In the run-up to the Cannes Film festival, I’ll be detailing all the competitions I can find that offer free trips as a prize. Remember that many of these will be for specific countries and with set deadlines. So read the fine print before entering.

• If you’re French, between the age of 18 and 25 and can face watching over 20 films in 10 days, why not try and become part of the Youth Jury? Deadline: March 1. Get the details at Prix de le jeunesse.

This list will grow over the coming few weeks. So check back frequently or follow the Cannes or Bust twitter account for instant updates. Out of interest, you could check last year’s competition.

Calculating the return on investment of a trip to Cannes is not easy. Rather than look at that, I’d like to ask a few questions that can help those that have decided to attend a trade fair in Cannes, notably how do you get the most from your visit?

Plan for success

At the risk of stating the obvious, the “secret” of success is to plan. But plan for what? And how? This very much depends on what brings you to Cannes and how you define success. Take a second to think of the one big reason you have to attend either Midem or the Film Market (the other events work along similar lines). Let’s say you have a new product you think you can license worldwide. If you are reading this, you are probably a relative newcomer, so what are your realistic expectations?

Nearly everyone you might want to reach will be there. So how do you reach them? How do you then approach them? With what, and with what expectations?

You should know that very few deals are done directly at Midem or the Film Market. Although you are entitled to try, it is far more likely that what you are getting at Cannes is two very simple but precious things: access to interesting people and – hopefully – the permission to keep in contact with them afterwards. That’s it.

Wait, what about my sales figures? I’m not going to Cannes to waltz around the Croisette! Nope, you are going to build partnerships, to find the perfect fit for your product or service in a few if not dozens of territories. You are going to find people that need you in some way. This is not to say you won’t sell stuff – the trade fairs would crumble overnight if that was the case, and some companies report 75% of their annual sales are a direct result of contacts made at the fairs – but you have to focus on connecting with people first.

 

Midem, TFWA and MAPIC offer great networking opportunities

How do I meet the right people in Cannes?

Don’t wait for Cannes to come around to meet the right people. Start as soon as possible. I strongly advise getting one of the early bird event rates for two reasons: you save money (sometimes enough to cover a cheap hotel); and you have a head start in mining the database. Again, with your new product, you go looking for licensors. First, pick off the big names in territories you know. That part is easy (although getting a reply from them is more difficult). Then comes the time-consuming but fun part: investigating the hundreds of smaller players in each region. This could well be where your business comes from.

Why? Because these people are usually more open to deals. There are far more of them. They are less courted and might have more time for you. Check their profiles completely. Visit their website. Check every angle of their work. What other activities are they involved in? Google/Bing/EntireWeb them. Have they sent out press releases recently? What does that tell you about them? Is there  something else you can suggest them? Think wide.

Offer more to stay in the game

Although some companies can afford to attend Cannes with one hot product, I strongly advise against it. There is  nothing more gutting than to realise after the first three meetings that your product is totally dead in the water for whatever reason and you have three more days of spending money to look forward to. If you’ve done your homework, you’ll know the people you are meeting are also active in character licensing, physical distribution, packaging, music supervision or whatever. Move the subject in that direction and hit them with the back-up plan. Rep someone else, if necessary. Mention your next upcoming project (if it is notably different from the one you did not impress them with right now). It could pay for the trip and more.

And when all else fails…

Never let yourself feel down when all else fails – there’s time enough for that in the plane going home. Analyse what people are telling you. Look for new angles. How could your idea be re-packaged? And in your time off, attend the conferences, they are a source of great ideas and also offer great networking opportunities. Read the dailies and determine to try and meet at least one company mentioned in them per day (I have a trick for that, more of which later).

And lastly, I strongly recommend doing what only about 15% of people do properly: follow up every contact 10 days later and see who is still open to some sort of business situation. Remember also that your Cannes event is usually about five days. The database, however, is open for 12 months. Armed with your new knowledge, you can develop products that fit what you learnt and can then go find exactly the right person to contact in each territory. The fact that you did not make a sale this time does not mean you never will – on the contrary. A slap in the face is often  a great stimulus for business. You are now armed with greater insights and access to the people that can make them work.

I’d really love to get some debate going. So feel free to make comments ask questions (below). I deal with specific aspects of travelling to Cannes on the rest of the site. Keep up to date using the RSS feed, follow me on Twitter or why not get Cannes news straight to your mailbox. I cover Cannes, music and movie biz news.

Michael Leahy

Facebook and music

In other news, it has been announced that Facebook’s Dan Rose, VP of Partnerships & Platform Marketing, will be making a keynote address. As music is about to make even bigger inroads into Facebook, this could be significant. If you check your own timeline, you’ll probably find music comes in about every three messages. How can the business capitalise on that? Between now and Midem, we are expecting major news from the social media giant.

Heavyweights Microsoft BizSpark, the globally-renowned incubation program, will provide midemlab finalists with personalized coaching sessions and valuable tips to help prepare their most effective pitch. Berklee Music College and other bodies will also be active during Midem. To sign up, visit Midem.

While you’re saving money, why not pre-book your hotel already.

Early birds get the best beds at the best price.

Workshops and major brands

Pre-registrations for the exhibition and conference have been “very satisfactory both in the quantity and quality of visitors” compared with last year’s event, which can’t be a bad thing given the current economic climate.

Two breakfast workshops during TFWA World Exhibition will explore the emerging markets of Asia and the airline, cruise and ferry retail channels. This year’s event will also feature over 400 suppliers from across all product categories such as Tommy Hilfiger, Desigual, Fratelli Rossetti, Hédiard, Bourjois, Nuxe, The Sharper Image, Gérard Bertrand and José Cuervo.

Conferences to debate “a brand new world”

The TFWA World Exhibition 2011 conference, to be held on Monday September 19, will feature high profile speakers from the fields of geopolitics, economics and the luxury business. Salvatore Ferragamo CEO Michele Norsa will look at how traditional luxury brands can adapt to a changing world and changing consumers. IMD World Competitiveness Centre director Stéphane Garrelli, economist and business school professor, will take a region-by-region look at the global economy, identifying factors affecting growth and highlighting potential growth hotspots. Former UN secretary general Kofi Annan will give the keynote presentation, bringing his unparalleled global political experience and insight to bear on some of the biggest challenges facing the world today, including the dramatic changes underway in the Middle East and North Africa. TFWA president Erik Juul-Mortensen’s ‘State of the Industry’ address will reflect on an industry in evolution, coping with constant change in the geopolitical, macro-economic and social worlds and adapting to new realities.

For details, visit TFWA.

Book your TFWA hotel right now

The Media Stands team organises umbrella stands for independent European producers and their distributors at international film and audiovisual markets on behalf of the MEDIA Programme of the European Union, including the Cannes Film Festival, MIPCOM and MIPTV. They also provide information services. Check Media Stand. THe cut-off date for applying for the special rate is September 2, 2011.

You can also save money by booking your hotel for MIPCOM well in advance. Many do not require a deposit.

Good news if you intend to attend MIPTV in Cannes (April 2011): the early bird deadline runs until January 20. Registering now can save you 35% on the walk-in rate – that’s a saving of about €480 (which could cover your accommodation if you use our booking service!).

In 2011, some 11,500 global TV & media professionals from 107 countries, including 4,000 buyers will gather for a taste of the newest content for TV, Internet, Mobile and all Video-rich platforms.

Some of the major exhibiting companies that have already secured their place on the exhibition floor include CBS Studios Int’l, FremantleMedia, Globo TV Int’l, HBO, NBC Universal TV Distribution, RAI, TF1 and Warner Bros Int’l TV Distribution. But that’s not all:

2011 will see the introduction of Connected Creativity, an ambitious side event run in conjunction with GSMA that brings together the world’s dominant market forces in technology, mobile media and entertainment. The breathless press release claims it will “define the future of connected entertainment during transversal knowledge exchanges, matchmaking sessions, a start-up competition, experiential labs, fully immersive demos and showcases featuring the most recent industry innovations”.

Registration for MIPTV includes:

• Unlimited access to the world’s largest content exhibition floor – 21,000 m²
• Full access to top-level conferences, keynotes and networking events
• Use of the Participants’ Club meeting area for on-site meetings
• Year-long access to MIPTV’s Online Database
• Listing in MIPTV 2011 Guide and Quick Guide

For info: visit MIPTV

Diane Warren, speaking at Midem 2011

The 2011 Midem dates are January 22-26. Amongst the events already announced are a keynote speech from über-hit hit writer and publisher Diane Warren (photo) on new revenue models, the second Managers Village, a chance to get music in TV shows and the chance to meet the world’s music business.

Our tip for Midem is definitely to get your booking in early, define your goals and get appointments as soon as possible.

Don’t delay: get a hotel within walking distance of the Palais de Festivals.

For bookings: Midem.

If you have been thinking about MIDEM but are wary of the overall price, this deal is for you. The first 150 people to sign up online will be given full access at the special early bird rate of €495. Check MIDEM now.

Our hotel tip: did you know that with our booking engine, you can book hotels already but don’t have to pay for them until you stay in most cases? So make sure you already book somewhere close to the Palais before the rush starts. See our Midem 2011 hotel accommodation.

Why is this a good deal? You get very easy access to the Palais and Croisette for the duration of the festival in a comfortable hotel. Compared to standard rates, you are getting at least €300 in reduction, plus benefits.

What do I have to do to get it? Easy, just sign up for the Cannes or Bust newsletter (below). Your code will be included in the next issue!


So why get the news straight to your inbox as well ? Because Twitter is the instant media. Instantly there and gone just as fast. You miss things. You might want to get news about the apartments where you set the price (real offer). Or flash ticket sales from airlines. Or the apartment rental company that offered a free pass for every five people (real offer). Or last-minute hotel deals for Midem, MIPIM, MIPCOM or the festival. We don’t sell your address and you can opt-out at any time. The downside? There isn’t one! Sign up below.

]]> http://cannes-or-bust.com/2009/12/cannes-news-and-tips-to-your-desk/feed/ 1