British Photographic Industry News May 2018

Photographic British

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MAY 2018 • £3

Putting the photo trade in the picture for over 35 years

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INNOVATION IN THE SPOTLIGHT Inspirational ideas & gear explored!

PLUS…

MOTIVATIONAL MAY ISSUE! Re-energise your photo business – See inside!

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IN THIS ISSUE…

THE BIG INTERVIEW

TIPA WORLD AWARDS

RETAIL CASE STUDY

BUSINESS ADVICE

Jessops CEO Neil Old unveils an innovative new concept being rolled out across its 58 stores

We reveal which photo gear won what prize in 2018’s international tech press awards

BPI News discovers the backstory to Fujifilm’s ‘Shop of the Year’ – to inspire your own success

10 rocket-fuelled steps to ensure you get the best out of staff and boost your bottom line

Logo based around Anders font.

3 possible logo uses.

A DESIRE TO INNOVATE… AND IDEAS TO MAKE IT HAPPEN W

Photographic British

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Published monthly by

EDITOR Gavin Stoker Tel: 020 8274 0578 Tel: 07990 974 367 ART EDITOR Michael O’Connell EDITORIAL ENQUIRIES Please direct all editorial requests, news and press releases to info@bpinews.co.uk ADVERTISING ENQUIRIES Please direct all advertising enquiries and sponsorship opportunities to gavin@bpinews.co.uk Publisher’s Office: 31 New Road, Richmond, Surrey TW10 7HZ. Legacy Media 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 Legacy Media Ltd or its agents is ©2018 Legacy Media Ltd. ISSN: to be advised.

Editorial | May 2018

Gavin Stoker, Editor gavin@bpinews.co.uk @GavinStoker

elcome to our May edition of BPI News, which arrives with a theme of ‘innovation’. This can of course come in various shapes, sizes and indeed formats; from innovative tech and revolutionary new products worthy of industry awards, to innovative ideas and suggestions about how to run your photo business. We’re covering all such bases in this issue, as we exclusively speak to Jessops’ CEO Neil Old about a new concept for its 58 UK stores; Gray Levett from Nikon-only Grays of Westminster on how ‘old fashioned’ levels of service and attention to detail reap reward; and Steve Brown of Fujifilm’s ‘Shop of the Year’ Island Photo Centre in Ryde, who tells us how adding photo courses to his product mix has led to extra sales in photo gifts, prints and frames.

We discover how they’re all, in their

NEXT ISSUE IS OUR JUNE COVER ISSUE! Copy due by May 22nd.

REQUEST OUR 2018 PRODUCTION PACK for all publication dates info@bpinews.co.uk STAY INFORMED ABOUT YOUR INDUSTRY: SUBSCRIBE TO BPI NEWS Don’t get left in the dark. Make the most of real world advice and news about your trade and have 10 issues of BPI News delivered to your door for £50 including postage (UK mainland only). Contact us now to place your order, or to enquire about overseas rates, via info@bpinews.co.uk

COVER IMAGE: Gillian Anderson, shot

by Mark Mann for Deadline Hollywood at Sundance Film Festival, lit with the Rotolight Anova PRO. See page 20 for the full story of the brand’s ‘Best in Show’ win at NAB 2018 in Las Vegas

own and different ways, innovating when it comes to photo retail. Perhaps there are some tips and tricks you can pick up from our interviewees to adapt for your own business?

Innovation is also rewarded this issue, not only in the shape of the recipients of BPI News Awards for Product of the Year and Promotion/Campaign of the Year, (voted for exclusively by you, the reader), but also in those products picked out for acclaim in the annual TIPA World Awards – which we also cover this issue. In an increasingly competitive marketplace, and one in which smartphones and computer tablets have long been eroding camera sales, particularly at the bottom end, innovation is key to survival as much as it is to a thriving photo industry.

As it is already May, and a new financial year is underway, our regular business feature this issue declares this calendar month ‘Motivational May’ and looks at how you can inspire and motivate your staff and yourself in order to achieve the best for your business. Again, here you can be the innovator, leading from the front and creating a happy and successful working environment that should, in turn, stimulate sales and result in financial reward.

So that’s this edition of BPI News: helping you make the most of your current assets and suggesting ways in which, if you want to make a change, our inspiration and a little self motivation can make it happen. We look forward to hearing your own stories! Enjoy the issue and see you back here next month.

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ENJOY MORE ‘X’ WITH FUJIFILM The camera brand has expanded its lens line up for the year-old medium format GFX system with the release of the Fujinon GF250mm f/4 R LM OIS WR lens (right), 1.4x Teleconverter (far right) and Macro Extension Tubes. The former two accessories mark the seventh and eighth lenses in the GF lens line up (Fuji’s highest grade lenses), while the macro extension tubes in the 18mm MCEX-18G (£289 SRP) - and 45mm MCEX-45G (£289 SRP) expand the range of macro photography.

The GF250mm f/4 R LM OIS WR lens (at £2899 SRP) is described as delivering the equivalent of a 198mm reach in the 35mm format while being capable of a ‘rich’ bokeh effect. Attaching the GF1.4X TC WR teleconverter (£749 SRP), meanwhile, will extend the lens’ coverage up to the equivalent of 277mm in 35mm terms without, says Fuji, any deterioration in image quality. The main optic is also dust

and weather resistant and is equipped with an innovative new focus pre-set function, which allows photographers to instantly activate previously saved focus settings.

Availability for the above new products is promised at the end of this month.

In related news, the GFX 50S itself is getting a firmware update for May that enables such functions as the aforementioned focus pre-set to be utilised when using camera and 250mm lens together. Ver 3.10 firmware for the GFX 50S (below, left) also adds flicker reduction, useful when shooting under fluorescent lighting and similar, as well as a ‘Select Folder’ and ‘Create Folder’ function, that allows photographers to create a new folder with

a five character folder name in which to store their images. The update will also allow users to enlarge indicators and info shown in the camera’s viewfinder and/or LCD monitor, plus attribute the function of ‘35mm Format Mode’ to the ‘Fn’ (function) button, if desired, for quicker access.

Finally, users of the X-H1, X-T2, X-Pro2, X-E3 and X100F cameras are also being offered firmware updates this month. Fuji says these adjustments all reflect and respond to user feedback and are aimed at improving usability and adding new functions to the cameras. www.fujifilm.co.uk

GITZO HAS TASTE FOR ADVENTUR(Y) Premium photo accessory brand Gitzo (part of the same Vitec Group stable as Manfrotto) has announced a range of premium backbacks bearing the title ‘Adventury’. As regards which customers you should be pitching them to, the brand suggests professional bird, wildlife nature and landscape photographers – in short, those plucky souls who create imagery in the great outdoors.

There are two versions of the weather resistant pack – the colour of which is obviously designed to blend in with natural surroundings – available in the 45L (£299.95 SRP) and the 30L (£219.95).

Both are designed to carry CSCs and DSLRs with long lenses. Access is promised from the back and side and is said to be ‘effortless’. As well as your camera kit, Gitzo suggests the 30L can be configured to house a foldable drone such as a DJI Mavic Pro, while the

4 May 2018 | BPI News

roomier 45L can likewise be configured to transport a DJI Phantom Drone, as well as a camera with a lens attached. www.manfrotto.co.uk/gitzo

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SUPER VARIO BROS Canon opens up the ‘Cosmos’

©National Trust Images/Matthew Antrobus

Premium brand Leica has introduced a wide-angle lens for its SL system in the Super-Vario-SL 16-35/3.5-4.5 ASPH. It’s described by the manufacturer as ideal for a range of uses, such as landscape, architectural, wedding, event and documentary photography.

It also means that the lens line up for the series now covers focal lengths from 16 to 280mm. Available now, SRP is £4,700 inc VAT. Arriving alongside the lens is new Firmware (Version 3.2) for the Leica SL, which responds to photographers’ requests, fixes various bugs and improves other functionality, such as allowing Eco Mode to be set to reduce power consumption.

In related news, the brand has Complimentary 12 month national trust membership with the lumiX FZ200 or FZ72 partnered with veteran celebrity portrait photographer Terry O’Neill for a very natty looking special edition Leica MP ©National Trust Images/Matthew Antrobus

ust Z72

News

to take a speCial piCture you need to go to speCial plaCes Now you and your family can discover hundreds of new special places with the National Trust and capture every stunning detail with the award-winning new LUMIX FZ200 or FZ72.

Promotional period: 22/08/2013 – 31/12/2013. Promotional terms apply, please see panasonic.co.uk/promotions *Leica is a registered trademark of Leica Microsystems IR GmbH. ELMARIT is a registered trademark of Leica Camera AG

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A3 Poster

©National Trust Images/Matthew Antrobus

Complimentary 12 month national trust membership with the lumiX FZ200 or FZ72

Like many photo retailers, are you someone who not only sells camera kit, but also takes pictures yourself? The photo giant, the winner of a sizeable amount of awards at this years TIPAs (see page 16) is now open to entries in its New Cosmos of Photography 2018 competition, which is Canon’s cultural programme designed for discovering, nurturing and supporting new photographers. In 2015 the contest also opened entry to digital submissions (whether stills or video) to encourage more ‘novel’ forms of photographic expression, and this year the judging panel has been expanded to include judges from outside of Japan. Entries are being accepted from now up to June 6th. For more visit: global.canon/en/newcosmos

Rave reviews for Removu K1 Set engraved with his signature, which is being launched at this year’s Photo Lumix National Trust later POS this month. Featuring London event, British racing green painted on its top Description Complimentary cover•and acrossNational the bottom plate, each Trust Membership set is numbered as one of 35 and certified Campaign POS

by Dr Andreas Kaufmann. Potential purchasers also get a signed 16x20 edition Terry O’Neill photograph of Audrey Hepburn, never before released.

“I bought myself a Leica as soon as I could and they have been with me ever since,” says Terry O’Neill. “They became a reflection of what I felt. When you use a Leica, you can never go wrong.”

The technical specifications of the Leica MP included in the Leica MP Wobbler ‘Terry O’Neill’ Set are identical to those of standard Leica MP film camera.

Asking price for the limited edition, however, is a cool £10,500 inc VAT. www.leica-camera.com

to take a speCial piCture you need to go to speCial plaCes Now you and your family can discover hundreds of new special places with the National Trust and capture every stunning detail with the award-winning new LUMIX FZ200 or FZ72.

Digital Distribution is inviting the trade to take stock of the Removu K1, an all-in-one 4K camera with an integrated three-axis gimbal that is being pitched as ‘the camcorder reinvented’. The device is already gaining rave reviews from the photo press, with Camera Jabber website stating that it’s ‘an impressive piece of kit, ideal for vloggers, families or anyone wanting a lightweight camera to capture superb handheld footage’, as well as being ‘top of the list when it comes to features, ease of use and affordability.’ Another site, Photo Bite, has added to the plaudits, suggesting that ‘you’re going to be very impressed with this… the stabilisation on it is insane!’

The inclusion of 4K video aside, key spec includes f/2.8 wide-angle lens, 12 megapixel photos, plus slow motion and time lapse shooting facilities. With a 50cm focus length there is a 1.5-inch LCD that allows you to monitor results during filming. It’s also perfect for selfies, naturally, while the interchangeable smart battery allows for four hours of continuous shooting from a single charge. SRP is £419. See also the advert on page 13 of this issue for more.

For more details and to place an order get in touch with ron@ddltd.co.uk or call 01442 230022. www.ddltd.co.uk

Hang Tag

Photographic Promotional period: 22/08/2013 – 31/12/2013. Promotional terms apply, please see panasonic.co.uk/promotions *Leica is a registered trademark of Leica Microsystems IR GmbH. ELMARIT is a registered trademark of Leica Camera AG

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BPI News Awards 2018

THE WINNERS TAKE IT ALL! Year’. Choice selections were provided for your consideration from the past year’s worth of BPI News magazines and whittled down from a longlist of around 30 options to a trim selection of

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COLD SNAP! we compare too much and the reality is both technologies are more than acceptable. This means dye sub technology is still a viable and affordable option for many high street retail printing stores.

A winning team: From left to right Tetenal’s Chris Allsopp, Craig Bird, Rob Blanchard and Verity Adkin – as pictured at The Photography Show in March

Q: Should owners of wet labs be looking to move across to a dry solution?

I get asked this question a lot and

THE BIG PICTURE FROM TETENAL OPEN NOW FOR

Hot new cameras, its one that I always find difficult to answer. As Tetenalaccessories, are a manufacturer lenses, lighting of photo chemicals we of course want & printer to sell chemicals for many yearsdeals to Q: What do you see as the main to thaw any freeze come, but we understand the market challenges facing the mini lab on wallets and encourage is evolving and dry labs are the future market in 2017/18? spend customers. for a large number of ourthis I look at this from two Christmas and Tetenal will always explain the perspectives: non-industry specific New Year! advantages and disadvantages of and industry specific. In general

ANALYSIS + COMMENT + NEWS

Year on year growth and continual development means leading print and photo solutions supplier Tetenal is ready to empower the photo trade for years to come. We speak to Sales & Marketing Director Phil Barker (inset) to discover how you can benefit from both, Tetenal’s brands and long-standing expertise.

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1 s regular readers and members of the trade will be aware, Leicester based supplier Tetenal not only markets its own print chemicals and media, it also has a host of leading photographic brands under its wing, putting it in great shape to be able to meet the demands and challenges of an ever-changing and evolving marketplace, and help its customers to do the same. These are the guys to talk to about the likes of Epson, Kodak (and its 120-store strong Kodak Express network), DNP, EIZO, Wacom and Hahnemuhle, to highlight but a handful. We sat down with Tetenal’s UK Sales & Marketing Director Phil Barker to hear more about market trends and developments, and ultimately find out how it can help your own photo retail or minilab business not only survive, but moreover thrive as we head into 2018…

BPI News: You distribute for some of the leading names in the photo print business. It’s easier for a single brand supplier to offer their products, as there is no conflict, so how do you work with customers to choose the right equipment for their individual needs and at the same time keep your brand partners happy?

Phil Barker: Good question and one we didn’t find easy to manage when we opened up our product portfolio to include other brands. We started putting customers in brand boxes, as this is what the industry has always done; i.e, they’re a Fuji customer, they are a Kodak customer etcetera. We quickly became aware that no single brand could deliver everything our customers needed in the modern era of photo retail and we had to somehow bring brands together to get the right equipment mix for our customers’ needs.

This was a challenge, but our technical departments across Europe developed solutions for us to start offering the right equipment mix based on our customers’ requirements. Our area teams now visit each customer to discuss their needs and we tailor the package to suit them.

To answer the point about keeping the brands happy, we work closely with all of them to keep them up to speed on what they should be working on based on what the market demands at a local level. The benefits of this are clear to see as they are all pushing to improve their software and hardware and their sales are increasing, which makes it a beneficial relationship for us and them.

Q: What are your views on the relative strengths of dye sub printing versus inkjet and do they both have a future?

Industry statistics are forecasting good growth for both technologies over the next three years. For high street photo printing, the growth is driven by retailers trading in old expensive mini labs for newer, lower cost inkjet and dye sub technologies with better print quality.

Both technologies have a place in our market and most of our customers have a mixture of both.

Inkjet technology tends to have the edge when it comes to quality, print finishes, print widths and cost per print, but dye sub technology tends to be less problematic and the hardware costs are much lower. We offer printing solutions from Epson inkjet, together with DNP and Kodak dye sublimation.

Another point to mention is both technologies produce fantastic photographic prints that our customers are happy with.

Sometimes as industry specialists

Contact Tetenal now on 0116 289 3644 or via marketing@tetenal.uk.com to take advantage 8 December 2017/January 2018 | BPI News

PLUS…

changing to a dry lab. We try and help our customers make an informed decision about their next purchase.

The reality is the list of advantages of changing to dry is growing and

PHOTO I can’t think of any customer that regrets making the switch. With print REVIEWTRADE OF volumes decreasing, the need for THE YEAR

in the business that brings fresh ideas and a modern approach to everything we do.”

IN THIS ISSUE:

a high volume printer is no longer necessary for many, and other pieces of equipment like the wide format P12 printer, kiosks and gifting kit are equally as important as the lab, as the revenues through the business are no longer all generated from one piece of equipment. As your capital investment needs to be equally split across other parts of the business, a dry lab with its relatively low capital investment is the obvious choice.

THE BIG INTERVIEW

The industry-specific issues are things that I believe we can all influence and work together on.

Why, in a world where more images P24ever before are captured daily than in history, are we struggling to get customers into our shops to print?

Why can’t we engage with customers when there are more tools at our disposal than ever before, including social media and websites? Why are we standing still when the rest of the

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world is running? Industry issues are barriers that Tetenal and the likes of Fuji and Kodak need to find solutions for, in conjunction with the photo retailers.

Some of the industry issues I see when I’m out visiting customers relate to old equipment in the market that can’t communicate with the latest mobile devices and this has a general negative impact on the industry, in being outdated and not as technologically advanced as online e-tailers. I also see large numbers of photo retailers that still aren’t using social media to sell their services when all their target market is on social media sharing photos. Additionally, there are still a number of dated and un-inspiring shops out there.

We are actively working with our retail customers to create an improved customer experience.

We are, however, starting to see fresh blood entering the industry with fresh ideas. The independent and group customers who are seeing large growth are the ones who now cater to a changing demographic who need to be inspired and reminded of the wonderful products and memories that our industry can produce.

The days of customers queuing up outside the shop on a Monday morning with films to be developed of their weekend parties or holidays are long gone. So these days we have to work much harder by selling, showcasing and displaying new products for customers to see and touch and to be inspired by.

Online retailers have seen P28huge growth in photobooks, aluminium panels, stretched canvas and photo gifts. All of these products can be produced in store or via fulfilment partners and hold much higher margins than standard prints, yet

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large numbers of retailers still aren’t offering these in-demand products.

The biggest issue in my opinion is the lack of awareness around losing those precious memories.

A generation of people aren’t printing their life stories, this means lost memories for them and lost revenue for us. As an industry we need to do more to generate awareness around this topic.

+ FEATURES + MORE!

terms, there’s the challenges that all small businesses across the country are facing; notably online competition, high rent and rates, relocation to non-key areas within the town, parking issues, lower footfall, time-deprived shoppers and lower disposable income.

Leading industry figures reflect oncommitted and passionate team at the past 12 months “We have a very and theirvast amounts of industry knowledge aims & ambitions Tetenalshare who have forand 2018! experience. We also have lots of young energy

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Q: How do you see the photo printing business developing over the next three years?

I see a bright future for the 23/09/2013 19:25

industry, as the technology that supports the industry has definitely improved and is allowing high street to compete with online. I see photo retailers adding ecommerce facilities and social media sites to give them a more rounded offering. I believe that retailers who promote and market their business in their local community will see growth – as we are seeing this happen already.

I think we will see more retailers adding mini studios to their stores and more retailers using fulfilment partners, via kiosks and websites, to deliver high quality items that were once only available to the large pro labs back to stores. Ultimately the market is there and the high street needs to take a larger slice.

Exclusive Q&A of its expertise with regard to leading brands including Kodak, Epson, EIZO, Wacom, Hahnemuhle & DNP with leading print photo solutions and BPI News attends supplier Tetenal’s the London launch & Marketing Director Sales another bright Phil Barker. We @bpi_news BPI News | December 2017/January 2018 9 Fujifilm Marketing idea from Rotolight of how the photo flagship Anova Manager Peter in the trade can benefit Wigington explains PRO from the Leicester Our resident business LEDs, the continuous2. Again powered by why its sponsorship firm’s of The Societies’ team and long-standing brands, tech expert advises light also serves on how to ensure prestigious 20x16 a flash, ensuring as expertise competition is your customers its broad appeal print spending on just photographers to both their photography keep awareness raising the latest in its productand filmmakers the razzamatazz even after Fujifilm Original of Christmas and Paper campaign Photo Year has died New that began in down, taking summer inspiration from dealer-hosted events & more

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PROMOTION/CAMPAIG N OF THE YEAR Tetenal’s The Big Picture Central hub: Tetenal’s Leicester HQ includes brand-dedicated showrooms with plenty of demo space.

Shown on opposite page are rooms for Epson (with Tetenal MD Mike Fawcett and Marketing Manager Craig Bird) and Kodak. Below right is Account Manager Chris Castle at a recent Open Day

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Our first-for-a-while trade-focused ‘Big Interview’ Q&A-style feature published in our December 2017/January 2018 issue caught up with Tetenal’s Sales & Marketing Director Phil Barker, who was keen to tell us how the leading print and photo solutions supplier was equipped and ready to empower the photo trade for years to come. You seemed to agree with the points made in this three page special, voting the Leicester based Tetenal, a BPI News regular, as deserving of the title of ‘Campaign/Promotion of the Year’ – a recognition also of its efforts made across the preceding 12 months.

Tetenal’s Marketing Manager Craig Bird says: It was important for us to show readers the Big Picture regarding Tetenal, the size and history of our company, along with the breadth of our offering and focus on customer service. So we’re delighted that this feature has been recognised with this award. It’s a testament to the hard work of all the team here at Tetenal, many of whom are unseen by our customers. Yet each one contributes to our success, so the award is shared with them all.”

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Photographic Sony ambassador. well Quarrie, a Canon shocked at how “I was really initial Jason of his it did,” remarked the Neo 2. “I tested testing of the frames A6500 at 11 Neo 2 on a Sony single time.

It fired every no per second. no recycle time, There’s genuinely loss. That is just power light loss, no there is no other No a game changer; that can do that. light in the world important. is incredibly recycle time change that we can Plus the fact shooting is when we’re white balance we have ‘GAS’ huge. As photographers but Syndrome – – Gear Acquisition having the biggest it’s not just about also the right but amount of light, As photographers amount of light. the fact that works, and we need gear an all-inNeo 2 we have that with the

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option is liberating.” perfect for it was Noting that interviews and filming corporate Quarrie lmmaker Simeon short films, fi Jason’s thoughts: clearly echoed

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High Speed  All-in-one and continuous Synch flash and light for photographers film-makers on-camera  Unlike traditionalrecycling no flash, there is helping time, thereby to never photographers miss a shot used as  Can be simultaneously flash light and HSS a modeling

has collaborated  Rotolight its to integrate with Elinchrom HSS wireless Skyport 2.4Ghz into the product flash receiver colour  Adjustable and in both flash temperature modes continuous 85,000 full power  Provides single set of flashes on a high speed burst pace with the digital AA batteries, of 2015 rechargeable latest premium ashes modes of the at ack in the summer to the 200 fl of shooting compared 19:25 the launch of 23/09/2013 cameras. Capable never miss we covered Neo of a typical speedlight “it will 1/8000th sec, Rotolight’s revolutionaryTwo to Rod. in continuous  85% brighter light in BPI News. a moment,” accordingus they want an its portable LED told ramped up the light mode than us having witnessed new Neo2 has to “Photographers is no other years on, with Bright star: The now includes the ability the larger, flash. There predecessor launches of up.”

LED that can available output, built-in Elinchrom Skyport subsequent in12016 that can keep a BPInewsOct13.indd Rotolight’s CineFX Anova PRO light in the world flash, plus featuresWireless Flash Receiver been  Features game changing LED that’s never 2.4Ghz HSS slim yet powerful Something else plus AccuColour Gammons, videographer ability to is absolute and the amazingly – nestling MD Rod Aaron is the Neo 2’s your that delivers “What’s important brand ambassador light power to R): Rotolight done before technology there on getting photographer/ the Neo 2 (L AEOS location now have the Anova colour temperature Alternatively Chris Whittle, Introducing the most colour rendering flexibility. We Neo and the Expert both advice to reap offer adjustable outstanding Elinchrom CEO of £299 inc VAT. at £1,375, between the on the go, as shooting in place now Simeon Quarrie, priced tomes in when it’s kit upgrade skin photo document to plus year, this seeking for flash, strategy for perfect flight to is a three light and film-makers PRO – in May Jason Lanier Neo owners a new, of the biggest stands and hard mode. photographers year. succession by generation before from one and AEOS owners as a single light of continuous which includes of theAvailable joined in swift to the second Existing Anova from the end with sales days  as well.” pouch, 2.

Shipping was a free receiver Skyport will be Rotolight, goodSee page 28! its including belt Neo case. improved Neo December 31st. on-camera are eligible for celebrating As usual with so the new Neo power supply is a built-in ElinchromFlash Receiver; power for the available of a transmitter.

‘The brightest September, With the company read this. accessory shoe, Being portable, as margins are Wireless the purchase CEO the time you 2.4Ghz HSS filter pack, or this year, Rotolight’s competitive 10 Elinchrom’s a big consideration. light ever launched’ Rotolight available by and four-piece control up to 10th anniversary According to 2 is obviously partners; call to Rod Aaron enabling it to with hard flight metres. it impresses, “We wanted did’ to trade 01753 422 750 or Digital 85% three light kit groups at 200 Managing Director But, again, here ashes Simon Whittle: how well it the sequel to an impressive lights in four now on full power fl and ball heads to third parties.

The Neo 2 is ‘Shocked at while case, stands Gammons introduced developed to (for independent delivering 85,000 open Skyport Rotolight than the original, Distribution it had include our transmitter never accessories – an brighter on 01442 230022. us as something dimming. from 6xAA batteries.Powerex Pro We optimised 10  Optional portrait photographers “The Neo 2 will photo dealers) not an evolution’ using to get They are a highly covers and a featuring adjustable Designed for be ‘a revolution recommends for Rotolight. light that ‘on the go’, at formed softboxes, rain include a softbox with a unique Email sales@ddltd.co.uk miss a moment. us off-camera) whom it has Optional extras filter pack and videographers Neo on-camera (or it batteries, with innovative company, told for both piece colour and Like the original the Rotolight info and pricing. barn doors. thereby enabling of being used first products, special the launch of Photographers that was capable to talk a partnership, we think and set of industry with Rotolight are also built-in LED “At Rotolight were also treated excited to work model, there they want an stills and video. to offer perfectly-suitedin packs of six. 2 we from two of Rod, we were very us for filmmakers, is no www.rotolight.com way,” noted batteries CineFX options they approached and demonstrations for – pro there is a better Lionheart AA can flash. There world them when purchase brightest as much a tool or email sales@ddltd.co.uk available for Neo 2 is the so again it’s Skyport technology. the Rotolight’s ambassadors The Neo 2 is adding: “the SRP to integrate 17 on 01442 230022 as it is for portrait other light in ever launched.” at an affordable is great for both | October 2017 videographers up.”

Distribution on-camera light as a single light bigger BPI News The integration with Digital photographers. further that can keep that, like its and location Rotolight is get in touch Rod The beauty is Neo 2 companies.” this time around original retailers should – Rotolight MD AEOS, the new discount for Enhancements brother in the Independent offering a 20% addition of gunshot, as both a continuous Aaron Gammons include the can be utilised effects.

(High Speed THE BIG INTERVIEW: Photokina’s new BPI News drops in to Pinewood Studios and an HSS Modern ergonomics meets classic style as neon and paparazzi Fujifilm talk us through the launch m light source @bpi_news addition however Director Christoph Menke answers our where Rotolight showcases its new no recycle time; the brand celebrates its big anniversary A crucial new of the X-E3 camera plus new lenses at www.rotolight.co Sync) flash with keep big questions about the big changes NEO 2 continuous light and flash combo your browser with a limited edition run of premium uniquely, it can and accessories for both the X and LED, direct www.bpinews.co.uk meaning that, happening to Europe’s biggest newly – potentially revolutionising shooting for 2 portable tripods, plus Century Collection of camera GFX systems – arriving now and on its the new Neo annual photo event photographers and videographers bags, sure to catch photographers’ eyes roadmap for the near future For more on

OPEN NOW FOR ANALYSIS B

+ COMMENT + NEWS + FEATURES

+ MORE! BLACKY FRIDAD! AHEA

IN THIS ISSUE:

2017 16 October

NEWS ‘X’TRA

GITZO TURNS 100 NEW PRODUCT

P2 2

NIKON 1 AW1 + OLYMPUS

British

P16

NEW INSIDE: HANDS ON WITH

17 finalists, as showcased in last month’s April edition. Now the totals have been totted up and winners selected. So, without further ado, we present…

YOUR PRODUCT OF THE YEAR WINNER: ROTOLIGHT NEO 2

YOUR CAMPAIGN/ PROMOTION OF THE YEAR WINNER: TETENAL

P8

or the past couple of months we’ve been asking (nay, imploring) you to vote for your BPI News ‘Product of the Year’ and also pick your ‘Campaign/Promotion of the

P12

F

The votes have been cast and the results are in. So, who or what did you pick for your BPI News Product of the Year and Campaign/Promotion of the Year for 2018?

PHOTOKINA Q&A

Lit up at the news: Rotolight Chairman Rod Gammons Snr (victorious NEO 2 lamp in hand) pictured with BPI News Editor Gavin Stoker back in March

| BPI News

We originally featured the breakthrough NEO 2 LED light – as equally suited to video as it is photography – in our October 2017 edition of BPI News, where, in a nod to manufacturer Rotolight’s iconic Pinewood Studios base, we called it ‘a sequel that actually delivers’. A combined continuous light and flash in one, this was a tool that was powerful, affordable and innovative. We thought it a winner, and your votes the past two months suggest you agreed. (Actually, Rotolight seem to be on something of a winning spree at the moment – turn to page 20 for more).

Rotolight’s MD Rod Aaron Gammons says: We’re delighted to have won the Product of the Year trade award. We truly believe the NEO 2 is a revolutionary light for photographers, and with this award we’re really pleased to see that others are in agreement — especially those that are so close to the actual photographers who use our products on a daily basis. On behalf of the whole company I’d like to thank everyone who voted, and we’re looking forward to continuing to make ground-breaking products long into the future.”

Agree or disagree with your chosen victors in the BPI News Awards 2018? Have your say via info@bpinews.co.uk 6 May 2018 | BPI News

www.bpinews.co.uk

Print News “We thought our old printers were good until we saw the Epson P20000 in action!"

Laura Davison, Your Image 2 Canvas

Your Image 2 Canvas take their business to the next level with Epson The online canvas print company upgrade to faster print speeds and improved workflows with two new Epson P20000 printers from Tetenal

Your Image 2 Canvas Online canvas print company Your Image 2 Canvas was established in 2007 and has grown rapidly over the years. Started in a spare bedroom, with second hand printing equipment, the family business has expanded over the years, filling a 10,000 sq ft facility in Fitzwilliam, Yorkshire, today.

Despite the expansion the business philosophy has stayed the same from day one – finding a brilliant balance between exceptional quality and cutprice value.

Continuous improvement Brother-sister duo and Managing Directors Jamie and Laura Davison are maintaining this vision at the forefront of the company today and are continuously looking at improving the business. Recently they have upgraded their two Epson 11880

printers to the latest Epson P20000 model from Tetenal to make their business work even more efficiently.

Laura explains the main motivation behind the upgrade:

Faster print speeds “We have used Epson printers from the beginning and our Epson 11880 served us well for many, many years.

However, due to the increase in demand we needed a printer that was a little quicker. The Epson P20000 did just that, it prints much faster than our old printer making the workshop much more efficient but also the colours are so vibrant with such a great colour reproduction.”

Print quality is key While being experts in canvas prints Your Image 2 Canvas also offer foil prints, framed artwork and general framing services. In addition to turning

Why choose Tetenal as your business partner?

private customers' personal photos into high quality canvas prints the business also closely works together with photographers and artists to print their work onto quality canvas prints which means quality is always key. When comparing the business’ previous printer to the latest Epson P20000 Laura has a clear and simple answer:

the internal workflow and product quality: “The process to print has been simplified and with the faster print times, our internal workflow has become much more efficient. We saw immediate results in the workshop as the average production time per order was reduced quite significantly meaning that time could be used much more effectively.“

Vibrant colours & great detail “We thought our old printers were good until we saw the Epson P20000 in action! The two new printers are not only much easier to use but print much quicker and with a better colour reproduction. The print quality is stunning, when printing with high quality images every detail is seen in great vibrancy.”

Authorised Epson Partner Interested in the Epson P20000 or other Epson equipment?

Get in touch!

TEL 0116 289 3644 phil.barker@tetenal.uk.com www.tetenaluk.com

She further explains how the new printing hardware has improved

We asked Your Image 2 Canvas Managing Director Laura Davison

Why did you buy your Epson P20000 printers from Tetenal?

"We have worked with them for a number of years and always been impressed by the service we have received."

What advice did you receive when choosing your equipment?

"Tetenal provided lots of information to use regarding comparables of the printers so we could make an informed decision but also provided assistance with set up and initial teething issues. Our account manager also visited us to discuss the options and the benefits of the new printer, it was very reassuring to get such a personal service. We are looking forward to continuing to work with Tetenal going forward."

Tetenal Ltd

|

TEL: 0116 289 3644

|

www.tetenaluk.com

|

uk@tetenal.com

BPI News Extra

CANON ‘FIELDS’ TRACEY IN LEAD MARKETING ROLE

The photo giant has appointed a new Marketing Director in Tracey Fielden, succeeding Susie Donaldson. BPI News gets the lowdown on its latest activity

I

Q: Last summer much was made of the fact that your ‘Live For The Story’ campaign focused on ‘feelings’ rather than equipment and seemed tailored to smartphone-owning ‘millennials’, rather than traditional enthusiasts.

How has that worked out?

Live For The Story has really developed since then. When we launched the new brand message, it was aimed at a mass audience, with high profile advertising to grab the attention of all end users and inspire them to tell their own stories.

Since then we have developed this to talk to each audience in their own way; from smartphone users and casual snappers who are telling the stories of their life through to professional photographers where telling stories is their life.

nnovations can take different forms: from groundbreaking new products via fresh ways of thinking, to novel ideas when it comes to marketing. With a new Marketing Director recently installed at Canon UK, we quiz the brand on recent developments and strategies, and how they might benefit the photo retailer.

BPI News: You’ve just been announced as Canon’s new Marketing Director.

What does the role involve, and how does it differ from your previous one?

Tracey Fielden: I joined Canon in 2001, making the transition to the consumer side of the business in 2010. Most recently I held the role of Customer and Channel Marketing Manager, responsible for all marketing activity aimed at our customers and end users, involving anything from in-store POS through to staff incentives and marketing campaigns. My new role as Marketing Director looks after all the consumer marketing activity, as well as product marketing and digital marketing. The main difference in roles is I’m selling a vision we all believe in and work to deliver; that Canon has a role to play in every image taken.

Q: What are you looking to change, or evolve, as regards Canon marketing?

We launched our ‘Live For The Story’ brand message last summer. The team and myself will be evolving that and really bringing it to life through our marketing campaigns and offers. I’m also really keen we put the customer at the heart of everything we do to ensure our marketing activity is relevant.

Q: Who is a ‘typical’ Canon customer these days – and to whom should photo retailers be targeting their own marketing to ensure a sale?

The great thing about the photo industry and Canon is there’s no ‘typical’ customer.

This is what ‘Live For The Story’ was born from. We are all storytellers and we want to inspire people to tell their tale in a way that best suits them.

We talk to a lot of different audience segments, from pro photographers and filmmakers through to smartphone snappers. And we have a full line up of products to suit their varying needs, not forgetting our digital services like irista and Lifecake, engaging audiences who

8 May 2018 | BPI News

Each retailer will know the audience they want to appeal to and we work closely with our retailers to deliver suitable propositions…”

Canon UK Marketing Director Tracey Fielden might not even own a camera yet. Each retailer will know the audience they want to appeal to and we work closely with them to deliver suitable propositions.

Q: The latest cashback campaign, ending May 15th, comes with the tagline ‘Find a New Story’ to tell, which echoes the original campaign. How important are cashbacks as a marketing tool, and how can retailers make the most of them?

Seasonal offers are a key part of our promotional calendar and a tried and tested method to help attract end users to make a purchase. We offer a range of marketing collateral to support our offers and retailers can make the most of these by ‘activating’ them in store, online or on social media. If they need something specific then we’re happy to work with them to develop materials to suit.

Q: What’s your perspective on the challenges facing the camera market at the moment?

The industry has changed, is changing and will continue to evolve and the trade

A still from last summer’s Live For the Story TV advert, which, in innovative fashion, didn’t feature any Canon kit. The campaign has since evolved to speak to individual audiences

www.bpinews.co.uk

News as a whole needs to be adaptable to this. The photography industry is such a friendly one, so we should embrace our challenges together to help deliver what our customers are asking for.

Q: A recent suggestion is that mirrorless sales will soon draw level with, or exceed, those of traditional DSLRs. Is this a view shared by Canon, and, if so, will we see increased emphasis on the ‘M’ system going forward?

Mirrorless technology has been around for many years. We released our first EOS M camera in 2012 and the market

A history of innovation: Canon’s recentlylaunched EOS M50 continues its commitment to mirror-less cameras and introduces 4K video to the EOS range for the first time

continues to grow, so consumer appetite is there. We’re committed to gathering customer feedback and re-imagining what’s possible in the world of imaging, making sure we have the best technology to meet the specific and differing needs of our end users across our full line up of DSLR and mirrorless cameras.

Our recently launched entry-level mirrorless model, the EOS M50, is testament to this commitment.

High exhibitor demand expected for Photokina 2018

Q: This issue has an ‘innovation’ theme. How is Canon being innovative?

We have a dedicated research and development team in Japan and we got a glimpse into some of the stuff they’re working on with the prototype cameras we displayed at The Photography Show. We’ve also had such a positive response to the Speedlite 470EX-AI from customers, end users and press. It’s fair to say that flash technology hasn’t really developed much in recent years but our new AI Bounce technology is a great innovation that will make it easier for photographers, of all experience levels, to consistently achieve beautiful results.

Whatever you might think of the changes being made to the time-honoured set up, with five months to go before the start of the 35th Photokina exhibition in Cologne, Germany, the organisers are feeling bullish and tell us they’re expecting every single exhibitor space to be filled. Regular names including Canon, CEWE, DJI, Epson, Fujifilm, Kodak Alaris, Leica, Manfrotto, Nikon, Olympus, Panasonic, Profoto, Sigma, Sony, Tamron and Zeiss are said to have already secured their stands at the coming event, while the application phase is also ‘moving full speed ahead’ for the 2019 event, say Photokina’s chiefs.

“Last year we reached a series of important decisions affecting the future of Photokina, and can now see that these decisions are already having a positive impact in 2018”, enthuses Christoph Werner, Vice President Koelnmesse (see also our interview in BPI News, October 2017 for more on Photokina’s changes). “We are pleased that many technology leaders have decided in favour of participation – in some cases extending beyond 2018.”

www.canon.co.uk

www.photokina.com

WANTED: SALES REPRESENTATIVE

MAC Group Europe Ltd is on the lookout for a results-driven sales person to join our UK Sales Team. If this sounds like you, keep reading...

Our expectations are very high, which is why we need talented, dynamic and hard-working people to drive sales of our brands.

In return you’ll be given every opportunity to promote your own personal and professional development in a supportive, vibrant and growing organisation.

We are offering an excellent salary & benefits package a company car, 25 days holiday and company pension.

As a Sales Representative, you’ll manage your own territory and look after a customer base of mainly photographic specialist stores. As you will be out on the road, working independently, you will need to be self-motivated with great time management skills.

n Good knowledge of the photographic market

You will also need to use your sales expertise and ability to build relationships, make recommendations on what products should be ranged and generally make sure that all our brands are being represented in the best possible way. The role can be challenging, but rewarding too.

@bpi_news

What we’re looking for: n Full UK driving licence n Selling skills essential n Great communication and relationship building skills n Experience of working to targets n A “can-do” attitude and a willingness to go above

and beyond goals If this interests you, then please send your CV and cover letter to gary@macgroupeu.com

BPI News | May 2018 9

The Big Interview

JESSOPS ADOPTS NEW STORE CONCEPT TO ‘SET YOUR PHOTOS FREE’ Chiming with our innovation-themed issue, BPI News sits down with Jessops CEO Neil Old to literally talk shop, finding out about a new concept for the UK’s biggest photo independent which sees it inspired by Fujifilm’s Wonder Photo Shop and, in collaboration with the manufacturer, adding its customer-broadening spin…

R

egular readers will be aware of Fujifilm’s Wonder Photo Shop concept, which originated in Japan and puts the accent on photo printing, with bright and attractive in-store displays of Instax prints, photo gifts, photo books and inviting tables that encourage customer ‘scrap-booking’. The clean, contemporary layout, with chalkboards and light coloured wood on the walls – more closely resembling a trendy coffee shop than a ‘traditional’ tech-y store – is aimed at attracting families and a younger demographic through the door to, ultimately, get them printing more. If you’re looking for innovation as regards photo store interiors, this is it.

Now Jessops, having partnered with Fujifilm for its print fulfillment services, is looking to roll out a very similar concept for all of its current 58 UK locations, but with its own twist; there is still the expected offering of camera and photo hardware, but an equal emphasis – almost exactly half the store – is given over to providing inspiration for customers seeking to produce prints.

Three Jessops shops in the chain are already re-fitted, and the aim is for many more to be

The question was: how do we evolve from being a camera shop, to being a photography store?” revamped by the end of this year depending on the success of the format. Jessops’ own pitch, as the blackboards and kiosk screens in its Bromley branch we visited proclaimed, is to ‘set your photos free.’

BPI News was given the welcome opportunity to quiz Jessops’ CEO Neil Old on its latest revamp and his overview of the photo market, based on five years with the photo independent since its 2013 acquisition by businessman (and Dragon’s Den star) Peter Jones. “This is quite different for me in terms of the look and feel of the store, who we’re trying to talk to and what we’re trying to offer,” admits Neil, standing in the revamped Bromley branch. “When we’re stood at the front looking down the store, on one side there’s still a significant hardware and camera offering for the enthusiast and hobbyist photographer – our core customer, which hasn’t changed – but on the other side it’s fundamentally different. We’ve started to display canvases

instead of TV screens; historically we’d have had flat panel TVs running brand videos for Sony, Panasonic, Nikon and everybody else. It would have been more tech-y. But now, for the customers we’re talking to, it’s all about creativity and what they can do with their images.”

BPI News: Does Jessops now have the exclusive on this Wonder Photo Shop inspired layout concept for the UK? Neil Old: What you see here is a Jessops design, that’s owned by Jessops, but done in collaboration with Fujifilm. The interesting part of the challenge was to look at what Fujifilm had done with its Wonder Photo Shops in Barcelona and Tokyo, and to work out how to not only make it appropriate to the UK market – which is very different to the Japanese market – but at the same time try and do something different with it. We are a camera shop first and foremost, and we

Pay a visit to the re-vamped Bromley branch of Jessops at 97 High Street, Bromley, Kent, BR1 1JQ. 10 May 2018 | BPI News

www.bpinews.co.uk

The Big Interview Right: As you enter the re-fitted Bromley branch of Jessops, you’re immediately greeted by a pair of Fujifilm kiosks and a chalkboard full of inspirational ideas for how to ‘set your photos free’ (i.e turn them into prints, wall art and much more!)

Left: CEO Neil Old joined Jessops just before Peter Jones bought the business, helping turn things around in the past five years and open 58 UK stores Below: Bright, colourful displays with contemporary light wood backgrounds provide plenty of opportunity to catch the customer’s eye (as well as, here, showing different media and creative accessories for Fujifilm Instax cameras)

were never ever going to walk away from that, as it’s been an incredibly successful business for us. This is about how we enhance that and enlarge the core of the business rather than change it. The question was how do we evolve from being a camera shop, to being a photography store? Now we’ve got the equipment laid out down one side and the print element down the other side, it’s a case of looking at how we bring those together in a format that delivers for both parts of the business. That’s what we’re trying to do.

Q: How did the hook up with Fujifilm come about? Did they pitch the idea to you, or was it mainly the inspiration of seeing their store concept and thinking yes, this is going to work really well for Jessops?

It originated with our customers. It was our customers who put more and more demands on us, regarding what they wanted to do. And it was actually the camera customer who wanted to find different ways to express their creativity, do more, and have different types of media to print their photography on.

They’re not satisfied with just a 6x4 or 7x5-inch print, they want wall art, to create canvases, acrylics and experiment with different media. That was almost the genesis of it. I was starting to think that we weren’t meeting their needs. At the same time, you had Boots saying that they were shutting labs in almost two thirds of their stores, which meant we were starting to see a different type of customer almost tentatively coming

into Jessops with their smartphones.

Again, before any discussion with Fuji, I was already thinking that here was an opportunity to service a growing market that was under-served on the high street.

We’re well placed to potentially exploit this opportunity and we have customers telling us they want the service… and I think we can deliver it. It was as a result of that belief that a conversation followed where Fujifilm said: ‘you should have a look at what we’re doing here, there might be something that you find interesting.’

It was that ‘loose’ at the start. Now, a number of months later, we’ve come up with this design together, we’ve replaced all the kit in the stores with Fujifilm kit on the Imagine app platform, and we’ve got a strong partnership to build on from that.”

Q: Moving on to more general Jessops news, you have 58 stores currently, of which 47 are on the high street and 11 are concessions within Sainsbury’s.

How are those working out? Is there still a plan to open more?

The original plan was that the Sainsbury’s concessions were scaleddown ‘mini Jessops’. Sainsbury’s were keen to look at ways that they could give something different to their customers.

It’s well documented that both Sainsbury’s and Tesco wanted to differentiate their offerings and give their customers a reason to remain loyal and visit more frequently. We were also looking for a way to expand our footprint and our coverage, so there was a nice crossover there. So, we originally put in mini Jessops and they went well, but over 12 months it became clear that a different trading pattern was emerging and that the photo print business was a far greater percentage of the total turnover than we were seeing on the high street. There was a clear demand for print. So we took the decision just before Christmas, to

completely remove cameras from four of them and go 100% photo. It’s all about the frames, the scrapbooks, the calendars and the wall art – and the early signs are incredibly encouraging.

Now we’re in active conversation with Sainsbury’s about what we do with the others and whether we re-fit those as well. The idea will be that in the time between Black Friday and Christmas we’ll put a small range of cameras in there – say, a dozen or so of our best sellers – and take them out again in January, so for the remaining 10 months of the year we’ll be predominantly a print shop. It’s early days at the moment but incredibly encouraging.

Q: When Peter Jones took over the business five years ago he mentioned a ‘magic number’ of around 50 stores as being an optimum size for a revamped Jessops. So have we reached saturation point?

We did a quite scientific analysis right at the start based on the size of the camera market, and who we wanted to target within that market – the hobbyist and enthusiast photographer – and he was absolutely right. Based on the profile of our customers and where we thought they lived, we believed 50-ish would be around the right number. So the last five years we’ve been opening up to six or seven stores a year to get from the 28 stores we re-opened originally from the old business to where we are now, which is 30 more stores.

If you strip out the Sainsbury’s concessions, the 47 stores that we’ve got is about the right number, although there are areas of the UK that may potentially support another store. It’s not a case of that’s it; we’re finished… it’s more that the aggressive store-opening programme we’ve been on over the last four or five years is at an end. We’ve got

For the nearest Jessops to you meanwhile, use the handy store locator at www.jessops.com @bpi_news

BPI News | May 2018 11

The Big Interview Left: What’s on the menu today?

Plenty of tasty ideas for freeing your photos from that smartphone, camera card or tablet and turning them into personalised treasures at the new look Jessops branch in Bromley

a very clear commercial model that we put all of our stores through, in terms of payback and cost, and what we think the local size of the market is and therefore if it could support Jessops stores based on economics. I still think there are a few possible sites out there, but it’s a case of waiting for the right locations. It almost starts at a macro level, in terms of profiling who our best, most loyal and valuable customers are – if you look at customer lifetime value – and then we start looking for ‘look-a-likeys’ around the UK. We’ll do a large amount of analysis, both internally and with third parties, to almost go down to a postcode level of where exactly in that town we want to be. If we can’t get the right postcode and right location we’ll wait. We won’t compromise, because you can be signing up to a five-year lease, perhaps longer. You’ve only got to read the pages of any retail publication to see that having the right locations and the right number of locations is what quite literally makes or breaks a retailer.

Q: I also wanted to drill a bit more into how you think the photo market has changed since Peter Jones acquired Jessops? You were already involved, just prior, as I understand it?

We’re well placed to potentially exploit this opportunity and we have customers telling us they want the service… and I think we can deliver it.”

Yes, I got involved with the old business just before it went into administration.

HSBC were the majority stakeholder at the time and asked me to do some work with them on what the business could look like and what size of business was appropriate for a smaller and very different camera market. And it was through that work I was involved in with the administrators that my path eventually crossed with Peter’s. I’d done 25 years in retail, 15 year with Dixons and then worked with Carphone, as well as six years with Comet, so technology retailing is my background. Because of that, and my brief involvement with the business during the sale, Peter and I got together. Looking at the forecast for the UK market and who was most likely to be buying cameras in a smartphone world, we had a pretty clear idea of the size of business the UK camera market could support. Peter has been absolutely instrumental in refining that since; he’s closely involved in the business and he and I will speak, if not daily, then

several times a week. He’s passionate about Jessops. When Peter bought the business he bought two things in my view – a brilliant brand but also a reputation for great service and expert advice.

Q: What do you think smaller photo independents could learn from the success of Jessops? Obviously you have volume on your side, but what else do you guys think you’ve got right?

I think it’s a two way street as regards how you could answer that question. I think Jessops has still got a lot to learn from the independents. What makes the independents great is a real personalised service. And there is no doubt that the strength of the independent is based around their knowledge and the personal relationships they have with their customers. That’s very hard for a business with 58 locations to replicate.

That’s a core strength that they have that should never be underestimated.

Independents can use that to make sure that they have an offering that is tailored to their customers; developing deeper relationships with their customers is clearly going to be important. As is how they can potentially offer a suite of added value products and services that those customers will value, like training days and print courses.

Look at who your customer is, what they value and how can you deliver that, because it can’t just be about selling cameras and product. That’s too seasonal, it’s too volatile and it’s too competitive.

In my view you’ve got to make sure you have a balanced proposition – cameras can still be very much at the core of it – but you’ve got to have supporting products and services around the edge.

And, clearly, make sure you’ve got as much flexibility as you can with the likes of your lease. Because if the tide goes out in the part of the town that you’re in, due to a new shopping centre opening nearby, you’ve either got to rely on incredibly strong relationships with your customers to keep them loyal, or you’ve got to have some ability to move.

Sometimes the centre of gravity in a town will change… it does almost feel like the sea’s gone out and you see some retailers, not just photographic retailers, stranded on the beach. So flexibility is key. www.jessops.com

Pay a visit to the re-vamped Bromley branch of Jessops at 97 High Street, Bromley, Kent, BR1 1JQ. 12 May 2018 | BPI News

www.bpinews.co.uk

Talk of the Trade

GRAYS OF WESTMINSTER: A ‘THEATRE’ OF NIKON

Innovative in both shop concept and service, Pimlico-based Grays of Westminster is both well known and well regarded in the trade. Having just received an outstanding service award from Nikon, owner Gray Levett shares his ideas on how staying niche and extending ‘old fashioned’ courtesy has made for a successful store…

G

rays of Westminster has sometimes been described as an elegant piece of retail theatre. This may well be true, as I have always maintained that running a shop like Grays of Westminster Exclusively…Nikon is not so very different from putting on a theatre production.

People from all walks of life and all nationalities have made their way through our doors and the job of buying, stocking, displaying and selling Nikon to suit their requirements is a very demanding one.

No one can let up while the curtain is up and the production is in full swing.

With oak panelled walls, a restored Victorian fireplace, rich wool carpeting and leather-topped desks instead of counters, it has often been commented that Grays of Westminster invented a new type of retail photographic environment for a new type of customer.

Perhaps our most recognisable trait is profound product knowledge rendered with pleasing courtesy and this is, I think, our key and distinguishing feature. I have always been aware that we are pursuing a niche strategy by being exclusively tied to one brand, Nikon. However, it was what made us stand out from other camera shops originally all those years ago and continues to do so today.

A visit to the shop has become, for some, an essential part of the Nikon

experience. We continue to offer what I hope is still an elegant oasis of oldfashioned service. Moreover, it is our unstinting determination to relate to our customers with the spirit, courtesy and enthusiasm now so often lost to the modern retail world, to attend to detail because it practically matters, to inform and advise because we can, and to afford to each and every one of our customers the same grace, willingness and good manners that we believe everyone is due.

Our customers have told us that the delight of walking into Grays of

Oak panelled walls, a restored Victorian fireplace, rich wool carpeting, leathertopped desks and a sense of ‘theatre’ greet visitors to Grays of Westminster’s Pimlico location

Westminster is as potent and timeless as ever. ‘Aladdin’s Cave’ is a term often used by visitors to describe our shop.

Certainly the range and diversity of new, second-hand and vintage Nikon is probably the widest in the world and is enough to bring a smile to even the most careworn of Nikon users.

In 2002 we launched Nikon Owner, a beautifully designed glossy magazine featuring some of the world’s greatest photographers and benchmark reviews of Nikon equipment. It is within these pages over the years that the universe of Nikon has been travelled, examined, discussed, pictured and written about, reviewed, analysed and then sent forth to subscribers in the four corners of the globe.

We have devoted ourselves to the singular policy that there is no item too small, nor any destination too far. So, if a customer makes a personal visit to the shop or contacts us by phone or email, whether they are from a nearby shire or a client living halfway around the globe, Grays of Westminster will always do its upmost to service that demand.

The motto on our Coat of Arms reads ‘Lead in Order to Serve’. It reminds us daily that we stand ready to serve and help any photographer with their Nikon needs. www.graysofwestminster.co.uk

Grays honoured by Nikon Last month Gray Levett, the founder of Grays of Westminster, was presented with a Swarovski crystal recreation of the Nikon Model I, released to mark the corporation’s 100th anniversary,

by President of Nikon Europe Mr. Toru Iwaoka. Described by the latter as “a token of our appreciation for your years of outstanding service to Nikon,” Mr Iwaoka added: “Grays of Westminster represents a unique part of Nikon’s heritage and we are deeply grateful to you for all you have done over the years.”

As those in the photo trade will be aware, the Nikon Model I was the

Gray Levett is presented with a Nikon 100th Anniversary crystal recreation of the Nikon Model I (its very first camera) by the President of Nikon Europe, Mr. Toru Iwaoka, in return for what’s described as ‘outstanding service’

very first Nikon camera, developed in 1948. The 100th Anniversary crystal recreation of the Nikon Model I brings this iconic camera back to life.

“This beautiful and unique gift came as a complete surprise to me,” says Gray Levett. ‘I am deeply moved by the generosity and thoughtfulness of this magnificent gift from Mr. Iwaoka and the Nikon Corporation. There has always been a passion and commitment to excellence and innovation within Nikon itself, passed on through the years as part of the corporation’s DNA. I am proud and honoured to have been a small part of this illustrious company.”

To experience Grays of Westminster’s retail theatre for yourself, pay a visit to 40 Churton Street, Pimlico, London SW1V 2LP 14 May 2018 | BPI News

www.bpinews.co.uk

BPI News Product Focus

PHOTOXPORT ‘ID’-EA OFFERS PASSPORT TO PROFIT Not content with recently adding Citizen‘s SnapFoto to its already successful Noritsu wet and dry lab distribution model, PhotoXport has a further innovation aimed at helping its retail partners.

MD Derek Fieldhouse introduces ID Photos Pro 8 software to the trade…

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egular BPI News readers will be well aware of new procedures being introduced by the Passport Office this month that change and simplify the online passport application procedure. In a nutshell, the portrait of the customer taken by a photo retailer can be uploaded to the cloud and stored digitally on a secure server, where it can be later recalled using a special code, to be subsequently submitted along with the passport form via the ‘magic’ of the Internet. If the customer still wants a hard copy of the same photo ID image, then this is something that the retailer can choose to levy an additional charge for.

In essence there is an opportunity here for photo stores to profit, both from print and a digital file, the latter of which of course costs the retailer nothing, beyond the initial investment and their time.

Into the above arena now steps PhotoXport with is own brand new, specially devised ID Photos Pro 8 software, complete with ePassport and photo code feature. It will be offering its customers a printer and software bundle, so they have all they need to start producing Passport Office-compliant photo ID. “It’s been developed by Pixel Tech, one of the largest providers of professional ID photo fufillment with thousands of registered users globally, and we’re going to be their UK partner and local distributor,” PhotoXport MD Derek Fieldhouse reveals. “It’s very relevant to what is happening in the marketplace. It’s a piece of software, but we’ll be bundling it as a total solution with a Citizen printer.

We anticipate there will be a lot of people who will want this feature in their store.”

until’ date. The retailer can then of course print off the unique code for the ID photo the software automatically generates and give it to the customer, who can then enter this sequence to retrieve the photo when they subsequently embark on their online passport application process.

Specifically created for passport and ID photography, and using proprietary algorithms to automatically detect all relevant facial biometrics, PhotoXport’s Derek believes that ID Photos Pro 8 is one of the fastest and most precise tools on the market. The claim is that only Crack the code... and you’ll open the door to a new profit-making photo ID venture for your business, courtesy of Derek Fieldhouse and his team at PhotoXport

photo, with optional corrections possible.

If you’re printing shots for the customer, next select the preferred layout template and hit the ‘print’ button. Alternatively, if you’re supplying the ID photo to the customer for an online application, uploading the image in the correct UK ePassport digital format to secure cloud storage also takes just a couple of clicks in the software, which even displays a ‘valid

ten seconds are needed from loading an image, to its verification, to the final print.

It also has a built-in database with over 250 formats from more than 80 countries.

The system is available now for retailers who want to add ID photos to their business and make sure they are up to speed with the latest regulations.

Call 0116 2675907 to place your order. www.photoxport.com

ID Photos Pro 8 advantages at a glance: n Developed especially for passport and ID photography n One of the fastest and most precise tools on the market

A FEW SIMPLE STEPS TO PROFIT

n Takes 10 seconds from loading an image, through verification, for it to be ready to print (or alternatively uploading to a secure server)

Obviously you want any software you use in your business to be straightforward, user friendly and responsive, and that’s what this is. There is a simple threestep process: first select the desired ID format and take the photo in accordance with the guidelines displayed on screen. At this point the software will automatically check and process the

n Uses proprietary algorithms to detect all relevant facial biometrics. In addition it instantly aligns and crops the image to fit local passport requirements, detecting any potential ‘issues’; such as mouth expression, sunglasses, reflections and more n Tips are given at each stage of the process to guide the user – enabling anyone to create official ID and/or passport photos

Find out more from PhotoXport about its ID Photos Pro 8 software and how to get started. Call Derek on 0116 2675907 @bpi_news

BPI News | May 2018 15

BPI News Extra

INNOVATION GOES INTERNATIONAL: Technical Image Press Association World Awards winners 2018 It’s that time of year again when the great and good of the technical press gather in an exotic location to choose their favourites from among the photographic equipment released this 12 months. To help with your own sales pitches to potential customers looking for an added reason to make that purchase, BPI News surveys what won this time around and why…

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his year the TIPA Awards has had a slight name change to the TIPA World Awards to reflect its increasingly international gathering of tech journalists. That’s not all that’s changed for 2018, as there are some notable names missing from the prize list, while others have gone home with an armful of plaudits from the judges.

The category names and classifications themselves also seem to have got longer than ever, as new technologies and imaging product developments enter the fray. So let’s dive in to examine the highlights of who won what across the 40 photo and imaging product categories and, according to the judges, why they deserved to be held up as TIPA World Awards winners.

THE TRADE’S BIG HITTERS PROVE A BIG HIT One of the biggest names in photography was also the biggest winner on the night, with Canon bagging a whopping six TIPA World Awards for 2018. The category of Best Enthusiast DSLR was won by the Canon EOS 200D (above), of which the judges said ‘if size is a decisive matter in choosing an interchangeable lens camera, Canon’s EOS 200D gives little ground to

its mirrorless rivals’, while the Canon EOS 6D Mark II won Best Full Frame Expert DSLR and its EF 85mm f/1.4L IS USM lens was named Best DSLR Prime Lens.

The brand’s latest foray into the mirror-less market wasn’t overlooked either, with the Canon EOS M50 crowned Best Mirrorless Enthusiast CSC. TIPA praised this model for delivering ‘4K video in an entry-level camera, characterised as affording an easy path from a smartphone to using a real live camera and all the potential creative image-making that entails.’ The same manufacturer’s PowerShot G1X Mark III took Best Professional Compact Camera and the nifty Automatic Intelligence equipped Speedlite 470EX-AI snapped up the TIPA for Best Photo Innovation (see also our interview with Canon’s Tracey Fielden this issue for more on the latter).

Not to be outdone, photo stalwart Nikon has also stepped up to the plate at the TIPAs, taking an impressive four trophies. The Nikon D7500 was

named Best APS-C Expert DSLR while the Nikon D850 (left) was classified as Best Professional DSLR with the judges saying that it ‘brings together all the elements’. Likewise taking top honours was Nikon’s AF-S Nikkor 180400mm f/4E TC1.4FL ED VR for Best Professional Lens. The title of Best Rugged Camera meanwhile went to the Nikon Coolpix W300. Of this model TIPA said: ‘it can handle whatever comes’.

Another big beast this year was electronics specialist Sony, which matched Canon’s haul with an equal six awards. Best Mirrorless Expert Full Frame CSC went to the much-discussed Alpha 7 Mark III (below), which was described as ‘impressive and versatile’, while its Alpha 7R Mark III took Best Mirrorless Professional High Res CSC. Crowned Best Mirrorless Professional High Speed CSC meanwhile was the Sony Alpha 9, with the Sony RX10 IV rewarded with the honour of Best Superzoom Camera. The brand’s optics also made a strong showing, with the Sony FE 24-105mm f/4 G OSS garnering Best CSC Standard Zoom Lens and the Sony FE 100-400mm f/4.5-5.6 GM OSS (top left, opposite page) getting

The TIPA World Awards 2018 showcases winning products across 40 photo and imaging categories, as voted for by a 16 May 2018 | BPI News

www.bpinews.co.uk

TIPA World Awards 2018

Best CSC telephoto Zoom Lens.

Sticking with the camera category, Panasonic took a respectable three awards, just falling short of Nikon’s haul.

Best Expert Compact Camera went to the travel photography friendly Panasonic Lumix DMC-TZ200 (also known as the TZ220 or ZS200 in various territories).

Of this model TIPA said: ‘One of the most popular camera configurations for pros and enthusiasts alike is a pocketable, wide-range zoom camera that offers a wide range of features and excellent image quality.’ The status of the same

manufacturer’s more deliberately video capture orientated Panasonic Lumix DC-GH5S was reflected in its category win for Best Professional Photo/Video Camera. Also rewarded was the more obviously enthusiast photographertargeted interchangeable lens Panasonic Lumix DC-G9 (above), which bagged the win for Best Mirrorless Expert CSC.

FOCUSING ON EXCELLENCE ACROSS CATEGORIES Surprisingly perhaps, given its market status and product excellence of late, Fujifilm bagged just the one nod from TIPA this year. The Fujifilm Instax Square SQ10 (right) system was awarded Best Design, with no sign of its (perhaps too recent) X-H1 system.

BPI News regular Sigma

was represented however, with the 14-24mm f/2.8 DG HSM Art series lens winning Best DSLR Wide Angle Zoom Lens and the 24-70mm f/2.8 DG OS HSM Art lens winning Best DSLR Standard Zoom Lens. Turn to page 22 now for more detail on these lenses and how you can use their win to your retail sales advantage.

Third party lens manufacturers Tamron and Samyang were also mentioned. The former for its 70-210mm f/4 Di VC USD (Model A034), which was declared Best DSLR Telephoto Zoom lens, while its 18-400mm f/3.56.3 Di II VC HLD (Model B028) (right) got the gong for Best DSLR Superzoom Lens. The sole Samyang win was for its AF 35mm f/2.8 FE,

which was praised as the Best CSC Prime Lens, according to TIPA. In terms of accessories, Best Portable Flash went to the Nissin MG10, while the Elinchrom ELB 500 TTL was named by the gathered wisdom of the international tech press as Best Professional Flash System. Camera drones also made an appearance, with the popular DJI Mavic Air (above) declared the Best Camera Drone. Stability stalwarts Vanguard and Manfrotto also got in on the TIPA action; the former for its Alta Pro 2+ 262CGHT which was crowned Best Tripod of the bunch, while Best Tripod Head went to Manfrotto’s 494 Centre Ball Head.

The same manufacturer also picked up Best Camera Accessory for its Manfrotto Camera Cage (right). Vanguard also did well in the camera bag category, winning Best Photo Bag for its Alta Fly 55T. Some very familiar names in the trade also appeared in the print prizes categories.

Best Photo Printer went to the Epson Expression Photo HD XP-15000, while Best Inkjet Photo Paper was revealed to be Hahnemuhle Photo Gloss Baryta 320 according to TIPA’s judges.

Best Photo Print Service meanwhile was won by CEWE for its Photobook Cover with Enhancement.

HAVE YOUR SAY! GIVE US YOUR VIEW ON THE TIPAS… Some fairly obvious choices again this year – with, arguably, the most talked about releases of these past 12 months well represented among the winners – even if there are a couple more names we’d have personally liked to have seen among them. But what do you think? Send us your own thoughts and opinions though via info@bpinews. co.uk – we’d be happy to hear them.

For more on the newly re-named TIPA World Awards meanwhile and the organisation behind them, as well as the full list of winners and product details, simply visit the below URL: www.tipa.com

collective of the international photo press. Agree or disagree with any of the victors? Have you say via info@bpinews.co.uk @bpi_news

BPI News | May 2018 17

BPI News Extra

PUMP UP THE (SALES) VOLUME: COMBINE OLYMPUS CAMERA & AUDIO KIT

Olympus doesn’t just innovate when it comes to image capture – it’s also an expert in captured sound. So why not combine a sale from its PEN or OM-D camera range with that of one of its compatible audio products, such as the recently released LS-P4 recorder? BPI News finds out more…

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reat quality video isn’t much cop without great quality sound to go with it – indeed, dodgy sound can ruin otherwise fantastic visuals. So give your customers the best available chance to capture great audio alongside high quality video on their Olympus PEN or OM-D cameras by selling them a directly compatible audio recorder. Olympus’ recently released LS-P4 Linear PCM Recorder is a professional quality pocketsized device featuring three microphones, plus high quality ‘better than CD’ FLAC recording and playback. We originally flagged up the device to the trade in our March Photography Show preview edition.

As well as enabling the standalone recording of speech and music, the recorder can also be used in conjunction with Olympus’ latest cameras including the recent E-PL9, plus the range topping OM-D E-M1 Mark II and award winning

Wired for sound: Entice your photographer customers with the option of ‘better than CD’ quality to go with their 4K video capture - by hooking up a new LS-P4 recorder to a Olympus PEN or OM-D camera

OM-D E-M10 Mark III mirror-less models (see more on the latter, below) to produce more professional sound.

A SOUND CHOICE Bloggers and vloggers can once again use it for audio for their YouTube videos, or filmmakers may find it a boon for professional travel, documentary, event, wedding and music videos requiring

‘high res’ sound. A microSD storage slot augments a 8GB internal memory, letting users get started out of the box, while the LS-P4 is also equipped with Bluetooth for wireless file transfer.

Available now in black to match the classic look of a high-end camera body, suggested retail pricing for the LS-P4 is an affordable £189.99. So, why not encourage your customers to maximise the 4K video shooting facility of the Olympus OM-D E-M1 Mark II or E-M10 Mark III by encouraging a sale of the LS-P4 recorder too next time they pop into the store – or, ideally, at the point they purchase the camera itself?

For further info please visit www.olympus.co.uk/audio or email music@olympus.co.uk

OM-D E-M10 Mark III bags two design awards its eye-catching looks, as well as its intuitive and ergonomic handling.

For those not in the know, the iF Design Award has been going for over 60 years, and all award winning contributions are exhibited at the iF design exhibition in Hamburg, Germany. In the case of the Red Dot Awards, its own winning products are exhibited in the Red Dot Design

It’s a bit of a month for innovation being rewarded via official trade awards. In receipt of plaudits from the juries of both the iF Design Award and the Red Dot Award 2018 is the OM-D E-M10 Mark III, launched back in August last year.

The travel-orientated interchangeable lens camera bagged both prizes for

O-M-G OM-D: A double award winner for design!

Museum in Essen, Germany, for four weeks. Its own seal of quality is, it says, only rewarded to those products whose outstanding design marks them out from equivalent products on the market.

Both internationally renowned competitions received over 6,000 entries respectively, according to Olympus.

“We are delighted to have won not only one but both of these prestigious international design awards that are a confirmation for the hard work our designers put into creating timeless and functional designs for our digital camera range,” says Jun Takahashi, General Manager at the Olympus Design Center in Tokyo.

Current SRP for the camera body plus 14-42mm pancake lens is £699.99. www.olympus.co.uk

Encourage your customers to capture high quality audio alongside video with Olympus’ LS-P4 recorder. www.olympus.co.uk/audio 18 May 2018 | BPI News

www.bpinews.co.uk

4K Video meets Hi-Res Sound

THE NEW OLYMPUS LS-P4 and the EM1 Mk2 Combine 4K video and better than CD quality sound with the Olympus LS-P4 audio recorder and the OMD camera. All within a durable and compact solution to shoot anywhere.

Audio for all film projects.

WAV PCM

For further information: music@olympus.co.uk olympus.co.uk/audio

BPI News Extra

‘ANOVA’ WIN FOR ROTOLIGHT’S INNOVATIVE RANGE TOPPER

In terms of innovation, it’s fair to say that when it comes to LED lights Rotolight is at the forefront, via its current NEO 2, AEOS and Anova PRO 2 line up. With the latter having recently picked up a ‘Best in Show’ award at US trade fair NAB, as well as being utilised for filming part of the TV show Dancing On Ice, we shed some light on this star performer, along with the range’s innovative features

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t the very start of this year we brought you news of the launch of Rotolight’s second generation Anova PRO 2 – which arrived with the advantage of being much brighter than its predecessor and just last month picked up a ‘Best in Show’ award at trade event NAB 2018. The chief selling point here is brightness: the range topping lamp is able to deliver 10,700 lux at three feet and incorporates 960 LEDs, as opposed to its forebear’s 720.

But that’s not the only revolutionary product in the Rotolight range. Prior to this we’d also carried news of the British company’s benchmark raising yet affordable AEOS and NEO 2 LED lights – which sit below the Anova PRO 2 in the range yet, like their bigger sibling, offer a best of both worlds solution. Innovatively, all three current Rotolight products combine the convenience of a continuous light with high-speed sync flash.

Another interesting feature of the second iteration of NEO was that it added an integral Elinchrom Skyport 2.4Ghz HSS wireless flash receiver, enabling it to control up to 10 lights in four groups at 200 metres. This innovative feature was subsequently carried over to the Anova PRO 2 and AEOS too, thereby enabling wireless control over its built-in CineSFX effects (including fire, lightning, TV, gunshot and paparazzi). As regular BPI News readers will be aware, these were developed with the aid of visual effects veteran Stefan Lange, and are said to be even more realistic than before.

With such features aimed primarily at those shooting video, on this latest unit it’s also possible to wirelessly customise and trigger a fade out effect.

Power consumption is also a concern for those using lights. Or at least it was.

Rotolight tells us the Anova PRO 2’s best-in-class power performance has increased by 70 per cent, while only consuming 72 watts, thereby reducing operating costs. Similarly unrivaled is

A winning product, sure to drive your own sales: From L to R: Rotolight Chairman Rod Gammons and son MD Rod Aaron Gammons celebrate their NAB 2018 ‘Best in Show’ win for the Anova PRO 2

its battery performance, making it as ideal for location work as it is studio use.

INNOVATION, VALUE AND RELIABILITY With it delivering outstanding colour output for great skin tones, in short the Anova PRO 2 is feature packed, as

Rotolight MD Rod Gammons told us at its London launch late last year. No wonder then that the light also proved a hit across the ‘pond’ in Las Vegas last month, where it made its North American debut and garnered the aforementioned ‘Best in Show’ title in the StudioDaily Prime Awards, part of the NAB (National Association of Broadcasters) 2018 exhibition. Described by the judges as ‘love at first sight’, this win follows an earlier one for ‘Gear of the Year’ from Pro Moviemaker magazine.

“We are absolutely delighted with this award win, as it’s not just within an individual category, but an overall best in show accolade,” enthuses Rotolight’s Rod. “As with all our products, we develop and design our LEDs based on the needs of the industry and with a view to making the lives of cinematographers,

For more on the acclaimed Anova PRO 2 portable LED, direct your browser at www.rotolight.com 20 May 2018 | BPI News

www.bpinews.co.uk

BPI News Extra DOPs, lighting gaffers and photographers that much easier, pushing the limits and focusing on innovation. This latest award just reinforces our commitment to keep challenging the status quo of the lighting industry.”

The annual StudioDaily Prime awards recognise the most outstanding production and post-production technology introduced over the last year.

The judging team undertook a rigorous, independent test of the product as part of its decision-making process. As a result, the Anova PRO 2 was highlighted by judges as ‘exemplifying innovation, value and reliability in the creative marketplace’.

As you’ll have gathered, the brand’s key message is that if you – or your customers – are someone who shoots stills and video, then Rotolight is a unique proposition, as its lights can be used for both. Though it’s larger than the other two options in the Rotolight range, the Anova PRO 2 additionally offers the opportunity to take less weight on a shoot. It’s under 3.5Kg and, because it’s an LED lamp, it’s cool to the touch as well as being flicker free – a distinct advantage for shooting video. Another bonus is its True Aperture Dimming feature, eliminating, says Rotolight, the need to meter on a shoot. It’s also worth noting that colour temperature is adjustable in both flash and continuous lighting modes (from 6300-3150K), with a Kelvin display given on the back of the unit so users can accurately match the light to ambient lighting conditions.

Furthermore the unique circular shape of the Anova PRO 2 provides a naturally soft and flattering output, with Rotolight’s signature catch-light effect. Pro photographers will benefit from the fact that it features an updated High Speed Sync (HSS) flash capability (1/8000th), with a 250% power boost in flash mode. Its zero recycle time also

Star light, star bright: Rotolight’s innovative LED lighting products are big favourites in the world of film and TV as well as with photographers worldwide, as this sample image of actress Gillian Anderson by photographer Mark Mann shows

As with all our products, we develop and design our LEDs based on the needs of the industry… pushing the limits and focusing on innovation.

This latest award just reinforces our commitment to keep challenging the status quo of the lighting industry.”

Rotolight MD Rod Aaron Gammons on the ‘Best of Show’ Anova PRO 2

Further innovations: Other recent Rotolight releases have included the portable AEOS and NEO 2 LEDs, as shown here, which sit just below the Anova PRO 2 in its range

ensures a shot isn’t missed, which, as we’ve noted previously when writing about the equally innovative NEO 2 and AEOS, means it’s a perfect partner for today’s high frame rate capable cameras.

The award winning Anova PRO 2 comes with an SRP of £1299 ex VAT, including an integrated DMX (Digital Multiplex) connection, V-lock battery plate, wireless Elinchrom receiver plus four-piece filter kit. As we noted back in our December/January combined edition, a wide range of additional accessories and modifiers are available as optional extras, which retailers can utilise to make additional sales. So put in an order now to add the Anova PRO 2 to your stock alongside the NEO 2 and AEOS: because

with Rotolight as your retail partner, the future really could be a lot brighter.

As usual with Rotolight, good competitive margins are available to trade partners; contact Rotolight UK Sales Manager Danny Dullforce on 01753 422 750 or email danny@rotolight.com for further info and pricing. www.rotolight.com

At a glance: Features of the ‘Best in Show’ NAB 2018 Anova PRO 2 Here are several key reasons you’ll want to be adding the award winning light to your own business or photographic set up: n Both a continuous LED light and high speed sync flash combined n Much brighter than its predecessor in being able to deliver 10,700 lux at three feet n Power performance has increased by 70 per cent, while only consuming 72 watts, thereby reducing operating costs for studios n Updated High Speed Sync (HSS) flash capability (1/8000th), with a 250% power boost in flash mode n Wireless Elinchrom receiver built-in as standard n On-board CineSFXTM effects (including fire, lightning, TV, gunshot and paparazzi) for those shooting video, codeveloped with Stefan Lange n Weighs under 3.5Kg, plus, because it’s an LED lamp, it’s cool to the touch as well as being flicker free

Independent retailers should get in touch with Rotolight directly on 01753 422 750 or email danny@rotolight.com @bpi_news

BPI News | May 2018 21

BPI News Product Focus

SIGMA’S TIPA WINS FOCUS SALES FOR DEALERS

Once again Sigma lenses – the 14-24mm f/2.8 DG HSM Art and 24-70mm f/2.8 DG HSM Art – have been recognised by the European and worldwide tech press in the annual TIPA Awards as head and shoulders (or aperture and diaphragm) above the rest. BPI News discovers more about the winning pair…

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oday’s high-resolution cameras need high-resolution lenses; that’s exactly what Japanese lens stalwart Sigma seeks to deliver via its ‘Art’ series line up. And, if its two TIPA Award wins this year are anything to go by, it seems very much to be succeeding in its aim.

‘Best DSLR Wide Angle Zoom Lens’ has gone to the Sigma 1424mm f/2.8 DG HSM Art lens, which is mountable on Sigma, Canon and Nikon cameras and also compatible with Sony’s E-mount models if using Sigma’s own MC-11 converter.

A second ‘Art’ series lens in the 2470mm f/2.8 DG OS HSM, meanwhile, has been singled out by the TIPA judges as their ‘Best DSLR Standard Zoom lens’.

This winning optic incorporates the latest electromagnetic aperture control for specific Nikon cameras, while the Canon mount version is compatible with Canon’s Lens Aberration Correction function.

“Leading industry awards might not

Above: A ‘star’ performer: Sample shot taken with Sigma’s TIPA World Awards winning 14-24mm f/2.8 DG HSM Art lens by photographer Dave Brosha

Below: Pair of aces: Make sure you have sufficient stock of the 24-70mm and 14-24mm in order to take advantage of possible increased custom resulting from the win

“The next time you’re suggesting one of these Sigma lenses as an option for your photographer customers, make sure you tell them that they’re eyeing up an award winner.”

Sigma UK General Manager Graham Armitage be the be-all-and-end-all, but when it comes to selling our products they’ll give your customers extra peace of mind that they’re investing in the best in their class, and that an independent body has said so,” says Sigma UK General Manager Graham Armitage. “So, the next time you’re suggesting one of these Sigma lenses as an option for your photographer customers, make sure you tell them that they’re eyeing up an award winner.”

WINNING ON THE WORLD STAGE Currently 30 publications from Europe and other parts of the world are members of the Technical Image Press Association (TIPA). To reflect this, in 2018, it has changed the name of the prize giving to the TIPA World Awards (find out more at www.tipa.com). That means that Sigma’s winners are now truly internationally recognised and acclaimed.

Further properties of the two lenses to pitch to your customers are as follows: the Sigma 14-24mm f/2.8 DG HSM Art lens is said to prove its suitability for high resolution DSLRs via its ability to deliver a high level of sharpness with near zero distortion – as the sample images on this page ably demonstrate –

plus high speed and high accuracy auto focus. Three FLD low dispersion glass elements work in tandem with three SLD (Super Low Dispersion) glass elements and three aspherical lens elements, including a 80mm high precision moulded glass aspherical element. Showing its semi pro mettle, the winning lens also has special sealing at numerous points to provide dust and splash proof protection.

Described as an everyday lens, the ‘Best Standard Zoom’ in the 24-70mm f/2.8 DG OS HSM is capable of covering a wide variety of subjects and scenarios, including street and reportage work, thanks to its broad reach. It’s just as capable for candid portraits, travel photography, nature and landscape photography, suggests Sigma. Further advantages include a constant aperture throughout its zoom range, optical image stabilisation system, plus the ability to deliver shallow depth of field (‘bokeh’) effects described as ‘outstanding’. Again the lens is dust and splash proofed and features a 9-blade rounded diaphragm and 37cm (15-inch) close focusing capability.

Speak to your local Sigma rep for more on the above lenses, current pricing and availability. www.sigma-imaging-uk.com

All lenses sold via Sigma Imaging UK come with the benefit of a three year limited warranty.

22 May 2018 | BPI News

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BPI News Product Focus

GO LARGE FORMAT WITH EPSON & THE DPS GROUP

Looking to upgrade your present large format printer or add a new revenue stream to your photo business? In conjunction with the DPS Group, we survey a couple of choice examples from Epson’s new SureColor P-series, which replaced the Stylus Pro range

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e’ve covered Epson’s large format SureColor P-series photo printers, which succeed the Stylus Pro line up of old, before in BPI News. But now the DPS Group is pitching a double whammy of its biggest devices to the trade in the Epson SureColor SC-P10000 and SC-P20000.

The flagship P20000, which replaced the previous Stylus Pro 11880, is certainly a biggie for those looking to add industrial might to their business.

At 64-inches wide it’s designed for mini labs and photo retailers, and, as well as printing photographs, its size means that it is also suitable for delivering signage and point of sale material. Its PrecisionCore MicroTFP print head delivers prints up to 2400x1200dpi in resolution, whilst its print head structure means fewer vibrations and more accurate ink drops and ink placement.

As one of Epson’s largest authorised partners, DPS Group MD Maneesh Patel tells us that the printer is a “significantly superior successor to the previous Epson model – and the time it takes to produce a print is rapid compared to competing products out there. The DPS Group can help BPI News readers make the decision to upgrade to the Epson SureColor P series from their existing Epson Stylus Pro range or from any other brand they might own – for example Canon or HP.” But don’t just take the word of the DPS Group for it. Manufacturer Epson also offers up the experience of what it claims is the number one photo lab in Paris – Picto – by way of example. The firm’s CEO Philippe Gassmann says: “We might be in the market for more Epson

A pair of heavies: For those looking to add wide format printing to their business model, it comes down to two able choices from the DPS Group: Epson’s P10000 or 20000

SureColor printers. They have really transformed our business!” Philippe also mentions the speed – between two and three times faster than the old model. Added to this are improved ergonomics and sheet handling, which has allowed his operators to improve their productivity. The print quality has also improved, particularly for fine detail, and there are now four levels of grey for accurate transitions with very low grain.

“Epson’s P20000 is a significantly superior successor to the previous Epson model – and the time it takes to produce a print is rapid compared to competing products out there.”

DPS Group MD Maneesh Patel

‘LIKE GOING BACK TO THE DARKROOM…’

The SureColor P20000 utilises Epson’s acclaimed Ultrachrome Pro inks, which, like the printers, can also be sourced from the DPS Group

The other option for those in the UK trade looking to go big is the 44-inch wide format P10000, which has been developed for photographic laboratories and copy shops – or, as with its larger sibling, in fact any business wanting to offer an in-house large format printing solution. The printer features a resolution of 600x600 dpi and, once again, a PrecisionCore MicroTFP print head. To help ensure high precision and accurate results every time, the SureColor SCP10000 features a newly developed camera based paper feed stabilizer and media inductive roller system.

By way of a real-world case study, Epson offers up Oslo-based photo studio Sturlason AS Polyfoto. General Manager

At a glance: Epson’s P10000 and 20000 printers n 44-inch wide format (P10000) or 64-inch (P20000) printing at 600x600dpi or 24000x1200dpi resolutions, respectively n Both printers feature a PrecisionCore MicroTFP print head For more info, talk to the team at the DPS Group: Get in touch with Dave Harrison via 020 8460 3690 or dharrison@dpsb.co.uk Espen Surlason says: “I was totally amazed when I tried the SureColor SC-P10000 for the first time. It was just like going back into the darkroom.

The printer is smarter than you and you simply cannot make errors. In addition, the speed is impressive and it practically fires out high-quality images. This is a very important factor now that we are getting busier and delivering higher volumes. Now, we are where we want to be, and can supply the market’s finest image quality to the most demanding customers.”

A further plus for BPI News readers thinking about partnering with the DPS Group for their large format Epson printer needs is that they’ll also be able to take advantage of the DPS Group’s ongoing low prices for the compatible inks; in the case of the P20000 that’s Epson’s UltraChrome Pro 10-colour inkset. www.thedpsgroup.co.uk www.dpsb.co.uk

Contact the DPS Group’s Dave Harrison for more on 020 8460 3690 or dharrison@dpsb.co.uk or visit www.dpsb.co.uk @bpi_news

BPI News | May 2018 23

Print News

TWO COMPANIES. ONE GOAL. PRINTING EXCELLENCE. Hahnemühle have been manufacturing paper since 1584. The relatively youthful Tetenal have been supplying products to image makers since 1847. A combined experience of over 600 years.

I

t’s safe to say that between us, we know what makes a great print. Fortunately, thousands of photographers and fine art printers agree. When it comes to excellence in print, they turn to Hahnemühle and Tetenal.

As an official distributor for not only Hahnemühle but also the leaders in inkjet printing technology, Epson, Tetenal can advise on and supply the perfect paper and/or printer for your specific requirements.

Competitive pricing and great offers As an official supplier of Hahnemühle products you can be sure that we are always competitively priced and most

times we will have some special offers for even greater savings. We can also discuss volume discounts for those who are regular users of the Hahnemühle range. You’ll find details of our latest great offer in the box to the right.

Tetenal, your partner for Printers, Paper, and Ink As official partners of both Hahnemühle and Epson, Tetenal are able to discuss your specific requirements in greater detail, making sure the relationship between printer and paper is working perfectly to enable you to produce stunning results. Our trained team are always happy to help and offer you consistently competitive pricing across our range of printers, papers and ink.

FREE Hahnemühle

Protective Spray

Spend over £300* on Hahnemühle FineArt Papers and receive a free 400ml Hahnemühle Protective Spray worth £22 Valid on Hahnemühle FineArt orders placed with Tetenal by 31/05/18 via phone or web.

For website orders you must add the 400ml spray to your basket and this will then show as free of charge at checkout.

Product code: 10640702 *over £300 ex. vat

GERMANY • FRANCE • UNITED KINGDOM • POLAND

YOUR PATH TO BECOME A HAHNEMÜHLE CERTIFIED STUDIO The Hahnemühle Certified Studio programme is created to support professional print providers to achieve and maintain excellence in art reproduction, digital art and photographs.

Artists and photographers actively seek out a Certified Studio because they can rely on the business to provide consistent quality in all production steps from trained employees. With Tetenal’s expertise in paper and print, we are perfectly placed to help you on the road to certification, just like we have done for CC Imaging.

With our colour controlled lighting booths, Epson SC-P20000 printer (recently purchased from Tetenal) colour calibration systems and extensive knowledge base along with support from Tetenal we passed with flying colours.

CC Imaging have many product partnerships and we are proud to be associated with and trusted by the brands of both Hahnemühle and Tetenal.”

Below: Mark Senior and Chris Baxter from CC Imaging Photolab Ltd with their Hahnemühle accreditation plaque

CC Imaging pass with flying colours Leeds based pro lab ‘CC Imaging’ have been supplying photographers, artists and commercial clients with services for 50 years.

Managing director Chris Rose said, “As 2018 is our celebration year we decided to increase the level of services we offer as an ongoing commitment to our expansion programme. CC Imaging work with artists, museums, education establishments, local authorities and photographers supplying high quality exhibition, gallery and limited edition prints and our Tetenal contact sales manager, Chris Allsopp asked why we hadn’t put our name forwards to become a Hahnemühle Accredited Studio. Although we already offer prints on Hahnemühle paper, accreditation would fill a gap in our existing service range.’

Tetenal encouraged us to apply and a meeting with Hahnemühle was arranged. Hahnemühle informed us that not just anyone could become accredited and CC Imaging Photolab would have to go through a rigorous and extensive programme of visits and checks over a period of several months to ensure our current services and practices met compliance.

If you’re interested in learning more about the programme then drop us a line at marketing@tetenal.uk.com for more details

Distributed in the UK by Tetenal Ltd | TEL: 0116 289 3644 | www.tetenaluk.com

BPI News Product Focus

XP DISTRIBUTION TRIAD TO SEND YOUR SALES INTO ORBIT As seen on XP Distribution’s stand at The Photography Show in March, the Triad-Orbit is a new-tothe-industry modular stand system for the photo and video market. BPI News finds out more…

D

escribed as a ‘quantum leap’ when it comes to the evolution of stands for photography, video and lighting, it’s apt that the TriadOrbit features in our innovation-themed edition of BPI News. With digital imaging and video specialist XP Distribution announcing it had been appointed as distributor for the range back in February, we were subsequently treated to a hands-on demo of its clever modular stand by Product Manager Andy Johnson at The Photography Show in March.

Well-built, glossy and as sturdy as you’d hope, whilst allowing for flexibility, the versatile stand provides for quick change and rapid adjustment – and is the foundation of every Triad-Orbit stand system. Something of a revolutionary product, in that has taken every industry standard component, from stand bases to adapters, and reinvented them, as Andy told us, the system is aimed at ‘creative professionals’. Its articulating legs provide the stated flexibility, whilst the weighted base adds the sturdiness.

Thanks to an adjustable footprint, low centre of gravity and its substantial mass, there is no need for additional ballast to deliver rock-solid stability.

The Triad Orbit advantage at a glance: n Articulating legs provide flexibility whilst a weighted base provides sturdiness n Adjustable footprint, low centre of gravity and substantial mass n Patented ball swivel mechanism allows for unrivalled positioning of cameras, lights, tablets and monitors n Easy to adjust and transport n Each leg of a Triad base has four ratcheted positions that provide a pitch of up to 65 degrees, to accommodate uneven surfaces or tight stacking n Unique, patented IO quick change/ release couplers instantly connect stands, booms, cameras, lights, tablets, monitors and accessories

MAXIMUM STURDINESS, MAXIMUM CREATIVITY Furthermore, a patented ball swivel mechanism found in Orbit booms and micro adapters give photographers and filmmakers a degree of adjustability and positioning of creative devices described as ‘unrivalled’. Accessories include Triad-Orbit mounting heads, clamps, wall mounts and boom arms, while patented IO quick-change couplers instantly connect stands and booms plus adapt camera, lights, computer tablets, or monitors to the system. Holding photographers or videographers’ gear steady in any configuration, the Triad stands can conform and adapt to any location, with the system’s easy adjustability also ensuring that it remains very transportable. Components and creative devices can be quickly mounted with IO-H quick change mounting heads.

Set up is simple too. Each leg of a Triad base has four ratcheted positions

Out-stand-ing: Product Manager Andy Johnson demonstrates the quick connect and release system of the cleverly modular Triad-Orbit

ADVANCED STAND SYSTEMS

that provide a pitch of up to 65 degrees, to accommodate uneven surfaces or tight stacking; these can also be conveniently adjusted by foot, allowing the photographer or videographer to be ‘hands free’ and concentrating on their subject rather than attention being absorbed by the equipment.

With prices for the Triad-Orbit system starting at £138 SRP for the stand, members of the photo trade wishing to place an order or simply find out more about this revolutionary product are directed to contact XP Distribution via sales@xpdistribution. com or on 0330 440 0189.

XP Distribution is Europe’s leading distributor of hardware, software, accessories and consumables into the digital imaging, video and graphics market.

Distributing exclusively to the reseller channel, XP Distribution offers a range of internationally renowned brands, a multi-lingual account management team, a group of highly qualified technical support specialists and a distribution network servicing Europe, the Middle East and Africa. For more information, visit: www.xpdistribution.com

Order stock of the Triad-Orbit system now from XP Distribution on 0330 440 0189, or via sales@xpdistribution.com @bpi_news

BPI News | May 2018 25

Minilab News

FUJIFILM GIVES WINNING STORE A TICKET TO RYDE To thrive in a challenging climate, it’s got to be about more than just shifting product. Island Photo Centre in Ryde, ‘Shop of the Year’ winner at Fujfilm’s Business Excellence Awards, is a case in point.

Owner Steve Brown tells us how a combination of innovative ideas and support from Fujifilm, when it comes to both kit and advice, is reaping its own reward…

F

ujifilm’s annual FDIS membership conference in March featured a Momentum Retailer panel appearance by Steve Brown of Island Photo Centre in Ryde, who advised those assembled to add photo workshops to their customer offerings.

Steve had set up a dedicated website (www.captureperfect.co.uk) to attract relevant traffic and subsequent bookings.

Spinoffs from this, he suggested at the time, might include selling more frames (supplied to Fujifilm network members via Swains). In fact Steve told us that he’d enjoyed a 400% increase in frame sales as a result of running his courses, which he typically prices from £50. “You’ve got to make them fun and light hearted,” he advised, “but they’ve worked very well for us.”

How well they’d worked was evident later that evening when Steve was awarded the grand prize of ‘Shop of the Year’ in Fujifilm’s 2018 Business Excellence Awards (refer back to our April edition for more on this). In fact, Steve not only has a shop in Ryde, which he has been running since 1987, but also a second one in Newport, open since 1990 but more hi-fi equipment based. The relationship with Fujifilm began when it first installed a dry lab, in 2008.

“Obviously film was very much the market when we started but then digital

Snapshot of an award winner: Island Photo Centre in Ryde’s winning team of (from L to R) Amanda Brown, Laura Holme, Steve Tillett and Steve Brown

To thrive and survive in a changing market, you do constantly have to be innovating and trying new things.”

Steve Brown, of Island Photo Centre, Ryde

came along and we had to change and diversify into different things, which we did,” recalls Steve. “Even to the extent that for a while we were building computers and selling them on to our photographer customers. To thrive and survive in a changing market, you do constantly have to be innovating and trying new things.”

With the above in mind, we thought it well worth catching up with Steve afterwards to find out what makes for a winning store (or stores plural) – and hopefully inspire you to add a moneymaking new revenue stream to your own photo business.

ON ‘COURSE’ FOR SUCCESS WITH FUJIFILM

Left: Steve’s Business Excellence and Shop of the Year certificates and trophies are now proudly displayed in his store

“It started with me doing one-to-one lessons about 20 years ago, with customers who were coming into the shop,” Steve recalls of his added value venture. “In the late 90s people were wanting to know about Photoshop, which back then was on floppy disks! So I went around the camera clubs showing people what was coming

and what was new, while also marketing my business. From that, customers started asking me to put together day courses – I actually got ‘bullied’ into it, in a nice way, by a group of people who were doing one-to-ones. I realised that I’d need to do several different courses to satisfy what people needed to know.

“Last year I decided to change tack and offer more practical courses, out on location. The reason was partly because, as we’re a small shop, we couldn’t get that many people in, whereas out on location I could get a group of 12 or so people together. To teach 12 people I realised I’d need some help, so I got together with Sienna from Soul Photography, who’s an up-an-coming professional photographer, and we decided to run the courses together and work out which photographic techniques we would teach in each location. We’d pick something like sunset, woodland or beach, and teach a different type of technique – for example, for sunset we’d major on manual exposure and white balance control of the camera.

“Having worked out several courses to

Boost your print sales in 2018! Get in touch with Peter direct on 01234 572138 or via photoprintservices_UK@fujifilm.com 26 May 2018 | BPI News

www.bpinews.co.uk

Fujifilm Advertorial teach, we then took a look at what kinds of advertising we would do. The first thought, obviously, was social media, but then we thought about newsletters and local press, as well as putting up posters in the shop. We weren’t sure what age group or demographic was going to turn up for these workshops, but we found out that 70% were actually female, and the age range was roughly 20 to 75. On the island we have got a lot of retired people, but we are reaching out now to the younger customer too.

2008 we put in our first Fujifilm lab, for example, because we felt there was a bit of a gap in the market over here.

Things were starting to get tighter as the recession bit, I felt that people might be opting for smaller, more personalised Christmas presents, so we needed to have labs in the shops.

“Fujifilm have been great to deal with.

If we have any problems they’re quickly sorted out. [Fujifilm business advisor] Wendy Gray has been around to a look at what we’re doing and has given us

“We had some great feedback from the workshops and people were pushing for more, so we set up a Facebook group – which you’ve got to have done one of the courses to join – where you can upload your pictures and ask questions of the other people. Again, it’s a sociable thing that has really taken off.”

pointers on what we might like to try – there are always bits of information that can be gleaned from what other people do, which is why the Fujifilm conferences are also good, because there is the opportunity to network and share ideas.”

Steve says modestly that winning Shop of the Year from Fujifilm was a “total surprise.” In fact his business got two this year – a Business Endeavour Award and then the grand prize of Shop of the Year.

“The awards are in the window at the moment and they’ve been splattered all over Facebook. I suppose us winning is down to the fact that we always try and move forward and look to different avenues in terms of things we can do to expand and keep going. That’s something that you’ve got to do in this trade. When I first started working in photo, the margins were in cameras… people just walked into the shop and you served them.

“It’s totally different now. There are so many options that people can use to buy something from, that you have to offer something a little bit different. For example, last year we did a day at the

MAKE YOUR OFFERING DIFFERENT All this external activity has understandably had a positive effect on the shop as well, with the people on the courses becoming loyal customers, buying equipment as well as seeking to print their own shot.

“A print’s not a lot of good without a frame, so we sell frames off the back of that,” Steve observes. “And they also look better mounted, so we have started cutting bespoke bevel mounts for the pictures.

“We’re always looking for new ways to bring in revenue. We never stop. If we see a hole that needs to be filled then we see what we can do to fill it. In

Isle of Wight zoo where Fuji came along and people could try the equipment and take pictures of the animals up close.

The zoo offers a photographic course, which Sienna and I have now been asked to run for them, and this year I’m looking at putting together a set up where people can come along to the zoo, try out different lenses and cameras and get a print out so that they can straight away see what they’re like before they buy them.

We’re working on that one for September.”

Judging by previous success and an

Left: Steve Brown with photo course partner Sienna Anderson Below: Sienna on location, teaching a student

In 2008 we put in our first Fujifilm lab because we felt there was a bit of a gap in the market over here.

Things were starting to get tighter as the recession bit, I felt that people might be opting for smaller, more personalised Christmas presents, so we needed to have labs in the shops.” obviously strong partnership with Fujifilm, it seems that Island Photo Centre is getting a lot right, on the Isle of Wight, that fellow photo independents might learn from.

“Steve’s talk on our Momentum panel really sparked a great deal of interest from the other delegates attending our Conference,” concludes Fujifilm Marketing Manager Peter Wigington.

“And that was the plan; to have our retailers share real projects with each other, discuss the business merits or otherwise, then take away the ones that interested them most and put them into practice in their own business.“ www.islandphotocentre.co.uk

Boost your print sales in 2018! Get in touch with Peter direct on 01234 572138 or via photoprintservices_UK@fujifilm.com @bpi_news

BPI News | May 2018 27

Business Advice

MOTIVATIONAL MAY: 10 WAYS TO GET THE BEST FROM YOUR STAFF & BUSINESS Resident business guru Adam Bernstein advises on how to get yourself and your staff firing on all cylinders this spring and into summer…

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ow often have you wished that your staff would go just that little bit further, both for the business and the customer? How often have you heard that you can’t force someone to go the extra mile, because they’ve got to want to do it for themselves?

It’s true that motivation cannot be imposed; it has to come from within. But it’s also true that firms can create structures that bring out the best in people. If done properly, you too can have staff chomping at the bit and willing to stay a little longer at the end of the day to help a customer.

Naturally the ideal is a workplace that does well financially but which is also fun to be a part of, where staff willingly work hard and push themselves further, for the collective good. And any SME photographic retailer that gets this right has a good chance of beating the multiples – after all, people buy from people they like, runs the old sales adage, while a strong service ethic will be noticed by customers (see also our ‘Grays of Westminster’ article this month, for more).

But how can one encourage this?

Here are ten steps that can provide assistance in getting you there.

OFFER WORK THAT IS IMPORTANT AND USEFUL No one wants to go to work and feel like they’re wasting their time; everyone wants to imagine they’re achieving and doing something useful. So managers

28 May 2018 | BPI News

The ideal is a workplace that does well financially but which is also fun to be a part of, where staff willingly work hard and push themselves further, for the collective good…” of businesses, no matter how small (or large), need to create a sense of purpose; which, particularly given tight margins in photographic retail, is essential. As a manager, you need to make sure every task is a necessity. If a task is dull and offers little satisfaction, but nevertheless cannot be excised, you need to either rework it or spread the load around so that everyone – including the management – takes some of the pain. Similarly, you need to find a way of explaining to all that even these frustrating tasks have a purpose, which eventually leads to the greater good.

You may have heard of the apocryphal story that involved President Kennedy’s visit to NASA in 1962. The story suggests that Kennedy saw a cleaner carrying a broom. He interrupted his tour, walked over to the man and said, “Hi, I’m Jack Kennedy. What are you doing?” “Well, Mr. President,” the janitor responded, “I’m helping put a man on the moon.”

The point is any job can have purpose – you just need to find it and communicate it.

EMPLOY THE RIGHT STAFF Employment law is very prescriptive about the recruitment process and what employers can and cannot do. However,

there’s nothing to stop you seeking out, on a non-discriminatory basis, high achievers, because by definition they will be self-starting, self-motivating and their enthusiasm will rub off and raise the morale of others. By extension, the law allows you, through a fair process, to remove those who underperform or who aren’t team players.

If they’re not working for the business they need to leave before they irreparably infect other employees. Remember: take good legal advice before acting to make sure that you follow the law carefully.

DELEGATE You manage, and others do. That’s the whole point of having staff and you being a manager. But think about it, no one likes to have their boss micro managing and watching over everything that they’re doing. Assuming you’ve employed people correctly, you ought to able to delegate tasks in the knowledge that they’ve been done correctly to your and the customer’s satisfaction. It’s all about trust – so dole out duties and let them get done. Only intervene if there’s a problem. You may even find that the employee does the job differently, but more efficiently.

www.bpinews.co.uk

‘Motivational May’ Business Special RECOGNISE GOOD WORK We work for a number of reasons: economic – we need money to exist, social – we crave interaction with others, and reward – we like a sense of belonging and public acknowledgement of good work. Any good manager worth their salt will note good work and ensure that everyone – in the shop or, if the firm is big enough, up the chain – knows of the effort that an individual has expended on behalf of the business. Do this properly and you’ll put the employee on cloud nine. The positive knock-on effect is that their sense of wellbeing will be seen by others who will want some of the same.

KISS - KEEP IT SIMPLE, STUPID Rules are necessary for the proper operation of any organisation as well as society. However, rules are there to be interpreted (and broken if necessary) to serve a higher purpose. Give employees broad rules of operation, but allow them flexibility to find ways of doing things to the benefit of the customer and the business. In other words, don’t bog down staff with minor rules, regulations and detail. It’s odds-on they’ll end up (accidentally) breaking them and if nothing else, it’s demoralising.

R.E.S.P.E.C.T. Regardless of whether you’re religious or not, there are tracts within the Bible from which we could all learn. Take Matthew 7:12 – “…whatever you desire for men to do to you, you shall also do to them…”. This means treating others the way you want to be treated.

Staff don’t react well if they’re shouted at, insulted, demeaned, accused, or on the receiving end of sarcastic comments.

Treat your staff this way and two things are certain – they will treat you as hostile, look to leave at the earliest opportunity, and you could end up in an Employment Tribunal fighting an expensive claim.

@bpi_news

So, treat staff with respect and as you’d want to be treated. You’ll see an instant change in attitude.

BE PERSONABLE You’ll recall the opening comment, that ‘people buy from people they like’ and that it’s one of the reasons that customers come to your shop.

Well, you need to apply the same principle to your staff. As we’ve seen, they come to work to earn a living, but they also want to be appreciated. One way of doing this is to make an effort to get to know them personally.

Successful managers take the time to understand their employees and what makes them tick. Learning about their desires, aims and families means that not only will you (hopefully) start to care about them, but they also may give you a clue as to what you can do to retain them. After all, finding replacement staff is costly and time consuming – doubly so if you have to retrain someone to replace the lost knowledge.

You’ve a staff member who’s been working late or hard. It’s impacted on his family life. How do you think a handwritten letter, acknowledging his efforts, sent to his home with a voucher for a night out with his partner, would go down? Very well don’t you think? The result would be even better if it’s for something they value.

DON’T BE STINGY Pay is fundamental, as we all have aspirations and bills to pay. But while pay isn’t the be-all and end-all for everyone, it’s most certainly a de-motivator if staff feel underpaid and overtasked. Retail doesn’t generally operate on anything other than thin margins, but you still need to show that you pay fairly and in line with the market. If there is scope, and the work warrants it, you should do what you can to reward employees with increases or bonuses. If you don’t, they’ll be off when an opportunity arises.

TEAM BUILD Get your staff working as a team rather than as individuals vying for attention.

Birthdays, weddings, personal events – celebrate them during the day with cakes, a drink or whatever you think is appropriate. Of course, retail doesn’t really ever stop, but even so, it’s about making a point – ideally during the working day rather than in private time – by showing that you care, while giving staff an opportunity to bond.

LEAD FROM THE FRONT Lastly, a very simple point: show your staff that whatever they’re doing, no matter how well the business is doing, that you’re in the thick of it with them. Lead from the front and take your turn, even when it comes to dealing with the worst of the jobs.

In conclusion, motivating staff isn’t hard. It just needs a caring attitude and some thought. While the others fall by the wayside, those that get it right reap the rewards of what they sow.

BPI News | May 2018 29

Photographic British

Industry

news

Talk to the trade! Book your adverts and advertorial features now for our next ‘flaming June’ edition, to avoid disappointment…

P

artner with BPI News, the UK’s longest running and best-established photo trade magazine and make your marketing budget work harder in 2018! Available as both a print version posted out to the industry’s key decision makers, plus an online version hosted at bpinews.co.uk and on the ISSUU e-magazine platform, this is your golden opportunity to get your products and services seen!

From distributors to retailers, manufacturers to wholesalers, we’ll help increase the visibility of your brand beyond the reach of your sales force… getting you in front of decision makers in the UK photo trade and telling them of the margins and profits you can deliver for them. We’ll also help push your product launches, informing retailers not just of what they should be stocking, but, crucially, how they should be selling it, along with details of marketing materials you can supply for that extra push.

he Reach tUK entire ade r photo tne via o n! tio publica CONTACT BPI NEWS NOW to request a handy PDF of our 2018 PRODUCTION PACK containing all the year’s key copy due and publications dates, page sizes and options for advertising. Get in touch via gavin@bpinews.co.uk or call 0208 274 0578.

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