The Do’s & Don’t Of Film Distribution…

June 20, 2008 by clive

by Phil Hobden

DO… timecode your screeners.

It may sound simple, but an uncoded timecode is an illegal torrent download or pirate DVD waiting to happen.

DO… attend the markets.

Best place to get your project noticed or to spot potential sales partners for your film is at the film markets such as AFM or Cannes. See who is selling what and build up a relationship with them.

DON’T… try and go it alone.

This is a contentious point for many. But for my money it’s as simple as this: you may sell one or two territories on your own, but consider this – what do you know about territory distribution? What contacts do you have? How about contracts? Or delivery? These are all things that sales agents can offer. Which leads to…

DO… get a sales agent.

Yes, sales agents do take a percentage (anything from 15 -35%). That’s how they get paid. However the advantages that a good sales agent offers outweigh the cost. For example imagine how expensive it would be to rep your film at AFM, Cannes, MIPTV and others… not to mention the contacts, legal knowledge and the packaging of other films with yours. This is what they bring to the table as well as much more. Guaranteed you’ll make more money with a sales agent than without.

DON’T… pay for market screening.

Screening your film at markets like Cannes or AFM is a waste of money. We got nothing from our screenings and most don’t. Instead put your money into several hundred screener DVD’s, hand them out (to the correct people) thus allowing buyers & agents to view your film in their own time…

DO… check the small print of the contract.

Make sure you can get out of the deal if it doesn’t work out. Not just that but you need to consider expenses, marketing and market costs. We got stung by a US company who included $50k of blanket marketing costs into the contract, which meant we never saw a penny of the deal, even though the DVD sold well.

DO… make sure the sales agent knows your product.

With our first film we ended up being represented by a company who predominantly dealt in Christian and family movies. The fact that our film was a hardcore 18/NC-17 rated action film meant that it didn’t meld with what their clients offered. It was far from an ideal mix. Look at the posters on the stall. If you’re selling a horror, and they are a company who sell genre films… perfect!

DON’T… over value your film.

If you’re expecting £200k advances from your sales agents then you will be disappointed. The days of Clerks being picked up by Miramax for millions are gone. With cheaper, higher quality cameras becoming more freely available, more films are being made, with the downside that the market is now flooded with product. At the same time the distribution channels on offer haven’t increased that much, which means’s it’s a buyers market. So make sure your expectations are correct.

DON’T… take the first offer you get and don’t forget to haggle!

If your film is good, shop around. If more than one company want it make sure you, play them off against each other. Lower %, better costs, small advances… which leads to, if the sales agent wants your film, getting the best price. Haggle!

DO… expect at some point to get screwed.

There are numerous companies in this industry who are out to exploit you. I can name more than a few. Even if you research each company as best you can (find out who the films producer was and email them…), even if you make sure the contract is in your favour (as much as it can be), even if you are cautious as hell, you still risk getting screwed. Unfortunately it’s that kind of business…

Phil Hobden is an independent filmmaker and freelance writer. Having produced UK action films LEFT FOR DEAD & TEN DEAD MEN he is currently developing his third feature film through his company Modern Life?. In addition he is the editor for UK themed www.lovebritishfilm.com as well as writing for various websites and magazines including action film focused Impact and Combat. For more on Phil Hobden check out www.philhobden.co.uk or www.mod-life.net