Mumbai: Increasing frequency of introducing 'buy one get one' (BOGO) offer on movie tickets, either in the opening weekend or on the opening day of a film's release rather than much later is proving to be counterproductive for producers as audiences are perceiving this tactic as the last resort to deal with low audience interest and boost collections of bad films, said film trade analysts, producers and distributors.

Recently, the makers of Hindi films such as Tanvi The Great, Baaghi 4, Ek Chatur Naar, and Heer Express announced BOGO offers on the opening day itself.

"BOGO ticket offers either on the opening day, or weekend have become a new trend in recent months," said Shaaminder Malik, a film distributor and trade analyst. "Earlier, makers would wait for at least two weeks and introduce BOGO offers on tickets to sustain momentum in collections of films which have already clicked with audiences," he added.

BOGO offer on film tickets first began with the rationale of making incremental collections on films which have already worked with audiences. Producers could afford to give BOGO offers of such films since the box office collections had already surpassed their estimates in the initial weeks. They would, therefore, launch a BOGO offer much after a film is released in theatres.

For instance, the makers of the film Gadar 2, which received a tremendous response from audiences, introduced a BOGO offer only in the third week of its release. For such films, a BOGO offer helps to boost ticket sales by 10-20%, said trade analysts. It also allows makers of mid-and-small-sized films to attract audiences to theatres. A pitfall of this practice is producers lose money when films fail to provide high incremental collections post the offer as they pay for the free tickets. Exhibitors' share in collections, however, remains intact.

"The general understanding of BOGO offers is that one gets a ticket free on buying a ticket. But this is a marketing thing. In real terms, one gets a discount of a certain amount on a ticket which is capped and borne by a producer," explained Suniel Wadhwa, co-founder and director at Karmic Films.

"These campaigns are tactical marketing spending to build momentum in footfalls. But they can never be a substitute for organic success of films."

Largely, producers have not gained from these marketing initiatives if one considers the performance of recent films. Even after the BOGO offer, Baaghi 4, which released on September 5, collected Rs. 47.5 crore compared to Rs. 72 crore by the English film, The Conjuring: Last Rites, which released on the same date.

"BOGO offers are so excessively used that they have a negative effect. Today, audiences interpret a BOGO offer as an indication that a film is not good. So, it is backfiring," said Girish Johar, producer and film business expert.

Though producers are resorting to BOGO offers, besides getting high-value deals from streamers and satellite channels, these entities have become stricter in buying films at irrational prices from producers.