In Los Angeles, Alex's agents, Paula Wagner and Michael Ovitz of CAA, were fighting to secure the best possible terms for their client. While the studios were ready to pay the significant $5 million salary, the real point of contention was the backend deal. Alex's team was holding firm on an audacious demand: an 18% share of the film's total worldwide box office gross. The demand was even more staggering because it also included a percentage of video cassette sales, making it the biggest percentage share an actor had ever demanded.
Most studios balked at the demand, offering a more standard 9 to 10 percent of the worldwide box office. After several grueling rounds of negotiations, only two studios remained at the table, refusing to give up on securing the biggest star in Hollywood. The final showdown was now a two-way race between Paramount and Universal.
These two studios were Alex's most frequent collaborators and had the most confidence in his ability to deliver.
In a polished conference room on the Universal Studios lot, Paula Wagner sat across from two of the studio's top brass: Frank Price, Chairman of Universal Pictures, and Sidney Sheinberg, the President and COO of its parent company, MCA Inc.
The conversation had come to a standstill. Price leaned forward, his hands clasped on the table. "Paula, we've gone over this and over it. We're offering a more than generous backend, but this eighteen percent...it's just not going to happen."
He shook his head, a finality in his tone. "It's an absurd request. No one, not even a star of his caliber, has ever gotten that. It sets a dangerous precedent for the entire industry. I'm telling you, the answer is no."
Sidney Sheinberg, however, remained silent. Unlike Frank Price, he was not focused on the bottom line. He was thinking back just a few months ago, to the production of Catch Me If You Can. They had taken a chance on Alex Hayes's script and his vision, a move many in the industry thought was a folly. The result was a film that had swept the Oscars and brought in a massive profit. Sidney knew that Alex Hayes had a Midas touch.
Sidney Sheinberg decided to gamble again. He raised a hand, stopping the argument that was about to erupt between Paula and Frank. "Let me talk," he said, his voice quiet but commanding.
He looked at Paula, a calm certainty in his gaze. "I'm willing to accept your offer," he said.
Frank Price's jaw dropped, and he began to interject, but Sidney held up a hand. "Frank, let me talk first," he said. "I'm willing to accept it," he repeated to Paula, "with some conditions."
Paula's expression remained neutral, but a flicker of victory passed through her eyes. She remained silent, waiting for him to talk.
Sidney held up a hand, silencing Frank Price's protests. He took a moment to collect his thoughts, then looked directly at Paula Wagner.
"I'm willing to accept it," he said, "with some conditions."
Paula's expression remained neutral, but a flicker of anticipation crossed her face.
Sidney continued, his voice calm and deliberate. "The last film Universal made with Alex was Catch Me If You Can. For that, he got ten percent of the domestic box office gross."
Paula and Frank both nodded, acknowledging the deal.
"And of course," Sidney continued, "that film became a huge hit, grossing two hundred and sixty-eight million dollars worldwide. Since then, Alex has delivered consecutive hits with Ferris Bueller's Day Off and now Say Anything..., which just crossed eighty million domestically and one hundred and ten million in global box office. It's only natural that his price will increase."
Sidney leaned forward, his voice dropping to a more personal tone. "So, Paula, is Alex confident in this film?"
Paula smiled, a genuine, knowing expression on her face. "He thinks it will be his biggest hit yet," she replied simply.
Frank and Sidney exchanged a look of genuine surprise. It wasn't because they thought Paula was boasting, but because those words had come from Alex. There was widespread talk in Hollywood that Alex was always famously conservative about his films' box office performance predictions.
To hear Paula say that Alex thought it would be his biggest hit is a testament to Alex's faith in the film.
Sidney leaned forward, looking directly at Paula. "We're willing to take the risk, but not without a safety net," he said. He then outlined the deal, his words measured and precise. "The highest grossing film we made with Alex was Catch Me If You Can, and it grossed over two hundred and fifty million. So, here's our offer: if this new film grosses less than that, we'll pay twelve percent of the worldwide box office. If it crosses two hundred and fifty million, we'll bump that to thirteen percent. From there, we'll pay an additional one percent for every twenty-five million it grosses."
Frank Price's shoulders visibly relaxed; the deal was structured in a way he could live with.
"That brings us to our final point," Sidney continued, "you will get eighteen percent, the full percentage you asked for, if the movie crosses three hundred and seventy-five million dollars. So," he concluded, a faint smile touching his lips, "is Alex confident enough to agree to this deal?"
*****
The phone in Paula Wagner's sleek office felt heavy in her hand. The deal with Universal was done, and she was making the call to Alex. As for Paramount, Michael Eisner couldn't close the deal, as the studio only offered fifteen percent, even with conditions.
"We did it," she said, a note of disbelief still in her voice. "They agreed to the contract...with conditions."
"Of course they did," Alex answered on the other end, his voice calm and unburdened. "You expected the conditions, right?"
"But still," she said, leaning back in her chair, a sigh escaping her lips. "I never thought it was possible."
Alex's laugh was a burst of easy humor.
"Don't be so surprised. If the movie fails, the contract amounts to nothing."
Paula was roused from her thoughts and sighed again, the enormous weight of the deal settling on her shoulders.
"Yeah. But you are sure about this film, right?" she asked, a hint of worry in her voice.
There was a pause on the other end of the line, a long beat of silence. When Alex spoke again, his voice was all business, the playful tone gone. "Paula, this movie's success will be based on not only the story, but perfect actors and a perfect director. That's our job. To place the perfect actors and director in this film."
"Paula," Alex said, his voice turning serious. "This movie's success won't just be based on the story. It depends on getting the perfect actors and the perfect director. Our job, right now, is to make sure those people are in place."
Paula nodded with determination to make it a success. "Do you have anyone in mind?"
Alex's voice was filled with a quiet certainty. "Oh, I have, Paula. I have someone in mind for both the actors and the director." He paused. "My Aunt Nancy will send the list. Send them invitations for auditions."
Paula was surprised by his words, by the fact that he already had a list of names prepared without any discussion. But she didn't ask any questions. She had learned early on in their working relationship that it was simply better to go with the relentless pace Alex set.