Chapter 23: The Pickiest Ones Are the Real Buyers
At the same time, the team from Touchstone Pictures was holding a meeting in their hotel suite to discuss the films they had watched on the first day of the festival.
"James, you were the first one to discover and watch the film. What's your take on it?"
The group of five sat in the hotel lounge. The speaker, a middle-aged Jewish man with a prominent aquiline nose, was Mason Connelly, the head of distribution at Touchstone Pictures—and the decision-maker in the room.
James opened his notebook, glanced through a few pages, and began:
"All of us saw the film this afternoon. Personally, I think it has great market potential. In terms of plot structure and narrative design, it's already a very complete thriller. The hook is clear, the pacing unexpected yet engaging. While it's evident that the director still lacks some finesse in handling details, it doesn't hurt the viewing experience. I strongly recommend we acquire this one."
Closing his notebook, James looked to Mason and the others before continuing:
"I thought it was promising after the morning screening, which is why I brought you all along for the second one. Jenny, what do you think? Do you believe it's worth buying?"
Apart from Mason, the other four in the room were professional screeners. Although they each had their own taste, keen judgment was essential for their job. Among them, Jenny was known for her particularly sharp eye.
Mason turned to Jenny as well. For films of this genre, her judgment often proved the most accurate.
The only woman in the room, Jenny flipped open her notebook and said:
"This film has a very clear market orientation—targeting primarily a teenage audience. The young director's use of multiple genre elements, his clever approach to time loops, and the way the female lead grows through her repeated deaths and rebirths—all show real intelligence.
Sure, the script doesn't start with a tightly-woven logic to support the story. In fact, the film never even explains why the protagonist, Tree, keeps reliving the same day. But that's exactly where the director shines—by making smart use of these techniques, he breathes new life into a rather clichéd time-loop premise and familiar themes of love and family. The film is full of little tricks, but they're incredibly effective. A very clever young filmmaker, wouldn't you agree?"
As Mason listened, he stroked his chin thoughtfully. Now his focus had shifted to how to acquire the film at the lowest possible price.
"James, call them. Set up a meeting with that young director for tomorrow at the hotel. I'll talk to him personally about the distribution."
James nodded and immediately picked up the hotel phone to call Wayne's modest motel. Once the call went through, he nodded at Mason.
---
Meanwhile, elsewhere in the city, another person who had seen the film was chatting with a Black woman across from him.
"Tali, I seriously recommend you go see that film tomorrow. If I hadn't gone in with Tom from Castle Rock today, we might have completely missed a real opportunity."
The man speaking was Knight, the same one who had entered the screening with Tom Hughes. The woman sitting across from him was none other than a renowned acquisitions rep from Miramax.
"Alright, I'll go check it out tomorrow," she replied. "Knight, if the film really has the commercial appeal you're describing, I'll report it to Harvey. He's arriving tomorrow."
"I don't think it'll disappoint you," Knight said. "But you'll need to act fast. It's not just Castle Rock—Touchstone's James was there too."
---
Back at the motel, Wayne hung up the phone. Jimmy and Luke were watching him anxiously. Wayne clenched his fist in silent triumph.
Luke couldn't hold it in any longer:
"Well? Are they interested? Are they going to buy it?"
"They want to meet tomorrow at the hotel to talk things over," Wayne replied. "Jimmy, you'll come with me. Do you think this is going to be a negotiation?"
He turned to his agent.
"Very likely," Jimmy nodded. "Be mentally prepared. If the offer is acceptable, we'll need to call in your lawyer."
Jimmy was clearly excited too—he hadn't expected things to move this fast. He had assumed there would be at least a few days of radio silence. Instead, they'd gotten a call in less than 24 hours.
"No problem. Let's hope it goes well," Wayne said, taking a deep breath. "But we can't stop looking for other buyers either. Luke, keep screening the film as usual tomorrow. We'll update you once we're done."
Wayne forced himself to stay calm, already running through possible scenarios and tactics for the upcoming negotiation.
"Don't worry," Luke said confidently. "Two morning shows, three in the afternoon—I'll keep everything on schedule."
---
The next morning at 8 a.m., Luke opened the venue to continue screenings, while Wayne put on the only suit he had brought with him and headed to the Plunk Hotel with Jimmy.
In the hotel suite, James reintroduced Wayne to Mason. After a round of polite greetings, everyone took their seats. Mason was the first to speak.
"Director Garfield, I have some interest in your film. While it's clear that parts of it are immature in execution and there are some logical gaps, along with a few unresolved plot points, there are still highlights worth noting. I'm prepared to purchase the rights."
Wayne listened quietly, without the slightest hint of irritation. He had long understood a truth from his past life: those who nitpick are the ones who are genuinely looking to buy. That rule holds up in any business. If someone opens with nothing but praise, there's a good chance the deal is already dead.
"Name your offer, Mr. Mason. If you're interested, I'd like to hear what terms you're proposing." His tone remained calm, unmoved by the critique, as he focused on reading between the lines of Mason's pitch.
"In my view," Mason said, "this film's production cost couldn't have exceeded $1.5 million. If you're willing, I'll offer you that amount for the North American distribution rights, and we'll get it into theaters."
Mason believed in his own judgment. The film had clear strengths, but the production budget certainly didn't surpass his estimate. For a first-time director, this was already a generous offer.
Wayne frowned deeply. That was lower than his expected price, but it wasn't a total dealbreaker.
"Mr. Mason, $4 million and the rights are yours. I'm confident this film can generate much more value than that. You'll need to guarantee theatrical release, and I'm only selling the North American rights. I intend to retain the sequel and international rights."
"Absolutely not!" Mason's tone hardened. "Director Garfield, I must remind you—this film is not worth $4 million. If I weren't personally intrigued, I wouldn't be offering at all. Here's what I'll do: I'll add another half-million. $2 million, final offer. Take it or leave it."
Mason stared across at the still-green young director, convinced Wayne wouldn't walk away from a shot at theatrical release. To Mason, things like international or sequel rights didn't matter. No one could guarantee this film would succeed. His evaluation: maybe it would click with young viewers, but there was no chance of a $10 million box office. Zero chance.
If marketed well, it could recoup in theaters—and home video sales could bring in seven-figure profits. After all, this type of film tends to do very well on VHS.
"Apologies, Mr. Mason. I'll go back and consider your offer. If I reach a decision, I'll contact you. Thank you again for your interest in the film."
Wayne stood up abruptly and politely bid farewell to Mason and James. He wasn't in a rush. Deals like this are rarely sealed in one round. Since their price points were still far apart, it was time to see if any other companies might be interested.
This was a business world—and Hollywood even more so. With high-dollar deals like this, you couldn't be too cautious. We're talking millions. No need to rush.
The festival had nine more days to go. He had time to weigh his options.
---
Back at the official screening venue, Luke was running the second showing of the day. Compared to yesterday, the theater was noticeably fuller—nearly half the seats were occupied. At the side, where he and Luke had arranged some chairs for breaks, a middle-aged Black woman was waiting.
Wayne paused, surprised. He didn't recognize her, yet she was clearly there for him.
"Hi, I'm Tali Yulia, acquisitions rep for Miramax. I just finished watching the film and would like to talk, Director Garfield."
Tali watched the young man approach. From a woman's perspective, he was handsome and solidly built. Honestly, he looked more like an actor than a director.
"Nice to meet you, Ms. Yulia. Sorry—I was just having a discussion with Touchstone Pictures."
Wayne shook her hand with a composed expression, though inside, he was practically grinning. Was this what people called "when one door closes, another opens"? Or "just when you're dozing off, someone offers you a pillow"?
"Just call me Tali. Are you free tonight? I'd like you to bring a copy of the film and screen it at our hotel."
Hearing this, Wayne nearly groaned. Had he gotten excited too soon? Was this turning into one of those situations? Was this woman trying to use distribution as bait for something sketchy?
"I already spoke with my boss about your film," she explained. "He's flying in tonight—there was a delay. But after hearing my report, Harvey's very interested. He'd like you to bring a copy and show it to him this evening."
"Alright, leave me your number. I'll be there on time."
Wayne took her business card and watched her disappear into the corner screening room. Jimmy, standing beside him, gave him a teasing slap on the shoulder and said with a laugh:
"Wayne, I swear—if she hadn't added that last part, you probably would've punched her. Your face turned so grim when she said 'hotel meeting.'"
"Hey, Jimmy, I admit—I jumped to conclusions. But is it really that uncommon in this industry? Honestly, if someone's offering to distribute my movie for free, even if it's some Black auntie—I'll take the deal."
He waved it off casually, but Jimmy stared at him, dumbfounded. Maybe he'd overestimated Wayne's standards.
"Stop dreaming, Wayne! You really think what's between your legs is worth millions? Even without major marketing, just the cost of prints and duplication is huge. Snap out of it and seriously think about Touchstone's offer. Even if there's wiggle room, it won't be by much."