A sales agent can sell your project at any time. Nothing is stopping them from doing business all year round.
However, much of their sales strategy will revolve around the most established and prestigious sales markets that take place throughout the year.
It is here that the real business of the film and TV industry is conducted, and where movies get greenlit and financed. And, whether you know it or not, it is here that your career as a writer, director, or producer is often decided.
This is where the majority of distribution deals take place. A successful sales market can provide the pre-sale contracts that you need to get your next project financed and produced...
...and it can provide the distribution contracts that ensure your last project gets seen and can make money!
What Is A Sales Market?
Sales markets are events where sales agents and distributors from all over the world gather in one venue (or possibly online) to buy and sell upcoming movies and TV shows.
Sales agents will hire offices and meet with distributors throughout the market to pitch them the titles on their current slate.
They might show them promos, trailers, or any other marketing materials that they have for the project to entice the distributor to buy the rights for their country. They will also have screenings for projects that have been completed.
While much of this can take place electronically in between markets, a large amount of business gets done when the parties all meet face-to-face.
The markets are especially relevant when a sales agent is launching a new project or making a significant announcement in the press, when the eyes of all the most important distributors are concentrated on the market and everyone is there with money to spend.
If a sales agent or distributor wants to be taken seriously in this business, they really should attend the major sales markets throughout the year, whether for film, TV, or both.
If you are working with a sales agent that does not attend most or all of these, you should ask them why!
When And Where Do These Markets Take Place?
There are lots of markets and festivals that take place in a variety of locations throughout the year.
You may never hear of some of them, which take place in obscure places on the other side of the world from you, but are designed to promote the local industry and infrastructure.
New ones emerge all the time. This sometimes happens when a festival decides that they want to add a market environment to attract more industry people to their screenings rather than just the general public.
Currently, the four major international film markets to be aware of are:
European Film Market ("EFM") in Berlin - February
Marché du Film in Cannes - May
Toronto International Film Festival ("TIFF") - September
American Film Market ("AFM") - November
There are also a number of US-centric festivals that have markets attached, as well as smaller film markets and TV-specific markets too.
While 2020 saw most of these markets move online, we are all keeping our fingers crossed that we will be able to attend them in person again soon!
Ricky Margolis has over 15 years' experience in the entertainment industry and has been involved in the finance, development, production, marketing, and/or distribution of over 30 titles.
To learn more about how you can use the Sales & Distribution process to get your next project financed and produced, check out his book HOW THE HELL... Do I Get My Film Financed: Book Two: SALES & DISTRIBUTION. Still want to know more about film & TV financing and production? You can find our series of books by clicking here.
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