. The producers will also
recall cases in which they have been