by Steven Barboza
Great black stories almost never get shown at America’s megaplexes. The reason? They are an endangered species.
In a perfect world, major studios would green-light a dozen films per year with mostly black casts, and audiences of all persuasions would pay to see them. But Hollywood moguls seem stuck on the color of actors’ skin. Either major studios don’t think white audiences would pay to see universal human dramas played out by black actors, or studios are bewildered by black films. Many fail at the box office for a host of reasons, including lack of audience development and badly hatched advertising and publicity campaigns.
“Ultimately, to reach an African American audience, there needs to be a cross-section of tactics,” said Ava DuVernay, filmmaker and publicist. DuVernay, who helped to market such Hollywood releases as “Dreamgirls” and “Invictus,” has formed an alliance that aims to bring more black films to commercial theaters. The African-American Film Festival Releasing Movement (or AFFRM) uses social networking and grass-roots tactics to reach its marketing goals.
The alliance hopes to overcome a host of mistakes being made by otherwise savvy producers and film makers. Many black films fall victim to their creators’ good intentions but inept marketing practices. “I think that a lot of people overshoot in terms of the number of screens that they put a film on,” said DuVernay, “and I think that a lot of people undershoot in terms of the type of marketing that they apply toward certain types of films. But in cases where there’s been a happy marriage of distribution and marketing, you’ve seen modest and successfully distributed films that give nice returns to investors.”
The film “Just Wright,” starring Queen Latifah and Common, was “on too many screens,” DuVernay said. “And it was a campaign that didn’t integrate any kind of grassroots effort or real local outreach. They had a very national campaign, and they were relying on their stars. If they would have had some boots on the ground, it might have made some difference.” The film only grossed $21.5 million.
Other black films succeed if producers employ the right marketing mix. “You look at something very successful like ‘Jumping the Broom’ — they had a full-fledged publicity campaign, a very aggressive advertising campaign and local support on the ground — and you get a hit,” DuVernay said. “Same thing with ‘The Help.’ With the right marketing, the right push, the right kind of perfect storm of elements, you can actually have a successful release.”
She herself has left nothing to chance. She has written and directed a film titled “I Will Follow,” starring Salli Richardson-Whitfield, who plays a woman sorting through memories of a dead aunt. The film was the first to be marketed by the AFFRM. “We couldn’t afford big advertising so we upped our ground game,” DuVernay said. “We did more grassroots organizing. We did heavy, heavy publicity. We were in a market for six months, when you’d [customarily] be in a market for 3 or 4 months before opening.”