Events » Distribution and Marketing: How does the money flow? (SYD)

Don't miss our last Business Class for 2014!

Acquiring a distributor or sales agent for your film or television project is a cause for celebration. But how much do you really know about the costs involved in marketing to audiences? And why doesn't a hit always result in a substantial profit margin?

Projects are sold to distributors, sales agents, networks or online platforms and money is made through box office tickets, television sales and other ancillary markets but doesn't go directly to the producer. So who receives that money first and why do they receive it before the producer?

What are the current trends distributors are seeing, what impact does social media have on marketing campaigns and how are old and new forms of advertising being managed? Whether you're just about to get your first project up or have a few under your belt, this Business Class will give you an opportunity to ask questions directly to Madman Entertainment (Melbourne) and eOne Films Australia (formerly Hopscotch) (Sydney) to find out what you can expect from your sales agent or distributor and help you make informed decisions on your next deal.

Screenrights will also be presenting information on their new disbursement administration service for the Australian screen production industry and will give an overview of their organisation.

Screen Australia will present insight into how financing arrangements affect the flow of money to producers and some trends they are seeing in the recoupment and disbursement of receipts.

Thursday, 25 September 2014
9.00am - 12.00pm
Department of Trade and Investment
Level 47, MLC Centre
19 Martin Place
Sydney NSW 2000

Members: $90 | Special Guilds : $120 | Non-Members: $150


To access the Special Guilds rate you must be a financial member of: AWG, ADG, AIMIA, MEAA. You will be contact and asked to provide evidence of your membership.

Cancellation Policy: Refunds are given for any cancellations made up to 48hrs prior to the Business Class, and are subject to a 25% administration fee. Refunds are not given after this period.

Please note that we do not accept AMEX.


Sue Murray is Executive Director of Fandango Australia.  She has executive produced Rolf de Heer’s Dr Plonk (2007), Ten Canoes (2006), The King is Dead! (2012)  and Charlie’s Country (2013); the documentaries The Balanda and the Bark Canoes (2006) and We’re Livin’ On Dog Food (2009);  Tom White (2004) and co-produced Alexandra’s Project [2003].

As a script and marketing consultant, she works with a range of film agencies and, through Filmmartketing,  has devised marketing and festivals strategies for Son of a Lion, My Tehran For Sale, Samson & Delilah,Little Sparrows and Beatriz’s War.  She is also an executive producer on Rhys Graham’s Galore (2013) .  

Prior to Fandango, Sue was Acquisitions Consultant for Fine Line Features for Australia and New Zealand. She was Director of Marketing at the Australian Film Commission from 1987 to 1998 where she was responsible for promoting Australian film and television internationally.  She set up the research and information functions at the AFC in 1981 and then moved into policy and marketing.  From 1977–1981 she worked at the Australian Film Institute in Melbourne, programming cinemas in Melbourne, Sydney and Hobart and running the annual film awards.


Shana Levine is currently a senior lawyer at Screen Australia managing the contracting for a wide variety of projects.

Prior to that she joined Instinct Entertainment as one of its directors in 1999 and has produced feature films including Charlie & Boots, Till Human Voices Wake Us and Strange Bedfellows. She also co-produced the ABC documentary "For The Defence."

Before joining Instinct, Shana practiced at a Melbourne based law firm, as an associate, specialising in entertainment law.  In this capacity, Shana was invited as a guest speaker for a variety of industry events and courses and represented many of Australia’s leading independent film and television producers, directors, distributors and financiers in a wide variety of projects.  Shana holds Bachelor of Economics and Bachelor of Law degrees from Monash University in Victoria, Australia.

While still at University, Shana was awarded a one-year scholarship to U.C.L.A, where she studied Entertainment Law and Management of the Hollywood Studio System with Peter Guber (then head of Columbia/Tri Star). She also interned in the publicity department of the 24 hour entertainment channel, E! Entertainment Television.

Sonia Borella practises intellectual property, corporate and commercial law, competition and consumer law, information technology law and regulatory compliance in the media, entertainment and advertising industries at national law firm Holding Redlich where she has been a partner since 2007.

Sonia’s clients work in the media, entertainment and advertising industries, especially film, television and advertising and, in more recent years, video games development.  Her clients include film studios, production and post-production companies, television and radio broadcasters, screen agencies, games developers, publishers, financiers, investors, distributors, talent and advertising agencies.

Some motion pictures which Sonia has advised on include: “Mad Max: Fury Road” and “Happy Feet Two” (Kennedy Miller Mitchell); “DeepSea Challenge” and “Sanctum” (producer Andrew Wight; executive producer James Cameron); and “Knowing” (produced and directed by Alex Proyas).  She advises a number of television production companies and has advised on numerous television projects and matters, including format acquisitions and licences.  She has extensive experience advising on, and a special interest in, co-productions and some official co-productions which Sonia has advised on include: “33 Postcards”; “Sally Bollywood”; “Zeke’s Pad”; and the tripartite official co-production “Zigby”.

Sonia currently holds and has held memberships on various policy committees, including for Ausfilm (previous - for over 5 years as a member of its policy committee) and Screen Producers Australia (current - as a member of its policy – legal reference group).  She has been a guest lecturer for over a decade at the Australian Film, Television and Radio School.  She also performs pro bono work as a volunteer lawyer at the Arts Law Centre of Australia. 

Sonia holds Bachelor of Laws (Honours) and Bachelor of Commerce degrees from the Australian National University and a Master of Laws (Media, Communications and Information Technology Law) from the University of New South Wales.

Bernadette Rheinberger has been working in the film and television sales and marketing industry for over 20 years, heading up the Recoupment and Disbursement at Screen Australia over the last six years.

Bernadette is responsible for ensuring Screen Australia receives the maximum return on its investments by providing advice on deals, ROIs, market and sales trends both internally for management and for the industry. As the unit manager, Bernadette tracks financial reporting and sales activity, verifying the correct revenues are being returned to all investors per the terms of the recoupment waterfall. Bernadette exercises Screen Australia’s right of approval over sales of Screen Australia funded projects in major territories.

Bernadette was a key player in setting up the Screen Australia’s Disbursement Administration Service which she now oversees, that disburses returns to investors on behalf of producers.

Prior to Screen Australia Bernadette spent eight years as a Recoupment Analyst with the Film Finance Corporation (FFC) and for five years before that was Operations Manager for Beyond Distribution, the television sales division of Beyond International, one of Australia’s major TV production and distribution companies.

Formerly Hopscotch Entertainment, eOne Home Entertainment is in its tenth year of operation, boasting a library of over 300 titles and during that time has firmly established itself as one of Australia's most prolific DVD and digital distributors. At the helm is former Hopscotch partner, Managing Director Jude Troy.

Since Hopscotch Entertainment's inception, Jude has grown the business dramatically using her acquisitions acumen to broaden and strengthen the slate beyond theatrical titles to include top-rating TV on DVD, cutting edge documentary and classic and cult film re-issues. The TV slate includes international phenomenon’s like the UK smash hit series The Inbetweeners and Miranda,   BBC drama hits such as the soon to be released Peaky Blinders with Cillian Murphy and The Village with John Simm  pedigree drama such as Rectify and the forthcoming Channel 4 series Babylon starring James Nesbitt, BBC’s The Missing and Indian Summers and cult series Hannibal & From Dusk Til Dawn.  The library boasts a range of ground-breaking UK comedies such as Peep Show, The Catherine Tate Show, IT Crowd and Green Wing, the Golden Globe nominated Jekyll, Secret Diary of a Call Girl starring Billie Piper, Miranda as well as a host of top-rating local productions including Rush  Series 1-4 The Broken Shore, The Slap. And Project CM which is about to go into production for the ABC with Goalpost  Other titles include Peppa Pig, The Walking Dead, Hell on Wheels and a raft of new and exciting drama from AMC Sundance the home of shows like Breaking Bad & Madmen.  Jude is currently working with local talent and Hopscotch Features and eOne Television to develop further content for TV and DVD both here and internationally and was an EP on the recently released feature doc All This Mayhem which has just been nominated for an AACTA.  Jude also plays an integral role in the eOne Films theatrical acquisitions.

Jude has also previously enjoyed a successful career building the DVD business at Shock and in marketing and promotions with EMI and Polygram (Universal) and was a former news journalist and features writer both in Melbourne and London.

Emma is the Head of Member Services at Screenrights and oversees the distribution of more than $30million each year in royalties to rightsholders in film and television around the world. She has 12 years experience in rights management and an in-depth knowledge of secondary royalty collection from the network of organisations like Screenrights predominantly based in Europe and North America. Emma is also charged with exploring a range of diversified services for Screenrights' members and is excited to launch the new Disbursement Service at the Business Class.