46 By Sara Alessi Even though NATPE is three months away and we’re all getting down to business in Cannes, the international television distribution industry is always looking toward future sales paths. So, VideoAge caught up with the organizers of NATPE and key Latin exhibitors to find out what they’re expecting for the Miami event next year, and whether there are any aspects they hope will improve in 2014. NATPE will return to the Fontainebleau from January 2729, hopefully with many past challenges resolved and/or ameliorated. Last month, Rod Perth, president and CEO of NATPE, said that although he wanted to be cautious about numbers, attendance was “pacing ahead in an overall sense,” adding, “our buyer count is three times greater than it was last year. But, it’s early,” he cautioned. Timing is key for NATPE, which rings in the new calendar year and leads the way for Latin American TV acquisition budgets. “NATPE is... our first opportunity of the year to meet and greet our clients from Latin America. There is no doubt of the importance of this international market,” said Venevision International’s VP of Sales, Cesar Diaz. “It’s the kick-starter for the rest of the conventions to follow. What’s more, NATPE is a good indicator of the financial outlook of not only our Latin American clients, but of the state of the industry in the region, as well,” he added. “One of the great advantages is that NATPE brings together themajority of the LatinAmerican community, plus it enjoys a tremendous turnout by clients from the United States,” Diaz said. Similarly, Pedro Leda, chairman of Ledafilms, noted, “NATPE has proven to be a great meeting place where every year we have the chance to meet our LatinAmerican pay-TV, free-TVandnow digital platform clients.” He added “even though Ledafilms has four people touring Latin America all year round, it’s always good tomeet the buyers once more and review pending matters or new projects.” He is looking forward to an even more vibrant market than last year, especially “since the development of the VoD business brought a lot of new players to the market.” “NATPE continues to be an important market for our businesses around the world, especially in Latin America,” said Marielle Zuccarelli, managing director of International Content Distribution for A+E Networks. “It is the first international market of the year and a significant platform to launch new programming and reach Latin American buyers who do not attend MIPTV or MIPCOM. NATPE is also becoming an important trade show for our European and Canadian partners, and allows us to catch up with our clients shortly after MIPCOM,” she said. Esperanza Garay, SVP of Sales and Acquisitions for Latin America at Telemundo Internacional, is looking forward to a “fruitful market” and acknowledges that “the fact that it is in Miami has facilitated access for Latin American clients to attendtheconvention.TheirattendanceatNATPE is the highest compared to other events.” The location also makes it easier for exhibitors who are based in Miami, as Garay noted that this “strengthens our marketing and public relations efforts.” Venevision’s Diaz concurred that the locale is vital to the market’s success: “the city of Miami has also contributed…with its ambiance, glamour and strategic location being a preferred destination of our Latin clients.” According to Perth, NATPE is “no longer simply a buying and selling marketplace; we’re far more than that. We go far deeper. It’s where new deals beginandnewrelationships begin, reachingacross each of the sectors of the business that make up this rapidly changing environment.” He elaborated, “In an overall sense, NATPE is first and foremost a market, but our definition of a market today is very different from what it has been in the past. We’re a market of deal making, where people connect and begin making deals. But we’re also a market of important influences fromevery sector that is important to the business in a holistic way. And it’s no longer just program producers and program buyers. Now it’s program producers, it’s new platforms — everything from traditional platforms to emerging platforms, to VoD to mobile, etc. It’s the world of digital, and I’ve repeatedly said since I arrived [at NATPE], that NATPE is the bridge between the linear community and the digital community.” Plus, the NATPE organization is well-liked among exhibitors. Ledafilms’ Leda has found that “The NATPE team is extremely diligent and helpful,” and A+E’s Zuccarrelli noted that “NATPE did a great job growing the international attendance; we very much look forward to exhibiting at the next one.” Yet, exhibitors did point to some aspects of the market they hope to see addressed this time around or at future events. “The primary concern from both a buyer’s and seller’s perspective, since the day the convention moved to the Fontainebleau, has been the elevator situation at the Tresor Tower…This issue has ‘toned down’ any other major complaints,” said Venevision’s Diaz. But he was quick to point out that, “most importantly, we have seen how the organizers have taken the necessary measures to alleviate the congestion at the elevators,” though he added, “nevertheless, it remains an issue, especially when attendees are factoring in the time it will take them to get from one appointment to the next.” Diaz also mentioned that a “second major issue, particularly for Venevision, has been the lack of guaranteed space at the Tresor Tower, [which is] structured as condos.” This means exhibitors must rely on the owners to agree to rent out their units for the market. “This past year, one of our usual suites was occupied by its residents, which made for some maneuvering by our sales staff, and put restrictions and limitations on the use of the adjoining suite,” but he added that fortunately, “the residents were very accommodating.” NATPE’s Perth is aware of this situation and noted that “there are certain realities with the Fontainebleau, and condo ownership is one of those. Sowe are clearwitheveryone involved, and we tell our exhibitors that if one option doesn’t work, we’ll work very hard to find a solution.” Perth also noted that exhibitors would be fairly evenly distributed among the various towers at the hotel. Although there would be “no extension into the Eden Roc for exhibition this year, it’s a possibility in the future, and if we keep pacing the way we’re pacing [in terms of attendance], it’s increasingly a possibility,” he said. Venevision’s Diaz acknowledged that there aren’t “any clear-cut solutions” since the issues he mentioned are logistical problems, “consequent to the limitations of the actual venue.” He said, “The ‘simple’ solution would be to find another venue around the city, but I’m sure NATPE has done its homework, and there’s no apparent substitute in sight. What’s more, a new venue is sure to present a new set of issues.” He also added that heading into the fourth edition in Miami, he is “confident the NATPE organization is already addressing” past issues. Telemundo’s Garay said hours of operation (Monday 10a.m.-6p.m., Tuesday 9a.m.-6p.m., Wednesday 9a.m.-4p.m.) may also need to be addressed. “Due to the short duration of the event, which is three days, and due to the massive attendance of all our Latin American clients, we do not get to attend to them in thewaywewishwe could,” said Garay. “We would like people to have full access to the suites from 8 in the morning until half past 6 in the evening.” She added, “We are optimistic that there is room to improve this, as NATPE always has the best will and intention to address and solve the challenges we’ve faced. An example of this is that the convention substantially improves each year,” Garay said. True to NATPE’s reputation for listening to and working with the requests of its participants, Perth said in an interview that though he was not previously aware of some exhibitors’ desire for extended exhibition hours, “I want to follow up on the suggestion. I want to be responsive, as we always are, to what the people who pay to come to the event think would help improve it.” Perth said the theme this year is, “ ‘No Barriers… NewBusiness,’ which reflects our objective to create a big-tent for the linear and digital communities, as well as advertisers and brands who keep all of us in business. We produce the market and conference that breaks down the walls, sets new expectations and possibilities, and creates the environment where deals get done across every platform.” Miami is Perth’s Path for LATAM TV Sales & More October 2013 Road to NATPE Venevision’s Cesar Diaz
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