Events » Masterclass: Your International Market Strategy (MLB)

Understanding world markets, positioning your company, and preparing, pitching and closing deals.
Are you looking to seriously explore your opportunities in the international market arena?

In this four-hour business class a panel of industry experts 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 Business Class will be split into four distinct parts:

Choosing the right markets for your projects and accessing government support with Richard Harris and Harry Avramidis from Screen Australia.

The Screen Australia Business and Audience Development team will present an overview of the key international film and television markets and pitching events, and the support that Screen Australia provides. The session will cover market opportunities for all formats with market intelligence and reports to help you plan the right market strategy for your program.

This session will cover a diverse range of markets for film, television, and newer platforms as well as a diverse range of territories. Markets include Marche du Film Cannes, 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, MIPFormats International Pitch, Hot Docs Forum Toronto, IDFA Forum Amsterdam, Power to the Pixel London and more.

A presentation about making the right moves for your future with Karen Eck from eckfactor. 

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. A discussion with a successful publicist about positioning your self and your work in the marketplace, articulating your personal and business brand, the consistency and cadence of marketing messages, and measuring your success.

Features to TV formats - Who’s Buying? Which market? Where and How?

A panel of experienced producers 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.

Julia Adams from Shiff & Company, Nick Batzias from Madman, and Chris Oliver-Taylor from Matchbox will join Owen Johnston (SPA) to explore the following:

  • Strategies for approaching the international market for your feature film or TV project, from financing to selling;
  • How can Screen Australia help?
  • 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;
  • Making the most of your market experience;
  • Follow up and being the ultimate closer.

Warren Cross
, Export Incentives, Export Market Development Grants, Austrade.

This team of experts will share invaluable insights on how to best prepare for and approach EMDGs (Export Market Development Grants) to assist you in supporting your international market activities.

DATE: Thursday, 27 April 2017
TIME: 1.00pm - 5.00pm
VENUE: Holding Redlich, Level 8, 555 Burke St, Melbourne
INCLUDES: Afternoon Tea


SPA Members: $90 | Other Industry Guilds: $135 General Price: $150

To receive the SPA members special discount, select ENROL on the AFTRS booking page, and choose SPA member registrant type.

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



Head Of Business And Audience, Screen Australia

Richard Harris manages Screen Australia’s Business and Audience department, which has a remit to support the development of the local industry. Richard was previously CEO of the South Australian Film Corporation (SAFC), Executive Director of the Australian Directors Guild, held policy positions at the Screen Producers Association of Australia and the Australian Film, Television and Radio School.

Harry Avramidis is the International Markets Manager at Screen Australia. Prior to joining Screen Australia in 2013, he held senior positions at Sydney Film Festival; Arclight Films International; Twentieth Century Fox; Becker Films International; Beyond Films International; as well working as a Post Production Supervisor for award-winning independent producers.

Karen Eck is a specialist in publicising and promoting leaders and their brands in the entertainment, media and business world.

With 25 years of international media and publicity experience, she has worked with some of the biggest entertainment names in television including Oprah Winfrey.

Harpo Productions hired eckfactor to represent its media relations for Oprah’s Ultimate Australian Adventure. Acclaimed worldwide as a magnificent tourism success story, Oprah’s visit to Australia required the management of multiple media and television events against the backdrop of iconic Australian locations from Sydney’s Opera House to Uluru.

Karen founded eckfactor in the United States in 1999, managing publicity campaigns for the Discovery Channel, National Geographic, Columbia Tri-Star International and USA Networks.

She then became the event media director for Eco-Challenge, the global expedition race series created by Mark Burnett, executive producer of Survivor, the worldwide reality TV phenomenon. Karen managed international media teams for Eco-Challenge races in Argentina, Borneo, Morocco and New Zealand.

eckfactor relocated to Sydney in 2001 and is now a premier publicity agency in Australia and New Zealand.

eckfactor’s long list of impressive clients over the years include Harpo Productions, Discovery Networks, Viacom (Nickelodeon and MTV), Turner Broadcasting (Cartoon Network and CNN), Sony Pictures Television, News Limited, Nova Entertainment, ABC TV, SBS, The Australian Museum and GARMIN.

Karen is the co-founder of specialist talent agency, Plus One Talent, which represents stars in television, radio and new media. 

Julia is an entertainment and commercial lawyer, with a diverse range of creative and commercial clients.

Julia advises clients in relation to business structuring, corporate governance, succession planning, sale and purchase of business, establishing not-for-profit organisations, licensing, and intellectual property including local and international trade mark registration.

Julia is also a highly-experienced practitioner in complex estate planning matters.
Although Julia’s practice includes a wide range of business and private client matters, her clients largely comprise television, film and digital media producers. Performing a dual role as lawyer and business affairs advisor and executive producer, she advises in relation to the developing, financing, producing and exploiting of their projects – films, television series, apps, website, software – including licensing, merchandising and distribution.

Julia works with producers in all areas including feature film and documentary, and she has a particular interest and experience in television, animation and digital media.

Julia has been with Shiff & Company since its inception.

Nick Batzias, Company founder Nick Batzias brings fourteen years of acquisition, distribution and production experience to his role as series Producer. At Madman Entertainment he worked on the release of hundreds of feature and documentary films across various rights exploitation. Now Head of Madman Production Company, Nick oversees a development and production slate of feature narrative and documentary films as well as scripted and non-scripted television. Nick produced the 2011 feature Save Your Legs!, 2014 multi-platform series Wastelander Panda, Australia’s highest grossing documentary of all time, That Sugar Film (2015) and most recently the Matthew Saville dark comedy A Month of Sundays and NZ co-production Spookers.

Chris Oliver-Taylor is the Managing Director of Matchbox Pictures.

Chris started his career at the BBC in London, working across a number of production roles and programs, varying from Top of the Pops and The Generation Game, to Match of the Day and Westminster Live. He emigrated to Australia in 2000 and worked at the ABC initially as Production Manager in Queensland and then in Melbourne, being involved with Arts and Entertainment programming such as Strictly DancingNew InventorsEnough Ropeand Spicks and Specks. He then worked as a Production Executive, overseeing the business side of ABC Drama, Arts & Entertainment and Comedy. Programs that Chris was involved with included Kath & KimMDA, FirefliesWe Can Be Heroes and Summer Heights High.

Chris was promoted to Head of Production in 2005 responsible for the production, delivery and resource allocation of the entire ABC TV slate, over 2500 hours of content. In 2008, Chris took on the role of Head Business & Operations for ABC Television, and as well as maintaining responsibility for production, took on a more strategic role, ensuring that ABC TV was best positioned in a converging media environment. He was involved in the successful Triennial funding bid that saw the ABC secure substantial additional funding for Drama and Children’s productions.

In 2011, Chris moved to the independent production sector as Managing Director of Matchbox Pictures. His role has oversight of all strategic and operational aspects of the business. Managing a team of experienced producers to deliver a diverse content plan across all networks in Australia and in partnership with majority owner, NBCUniversal internationally.

Chris is also a Board Director of Screenrights and the former President and Board member of Screen Producers of Australia.


Warren Cross, a practising lawyer since 1979, has been CEO and Senior Legal Counsel of Export Incentives Pty Ltd since its inception in 1983. He has been a partner and divisional leader in national law firm Gadens, as well as running his own successful legal practice, specialising in intellectual property and international trade.

He has served on the Board of the Export Council of Australia and been a legal advisor to the Australian Commonwealth Government. Warren has pioneered the use of the Export Grant Scheme in many areas, particularly intellectual property and services. He has personally conducted numerous test cases in the Administrative Appeals Tribunal to establish new areas of eligibility.

Successful test cases have led to new guidelines being published for the fashion, arts, music and film industries. Significant new areas of qualifying expenditure have become available as a result of those test cases.

Owen Johnston is our Manager, Industrial and Commercial Affairs. Owen manages negotiations for collective bargaining agreements on behalf of Screen Producers Australia with unions and guilds, terms of trade agreements with broadcasters, and provides industrial and commercial advice to members.