Events » International Sale of Tape and Formats Master Class


Are you seeking more experience in the international television market? Do you have a program to sell and want to know where to start? Do you want the advice of others who have stitched together extensive sales networks? If so, book now for our next Master Class exploring International Sales of Tape and Formats.


Australia’s audiovisual trade deficit has dropped for the first time in 5 years with exports growing by 41 per cent to $199 million, marking the continued success of Australia television content around the world.

Business can be built on the basis of a successful format, and big businesses are relentless in how they leverage their format, going on to repeat the formula many times over. Cleverman, Upper Middle Bogan and Secrets and Lies can be added to the likes of Dance Academy, Go Back to Where You Came From, Wentworth and Bondi Rescue as some of the most notable and enduring examples of tape and format sales to come out of our market in recent years.

You might have read about them in the headlines, but what goes on in the negotiations behind these titles and others? What do producers need to know to ensure the best deals are being made? 

Here is a Master Class that producers cannot afford to miss: A ‘how to’ detailing the international business in television sales. Our panelists will draw on their extensive commercial experience in negotiating the sale of scripted and non-scripted programs to discuss case studies and offer advice on:

  • Strategies for mature markets and emerging markets
  • Finding the right sales partner in the right territory
  • Striking the best deal and protecting your interests


The class is designed for television producers who are seeking experience in the international market or who are looking to benchmark what they know against others in the industry who have successfully negotiated a large number of tape and format deals across drama, documentary, factual and children’s programming.


We’ve listened to your feedback from our last Master Class and have reduced the number of speakers and increased the Q&A component, so we have plenty of time to take the topic to a deeper level:

  • Part 1: Introduction (10 minutes)
  • Part 2: Case Studies (60 minutes)
  • Networking Break (30 minutes)
  • Part 3: Moderated Discussion (40 minutes)
  • Part 4: Audience Questions (40 minutes)
  • Networking (30 minutes)

Only Part 1 and Part 2 of this master class will be live-streamed.


  • Barbara Stephen, Managing Director, Flying Bark
  • Rachel Antony, Director of International Development, Greenstone
  • Katie Shortland, Head of Business Affairs and Strategy, CJZ

DATE: Tuesday, 17 May 2016
TIME: 1.30pm - 5.00pm
VENUE: Function Room, Fox Studios Australia, 38 Driver Avenue, Moore Park NSW

Sales for this event have now closed.


To access the Special Guilds rate you must be a financial member of: AWG, ADG, AIMIA, MEAA.
Please contact Brad Taylor to access the Special Guilds rate.

For lawyers attending the International Sale of Tape and Formats Master Class:
Seminars and other CPD activities are not accredited by The Law Society of New South Wales. Under the CPD Rules, if SPA’s International Sale of Tape and Formats Master Class is relevant to your immediate or long term needs in relation to your professional development and practice of the law, then you should claim one “unit” for each hour of attendance, refreshment breaks not included.

Cancellation Policy: There are no refunds available.

Please note: American Express is not accepted.


Katie Shortland has worked across all genres including kids, animation, features, factual, drama, ob doc, entertainment, copros and comedy. Her roles have spanned development, production and distribution. For the past 10 years she has focused on business affairs for companies such as Wiggles, Flying Bark Productions and CJZ, where she has been Head of Business Affairs and Strategy for 7 years. She has also consulted across creative industries both in Australia and overseas, has been published widely in academic journals and been a strong spokesperson for ways to support a healthy, sustainable Australian industry. She has a deep passion for the development and financing of original Australian content that has the potential to travel globally.

Director of Development & Production for Greenstone, Rachel has over 20 years experience in documentary and entertainment television in New Zealand, Australia and the UK.

Armed with a journalism degree, she began her career as a publicist for entertainment and comedy at BBC-tv in London, then moved into research back in NZ, uncovering stories and talent for over a dozen documentaries on subjects as diverse as mine disposal, alcoholism, scams and the pornography industry. She began producing with the first series of Coast Watch (which ran for 9 seasons and was later spun off into Coast Watch Oz) and in 2007 established Greenstone’s first Australian production office, making Crash Investigation Unit for Channel 7 in Sydney – an iteration of NZ’s successful Serious Crash Unit. During her four years in Australia she also worked for Freemantle and in-house at Ch7, produced a Screen NSW-supported short film and graduated from AFTRS’ Screen Business programme.

Excited by the potential of digital audience engagement, Rachel returned to New Zealand in 2011 as Chief Operating Officer for an online self-publishing start-up, before rejoining Greenstone – by then acquired by CJZ – in 2014 to head up Development. Greenstone’s current prime-time series includelong running favourites Border Patrol, Dog Squad and Neighbours At War; The Big Ward; Renters; Motorway Patrol (in production for series 16 and sold to 25 countries) and its sister series Highway Patrol, currently filming series 9 in Victoria.

Barbara Stephen is the Managing Director of Flying Bark Productions, one of Australia’s leading independent animation production companies. Barbara has worked as a producer for over twelve years across sport, lifestyle and reality programs before finding her passion in children’s animation. Her children's producing credits include; the award winning animated series Erky Perky (Series 3), Magical Tales (Series 1) and multi-award nominated short film Hog while at Ambience Entertainment. Barbara line produced the two-time KidScreen and AFI award-winning hit series for ABC 3, The Adventures of Figaro Pho and teamed up with the Jurevicius brothers to work on the AFI and KidScreen award-winning show, Peleda. At Flying Bark, Barbara has produced The Woodlies (Network 7 and ZDF) nominated at the Stuttgart Festival for Best Animated Series and most recently the award-winning and international box office success; Maya the Bee Movie. She has also produced the flagship new fantasy and adventure series Tashi (ABC & Network 7), nominated for best series at the Stuttgart Animation Festival as well as producing a CGI revival of the much loved Australian classic, Blinky Bill The Movie.  Barbara is currently working on a slate of new development projects, including the film adaptation of Jane Lyons' modern classic series, 100% Wolf.