Melbourne - Mar 26 2018

Holding Redlich
Mar 26 2018 - Mar 26 2018
Attendance Pattern
26th March 1 - 5pm
Owen Johnston
Course fee
$180 / $162

Understanding world markets, positioning your company, and preparing, pitching, and closing deals.

This Masterclass is presented by Screen Producers Australia (SPA) in conjunction with AFTRS.It will be held at Holding Redlich, Level 8, 555 Burke St, Melbourne.

SPA members will receive a special discount, select ENROL above and choose SPA member registrant type.

The 2018 international screen market and film festivals season is underway and the time in nigh to explore your global sales and co-pro opportunities in the international market arena.
During this four-hour business class, panels of industry experts and seasoned screen professionals will give you practical insights into positioning your company, defining and aligning your business and international marketing objectives, and formulating your international market strategy. They will also assist you in selling yourself, identifying your target markets, give you the tools to successfully pitch and sell your projects and understand how to approach government assistance programs.

This industry developed Business Class will be split into four distinct parts:

The Global Screen Scene Overview: From Features to TV formats - Who’s Buying? Which market? Where and How? (Part 1)
A panel of experienced producers and distributors from feature film, television drama and unscripted programs will provide a best practice guide to preparing for markets, pitching and networking at the markets, and how to follow up after the markets to close your deals. Our panel will join Owen Johnston (SPA) to explore the following:
• Choosing the right markets and festivals for your projects, building momentum and government support mechanisms available;
• Strategies for approaching the international market for your feature film or TV project, from financing to selling;
• Market testing your ideas before financing;
• Pitch Perfect: Preparing to pitch & creating great marketing materials;
• Creating a buzz – the value of pitching competitions;
• Selling into the USA: Do you need an agent? How do you get one?
• Finding and working with international partners: distributors, sales agents, broadcasters and co-producers;
• How screen agencies can help and recent experiences;
• Protecting your IP when on the road and pitching;
• Making the most of your market experience;
• Follow up and being the ultimate closer.
This session will cover a diverse range of markets for film, television, hybrid content and newer platforms. Markets and festivals include Marche du Film Cannes, Series Mania, SxSW, MIPCOM and MipTV, European Film Market Berlin, Asian Side of the Doc, World Congress of Science and Factual Producers, Content London and more. Pitching events include Berlin Co-pro Market, Cannes Series, MIPFormats International Pitch, Hot Docs Forum Toronto, IDFA Forum Amsterdam, Power to the Pixel London and more.

Panellists Include: Dan Pearce, Partner Holding Redlich; Mike Cowap, Senior Producer, Princess Pictures, Matchbox MD Chris Oliver-Taylor;

Brand Identity, Pitching Content, Selling Yourself (Part 2)
Learn from the women who have thousands of hours of pitching under their belt- the Mischief Sisters. A session about creating the right impression, commanding the room and developing a personal brand. Producers are in the business of selling. While content is king, building a successful career involves more than the program. Producers need to build a profile, a brand, and be alive to publicising and marketing the content and brand before, during, and after production.
Special Guests: The Mischief Sisters: Marion Farrelly and Alison Black

Thinking global – The how and why of collaborating with international producing partners (Part 3)
Australia has agreements with twelve countries under the international co-production program where the purpose is to facilitate the co-production of projects for the mutual benefit of film industries in those countries. Screen Australia manages the program and Colleen Champ, Co-production Manager will explain who Australia has agreements with and what you need to know about co-productions from the regulatory perspective. Colleen will be joined by an experienced producer (TBA) who will talk about their experience with making an official co-production from meeting their co-producing partner, managing the relationship and creative vision for the film and what they see as the pros and cons.

From this session you should walk away understanding what an official co-productions means, who you can make one with, what you need to think about before entering into a co-production, the benefits, how you apply and the approval process and some practical insights into the realities of being a co-producer.

Presenter: Screen Australia, Program Manager, Co-Production Colleen Champ

Special Guest: LightStream Pictures Founder/Director Paul Currie

Export Assistance: Understanding Government Grants For Your Business (Part 4)
Learn from industry leaders, Avant Group, who will share their insights into EMDGs (Export Market Development Grants) and other opportunities to assist you in supporting your international market activities. This session will provide an overview of export focussed government grants and funding opportunities for creative practitioners. Understanding government grants and programs enables strategic decisions by businesses in areas including expansion into new markets, investment into new technologies and collaborative projects. Hosted by leading grants advisory firm Avant Group, the session will assist businesses in identifying what business types and structures are eligible to receive funding, what grants and funding options are available, what the application process involves, what the compliance and reporting obligations typically involve and the types of activities that can be covered under Government Grant funding.
Presenter: Celeste Blewitt Director-Film Funding, Avant Group

Avant Group is a leading specialised government grants consulting firm. The business provides services including grant identification and application management and reporting, research and development project management, finance and government loan equity sourcing and strategic planning advice. The company has offices across the Eastern coast of Australia and assists clients both big and small in ensuring they don’t miss out on the vast array of government grants and incentives that are on offer to them.

Presented by Screen Producers Australia and the Australian Film Television and Radio School.

Have any questions? Please get in touch: or 1300 065 281


AFTRS reserves the right to cancel any course for any reason at any time. In the event of a course being cancelled a full refund of course fees will be provided. If a participant wishes to withdraw from a course, they may do so up to 15 days before the course commences and get a full refund. Cancellations 14 days or less before course commencement will incur a fee. For more information on AFTRS Open's policies, including refund policies, please see our policies page.


The Australian Film Television Radio and School would like to acknowledge the Traditional Owners, the Bidjigal people and Gadigal people of the Eora Nation, on whose land we meet, work, study and teach. We pay our respects to Elders past and present, and extend our respect to Aboriginal and Torres Strait Islander people from all nations of this land.