How to Work the Market

Simply attending the market isn’t the only thing you can do to make the right connections. A few easy steps can greatly improve your chances of success at the PFM.

ONE: Know your project and who would want it.

The right company for you wants to feel like you want them just as much as they want you, so do your research and target the companies right for your project. You wouldn’t want to feel like “just another project” so make an impact by knowing the people to whom you are selling.

Get familiar with the PFM website and compile a list of film distribution companies that fit the profile for your project. Research firms on the web, read trade magazines and find reviews of the companies anywhere you can find them…then find out about their people.

TWO: Dig deeper into your target companies

The best way to wow the people at your future distributor is to know about their people. Find the individuals that do actual buying rather than the guys who just get their coffee.



If you cannot find them via basic research, call their main office to ask the secretary. Move up the chain of command until you find the right names.

then, learn as much about them as you can

THREE: LISTS will rule the market!

Take your list of target companies and split it into those that you NEED to see at the market versus those that you could potentially visit after the market ends if your time runs out. Once they’re split, prioritize your new lists.

FOUR: Pitch till your voice hurts

Find a mirror, a friend or relative, even a drive-thru window, so you can practice your pitch until even they know it by heart. You’ll likely get only one chance to speak with decision makers, so you have to make it count. If you can’t stop raving about your movie, it may be better to have agency representation help you through the process; we can help connect you with professionals to serve this purpose. If you do pitch yourself, remember that distributors look at you and your abilities just as carefully as the film itself. Be professional, marketable and yourself…the purpose of this first meeting is NOT to get money. The real purpose of this meeting is to get another meeting. Bait them in with a sparkling intro to yourself and your project and make them want to talk to you again.

FIVE: Grab your phone and a calendar, it’s time for you to schedule destiny!

Before the market starts you should already have your appointment card full. Start from the top of your MUST MEET list and set up a quick meeting with all of the key executives. Be tactful: find a quiet place with a landline (remember them?), shut off anything that may distract you and get to work.

SIX: Get your materials in order!

Business Card? Check.
Film synopsis? Check.
Break-down of anything unique to your project that a company might want to see (actors/investors/production incentives)?
Script? Check.
Be ready to roll with the punches at the Market. PFM presents unique situations from day to day so expect the unexpected and have any materials you may need on-hand.

SEVEN: Mentally and physically prep for the next few days!

Your time at the market is precious and it should be treated as such. Take a few precautions before the day you plan on attending:
1. Buy your badge in advance, this way you can avoid wasting the first hour or so checking in.
2. Familiarize yourself with the list of companies who wouldn’t take meetings (shocking, but this will happen!).
3. Get a good night’s sleep, you’ll need it.

EIGHT: Play ball!

Your foray into the actual market may seem like a whirlwind so make sure that you are methodical with what you do. Show up early to each meeting, you should build in a buffer around each meeting because they may be delayed. Use this time wisely; run through your pitch in your head.

If your meetings end early (for good or bad reasons, it’s no matter) start knocking out your list of companies that wouldn’t take meetings.

If you’re able to take care of those, then move onto your secondary list. Remember, though, the key is to make each company feel like they’re your top pick. You can also use the time to check out some of the companies about which you could not find information during pre-Market research.