London TV Screenings Insights: Sarah Tong, director of sales, Hat Trick International

Spinal Destination

As buyers flock to the UK for London TV Screenings and BBC Studios Showcase this week, TBI talks to the bosses of more than 25 distribution companies to test the temperature of the global content industry and to find out how the next 12 months are shaping up.

In this installment, we hear from Sarah Tong, director of sales, Hat Trick International.

What three words would you use to describe the state of the TV/streaming industry as a whole right now?

Positive, accessible, expanding

What three words would you use to describe the state of the distribution sector right now?

Challenging, contracting, cautious

With fewer shows being commissioned, how are you securing your pipeline?

We have worked hard to have a range of first look and output deals with established producers which allow us to count on a sustainable flow of quality programming. We have equally diversified risk by investing time in scripted and non-scripted, continuing meanwhile to maintain our network of 3^rd party producer representation which now numbers a community of around 30.

Sarah Tong

What is the single biggest difference in the discussions you’re having with buyers today compared with 12 months ago?

VOD. These conversations are by no means a bolt from the blue but in the last 12 months they are now foregrounded as part and parcel of a linear broadcast deal which does add complications for windowing.

How do you expect global streamer demands for rights to change in 2024 compared with 2023?

The real difference in streamer rights demands came around five years ago where terms of exclusivity began to be loosened. Now terms are steady and the thirst for quality programming is of course still strong.

Where does opportunity lie for you in 2024?

With UK budgets ever escalating, we of course are focusing extra attention on global representation opportunities outside of our domestic market.

Tell us in no more than two sentences about the biggest problem facing the distribution industry and what needs to change so it can be overcome.

As consolidation and M&A grinds on, larger groups can acquire producers and distributors which means content is locked in but not necessarily looked after. Servicing a 50,000-hour catalogue over one of 3,000 hours clearly comes with very different and sizeable challenges.

Tell us about your top show at London Screenings & why we should buy it

Spinal Destination, a groundbreaking and uplifting comedy six part series set in a spinal unit. Comedy and spinal unit are perhaps words that don’t usually go together but this show is not usual. It’s based on award winning writer and director Paula Whetu Jones, inspired by her own story of suddenly becoming disabled. You should buy it because you’ve never seen anything like it and it’s stone cold funny.