17/04/2025 - Focused on improving professional interactions, the network's event brought together professionals from 14 different countries stretching from Portugal to Singapore

From 19 to 23 March, the 22nd Sofia Meetings took place as part of the 29th Sofia International Film Festival, once again reaffirming its importance as an international co-production market. Distribution is also part of the programme, and as in previous years, the festival’s ongoing partnership with Europa Distribution established an enriching workshop aimed at improving communication and negotiation skills in the film distribution sector. Furthermore, Europa Distribution joined forces with Europa Cinemas, the network of cinemas focusing on European film, hosting for yet another year a working session aimed at opening conversations and strengthening the collaboration between distributors and exhibitors.

This year’s workshop, focused on “Effective communication in professional interactions, team management, and negotiation”, brought together around 20 independent film distributors from various parts of the world. Professionals from 14 different countries stretching out from Portugal to Singapore formed a mix of distribution company executives, sales managers and marketing specialists. Patrick Zacharis, Business Coach and Sustainable Talents Developer, guided participants through the process of strengthening their communication skills using the Process Communication Model (PCM). The model, originally developed in the 1970s by psychologist Dr. Taibi Kahler and used for example by the NASA, helps individuals recognize and navigate diverse personality types, thus allowing them to tailor and improve their communication and negotiation strategies for greater understanding and efficiency.

Through a blend of theoretical insights, practical exercises, shared experiences, and situation analysis, participants explored the most effective communication and negotiation styles tailored to various scenarios. This immersive training provided invaluable tools that enabled individuals to enhance their self-awareness by gaining a deeper understanding of their own communication strengths and identifying areas for improvement.

By exploring communication and negotiation as a dynamic process, the group learned to identify and adapt to different personality types. They discovered new ways of adapting their behaviour to align with others, embracing differences and managing them positively to foster pleasant interactions in both personal and professional contexts. These skills are essential for building strong, enduring connections, both as individuals and within collaborative teams, even in the most stressful of circumstances. As the coach says, “by self-regulating, we enhance our ability to co-regulate with others”. The skills developed extend far beyond the workplace, and whether in one-on-one interactions or team management, these tools are vital in navigating everyday situations.

The workshop delved into how understanding the way different people process information, express emotions, or take action can shape one’s communication approach. A key principle introduced by the coach was the idea that effective communication is not only about conveying information, but also about crafting the message in a way that resonates with the recipient, making the connection more meaningful and productive. The training further enabled distributors to cultivate assertiveness, teaching them how to communicate clearly and confidently to ensure their voice is heard. They learned how adjusting their tone and delivery based on the listener's personality could significantly improve the outcomes of professional exchanges, particularly in high-stakes situations, reducing the risk of misunderstandings, stress, and conflict.

Participants found the workshop valuable for enhancing both self-awareness and communication with others. One participant mentioned that it was enlightening to gain insights into their own personality styles and to be able to analyse those of their colleagues, especially working in a smaller company. Another participant mentioned that the training helped them structure their approach as a marketing manager, improving their ability to engage with colleagues whose working methods differ from their own. The workshop also provided practical tools for handling conflict, offering tips on providing structured feedback and negotiating effectively. Participants emphasized the importance of choosing the right words in communication, especially while managing complex coordination or working with external partners.

Another notable event at this year’s Sofia Meetings was Europa Distribution’s session in partnership with Europa Cinemas, focused on enhancing the collaboration between distributors and exhibitors. It provided distributors with the perfect opportunity to already apply the new communication tools introduced in the workshop they were attending. Participants were divided into six groups of ten, each led by a moderator, to discuss how improved communication and tailored marketing campaigns can boost the success of European independent films. Afterwards, a representative from each group shared the main observations of their conversation, sparking further discussions in the whole group.

The wrap-up session highlighted the importance of early-stage collaboration, transparency, providing the right promotional materials and maintaining open communication to tackle emerging challenges. In some countries, distributors and exhibitors have already implemented common platforms for sharing materials. They both agreed on the need for more joint innovative marketing strategies and promotion, as they have great knowledge of their various audiences. The value of working together on event screenings was also emphasized multiple times. One of the key findings of the discussion was the need for more opportunities for exhibitors and distributors to meet and collaborate, both locally and at events such as this common session in Sofia concluding that creating personal connections and fostering communication are crucial.

An important takeaway for many distributors during the Sofia Meetings was the chance to connect with other distributors and professionals, share insights, and discuss potential future collaborations on common releases, which they expect to continue leveraging in their professional work. Participants left with tools that will benefit them long after the event.

That was another successful edition of Sofia Meetings, full of rich discussions on strengthening networks and partnerships within the European film industry. As Europa Distribution continues to build new bridges at upcoming festivals such as Focus Asia, New Nordic Films and San Sebastián, its role as network and think thank is set to keep thriving.

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