British Photographic Industry News July & August 2019

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JULY/AUGUST 2019 • £3

Putting the photo trade in the picture for over 35 years

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HOW TO…

PROFIT FROM PRINTS Advice from your peers on maximising income from photo gifts and more!

PLUS:

AVOID A SUMMER SALES DROUGHT! Expert tips to stimulate spend

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IN THIS ISSUE…

PHOTO GIFTS

MEDIUM FORMAT MIRRORLESS

DEALERS ASSEMBLE

SHOP OF THE YEAR

Brixton’s Rapid Photo tells us how it is benefitting from selfproducing photo gifts in-store – and how you can do the same

Hands on with the new X1D II 50C Hasselblad, plus digital back, slim-line camera & lens combo

BPI News reports from Sigma’s exclusive Japanese themed event for UK photo retailers, showcasing its L series lenses

We catch up with Steven Lord of Lords Photography to discover how his store stands apart in a competitive market

M I R R O R L E S S R E I N V E N T E D A I N

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B E N C H M A R K

O P T I C A L

P E R F O R M A N C E

Whether shooting stills or videos, the new full-frame Z series pushes the boundaries in imaging quality and lens capabilities, enabled by the all-new Z mount. Unleash full creative freedom with the newly designed NIKKOR Z lenses, or choose from over 90 fully AF/AE compatible NIKKOR F lenses*. Experience revolutionary optical performance in a compact form factor today.

ALL-NEW FULL-FRA ME SYSTEM | QUAD VGA EVF | N E W Z M O U N T & N I K KO R Z L E N S E S | I N - C A M E R A 5 A X I S V R | F U L LY A F /A E C O M P AT I B L E W I T H O V E R 9 0 N I K K O R F L E N S E S * *When paired with the optional FTZ mount adapter For more information visit www.nikon.co.uk

Logo based around Anders font.

3 possible logo uses.

SUMMERTIME: AND THE LIVING IS..?

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Photographic British

Industry

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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

Editorial | July/August 2019

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

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 ©2019 Legacy Media Ltd. ISSN: to be advised.

nything but easy if you’re in the business of photo retail at present.

The twin spectres of a contracting market for traditional cameras (as far as a mass audience is concerned) and continued uncertainty and investment freezes resulting from prolonged Brexit negotiations have seemingly created a perfect storm. ‘Challenging’ barely covers it. Riding over the hill like the cavalry then (or hovering into view like a rescue helicopter) is this latest edition of BPI News. To avoid you experiencing a prolonged sales drought this summer we’ve not only our regular business advice feature which examines how you can turn the season to your sales advantage, rather than just viewing it as something to get through, but also real-world advice from your peers. Whether you’re selling prints and photo gifts or pushing hardware over the counter, we’ve tips on hot products and ideas to get those tills ringing while the sun is shining.

Cunning plans aside, what obviously also helps stimulate sales are exciting

BPI NEWS IS BACK…

this September, for which we have a copy deadline of August 22nd.

REQUEST OUR 2019 PRODUCTION PACK

for crucial dates via info@bpinews.co.uk

SUBSCRIBE TO BPI NEWS FROM JUST £30 PER YEAR! Don’t stay in the shade this summer! Keep up to date with what your peers in the photo trade are up to and have 10 issues of BPI News delivered to your door for just £30 including postage (UK mainland only). Contact us to place your order and to enquire about overseas magazine rates info@bpinews.co.uk

COVER IMAGE: This issue, one of our focuses is on how you can maximise your return from the sale of prints and photo gifts.

Turn to pages 8 and 22 for some great real-world ideas

NEVER MISS AN ISSUE! Read BPI News online at issuu.com/bpinewsonline

new products. We semi-joked in our editorial comment at the start of this year that, with 2018 having been declared the year of full frame mirrorless, 2019 would be the year of medium format mirrorless. And, sure, while neither is a mass market must-have, new cameras from Fujifilm in the long anticipated GFX100 and an update from Hasselblad in its X1D II 50C, along with a new CFV II 50C camera back, slimline camera and XCD lens combination, suggest that our original soothsayer-like proclamation may not have been as tongue-in-cheek as we first intended. You can read more about all three this issue. And there’s popularity for such product too, despite the high-ish asking prices. Fujifilm UK tells us that its GFX100 sold out on preorder with new units not expected until the back end of August. So, there is some positive news circulating in the trade.

Another positive experience was an enjoyable afternoon spent in the company of Sigma and several of the larger photo retailers last month. Ostensibly a first look and hands on with the manufacturer’s forthcoming L series lens line up (L Alliance partners Panasonic and Leica also had representatives present), it also turned into a celebration of the firm’s history, as well as a thank you to the trade for continued support. In these straightened times, it’s rare that anyone does anything without an agenda or obvious strings attached. As we walked out of the event onto a warm Soho street to witness the surreal sight of a fully made-up geisha disappearing in a black cab, it reminded us that, sometimes, this industry, for all its frustrations, can still offer unexpected delight.

BPI News | July/August 2019 3

News ©National Trust Images/Matthew Antrobus

The electronics firm is going all out as regards new announcements for its mirrorless range at present. Perhaps the most exciting is a development announcement for a full frame Panasonic Lumix S1H camera, which it says is the world’s first camera capable of 6K video recording at 24fps, 5.9K at 30fps and 10-bit 4K/C4K at 60fps. It will arrive this autumn and aims to provide pro videographers with the high mobility factory of the mirrorless camera system. The manufacturer promises that in every recording mode the S1H can record video non-stop under the certified operating temperature so the user can concentrate on shooting.

Additionally the manufacturer is offering a free DMW-SFU2 software upgrade for Lumix S1 owners– and new owners who buy before September 30th, after which it will be available to high-end features including the world’s purchase at £179. Panasonic claims this first 4:2:2 10-bit 4K MOV 30P/25P internal Lumix Nationalvideo Trust POS will ‘significantly enhance’ its camera’s recording, plus another world first video performance, intrustoffering several of 4:2:2 10-bit 4K 60P/50P HDMI output.

Complimentary 12 month national membership with the lumiX FZ200 or FZ72 Description • Complimentary National For Lumix S series telephoto zoom Trust Membership Campaign POS users who want to eke out that extra lens reach, there are two new 1.4x (DMW-ST14) and 2.0x (DMW-ST20) teleconverters.

These can be attached to a Lumix S Pro 70-200mm f/4 OIS, enabling use of a super telephoto lens with its extended zoom range up to a maximum of 400mm with high speed, high precision AF. The ©National Trust Images/Matthew Antrobus

onth national trust e lumiX FZ200 or FZ72

PANASONIC EXPANDS MIRRORLESS OFFERINGS

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 Wobbler ©National Trust Images/Matthew Antrobus

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

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promotions Camera AG

rugged, splash-proof design can withstand use in conditions of -10°C and both teleconverters will also be compatible with the manufacturer’s upcoming 70-200mm f/2.8 S series lens available later this year.

Available now, pricing for the 1.4x is £489.99 SRP, and it’s £579.99 for the 2.0x.

Finally, there is a new lens proper in the Leica Vario-Summilux 10-25mm f/1.7 ASPH, which is being pitched to photographer customers as the world’s first standard zoom lens achieving f/1.7 across its range to be able to deliver what’s claimed is ‘beautiful bokeh’. Its maker adds that the lens, which features a rugged dust and splash resistant design, is as capable at shooting video as it is stills. The filter diameter is 77mm while a metal mount should ensure longterm use, Panasonic believes. Available from July 15th, SRP is £1,799.99. www.panasonic.co.uk

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.

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

21/08/2013 13:56

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Items shown are for reference only and are not to scale

4 July/August 2019 | BPI News

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News

CANON REACHES FOR THE LASERS Got customers who like to view their images and videos in the very highest resolution possible? The photo giant has announced a new high-end 4K-laser projector in the XEED 4K6021Z, which it says builds on the success of the previous XEED 4K5020Z model, launched in December 2018.

The device is described as both lightweight and offering a high brightness of 6,000 lumen. To help guarantee optical excellence, its simple spigot lens fitting is compatible with seven interchangeable Canon lenses.

Its laser light source is also claimed to offer up to 40,000 hours of maintenance free operation. Those showing an interest will need deep pockets however as SRP is a whopping £31,000, suggesting the machine is more for museums and institutions to invest in, than individuals.

In manufacturer-related news, Canon Europe has teamed up with Plan International Belgium to enable young people in Brussels to share their experiences of sexual harassment in public spaces through the medium of photography. It says that, as a result of the project, the Brussels Regional Parliament passed a resolution back in April tackling harassment on public transport. This, in turn, led to the Brussels public transport company STIB launching its own awareness and education campaign in May. The ‘BruxELLES’ photography project (pic on left) was born in 2017 as part of Canon’s Young People Programme, an initiative giving young people photographic skills. www.canon.co.uk

NANGUANG EVOLVES INTO NANLITE, LAUNCHES NEW PRODUCTS Kenro-distributed lighting specialist NanGuang has undergone a re-brand to the more descriptive ‘NanLite’, and has some new Forza series monolights to launch under the new name. The Forza 500 is, as it sounds, a 500W light that is just 31cm in length on its longest side, while weighing 2.3Kg and delivering up to 43060 Lux at one metre. The Forza 60 meanwhile provides 60W of power, is less than 20cm long, weighs 800g and produces up to 11950 Lux at one metre. Sitting between them is the mid range model in the Forza 300, which, you guessed it, boasts 300W of power, is 31cm long and delivers 43060 Lux at 1m.

“This is an exciting time for Kenro as we prepare to launch the new NanLite brand and bring their nextgeneration Forza lights to the UK,” enthuses Kenro MD Paul Kench. “These amazingly compact units really are impressively bright, and we know they’re going to make a huge impact when we bring them to market this summer.”

Trade customers are advised to contact Kenro’s head office directly on 01793 615836. www.kenro.co.uk

Don’t promise what you can’t deliver, suggests retail survey Online retailers are punishing themselves and letting down customers with unrealistic delivery targets, claims international digital commerce consultancy Tryzens, interpreting recent data from consumer rights group Resolver. The latter suggests that complaints against online retailers grew by 84% from 2017 to 2018, with delivery in particular singled out as being an issue that prompted 32% of all complaints.

Tryzens CEO Andy Burton believes this may be evidence of online retailers over-stretching themselves in trying

to meet delivery times that they can’t quite hit, and, in the process, damaging customer satisfaction rates. With delivery being one of the most important battlegrounds in ecommerce, the same data from Resolver reflects the pressure on retailers in having to offer more aggressive delivery targets, showing that for March this year 59% of orders were for next day delivery, compared with 10% less in March 2018. The advice here is to continually gather and analyse customer feedback to make sure the customer is coming first and receiving the level of

service they expect. Retailers should keep customers continually informed as to the status of their order, so they can manage their expectations and deliver a positive customer experience. www.tryzens.com

BPI News is your mouthpiece to the photo trade, so use it! Send your press releases and news items direct to: info@bpinews.co.uk @bpi_news

BPI News | July/August 2019 5

News

It’s ‘My Life’: Fujifilm’s nationwide photo call The photo giant is aiming is to remind a younger generation that printed photos aren’t a thing of the past by inviting people nationwide to submit photos from any device to tell their story and share their world. The idea is that the images received will form one of the largest crowd-sourced photo exhibitions – named ‘My Life’ – ever hosted in the UK, at which consumers will be able to get hands on with photo taking and printing, via workshops and demos. Each entrant, whether successful in having their shot chosen for exhibition or not, will also receive a free high quality print of the picture they’ve submitted, in order to kick start what the manufacturer hopes will be a passion for printed photos.

Entrance is free and easy – so direct your photographer customers to fujifilm-printlife.eu/london where they’ll be able to pick from one of six categories (My Everyday, My Fun, My Tribe, My Surrounding, My Truths, My Adventures) they feel is most suited to the image they’re submitting.

Entries opened on July 2nd and will close late August, while the exhibition will run at London’s Truman Brewery from October 24th until the 27th.

All Fujifilm retailers are being given a PrintLife POS pack to inform customers on how they can enter.

Additionally, Fujifilm has partnered with The Mix, a digital charity that provides information and emotional support to young people under the age of 25. For every photo chosen to feature in the exhibition, Fujifilm says it will donate £2.50 to help support young people under 25 in the UK. Fujifilm UK’s Group Marketing Manager for Photo Imaging Karina Thomsen says: “The Mix feels like the perfect match for this campaign. We look forward to seeing what the UK looks like through the lens of the younger generation and really showing the value of photography being printed out and shared away from social media. 2019 is

a huge year of change in the UK and we feel that this exhibition allows us to not only showcase the country’s youth culture and identify, but also provides the chance to understand the emotional, creative and cultural impact these events are having on our younger generations.”

The Mix’s Director of Brand and Development Zoe Bailie, adds: “At The Mix young people tell us that they want to be seen and heard. They have had it with negative stereotypes and people judging their world and lifestyles. By partnering with Fujifilm on this ambitious project we are giving thousands of people the opportunity to show us through photography what it’s really like to be young today - the good and bad, the ups and downs…”

First held in Japan in 2006, Fujifilm photo exhibitions have expanded worldwide in recent years to promote the ‘value of photography’ and the importance of taking photos and printing them out, although this is the first time such an exhibition has appeared in the UK, the manufacturer says.

See also the Fujifilm advert on page 31 of this issue for more details. fujifilm-printlife.eu/london

Mitsubishi’s new sub to dye for

GET ‘A HEAD’ WITH GITZO

It’s been a little quiet on the news front from Mitsubishi recently, but that silence has been broken by the appearance of the new CP-M1E portable dye sub printer.

Aimed at both photo retailers and event photographers, the machine comes with a waste cutting Rewind Function, which can reposition the dye sub ribbon and make full use of the materials.

Prints lie flat with reduced roll curl and the head is protected from dust

Pro photographers and what the brand describes as ‘promising amateurs’ are the target market for the new Arca-Swiss compatible Gitzo 3-way Fluid Head. As you’d expect, the promise here is smooth and independent movement across all three axis, with the head itself useful for a wide array of applications, including the creation of long exposure stills, as well as studio portraits. A lightweight body and patented retractable handles are among the further covetable features.

SRP for the head alone is £439.95.

Unsurprisingly it offers a fit with Gitzo’s own Mountaineer tripods, which start from £1,189.95 SRP. www.manfrotto.co.uk/gitzo

artefacts, says Mitsubishi, which adds that the media is the easiest to handle and load in the range. This, along with its robust hardware, is claimed to reduce the need for staff operator training.

The device is being described as highly portable and keenly priced at £570 + VAT. It also claims to be able to yield up to 750 6x4inch prints from a single roll. www.mitsubishielectricprinting.com

BPI News is your mouthpiece to the photo trade, so use it! Send your press releases and news items direct to: info@bpinews.co.uk 6 July/August 2019 | BPI News

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REFRESHED SHOWROOMS, A NEW INKJET SPECIALIST AND AN OPEN DOOR POLICY. WELCOME TO TETENAL UK Exciting changes have taken place at Tetenal UK which includes the updating of their Leicester based showrooms, creating an unrivaled location to view and get 'hands on' with a large range of equipment from leading names across the photo print industry.

Seven Printer Army One of the key new areas created is a dedicated Inkjet Room, featuring seven different Epson Inkjet Printers including the lightning quick P10000 and P20000, plus a selection of desktop printers and the Epson SC-S80600 Solvent Printer.

This room also features a variety of Inkjet Papers including the Spectrajet and Ilford brands. Tetenal's inkjet paper range encompasses everything from Photo to Fine Art to Dry Lab. Extensive Product Range From the extensive range of large format printers mentioned above, to dry lab

photo printing solutions, Tetenal have every need covered. This is enhanced with photo retail solutions including kiosks, scanning, gifting products and specialist equipment including T-shirt Printers and Photo ID systems.

Visitors have the opportunity to print their own pictures on a range of equipment, and on a selection of media including the recently re-branded Spectrajet range of papers. It's a rare opportunity where you can take your time trying the hardware out for yourself to get a true feel of how it will fit into your business.

Advice and Expertise Tetenal are renowned for having the industry experience that customers find invaluable when requiring advice and assistance. The creation of a new 'Inkjet Specialist' role sees David Norris available to assist customers and visitors with his technical expertise on print, profiling and printing workflows.

David Norris Tetenal Inkjet Specialist

Call or e-mail marketing@tetenal.uk.com to arrange your visit and see how Tetenal can help you grow your business.

Tetenal Ltd, Meridian Business Park, Leicester | TEL: 0116 289 3644 | www.tetenaluk.com

BPI News Product Focus

SWAINS OFFERS RETAILERS THE GIFT OF PHOTO

Photo gifts are easy sells on which you can enjoy a good profit margin – so it’s a great option for any photo business. BPI News learns how one retailer has sourced dye sub equipment via Swains to start producing photo gifts in house… and how you can do the same!

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ndependent retailer Rapid Photo is located in Brixton’s busy heart, a stone’s throw from the Tube and large community centre. That means there’s lots of passing footfall – plus plenty of long-term customers – all looking for something new from a business that has served the area and successive generations for the past 32 years.

“Local people automatically associate us with photography, because we’ve been here for so long,” acknowledges owner Anish Shah. Although enjoying steady business from passport and wedding photography, the retailer found his customers were, however, beginning to demand something different. That prompted him to explore adding a photo gifting service – something retailer friends were already advising he should do.

After a false start involving cheap Internet-sourced equipment, he spoke to his local Swains Regional Sales Manager, Richard Bull, about giving it a proper go. For the past year Swains has been partnered with dye sublimation print specialist Nova Chrome – meaning the distributor has access to all the equipment and media with which retailers can start producing photo gifts themselves, with next day delivery promised. For their part, the guys at Nova Chrome provide superior training and product support.

PROFIT TO DYE FOR Suitably inspired and reassured, Anish has invested in an A3 SG800 printer and kit to start producing photo slates, bags, cushions and mugs – in fact, within the photo gifting market, there are plentiful options to satisfy both retailer and customer.

Doing it all in-house also provides the

A cushioning effect: Rapid Photo’s Anish Shah has seen his business benefit from the ability to produce varied photo gifts in house, and quickly

Great Valueised Gifts Personal

opportunity to serve the customer while they wait, or ask them to pop back in an hour for the finished item. With today’s generation wanting to make a purchase and receive the item quickly, such a service can be a very effective sales tool.

“Swains reassured me that investing in our own means of producing photo gifts was going to be the best thing we’d ever do,” recalls long-term customer Anish.

“And you know what? So far it’s been fantastic. The training we’ve been given

by Nova Chrome has been second-to-none.

My staff are now familiar with how to do everything and we’ve already taken some decent sized orders. My only thought now is why didn’t I do this four years earlier?”

The longer game is for Anish and his team to offer to fulfill photo gift orders for fellow businesses: “We’ve got a lot of friends in the trade who still don’t do photo gifts. Or if they do, they are outsourcing like we were previously, meaning that their margins are not fantastic.”

Aside from achieving better margins, another consideration for getting into offering photo gift fulfilment in-house was the ability to improve the turnaround time. “People really don’t want to wait five days for a mug; in-house it takes five minutes to do. We can churn things out pretty quickly. Customers are now

From aware that we do photo gifts £ Gift Ideas t ea Gr because we promote it on our d Ones For Your Love website, Facebook page and Instagram. We’re trying to build that side of the business up, so, come Christmas time, when people are looking at photo gifts as last minute presents, we can service those customers.”

Products doing well for Anish include mugs, slates, T-shirts and mouse mats, along with cushion covers. “Slates are one of those nice gifting items that doesn’t actually cost much more than ordering a picture in a frame.

It’s something different… and I find that customers are now more clued up You’d be a mug if you missed out on the about what’s possible from us because ability to self-create they do their research online. It’s nice

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saleable product, meaning that you keep 100% of the profit for yourself

For more info call Swains on 01485 536200, email sales@swains.co.uk or contact your Swains Regional Sales Manager 8 July/August 2019 | BPI News

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News

LIGHTS, CAMERA, TENBA!

for them to be able to come into the shop, touch and feel the product, and then make a decision based on that.”

Anish concludes by observing: “Swains are a great bunch of people to work with. We’ve known them for as long as I can remember and their sales people are fantastic.”

If you’re considering which photo gift options you should be adding to your own stock, then it will be invaluable to talk to your own local representative and take inspiration from the fact that Swains’ best sellers include not only photo slates and coffee mugs, but more recently pet lines, including dog collars, tags and bandanas.

Ensure you are registered for the Swains website as new lines from the extensive Nova Chrome range are frequently added. Likewise if you would like Swains to order anything outside of their current listings, please contact Swains Sales.

For more equipment options to get you started, see the Swains’ advert on page 3 of this issue as well as the brand new Swains 2019/20 Frame & Album Catalogue. www.swains.co.uk

Put it on the slate: Swains recognises that your customers are always looking for something different, providing innovative solutions to suit

Distributor MAC Group Europe has been in touch to inform us of two Tenba branded bags in the Cineluxe Pro Gimbal Backpack 24 and Roller 24 case.

As the name of the range indicates, these are being pitched at filmmakers with the suggestion that the bags will allow them to get to work more quickly than before.

The Cineluxe Pro Gimbal Backpack 24 (£412 SRP) is claiming an industry first in that it allows a fully built and balanced gimbal to be carried safely inside. This allows filmmakers to build their rig in advance and arrive at a job ready to shoot in a matter of seconds.

The Cineluxe Roller 24 (£365) meanwhile offers the benefit of a capacity normally reserved for Tenba backpacks, but adds state-of-the-art shock absorber wheels. This option can carry a multitude of accessories alongside a complete rig, therefore allowing Tenba to describe it as the ‘ultimate videographer’s bag.’ www.macgroupeu.com

BPI News is your mouthpiece to the photo trade, so use it! Send your press releases and news items direct to: info@bpinews.co.uk @bpi_news

BPI News | July/August 2019 9

Minilab News

PRINT THAT: PHOTOXPORT POSTS EXCELLENT HALF-YEAR RESULTS Leicester’s PhotoXport, official partner to Citizen Photo, exclusive UK distributor of Noritsu, and supplier of OKI solutions, is bucking the trend…

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hile trading conditions may be challenging for many at present, PhotoXport is helping itself – and its retailer partners – to buck the trend, in reporting hugely positive results. Busy enough as it already was, the supplier’s decision to expand its portfolio from the still much-in-demand and wellreceived Noritsu wet and dry labs to also include desktop dye sub solutions from Citizen, plus UV printers from the OKI brand has apparently paid dividends.

“Our positive expansion is something we want to shout about as we reach the mid year mark,” enthuses PhotoXport’s pro-active MD Derek Fieldhouse, quoting a report from industry analysts Plimsoll that suggests PhotoXport is the 29th most profitable company its UK market, is the 4th fastest growing company, has been rated as ’strong’, plus confirms PhotoXport’s sales growth is on the up.

“PhotoXport has enjoyed successful organic growth year on year not only doubling our sales turnover and profits this past year, but also increasing our number of customers, with a greater sales presence in more geographical regions throughout the world,” Derek adds. “Aside from our expanded product portfolio, we believe a major contributing factor to PhotoXport’s successful growth is our commitment to customer satisfaction, both leading into and following the purchase of products.”

GET IN TOUCH TO FIND YOUR BESPOKE SOLUTION Naturally, potential customers who’d like to evaluate PhotoXport’s offerings, and see for themselves how the company can be of service, are warmly welcomed to get in touch. “I think it’s not just the photo industry having a tough time – it’s businesses across the board when we’re in this current period of political and national uncertainty,” Derek reckons.

“Uncertainty is a killer and there’s the danger of acting like the rabbit frozen in the headlights. But we’re breaking records with silver halide machines

again this year, believe it or not.

“We’ve got six machines going into retailers this month, which is unheard of, really. We’re busy – every day we get orders and are always up against it getting stuff out the door – so we’re doing OK. The move to a broader product range has increased our customer reach, without a doubt. What’s changed compared with 12 months ago is that we decided to get into more sectors of the photo business – and that’s been a good move and a good decision. We get extra

PhotoXport has expanded its printer offerings to include OKI and Citizen alongside Noritsu.

Get in touch to find out which one would best fit your business

“PhotoXport has not only doubled our sales turnover and profits this past year, but also increased our number of customers.”

Derek Fieldhouse, PhotoXport MD online orders now and we’re dealing with people we previously didn’t know.”

Key PhotoXport products for you to consider include Citizen’s dye sub printer offerings in the Citizen CX-02 (core component of the Wi-Fi enabled SnapFoto and the most portable option), the next step up in the high capacity CY-02 and the premium OP900ii device aimed at professionals

seeking ‘outstanding’ levels of colour, consistency and permanency, while also being a great option for B&W. Citizen printers can also provide a profitable stream via ID photos in conjunction with ID Photos Pro 8 biometric passport software and Print Manager.

Don’t forget also the Noritsu Green IV drylab, plus the flatbed feed OKI 9542 and inkjet print head UV printers as touched on in previous editions of BPI News, with a unique wall printing option also on the way (call for details!). A standout feature of the OKI is that it can handle media with a chunky 360g density and that it can put the colour white down first, which makes a massive difference and provides a stunning 3D-like effect It will also do spot white as well, there’s an envelope feeder, and it can do 50 pages a minute. Finally, the Noritsu Green IV offers unique print sizes up to a 12x69.92inch ‘super panoramic’ print. It also offers major benefits such as ease of use by removing the need for in-store chemical mixing, plus it offers significantly lower maintenance and energy consumption.

For more on all of the above, make sure you talk to Derek Fieldhouse at the earliest opportunity.

Contact PhotoXport’s Derek now on 0116 2675907. Visit www.photoxport.com for more on all the above 10 July/August 2019 | BPI News

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BPI News Extra

HASSELBLAD ANNOUNCES A RAFT OF NEW PRODUCT

Hasselblad is building on its acclaimed 20th Century heritage to forge new products for the 21st.

BPI News attended the London launch of the X1D II 50C medium format camera, XCD 35-75mm f/3.5-4.5 lens, and 907X + CFV II 50C camera and back combo, to bring you more…

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xactly three years since its original compact medium format mirror-less X1D was announced, Hasselblad has an updated version in the X1D II 50C (£4,500 SRP), which improves operational speed and performance. As the model name indicates, the camera retains a 50 MP sensor at its heart, along with an OLED EVF and 3.6-inch touchscreen. A similarly updated Phocus Mobile 2 app has been launched alongside it, which will allow your photographer customers to share images to their iPad Pros.

As with its predecessor, the pitch for the X1D II 50C is that photographers will be able to “take the beauty of medium format anywhere.” Compatibility is offered with its maker’s state-of-the-art leaf shutter XCD lens line-up. There’s a new addition here too: the XCD 3575mm f/3.5-4.5 zoom (£4050 SRP).

The third new announcement is that of a new CFV II 50C digital back, promised to arrive autumn this year at a price yet to be set. This features a tilting rear LCD display that will offer pinch-and-expand touchscreen control.

USB-C connectivity is also offered for faster file transfer. With its manufacturer telling us that “digital backs are not over”, there’s a real opportunity here for retailers, as this new product cleverly allows for Hasselblad cameras from as far back as 1957 to be ‘made digital’ when the 50 megapixel back is attached.

A fourth new product indicates that your customers won’t even need an old Hasselblad to use the new back. The back is being offered in a combination – the 907X + CFV II 50C – that pairs it with an ultra slim camera (in fact, Hasselblad’s slimmest camera ever made) that sits between the digital back and provides access to its XCD series lenses. This, its maker claims, makes it one of the smallest and most portable medium format camera systems ever. Accessories will include an optical viewfinder and grip.

‘BLAD TO THE BONE Following the products announcement, we sat down with with Hasselblad’s Technical Communications and Training Manager Chris Cooze, who told us that on the X1D II what’s chiefly changed is: “We’ve updated the displays to make text easier to read and we’ve updated the viewfinder. It’s a 60fps refresh rate now, so the image that you’re looking at is that much sharper and stable. The colour accuracy of what you’re seeing has also been improved, as well as the start up time now being 46% faster.

Anyone picking up the new camera should feel that it’s more responsive in comparison with the old one, while you’ve still got the pinch-to-zoom, swipe and double tap functionality, as well as our

Sitting pretty: The 2nd generation of Hasselblad’s medium format mirrorless X1D has arrived.

Operational speed improves while 50MP resolution stays the same, delivering plenty of detail, as per sample portrait. Below: Phocus Mobile 2 app, and bottom left, the 35-75mm XCD zoom

wheels and buttons should you choose that alternative style of interface.”

The whole point of the ‘X’ system is that it’s a transportable, high quality camera, that can be used outdoors as well as for the studio. It can even shoot tethered to an iPad via USB-C connection, if so desired. In terms of the intended audience retailers should be selling it to, Hasselblad believes it will appeal to both existing users and new ones – widening

Medium format photography goes mobile: Second generation X1D II 50C camera, updated iOS app, new 35-75mm XCD 12 July/August 2019 | BPI News

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Hasselblad Promotion its audience and your own customer base.

“Because the camera’s physical size and weight lends itself to being easily transported, it should appeal to travel and lifestyle photographers, as well as portrait and wedding photographers,” Chris suggests. “Part of the feedback we received was that it would be very good if we could make the AF system response time quicker and the shutter lag reduced.

So we’ve tweaked the system to deliver those improvements for those individual

markets. Also, thanks to various adapters, you can affix the H system lenses, so if you’ve got a range of glass for that system you can use it on the X1D II 50C.” In conclusion, the main selling points for the X1D II 50C when compared to its forebear include the fact that it’s faster and more responsive, while the core design, sensor resolution and image quality has remained the same.

“We have also improved the card slots – they’re now UHS II card slots, so you can use faster cards and larger cards, such as 1TB. All of these little things mean that the camera is incrementally better.”

PRODUCTS WORTH LOOKING INTO Hasselblad’s equally new 35-75mm XCD family lens follows on from the release of 65mm, 80mm and 135mm primes.

“We’ve taken a little longer with the zoom because we wanted to make sure that the quality was spot on,” Chris Cooze reasons. “Image quality, corner to corner, is pretty much as good as a prime. You’d have to be quite finickety to say it wasn’t.

“We’ve tried to put this lens out at a price that is competitive for a high quality

Classic yet contemporary: A new digital back and slimline camera combo allows use of XCD lenses, as Hasselblad’s Chris Cooze (on right) explains. Below: optional optical viewfinder and grip accessories

zoom lens, which replaces, effectively, three fixed focal lengths. If you want a super shallow depth of field you’re going to buy an 80mm, but if you’re travelling and want a single lens to cover most of the focal lengths you are likely to use, then this zoom will achieve that.”

Moving along to focus on the digital back and forthcoming super slim camera combination, Chris recalls that Hasselblad has had various incarnations of the CFV II 50C over the years – most recently the CFV 50C, which had a 50 megapixel CMOS sensor, but still used Firewire and a CF card. That was discontinued two years ago.

“The purpose of the new upgrade is to move all of the latest technology, including touch control, USB-C and SD card, onto that original digital back.

Additionally, one of the big issues with the older versions was that the battery was externally mounted onto the back.

With the new model, the battery’s a standard X system internal battery, so it will fit onto pretty much every camera from 1957 onwards. While that’s

great for ‘V’ system users, we also wanted to develop a whole new camera system using the CFV II 50C. So now they can have the super slim 907X camera body, which provides access to XCD lenses. Or if they use our XH adapter, they can also have access to ‘H’ system lenses. A whole new audience will see this 907X + CFV II 50C combination as a super small camera with a fantastic sensor plus almost all of the functionality that you have with an X1D. There’s a whole new customer base out there.”

For more, speak to your local Hasselblad UK rep or visit www.hasselblad.com

zoom lens, CFV II 50C digital back plus 907X camera and CFV II 50C combination kit launched for summer/autumn 2019 NEVER MISS AN ISSUE! Read BPI News online at issuu.com/bpinewsonline

BPI News | July/August 2019 13

Authorised Service Centre THE LEHMANN’S PROMISE: 6 MONTH WARRANTY COVERING THE WHOLE CAMERA - NOT JUST THE REPAIR • FOLLOW UP ON EACH INDIVIDUAL REPAIR

Add camera repairs and servicing to your business by partnering with H. Lehmann

Our legacy of trust, extended to your business…

Established in 1978, based in Stoke on Trent and founded by Hans Lehmann, we became a Limited Company in November of that year. In 2015, H.Lehmann Ltd came under new Directorship.

It was the new Directorship who, with their knowledge of modern technology, implemented many changes to the company to bring things up to date. For example we introduced a cloud-based track-and-trace system, to assist not only ourselves but also camera dealers around the UK.

Assisting camera dealers around the UK since our establishment, H.Lehmann is an Authorised Repair Centre for Canon and Nikon. In addition we offer repairs and servicing of all common camera and lens brands, including Sony, Sigma, Fujifilm, Panasonic and Tamron.

Not only are we a Canon Authorised Centre, we also have Canon Professional Services (CPS) status, meaning all CPS Members are offered a priority repair service. Being officially authorised, we not only cover chargeable repairs for Canon and Nikon but also undertake their warranty work too.

Proud to have associations with

Our team of technicians each have a minimum of 25 years’ experience.

Arranging a collection service with ourselves is easy. Just call us on 01782 413611 or email us on either admin@hlehmann.co.uk or invoicing@hlehmann.co.uk We also have a Customer Service Manager, Carl, who will look after your account, follow up each individual repair and be on hand whenever required. He can be contacted on carlmiller@hlehmann.co.uk or via 07807 267029.

The Photographic Alliance of Great Britain

CONTACT US TODAY ON:

01782 413611 Email: service@hlehmann.co.uk www.hlehmann.co.uk

Authorised Service Centre

•*FREE RETURN ON UNREPAIRED SERVICE - IF ESTIMATES ARE NOT APPROVED • CLOUD BASED TRACK AND TRACE SYSTEM • THE LEHMANN’S PROMISE

“I had two cameras that needed an urgent clean. I was impressed with H.Lehmann’s quick turnaround, a very professional job and friendly service.”

Andy Rouse, Professional Wildlife Photographer

“I have been using H. Lehmann Ltd for over 20 years. They’re always friendly, helpful, excellent and professional. The customer service is great and I have always been completely satisfied with all work carried out for me.”

Carl Recine, Sports Photographer for Action Images

…with expertise and precision that’s second to none Here at H. Lehmann we have the exclusive test equipment supplied and used by the original manufacturers to complete your repairs to the accuracy and precision they recommend. For example, we can position a CMOS sensor to within a 1000th of a millimetre in all four corners of the frame.

We also offer a lens-to-body calibration service here on site in our 20-metre long projection room, where we isolate each individual AF sensor in the body and best point match to deliver pin sharp images. This calibration overrides all minor adjustments that can be made by the owner and ensures their subject is perfectly in focus

within seconds; perfect for wildlife, sports and weddings where time is of the essence.

We offer FREE ESTIMATES and *FREE RETURN UNREPAIRED

24 hour track & trace system

Our own Logistical Department provides a FREE Hand to Hand Collect and Return Service from your store. If this is not geographically possible we do provide a UPS collect and return service for a small fee. Once your repair is completed, our 6 month warranty covers the whole camera and not just the repair we have completed.

Our cloud based Track and Trace system is available 24 hours a day, 7 days a week (including Sundays and Bank Holidays) for you to track the progress of work on your equipment. An electronic receipt is produced for equipment received and estimates can be approved or declined online with the simple touch of a button.

Find us at 247-249 London Road, Stoke on Trent, Staffordshire, ST4 5AA Tel: 01782 413611 • Email: service@hlehmann.co.uk • Web: www.hlehmann.co.uk *Any unrepaired items are to be returned with the next available chargeable repair

Get in touch with the team at H.Lehmann now on 01782 413611, email admin@hlehmann.co.uk and visit www.hlehmann.co.uk

BPI News Product Focus

SIGMA FAMILY VALUES: MADE IN AIZU, BEST SELLERS IN THE UK

Sigma wowed the great and the good of UK photo retail last month with a Japanese themed showcase for its new L-series lenses – displayed en masse for the first time – along with its cameras and third party optics. There was even time for some traditional dance…

A

izu was, historically, the last stronghold of Samurai resistance in Japan – as depicted in the Tom Cruise movie The Last Samurai. Today it is the location of Sigma’s factory, enabling the manufacturer to proudly claim its products are all ‘made in Japan’, with the precision and attention to detail that such a claim infers. But more than this Sigma believes its workforce continues to honour the warrior values of loyalty, dedication and tenacity even today.

“Sigma is a unique company in that we are family owned and always have been,” reveals UK GM Graham Armitage. “By contrast the large Japanese corporations tend to be just that – very corporate, without the personal touch.”

Something we didn’t know is that Aizu, like the more famous Kyoto, is home to the geisha, renowned for their preservation of the ancient art forms of music and dance, as well as traditional elegance – with the latter also inspiring the elegant look of Sigma’s own products, it suggests.

To ably illustrate these points, Sigma recently hosted a suitably themed

dealer event in London’s Soho, at which it also introduced Japanese colleagues and provided a display of geisha music and dance. It also provided the first opportunity for all of us to get hands on with 11 different prototypes of its forthcoming L-series lenses, compatible with both Panasonic and Leica brands (representatives of both were also in attendance).

As regular BPI News readers will be aware, Sigma’s L series offerings comprise the 14mm f/1.8 DG HSM; 20mm f/1.4 DG HSM; 24mm f/1.4 DG HSM; 28mm f/1.4 DG HSM; 35mm f/1.4 DG HSM; 40mm f/1.4 DG HSM; 50mm f/1.4 DG HSM; 70mm f/2.8 DG Macro; 85mm f/1.4 DG HSM; 105mm f/1.4 DG HSM plus the 135mm f/1.8 DG HSM. In addition, don’t forget, if your photographer customers buy its MC-21 converter, then they’ll also be able to use Sigma SA mount and Sigma’s Canon EF mount lenses on L-Mount camera bodies from Panasonic. Sigma also displayed its visually impressive Cine range lenses, as well as its acclaimed prime Art series optics.

Sigma’s biggest fan: not only its Japanese heritage, but also the fact that the business is family run was demonstrated and outlined by the manufacturer at an event for UK retailers last month, which also saw L-series lens prototypes displayed

A FAMILY BUSINESS… MEETS ITS TRADE ‘FAMILY’ Although a relatively informal occasion, retailers in attendance were also presented with an ‘Acknowledgement of Excellence’ Certificate from Sigma Japan’s Financial Director Shin Yasumoto – the nephew of the company’s original founder – and Hideaki

Sigma UK General Manager Graham Armitage, with geisha, presents to members of the UK Photo trade

All lenses sold via Sigma Imaging UK come with the benefit of a three year limited warranty. www.sigma-imaging-uk.com 16 July/August 2019 | BPI News

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Sigma Promotion “The agreement to share Leica’s L mount system is producing a formidable range of compatible and interchangeable cameras and lenses..”

Graham Armitage, Sigma UK General Manager Nishioka, who is responsible for the export of Sigma product to the UK. “I think we’d all concede that things are challenging in our industry at the moment,” Graham admitted. “Retail in general is undergoing some seismic changes and we have our own very special problems in the UK with the extraordinary circumstances of the

prolonged Brexit negotiations. But today, to the relief of all of us, we can celebrate a positive story and thank the trade for the hard selling they’ve done on our behalf.”

Graham recalled that Sigma’s original ‘in’ to the UK market was via C.Z. Scientific Instruments, who were appointed as the first UK sole agent for Sigma in the mid 1970s. Graham himself joined as a Sigma product manager in 1978. “In those days Sigma was a small, family owned business with a very modest factory, situated on the slopes of what we hope is a dormant volcano called Mount Bandai in the beautiful mountainous region of Aizu.

“The brand and reputation has come a long way since those far off days and Sigma’s factory has become one of the biggest and most technologically advanced of its kind. We’ve experienced many economic recessions over the years and also the disruption caused by technological changes. Many of us will recall the move from manual focus to autofocus in 1985 and the disruption to business that it caused. And then,

around the turn of the Century, the change from analogue to digital and introduction of optical stabilisation. All such changes pose challenges, but more significantly they pose opportunities.”

A PERIOD OF TRANSITION We’re currently in the throes of another transition, Sigma believes in moving from DSLRs to full frame mirrorless. But its foundations and reputation are strong enough to rise to such a challenge.

“Today, under the leadership of founder Michihiro Yamaki’s son, Kazuto Yamaki, and his concept of Sigma Global Vision, we have a highly respected name in the industry and are currently number two in the UK lens market,” Graham notes.

“The decision to retain all manufacturing in Aizu, Japan, has been crucial to our success. Most of our competitors moved their production abroad to China, Taiwan and Vietnam, in chasing lower labour costs, but instead they got lower productivity and lower standards. Mr Yamaki’s stroke of genius was to locate his factory in Aizu. This pristine thermal region has plentiful crystal clear water for hydro-electricity – so when the Fukushima power station disaster occurred, the hydro-electricity allowed the factory to continue production when other companies literally ran out of power. Above all, the unparalleled ability and commitment of Sigma’s workforce has played a vital role in Sigma’s success.

Aizu was the last stronghold of Samurai resistance in the Meiji Restoration and the warrior values are maintained today in the workforce of over 1800 dedicated craftsmen and women, who produce our market-leading lenses.

“In the 70s Carl Zeiss were attracted

by Sigma’s technical ability to produce zoom lenses – they made a 39-80mm – and today we once again find ourselves in the company of great names from the industry in our alliance with Leica Camera and Panasonic. The agreement to share Leica’s L mount system is producing a formidable range of compatible and interchangeable cameras and lenses.

Sigma today is still a family owned business, sharing many family values.”

Graham then passed over to his Sigma Japan colleague Hideaki Nishioka to share a little more about what makes Sigma and its relationship with the Aizu region so special – while recognising its global reach as a brand. “Since 1961 when Sigma

Getting to know the UK trade: L to R: Sigma Japan’s Chief Financial Officer Shin Yasumoto and Chief Clerk for its International Division Hideaki Nishioka

Corporation was born we’ve survived in the market thanks to our partners and customers. So it’s been 58 years and 2021 will be our 60th anniversary.”

Hideaki-san also outlined the fact that Sigma, for all its international presence, has been run from the outset as a family business, with the present boss being the son of its founder. With 1850 current employees, annual turnover last year was 38.2 billion Japanese Yen. He added that Sigma also has eight subsidiaries – seven being for sales and marketing, with the eighth focused on R&D for its cameras, located in San Jose in California.

While Sigma’s factory is in Aizu, its main headquarters are on the outskirts of Tokyo, one hour from the centre.

“They’re not too far apart, so we always have a close communication and face-to-face meetings. Our corporate philosophy is ‘small office, big factory.’

Our founder Michihiro Yamaki had the idea to keep the organisation as lean as possible, while achieving the best possible engineering power. So about 70% of our head office workforce are engineers.”

Hideaki added that Sigma produces almost everything for its products itself – from small screws to glass elements in any size. “This is why it’s important for us to have the Aizu factory, and understand where we are from and who we are, as Graham has detailed.”

All-in-all a fascinating event, much appreciated by the UK trade, who were not only intrigued by Sigma’s richly detailed history and location, but also charmed by the traditional geisha display.

Suitably inspired, it’s obvious that it’s well worth getting in touch with your local Sigma sales rep for more on the forthcoming L-series lenses and details of how you can quickly add these expertly crafted optics to your own stock. www.sigma-imaging-uk.com

All lenses sold via Sigma Imaging UK come with the benefit of a three year limited warranty. www.sigma-imaging-uk.com @bpi_news

BPI News | July/August 2019 17

BPI News Extra

HANDS ON WITH FUJIFILM’S 102MP ‘BEAST’

BPI News was invited to get hands on last month with Fujifilm’s biggest medium format mirrorless camera launch to date. Retailers and their customers can expect stock towards end of August

A

t a London preview last month, we finally got to try out a working sample of Fujifilm’s much-anticipated medium format mirrorless camera in the GFX100, first unveiled at Photokina 2018 and certainly its manufacturer’s biggest and most prestigious launch for quite some time in terms of specification and intended audience.

“Demand has been quite unexpected in terms of the numbers,” admits Fujifilm’s Marketing Manager Andreas Georghiades, with the result that specialist retailers and their customers should be able to get hold of stock towards the end of August, once those who pre-ordered are taken care of.

As we learnt last issue, at the core of the camera is a new 102MP sensor, which Fuji told us is the same backside illuminated chip as found in the X-T3. The sensor supports 16 bit Raw (Raw files being a massive 200MB in size, uncompressed).

The camera also offers users the option of a new ‘M’ JPEG setting for when users don’t need or want to end up with a massive file size. This would also come in handy when reviewing shots.

While, for those photographers who also shoot video on occasion, the camera can shoot 4K video at up to 30fps, we were told it isn’t yet possible to get 60fps on the GFX100 at this point in time.

Nevertheless its maker believes that it is in the realm of high-end cinema cameras.

There’s also the fact that, according to Andreas, “in the cine world the GFX100

A winning proposition: Fujifilm UK’s General Manager Theo Georghiades is pleased with the positive reaction to, and pre-orders for, the GFX100 (in hand & above right)

Burst of colour: The GFX100’s 100 megapixel shots display plenty of delicate detail, though your customers will need a fast/large capacity media card plus an up-to-date computer to be able to handle the mega file sizes

is seen as inexpensive… so there’s huge interest from the video world for this camera.” Impressively, 4K recording of up to 60 minutes in duration is possible, though Fuji couldn’t tell us how warm the camera might get if that was attempted.

BIG ON SPEC BUT NOT PROHIBITIVE IN SIZE Images are composed in the first place via the aid of a 0.5-inch, 0.86x magnification 5.76 million dot EVF, there’s an X-processor on board and the camera to all intents and purposes has been designed, in terms of usability and operation to “perform like a mirrorless camera, not a large camera,” adds Andreas. Those who may not have handled a medium format camera before should be able to pick it up and start using it pretty much instantly.

The magnesium alloy constructed camera is weather and dust resistant and can operate down to temperatures of -10°C. To help avoid vibration, the camera is actually made up of a separate outer and inner construction. Its image stabilisation mechanisms provide the

equivalent of 5.5 stops and we were told that there are 10,000 calculations being done by the camera every second for users to be able to end up with a steady image. In total there are 95 weather sealed parts. “It’s very durable and ‘go anywhere’, like most of our cameras,” Andreas confirms. A case in point: it weighs 1400g including EVF and two batteries – or 1320g excluding the EVF. Operation wise, the camera has “a lot more custom buttons”, says Fuji, plus two LCD windows – one on the top and one on the back as expected, plus a new rear sub monitor. This being a Fuji camera we also get 16 Film Simulation modes, ape-ing the analogue film look, while this is the first GFX to offer Eterna Film Simulation mode. Photographers additionally have the option to apply Smooth Skin Effect mode “as we recognise this camera will be used for portrait photography,” says Andreas. Another bonus is Face Detection AF, that also supports smaller face tracking. Its maker admits that the former is “not as quick as the X-T3, but here we have four sensors that have come together.” We were also told the camera’s quick and silent shutter mechanism is the same as on its mirrorless X-H1 model and that the shutter itself is good for 150,000 actuations.

Connectivity wise, the GFX100 offers USB Type-C, and, conveniently, it can also be charged that way. Naturally the audience for this camera may well want to shoot tethered, and in this it’s supported by Capture One Pro software.

As noted at the start of this article, availability is currently towards the back end of August for retail and any new orders. www.fujifilm.co.uk

The trade should look to the end of August for fresh availability on Fujifilm’s 102MP medium format mirrorless GFX100 18 July/August 2019 | BPI News

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BPI News Product Focus

SKY’S NO LIMIT TO PROFIT FROM TENBA BAGS With your customers packing their bags for summer holidays, there’s rarely been a better time to introduce them to a new camera bag series – Skyline from Tenba bags, as distributed by MAC Group Europe – to affordably house all their photo accessories...

Q

uality items at affordable price points that will deliver you a competitive margin is what

MAC Group Europe consistently promises and delivers for the UK photo trade. New products and innovations are similarly just as important to keep customers engaged and drive sales – and that’s just what the distributor is offering this month via new additions to the Tenba branded Skyline camera bag collection.

To enable MAC Group Europe’s retail partners to make a swift and easy sale, the latest Skyline products maintain its ‘keep it simple’ philosophy, which extends to their minimalist design and use of durable, high quality materials.

“Like the existing Skyline bags, these new models have been designed to deliver healthy profit margins at high-volume and consumer-friendly price points, all without compromising on excellent quality and great features,” says Brand Manager for Tenba bags, Loraine Morgan, by way of a pitch to potential stockists.

MAC GROUP EUROPE HAS SUMMER ‘IN THE BAG’ There are six new Skyline products being released for this summer in the existing contrasting colour schemes – black with silver logo plate and grey with blue logo plate. With this eye-catching laser engraved aluminium Tenba badge on each, MAC Group Europe believes the brand will be highly visible in the market.

What’s more, there is a Tenba camera bag to suit every budget and size of camera – whether that’s a compact, CSC or DSLR. Owners of small mirrorless cameras, such as the Sony Alpha 6800, or premium compact cameras, such as the same brand’s RX100 series, are directed to the Tenba Skyline 4 and 3 pouches (below, left),

“Like the existing Skyline bags, these new models have been designed to deliver healthy profit margins at high-volume and consumer-friendly price points, all without compromising on excellent quality and great features” MAC Group Europe Brand Manager for Tenba, Loraine Morgan

respectively. These come in grey or black, and are priced at £15 SRP for the ‘4’ and £12 for the ‘3’. Durable and weather resistant, they’re made from water repellent fabric with reliable YKK zip fasteners and a Velcro loop at the back for attachment to a belt, if so desired.

Next up are the slightly bigger Skyline Top Load 8 & 9 bags (below), which are designed to fit either a Canon EOS type DSLR in the smaller ‘8’ option (at £25 SRP) or a pro DSLR such as the Canon 5D plus 24-70mm f/2.8 lens in the roomier ‘9’ option (£30 SRP). It’s also suggested that a compact camera drone would fit.

Again the bags are water repellent and come with attachment points such as shoulder strap and belt loops at the rear.

For larger pro DSLRs there’s Tenba’s Skyline Messenger 13 (right). As it sounds this is a messenger-style bag that can house a pro DSLR with a 24-70mm f/2.8 lens attached, plus further 70-200mm f/2.8 and 16-35mm f/2.8 lenses and a laptop up to 13-inches.

With quick access top zip, side mesh pockets, padded

walls and adjustable dividers, just one size choice here in black or grey, SRP is £75.

The final (and roomiest) option for photographers is the stylish Skyline Backpack 13 (below, right). This option should be pitched as a practical carrying option that doesn’t automatically scream ‘camera bag’. Again with just one size choice in black or grey, SRP is £90. Selling points here are its capacity to fit a pro DSLR with a 24-70mm f/2.8 lens attached, plus further 70-200mm f/2.8 and 16-35mm f/2.8 lenses, along with a flash, while a padded front pocket can accommodate a laptop up to 13-inches. Like all options here it’s durable and weather resistant, while it singularly features a lightweight breathable harness with the benefit of a trolley strap. www.macgroupeu.com www.tenba.com

Out of the shadows: Tenba’s expanded Skyline family features camera bag options in all shapes and sizes, blending minimalist design with durable, high quality materials

Get in touch with MAC Group Europe now to request stock of Tenba Skyline bags on 01902 255500 or email orders@macgroupeu.com NEVER MISS AN ISSUE! Read BPI News online at issuu.com/bpinewsonline

BPI News | July/August 2019 19

News

NEW LEICA HARRODS SPACE & NEXT GENERATION INITIATIVE As is customary for the brand, Leica is having another busy and proactive month, launching a scheme to support and inspire seven up-and-coming photographers from the next generation that it is calling ‘Project Z’ – plus opening a dedicated Leica space within Harrods in London.

Armed with their choice of camera, selected photographers will travel the world over the next 12 months for Project Z, bringing their unique eye and shooting styles to bear on subjects including youth identity and sub culture, social documentary and landscapes affected by tourism. Showcasing what is to come, the first solo exhibition will launch on July 18th at the Leica Store City at London’s Royal Exchange, which features images of amateur bodybuilders, taken by photographer Joshua Osborne on the Leica CL. Joshua says: “I have been thinking about this project for a long time, so I was extremely excited when Leica approached me to work on Project Z. Using the CL was an amazing experience and seeing my exhibition come to life at Leica Store

City is an incredible opportunity.”

Leica’s UK MD Jason Heward adds: “Leica is the brand that is used to capture iconic images. We are perhaps less known for our work nurturing new talent. We don’t only do this through awards such as the LOBA Newcomer Award, or the Photographers Gallery New Talent, our nurturing takes place across all parts of the company. Project Z is a new UK-based initiative where we can support the new talent who will be part of the tomorrow’s zeitgeist.”

Take the fifth: A new location and new space for Leica in leading department store Harrods

Catching some ‘Z’s... from L to R, new shot-on-Leica images

by Rosie Matheson, Joshua Osborne & Nina Manandhar

In addition to supporting the seven up-and-coming photographers, Project Z will offer workshops, Q&A sessions and talks with leading Leica photographers to continue inspiring the next generation.

The photographers selected for project Z are Catherine Hyland, Lola & Pani, Cian Oba-Smith, Nina Manandhar, Joshua Osborne and Rosie Matheson.

For more see: www.leicastore-uk.co.uk/pages/project-z In addition, Leica has opened a new 45 square metre space within Harrods, which is part of the department store’s relocation of its technology department from the third to fifth floor. The manufacturer says that it has a prime position on said floor, which, as well as offering customers an ‘immersive’ experience of its product range, will also be home to the Leica Akademie. This is in order to offer photography workshops for photographers and enthusiasts of all skill levels, whether they are actually Leica owners or not.

This October coming, Harrods will host a ‘technology month’, which will feature a ‘Leica Takeover’ and host bespoke events and talks from Leica photographers. www.leica-camera.com

Cameraworld’s return lap of Brands Hatch As we went to press, the leading photo independent was poised to return to Brands Hatch for the second year running on July 12th to host its Cameraworld Live retail show. It was promising attendees that they’d be able to enjoy its ‘Famous Show Deals’ on top of cameras, lenses and accessories, while there would be various pro photographer ambassadors present to take visitors on trackside and terrace photo walks.

“Everyone had a wonderful time last year and there were plenty of bargains to be had,” says Director Tony Stent. “Don’t forget to bring your unwanted photo gear along, it’s a perfect time to trade-up!” www.cameraworldlive.co.uk

BPI News is your mouthpiece to the photo trade, so use it! Send your press releases and news items direct to: info@bpinews.co.uk 20 July/August 2019 | BPI News

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The easy way to store, move and identify Large Format Paper and Background Rolls.

Safely handling multiple large format rolls and keeping track of each has long been a problem for printers and studios.

The Stock & Roll 6 now enables you to safely store, move and identify your media rolls and is suitable for both 2“ and 3“ cores.

•

SAVE MONEY Estimated 5% of material is lost each year due to mis-identification or damage

•

MOBILE 6 sturdy lockable wheels for secure movement

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Minilab News

LORD OF THE PRINTS Shop of the Year winner in the 2019 Fujifilm Business Excellence Awards – Lords Photography – shares details of how it is benefiting from the manufacturer’s support and innovating in print sales

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hat makes a retailer deserving of the accolade Shop of the Year? Steven Lord of Brighouse-based Lords Photography, first featured in BPI News a year ago, doesn’t ponder our question for long: “We’re the best,” he chuckles, before adding: “Well, high street trading is very tough, so I make sure I’m proactive.

We’re constantly updating the website, social media and our window displays.

You have to attract the customer on the Internet, or on the street, and then when they come in you’ve got to do your best to sell them something. A way to achieve that is making sure your shop is up to speed and customer friendly.”

For the past two years, Steven has had help in this from Fujifilm. He says the best thing that happened to his business was taking inspiration from its Wonder Photo Shop in Barcelona.

“When you walk in it knocks your socks off, because it’s like nothing seen before in the photo trade – with brick walls and wooden pallets. I’ve done my best to replicate that, so when customers walk in they also think ‘this is amazing’.”

Unusually, Steven has two businesses in Brighouse within 200 yards of each other: one, Lords Photography, is devoted to photo retail and photo printing, while the second, Harrison Lord, focuses on bespoke framing services and fine art.

It’s a setup that works better for turnover than amalgamating both. “A business consultant advised us to stick with what we’ve got, as it’s a fantastic way of cross marketing,” its owner enthuses. “We can also offer more specialist services than if we had just the one shop. We have high value, made-to-order picture framing services in one shop, and we supply frames for the other in sizes that you can’t easily source from outside suppliers.”

GET INVOLVED, GET INSPIRED “I do as much as I can to get involved with the local arts festival and any event in the town,” says Lords’ owner of Brighouse, with its many independent shops. “We’ve got an artisan street market coming up and have just had a big 1940’s themed weekend which brought in about 40,000 people. From that we saw an

Everybody wants everything instantly – they want to walk in, connect their phone and an hour later they want to have that canvas or that mug. If you tell customers they have to wait five days then you’ve lost them.” enormous uplift in business, because it brings in those who are new to the town.

These days, because it’s tough on the high street, you have to work together as a community. The upshot is that you get business in your shop, but you need to get people into the town first.”

Steven adds that he spends a lot of time looking at other shops for ideas and used to be involved with the Photo Marketing Association, so travelled abroad to investigate other stores.

“Whereas a lot of my colleagues might just put in a Fujifilm lab and hope for the best, I realise that isn’t going to happen. So we’re also rebuilding the website at lordsphotography.co.uk and are producing a whole new image for the shop. I’ve spent the past three weeks working on a colour scheme and theme that we’re rolling out across our posters and flyers. I think it looks very ‘up to

speed’ and gives a consistent message.”

We are, of course, in a world of short attention spans where photo independents are up against some very powerful online competitors. “You

Lord of all he surveys: Steven only partnered with Fujifilm two years ago, but the improvements to his store and boost to his bottom line witnessed in that relatively short time has led to his store being quickly crowned ‘Shop of the Year’ (Steven pictured receiving his award last month)

Left: Steven’s promo material promotes use of the Fujifilm Imagine app and the products that it can deliver to his customers

To discover how Fujifilm can inspire ideas and help boost the profile and bottom line of your own store or minilab, 22 July/August 2019 | BPI News

www.bpinews.co.uk

Fujifilm advertorial

can’t be what I call ‘Mr Dusty’, with an old fashioned shop and dead flies in the window. I always bang on about the coordinated ‘customer journey’, starting with the shop window of the Internet that leads customers to come down and see your window display and A-boards outside. If these have

personalised photo gifts. “There is a wonderful opportunity there with events like Fathers’ Day, weddings and social gatherings, when people come in with pictures on their phones and within half an hour they’re walking out with a mug, a T-shirt and a print. It’s a whole suite of products and we’ve the

Before (left) and after (right): A visit to Fujifilm’s Wonder Photo Shop in Barcelona prompted Steven to re-think and re-fit his store, giving it a more invitingly contemporary feel

week of Fathers’ Day we were selling something every six minutes. The Fujifilm equipment and software we have is absolutely fantastic. I’m constantly amazed how we can throw things at it and perfect prints keep popping out.”

Steven adds that a whopping 90% of his business is now printing. “Ten years ago it would have been 90% camera sales.”

“The Fujifilm equipment and software is absolutely fantastic. I’m constantly amazed how we can throw things at it and perfect prints keep popping out.”

Steven Lord, Lords Photography the same consistent look and feel, they’ll walk in and talk to the staff and we’ll have a good conversation about what we can do for you.”

THE GIFT THAT KEEPS ON GIVING AT RETAIL In terms of what’s doing well for Lords Photography, Steven agrees with many others that we are in the era of

facility to do everything in store.” An alternative ‘click and collect’ route is also promoted via the Fujifilm Imagine app.

“Everybody wants everything instantly – they want to walk in, connect their phone – 80% of orders come off a phone these days – and an hour later they want to have that canvas or that mug. If you tell customers they have to wait five days then you’ve lost them.

Everybody’s got too much on. On the

Events like the recent Father’s Day provide the perfect opportunity to promote photo gifts as a viable and appealing present option to customers

When it comes to back up, the retailer notes that he has always found Fujifilm ‘super enthusiastic’ about what can be done to help promote business. “The hardware, software and print quality are excellent. If I need any help I just pick up the phone and they can remotely control the equipment, so any problem is sorted out within half an hour. But it’s marketing I’m interested in, as it’s all about sales, and in that they’re very keen to support me. For example, their business expert Wendy Grey has a very good system of inspiring sales – which is how to engage in a conversation with a customer to promote add-on sales. And it’s a measurable system. So if the average transaction is £15, we’ll look at how we can boost it to £20.”

To find out how Fujifilm Print Services can help advise and improve your own business and turnover, get in touch with Marketing Manager Gloria McCann now on 01234 572138 or view www.originalphotopaper.com

get in touch with Fujifilm’s Marketing Manager Gloria McCann on 01234 572138 or view www.originalphotopaper.com NEVER MISS AN ISSUE! Read BPI News online at issuu.com/bpinewsonline

BPI News | July/August 2019 23

Product of the Month

BPI NEWS PRODUCT OF THE MONTH: RICOH WG-6

With summer holidays in mind – and the suggestion that your customers might want a camera to take to the beach or the poolside – our occasional series highlighting products of note this month focuses on the toughened, waterproof Ricoh WG-6…

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uccessive generations of toughened Ricoh cameras seem to arrive yearly like clockwork, each one snazzier than the last, though the core features of the tiny 1/2.3-inch CMOS sensor at their heart – plus the fact that they’re waterproof, drop-proof, freezeproof and crushproof – doesn’t alter.

The latest example is the WG-6, which arrives in the wake of the older WG-60 and comes with either a can’t-miss-it tangerine orange faceplate or more sober and serious black. Available since this March, SRP on launch was £379.99. Partly justifying that price, its manufacturer claims that this latest iteration is the most durable in its history of this series.

Given that comparably diminutive sensor size, a 20 megapixel headline resolution for this camera is on the ambitious side. Here it’s married to a 5x optical zoom, which is pretty standard fare, and is internally stacked, which means to say at no point does it extend proud of the body and into possibly harm’s way.

There’s also a slide and unlock mechanism protecting the shared battery and SD media card slot at the camera’s base, in an attempt to avoid ingress from water and other potentially gadget-killing nasties.

Operation is pretty much point and shoot all the way here – and there aren’t many standalone cameras left on the market like that, post smartphone dominance. The camera

Here comes the summer: Your customers can choose from bright orange or sober black fascia versions of Ricoh’s latest toughened point and shoot compact, complete with ring light LED arrangement encircling the lens

feels robust in the palm and heavier than a phone, for sure, while still feeling manageable at 246g, with dimensions of 118.2x65.5x33.1mm ensuring that it will fit easily into any customer’s jacket pocket or roomy beach shorts.

Notably with such a camera, pixel count and, ultimately, image quality is less a key concern than being able to achieve an image your customers wouldn’t otherwise be able to – which remains the main selling point here. Low light sensitivity maxes out at ISO6400, though if the flash does need to be deployed, there’s the choice of the regular lozenge shaped window on the faceplate and, additionally, a ring light type arrangement of six LED lamps

Image Quality: Swan or ugly duckling? Given the small sensor at the heart of this camera the image quality isn’t going to compare to a mirrorless compact or DSLR. This camera’s all about allowing customers the opportunity to capture images in conditions they wouldn’t attempt otherwise

encircling the lens, which is a constant (and funky) feature of this series.

There’s no standalone charger provided out of the box. Instead its lithium ion cell is charged within the camera with the aid of a supplied USB lead and mains plug adapter, an indicator lamp on the top plate blinking to signify the battery is being replenished. Battery life is good for up to 340 shots, which for this class of camera is more than satisfactory.

Once we’re up-and-running, stills and videos are composed and reviewed via the aid of a 3-inch LCD screen with respectably clear 1,040,000 dots resolution.

This swallows up the majority of the real estate on the camera’s backplate and, as expected, there isn’t an eye level viewfinder as alternative. Happily, brightness levels can be adjusted to allow for greater clarity of viewing. A further useful aid is an electronic spirit level, supplied so users can check they have their horizons straight and level.

Unusually for a camera that accepts standard SD media, there’s 27MB of memory built in. Though, as it allows users to shoot a mere three highest quality JPEG images straight out of the box, you might question why Ricoh bothered.

With images looking as detailed as you’d expect from a modest 1/2.3-inch chip this camera is more about capturing the fun than fine art. Still, for the summer, that sounds just about perfect. www.ricoh-imaging.co.uk

BPI News is your mouthpiece to the photo trade, so use it! Send your press releases and news items direct to: info@bpinews.co.uk 24 July/August 2019 | BPI News

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BPI News Product Focus

NEW MODEL IN TOWN

Epson’s popular compact workhorse of a printer in the SureLab SL-D700 has been updated in the SL-D800. As expected, the DPS Group is offering you a special price on the former – and a great deal on the latter…

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“The D700 from Epson was a very popular printer that did well for both our photo independent customers and ourselves.

The new SL-D800 looks set to perform even better, thereby offering even greater potential.”

DPS Group MD Maneesh Patel

ooking for a way to focus sales, by delivering sharp prints? Enter the Epson SureLab SL-D800, the newest workhorse photo printer in town, replacing the acclaimed SL-D700. Like its predecessor this is a commercialuse device that will find favour with photo retailers looking to expand their offerings – and their business with it!

“The D700 from Epson was a very popular printer that did well for both our photo independent customers and ourselves, helping them broaden their customer base and increase their revenue – and the new SL-D800 looks set to perform even better, thereby offering even greater potential,” reckons Maneesh Patel, MD of official Epson reseller the DPS Group, based in Kent.

EPSON PRINTERS AT A GLANCE: SureLab D700 n High resolution of 720dpi x 1440 dpi n Prints on a wide range of media and formats, including glossy, lustre and matte roll paper

FLEXIBILITY, SPEED, QUALITY… EVEN BETTER THAN BEFORE Building on the success of its predecessor, the new designed-to-last SL-D800 supports glossy, lustre and matte roll paper, but this time in broader roll widths ranging from 89mm to 210mm, and lengths of 50mm to 1000mm. As speed is of the essence for any business, those in the trade will be reassured by output speeds of up to 360 15x10cm photos per hour, with Epson’s ink and media technology delivering a wide colour gamut, deep blacks and a superior glossy finish.

Retailers and minilabs looking to add the D800 to their current setup via the DPS Group will be further pleased to learn of its low maintenance requirements,

Fit to print: Epson’s newest SureLab SL-800 is a simple and reliable method of introducing print fulfilment to your photo business

Superior source: Epson’s inks are said to deliver a wide colour gamut with deep blacks and a superior glossy finish

long intervals between services and, moreover, its cost effectiveness. Its power consumption and operational noise levels have also been reduced, thanks to sophisticated heater and fan management in standby mode. What’s more, this has all been achieved without changing the basic compact footprint of the earlier D700.

Improvements and enhancements this time around are in response to customer feedback and demand, Epson reveals. For example, any downtime is significantly reduced thanks to an intuitive two-step roll change, while the machine is built to last, thanks to features including a rigid, sturdy print tray and improved spindle design. Finally, the printer can be either be deployed in store as a standalone unit, or as part of a fleet of such printers.

It goes without saying that the advantage of speaking to the DPS Group about supply of the Epson SureLab SLD800 is that it can tailor its overall offering to your specific demands. Plus, being a veritable ‘one-stop-shop’, Maneesh and his team can supply all of the inks, paper and support that you and your business need.

With that in mind you’ll want to contact sales@dpsb.co.uk or call 020 8466 7230 today… www.thedpsgroup.co.uk www.dpsb.co.uk

n Epson’s innovative Micro Piezo print head n Six-colour inks n You name it, this machine can print it – including photos, cards, invitations, flyers, promotional leaflets and more n Can use roll paper from 102 to 210 mm wide and 89 to 1000mm in length

*NEW*

SureLab D800 n Aimed at photo independents, event photographers, minilabs and copy shops n Broader roll widths ranging from 89mm to 210mm, and lengths of 50mm to 1000mm n Can deliver up to 360 15x10cm photo prints per hour n Delivers high quality output on a wide range of media and formats n Improvements and enhancements over the earlier D700 model n Available now (launched June 2019)

Contact the DPS Group now for a demo on 020 8460 3690, email sales@dpsb.co.uk or visit www.dpsb.co.uk @bpi_news

BPI News | July/August 2019 25

SET YOUR SALES ALIGHT THIS SEPTEMBER!

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Business Advice

AVOID A LONG DRY SPELL IN RETAIL THIS SUMMER

There’s not only warmer weather distracting potential customers to outdoor pursuits for the photo trade to contend with this summer, but also continuing market shrinkage and uncertainty, part fuelled by Brexit shenanigans, yes, but also by changing consumer habits and evolving technologies. With this in mind we explore what the beleaguered retailer can do to make ideas pay as the sun shines...

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hile as a nation we almost universally welcome finer weather, what typically happens in retail is that sales of sun cream, bottled water and floppy hats go up, while sales of almost everything else dips down. This means that retailers who don’t deal in seasonal products have to work that much harder to bring in custom, whether we’re talking high street retailers, online retailers, or businesses that (sensibly) straddle both in search of sales opportunities.

With the market more challenging than previous years for those in the photo sector anyway, due to a ‘perfect storm’ of political uncertainty, a perhaps not unrelated caution regarding spending and a contracting of the market for dedicated cameras now that many consumers are happy snapping selfies on a smartphone (for which sales have also plateaued), what can be done to keep a roof over your head until a cooling of the climate signals that the enhanced sales opportunities of Black Friday and Christmas aren’t far off?

Fortunately we’re here to remind you of some tried and tested summer themed ideas to help you boost sales.

CREATE A WELCOMING ENVIRONMENT People go into stores because they’re seeking to acquire a particular item, sure. But, equally, how welcoming your shop appears has a lot to do with how inviting it is to potential customers.

A summer slowdown can be avoided, in part, by an attractive and engaging window display. Don’t be afraid to act like a magpie and creatively purloin some ideas from other retailers who are making a good show of themselves and the products they offer, using lighting, mirrors and glass to their best effect.

A retailer we’ve interviewed this issue advises against being that store with dead flies in the window (a seasonal hazard in summer, inevitably), which provides a mental image of a set-in-their-ways shop that we can all recognise from personal experience.

So take the time to stand outside your own store and evaluate it critically from a customer’s perspective. Yes, it’s about getting the basics correct and avoiding a cluttered, messy and confusing display, while making sure your signage is up to

date, on-brand and any current offers and product details are well signposted.

You may be additionally able to make use of the space immediately outside your shop, if the local council permits, by erecting an A-board that shouts about the exclusivity of your time-limited summer special offers. As regular BPI News readers will be aware, many if not most of the traditional photo brands have special trade-in schemes, cashback offers and accessory deals this summer, so make use of them, while dovetailing them with your own promotion/s for maximum impact and return on investment.

If you can’t provide a self-critical assessment of your own window display, ask a third party to help in offering an opinion, because there will always be room for improvement.

OFFER A DESTINATION & EXPERIENCE One way in which bricks and mortar stores can battle the online retailers and win is by offering more of a touchy feely shopper ‘experience’ – explaining and demonstrating a product’s features for them to truly realise

Got an idea for a photo trade-related business issue you’d like us to cover? Let us know direct via info@bpinews.co.uk 28 July/August 2019 | BPI News

www.bpinews.co.uk

Summer Trading Special As BPI News readers will be aware, most photo brands have special trade-in schemes, cashback offers and accessory deals this summer, so make use of them, while dovetailing them with your own promotion/s for maximum impact and return on investment.” its benefits, rather than just listing the spec as an online store will.

Retailers can here use the physical space they have to their advantage, making their customers feel extra special by offering master classes linked in some way to the products they are promoting.

So, for example, if there are currently deals on the latest mirror-less compacts and lenses, try organising a ‘photo walk’ or ‘photo safari’ that demonstrates the cameras’ and lenses’ capabilities and portability. Harsh sunlight often throws subjects into shadow so there could be an opportunity to demonstrate, and ultimately sell, the latest flash systems, reflectors and softboxes too.

While manufacturers will often send out photographer ambassadors and product experts to speak to your customers in store, perhaps be even more proactive and seek to make a link with the local camera club or photographic society, who may also be very happy to provide their own photographic experts. Maybe you could offer them an in-store exhibition space in return?

They get new members – and you get new customers exploring your stock – a win-win scenario for both of you.

A note of warning though: you don’t want to become a shop window for Amazon and its ilk. So, make sure you have plenty of stock of whatever it is you’re promoting and have it at a price that beats or is so close to the online retailers, which means that, once you’ve got them suitably enthused and in the mood to buy, the shopper has no desire to look elsewhere.

CREATE A SENSE OF URGENCY TO SPEND While time-limited offers from manufacturers can help focus customers’ minds, so too can your own deals – and, as long as they are actually timelimited – these can help instil a sense of urgency to get them spending when your store might otherwise be quiet.

They may also help to shift stock you’ve had sitting around for a while.

Consider using the customer contact details you’ll have obtained during previous transactions (noting the new data protection law that came into effect last May) to target existing purchasers and offer them a series of one-day, or even weekend, sales for specific items.

You clearly will need a reasonable volume

and varied selection of items to show customers that you’re not trying to reel them in with just one measly morsel.

Weekend sales are good as they give customers a chance to act without being overly hasty; after all, if they buy in haste there is the possibility they’ll repent at leisure… and return their purchase.

Extend such sales to a week, however, and you risk them being so leisurely with their purchase that they end up missing the offer / your sales window entirely.

Another ‘hook’ is to not just offer discounted items (that inevitably eat into your profit margin) but also ‘exclusives’.

Perhaps this could be a free (token) gift to customers chosen randomly. This, of course, will only work if you can demonstrate to those who don’t turn out to be as lucky that there are genuine winners. Another tried-and-tested scheme for high street stores is loyalty cards, or a loyalty scheme that identifies the customer as a ‘bronze’, ‘silver’ or ‘gold’ member, to reward (and encourage) regular spend.

ONLINE ISN’T ALL BAD Not so long ago research revealed that 25% of photo retailers still didn’t have an Internet site. Fortunately the wonders of the web have made it ever so easy to create an online presence and, allied to this, your own forum and following.

Use them and social media to expand your following and promote your goods, services and sales. Remember also that the rules on advertising relate to social media as well as print and broadcast.

In other words, a posting on social media that is in effect an advert needs to be marked and identifiable as such.

Going beyond self-promotion, if the process works correctly, you’ll have your customers generate content and reviews.

Moving away from the hard-sell, also use the summer months to offer not just product and sale details, but, as we suggested earlier, via the likes of master-classes give practical tips to help customers get the best out of their equipment. Outline how bokeh can make a person stand out; explain how focal lengths are calculated; give detail on how different filters – say ND, UV and polarising – can help create the perfect shot; and tell customers how to properly frame a subject. Remember that people can get weary of non-stop promotion, so you need to stand out by making the most of your inherent expertise.

PLAY UP TO WHAT MAKES SUMMER SPECIAL For many of us, summer means the annual holiday… whether abroad or within the UK. Those who offer ID photo services may well see a spike in demand as passport photos are updated. When we eventually get to our destination, most of us will want a pictorial record of our actual holiday, too.

With airlines cutting down on ‘free’ baggage allowances, however – who wants to put camera gear in the hold so that it can be either thrown around or lost – here’s the perfect opportunity to buy in a range of travel-sized replacements that can be offered for sale. Consider also additional products that a holidaymaker may want – polarising and neutral density filters for their lenses, additional memory cards, universal travel adapters and chargers, plus spare batteries, on which there is typically a much better margin to be made than on the core hardware.

Summer also means international sporting events and music festivals – again, ideal scenarios for the capture of images, and video. There’s nothing like the tribalism of sporting events to get people out and in the mood to record what they’re about to witness. And, if results go our way, the much-discussed ‘feel-good factor’ will also help loosen purse strings. So how about offering extra promotional discounts each time a Brit or a home nation wins?

Sporting events apart, the summer is also festival season – whether that be motor, farm or music related. Whether you’ve such an event happening near you or not, this is another opportunity to tweak your window display or promotions and capture attendees’ attention.

HOOK THE CUSTOMER… AND KEEP THEM HOOKED Our final tip to try is one that the major retailers do well with. Once a customer has made a purchase, provided along with the till receipt is a voucher (or series of vouchers) offering a future discount.

The trick, as anyone who’s received them will have noticed, is to make vouchers apply to purchases made at a close-tohand but later date – in other words, providing a ‘hook’ that encourages customers to return. Plus, if you make the voucher transferable to friends and family of the original customer, it might bring other (new) shoppers.

To sum up, with some forethought and planning you can avoid the summer slowdown and come up the winner come September…

BPI News is your mouthpiece to the photo trade, so use it! Send your press releases and news items direct to: info@bpinews.co.uk @bpi_news

BPI News | July/August 2019 29

News

DIGITAL DISTRO & ZHIYUN PROVE WINNING COMBINATION Stabilisation experts Zhiyun, who provide gimbals for smartphones, DSLRs and mirrorless cameras, were the subject of a promotion by UK distributor Digital Distribution throughout May. The promo gave everyone in the trade who placed an order for Zhiyun (see ad, page 11) products a raffle ticket with the chance of winning a place at Capital Radio’s Summertime Ball concert of chart toppers at Wembley Stadium. The eventual winner was Abbie Schultz (seen right) from Wilkinson Cameras, who, along with her husband, got VIP treatment at the gig.

Digital Distribution describes Zhiyun as the world’s leading tech company for professional stabilisation systems, providing its worldwide customer base with a comprehensive set of innovative solutions and devices that redefine the way people record life.

For more information on Zhiyun products contact Digital Distribution via sales@ddltd.co.uk or call 01442230022. www.ddltd.co.uk

Sony update’s a bit of an animal Direct your Sony α6400 owning customers to the fact that there is a new firmware upgrade available for the mirrorless camera that enables Real-time Eye AF for animals.

This mode utilises Sony’s latest algorithm – including Artificial Intelligence-based object recognition – and processes colour, subject distance (depth), pattern (brightness) as spatial information to ensure that all subjects can be accurately captured.

Additionally, when photographing or videoing humans, the subject’s eye is monitored in real time, with extremely high tracking precision, says Sony. This function can be activated by a simple half press of the shutter button, or can be assigned to a custom function.

For the firmware download, head to: http://bit.ly/sony-6400-update

Become a Spyder man with Datacolor Got photographer customers who are sticklers for getting their colour management consistent? Then point them in the direction of a couple of exciting new releases from solutions expert Datacolor, in the form of a SpyderX

Capture Pro bundle (£355 SRP) and a SpyderX Studio one (£399). Both options include the recently launched SpyderX colour calibrator for monitors, which is claimed to be the most accurate, fastest (4x faster) and easiest to use Spyder ever.

The SpyderX Capture Pro package contains all the essentials needed to precisely manage colour, from image capture through editing, while the SpyderX Studio is being pitched as the essential all-in-one photographic workflow solution, in allowing precision control, from capture to editing and, finally, print. www.datacolor.com

BPI News is your mouthpiece to your peers in the photo trade. Send news & views to info@bpinews.co.uk 30 July/August 2019 | BPI News

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