Navigating the Hollywood Maze: Practical Advice from Film Sales Expert Matthew Ozuna from Arclight Films

Matthew Ozuna is a part of the Development and Acquisitions team at Arclight Films, a foreign sales/production company that has sold, produced, and co-financed numerous films over the last 25 years. Matthew has also previously worked with several other foreign sales companies who look for projects that appeal to foreign distributors.

He shares his insights with Creative Screenwriting Magazine of the current landscape of the film and television industry and what screenwriters should be doing to enhance their careers.

What is the current slate of Arclight Films?

Arclight Films develops a range of projects, with a primary focus on those with strong international appeal, as our business is largely driven by international sales. We function as both a production company and a sales agent, specializing in crime thrillers, action movies with prominent casts, and prestige films that often become award season contenders. While we appreciate producing and selling projects with A-list talent, which significantly enhances international sales, we also act as co-financiers. This role influences our project selection, and we often secure financing through pre-sales, requiring us to identify projects with potential appeal to foreign buyers, especially those offering Minimum Guarantees (MGs).

How do you characterize the current state of the industry in terms of what is being made?

The major tentpole and high-concept IPs will always command significant budgets due to the substantial backing of studios and streamers. However, there’s a growing audience interest in original movies at an elevated scale. Several examples from this past summer demonstrated that films, even those not boasting enormous budgets, can still perform well at the box office.

While streaming services dominate, I firmly believe that a significant portion of the audience still prefers the theatrical experience. These viewers often drive the movie-going experience. To revitalize theater attendance, streamers should embrace the theatrical experience more fully. Instead of the typical short, two-week theatrical runs, movies created specifically for streamers should have extended-release windows.

Should screenwriters begin with writing small, relatively easier to produce films or big studio films?

As a writer, it is beneficial to have a variety of scripts, as the market’s preferences can fluctuate. Having scripts in different genres, such as romantic comedies and faith-based films, demonstrates a writer’s versatility. However, it’s essential for writers to be realistic about their projects. While pursuing their vision is important, writers should ensure they pitch to the right individuals who align with their project’s potential. Many writers lack sufficient research when submitting their scripts, leading to mismatches with potential collaborators’ tastes. By targeting the right people, writers can better understand what kind of scripts are likely to succeed.

How should screenwriters navigate the steps beyond their screenplay?

It’s always beneficial to have multiple perspectives on a script, offering a variety of viewpoints. This allows the writer to gain insights from both a creative and business angle. There are many platforms available where screenwriters can submit their work and receive constructive feedback from industry professionals. These platforms can offer valuable insights into the production and distribution aspects of a project. However, at this stage, the writer should focus primarily on the craft of their script.

Considering production feasibility and marketing/ distribution details might be premature. During the writing and development stages, the focus should be on the story, characters, and themes, rather than the potential production costs.

While it’s commendable to take on multiple roles, concentrating on the writing is best at this initial stage. From a sales agent perspective part of the process of selling films internationally is to gain a sense of what these foreign distributors are looking for. This is also a way for writers to navigate their projects. If they are writing a project that does not have much international appeal then their script becomes much more challenging to get made.

Should writers consider ancillary material  to market their screenplays?

Most of these seem to do well as their own thing as they have their own targeted audiences. Podcasts are fairly new and seem to be thriving all on their own. A proof of concept is a great way to envision the potential for your film. They are mostly rather inexpensive to get off the ground, and if done very well, can easily catch the eye of a producer that can realize its potential as a feature.

I have recently looked at feature scripts that were initially a proof-of-concept short film which can certainly help a filmmaker and writer as most people in this business currently want to see some kind of footage for a project. In particular, when Arclight takes projects to market, most foreign buyers want to know if the project has been filmed yet and request to see footage. If we are able to send or show a proof of concept it becomes super helpful during the sales process when we meet with buyers.

How do you feel about non-traditional new players into the scripted TV space – Spotify, YouTube, Short Form Dramas?

Most of my experience and knowledge is more on the film side, but in regards to these non-traditional new players it is something that most are still trying to discover. The industry has been and always will be an ever-changing landscape. For the individuals who work in this industry they all do what they can to adapt.

These new platforms have defined a different pathway in regards to how to make and release new content. From observing this new model from the angle of working with a production company we are trying to find ways to get involved and monetize for our side of the business. It is a collective effort amongst industry peers to brainstorm how to adapt to these new models and seek out advice from one another because if one can succeed from this type of model then we can all benefit from it.

What’s the worst advice you’ve seen and heard offered to writers?

I wouldn’t say that this is the worst advice, as it is all a matter of perspective, but one thing that I would mention is when people recommend writers to immediately move to LA to be a screenwriter, which I don’t necessarily agree with.

If someone solely wants to be a screenwriter, moving to LA to make that happen is not necessarily the case. When a writer should move to LA for their screenwriting career is when you have the interest of a literary rep (agent/manager). What a literary agent or manager is going to do is get the screenwriter general meetings with production companies, studios, streamers, etc. As a writer partakes in these meetings, and if their script starts to gain traction, then it would be wise to move to LA and focus on your screenwriting career.

By moving right away, it is going to take some time to get your project off the ground and a writer will face the hardships of the cost of living in LA. A writer shouldn’t be concerned about this lifestyle when their sole focus should be perfecting their script and their craft. Most of the scripts that I have read over the years have been from writers not even based in LA.

It seems that moving to LA to be a screenwriter has become a bit of a cliché. However, it is all a matter of preference as this idea shouldn’t stop someone from moving to LA. If they want to move for personal reasons and want a change of scenery while being close to the business then they are more than welcome to, but in doing so it is best to have some sort of plan in mind. If someone has other interests in the industry such as being more involved on the business side then it is recommended to be in LA for that.

Describe the ideal writer you want to work with.

An ideal writer to work with is someone who is super open to collaboration. When notes are provided on their script and they incorporate them is incredibly helpful to any producer. The key to a successful project is having everyone on board, sharing the same vision. If a writer isn’t open to collaboration, it can lead to conflict, ultimately affecting the project. I’ve met writers who were honored that a company like Arclight Films was even considering their project, and that gratitude is appreciated, showcasing their passion for the industry, which is always great to work with.

Something else that makes a writer ideal to work with is one who is not focused on just one script/ project. As a writer most of the projects that they work on will most likely get passed on, and for the most part, it has nothing to do with how bad the script is. Usually if a script gets passed on it is because the material is not right for the marketplace at this time. So, as a writer if they have other projects that they have been working on and it is material that is doing well in the marketplace then a writer should set aside for now the one script that got passed on and move on to the next script.

What recent films and TV shows have defined cinema lately?

There is so much content out there that is very difficult to define one piece that has impacted the industry. This is a good thing because I believe consumers and audiences need this type of content in their everyday lives. What comes to mind when trying to answer this question directly is by naturally looking at the awards contenders and all the past films that have either won or have been nominated at the Oscars.

A lot of these films that have come out over the last few years have been solidified as masterpieces and due to their box office success adds more to their legacy which can create a lasting impact. Another example is how we have entered the golden age of comic book/ superhero films. Every year there seems to be a new movie based off a comic book/ superhero and it seems that audiences are simultaneously getting burnt out by these films while still going to the movie theaters to see them.

In a way they have made a huge impact on the content that is being made today because these types of movies still seem to work. As for TV, it is starting to become more and more cinematic. It seems like most shows that are on streamers, basic cable, or premium networks could have easily been a movie or someone could mistake it as one.

This has made viewers perceive what a TV show should look, act, and feel like. If it is anything below par, then most audiences are going to be turned off and not watch the show anymore as the quality has lost its appeal. To summarize what piece of content has defined the industry it all goes back to excellent writing. No matter what the material is if it is a well-written script then it is almost certain that it will find its audience and quite possibly resonate with other audiences that don’t usually find the specific type of material appealing. Word of mouth is something that plays a very strong part in what makes a successful film or TV show but the root cause of why this piece of content is successful goes back to how well written it is.

by Staff Writer

From our in-house editorial team.