Bpi News April 2014 by British Photographic Industry News (BPI News)

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EDITORIAL

ear with me here. I don’t know about you, but the mood in the trade the past couple of years – possibly even longer – has been very much the clichéd heads down, ‘keep calm and carry on’. But there was a feeling on the first weekend of March, standing once again amidst the busy halls of the NEC, that a corner had been turned. For the first time in ages, certain familiar faces in the industry were almost seen to be breaking into a smile. Perhaps it was partly down to the first glimpse of sun this year after a pretty horrendous start to 2014 and the welcome drinks, but there was a buzz in the air in Birmingham that hadn’t been felt for quite a while. Let’s hope the feel good factor and positivity continues a few months hence. If you weren’t there to witness how the new organisers faired, we’ve a pictorial re-cap starting page 8. Spot the smiles! Since I started editing BPI News almost two years ago, what I would have previously found rather dry facts and figures about sales trends have gradually become the stuff of fascination. Hence I was interested to pop along to the PMA conference on the Monday specifically to hear from a representative of GfK. Whilst learning that 37% of photo category sales now happen online, we again heard that 25% of independents still don’t have an online presence. Seems unbelievable in this day and age when, again according to GfK, 20% of sales take advantage of ‘click and collect’. And, interestingly, the more premium the product, the more likely it was to be sold online according to the industry watcher. Unsurprisingly the ‘S’ word was mentioned in relation to what had led to declining camera sales, though GfK speculated that quality will convert the smartphone user to dedicated DSC, and that 21% of phone photographers plan to buy a camera in the next 12 months. Further opportunity comes with the news that 30% of smartphone snappers have never heard of DSLRs and 38% wouldn’t know a CSC from a KFC nugget. Encouragingly DSLR and CSC don’t seem to be cannibalising each other’s purchases. With sales having dropped so far, there has even been talk about categories back in growth. Perhaps good times really are just around the corner… – Gavin Stoker

BPI News is published monthly by BPI Partners Ltd PUBLISHER - Clive Insley Email: info@bpinews.co.uk Tel: 01344 625131 Tel: 07713 622 304 Please direct all advertising enquiries and sponsorship opportunities to Clive.

EDITOR - Gavin Stoker Email: info@bpinews.co.uk Tel: 07990 974 367 Please direct all editorial requests, news and press releases to info@bpinews.co.uk

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CONTENTS NEWS

Spring cashback deals burst into life, Nikon announces the V3 whilst Samsung launches the NX Mini, Retra welcomes the trade to its annual conference and Fuji announces the winners from its own last month. Olympus wins design award double, Panasonic announces May release date for GH4 and much, much more! FEATURE The BPI News Awards 2014 8 We met up with most of our 24 nominees for Product of the Year and Promotion of the Year we’ve been flagging up the past couple of issues, as the trade united under one roof for four days at The Photography Show last month. Turn to pages 8 and 9 now for a pictorial celebration and to find out if you made it into print! FEATURE The Photography Show Review 14 Talking of which, if you didn’t make it along to the NEC the first four days in March, don’t worry as we report on a packed inaugural event and reveal the official attendance figures. Plus we speak to Future’s Jonny Sullens about bigger plans for next year’s event at the same venue, albeit on a later date in the month. FEATURE Fujifilm FDIS Conference Report 18 Also happening nearby the NEC on the same weekend as the Show was the Fujifilm Digital Imaging Service annual conference and Business Endeavour Awards, as well as seminars designed to motivate and stimulate your photofinishing business. Find out why it’s good to be a member here. FEATURE Dawn of a New DayMen 20 One of the industry’s big names toasting success at the Show was distributor DayMen, responsible for a diverse product portfolio including Lowepro, Giottos, Joby, Rogue and Tokina. It launches a fistful of new products this month and as usual we have the lowdown to enable you to make an informed decision on stock. COVER: Crowds gather for The Photography Show, March 1st to 4th, the Future replacement for ‘Focus’ at the same NEC venue. Hear the inside track from the organisers on page 14. NEXT COPY DATE FOR MAY COVER ISSUE FRIDAY APRIL 18th! POSTED OUT END OF MONTH. DON’T DELAY, GET IN TOUCH NOW! Publisher’s Office: 12 Holmes Close, Sunninghill, Ascot, Berkshire SL5 9TJ. BPI Partners Ltd accept no ultimate responsibility for accurate reproduction of digital artwork created by third parties. Insurance and carriage of products submitted for inclusion in reports rests with the owner. News, data, prices, interviews and opinion are printed in good faith E&OE. Content including advertising artwork created by BPI Partners Ltd or its agents is ©2014 BPI Partners Ltd. ISSN: to be advised.

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‘3’ is the magic number for Nikon WILL IT BE third time lucky for Nikon’s latest flagship CSC in terms of making a sizeable impact? The brand has introduced a replacement for its ‘1’ system V2 in the logically christened V3. Replacing the angular looks of its predecessors and omitting their built-in viewfinder – though a DF-N1000 electronic viewfinder is available as an optional extra to enable an additional sale – the company describes the more serious looking V3 as ‘offering top speed professional performance’. Key attributes include: 18.4 megapixel CMOS sensor, up to ISO 12,800; tilting touch screen monitor; built-in Wi-Fi; Expeed 4A image processor; and hybrid AF comprising 171 auto focus points – increased from 135 points – 105 of which are phase detection AF points. Another V3 extra is a functional GRN1010 grip, along with the EVF a means of providing users with DSLR-style

control in a smaller form factor. Other sales ideas are a SB-N7 Speedlight plus FT1 mount adapter to enable the use of a Nikkor DSLR lens too. Alongside the new camera, available mid April, Nikon has also announced a couple of lenses: the VR 10-30mm f/3.5-5.6 PD-Zoom, which offers the system first of an automatic lens cover, and the VR 70-300mm f/4.5-5.6, pitched as enabling high speed, handheld telephoto shooting (810mm view) with SRPs of £249.99 and £879.99 respectively. Optional accessories include a detachable tripod mount for the 70300mm (the TR-N100), whilst there are also soft lens cases available for both. Suggested pricing for the V3 meanwhile is £799.99 with a VR 10-30mm f/3.5-5.6 PD-Zoom lens, and £1049.99 for a kit that adds the optional EVF and grip. www.nikon.co.uk

No EVF in the 1 V3, but there’s an articulated rear screen, 18 megapixel sensor, an accessory EVF, a handgrip and also a leather case, plus new 10-30mm with lens cover

Samsung NX Mini tips selfie users the wink THE ELECTRONIC giant’s smallest compact system camera to date, with a depth of 22.5mm and a body only 158g weight, the NX Mini is being marketed to take advantage of the consumer trend for self portraiture inspired by the smartphone. The new camera features a 3-inch touch screen display that can be flipped up through 180 degrees. Naturally it also features Wi-Fi and NFC capability. Announced alongside the camera are three new mini ‘NXM’ lenses: a 9mm f/3.5 ED lens with ultra slim design and wide angle capability making it ideal for both landscapes and group portraits (or ‘wefies’), suggests Samsung; plus a 9-27mm f/3.5-5.6 ED OIS compact zoom, and 17mm f/1.8 OIS lens, the latter enabling photographers to achieve beautifully shallow depth of field effects. Some 15 existing NX optics can be used with the camera if your customer also buys a NX-M Mount Adapter (ED-MA4NXM). Describing the NX Mini as “a fantastically designed device with an amazing set of features,” Samsung’s Head of Product Marketing Paul Scott adds “Features such as the ‘Wink’ shot will appeal to a broad consumer base, but others such as the interchangeable lens and 1-inch 20.5 megapixel BSI CMOS sensor means there’s something for professional photographers too.” Price is confirmed at £399.99 with a 9mm lens and the device will be available in the first week of April. www.samsung.com

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Samsung’s 1” sensor ILC comes in competitively priced compared to Sony’s similar sensored RX100II with a fixed zoom lens, and becomes the second 1” ILC system alongside Nikon 1.

A NEW Fotospeed option for customers who really want a dramatic representation of their shots is its Panoramic inkjet media, which, with dimensions of 210x594mm and the ability to print in 3:1 ratio, can be fed through almost any inkjet printer from A4 upwards. Photoshop templates are available via the Fotospeed website in order to help place pictures prior to printing and there are six paper finishes available: three Art papers – including Platinum Etching (shown) – and three Photo Quality papers – including Photo Smooth Pearl 290. A 24-sheet test pack is available for an SRP of £29.99. www.fotospeed.com

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BPI News | April 2014 5

NEWS

Fuji ‘s X-rated models show some skin

Nikon springs into action with cashback

HARD TO believe any customer might get bored with the look of their retro styled Fujifilm X series camera. But should they be, direct them to a new signature customisation service from the brand that will re-skin their camera body with a choice of colourful textured leathers at a cost of £129. This drops to £99 if ordering a brand new camera in an X Signature colour. Warranties are not affected as the work is carried out by Fujifilm’s Service Centre says the brand. The X Signature service is currently available for the X-Pro1, X-E1, X100, X20 and X10, and will shortly also be offered on the X-E2 and X100S. www.fujifilm.co.uk/x-signature

THE TRADITIONAL spring footfall drivers get underway with Nikon UK offering up to £120 cashback on selected DSLRs (body only and kit combinations), DX lenses, plus SB-300 Speedlight. Purchasers of the D610 are rewarded with the full £120 cashback, with £100 off the D7100 and £60 off the D5300. In terms of lenses the maximum cashback is given on the 18-300mm VR, which is effectively discounted by £70, whilst those buying the SB-300 get £30 back. “Whether you want to upgrade your DSLR, add another lens to your kit bag, or invest in a new Speedlight; this offer makes it the perfect time to advance your photographic collection,” suggests Nikon Product Manager Simon Iddon. Having already begun, the offer is due to run until May 28th this year, subject to availability and all the usual T&C’s. All claims must be received by June 30th. Point your browser at the below URL for more. www.nikon.co.uk/promotions

expands for 2014

iF only… Olympus awarded for design YOU MAY well have thought they were great looking cameras but now it’s official: the Olympus OM-D E-M1 and its digital pen E-P5 have taken home a gong a-piece from the prestigious 2014 iF product design awards; another inTHE ELECTRONICS giant has revealed centive for your customers to buy into a May 5th on sale date for its new 4K the brand. video enabled GH4 flagship CSC, as The classic, super-robust design of previewed at The Photography Show, the E-M1 is said by its maker to reflect and has also unveiled body and lens its status as the flagship camera of the combinations and prices. Kicking off, entire Olympus range, whilst the top of the body only option is a suggested the range Pen in the E-P5 is described £1299.9. Alternatively the GH4 can be as an instant collector’s item, and was purchased with a 14-140mm lens for originally devised as a homage to the £1749.99, or it’s a suggested £2499.99 original analogue Pen F. with a DMW-YAGHE ‘interface unit’ – Over the past 60 years the iF product which provides additional outputs and design award has become synonymous inputs for an external 4K recorder and with outstanding achievements in demulti camera recording. sign. All award-winning entries from the A pre-order offer on the GH4 also iF design awards 2014 will be presented got underway on March 10th and is for the first time at the iF design exhidue to run until Monday 2nd of June. bition in Hamburg, Germany. For more Potential or actual purchasers can adinformation on the iF awards head to ditionally bag a freeComplimentary battery and 12 monthgrip national trust membership with the lumiX FZ200 or FZ72 www.ifdesign.de/index_e battery during this period. Complimentary 12 month national trust www.olympus.co.uk www.panasonic.co.uk

GH4 is May queen

Canon’s big cashbacks

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THE PHOTO stalwart joins arch rival Nikon in driving trade to dealers this month via the familiar carrot of a cashback deal. In Canon’s case there is up to £210 off selected products for purchases made up until May 7th this year. Savings are offered on DSLRs with £150 cashback on the EOS 5D Mark III, £100 on the 7D and £50 on the 700D. In terms of premium compacts, it’s £30 redeemable on purchases of the G16, S120 and SX50 HS PowerShots, plus £100 cashback on the Legria HF G30 camcorder. There are also money saving deals to be had on the Pixma Pro-1, Pixma Pro-10 and Pixma Pro100 printers plus five EF lenses, with Lumix National Trust POS the biggest cashback of £210 provided when purchasing the 70-200mm f/2.8L Description • Complimentary National IS II USM. Trust Membership www.canon.uk/springcashback Campaign POS

NOT CONTENT with its success this year with The Photography Show, Future has announced a trio of PhotoLive events this summer, following the inaugural weekend of photographic seminars that took place in London last October. Details are thus far sketchy, but dates have been given as August 23rd in Leeds at the Leeds Met University, August 30th in Edinburgh at the Napier and September 6th in London at 200 Aldersgate, St Paul’s. Before all this though, there is another new event – Photoshop Live, scheduled for the Brighton Dome 18-19th July. Being pitched as ‘The UK’s brand new Photoshop conference’ and given its own web address (photoshopliveconf.com), Photoshop gurus scheduled to attend so far include Steve Caplin, Uli Staiger, Glyn Dewis, Miss Aniela, and Tigz Rice. Anyone in the trade interested in exhibiting at the PhotoLive events is directed to Anna Wales at Future on 020 7042 4282 or: anna.wales@futurenet.com For more info see: www.photo-live.com

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NEWS SONY has announced the latest winner in its on going Alpha=Alfa scheme – or ‘sell an Alpha, win an Alfa’ – created specifically to educate photography retailers in the benefits of its camera series, the goal being to incentivise staff to generate more sales for both the brand and the dealer. With the scheme now in its second year, participants learn about the specifics of Alpha and Cyber-shot cameras plus compatible lenses. Tickets are earned for every product sold by a member of staff, resulting in their names being entered into a grand prize draw to win an Alfa Romeo Mito. The latest lucky recipient of a brand new motor is Simon Parker of the Jessops store in Leeds. While it was a winning result for Simon, Sony is also pleased with the way things have gone during the latest phase. It tells BPI News that 270 participants across 84 stores opted into the scheme this time around, meaning a ‘90% staff engagement’ with the project. Of these, 33 stores achieved their ‘non lens’ targets, 10 stores achieved their lens targets and ten stores hit both targets for lens and non-lens. “Alpha=Alfa continues to demonstrate itself to be one of the most successful and rewarding sales incentives programmes we have run in the UK to date, as proven by the success of both phases of the scheme. It is important for us to recognise and reward the hard work put in by our retailers,” says Roy Dickens, Retail Director for Sony Direct, CE and Photo Specialists for Sony UK and Ireland. “This crucial scheme helps broaden staff knowledge in a fun and engaging way, enabling them to confidently communicate the benefits of our innovation and technology. The scheme therefore provides not just an opportunity to sell, but inspires and guides our valued customers in making a fully informed purchase.” www.sony.co.uk

Sell an Alpha, win an Alfa

Calumet UK rises above US woes

Getting the best from PermaJet is academic

Following the much reported news that the US arm of Calumet had filed for Chapter 7 bankruptcy, Calumet UK has put out a statement to the effect of it being ‘business as usual’ as far as Europe goes. Explaining that the companies that make up Calumet in the UK and Europe are financially separate and independent, General Manager Christof Bergmann confirmed to BPI News and the trade: “The filing of Chapter 7 for Calumet Photographic Inc. in the United States has no direct impact on Calumet in Europe and the United Kingdom. Right now we are developing plans for a return to the US market with retail locations and an online presence”. www.calumetphoto.co.uk

THE INKJET media supplier is looking to drive footfall to dealers and encourage brand loyalty by setting up a dedicated PermaJet Print Academy for 2014, headed up by Louise Hill who tells us: “we’ve seen a substantial increase in people wanting to learn about how to get the very best from their images and printing devices.” The school is based in idyllic Stratford-upon-Avon with off-site courses available in Dumfries and North Wales. And those who enroll on the courses are promised a free 25 sheet A3 sized pack of Gloss, Oyster or Matt paper from the PermaJet Digital Photo range. Courses are £60. For further enquiries speak to Louise Hill on 01789 739207 or email: louiseh@permajet.com

BPI News | April 2014 7

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news

An effervescent Jonny Sullens, finalist and WINNER for The Photography Show.

John Walshe of Nikon accepts a nomination for the 1 AW1, Product of the Year WINNER.

Fred Lange of Sony accepts the finalist certificate for the RX10.

Graham Armitage of Sigma UK receives their Finalist certificate from Clive Insley.

Manfrotto’s great team are happy with a recognition for promotions in BPI News.

Jeremy Gilbert accepts Nikon’s Coolp

Photomart’s Senior PR Manager Rebec

“E

verybody likes to get an award and our annual BPI News Trade Awards go out of their way to select the most deserving candidates and celebrate the very best of our trade,” says BPI News Editor Gavin Stoker. “We’re not just about flagging up the shiniest and most innovative new product that has given manufacturers and retailers real a shot in the arm and a fighting chance these past 12 months. We also want to show the rest of the trade how such products, campaigns and events have been successfully championed and promoted too. Hopefully in this way we might all learn some good ideas from each other.”

And the winners are… So without further ado, the BPI Trade Award winners for 2013-14 are: Promotion/Campaign of the Year: The Photography Show Product of the Year: Nikon 1 AW1 “As the biggest and most heavily promoted new event on the trade calendar it had to be The Photography Show for our Promotion of the Year award,” says BPI News Publisher Clive Insley. “Over 30,000 visitors to its inaugural Show told us that the marketing, not to mention the teams and key people involved both behind the scenes and front-of-house, had worked

marvelously! Some 99% of trade members I’ve talked to had nothing but positive reviews and experiences of the show, and that was reflected in the avalanche of late votes.” Said Grace Turner, Marketing Manager for The Photography Show: “Wow. I’m extremely chuffed. A BPI News Trade Award is a great finale to what has already been a fantastic four days. This is our first award and we all appreciate how important it is, especially coming from the trade. Now the hard work begins to make sure next year is even better promoted!” Gavin Stoker adds the following about the Product of the Year: “Nikon’s 1 AW1 was truly an industry first – you could now use an interchangeable lens camera underwater without any supplementary housing. But it was also Nikon’s best ever CSC to date, whether in the wet or the dry.” Nikon’s General Manager John Walshe comments: “We’re always striving to provide photographers with products that push the boundaries, whether we’re talking entry level or professional grade. We’re naturally very pleased to be recognized for that fact.”

They also served… LET’S not also forget the deserving nominees who were given commemorative plaques at The Photography Show and whose happy smiling faces are recorded here. Don’t forget to hang it somewhere prominent, guys… For ‘Product of the Year’ the other highly commended nominees were: Pentax K5II, Nikon Coolpix A, Nikon D7100, Canon EOS 700D, Imagefile business websites, Olympus Pen E-P5, Panasonic Lumix DMCGX7, Canon EOS 70D and Sony RX-10. For ‘Promotion of the Year’ the other highly commended nominees were: Swains, Delkin Devices, Experience Seminars, DNP, Manfrotto, DayMen, Intro2020, Kenro, Nedis, Fotospeed, Sigma, Tetenal and Fujifilm.

Upper left: Neill Harris and Pete for the Imagine app. Canon – le 70D, Tracey Fielden for the 700 certificate.

Everyone is a winner with BPI News – getting to the heart of photo business & keeping the trade informed every month 8 April 2014 | BPI News

AWARD WINNERS 2013/14

pix A nomination from Clive.

Jenny Price accepts Nikon’s D7100 nomination from Editor Gavin Stoker.

cca accepts a finalist nomination of behalf of DNP.

Paul Kench of Kenro with Clive Insley.

Toby Herlinger of Fotospeed with his trade award finalist certificate presented by Gavin.

Jane Nicholson of Intro2020 gets nominated, with Clive.

Panasonic’s team accept a nomination for the GX7.

Left: Delkin Devices happy to be nominated. Row above: Craig Bird and Tetenal’s team receive their nomination (left); DayMen’s promotion makes it to the finals (centre, with Natalie Littlehales & Loraine Morgan); and Olympus’s Mark Thackara marks the occasion with ambassador for the brand, photographer Damian McGillicuddy. Below: Finalist Nominations also went to theimagefile for business websites, Nedis for Business Booster, Pentax for the K-5II, and Swains International plc for their ‘Memorie’ iPad Mini promotion. 1 OM-D E-M OLYMPUS

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the busy of time for UK is n the nick season, Nedis Christmas a brand new announce proud to camera bags. range of Camlink are available for Ten new models These range order. immediate camera cases compact backpack/ from small professional holding right up to capable of gadget bags lenses and laptop DSLR cameras, offering dealers a – all computers on their investment. great return of the new range of The design They’re also ‘sling have a svelte from P Ucases is state-of-the-art. Lastly we T with internal B L I S inH Ibeing CL-CB40, N G manufactured an SRP tough, Cordura Nylon’. bag’ in the ‘Tapestry of 33x20x12.5cm, your heads high quality dimensions price of £59.99, scratching and trade In case you’re is, let us tell you: it’s which of £79.99 back pack, that as to what plus the CL-CB41 internally weather-durable 29x15x41cm an ultra stylish the new cases feature £119.99 measures of at a suggested nylon. Many whereby the flap and is priced opening, will a rear body to make (trade £89.99). from your easy Area Manager opens away bags to Your Nedis equipment the camera of these new access to is available have samples and stock feature and secure. show dealers introductory bag models a special shock All gadget UK Ltd. NOW with from Nedis foam construction, available quality hard cell discount feet and high absorbing straps, with strength zips seat belt quality branded ultra independents professional photoMost models feature custom & help19:25 season to boot. ideas to drive this holiday internal compartments sell more 23/09/2013 bright orange this is a non and CB-20 nylon; tricot not CB-30 (top) will below. made of CB-40 (left), material that specialists swing pack, (above); CB-10 Those photo abrasive nylon scuffing on the matt to think outside body to who dare cause any John Walshe used by Canon it comes Manager camera bodies the box when for stock Nikon UK’s General black in the trade and ideas topics Nikon DSLRs. inventive and hottest camera case 1 to two new addresses the BPInewsOct13.indd The Camlink kicks off with are directed regular and range ‘IP’ (Internet – the 100B options for low-cost gadget bag ‘pouch’ style Internet surveillance Konig IP Cams surveillance/ and design Protocol) two smaller the CL-CB10 105W ‘globe’ cameras in security camerasbrand, compact internal dimensions Konig to customers from the in to up-sell CL-CB11 with and 7x3.5x12cm the latest kit profit for the this October a bumper launched We spotlight of 6x3x10cm you £9.99 Christmas. that will make respectively. SRP’s are and £10.99 for time for trade) The SEC-IPCAM100B CL-CB10 (£7.49 (£8.24 trade). at a suggested in is priced the CL-CB11 the CL-CB20 is available Next up is £89.99 and comes with white versions. bag, which of black and shoulder model internal dimensions and second new The £34.99 strap and is . SRP and white. is the SEC-IPCAM105W 15.2x14.6x6.5cm again in black at a to your is £26.24. in ‘Globe Camera’ and with availability software loaded trade price models feature in £84.99 and with the live images Four more prices suggested link via Wi-Fi or Mac you can view a passive sizes and of PC Both cameras ever-increasing fitted with will tablet, desktop (internal dimensions units come the camera smartphone, the Internet. The the CL-CB21 is detected security as CL-B22 (25x17x12cm), over used movement be and sound 22x12x19cm), and CL-CB24 so if any They can baby detector, warning. be used as running an e-mail movement CL-CB23 (23x14x25cm) to and can even send out with SRP’s should prove automatically home, office or business, (33x14x25cm), £64.99. Then we products decent to in the £100, both dealers a cameras from £49.99 pouch style prices sub season making of smaller With retail -uk.com Christmas CL-CB31. monitors. get a couple during this sales@nedis CL-CB30 and be top sellers bags in the or email £34.99 (trade ews.co.uk a suggested 253 0525 info@bpin £33.74) profit margin. These are on 0116 email £44.99 (trade Nedis UK £26.24) and in BPI News, please contact featured respectively. products 23/09/2013 products

‘bu

No need to check

bags, lenses, & straps, BUSINESS Nedis’ bags BOOST YOUR filters ing Xmas with illance cameras a crack gust 2013 surve National Accounts Manager Alastairas Secure & more July/Au Nedis’ pre-Christm Distributor trade in the Santa to the crackers out Wilson plays profit-heavy to order I MARCH a couple of plus Konig 2014 run up by pulling Camlink bags high quality SHOW AT NEC FOR of the sack in now for NATIONAL PHOTO STOP PRESS NEW SHED OVER 25 security cameras BLI as! Christm YOUR Industry RS YEA

EDITORIAL

’It’s alive…

!?’

BPI News

March 2013

s in any industry, the tittle-tattle at times it’s hard from the admittedly to about whether hard fact, separate it’s intriguing though a ‘zombie the dead, trying. Jessops’ Uncertainly News is poised the Dr with Peter Jones Frankenstein to rise from of Dragon’s Another went to fistful Den role, press, a of Olympus bone-chillingcontinued as assuming direction to swell compact cameras mer, plus the of an article from Canon, groan issuingthis issue suggestion new heavy stock on your from surviving 4 turn from in Retail shelves Nikon from the Samsung, duty lenses from Week (or and this spring photo independen Whilst Jonesthat up to 30 ing up and something Sigma perhaps Jessops. and Nikon, and sumand team high street hook, you just You really ts) which stores may are locked couldn’t here about a Dragona winning can find made the BPI News make it 5, and in discussions re-open (re-animate? out what swallowAwards up learn A last remaining we do know with the independen why there ). AWARDS chance would like phone are still about developmen ts in the to vote off the plenty the rest for whom current the Year’ to see crowned of opportunitie of this (or most ts on climate: for ‘Product 9 trade award 2012-13. To a strong of the Year’ likely what) Another issue in fact. s to be page cast an theme running and ‘Promotionyou had by eye over head here nominations, providing topic of conversation the inaugural to get covered plus simple throughout of a compelling for an authentic as anything BPI News at the moment in glory Lucidiom reason entry details, to visit still going). balti Lucidiom 4-page 10th Birmingham is Focus on Last year (and a visit to Anniversary is one of Imaging, (Focus, outside since its the photofinishing Legs 11 more than not the pull-out of photo your branding, kiosks pole dancing 37,000 visitors in Broad Street the desire co will industry’s and be putting 15 best kept if up smartphone not its own. customer-facin emporium), spilled public on their secrets, through they’re g web It’s also alike for and this ‘apps’ so what it services forward the 24th usual hospitable will be make it year Mary its doors bear thinking showing you can be doing my time. I’ve front to in offering Walker at Focus the industry 15th – and Anyone and why business 24/7. as the PMA’sbeen going sincewelcome trade & for Find out you should Filter specialistTiffen? make this still manages and pay attention to surprise. Nigel McNaught 1998, which must Tiffen business opportunityyear one you with roles International says on If you’ve do mention may page 20, to get hands-on attend. While missed to give Downton in the latest Bond be celebrating 22 your business Steadicam Abbey. there take a couple why 75 and Die and talk rigs to make But it also not Hard movies,years in advantage direct to Don’t every offers dealers the most not to of the Filling (info@bpineforget also you chance to progress distributors Domke of the latest a Jessops-shap and suppliers HD shooting bags plus can ws.co.uk) Yan Cowley over the and we ed DSLRs next 12 at any time get in touch may is making from Canterbury Hole months. with us about any 30). Reach well invite Camera hardware the most of an you to Centre upturn contribute topic that has at BPI News tells the 30 and photo enjoy this some 3,000 in Is local business trade how your own got of your ID since a he business two Jessops colleagues Talk of the Trade your goat 6th. Gavinissue and we for both already may well camera Cover: stores Stoker doing the Focus On see each instantly! In the (see page same? Thenclosed close by. p8 and Imaging other at individual get in touch! 2103 prepares Focus on meantime features BPI News March 3rdNEXT to get for more

CONTENT S

Swains Memo rie iPad Mini Promo tion March 2013

March 2013

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page...

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underway. ISSUE… MARCH See APRIL COVER…Focus previews. 28 IS OUR DATE MARCH POSTED FOCUS & PROMOTIO 19… GET REVIEW OUT ISSUE. NS OUT YOUR SPRING COPY

TO THE Publisher’s TRADE. LAUNCHES Sunninghill, Office: 12 Holmes BPI Partners Ascot, Berkshire Close, Your circulation SL5 9TJ. sponsibility Ltd accept for accurate no ultimate Feel digital list artwork reproduction re- your free to circulate created Insurance of box colleagues. Fill this magazine and carriage by third parties. among and pass in your mitted name, check along when of products for the read: the owner. inclusion in reports suband opinionNews, data, prices, rests with interviews are E&OE. Content printed in good artwork including faith created advertising by BPI Partners agents is ©2013 Ltd or its BPI ISSN: to be advised. Partners Ltd.

23/09/2013 19:25

23/09/2013

19:25

PLUGGING A JESSOPS-SHAPED GAP

PLUGGING A ED GAP S-SHAP most of JESSOP can make the independents How not least by adding fresh opportunity, business model D&P to an existing

On Tiffen accessories! margin-boosting & many other

OPEN NOW FOR ANALYSIS + COMMENT + NEWS + FEATURES BPInewsMar13.indd BPInewsOct13.indd 1

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EDITOR monthly - Gavin by BPI Email: info@bpinStoker Partners PUBLISHER Ltd Tel: 07990 ews.co.uk - Clive Insley 974 367 Email: info@bpin Please direct all Tel: 01344 ews.co.uk editorial requests, news and Tel: 07713 625131 releases press 622 304 to Please direct info@bpin ews.co.uk all advertising enquiries and You can opportunit sponsorsh also follow ies to Clive. ip us on

19:25

EvER had a customer walk Squeeze the shutter How independents can make the most of release in wanting a digital halfway and it’s fresh opportunity, not least by adding as lightning SLR with a semi quick to lock onto to an existing business model professional build target as D&P you’d and degree of hope a semi pro specification, but DSLR to be, so we’ve without a £1,000+ no complaints there, not that price tag to we ever match? The new felt the original offer: Pentax K-5 II at K-5 was sluggish. It Tiffen Filters, Delkin Devices, Fujifilm Wunderbars On handles well – kiosk £799.99 body only could be just its relatively compact & many other margin-boosting accessories! size making it more idiomNOW up their street, if they’re prepared approachable Luc to forego perhaps than pro-grade DSLRs, whilst the more ited e 18 albeit costlier choices obvious, solid construction lim to pag never gives you in Canon or Nikon (such the impression tastic turn as the latter’s new that you’re handling Fan D7100 to give a ‘budget’ alternative. just one example). As its nomenclature The Pentax K-5 suggests, the II further reveals ‘II’ upgrades the its semi pro mettle plain old K-5 from via its large and 2010, but, although bright eye-level glass prism optical slightly cheaper than that camera viewfinder offering was on launch, 100% view the changes don’t for composition, seem massive. or the choice of It looks exactly the pressing the ‘LV’ same, and headline (Live View) button resolution is still on the backplate 16 megapixels to activate the from an APS-C sensor. 3-inch, 921k dot But the resolution LCD – point for this particular real selling otherwise displaying Pentax is shooting info a weatherproofed – to instead relay stainless steel the image before and magnesium the lens on a larger alloy body with scale. Instead 77 moisture resistant of having to drill seals. Grip this down into menu camera in the palm screens to alter choice settings, and it feels the the real deal; a sense likes of ISO and accentuated when exposure can also be a lens is attached. tweaked on the Pentax spoilt us fly by holding down by providing an the relevant buttons all-encompassin and spinning g 18-270mm zoom the command wheel, your progress to have a play with, which would through the settings indeed push illustrated via body and lens a second smaller above the £1,000 screen on the top mark. The other plate. option for your customers is the Everything falls bundle under finger the standard 18-55mm that includes or thumb as you feel it should zoom, for do, £869.99. and images don’t disappoint, the K-5 II being capable New this time around is a claimed of delivering improved auto an impressive level focus, with the of detail that AF sensor purporting wouldn’t displease to be even the cope with a wider/trickierable to fussiest photo enthusiast. Colours variety of shooting conditions, have plenty of punch yet remain whilst exposure metering has been simultaneously naturalistic in expanded from -3EV to +18EV appearance, and making it one just as of the best low-light sharpness is maintained importantly DSLRs around. right into the corners of the frame.

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News 2013 | BPI

Who’ll be exhibiting at Europe’s largest photo show, what they’ll be showing, and how YOU can benefit

23/09/2013

No need to check it twice as we spotlight bags, lenses, straps, filters & more to order now for Christmas!

info on Camlink

OV E R 2 H ED March 2013 5Y LIS E ES

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20 March 2013 | BPI News BPInewsMar13.indd

BPI News | April 2014 9

20/02/2013

16:53

EVENTS

Retra promises record breaking April conference April 8th is the date for your diary as electrical retailer association Retra holds its annual get together…

ith many photo dealers also members of electrical retailer association Retra, promoter of retailers’ interests, we thought it high time we flagged up its presence in BPI News. And the addition proves a timely one, as it is just about to hold its annual conference – with the theme of ‘embracing change’ – this month. More than 320 delegates are set to descend on London’s Riverbank Plaza Hotel on April 8th, which organisers claim is a sell out. There is also an exhibition area at the event with 23 companies reported to have booked space to display their wares to the retail trade. As with 2013’s conference, BBC business presenter Declan Curry will act as this year’s Chair. “Despite the economic pressures and uncertainty about trading in 2014, Retra’s annual industry conference is more popular than ever, which is an encouraging sign,” says Chief Executive Bryan Lovewell (right). “I’d also like to thank the associate members who have supported this year’s conference, through table sponsorship and display space in the trade show, reinforcing a commitment to the independent channel.” Keynote speaker is Geoff Burch, who was voted Business Communicator of the Year 2011 by the Speechwriter’s Guild. Mr Burch is a regular contributor and presenter on TV and radio and was the star of BBC business show ‘All Over The Shop’. The majority of the presentations at the year’s conference will be centred on and around modern retailing, says Retra. Also speaking at the event are Neil Woolley, Retail Strategy Manager at BSkyB and Rob Welsby, Director at Further. Nigel Catlow, Business Group Director of consumer electronics at GfK promises to give delegates an update on where the industry is heading; whilst Simon Bryant, Head of Consumer Electronics at Futuresource Consulting, will also address delegates at this year’s conference. There will be two panels for 2014 – one made up of retailers, the other manufacturers – with five people on each panel. The retail panel is first up. The five confirmed Retra members are: Paul Adcock, owner of Adcocks; Mike Davis, Managing Director of Davis Television Services; Jason Digwa, a Director of RGB Hi-Fi & Video; Paul Giles, Managing Director at RC Snelling; and Tom Hayes, MD of T C Hayes. The second manufacturer’s panel will feature Roy Dickens, Sony’s Retail Director; Robert King, Vice President of Consumer Electronics at Samsung; Robert Scholes, Panasonic’s Sales Director; Paul Tyler, BSH’s Retail Director; and Owen Watters, Chief Executive at Roberts Radio. “The objective of this year’s conference is for you to take something away that could lead to expanding your horizons and reviewing your business models,” says Retra’s Bryan Lovewell. The conference will start after registration on Tuesday 8th April with a drinks reception and gala dinner to follow in the evening. For more info call 01234 269110 or contact retra@retra.co.uk http://www.retra.co.uk/

ADVERTISING FEATURE

Shiny App-y people! Matt Pierce, Future’s Head of Photography, explains how to get your business, event or product successfully noticed via the App Store

Future's brands in the top slots of the UK Photo App Store Charts

March 24 2014

f I had a pound for every time I’ve heard the phrase “There’s an app for that”... well, suffice it to say, I wouldn’t be writing this column. I’d be far too busy counting my money. In the Seychelles. I wonder how many of those people who say it even realise that it’s one of Apple’s registered trademarks? Regardless, it’s marketing genius. (‘Genius’: they own that one too). More importantly, it’s almost universally true. There are currently more than 1.5 million apps in the App Store, and they’re being swelled at a rate of 1,149 per day. In the Photography category alone, iOS users now have a choice of more than 30,000 – many of which are free in a bid to tempt people into an ‘in-app purchase’ model. In the App Store’s early days six years ago, standout was almost guaranteed. Being early to market meant that not only was it easier for consumers to find your app through the Store’s Search, but you also stood a better chance of getting free promotion from Apple. Appearing as a ‘Featured App’ on its category pages boosted downloads... which drove your app up the charts... which further improved your success. It’s a virtuous cycle that still exists, but that’s harder to achieve, given the exponentially growing volume of apps vying for the same limited number of promo slots. For consumers, the App Store now resembles the sweetshop of their childhood dreams: free candy everywhere, and a tasty new selection box of confection added every day. But for app developers and marketers, it represents a significant new challenge: how to get your app noticed in the most cost-effective way. Discoverability is all. Many expected social media to provide a silver bullet; Facebook, for instance, will happily let you target audiences whose demographics you can refine to a startling degree. You want to reach British iPhone users who love Bagpuss, courgettes and fly-fishing? No problem. These tactical campaigns can work. But in my experience they tend to produce short-lived boosts rather than sustained audience growth. The most effective route we’ve discovered is to market to our own scale specialist audiences, to build cross-promotional partnerships with others who have similar reach, and finally to invest in our own digital tools that enable more direct sampling opportunities. Social media still plays a part, but it’s not the lead role. In photography, Future not only has huge scale and market-leading brands, but we’re able to segment and talk to our tablet and mobile audiences in a very powerful way. We can target readers by the camera brands they own (Canon or Nikon-only, for example) or by the mobile platform they’re using. We can send video messages and free issue voucher codes to cross-promote events, brands or campaigns. We can even ask them direct questions about their purchasing intentions through in-app surveys. We use these tools to market and improve our print titles, standalone apps, websites and events. We used them recently to drive more than 10,000 downloads of The Photography Show App – ahead of attracting more than 30,000 visitors. As a result, the Show has already been shortlisted for the SIIA’s Media Innovation Award 2014. Digital standout is hard, and the challenge of discoverability is only going to get harder. But Future can help. Get in touch, and give your photography app, event, or campaign the mobile audience it deserves. Email matthew.pierce@futurenet.com Tel: 01225 442244

Make the most of your industry mouthpiece to get stories in front of the trade! Email news to info@bpinews.co.uk 10 April 2014 | BPI News

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BPI News | April 2014 11

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TETENAL has launched a new addition to its Spectrajet range of print media. Photo Board is aimed at professionals looking to produce exhibition prints without the hassle of mounting them, in that they’re 1.3mm thick – perfect for Epson and Canon wide format printers. In a nutshell, Photo Board is a fully printable high quality, acid free and PH neutral frame ready board. There are three finishes available in Premium Satin, Premium and Double Side Archival12:01 Matt. BPI Gloss April.pdf 1 24/03/2014 www.tetenaluk.com Complimentary 12 month national trust

D4S price and Capture NX-D Beta announced

Kenro basks in Reflecta glory

WITH STOCK already in the market by the time you read this, a suggested body only cost of £5199.99 has been attached to Nikon’s much heralded pro flagship the D4S, designed to “ensure serious photographers stay ahead of the game,” according to Nikon UK’s Professional Products Manager Hiro Sebata. The 16.2 megapixel full frame DSLR features an industry leading ISO 409,600 extended setting, Expeed 4 processor, improved AF acquisition and tracking at 11fps, new Group Area AF mode for finer control over the AF area, Nikon’s new Raw Size S file for faster image transfer plus a Gigabit 100/1000TX Ethernet. A Beta version of Nikon’s Capture NX-D software for the adjustment of Raw, JPEG and TIFF files has been released free of charge via: http://beta.nikonimglib.com/ Lumixeventually National Trust POS Capture This will replace NX2 and Nikon says it will listen closely Description requests • Complimentary to feedback, and National ideas. Trust Membership www.nikon.co.uk

KENRO has new RPL170 and DR10 LED video lights from German manufacturer Reflecta. These offer a broad lighting angle of either 60° or 65° with the 170 model featuring an adjustable rotating head with hotshoe and locking screw. Both are lightweight, compact and offer a long run time of up to 140 or 360 minutes. The Reflecta LED Video Light RPL 170 and DR10 are available now with an SRP of £128.28 each. Also new is a Reflecta Smartphone Scanner, which allows photos to be scanned directly to a mobile phone. It is compatible with iPhone 4/4S/5/5S and Galaxy S2/S3/S4 (supplied with all appropriate cradles) and powered by USB or battery. Four AA cells, USB cable, holders and Quick Start Guide included. “With an SRP of £40.50 the new addition to Reflecta’s range is sure to become a ‘must have’ for those who use their smartphone on a regular basis,” says Kenro’s MD Paul Kench. For more get in touch on 01793 615836. www.kenro.co.uk

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NEWS EXTRA

Bag yourself an Interceptor, whatever the weather

ooking for a new way to ‘Intercept’ some sales with an item on which there are traditionally good margins to be made? Then check out the new Interceptor range of weatherproof street bags exclusively available in the UK from Intro2020, which we flagged up briefly in our news section last month and which were also on display to touch and try at The Photography Show in March. If you didn’t get an opportunity to get Jim or Jane from Intro2020 to show you the range personally, let us step in to give you the lowdown. The dramatically named Interceptor bags are manufactured from special tarpaulin cloth for claimed strength and durability in all weathers. In fact the construction is based on the material used to make whitewater rafts and features welded, waterproof seams – not seams sewn with needles, as with most other bags. Brightly coloured, the bags can be used for photo gear or ‘everyday’ thanks to removable inner dividers. Increasing the chances of a sale being made, and expanding the possible audience for the bags, there are messenger type bags, tote style bags and sling type bags available. Of the former, there are small versions for mirror-less cameras, and medium sized ones suitable for a DSLR with a standard lens attached. A Tote bag meanwhile will hold two DSLRs with lenses attached, whilst a Sling bag will transport a DSLR and lens plus extra lens, flash and accessories. Suggested retail prices for an ‘Interceptor’ range from an affordable £39.99 to £59.99, with immediate availability.

Distributor Intro2020 continues to add to its camera bag line up with the launch of the Interceptor weatherproof street bag family, as seen at The Photography Show last month. Marketing Manager Jane Nicholson showcases the range and fills us in on its benefits to the retailer… “These are rugged and affordable additions to any retailer’s camera bag offerings,” says Intro2020’s Jane Nicholson. “They not only look just the job, but they do the job and do the job well. Weatherproof bags can often be rather drab offerings, but the bright and eye catching Interceptor range is anything but! Naturally there are great margins for the dealer, so give us a call now and secure your order.”

Tote-ally amazing For those dealers who want more detail, the Tote bag (right, and as demonstrated by Jane at the show) has dual carrying options via the grab handles or the padded shoulder strap. The main compartment has a wide roll-up opening for easy access to equipment with Velcro sealing and a security buckle. There are also four D-rings below the grab handles which can hold other clip on accessories, whilst inside there are adjustable padded dividers that can be removed in one piece so the Tote can be used as an ordinary, non camera bag if desired. This variety of bag comes in yellow, black and pink with interior dimensions of 27x21x18cm, exterior measurements of 32x26x23cm and weight 0.9kg.

Another fine Mess-enger The Interceptor Messenger bag in medium meanwhile has a slim profile and an adjustable padded shoulder strap. The main apartment comes with a large ‘flap over’ lid for convenient access to equipment, without having to remove the bag from your shoulder. There is a zippered pocket in the lid, inner mesh pockets and adjustable, padded dividers that can be removed in one piece so you can also use the Messenger as a regular day bag. Available colours are yellow, black and orange, with exterior measurements being 48x17x26cm, and interior dimensions of 35x11x13cm. The bag weighs 0.72kg. Whilst the description of the small Messenger bag (shown left) is identical, obviously weight and dimensions differ: Exterior dimensions are 40x14.5x19cm, interior measurements are 28x9.5x10.5cm and it weighs 0.54kg.

Hook your Sling Finally, the third variety of Interceptor bag in the Sling bag has a vented back pad and a shoulder strap that can be attached for wearing

over the left or right shoulder. The main compartment boasts a large zipped opening to allow your customers convenient access to their equipment, without having to take the bag off their shoulders. In addition there is a large zippered front pocket, an inner accessory pocket and adjustable, padded dividers that can be removed in one piece so the sling can once again be used just like an ordinary bag. Available colours are blue (above), black and pink. Exterior dimensions are 20x18x41cm, whilst interior measurements are 18x10x35cm. Weight is 0.78kg. To get hold of any of the above Interceptor bags, get in touch via sales@intro2020.co.uk, call 01628 674411 or visit www.intro2020.co.uk

Call Intro2020 now on 01626 674411 for stock of Interceptor bags or visit www.intro2020.co.uk BPI News | April 2014 13

Trade toasts success of TPS as organ I

t may have been a nail-biting time leading up to the biggest ever photographic event put on by Future Publishing’s events team, but in the end behind-the-scenes efforts were rewarded with packed halls and a happy trade. Thanks to the soar-away success of The Photography Show 2014, held March 1st to 4th this year, its organiser has confirmed an even bigger and better show for 2015, with a move to the larger Hall 5 at the NEC. In addition 86% of 2014’s exhibitors re-booked whilst the first event was taking place in order to secure prime spots. The event will also be moving to later in the month: March 21st-24th. “We couldn’t be happier with how it’s gone,” says Future’s show organiser Jonny Sullens of 2014’s event. “The exhibitors all seem really pleased with both the quantity and the quality of the visitors that we’ve had over the four days. It’s certainly been a hectic run-in because we only really had eight months to plan it. But the team worked really hard and I think pulled off a successful show. “The type of visitor has changed, up to a point. We very much wanted the traditional Focus visitor to come to the new show, so it’s designed with them in mind. But of course we have our consumer magazines and Tech Radar website that enabled us to also reach out to a different demographic, so there was always the opportunity to grow that audience and make it a bit more diverse. A younger crowd was certainly in our mind. And competitions like 30 Under 30 we did with Magnum were arranged with that objective in mind. We’re also delighted with the response we’ve received from the trade. “We saw over 12,000 trade visitors over the four days with many of them returning on multiple days. We wanted to provide the perfect place for the trade to gather and network with peers but also to get sound business advice. The trade conferences ran by the PMA received over 250 delegates and we saw a number of professionals and retailers attend the networking in the Bowens Lounge on Monday afternoon. Going forward there is more we can do for our trade visitors as they are a crucial part of the show attendance.” Canon UK’s marketing director Susie Donaldson had this to say – “It was great to see the photography industry come together at The Photography Show. We wanted to bring photography to life for those visiting and we feel we achieved that with talks from our Canon ambassadors, supporting the Student Conference and the interactive elements of our stand like the Slo Mo booth and our EF lens bar. The show was a good opportunity for us to speak with people at all stages of their photography journey, from students wanting to take their next step to professional photographers looking for that extra bit of kit. For us it was a great show and the feedback we’ve had from

Catwalk Stage crowd, top. Upper left, huge interest in huge Nikon lenses while above, Nikon’s Jeremy Gilbert talks Df, and left, Hiro Sebata of Nikon demos D3300.

our customers and partners is extremely positive.” Fujifilm’s Peter Wigington said – “Future did a good job in attracting new people and making it successful for most of us. We’ll have to see how that translates into sales over the coming months, but we believe it was very successful and there was a lot of interest shown in all our products. There were a lot of our cameras being sold by the show’s retail partners, including Calumet.”

Dr Michael Pritchard of The Royal Photographic Society commented – “The Photography Show was a break with the past. The speakers and events around the main exhibition brought in a new audience which was both large and engaged and undoubtedly benefited all exhibitors. The Society had its best exhibition ever and Future is to be congratulated on its achievement. The RPS looks forward to returning in 2015.” Permajet also had kind things to say

about this year’s exhibition: “We were pleased to see such fantastic attendance, meaning we were inundated with customers. We have already booked our space for 2015 and will be looking to make it a bigger and better stand to reflect our incredible growth as a business over the last year.” Jonny Sullens tells us that Future signed up for an initial three years at the NEC, so is already looking forward to the next show. “Hall 5 is the biggest at the NEC and it’s right by the train station, so it’s great for people leaving the show with all their bags of gear. Hall 5 will also allow us to extend the show in a couple of areas, as it offers half the space again of Halls 11 and 12. The feedback we’ve had this year is that companies might want a bit more space for next year and to invest a bit more on stand builds. Otherwise we’ll definitely encourage people to pre-register next time to avoid the sort of queues we saw on the Monday. But we started with a blank sheet of paper this year. For next year we already have people’s details, so we’ll be able to remind them about the show more frequently. ” Preregistration will open online this October at the official website: www.photographyshow.com

Look out for more events from Future in 2014 – new PhotoLive & Photoshop Live dates announced on page 6 14 April 2014 | BPI News

nisers plan 2015

Same location for The Photography Show next year, but later date and new hall already confirmed…

Neil Harris of Fujifilm demonstrates printing from smartphone (personalised, below) while a busy stand dealt with X-system mania and celebrated 80 years.

Above: pre-registered visitors entered by the hundreds each day as the doors opened, but many more arrived to queue for entry tickets. Although the queues stretched all the way down the public space, they moved fast. Below, Olympus’s Mark Thackara, right, was hands-on as always!

Top centre, it seemed to be a yellow themed show with Nikon’s dominating stand colour but the same could be found on RK Photographic’s booth – where Bob Schmidt of Hoodman had accessories to fit everything. Above, great interest in new Sigma lenses, and new 50mm ƒ1.4 unveiled. Left, Samsung brought along cameras and studio – and majored on the special relationship with Getty images for Samsung users.

Above: a lesson in shooting with iLux flash on the Photomart stand. Below: almost a hall on its own, Canon’s superb walk-through exhibit.

To keep abreast of what is happening in preparation for the 2015 show please bookmark www.photographyshow.com BPI News | April 2014 15

BPI NEWS PRODUCT OF THE MONTH

Fujfilm X-T1

NEWS New Galaxy discovered STOCK of Samsung’s 2nd generation Android OS powered Galaxy Camera 2 launched at CES at the dawn of 2014 is now available to UK retailers, with Dixons, John Lewis and ‘selected online and high street retailers’ already jumping aboard. Chief features of the camera are an upgraded 1.6GHz Quad Core processor, 16 megapixel ½.3-inch BSI CMOS sensor plus a 21x optical zoom. “We’re excited to introduce the Samsung Galaxy Camera 2 to the UK market, offering our customers the chance to experience a premium device that has best-in-class image quality with the easeof-use and speed of an Android platform,” says Simon Stanford, Vice President of IT & Mobile Division, Samsung UK & Ireland.

“Perfect for taking incredible images and sharing them quickly, we hope the Galaxy Camera 2 will help our customers stay stylish and connected at all times, wherever they are.”

www.samsung.co.uk

Intro2020 promises ‘most advanced’ Samyang lens

Just let the customer hold it – and sell

lthough each month seems to find us camera reviewers reaching for the dictionary – or Google – to find new superlatives to attribute to the latest kit, in the case of the Fuji X-T1, the hyperbole appears to be justified; hence its latest (and dare we suggest greatest) award of BPI News Product of the Month. If you’ve had a chance to handle the camera yourself you’ll be aware what the fuss is about: in short it’s Fuji’s most DSLR-like ‘CSC’ to date, complete with eye level viewfinder, tilting back screen and just as many knobs ‘n’ dials as its more obviously rangefinder styled X series predecessors. Add in a solid build, weather proofed exterior and the ‘classic’ style that the range has become known for, and it presents a real challenge to Olympus’ equally retro OM-D series. Arguably, whilst not being a direct X-Pro1 replacement, it’s Fuji’s most ‘serious’ camera since its short-lived DSLR series a decade ago. So the question on your customers’ lips will be: ‘should I chuck my DSLR for this sexy little number?’ As well as the ability to take cracking pictures that most would find indistinguishable from that of an actual DSLR, the beauty of the X-T1 for the retailer is that it remains a system camera; so there’s always to opportunity to sell those little extras going forward. While, as we’re aware by now, it’s a recommended £1099 just for the body, or £1449.99 with XF18-55mm zoom, a vertical battery grip to bulk it up and help weekend wedding photographers appear even more ‘professional’ may help sway any doubting Thomas’s at £199.99. Alternatively there’s an all leather half case at £99.99 for making it look even prettier. We also have our eyes on the metal hand grip at £129.99, the grip on the actual camera being relatively modest, in order to help maintain a shallow profile and that smaller form factor that we’ve come to know and love the CSC for. And we haven’t even mentioned the wider range of XF lenses promised this year; we had the solidly dependable 60mm to play with. With reviews in the camera press typically garlanding the X-T1 with four or more likely five stars – leading to some 4.5’s – this is another camera that, like Sony’s A7/A7R and Olympus’ OM-D, is well worth pitching to a former DSLR die-hard. We feel they’ll only have to hold it for the camera to sell itself.

THERE’S a new Korean-made lens for mirror-less APS-C sensor cameras in the 12mm f/2 NCS CS lens from Samyang, distributed in the UK via Intro. Pitched as ‘the most advanced Samyang lens to date’, it promises to provide your customers with a wide angle of view of 98.9 degrees and good performance in low light owing to that large aperture. Said to be most suited to landscape, interior and architecture photography - or even astrophotography - the lens is supplied with a removable hood and 67mm filter mount. Weighing 245g it is compact in size and will be available in mounts for Canon M, Fuji X, Sony E, Samsung NX and Micro Four Thirds cameras. UK pricing and availability is yet to be set. www.intro2020.co.uk

The manual focus 12mm is supplied with a lens hood

Fuji rewards high street endeavour FUJIFILM has announced the winners of its 2014 Business Endeavour Awards (FBEA’s), which took place as part of its annual conference (see page 24 this issue for more). “We award 4 FBEA’s each year for which the winner receives a certificate, trophy and £500 marketing budget,” the brand’s Marketing Manager Peter Wigington reminds us. “From these four FBEA winners we Award for Gary Boxall and Petersfield Photographic then choose the overall FDIS Shop Of The Year winner, who receives a certificate, trophy and a further £500 marketing budget – making for a total prize of £1,000.” Reason enough to nominate your own business then! Taking top honours last month for ‘Shop of the Year’ was Petersfield Photographic in Petersfield, whilst Colliers Photo Imaging in Uplands, Kevin Thomas Pharmacy in Swansea and Razzaq Digital in Harrow all received Business Endeavour Awards. Eleven further businesses were Highly Commended: Banstead Studios, CC Inks Ltd, Focus Studio, Headcorn Photofactory, Heron Cross Pharmacy, Knowle Photographic, McFarlanes Pharmacy Plus, Morrisons Photos, Prestwich Pharmacy, Saxon Photographic and Westcliff Photographic Solutions (the latter as profiled on page 25 this issue). www.fisdigital.co.uk

To ensure you get your products under the nose of buyers in the trade contact us via info@bpinews.co.uk 16 April 2014 | BPI News

CONGRATULATIONS to all the 2014 Fujifilm Business Endeavour Award Winners

Petersfield Photographic

Razzaq Digital

Colliers Photo Imaging

Kevin Thomas Pharmacy

and the FDIS Shop Of The Year 2014

Petersfield Photographic

For more information on becoming a Fujifilm Digital Imaging Service member

call

Peter Wigington on 01234 572138

BPI News | April 2014 17

CONFERENCE REPORT

How Fujifilm’s FDIS can add fizz to

eing part of Fujifilm’s countrywide network of photo labs isn’t just about getting the best from the machines, print media and on-going tech support. From talking to lab owners and retailers, it appears that the brand also goes the extra mile in helping its FDIS (Fujifilm Digital Imaging Service) members with the marketing of their services. After all, a successful business means increased business for Fuji itself. “I think we’re doing some really exciting things for the retailers who are part of the scheme that really differentiate us from any other support schemes – of which there aren’t many about!”, notes Fujifilm’s Photo Imaging Marketing Manager Peter Wigington, who manages FDIS marketing and budget. A case in point is the business boosting digital signage that can be supplied by Fujifilm – launched at Focus on Imaging 2013 – which we ran a piece on in BPI News March (see page 10). By using such visual displays in his window and in store, Marlborough Photo Services owner Pete Davies has seen his business grow by a whopping 700% since last August. As a result Pete’s experience was used as a case study by industry marketing guru Bill McCurry at the annual FDIS Conference in Birmingham last month, the loud and clear message being that he did it, and so can you. “Bill’s DIMA-cast on the subject got worldwide viewing figures,” adds Peter. “He spent a week before the conference in the UK visiting twelve FDIS stores to get some background. He was very impressed with Fujifilm in the UK in general in terms of the way we promote and push photo on the high street.” In fact Bill did an excellent hour and a half presentation of inspirational ideas for conference attendees – complete with his motivational gimmick of awarding chocolate bars for insightful audience questions or suggestions. The 2014 FDIS Conference further witnessed Dennis Reid of Retail Performance Specialists launching a FDIS orientated retail workshop which was due to be held at Fujifilm’s UK HQ in Bedford on 26th March. Also taking place at the Conference were the Fujifilm

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A well-attended FDIS conference at the Crowne Plaza Hotel during The Photography Show, above. Speakers included marketing guru Bill McCurry (above left), Dennis Reid of Retail Performance Specialists (above right), and Wendy Gray of Inspires Consultancy (left).

To find out more about the Fujifilm Digital Imaging Service and how becoming a member could boost your own retail op 18 April 2014 | BPI News

your photofinishing business Business Endeavour Awards, a further motivational scheme which is in its third year now, and which was set up to help develop the photo retail business in Fujifilm’s FDIS stores. “All of our exciting initiatives are based around trying to promote photo processing on the high street,” adds Fujifilm’s Peter Wigington. “We see positive signs of this happening – and we’d love to talk to new ‘recruits’ who want to reap the benefits of our marketing support. We’re very keen to push revenue drivers such as our Fujifilm Imagine mobile app – which was launched on March 1st – and the more people we can get on board, the more we can do that. What is sure is that apps can promote incredible increases in print volume. For example we’ve seen one customer selling prints at 27p each for a 6x4inch and average order sizes are 100. And he’s getting 12,000 prints per month through his app. Some 75% of those are coming from women, traditionally the main print purchaser but now the app is enabling them to see an image, like it and order it straight away rather than having to wait for somebody else to provide them with what they need.”

Daring to be different Software aside, one of the key benefits provided by Fujifilm to its FDIS members is a business consultancy service through Inspires Consultancy, run by Wendy Gray (see also FDIS Partners At a Glance), who spends three days per week visiting FDIS stores helping new members starting out or guiding those who have enrolled in Fujifilm’s Business Endeavour Awards. Again it’s something that sets the FDIS marketing program apart and gives the members that little bit extra. “We wanted to be able to present FDIS members with an award that recognizes their efforts in promoting photofinishing on the high street. In the past we’ve used process monitoring, blind print tests and mystery shoppers for assessing how they’re doing, but wanted something new in the digital age where quality printing is a given,” says Peter Wigington. “So the Fujifilm Business Endeavour Award and FDIS Shop of the Year Trophy represent

Your FDIS partners at a glance

Peter Wigington addresses delegates

Swains International plc

the pinnacle of achievement for our members.” As for the Business Consultancy, Peter outlines that Wendy runs a successful FDIS business in her own right. Lately, she has also been working with Dennis Reid of Retail Performance Specialists to put together a FDIS oriented business development workshop. Wendy used RPS to help her take her own business forward with great success. There is also

the digital signage option, outlined earlier. “We had a good Photography Show and a great, well attended FDIS National Conference. If you do your best with our initiatives they can all help grow your business… FDIS is very progressive and we are always looking at ways to promote and advance photo retail on the high street, and with all the things that we’re doing it seems to be working.”

Benefits of your FDIS membership FDIS is a marketing support program that has been designed with the high street photo retailer in mind. The key benefits of membership are:

• A license to use the Fujifilm and FDIS branding in your store and on your own marketing and promotional material • The provision of Fujifilm branded signage and point of sale material • Provision of regular paid for promotional campaigns with supporting POS materials • Marketing and promotional advice • An artwork and design service • A PR, media placement and web design advice service • A business development, sales and merchandising consultation service • Competitive pricing on Fujifilm colour paper, drylab media,

chemistry and inks, plus a whole range of other photo related products via Swains, the authorised distributor to the FDIS group FDIS pricing on a range of other products and services through Fujifilm’s authorised supply partners Photowonder and Peninsular Outlab Service Participation in the Fujifilm Business Endeavour Award designed to develop and grow your photo retail business, and naturally an invitation to the annual FDIS National Conference with all its motivational talks and networking opportunities, as well as the chance to get up to date information on current market trends and FDIS initiatives “We want our retailers to get the best out of their FDIS membership,” notes Fujifilm’s Peter Wigington. “That’s why we work with a number of different companies who between them provide a variety of important services. “I meet with these partners each month to discuss and plan the ongoing marketing support for the group. I am always available to call direct to answer any questions FDIS members may have or to discuss any ideas, suggestions or advice about improving the FDIS marketing support we provide.” Get in touch with Peter on 01234 572138 or email pwigington@fuji.co.uk

• •

Swains are the authorised distributor to the FDIS group. They are able to offer competitive group pricing across all Fujifilm consumables as well as a wide range of other photo retail and ancillary products. The company employs both a field-based sales force covering the UK and Northern Ireland plus an office based customer service and marketing team, which makes them a valuable partner to Fujifilm and FDIS.

Inspires Consultancy Inspires Consultancy is run by Wendy Gray, herself an existing FDIS member. She has an extensive knowledge of business development and effective photo retail marketing. Her brief is to work with FDIS members to help plan the development and growth of the photo retail business through the application of sound sales and marketing policies. The work Wendy does with FDIS members is also central to the Fujifilm Business Endeavour Award program.

Oates Marketing Peter Oates manages the artwork and design of all the marketing materials for the FDIS group; from the regular promotional materials to the range of posters and other POS material for you to use in your store.

Two Heads Design & Marketing Peter Brandon is the director of Two Heads. He looks after the PR side of FDIS and manages the FDIS members’ website.

peration & moreover bottom line head to www.fisdigital.co.uk or contact Peter Wigington on the number or email above. BPI News | April 2014 19

BPI NEWS PROMOTION

Dawn of a new DayMen A

large, bright and eye catching stand brim-full of products from its leading brands with plenty to discover on its shelves and within its cosy looking outdoor tent; that’s what Wolverhampton-based distributor DayMen offered visitors to Hall 11 at The Photography Show last month. Moreover there was exciting new gear from Giottos, Joby, Lowepro and Rogue. The distributor is also riding high in being nominated this month for one of our prestigious BPI News Awards for 2013-14, for its promotional activities to the trade (see pages 8&9). In all, lots to talk about.

DayMen International had a busy time at The Photography Show last month, showcasing a shedload of new products for spring 2014 that deserve to find a place on your shelves. BPI News cherry picks the highlights…

Action packed Joby Created in California Joby best known for its GorillaPod, has launched three new products in its new ‘Action’ series. As the range name suggests, these products have been devised for use in tandem with action cameras from the likes of GoPro, Contour and Sony with its Action Cam. The collection consists of Action Clamp and Locking Arm, which is engineered to be lightweight (at 125g) yet durable and has an affordable SRP of £33. As it sounds the device can be clamped tight on a surface with the freedom of 360 degree rotation and 180 degree movement from side to side. The GorillaPod Action Tripod, identically priced is ‘the perfect travelling companion’ and as expected comes with bendy, flexible legs for positioning on any surface. Wrap it around a tree, a street sign or even a rock. A fluid ball head allows the photographer to get the composition just right for the perfect angle, whilst a bubble indicator helps your customers achieve the right level to shoot

The Action Clamp with Locking Arm, above, and with flexible Gorilla Pod arm, right.

Ready for action when you are… bend it, shape it, wrap it around a tree – that’s the GorillaPod Action Tripod.

their subjects. The device comes with two quick release clips, one compatible with the Go Pro and the other to fit a standard tripod screw thread for action video cameras. Rounding off the collection is the Action Clamp and Gorilla Pod Arm, for which the SRP is £25. The clamp provides the ability to

attach the device to railings, street signs, cars or even a skateboard for dramatic action footage. The flexible arm meanwhile offers five articulating ball and socket joints to provide total freedom as regards compositions. Once the clamp is secured in position users can attach the flexible arm to either end for quick readjustments. For full demos of each of these Action series items head to: www.joby.com/action-series Introduced at The Photography Show was the Joby Pro Sling Strap at £57 SRP (right) for pro DSLRs. Made from lightweight yet durable materials, this is designed for keeping the camera close to the body for added security whilst at the same time being quickly adjustable to enable it to be extended to shooting length thanks to a ‘SpeedCinch’ pulley system. This option

For all sales enquiries about DayMen International distributed products get in touch on 20 April 2014 | BPI News

comes in two sizes: Small to Large and Large to XXL. Also shown at the NEC, the Joby Convertible Neck Strap (SRP £25) can ‘transform’ between a neck, wrist and carry strap – designed for either DSLR or CSC. The length is adjusted by quick release clips, which are described as durable, whilst a short loop fits around the wrist. Manufactured from high quality materials, the strap has a soft surface to avoid discomfort when worn about the neck, making it also suitable for binoculars. Demos of the straps can also be found on the website. For all information on the Joby range, visit: www.joby.com

Passport to Lowepro New from Lowepro comes the Passport series, a trio of soft sided camera bags ideal for use when shooting in and around the city. Each features a removable camera compartment that is impact resistant and can be customised to accommodate either a DSLR or CSC. A ‘CradleFit’ system, constructed from floating foam, forms a pocket allowing a laptop or tablet to also be stored, suspending devices to help protect them from impact. Available in black, the Passport Backpack has an SRP of £52. In addition to the above standard features it adds an interior mesh pocket that folds out of the main compartment for the storage of smaller items, whilst a front organiser pocket and two tall pockets on either side of the bag provide further storage options. A padded mesh back and shoulder straps provide comfort. Alternatively for £60 offer your customers the casual looking Passport Messenger shoulder bag, available in black and grey/orange. Here a large flap folds over the main compartment and a front organiser pocket and clips securely in two places. Adjustable shoulder strap and quick grab handle further feature. Round off the series is the Passport Sling III, available in the same colours and with room for a 13-inch laptop or tablet alongside camera gear. Again SRP is £52, and the clever bit here is that the bag’s

ExpoDisc 2.0 White Balance Filter The third brand announcement is for a product from Rogue, for which DayMen is the exclusive UK distributor. The second generation Rogue ExpoDisc, given the suffix ‘2.0’, is being pitched to your customers as the premium white balance tool for pros and now has an attractive SRP of £40. Whether shooting JPEG or Raw, photographers can use the disc to white balance their images properly and save time at the editing stage. ExpoDisc 2.0 introduces user selectable warming gels together with an improved mounting design. Originally it was available in separate Neutral and Portrait (warming) versions; the new version combines these into a single tool, including two levels of custom warming gels, which can be inserted into the ExpoDisc recesses. Either attach it directly to a lens via its filter thread or hold it over smaller lenses during the white balance process. Right: ExpoDisc is perfect for removing green colour casts from outdoor wedding and portrait shots in spring and summer (photos courtesy of ƒ2 Freelance Photographer magazine). For more detailed info head to www.expoimaging.com.

Warm Expodisc custom WB Green outdoor cast

New rollers in three sizes, and a range of travel-friendly black Passport backpack, messenger and sling styles from Lowepro

volume can be extended by 30% should your customers need it thanks to a zip-operated front compartment. Smaller pockets are also provided for mobile phones and the like. If your customers need something larger still then direct them to the new Pro Roller X AW series, promising even more capacity than Lowepro’s previous rolling cases. Again there are three size options –x100, x200 and x300 (at SRP £316, £367 and £400 respectively) – and there are customisable interior dividers for all configurations of equipment. The ‘MaxFit’ divider system provides maximum capacity & protection sat in the reserve pack that can be carried on its own as a backpack or zipped into the hard shell exterior when travelling. Vibration absorbing wheels and a dual button trolley handle,leather backed grab handles and TSA approved locking system ensure the range is as comfortable to use as it is practical. Find out more at www.lowepro.com

01902 864646, email info@daymen.co.uk or direct your browser to www.daymen.co.uk BPI News | April 2014 21

TALK OF THE TRADE

e were a little uncertain about The Photography Show beforehand. I remember going down to a meeting in London where a rival publisher was trying to set something up and get feedback from the industry. There were a lot of conflicting views. But we decided that we needed to be there and treat it as a trial. Our main reservation was that it was a consumer magazine publisher taking over and so we assumed the emphasis would be on consumers, with very little for the trade, which made us nervous. But it was still the biggest show for our industry and so we thought we’d be wise to take a view from within. And we were all pleasantly surprised, to be honest. I think the organisers did a great job in not only getting exhibitors but also numbers through the door. On the Monday it was busier than we’d seen it at Focus for a number of years. After what felt like a slow start on the Saturday, Sunday was pretty busy and then the Monday really took off. We were getting complaints from visitors on the Monday that there were too many people there and it was taking them 20 minutes to get from one side of the hall to the other! Since we’ve now diversified our product portfolio we are appealing to a wider market, and had something for everyone who visited our stand. We have a wider range of Epson printers than before and exhibited a large 64inch solvent printer, the SureColor SCS50600, that we’d never taken to Focus before. We were trying to show that the quality you can get now from a solvent printer enables retailers and mini labs to expand their market and produce POS and signage. A lot of our stand was printed on that printer. The quality that comes off it is amazing! Background rolls also went very well for us at The Photography Show. The market in the UK has pretty much been wrapped up by a couple of players but our Savage branded backgrounds – the largest brand in the States – have found their right price point. The show gave

Bird’s eye view The Talk of the Trade this past month was very definitely The Photography Show. Here Craig Bird, Marketing Manager for Tetenal, one of the 200+ exhibitors, relates in his own words how initial scepticism turned to positivity the minute the doors opened at the NEC

“We were all pleasantly surprised. The organisers did a great job in not only getting exhibitors but also numbers through the door…”

us an opportunity to test that to the greatest number of people in one go. When you’ve got such a wide range of people interested in photography coming through the door it can be a good place to test your sales theories. For example, are people really brand loyal, or if an alternative product is pitched at the right price, will it fly out the window? We found it was the latter and did really well at the show. Now there is greater awareness for the product off the back of the event, we feel our backgrounds will do well for specialist photo re-sellers. People are willing to take a chance on a good product at a decent price. We also had the Kodak brand on our stand and it was great exposure for them too – because we found a lot of people had been unsure about what Kodak was doing in the current marketplace. Plus we’ve expanded our display frames and gifting products, which we were exhibiting on a sixby-four metre wall. We found that people only had to give it a glance to be tempted on to our stand to take a closer look. People don’t normally walk into a Kodak Express store knowing what they want to do with their images. More and more you’re having to educate them as to what they can do, and having plenty of products on display – such as a floating canvas frame or frames that resemble large Lego bricks – really helps with that. Profit margins are always really healthy on frames and photo gifts – and retailers can give added value by selling a print with a display solution or encourage someone to have a larger print. It enables the retailer to start a conversation. In all I think The Photography Show was a really useful show to be at for establishing a brand and more so because of the wide range of people there. If you do a show that is purely to the trade, then the trade always take a lot more convincing. We had a successful show because of the product mix that we have; we’re a bit of a one-stop shop. We’re already booked for next year.

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ORDER YOURS NOW. Call 0116 289 3644 or e-mail - marketing@tetenal.com For Savage backgrounds, Epson printers or Kodak Express contact Craig & the Tetenal team on 0116 289 3644 or uk@tetenal.com 22 April 2014 | BPI News

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BPI News | April 2014 23 WEB: www.tetenaluk.com

NEWS EXTRA

Sigma awards continue to bring retailers rewards

‘L

ens of the Year’ has a nice ring to it. And that is just one of the accolades – from more than one publication – given to the current Sigma line up of prime and zoom lenses, suggesting to your customers both that there has never been a better time to buy a Sigma lens, plus, when they do, they will be buying with confidence. For example the manufacturer’s 18-35mm f/1.8 DC HSM ‘Art’ lens has recently taken top honours as both Amateur Photographer magazine’s Zoom Lens of the Year 2014 and dpreview.com Lens of the Year 2013. Sigma’s second recipient of a pair of awards is its 35mm f/1.4 DG HSM lens, which was crowned Best Expert Lens 2013 by TIPA and Lens of the Year 2013 by reviews website PhotographyBlog. Heralded as ‘Best on Test’ by PhotoPlus magazine meanwhile was the 105mm f/2.8 DG Macro OS HSM, with the 24-105mm f/4 DG OS HSM making it an award winning hat trick for Sigma in taking the What Digital Camera Gold Award. “Whilst everyone loves to get an award, it’s not just Sigma that basks in the glory but our retail partners that stand to see real benefit too,’ suggests Sigma UK’s General Manager Graham Armitage. “These print publications and websites are, in effect, generating free marketing and driving their readership to your door. I would urge our dealers to make sure they have sufficient stock of the key recipients to meet expected demand.”

The high quality lens manufacturer is driving trade to dealers via £30 cashback on its award-festooned 10-20mm f/4-5.6 EX DC HSM lens until April 30th. In fact, at times it appears most of Sigma’s range has been garlanded by the photo press which is good news for re-sellers…

Take advantage of spring cashbacks until April 30th As if a further ‘carrot’ were needed to tempt your customers to spend, the brand currently has a spring cashback offer running on its 10-20mm f/4-5.6 EX DC HSM super wide angle lens, designed exclusively for APS-C size DSLRs, until the end of April too. This covers purchases made from March 1st 2014 until the closing date. The standard terms and conditions naturally apply and claims need to be received by Sigma Imaging UK Ltd by 31st May in order to be eligible for the £30 cash.

“Don’t forget that additionally we have a £100 cashback deal on our 150-500mm f/5-6.3 DG OS HSM ultra telephoto zoom, also running until the end of April,” Graham Armitage reminds us. “It’s perfect for bird fanciers who enjoy a bit more poke when it comes to the extremity of their focal range.” Take a look back at your BPI News Feb edition for the full story on that optic, call Sigma now on 01707 329 999 or chat to your local Area Sales Manager for all the details you need.

All lenses imported by Sigma Imaging UK Ltd come with the added benefit of a 3-year warranty. See www.sigma-imaging-uk.com 24 April 2014 | BPI News

BUSINESS BOOSTER

Large prints, big profits I

t often pays to think outside the box when it comes to targeting new customers to boost your bottom line. And that holds water whether you’re a retailer of cameras or a high street photofinisher. As the owner of a small shop in an area undergoing a process of social regeneration, Fujifilm Digital Imaging Service (FDIS) member Allan Taylor, owner of Westcliff Photographic Solutions in Westcliff-on-Sea, Essex, notes that footfall has traditionally been low and fellow businesses have been closing all over the place. However, thanks to a keen eye for detail and a proactive approach to his trade, Allan now handles print fulfillment for around 50 art galleries. As a result he feels that his 10-year-old photofinishing business has been handed a new lease of life, as well as a fresh revenue stream. “In this industry we’re always trying to find out what the next big thing is,” says Allan. “A picture framing business that I use quite a lot showed me an amazing piece of digital artwork, but as a printer I was quite critical of the way that it was printed. So I spoke to the agent for the particular gallery and offered to have a go myself, suggesting I could do better. I was confident in my claim, as my machines are profiled by Fuji and the quality is just phenomenal, whereas they’d used a place that ordinarily produces banners.” Up until Allan intervened, he notes that for some reason the gallery didn’t automatically associate fine art print fulfillment with a photographic lab. A process of education was therefore much needed, which has subsequently reaped dividends. “Over the course of the past year we’ve changed the media we use to perfectly suit what the galleries want. I’m printing the work of three different artists on Fujifilm FineArt Etch paper, which is generating me revenues of £2,000 per week. Profit is incredibly high. For a 24x32 inch print I’m charging £25. But it costs me just £7 to produce using Fujifilm media, so we’re talking a very, very good margin.”

We learn how the owner of Westcliff Photographic Solutions in Essex has transformed his business by utilising Fujifilm’s Photographic Artwork Range of papers to turnover £2,000 per week producing fine art prints for gallery sales…

“It’s really transformed my business. Prior to having a discussion with Peter Wigington at Fujifilm, I hadn’t really considered how great the potential margins were with large format printing.”

On a roll with Fujifilm 300gsm Fujifilm Fine Art Etch paper is available in 24-inch (610mm) x 12 metres, 36-inch (915mm) x 12 metres, or 44-inch (1118mm) x 12 metres roll sizes. Needless to say it’s ideal for high quality digital fine art reproductions, being a traditional fine art paper with a special ink receptive matt coating that is rapid dry. It’s compatible with Epson, Canon, HP and most other photo capable large format and desktop printers. “Once the prints are framed the gallery is then selling them on for over £300 each in limited runs of 100 or 250,” Allan Taylor continues. “Though that has to cover the artist’s cut, the agent’s cut,

From paper stocks (centre left) to stacks of neat finished limited edition prints (left) – Allan Taylor with two production printers working full day shifts.

Peter Wigington (left) and FDIS business consultant Wendy Gray present Allan Taylor with a FBEA Highly Commended award at the 2014 FDIS Conference the gallery’s cut, as well as paying myself and the framers you can quickly see the potential profit for each. “It’s really transformed my business. Prior to having a discussion with Fujifilm Marketing Manager Peter Wigington, I hadn’t really considered how well large format printing could work for me. I knew what I was charging, but hadn’t realized how much of that was pure profit. All of a sudden I realised there was room for me to generate a huge volume of business by reducing my prices to make it more of an attractive proposition to the artists and the gallery agents. I started off with one artist. At the time his peers were a bit snobbish about producing anything other than one offs. But then when they saw the money that the first artist was making they quickly changed their tune!” Allan’s new revenue stream has seen him comfortably through a literally stormy January and February, traditionally a quiet period in the calendar for photofinishers. “The potential of what I’m doing is just huge. It’s quickly become the major part of my turnover. As soon as I get in on a morning my 44-inch and 24-inch large format Epson printers – the 7880 and 9880 – go on and they’re non-stop all day, meaning I’m getting through up to four rolls of paper per day.” Allan says that with Fujifilm he is confident of always having professional back up if he needs it and is happy to have been a member of their FDIS (Fujifilm Digital Imaging Service) network for the full ten years his business has been trading. “Our Photographic Artwork Range of fine art paper is perfect media for this kind of work,” enthuses Fujifilm’s Marketing Manager Peter Wigington. “We’re also saying to any photo retailer out there: look, if you’ve got a wide format printer you don’t just have to limit yourself to providing posters and wall art. There are so many commercial opportunities in every town or city for which galleries are just the tip of the iceberg. Our surveys have suggested that 90% of our FDIS members now have 24-inch wide format printers – so we want to encourage them to realize their full potential.” Interested parties wanting to find out more about Fujifilm’s Photographic Artwork Range of fine art papers should get in touch now with Peter Wigington on 01234 572 138.

To place your order for Fujifilm Photographic Artwork range fine art papers, email admin.photofinishing@fuji.co.uk BPI News | April 2014 25

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NESTING is a process whereby the paper is utilised as much as possible by aligning or rotating multiple print jobs together before printing. Minimising the paper required. TILING is segmenting images to user defined tiles as shown in the image above, this module comes as standard with version 4. HOT FOLDERS help streamline unattended printing through the Shiraz RIP. All jobs can be assigned to specific folders (with specific settings) on the system. The user can then simply drag and drop images into these folders and they will be picked up automatically by the printer/printers. This option is an extra module for v4. COLOUR MANAGEMENT this is an additional tool for image editing. Utilise the comprehensive list of colour editing features available to alter and enhance images. COSTING MODULE is also an add-on to v4, once jobs have been printed the RIP will automatically calculate the exact costing for each job by assessing the media and ink consumption. The costing details can then stamped into the jobs.

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With a history dating back to 1847, we have the experience, knowledge and expertise to help you maximise the profit potential from your print services. | BPI News 26 April 20140116 TEL: 289

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NEWS EXTRA Riding high with its nomination for Promotion of the Year in our annual BPI Awards – see page 8 – Experience Seminars is giving you the chance to make £25 for each of your customers who signs up to its new subscription-only Online EOS Training Academy

Get £25 per customer via Online EOS Training Academy

Onlin

New

photography product on which you can make money but that doesn’t require a prior order or shelf space. That’s the latest promotional pitch being put to retailers by Experience Seminars, well known for its instructional DVDs and seminars aimed at Canon camera users, as well as those of us who just want to learn how to shoot specific subjects better, whatever system we use. Whilst its supply of DVDs continues, with single, double and triple sets available on which margins are double whatever the cost to the dealer, some 130+ of Experience Seminars’ tutorials have now gone online with the launch of the Online EOS Training Academy. Here, dealers are being offered a £25 reward for each and any of their customers who sign up. The ‘call to action’ for the customer is the added incentive of a £50 saving on their first year’s subscription (usual price £149). And the more who sign up, the more multiples of £25 you receive each month. Interested dealers will be sent personalised flyers with a unique code, so that responses can be accurately tracked and your reward given. Leave them on your counter top or better still dish them out with each and every purchase. There’s also nothing to stop you posting your personal code on your website and reaping the (paperless) benefits while you sleep! “We’re very happy to provide codes to individual dealers who are interested in joining in,” relates Experience Seminars’ MD Brian Hall. “Retailers can point customers in the direction of where they will be able to get answers to all their questions and make some money out of it at the same time. Our single sided A5 document enables dealers to tell

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Subs crib abou e online or t our even call us on ts, DVD 01 s, eboo 487 7728 04 Ph ks or onlin e train one lines op ing vi sit ou en Mon r web Fr site at i 9.00am to www .exper 5.00pm. ience- For mor e de semin ars.co tails .uk

Left: Brian Hall and Nina with BPI Award nomination. Brian speaks to retailers at the NEC, top, introducing the on-line offer, above. DVDs already offer good margins and both sold well at The Photography Show.

customers what we’re all about and where they can find us.” Brian notes that there are also free tutorials on its training site by way of a taster. “We’d suggest retailers give out our flyer both to anyone buying a new camera plus existing customers. And putting our code on their website doesn’t cost the dealer anything either. It’s purely money coming in to them at the end of the month, with minimal effort on their part.”

Sounds like you’d be silly not to give it a go? “Wilkinsons are planning to put it on their site and we’ll be up there next week doing our north west courses. Yes it gives us an opportunity to promote what we do, but at the same time it’s good for the retailer as they can sell extra product to people who might not otherwise have been in store. Most retailers might not have the facilities to be able to give us a room for photographic training, but if anyone

reading this does then we’d be more than happy to talk to them about doing something similar.” Brian notes that in the current economic climate it pays to work together. “You can’t do everything on your own and the more you try different things the more business tends to be generated.” By providing something ‘extra’ as a retailer, you’re also rewarding and therefore keeping your loyal customer base. Whilst staying true to its core educational values, it appears Experience Seminars is moving with the times. “We’re trying to expand the training portfolio into different areas; after all, people learn in different ways. A lot of people don’t have much time on their hands, which is why we’re pushing the online training; you can access that 24 hours a day, seven days per week. Certainly by the end of this year there will be well over 350 tutorials up on the site. And it will continue to grow…” www.experience-seminars.co.uk

Make money partnering with Experience Seminars, via DVD sales, online or in-store training, call Brian Hall on 01487 772800 or brian@enigma-ms.co.uk BPI News | April 2014 27

BUSINESS BOOSTER

Photomart unleash ‘the beast’ BPI investigates the pros and cons of dye sub versus inkjet and traditional silver halide technologies when it comes to photo printing at retail…

f you’ve ever wondered about the best dry lab system for your existing photo retail business or considered expanding your existing range of services to include photo finishing, Photomart has a hard working, revenue generating solution showing dye sub technology at its best… “A lot has changed over the years – at one time dye sub was seen as being the poor relation to inkjet but that view is long since outmoded,” enthuses Photomart’s Senior Marketing Manager Jurie Gryffenberg, a well-known figure in the trade. “Due to significant advances in dye sub technology we can today tailor a solution to suit virtually any in-store photo printing requirement. This will do the same job equally as good, if not better, and we’ll also prove it to be the most economical.” The machine in question is the Ciaat CTP-3010 – excitingly nicknamed ‘the Beast’ for its high volume capacity – but even so, says Jurie, it is still more compact than any conventional inkjet mini lab. The RRP is £1020+VAT but Photomart are currently offering it for £999+VAT. A 6x4-inch print can be generated from only 6p each but Photomart notes that the Beast also offers all other print sizes up to 6x12-inch panoramic, being an ideal size for group photos. You have a choice between either glossy or semi-lustre and you don’t even have to change the actual roll of paper in order to change the print finish. Place an order for yours today and Photomart will also include a free box of 6x4-inch media + a free box of 5x7-inch media + a free box of either 6x8 or 6x12 media. Alternatively

It’s colourful, strong and very long – the huge roll of dye sub which lives inside the CIAAT CTP-3010

select from an extensive range of professional roll fed dye sub printers starting at around £740. As regular BPI News readers will be aware, Photomart distributes all brands of professional dye subs and media including Ciaat, Citizen, DNP, Fujifilm, HiTi, Kodak, Mitsubishi and Sinfonia. “What sets dye sub apart is the fact that colour produced on a dye sub print is the result of mixing pigments to get the actual colour as opposed to inkjet prints that use a tight

group of coloured dots and ‘dithering’ to create merely an illusion of continuous tone colour. People therefore look at the specification of a dye sub printer and incorrectly assume its 300dpi resolution is inferior when in fact it is equivalent to the 1200 dpi (4 x 300) resolution of a four-colour inkjet,” says Jurie. Another important factor to consider is that instead of sitting on top of the paper surface, as is the case with non micro porous inkjet prints, dye sub pigments ‘sublime’ into the paper substrate and the entire

print is then covered by a UV protective overcoat. This ensures not only 100years+ longevity, as is being claimed by dye sub manufacturers today, but it also makes dye sub printing non susceptible to other issues such as metamerism (Google it!), bronzing, selective reflectance and other problems typically associated with inkjet prints. Typically RA4 still offers the best in terms of longevity but dye sub prints come in at a very close second place, the difference of course being that RA4 is fast becoming totally obsolete, notes Jurie. “From a purely business perspective, consider this. Dye sub requires virtually no maintenance or expensive support contracts; it takes up hardly any valuable floor space; it does not require the full time services of a specialist operator. Ribbon cassettes are fully recyclable, waste is limited to only a few paper slugs; it requires less power to run than a hair dryer and in standby mode requires virtually no power at all. Finally, expensive finance charges are virtually if not totally non-existent as a low end dye sub solution can likely be financed by the spare change in your till. When taking the above into account, lower print costs, as often claimed by inkjet mini lab manufacturers or RA4 enthusiasts, suddenly become not quite so low.” In short, Photomart believes dye sub has been underrated and ignored by photo retailers for years when in fact it is absolutely cut out for in-store photo printing. So, if you’re looking for beauty in a streamlined and profitable printing solution for your business, then set the Beast to work.

To order a Ciaat CTP-3010 now call Photomart sales on 0208 527 6006 or to find out more about its capabilities direct your browser to http://shop.photomart.co.uk 28 April 2014 | BPI News

BPI News | April 2014 29

INSIDE TRACK

A Conference without any cons… For industry watchers who like facts and figures to back up theories and supposed trends, the PMA’s Conference at The Photography Show last month was actually one of the most interesting events. UK Director Nigel McNaught brings us up to speed…

hen The Photography Show was announced last summer I contacted the organisers, who were very open to ideas, to suggest that education featured strongly. I was delighted to find they were already on the case. That said, when the Show did eventually open its doors, I was still surprised at the scale of the education element. There were more than 150 seminars, countless more on-stand activity sessions, talks by a dozen top class photographers, 17 major activity centres for budding photographers and, in fact, something for pretty well everyone interested in photography; either from a consumer, professional, or a retail business standpoint. The danger in offering so many things is that you don’t do any of them properly. Fortunately that wasn’t the case and keen amateurs, professionals and students all happily rubbed shoulders as they jockeyed for position to see what was happening on stage. And the 200+ exhibitors did not let visitors down either. I tend to view the exhibition as destination shopping. You go there to see what’s new, you know you want something, but what that is may not yet have crystallised. This is where education comes into the equation. The phrase: “they learn - you earn” – I would like to take the credit for it, but I can’t – was coined by William Higham, Consumer Futurist and Keynote speaker at the PMA Retailer and Supplier Conference. William spoke of ways that retailers can engage with their customers such as in-store classes, workshops, online videos, forums, competitions and surgeries. He came up with some strong statistics to prove his point in a post recession Britain, where the key arguments to be had at retail are: price versus value, choice versus simplicity and service versus self-service. Some 75% of UK consumers consider convenience more important than price – I think those

opportunity to generate demand for higher end cameras. We’ve still got a big job to do when it comes to encouraging more people to make prints. Earlier, Dennis Reid of Retail Performance Specialists had reminded delegates of the need to set goals and to measure how close you have come to achieving them. Measuring progress focuses the mind.

Learning from the pros

Inside info from Richard Gregory of GfK, top, and Bill McCurry, right.

who bought kit at the exhibition show this to be true – and one in five will spend more on something they believe will last longer. Interestingly, 50% of UK consumers are more likely to buy locally compared to a year ago. The in-store and online education theme was continued by Brian Hall of Experience Seminars, who can help retailers educate their customers by providing videos of how to take better pictures which can be sold or used as part of an in-store activity and branded accordingly (see feature on page 27). The PMA Academy also provides non-brand specific videos for retailers and staff to promote better picture taking. As he did at Fuji’s FDIS Conference, industry guru Bill McCurry gave out chocolate bars for good ideas on marketing to those in the audience. This encouraged attendees to come out of their shells and talk about what had worked for them, sharing successes. Bill used examples from around the globe to

illustrate how marketing materials were being used in photo retail and how store displays were evolving along the theme of education. The retail conference finished with a much-awaited presentation by Richard Gregory of GfK. In addition to analysing the numbers he surprised many by showing a decline in smartphone sales in the last three months of 2013, although it is important to note that there was also a decline in digital cameras being given as Christmas gifts. GfK suggested that consumers continue to make judgements when it comes to which image capture device to use. Typically they use a smartphone for spontaneous photos and a camera for travels holidays, events and families. There’s a marketing story there I feel. He indicated that one in five of those intending to buy a camera are looking to create effects that are not available on a smartphone and that means there is a potential

For the first time in many years PMA also ran a conference for pro photographers that attracted almost 300 delegates. Following the theme that there is more to being a professional photographer than taking a good picture, the keynote presentation was given by Joe McNally who touched on his experiences and how he started out; things had changed but the key principles remained. Victoria Grech continued the business theme and spoke of the need to be business focused for it is too easy to miss the basic business principles. James Chandler from Redwood Photographic told us about how many photographers give away their images too easily, which is unhelpful. He urged the audience to take as much care of their images as their personal image. Kate Hopewell-Smith told of the need to price your work properly if you are to survive. If you are going to make a living as a professional photographer you need to pay attention to the accounts and cash flow. In this way you will still be around to take the next moneymaking photo! These PMA sponsored seminars were designed with business in mind, a role that PMA has played for 90 years, helping members with their business so that business can grow. By almost any measure you care to use the first Photography Show was a success and we can look forward to the next one in 2015.

If you would like a copy of William Higham or Richard Gregory’s presentation please email Nigel at nmcnaught@pmai.org 30 April 2014 | BPI News

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32 April 2014 | BPI News