FIC’s Simon Thomas

Over the last few years, FOX International Channels (FIC) has become more than just a volume buyer of content. Taking greater control of its IP, FIC has also been picking up the international distribution rights to some of the series it invests in, as it did recently with the upcoming Wayward Pines. That event series is one of a number of new titles that FIC Content Sales will be showcasing as it makes its market debut at MIPCOM. The recently established division also encompasses factual fare from the Nat Geo-branded channels, lifestyle series from FOX Life, FOX Sports content and more. Simon Thomas, executive VP of global sports and content sales at FIC, tells World Screen Weekly about the launch of the new unit and its positioning in the crowded distribution business.

WS: What were the factors that led to the creation of FIC’s new content-sales unit?
THOMAS: It’s a function of the way we’re evolving into a bigger and more multidisciplinary company, while at the same time looking for efficiencies and streamlined processes. We have 62 offices around the world. That kind of local presence has enormous advantages in terms of market insight and relationships, but it also presents a challenge in terms of consistency and potential duplication. Another factor is our strategy to generate, use and control more of our own content in the future, particularly as nonlinear distribution gets more significant. If we’re going to get better access to key franchises on a global basis, we need to be able to show content producers that we have a world-class sales force, together with strong systems that will maximize value for them across all means of distribution.

WS: Tell me about how you’ve structured the unit to tap into the breadth of genres FIC produces, as well as its global scale.
THOMAS: The National Geographic sales unit has been in the distribution business for over 15 years, with a team in place for content syndication. On the FIC side, we were involved in a lot of syndication deals, but they were handled by individual local FIC offices. For example, The Walking Dead has worked very well for us on our channels, [and sold well] to third parties. FIC could handle that with the [previous] structure, but if we’re going to engage in that activity more in the future, we needed to beef up our resources, capabilities and systems. Now we have formed a single unit, embracing the National Geographic model of part central/part local salespeople. We have also added resources to reflect the wider scope of content, with specialist scripted entertainment salespeople, for instance, and with more dedicated salespeople in individual regions as well as in the central London office.

We’ve also created a strong link back to our program development team in L.A. so that the syndication team, who are closest to the buyers, are part of the conversation in the assessment and green-lighting of future projects.

WS: As a distribution outfit, what benefits do you derive from being part of a global broadcasting business?
THOMAS: It’s all about getting better access to content, and being better able to leverage relationships with both global and local buyers. Being part of FOX has significant advantages for us, notably a real commitment to new and original programming coming down the pipeline. The new FOX series Wayward Pines, made by M. Night Shyamalan and starring Matt Dillon, is an example. And I already mentioned the 62 offices around the world, giving us scale and presence just about everywhere—we are the biggest player in the pay-TV-channel business in the world. We can tap into those local relationships and market knowledge, and at the same time we can deal on a global basis with the bigger global players. I believe our newly integrated sales division has a unique opportunity to participate early in projects with our colleagues on the channels side. But not only will we be able to monetize content that’s created on that side of the business, we will also have chances to bring projects in for their attention, too—it’s a win-win.

WS: Tell me about your approach to windowing and the kinds of exclusive content windows the FIC channels will need to have before titles can be licensed to another broadcaster.
THOMAS: Our channels pay premium fees for these types of shows, so we try to limit holdbacks and find creative ways to maximize windows. Unlike many of the shows that get one or two windows in a market, our shows can get three or four or more. Given how fast the TV-rights environment is changing—which represents a great opportunity—and with more of this turbulence to come, I don’t feel that there is a one-size-fits-all mantra that any of us can say we must pursue in managing our content avails. Our channel teams have a long record of innovation and open-mindedness on windowing, which has seen them build brand equity with some of the biggest series in television, so I’m sure that with that mindset and early, regular communication between us, we’ll be able to maximize opportunities for everyone.

WS: What are your goals for the new unit as you head into MIPCOM?
THOMAS: Firstly, to show the market that we have launched the new division, which exists as a single entity—hence the amalgamation of our two stands (FOX and Nat Geo) into one overall FIC Content Sales presence. Secondly, [we want to show] that FIC Content Sales comprises a range of genres, including entertainment, factual, sport and lifestyle programming. Accordingly, we’re marketing the new sales unit with the tagline “Fact + Fiction,” which we think communicates nicely the range of programming that we’re able to offer—and the fact that all our customers will be better off in terms of content and servicing. Thirdly, of course, like any market, we’re looking to see as many customers as possible, strengthen relationships and actually do some deals!

WS: What can you tell us about what some of your content highlights will be?
THOMAS: On the scripted series side, we are really excited to bring Wayward Pines to Cannes. It’s a ten-part mystery event that will air on FOX U.S. next year, and boasts an impressive lineup of talent on both sides of the camera: Matt Dillon, Melissa Leo, Terrence Howard, Juliette Lewis and Toby Jones lead an incredible cast, with M. Night Shyamalan on board as executive producer, and director of the first episode. It’s packed with twists and turns, and should be a lot of fun!

On the factual side, we are bringing hit series such as The ’90s: The Decade That Connected Us and Science of Stupid, as well as one-off landmark specials such as Dawn of Humanity, Earth: The New Wild and Kingdom of the Apes.

We are also looking forward to showcasing key titles that are launching next spring, including False Flag and Outcast on the scripted end, and Nat Geo’s Killing Jesus.