Jan Salling, co chair FRAPA and COO & MD Sales & Acquisitions Nordic World, presented The 10 things you should know before signing a distribution deal in a crowdy Auditorium at MIPformats in Cannes. He started the conference stating ; But I prefer a different title, more like How to monetize you IP and avoid being tricks by crooks like me’.
Salling presented in a transparant and down-to-earth way the important rules of a successful relationship between a format distributor and a format developer. ‘How hot are you… really?’, ‘What about trust‘ and ‘How much do you want to be involved?‘ but also the management of expectations – both ways – when it comes down to negotiating format fees. And finally he warned all creators for the famous ‘recoupable costs’ presented by format distributors.