intomarketA guide to making international content markets work for you

Agenda – pre lunch10.00 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 – post lunch2.15 War Stories #2 – Producer

John Gough

3.30 Multi-platform Mike Dicks

4.00 Your PitchPrepare a 5 minute version of your pitch

Pitch to group

5.30 Close

Introductions

intomarketsDawn Mcarthy-Simpson

Introduction to mipcom

UK Indies PavilionPre Market Prep• Trends in International sales

• UK Indies – purpose

• UK Indies: pre-market

• UK Indies: stand facilities

• Questions

Trends 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 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?

US GERMANY

CANADA

FRANCE

ITALYSPAIN

JAPANSOUTH AMERICA

SOUTH KOREA

INDIAOTHER EUROPEAN

OTHER MARKET

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%44%

10%

6% 5% 5%

2% 2%0% 0% 0%

14% 13%

Source Pact policy survey and financial census 2010

Success of genres in International sales

Documentary

Entertainment/Comedy

Childrens

Drama

Other

Interactive Media

Factual Entertainment

Animation

Hobbies/Leisure

Music

Arts & Religion

Sport

Current Affairs

Daytime

58%

45%

41%

40%

40%

37%

35%

33%

31%

31%

28%

27%

11%

10%

Source Pact policy survey and financial census 2010

UK Indies - purpose• 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 importanceCapitalise 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 - Pre Market Prep

• Completed information form (brochure)Logo

Summary of business

Who is attending

contact

• AV (i2i)Above sent

30 mins of content

Additional service

• PRPaul Smith

During the event

UK Indies PavilionPre Market Prep

• RegistrationUmbrella contract

• ReceptionsSunday Welcome 7pm to 9pm

Tuesday 5.30pm to 7pm

• Flight & Accommodation!

• Pre-book tables17 tables

14 AV

One per company

First come basis

Table booking• 9am to 6pm

• Strictly 30 minutes

• Business matching sessionsDo not book

Be aware busy period

• Tues 5.30 networkingTables removed

• No double booking

• Business meetings only

• Deadline 1st April midday

• Book during event

• Accommodating rest area

Introduction to UK Indies – the stand

• Plastic wallets

A4 plus business card

• Appointments

Pre-booked

First come basis (1 table)

Flexibility during market

• Service with a smile!

• Fully manned receptionMessage taking

Meet and greet

Directing buyers

• Lockers2pm & 4pm – Sunday

Secure English sockets

• AV ScreensTouch screen

Headphones

Check programming on arrival

Invitations e-version

Printed version

UK Indies – reputed one of the busiest stands

Introduction to UK Indies

On 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 direct

• AccommodationSearch 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 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!

Eat in your apartment

Dates for Diaries• Sunday - The Palm Square

7pm to 9pm

•Monday - Mip launch6pm to 9pm

• Tuesday – UK Indies drinks5.30pm to 7pm

Post MIP

•FEEDBACK = CASH

Q&AAny Questions?

Planning Mike Dicks

INTERNATIONAL

107 COUNTRIES

AFRICA / MIDDLE EASTASIA / PACIFICSOUTH & LATIN AMERICANORTH AMERICAEUROPE

DON’T IGNORE EUROPE

4,000 BUYERS

NORTH AMERICALATIN AMERICAAFRICA/MIDDLE EASTASIA/PACIFICEASTERN EUROPEEUROPE

YOU ARE NOT ALONE

PRODUCERS (COMPETITION)

NORTH AMERICALATIN AMERICAAFRICA/MIDDLE EASTASIA/PACIFICEUROPE

Make use of the database

Database of contacts

RESEARCH THEIR CONTENT

Schedule meetings early

Join a group (or two)

Attend the conferences

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

FOLLOW @_MIP_ AND #MIPTV

PROMOTE YOURSELF

SOMETHING TO REMEMBER?

Know your hotels

Distribution

TELEVISION WORLD

Distributor • Checklist

Finished Programme or Format or both

Rights

Advance

Recoupment

Distributor’s share

Term

Territories

Producer/Broadcaster• Checklist

Format

Rights

Commitment to produce (pilot/episodes)

Fees

Production budget

Co-production

Consultancy

Ownership of local version

Trade Marks

Interactive/Ancillary Rights• Format owner retains all rights

Licensee = 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

• Remember: Consultation

Approvals

Development

Multi-territory deals

“Use or Loose”

Deal Time - Digital Distribution

• Catch up

• DTO

• VOD

• Free v Transactional

• Revenue share v fee

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 model

•Multi-platform thinking – always!

• TV format = brand

•MIP - Network and have fun!

International Co-Production MeetingsNicola Pinder Creatives∞Loop

Introducing Creatives Loop Ltd

•Who we are

•What we do

•Who we do it for

•Where we do it

Why International Co-Production?

• TV finance model is not dissimilar to film now

• Indies are reacting in different ways – AFP and looking outside their own market

• Potential source of gap/deficit financing

•What are the key advantages of co-producing?

International Matchmaking Breakfasts @ MIPCOM

•When, Where, What?

• Focus : International Co-Production & Digital

• Preparation process & Registration

•Who will attend

• Potential outcomes

lunch

War stories #2producerJohn Gough – EMC

Multi-platformMike Dicks

Dr Who

Britain from Above

Águila Roja (Red Eagle)

1066

Embarrassing Bodies

Castigo Final – (Final Punishment)

Landshare

Your pitch

Pitching 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

• Sell stories not functions

• Follow up

Pitching opportunities• The meeting

• The stand

• The random

• The off chance

• The bar

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

The end