Chapter 10: Deal Maker

I thought the weekend would be a little more relaxing, but Wes went off early on Saturday morning to meet Ted and Ann and go over the past two days of filming.

About two o’clock, Em’s cellphone rang. It was Wes, who informed her that at the end of the day he was bringing home a couple of ‘business’ guests who wanted to meet the two of us. I speculated about who the guests might be, and then I remembered that he had wanted me to meet some people from the distributors of the earlier videos I’d done.

Em and I could have lounged around the pool all day, and in a way we did. We got productive on two major projects. First, we talked about another swap of display items and artifacts between our two museums, outlining on my laptop a lot of detail about a major trade of items for the winter months.

Second, Em had a lot of questions about her finances, particularly now that she was living with Wes. She didn’t know how to handle some things, or how to make wise investments of the savings she had. Consequently, we talked for several hours about an investment strategy and expense plan that would let her feel good about carrying her financial weight in the relationship with Wes, and would also let her tuck money away for a rainy day in a way that it would produce something more than a fraction of a percent in interest.

After that, figuring that we were meeting some ‘important’ people, Em and I dressed up. We were not night club ready, but just shy of that with the dresses that we wore. We each had on some low heels. If anything, I think that Em and I looked very ‘housewifey’, although our skirts were on the short side.

Our discussion was fruitful in another way. When Wes arrived home, followed by two men in another car, we were all primed up and in a business frame of mind.

Wes introduced Mark Brenner and Howard Crawford from Seduction Productions. Mark was a bespectacled man about fifty, a little on the pudgy side, but with a wonderful sense of humor and a relaxed style. Howard was the financial guy, and a little more serious, but pleasant. He was content to let Mark carry the meeting and just watch. Both men wore expensive looking slacks, loafers, and sport shirts.

Wes was deferential to the two men, particularly to Mark. We escorted them to the patio and got everyone cocktails and some cheese and crackers.

I wondered if I was expected to fuck these guys to get ahead in the porn business. I could easily imagine that was the way ‘things’ worked. There was a lot of news in that regard about Hollywood. Thus, I found myself evaluating that prospect and feeling that if I was asked to spread my legs to make my films get wider distribution, I’d tell them where to go. I realized I’d found a border for my behavior at that point. This after fucking nearly indiscriminately for the past six days.

Wes explained that Mark and Howard were two of the movers and shakers in the adult film industry, and that he’d invited them especially to meet Em and me, and that we’d have a short discussion about marketing and then the men had to go to a social engagement over in Santa Monica.

When we were in the kitchen alone, Em told me she’d never met anybody associated with distributing or marketing her earlier videos. “It all just happened by magic somewhere else, and I had nothing to do with it,” she told me.

When we were all seated, Mark jumped in and asked both of us for a little background on ourselves, plus how we got started in the adult entertainment business. I noticed he carefully avoid the use of the word porn.

Em started, “I grew up in Ontario, California, migrated to L.A. for college at UCLA, ran up some student loans, and then started to do nude modeling to earn some money. A photographer friend used me as a model and then offered me significantly more to do some porn, and I jumped at the chance to make more money and reduce my debt. My degree is in art and art history. Since I graduated, I’ve been working either full or part time for the L.A. Museum as a curator, but also kept in touch with the industry. I met Wes through a friend, and switched over to doing films with him exclusively. I’m also helping Wes with his business, doing some of the arrangements and scheduling. Is that the kind of info you wanted?”

“Yes, that’s good. Thank you. Sheila, what about you?”

“I grew up on the other side of the country in a town called Dillon, outside of Boston. I went to school there, and then to the University of Massachusetts as an art major. I went to work for the Boston Museum of Art, and worked my way up to curator, and it was through that link that I met Emily a little over a year ago. We hit it off. One time she invited me to a session where she was doing some filming for Wes. Things got hot, and I joined in, Wes filmed it, four videos resulted, and this is my first trip back to the west coast to do a few more with him.”

“That’s good too, thank you.”

Mark paused, “Seduction Productions is the third largest distributor of adult videos and other products in the country, and we have solid alliances with distributors of similar products in Japan, Australia, India, and several European countries. In the U.S., we have a market share of twelve percent, and in this industry that’s big. We like exclusive distribution rights for the stars we represent, and that’s one of the things we wanted to talk about. The other is to try to get on your calendars for some of the key events coming up when your public appearances would help stimulate sales of your films.”

I asked, “What’s involved with exclusivity, and isn’t that Wes’ decision since he paid us to be in his movies?”

Wes jumped in, “I wouldn’t do something like this without consulting you. I think this is a good idea. Two of the other stars I’ve shot became exclusive with Mark, and they have done very well in royalties even after they left the business. You already got a taste of the royalties from your first films, and those were through Seduction Productions, only the deal hasn’t been exclusive.”

Mark added, “With an exclusivity contract, we commit to aggressively market your films not only in the U.S., which has been happening, but also overseas in our foreign markets, and that takes much more effort on our part. We will continue to pay you your royalties as we have for a period of ten years, only the percentage will be higher because of the exclusivity. The term of the exclusivity is five years.”

I followed up, “Is there a non-compete after that?”

Wes’ eyebrows rose.

Mark said, “That’s a very smart question. We would like one for one year more.”

Em asked, “What about the marketing you want us to do?”

“We hope both of you would appear at the Adult Video News or AVN Awards in Las Vegas next January. We’ll have a large booth there, as we always do, only this time we will be putting the heavy push on your films – both of you: Cindy Cockfield and Pam Peters, if you will.” I appreciated that he knew our stage names.

Mark continued, “Over the coming months, we’d also like to do some photo spreads of the two of you, solo and together, and try to promote those over the Internet on websites that deal in pictures, not only videos, and also sites that specialize in erotica instead of porn.”

“When would all this start or take place?”

“As I mentioned the AVN Awards are in January, but we’d like to get a photo shoot scheduled as soon as we can, since that tends to be a gating factor on our PR. We hope to get a lot of photos up online as soon as possible, and then add to them over time.”

I thoughtfully said, “Would you take six months on the non-compete, three years on the exclusivity, extend the royalty period to fifteen years at double the current rate for us, and handle all the marketing, photo, and travel and hotel costs to Las Vegas for each of us when you want us?”

Mark studied me. I didn’t blink, I didn’t say anything further, and I just waited. My dad had taught me that at this point in a negotiation he who talks first loses.

Finally, after a significant silence, Mark nodded and said, “Consider it done.”

Wes again looked surprised, but wisely kept his mouth shut. I felt like I’d just pulled off a coup.

We chatted more socially with Mark and Brad at this point, and then about a half hour later, they left, promising that we’d have the paperwork for our agreement on Tuesday morning by FedEx to Wes’ office.

Wes came back to the patio after escorting the two men to their car. He said, “Sheila, you drive a hard bargain. Those terms you just negotiated are maybe the best in the industry, and these guys were being generous to start with.”

“I’m trusting your judgment on them, as well as the point you made earlier about their royalties being fair. I like them, and think they’ll do us proud.”

Wes agreed. We toasted our new deal, and then went out to dinner.

Sunday, we hung around the house, and Monday Em and I were part of a ‘romantic gangbang’ aboard a large powerboat that went out in the Pacific while Wes’ crew filmed. There was a lot of shooting up on deck, and for once there were more actors than crew.

Tuesday, Wes had arranged to take over a hotel bar for the day. The place had been carefully chosen because it didn’t have windows except near the entry door, and those got covered up after he filmed our entry into the place. We got picked up, romanced in the bar, did some dirty dancing, and then enjoyed a little group sex back in a corner of the place, all the while the cameras moved around us capturing each element of our session. For that one, there were a lot of ‘bit players’ that we never interacted with but they were in the background.

We swung by the office on the way home, and we picked up our FedEx package from Mark and Brad of Seduction Productions. I like simple legal agreements, and this was written that way. Everything was clear, and what we’d agreed. I was pleased to see explicit mention that there were no limitations on my other work for the rest of my life either, and I had minimal marketing commitments, and only for the coming year unless I agreed and they paid me for the work at market rates.

Em and I each signed our copies, and Wes arranged with Maryanne to have the copies returned to Mark the next day.

Wes also contacted a photographer friend of his who he knew was in town and had some free time. Her name was Brite Reber. She was a noted photographer from St. Cloud; she’d been photographing stars, politicos, and kings and queens, and was one of the best in the business. Wes set up a shoot for most of the day on Thursday at the house. She did not have a studio in town, and thought the house and pool would be the best background for the sessions.