Film Trailers: Key to Audience Excitement & Success

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Trailers for films like 'The Lord of the Rings' and 'A Beautiful Mind' excite audiences, highlighting their crucial role in box office success.

Audiences are showing immense enthusiasm for the trailers of New Line Cinema’s “The Lord of the Rings,” Universal Pictures’ “A Beautiful Mind,” and Paramount Pictures’ “Vanilla Sky.” In contrast, films like “Bandits,” “Hearts in Atlantis,” and “Captain Corelli’s Mandolin” did not generate as much excitement during their opening weekends.


While a film's first-week performance isn't solely dependent on its trailers, they play a crucial role, especially when TV ads and talk show appearances are frequently preempted. The importance of theatrical trailers is even more pronounced with the holiday season approaching, as many big releases are set to hit theaters.


Traditionally, in-theater promotions are key for early awareness, but TV advertising usually takes over closer to the release date. However, television is no longer the reliable medium it once was for spreading the word about upcoming films.


According to Jeff Blake, Sony's chairman of worldwide distribution, trailers are often the top reason people choose to see a film. Studios invest significant time and effort into creating these trailers, recognizing their critical role in marketing.


The process of making a trailer is both costly and competitive. Studios typically hire high-end firms to create multiple versions, and then select the best one. The production cost can range from $50,000 to as high as $2 million. These trailers are rigorously tested until they achieve the desired audience response.


Peter Adee, Universal's marketing president, notes that there is no guaranteed formula for a successful trailer. The process is dynamic, and good ideas can come from anyone involved.


In recent years, theaters have increased the number of trailers shown, often leading to a 20-minute gap between the lights going down and the feature starting. Studios vie for the best placement, aiming to have their trailers shown before major releases like “Harry Potter” and “Ocean’s 11.”


Sometimes, studios negotiate with distributors for better trailer placement, sometimes even offering concessions on film rental terms. For example, when Fox released “Star Wars: Episode I — The Phantom Menace” in 1999, other studios had to shorten their trailers to fit within the limited non-Fox ad time.


To ensure their trailers are seen, studios often add them to the first reel of their films. Sony's Jeff Blake once paid exhibitors to show “The Animal” trailer before “The Mummy Returns,” but this strategy was met with public backlash and won’t be repeated.


In a challenging economic climate, where parent companies are dealing with declining stock prices and debt ratings, the impact of reduced TV ad time is particularly concerning. Over the next ten weeks, several major films, including Warner Bros. Pictures’ “Harry Potter and the Sorcerer’s Stone” and New Line’s “The Lord of the Rings: The Fellowship of the Ring,” will be vying for attention.


Other notable releases include Columbia’s “Ali,” Disney’s “Monsters, Inc.,” Universal’s “Spy Game,” 20th Century Fox’s “Black Knight,” and Warner Bros.’ “Ocean’s 11” and “The Majestic.”


Despite the efforts, trailers are often met with impatience from audiences. There are strict regulations on trailer length and volume, limiting the options for enhancing their marketing power. Nevertheless, studios will continue to explore new ways to make the most of this valuable form of free, captive-audience advertising.


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