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<pubDate>Thu, 22 Dec 2011 13:11:25 PST</pubDate>
<title>Louis CK: Over $1 Million In Sales In Just 12 Days For DRM-Free Download</title>
<dc:creator>Mike Masnick</dc:creator>
<link>http://www.techdirt.com/blog/casestudies/articles/20111222/12435717172/louis-ck-over-1-million-sales-just-12-days-drm-free-download.shtml</link>
<guid>http://www.techdirt.com/blog/casestudies/articles/20111222/12435717172/louis-ck-over-1-million-sales-just-12-days-drm-free-download.shtml</guid>
<description><![CDATA[ As you probably recall, comedian Louis CK kicked off a brilliant little experiment in getting people to buy his latest comedy special, by being <a href="http://www.techdirt.com/blog/casestudies/articles/20111213/04081117065/louis-ck-connecting-with-fans-giving-them-reason-to-buy-being-polite-awesome-human.shtml">polite, awesome and human</a>.  He offered up a direct-to-fan offering, with no DRM, from his own site for $5, and he did so while being totally open about the process and his thinking, which only endeared him to more people.  After four days, he had <a href="http://www.techdirt.com/blog/casestudies/articles/20111214/00162117076/louis-cks-experiment-brings-110k-sales-550k-gross-over-200k-net-four-days.shtml">brought in over $500k</a>, and twelve days in, he's <a href="https://buy.louisck.net/news" target="_blank">surpassed $1 million</a>, and he's got the screenshot from PayPal to prove it:
<center>
<a href="http://imgur.com/aM6PN"><img src="http://i.imgur.com/aM6PN.jpg" /></a>
</center>
Once again, his writeup shows that this has been quite a success, as he admits that he's never had a million dollars suddenly dumped on him like this.  Also, again, his writeup reinforces what worked about this in the first place, the fact that he's being polite, awesome and human:
<blockquote><i>
So it's been about 12 days since the thing started and yesterday we hit the crazy number. One million dollars. That's a lot of money. Really too much money. I've never had a million dollars all of a sudden. and since we're all sharing this experience and since it's really your money, I wanted to let you know what I'm doing with it. People are paying attention to what's going on with this thing. So I guess I want to set an example of what you can do if you all of a sudden have a million dollars that people just gave to you directly because you told jokes. 
</i></blockquote>
He then explains what he's doing with the million dollars.  $250,000 will go to pay off expenses related to the website.  Another $250,000 is going to his staff and the people who helped work on the show.  As he says "I'm giving them a big fat bonus."  Then he's taking $280,000 and giving it away to a list of charities:
<ul>
<li><a href="http://www.fistulafoundation.org/" target="_blank">The Fistula Foundation</a></li>
			<li><a href="http://pablove.org/" target="_blank">The Pablove Foundation</a></li>
			<li><a href="http://charitywater.org/" target="_blank">charity: water</a></li>
			<li><a href="http://kiva.org/" target="_blank">Kiva</a></li>
			<li><a href="http://www.greenchimneys.org/" target="_blank">Green Chimneys</a></li>
</ul>
What's interesting is he notes that he learned about some of these via recommendations people made to him via Twitter -- once again, showing that he's reaching out and connecting with fans.
<br /><br />
Finally, he's keeping the rest for himself:
<blockquote><i>
That leaves me with 220k for myself. Some of that will pay my rent and will care for my childen. The rest I will do terrible, horrible things with and none of that is any of your business. In any case, to me, 220k is enough out of a million.
<br /><br />
I never viewed money as being "my money" I always saw it as "The money" It's a resource. if it pools up around me then it needs to be flushed back out into the system. 
</i></blockquote>
He also notes that he's a little uncomfortable with all the news this is making and he plans to stay quiet for a bit.  Again, this highlights a few key points:
<ul>
<li><i>Being polite and sounding human can be incredibly powerful</i>.  It's amazing how simple this seems, but so many things are first run through so many layers of PR people and publicists and the like that it's still pretty rare to see someone famous come across as being human.  It's entirely possible that Louis is running all this through PR people and publicists before it's going live, but if so, they're doing a good job in making sure it really sounds like it's directly from Louis.  If I had to guess, I'd say that's because it actually is directly from Louis.  From everything I've seen, heard and read about him, this really does match his persona.
</li><li><i>Fans don't resent content creators for getting a ton of money</i>.  We keep hearing entertainment industry bigwigs and copyright maximalists insist that people <i>claim</i> that the reason they infringe is because content creators "have too much money already."  But as we've seen with Louis, nearly everyone who's taken part in this is <i>positively thrilled</i> with his success.  I haven't seen anyone complaining that he made too much money at all.  Do some people complain about rich stars?  Sure, but if you're polite, awesome and human, and actually connect with your fans, they <i>want</i> you to succeed. 
</li><li><i>Having a charitable component is kinda cool</i>.  Yes, in this case it's after-the-fact, but it's still cool.  We've shown in the past that pay-what-you-want <a href="http://www.techdirt.com/blog/entrepreneurs/articles/20100716/17423610253.shtml">works better with a charitable component</a>, and I'd guess it's because it fits with the reasons that people are willing to buy in the first place.
</li></ul>
This is a pretty huge success and shows what can be done by going direct-to-fan, while really connecting with those fans.  Meanwhile, over at Step2, we're discussing <a href="https://www.insightcommunity.com/step2/339/is-being-polite-awesome-and-human-the-secret">why this worked</a>, and whether or not "polite, awesome and human" are really the key three components.  Feel free to weigh in...<br /><br /><a href="http://www.techdirt.com/blog/casestudies/articles/20111222/12435717172/louis-ck-over-1-million-sales-just-12-days-drm-free-download.shtml">Permalink</a> | <a href="http://www.techdirt.com/blog/casestudies/articles/20111222/12435717172/louis-ck-over-1-million-sales-just-12-days-drm-free-download.shtml#comments">Comments</a> | <a href="http://www.techdirt.com/blog/casestudies/articles/20111222/12435717172/louis-ck-over-1-million-sales-just-12-days-drm-free-download.shtml?op=sharethis">Email This Story</a><br />
 ]]></description>
<slash:department>polite,-awesome-and-human</slash:department>
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<pubDate>Wed, 14 Dec 2011 11:28:53 PST</pubDate>
<title>Louis CK's 'Experiment' Brings In 110k Sales, $550k Gross, Over $200k Net... In Four Days</title>
<dc:creator>Mike Masnick</dc:creator>
<link>http://www.techdirt.com/blog/casestudies/articles/20111214/00162117076/louis-cks-experiment-brings-110k-sales-550k-gross-over-200k-net-four-days.shtml</link>
<guid>http://www.techdirt.com/blog/casestudies/articles/20111214/00162117076/louis-cks-experiment-brings-110k-sales-550k-gross-over-200k-net-four-days.shtml</guid>
<description><![CDATA[ So that was fast.  Yesterday we wrote about comedian Louis CK's <a href="http://www.techdirt.com/blog/casestudies/articles/20111213/04081117065/louis-ck-connecting-with-fans-giving-them-reason-to-buy-being-polite-awesome-human.shtml">experiment</a> in direct to fan sales, offering up his latest comedy special for a simple, convenient $5 download with no DRM (and also being human and polite in talking about it).  All we've been hearing since the sale went up on Saturday was about how everyone's buying it, and it appears plenty of people were curious how it was going.  Louis has <a href="https://buy.louisck.net/statement" target="_blank">put up a statement explaining all of the results</a> in pretty great detail.  However, before we get to the numbers, he makes a really good point at the beginning.  He points out that originally he had no plan to share the results, and that it's natural to try to hoard such information.  But somewhere along the way, he realized something really important: people aren't just interested in buying his work, they're buying because they're interested in the experiment as well:
<blockquote><i>
It's been 4 days. A lot of people are asking me how it's going. I've been hesitant to share the actual figures, because there's power in exclusive ownership of information. What I didn't expect when I started this was that people would not only take part in this experiment, they would be invested in it and it would be important to them. It's been amazing to see people in large numbers advocating this idea. So I think it's only fair that you get to know the results. Also, it's just really cool and fun and I'm dying to tell everybody. I told my Mom, I told three friends, and that wasn't nearly enough. So here it is. 
</i></blockquote>
This reminds me of <a href="http://www.techdirt.com/blog/casestudies/articles/20111013/10365216336/is-greater-transparency-reason-to-buy.shtml">Andy Richard's thoughts</a> on transparency, and how that helps connect fans even closer.  It's all something of a virtuous circle, it seems.  Do cool experiments, be awesome, be polite... and be transparent.  And people will want to support you.
<br /><br />
On to the numbers.  I love the fact that Louis didn't just reveal the topline revenue, but walked through the expenses as well:
<blockquote><i>
 First of all, this was a premium video production, shot with six cameras over two performances at the Beacon Theater, which is a high-priced elite Manhattan venue. I directed this video myself and the production of the video cost around $170,000. (This was largely paid for by the tickets bought by the audiences at both shows). The material in the video was developed over months on the road and has never been seen on my show (LOUIE) or on any other special. The risks were thus: every new generation of material I create is my income, it's like a farmer's annual crop. The time and effort on my part was far more than if I'd done it with a big company. If I'd done it with a big company, I would have a guarantee of a sizable fee, as opposed to this way, where I'm actually investing my own money.
<br /><br />
The development of the website, which needed to be a very robust, reliable and carefully constructed website, was around $32,000. We worked for a number of weeks poring over the site to make sure every detail would give buyers a simple, optimal and humane experience for buying the video. I edited the video around the clock for the weeks between the show and the launch. 
</i></blockquote>
For what it's worth, Louis is pretty famous in comedy circles for his ability to come out with an entirely new "hour" of (amazing, brilliant, hysterical) content each year -- and once he's put that into a special or a video or an album, he never performs that stuff again.  Lots of other comics will reuse old material or it takes them a lot longer to develop an hour of material, but as he explains here, he views it almost as if he's a farmer and this is his crop.  So it definitely was a <i>risk</i> to do things this way, but certainly a calculated and not a particularly crazy risk.
<br /><br />
Okay, let's jump down to the bottom line:
<blockquote><i>
The show went on sale at noon on Saturday, December 10th. 12 hours later, we had over 50,000 purchases and had earned $250,000, breaking even on the cost of production and website. As of Today, we've sold over 110,000 copies for a total of over $500,000. Minus some money for PayPal charges etc, I have a profit around $200,000 (after taxes $75.58). This is less than I would have been paid by a large company to simply perform the show and let them sell it to you, but they would have charged you about $20 for the video. They would have given you an encrypted and regionally restricted video of limited value, and they would have owned your private information for their own use. They would have withheld international availability indefinitely. This way, you only paid $5, you can use the video any way you want, and you can watch it in Dublin, whatever the city is in Belgium, or Dubai. I got paid nice, and I still own the video (as do you). You never have to join anything, and you never have to hear from us again. 
</i></blockquote>
I'd actually argue that he did much better than he explains as his net here -- because he already admitted that the cost of production was paid for by tickets sold to those shows.  So by not counting profits until he's covered the cost of production, he seems to be doubling the revenue needed to cover production.  This makes the results <i>even better than what he suggests</i>.
<br /><br />
And while he says that the $200k (which, again, I think miscalculates the actual bottom line) is "less" than he would have been paid if he'd simply sold the show, there are a few other mitigating factors, beyond what he lists above.  He focuses on how it would be worse for the fans.  But I'll take it a step further and suggest that going that path would have been worse for Louis as well.  First, this isn't done yet.  While there's definitely a huge spike in sales at the beginning, and it will only go down from there, I wouldn't be surprised to see a decently long tail of support here.  Second, and more importantly, this whole experiment -- including the transparency here -- likely has both <i>widened</i> his fan base considerably (even though it was already quite large) and, more importantly, deepened their loyalty to him.  
<br /><br />
In other words, it may not make as much <i>now</i>, but chances are this pays off even greater sums down the road.  Many of the people who found out about this and bought the download are likely now to be <i>more interested</i> in watching his TV show, seeing him live or purchasing future specials that he releases like this (or in new, even more creative, ways).  In other words, by doing this kind of experiment, by being polite, awesome and human... and then being transparent about this, it's likely that his earning power from these efforts only grows.  That's pretty cool.
<br /><br />
Two final thoughts on this, as responses to a couple of the common arguments we hear from folks who can't get their minds past the traditional business model.  First up, we always hear claims that <a href="http://www.techdirt.com/blog/casestudies/articles/20111213/04081117065/louis-ck-connecting-with-fans-giving-them-reason-to-buy-being-polite-awesome-human.shtml#c352">"people won't buy stuff</a> if they can get it illegally for free."  It would seem that iTunes, Netflix and many other examples have long proven that false, but here's another example.  
<br /><br />
Second, just last week, we discussed the claim by some that people who pirate do so because they claim that <a href="http://www.techdirt.com/articles/20111206/03203316989/supporters-sopapipa-make-arguments-that-make-no-sense.shtml">"all artists are rich."</a>  I still have never heard that argument used by people who download unauthorized content, though I guess it's entirely possible that some have made such a ridiculous argument.  But I actually think Louis CK's success here (not unlike <a href="http://www.techdirt.com/articles/20090201/1408273588.shtml">Trent Reznor's success</a> with various business model experiments) shows how off-base that is.  By any imaginable standard, Louis is doing okay for himself.  But, nearly every comment I've read from folks who paid their $5 (like myself) to happily download and support Louis, is that they're all <i>freaking thrilled beyond belief</i> that he's brought in this much cash from this experiment.
<br /><br />
I'm sure there may be some resentful jerks out there, but as Louis himself noted, the people who chose to buy are invested in this experiment and want it to succeed.  No one begrudges Louis the money he's making from all of this because we all feel he's <i>earned it</i>.  And it's not that he earned it by locking it up, screaming about "pirates" and using a legal sledge hammer to attack fans -- but he's earned it by being polite, by being awesome and by being human.  It's a lesson a lot of other content creators still need to learn.<br /><br /><a href="http://www.techdirt.com/blog/casestudies/articles/20111214/00162117076/louis-cks-experiment-brings-110k-sales-550k-gross-over-200k-net-four-days.shtml">Permalink</a> | <a href="http://www.techdirt.com/blog/casestudies/articles/20111214/00162117076/louis-cks-experiment-brings-110k-sales-550k-gross-over-200k-net-four-days.shtml#comments">Comments</a> | <a href="http://www.techdirt.com/blog/casestudies/articles/20111214/00162117076/louis-cks-experiment-brings-110k-sales-550k-gross-over-200k-net-four-days.shtml?op=sharethis">Email This Story</a><br />
 ]]></description>
<slash:department>nice-work-if-you-can-get-it</slash:department>
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<pubDate>Tue, 13 Dec 2011 13:58:00 PST</pubDate>
<title>Louis CK: Connecting With Fans &#038; Giving Them A Reason To Buy By Being Polite, Awesome &#038; Human</title>
<dc:creator>Mike Masnick</dc:creator>
<link>http://www.techdirt.com/blog/casestudies/articles/20111213/04081117065/louis-ck-connecting-with-fans-giving-them-reason-to-buy-being-polite-awesome-human.shtml</link>
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<description><![CDATA[ A little over two years ago, we wrote about how (the absolutely incredibly brilliant) comedian Louis CK had gotten some news by <a href="http://www.techdirt.com/articles/20090420/0246494561.shtml">asking politely</a> for some fans to take down a video from a file sharing site, noting that it was new material he was working on, and he wasn't ready for it to be seen widely yet.  The request worked.  Louis himself <a href="http://www.techdirt.com/articles/20090420/0246494561.shtml#c320">stopped by our comments</a> to provide some more detail.  Throughout the entire situation, he did what he does, and what makes people like him: just be himself -- and be thankful and appreciative, while explaining his reasoning.  In that case, he noted that he wasn't against file sharing, it's just that he didn't want this work out in the world yet.  He even said that once the same work is released officially on a DVD or special, he'd be fine with the original clips going back up on file sharing sites.  He was also quite clear that he didn't demand anyone take down any content, he just asked politely.
<br /><br />
Given that attitude (and given plenty of other things he's done recently) it came as little surprise that he's released his latest "live" video directly himself <a href="https://buy.louisck.net/purchase" target="_blank">off his own website</a>, for $5 via Paypal, and is offering it with no DRM or anything like that.  There are download and streaming limits, which I assume are to avoid bandwidth issues.  There are a few ways he might have been able to deal with the bandwidth to offer more downloads or streams, but on the whole, he appears to be doing everything he can to make the process as simple and convenient as possible.  He even put up a short note about file sharing on the page:
<blockquote><i>
To those who might wish to "torrent" this video: look, I don't really get the whole "torrent" thing. I don't know enough about it to judge either way. But I'd just like you to consider this: I made this video extremely easy to use against well-informed advice. I was told that it would be easier to torrent the way I made it, but I chose to do it this way anyway, because I want it to be easy for people to watch and enjoy this video in any way they want without "corporate" restrictions.
<br /><br />
Please bear in mind that I am not a company or a corporation. I'm just some guy. I paid for the production and posting of this video with my own money. I would like to be able to post more material to the fans in this way, which makes it cheaper for the buyer and more pleasant for me. So, please help me keep this being a good idea. I can't stop you from torrenting; all I can do is politely ask you to pay your five little dollars, enjoy the video, and let other people find it in the same way.
</i></blockquote>
Once again, as he did a couple years ago, it's a polite and friendly request, not a demand or any sort of threat or anger.  On top of that he explains his reasoning.  In both cases, he comes across as <i>being human</i>, which all too often doesn't happen with stars.
<br /><br />
To market this release, he hit the perfect target audience for this thing, doing a <a href="http://www.reddit.com/r/IAmA/comments/n9tef/hi_im_louis_ck_and_this_is_a_thing/" target="_blank">Reddit IAmA discussion</a> (basically a Q&#038;A for those unfamiliar with Reddit).  Once again, throughout that discussion he was... incredibly human, and he answered a ton of questions.  Not surprisingly, it's a really fun and interesting read.
<br /><br />
Sometimes, when we talk about business models built around <a href="http://www.techdirt.com/articles/20091119/1634117011.shtml">CwF+RtB</a> (Connecting with Fans plus a Reason to Buy), people seem to falsely assume that means you absolutely have to give away all your content for free.  We've said time and time again that that's simply not the case at all.  If you can really <i>connect</i> with fans, and then make it convenient and reasonable for them to support you, they will do so (as I did).  And that's exactly what Louis has done here.
<br /><br />
I don't think anyone doubts that the film will end up being available from unauthorized sources.  It may already be available that way.  Hell, I'd bet that Louis himself expected it to show up for free pretty quickly.  But the point is that the people who still "pirate" the video really don't matter.  Those people were never going to pay anyway.  What Louis has done, this way, is give tons of people (including plenty who normally don't pay for content) a really good <i>reason to buy</i>: which is by <b>being polite, awesome and human</b>.  Compare that to so many who are rude, mediocre and programmed.
<br /><br />
He seems to recognize this directly in <a href="https://pay.reddit.com/r/IAmA/comments/n9tef/hi_im_louis_ck_and_this_is_a_thing/c37emmc" target="_blank">some of his comments</a>, where he notes that he went to The Pirate Bay for the first time the day before the release, and tried to think about what to do:
<blockquote><i>
I don't know yet if I'll do it again. It hasn't run it's course. But I AM SO HAPPY I DID IT. Just so fun and it has been massively gratifying to share the positive of it with so many people who have written and expressed their feelings.
<br /><br />
The day before I posted the video I went on pirate bay, which i had never visited and i read the guy's thign where he posts letters from media co's and artists and then his nasty and kind of hilariously chest beating responses. I thought "jesus. This guy is a piece of work. I would NEVER tangle assholes with this guy." and then I thought about it. What do I say to these people? To hope they don't make me regret putting it out there naked like this? So I wrote that little "to torrent" letter, just being a guy saying "dude. please?" it's the best I can do. If it doesn't work, well.
</i></blockquote>
I've talked a few times now about <a href="http://www.techdirt.com/articles/20100125/1631147893.shtml">reasons to buy</a>, but the more and more we see success stories, I tend to think the simple list I have above is really a key point.  Being polite, awesome and human takes you a hell of a long way towards both being able to connect... and giving people a reason to buy.<br /><br /><a href="http://www.techdirt.com/blog/casestudies/articles/20111213/04081117065/louis-ck-connecting-with-fans-giving-them-reason-to-buy-being-polite-awesome-human.shtml">Permalink</a> | <a href="http://www.techdirt.com/blog/casestudies/articles/20111213/04081117065/louis-ck-connecting-with-fans-giving-them-reason-to-buy-being-polite-awesome-human.shtml#comments">Comments</a> | <a href="http://www.techdirt.com/blog/casestudies/articles/20111213/04081117065/louis-ck-connecting-with-fans-giving-them-reason-to-buy-being-polite-awesome-human.shtml?op=sharethis">Email This Story</a><br />
 ]]></description>
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