Objectives :

• Understand the mechanisms involved in transferring and acquiring rights, co-publishing and French-French transfer.
• Introduction to assignment and acquisition contracts.
• Identifying commercial partners for buying and selling.
• Effective prospecting.
• Choosing the titles to be acquired or sold, and effectipely present your offer.
• Developing sales and communication tools for the transfer of rights.

Course outline over two days :

DAY 1: TRANSFER AND ACQUISITION OF RIGHTS

- Introduction

• The globalisation of the publishing market
• The multiplicity of exploitations

- Prospecting

• The basic principles of acquisition, transfer and co-publishing.
• Who are the main national and international players: scouts, agents, publishers?
• The different types of transfers: club, paperback, translation, adaptation, etc.
• Which potential for which book?
• Thinking about the graphic and technical aspects of your books for transfers of rights and co-publications
• Co-publishing and French-French transfers
• Participating in major international fairs Workshop: How to present and promote the strengths of your publishing structure and catalogue
• - Negotiating and drawing up contracts
• International standards in terms of duration, exclusivity, royalties and territories.
• The different stages and strategies of negotiation, from interest to bidding, etc.
• Setting prices and co-publishing schedules.
• Acquiring or transferring digital rights? Under which conditions?
• The different types of contract: publishing, translation, adaptation.

- Topics covered: international publishing markets and players, prioritisation applied to foreign rights, basic negotiation techniques, practices in terms of assignments, acquisitions and co-publications.

DAY 2 : OPTIMIZING YOUR PARTICIPATION AT AN INTERNATIONAL BOOK FAIR

- Introduction

• The challenges of communication in the internationalisation of your company.
• The right book for the right partner. Sellers and buyers: partners, not adversaries!
• Buyers: what should you present to a seller?
• Sellers: what should you present to a buyer?

- Presenting and finalising a catalogue and sales pitches:

• Preparing a sales pitch (who has the rights, date of publication, sales already made, sales, interests, overriding factors, etc.).
• Buyers: the importance of preparing a list of "recent acquisitions "
• Sellers: works to be published, published during the year, the back-list
• How do you communicate? information to provide and where to stop : Workshop Study of foreign rights catalogues, identifying important information.

- Trade fairs: prospecting, making appointments, follow-up :

• Creating a contact file
• Making appointments for trade fairs: timing, tools
• What to send and when?
• Follow-up
• Maintaining contact
• Promoting your transfer of rights to other publishers

- Topics covered: the importance of communication in international marketing, the media and information needed to sell foreign rights, the calendar of international fairs, the position of the foreign rights manager.

Venue : Dar Safahat, 27 rue des arcs, Bab Lakwes, 1006, Tunis.

Duration : 14 hours

Schedule of training : 22/23 May 2025

Target audience : Tunisian publishers.

Number of participants : 10