The distributors network joined forces with the Europa International sales agents network to organise a working session for 25 distributors and 30 sales agents

A moment from the session

During the 2025 edition of the San Sebastian International Film Festival, Europa Distribution gathered around twenty member distributors for a three-day programme of workshops held from 22 to 24 September. The first two days were dedicated to a script analysis workshop led by Hanna Lajunen, CEO of distribution company Cinemanse in Finland. On the third day, Europa Distribution joined forces with the Europa International network and organised a common working session for 30 sales agents and 25 distributors. Following the success of its pilot edition in 2024, this second interprofessional meeting brought distributors and sales agents together once again to explore new ways of strengthening collaboration between the two sectors.

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The main goal of the workshop on script analysis was to deepen distributors’ understanding of its theoretical aspects, to help them evaluate a film’s potential more effectively when pre-buying based only on its screenplay. As many distributors admitted, these decisions are often guided by instinct or “gut feeling.” Lajunen explained that such instincts are always shaped by experience, yet emphasised the importance of complementing intuition with analysis. “A bad screenplay will never become a good film, but a good screenplay can become a bad film,” she said. The workshop therefore focused on improving decision-making in pre-buys by grounding risk assessment in script facts rather than intuition alone. What is worth taking the risk, and why?

Lajunen began the session by revisiting the fundamentals of screenwriting and introduced participants to the classic three-act structure — an indispensable framework for script analysis — and guided them through key narrative milestones such as the catalyst, turning points, midpoint, climax, and resolution. This framework would serve as a mental checklist for distributors when evaluating scripts. The workshop also introduced additional analytical tools, including the Character Arc, the Save the Cat beat sheet, the Fun and Games sequence, the Logline, and the concept of Planting. Lajunen highlighted how analysing and understanding these structures not only helps in smarter pre-buys but also provides a foundation for creating high-quality promotional content at a very early stage.

Besides this toolbox with analytic tools, Lajunen also mentioned the importance of reviewing the broader context of a script — from the creative and production team involved to the film’s commercial potential, target positioning, and comparable titles. Identifying what makes a script unique was presented as a crucial step in assessing its market value.

The second day of the workshop centred on case studies and group work. Together, participants analysed the script of 2024 Palme d’or Anora by Sean Baker before splitting into smaller groups to reflect on two guiding questions: which films they had pre-bought had performed best, and which screenplay elements most influenced that success. The wrap-up session revealed several shared insights, with many participants agreeing on the decisive role of a film’s ending. The day concluded with practical takeaways on how to “pre-buy smarter.” Three main points emerged as green flags for a good script: if a script is easy to read and easy to pitch; if the main character is relatable; and if the ending is strong. These insights and the analytical tools, enable distributors to support their “gut feeling” with solid reasoning, thereby reducing the inherent risks of buying at the script stage.

On the third day, around thirty sales agents from Europa International joined the distributors for the second edition of the interprofessional roundtable discussions. This session provided a more informal environment for open dialogue, distinct from the usual negotiation settings, encouraging participants to explore synergies in film acquisition, promotion, and support. After the participants were divided in 5 groups for discussion, the workshop concluded with a wrap-up session moderated by Managing Director of Europa Distribution Christine Eloy, aimed at sharing the key findings and conclusions of each group with the entire audience. Across the discussions, several common themes emerged: the need for improved communication and transparency between sales agents, distributors, and producers; the development of simplified tools and shared data systems for marketing materials and market intelligence; and the importance of flexibility in adapting to evolving audience behaviour and market saturation. Participants also underscored the need for sustainable funding structures and efficient reporting systems to ensure long-term sector growth.

The meeting reaffirmed the importance of continuous collaboration within the European film value chain. By fostering open dialogue among sales agents and distributors, as it does already with exhibitors and producers, Europa Distribution is helping to strengthen the ties between sectors, the understanding of each other to create stronger partnerships. This to the benefit of European films reaching audiences.

Beyond the San Sebastian meeting, Europa Distribution is continuing its mission to build new bridges across the film industry. Upcoming activities include their Film Distribution Innovation Hub at When East Meets West, as well as initiatives at several other markets, such as Cartoon Movie, CPH:DOX, and Sofia Meetings. More information and articles can be found on the Europa Distribution website.