BPI NEWS JUNE 2014 by British Photographic Industry News (BPI News)

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EDITORIAL

June 2014

Why we’re all photo-keener… ‘LIFE moves pretty fast…’ acknowledged the title character in the movie Ferris Bueller’s Day Off, back when I was a teenager. Little did Matthew Broderick realise that life was about to get a whole lot faster for all of us the next decade with the advent of the Internet, email and mobile messaging – all culminating in a present day where it’s increasingly hard to hit an imaginary ‘pause’ button and simply enjoy the moment. And yet, the ability to enjoy a moment is exactly what a photograph affords us. A squeeze of a shutter release freezes time. Looking back at old photographs is a form of time travel. How marvelous is that? The magic of photography will once again be to the fore when Photokina re-opens its doors in Cologne this September. We sat down to lunch with its organisers last month to get some idea of what the trade can expect should they attend, and heard some great reasons why if you’d been planning to give it a miss this year you might like to re-consider. We also wave goodbye this month to Nigel McNaught of the PMA, and thank him for the contribution of a regular column in this magazine for the past two years. As a parting shot we’re provided with news of his successor and a retrospective look back over 50 years in the business, starting page 28. Old faces make way for new ones, as we say hello to Nikon’s new Head of Sales this issue, and discover how the brand is promising to help independent re-sellers compete in a challenging market. The trade is also buoyed by news of exciting new high-end kit from Sony and a summer cash back campaign from Canon that promises to have a lot of exposure and encourage sales. Yes, life moves pretty fast and nothing stays the same. That’s why we have cameras to record the moment, and why photography’s appeal endures. Gavin Stoker, Editor

BPI News is published monthly by BPI Partners Ltd EDITOR - Gavin Stoker Email: info@bpinews.co.uk Tel: 07990 974 367 Please direct all editorial requests, news and press releases to info@bpinews.co.uk

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PUBLISHER - Clive Insley Email: info@bpinews.co.uk Tel: 01344 625131 Tel: 07713 622 304 Please direct all advertising enquiries and sponsorship Lumix National POS opportunities toTrust Clive.

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CONTENTS NEWS

Two premium cameras from Sony including this issue’s cover star, a new Nikon ‘1’ system entry model, big cashback campaign from Canon and more new lenses, Samsung adds another NX model to its expanding line up, plus a fresh face enters the frame at PMA as the current Director quits FACE IN THE TRADE: NIKON’S HEAD OF SALES 12 Say hello to Charlotte Paulin, who joined Nikon UK at the start of the year amid changes such as the setting up of a distribution hub in the Netherlands, and challenging times for sales of compacts and CSC’s alike. She tells us how Nikon is bucking trends as she takes our Q&A grilling PHOTOKINA 2014 OPENS FOR BUSINESS 16 Just three months to go before another Photokina opens its doors to the trade, again from the familiar setting of the Cologne Messe, its organisers tell us why this year’s event promises ‘more of the same but better’, how the trade can benefit by attending, plus what’s in store on arrival PANASONIC’S 3 G’S WIN AWARDS TO DRIVE SALES 18 Garlanded with praise from TIPA, BPI News, photographers from picture agency Magnum plus ‘consumer champion’ Which? the three premium models in the Lumix G line-up can seemingly do no wrong. Head of Imaging Barnaby Sykes pitches the trio to the trade KENRO PUTS PHOTO SPECIALISTS IN THE PICTURE 22 The distributor’s MD Paul Kench takes time out from receiving delivery of another palette of goodies to unveil his latest range of frames and albums to the trade – steady sellers offering good margins – whilst there’s also a TIPA winning Nissin mini flashgun to bolster your product offerings COVER: Selfie control… Sony adds a third generation RX100 model to its line up this month with a flip up screen enabling self-portraiture, among many other creative applications NEXT COPY DATE FOR JULY/AUGUST BPI NEWS ‘SUMMER SPECIAL’ IS JUNE 18TH…. ISSUE POSTED OUT END OF JUNE. GET YOUR PRODUCTS IN FRONT OF THE TRADE AND SELLING LIKE ICE CREAM IN AUGUST… Publisher’s Office: 12 Holmes Close, Sunninghill, Ascot, Berkshire SL5 9TJ. BPI Partners Ltd accept no ultimate responsibility for accurate reproduction of digital artwork created by third parties. Insurance and carriage of products submitted for inclusion in reports rests with the owner. News, data, prices, interviews and opinion are printed in good faith E&OE. Content including advertising artwork created by BPI Partners Ltd or its agents is ©2014 BPI Partners Ltd. ISSN: to be advised.

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NEWS

Shoot a wink at the new Samsung THE KOREAN electronics behemoth has announced another new NX interchangeable lens camera. Hot on the heels of last month’s NX Mini launch comes the NX3000, with mid June availability promised at a price still be decided as we went to press. Like most of the NX range (apart from the Mini), a 20.3 megapixel APS-C format CMOS sensor features in the camera, as does 1/4000 shutter speed, 5fps continuous shooting, 3.0-inch flip up display with ‘Wink Shot’ for selfie shooters, plus a ‘Tag & Go’ feature that allows images to be earmarked for easy sharing via the camera’s Wi-Fi and NFC functionality. The Samsung NX3000 will be available in white, black or brown bodies and comes bundled with a new compact 16-50mm f/3.5-5.6 Power Zoom. With this lens it’s possible for users to control the camera’s zoom function via Samsung’s Remote Viewfinder Pro feature. www.samsung.com

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Enhanced performance functions are promised by the latest software upgrade available to your customers for the X-E2. A case in point, the EVF now has what Fuji is calling the world’s fastest display lag time of 0.005 seconds, while the number of functions that can be assigned to the ‘Fn’ function button has increased. There’s also a new suppressed flash option when selecting the Complimentary 12 month national trust membership with the lumiX FZ200 or FZ72 flash mode, and selectable colour outlines for the Focus Peaking Highlight indicator. Complimentary 12 month national trust www.fujifilm.com

THE AMERICAN arm of the Calumet chain has been handed a lifeline by the US licensee of the Polaroid brand, C&A Marketing, after Calumet USA shut 14 stores back in March. The process of recommencing business Stateside has reportedly begun, with C&A saying that it is determined to rebuild the brand as quickly and efficiently as possible. As we noted in our original April news item, Calumet UK and Europe are totally independent and thus unaffected by any of the changes happening abroad.

THE PROPOSED £3.6 billion ‘merger of equals’ between Dixons and Carphone Warehouse was being described as a pivotal moment in the evolution of British retail as we went to press, with the new enlarged business likely to be known as ‘Dixons Carphone’ (or Carphone Dixons, depending on which report you believe). Part of the rationale behind the merger seems to be that the new business will have the ability to better serve customers in the ‘connected’ world, with mobile devices and the latest hardware increasingly converging – see our Product of the Month the Galaxy Camera 2 for just one example. The two companies are said to be seeking to exploit the likes of ‘zero effort commerce’ – whereby future purchase recommendations are made to the customer based on past purchases; a model we’re already familiar with from the likes of Amazon and eBay. There was speculation that Phones4U was trying to gatecrash the deal in order to protect its existing mobile phone retailing joint venture with Dixons, but this wasn’t looking likely National Trust to derailLumix proceedings atPOS the time of writing. Dixons currently operates 500 • Complimentary National stores Description while Carphone Warehouse has Trust Membership around 800. Campaign POS

THE PHOTO stalwart is among those manufacturers issuing firmware availability notices this month to improve their users experiences with the camera. Four models in its current camera line up are benefitting. The E-P5 and OM-D E-M1 get a firmware version 1.3-1.4 update, whilst those looking to tweak their Stylus 1 or E-M10 should seek out version 1.0-1.1.The new downloads are said to improve remote control functionality when using the Olympus Image Share app. In addition, a ‘0 second’ setting has been added for the E-M10’s anti shock mode, while the E-M1 has had its AF response improved when using Four Thirds lenses. Stabilisation when shooting in C-AF mode has also been boosted. www.olympus.co.uk

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NEWS

Sony WPO UK winners, Joe Cornish snapped up

Another Five Star Review for Fotospeed

JUST AFTER our May edition had gone to the printers there were three British winners announced at the 2014 Sony World Photography Awards – arguably the photography ‘Oscars’ – in the professional category. Spencer Murphy took Campaign Photographer of the Year, Guy Martin snagged Current Affairs Photographer of the Year and Amanda Harman nabbed Still Life Photographer of the Year. Photographers from 166 countries submitted a total of 140,000 images, so this was no mean feat. A fourth Briton, Scarlet Evans, of Central St Martins College of Arts and Design, was presented with the Student Focus Award for a series of images captured on the Sony A7 camera. “Our jury has the task of finding bodies of work, which leave a lasting impression and this year’s winning photographers reveal insightful perspectives into a great variety of subjects,” says Astrid Merget, Creative Director of the World Photography Organisation, discussing the winners. “We are extremely pleased with the selection and are looking forward to working with these photographers throughout the coming year.” In related news, renowned landscape Joe Cornish is the latest brand ambassador commissioned by Sony to promote its Alpha 7 and 7R launches and drive footfall to dealers with a series of shots taken with the full frame cameras (see also page 7 this issue for further Sony news). As part of the deal Joe travelled to the northern slopes of the Cairngorns in Scotland, where he trekked into the deep glens that run into the mountains in order to capture snow covered peaks, and also Iceland, showing the

IF YOU HAVE customers longing for a longer print, point them in the direction of distributor Fotospeed’s own brand panoramic media, a sample pack of which has just helped it win a maximum marks five star rating from Amateur Photographer magazine, May 17th edition. Originally featured on page 4 of BPI News April issue, the inkjet media which measures 210x594mm and offers the ability to print in 3:1 ratio, is pitched at your photographer customers who want a dramatic representation of their shots. The test pack retails for £29.99 SRP and was claimed by AP to be ‘excellent value for money’. The Fotospeed Panoramic media pack includes four sheets each of: PF Gloss 270gsm, PF Lustre 270gsm, Photo Smooth Pearl 290gsm, Platinum Baryta 300gsm, Platinum Etching 285gsm, and Smooth Cotton 300gsm, so 24 sheets in total. “Everyone in the trade is always looking for additional ways to encourage consumers to print. By thinking outside of the box we have come up with a solution to enable photographers to achieve images with real impact, and provided another means for specialists stocking our brand to make that sale,” says Toby Herlinger, Sales Director of Fotospeed. “A five star review from AP confirms we’re on the right track; we couldn’t have hoped for a better reaction.” Get in touch now to place an order via sales@fotospeed. com or dial 01249 714555. www.fotospeed.com

Top left, by Guy Martin; above, by Spencer Murphy, WPO award winners. Below: industry by Joe Cornish, captured with the Sony Alpha 7R.

sea meeting the rocky coastline and beautiful ice formations forming. “Every outdoors photographer dreams of a super high quality camera that is also really light and small – to have this level of image quality in such a small camera is unprecedented,” enthused Joe of the Alphas. www.sony.co.uk

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See your products featured in BPI News – send your press releases and pictures to info@bpinews.co.uk BPI News | June 2014 5

NEWS

New Epson Surelabs via Tetenal add matt finish

Dealers go a bundle on DirekTek

ENTICE your customers to buy the new entry level, 18 megapixel Canon EOS 1200D – BPI News May’s Product of the Month – with the added carrot of an accessory pack that costs you only £332, complete. Included with the DSLR body and 18-55mm lens as part of a value bundle from DirekTek are 16GB Class 10 SD Card and SLR case – surely a proposition that will sell itself! Get in touch on 01494471100 or email: sales@direktek.co.uk

TETENAL has been selected by Epson to supply its ‘next generation’ photographic print labs, the Surelab D700 Printer and the Surelab D7 Studio Micro lab. The USP here is that the printers not only produce gloss and lustre surfaces, they can also produce a matt print. Naturally the machines are available to view now at Tetenal’s Leicester HQ, and sample prints with different finishes can be requested from Hardware Sales Manager Chris Castle on 07912 842509. The D700 is a six ink high quality printer capable of producing prints from four inches through to eight inches and A4, with a print length of up to 39 inches being described as ‘impressive’. Lightweight, compact and portable, pricing starts from £2495 excluding VAT. The D7 Studio Micro Lab is described as a fully modular unit capable of running up to eight printers. The single unit comes with either one or two printers in a stylish cabinet complete with an intuitive software interface. Print sizes are from 9x13cm up to 21x100cm. “The new Epson Surelab Printers would be fantastic printers in their own right but the added matt print takes them into another dimension,” enthuses Chris Castle. “The depth of black in these matt prints has to be seen to be believed and is perfect for anyone wanting to produce professional quality prints”. www.tetenaluk.com Complimentary 12 month national trust

PermaJet competition aims to get customers printing

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membership with the lumiX FZ200in or FZ72 Snappy Snaps founder the frame at PMA

WITH Nigel McNaught stepping down from his role as the Photo Marketing Association’s UK Director after 12 years in service – see our parting shot interview on pages 28 and 29 – BPI News has been told there’s a new face in the frame: Don Kennedy, the co-founder and former boss of Snappy Snaps. Kennedy remained at A3 Poster the helm of the high street D&P firm until the 121-store chain was ‘snapped up’ by shoe repair and key cutting chain Timpson last year. With the PMA’s focus of late being how to get consumers printing more, the new Director’s background will doubtless come in handy. to take a speCial piCture you need to go to speCial plaCes Indeed, in his time with Snappy Snaps Don was one of Now you and your family can discover hundreds of new special places the National Trust and capture every stunning detail with the the mainwith voices behind the on-going ‘Save The Photographers’ campaign, along with award-winning new LUMIX FZ200 or FZ72. Photo-Me and the PMA, as it sought to prevent the Post Office gaining a monopoly on the profitable photo ID business. According to the official website, PMA UK currently claims 1,000 members across the photo industry. www.pmai.org

Everyone needs a challenge

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HOW DO we get people printing is a question oft asked by the trade. Seeking to deliver an answer hundreds of pounds worth of prizes are being promised by inkjet paper manufacturer PermaJet for winning entries in a new ‘Printed Life in Black and White’ competition with Lumix National Trustthe POStheme of British life, being run in conjunction with ePhotozine. Having launched on May 30th, the window for entries closes on June 30th. Prizes come form of National a Gold Award for one overall winner, Silver Awards for five Descriptionin the • Complimentary runners up, and Bronze Awards for a further 20 images of merit. Full details on how to Trust Membership Campaign POS below URL. enter can be found at the www.permajet.com/printedlifeinbw

WHETHER in your work or private life to keep those brain cells active. Having just ticked the ‘done that’ box after walking the 84 mile length of Hadrian’s Wall in five days, there’s been plenty of plodding time to think about upcoming business challenges. What struck me most was still the value and power of Wobbler ‘word of mouth’ recommendations - as fellow walkers discussed which B&B or farmhouse to stay at, and which boots were truly waterproof. Recommendations from your existing customers are the very best way to drive new customers to your photo shop or website. So set yourself a challenge to call or email your customer lists this coming month with news of special offers, promotions or cashbacks, asking them if they could forward the details to a friend who might be interested. LetHangus Tag know how you fare and share additional ideas that have worked well. Contact publisher Clive Insley via info@bpinews.co.uk or call 07713 622304.

NEWS EXTRA

On your‘marks’, get set for Sony’s summer upgrades

ony’s A77 has been given a Mark II re-boot for 2014. Features to pitch to your customers include: 24.3 megapixels, 79 AF points, 12fps shooting for up to 60 frames, 3-way tilting LCD, Bionz X processor, and XGA OLED Tru-Finder, which is of the same quality as that found on the full frame A7. At the London launch, Sony’s Head of Interchangeable Lens Camera Business Kenji Tanaka called the A77 Mark II “the ultimate APS-C camera” and added that “it performs very well in low light.” Taking over the presentation, Norihiko Sakura, Product Manager for Sony Europe drilled into the details, which include full time AF with claimed fast and accurate tracking. Admitting that 12fps was the same capture speed as the previous Alpha 77, he outlined that the ability to maintain this speed for up to 60 frames was new. Also improved is an advanced AF lock and an expandable flexible spot AF function, which can be selected should the AF point lose track of a subject. A further clever feature is ‘Eye AF’, which maintains sharp focus even if the subject is partially turned away from the camera. Further tidbits include 1,288K-dot LCD, 150,000-shutter release durability, Wi-Fi and NFC connectivity, plus 4K still image output via HDMI. In short, this camera is very much a photo enthusiasts’ dream. Sony also used the announcement to reveal that it is launching a new Alpha magazine and lens catalogue via a new ‘app’ available via the Apple Store and Google Play. It was however remaining tight-lipped about availability and pricing for the A77 Mark II as we went to press.

Third encounter of the premium kind Sony’s new flagship RX series compact is targeting males aged 30-50 looking for an additional or replacement camera. The 20.1 effective megapixel RX100 Mark III offers the series’ closest focusing distance yet of 30cm even at full telephoto, and includes a neat popup 1.044k dot resolution OLED EVF. The latest one-inch sensor model

It’s been a busy past month for Sony, what with the World Photography Awards, new brand ambassadors, plus the RX100 Mark III and A77 Mark II announcements. BPI News was at both launches to bring you the lowdown…

Sony’s Claire Beard, above, introduced the new RX100 Mark III with its faster, shorter zoom range lens, built-in EVF and selfie-friendly LCD. The A77 is now MkII, right.

joins rather than replaces the existing RX100 and RX100 II. Sony’s second May release arrives on the back of figures suggesting massive growth in the premium camera market up 7% year on year, with Product Manager Claire Beard adding that it holds the no.3 market position with a 17% market share. Additional features of the RX100 III all-in-one premium compact include: Bionz X processor, wide and bright f/1.8 to f/2.8 aperture Zeiss T* lens, a 4K still image mode, built-in ND filter enhanced by 3EV steps, ISO 25,600, a tilting LCD (180° upwards, 45° downwards), Optical SteadyShot, Wi-Fi, NFC and Sony PlayMemories app compatibility, plus control ring and function buttons

Alpha 7 snares dedicated follower of fashion

to which customers can attribute their favourite custom settings. Dual video recording is further offered, capturing Full HD and a ‘light MPEG4 version’ at the same time. New accessories launched alongside the RX100 III for dealers looking to piggyback a sale include a new jacket case and an attachment grip. There are now six ‘RX’ branded models in the current Sony range, but again pricing and availability were still being decided at the time of writing.

The third bit of Sony news this month is that the brand has commissioned British freelance fashion photographer Bay Garnett to shoot a series of celebrity portraits on its full frame Alpha 7 series on the theme of ‘Sunday Best’, and taking in London and Paris Fashion Week, among other events. “I found using the Sony Alpha 7R an amazing experience because it’s such a beautiful machine,” she said of the 36.4 million pixel device. “The quality of the images is of a standard that I haven’t seen before. It’s been a real pleasure.” Bay’s Alpha-shot photogenic subjects from the world of fashion and celebrity included Jasmine Guinness (pictured above), Gemma Arterton and Daisy Lowe, among others. www.sony.co.uk

RX100 MkIII pitch: pop-up EVF, tilting LCD and ƒ1.8 max aperture; for A77 Mark II, 12fps for up to 60 frames, Bionz X processor BPI News | June 2014 7

D&P NEWS

Print smartphone and tablet cases with Fujifilm’s Case Station

Unique designs… and no waiting – Fujifilm’s Neil Harris discusses the system with IDT Systems’ Peter Woodd

Fujifilm has teamed up with IDT Systems to offer the ultimate in personalisation services. No, we’re not talking anything as painful as getting a tattoo….

©National Trust Images/Matthew Antrobus

membership with the lumiX FZ200 or FZ72

©National Trust Images/Matthew Antrobus

ujifilm is offering the trade the technology to extend their range of D&P services and produce high quality 3D full wrap covers in-store in under six minutes. It has signed a deal with IDT Systems, a leading provider of 2D and 3D surface decoration, to come up with the Case Station, which it will distribute to retailers, enabling them to pull off the feat. With one in three households owning a tablet computer of some description, and 59% of us carrying a smartphone around with us, obviously the potential markets here are huge. And this isn’t just a service about prettifying and individualising cases photographs, choosing from highfor the devices, but protecting them quality stock images or designs and into the bargain. adding text of their choice. They Neill Harris, General Sales and also have the opportunity to layer Technical Manager for Photo Imaging multiple images to ensure their at Fujifilm UK Ltd says: “With our design is unique. With the system Fujifilm Imagine software, photo moulding and printing the case retailers can already offer their there and then, customers are able customers the ability to use their leave the store with a personalised photographic images to create phone case, without having to wait and order a whole range of products for home delivery. through the mobile app, online service “We’re really pleased to be able or in-store kiosk. With IDT System’s to offer our technology to such a solution, these same photo retailers prestigious company and the wider will now be able to add on the ability market that they deal with,” says to create fantastic high quality 2D and Peter Woodd, CEO of IDT Systems, of 3D covers for a huge range of different the new partnership with Fujifilm. smartphone and tablet devices.” “The personalisation market is Complimentary 12 month national trust Customers can design their continually growing in stature and membership with the lumiX FZ200 or FZ72 own case by uploading personal we’re striving to be a key part of that Complimentary 12 month national trust

with our high quality products. The technology is used worldwide, and with the ownership of smartphones and tablets continuously on the rise, it’s an offering that customers not only want, but expect.” IDT Systems has operational bases in the UK and Europe, North and South America, China and throughout Asia Pacific, Australia and South Africa, and services clients both globally and locally. A case in point: IDT Systems’ technology is used by a wide range of companies, including Apple and Samsung, creating over 95% of mobile phone accessories worldwide and exporting to 54 countries. Lumix National Trust POS With the aid of Case Station you’ll be able to expand your Description • Complimentary National Trust to Membership business offerings include Campaign POS

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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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A1 Poster

Visit www.bpinews.co.uk 8 June 2014 | BPI News

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personalised, highly durable cases for Apple, Samsung, Google and HTC smartphones or tablet devices which customers can design and print in store, on-demand. Case Station is also available through an online IT solution that businesses incorporate into their own websites. Online customers can then design a personalised case, produced at one of IDT’s 28 global fulfilment centres, to create online sales opportunities anywhere, anytime. For more information on the Case Station, and how you can maximise its potential to boost your business, contact Peter Wigington, Marketing Manager, Fujifilm UK Limited on 01234 572138 or email: pwigington@fuji.co.uk

NEWS EXTRA

100 million can’t be wrong: Canon cashback and lens duo worth looking into

he best-selling photo brand is supporting its latest sales drive with a sun drenched print, digital and mobile platform campaign to send custom to dealers. There will also be in-store activity and large screen displays in prominent locations, including London’s Canary Wharf and the Manchester One shopping centre. Launched back on May 15th and due to run until August 13th, the offer to your customers is £100 cash back on Canon’s selected DSLRs, compact cameras, lenses, camcorders and printers.

Sights set on a perfect picture of summer sales figures – Canon Consumer Imaging Marketing Director Susie Donaldson

“We all look forward to making the most of our summer, and the ‘Perfect Pictures’ campaign aims to get people capturing those summer moments,” says Susie Donaldson, Consumer Imaging Marketing Director, Canon UK & Ireland. “We hope that the campaign and the engaging content we have created will inspire people to do their memories justice, come rain or shine.” Purchasers of the EOS 6D will receive £150 cashback, or there’s £20 back on the brand new EOS 1200D entry model. Alternatively there’s £100 on redemption when buying the EF 70-300mm f/4-5.6L IS USM, £30 cash back on the new PowerShot SX700HS and D30 compacts, plus the same saving on the Legria mini camcorder and the Pixma iP8750 inkjet printer. www.canon.co.uk

There’s a new multi channel ad campaign in support of Canon’s summer cash back to drive customers to dealers, and the added excitement of two brand new ultra wide angle zooms once they get there. Plus the manufacturer reaches another lens production milestone…

New Canon lenses focus on what photographers want TWO NEW ultra wide zooms in the EF 16-35mm f/4L IS USM and EF-S 10-18mm f/4.5-5.6 IS STM should be pitched at experts and enthusiast photographers, according to the manufacturer. The former is described as a ‘pro quality’ L series optic maintaining a fixed f/4 aperture and ‘exceptional performance’ throughout its zoom range. The compact and lightweight EF-S 10-18mm f/4.5-5.6 IS STM (right) is designed more for consumers and Canon’s range of APS-C sensor DSLRs, with image stabilization built into the lens, as it is with the EF 16-35mm f/4L IS USM (far right). Indeed, this is the first L series Canon lens to feature stabilisation built-in, according to its maker, which, thanks to integrated gyro sensors, claims to offer a four stop advantage over non IS lenses. The 16-35mm also features the advantage of a ring type Ultrasonic

Motor for promised swift and silent auto focusing. It’s also possible to utilise its focus ring in manual and AF modes, for fine-tuning focus on demand. A leather texture coating to the lens is also said to enhance its ‘professional feel’. Minimum focus distance is 0.28m. The 16-35mm goes on sale this month (June) and has an SRP of £1,199.99. The EF-S 10-18mm f/4.5-5.6 IS STM meanwhile is designed for those looking to expand their existing range of lenses and cram more into each shot; its widest setting ideal

for shoe-horning in landscapes and cityscapes – so perfect for anyone heading off sightseeing. Quiet focusing is also said to prevent unwanted noise interfering with the audio when capturing video clips on DSLRs. Minimum focus distance is 0.22m. This lens is on sale now, with a suggested retail price of an affordable £299.99.

Canon lens production passes the 100 million mark THE PHOTO stalwart is claiming it is the first manufacturer in the world to achieve production of its 100th million lens, and just under a year at the time of writing since it last told us about the production of the 90 millionth lens. This production has been spread out over a period of 27 years, since the launch of the company’s proprietary EF lenses and EOS SLR cameras in March 1987. Technological firsts and milestones along the way have included the introduction of the Ultrasonic Motor (USM), Image Stabiliser (IS), multi layered diffractive optical (DO) element and more recently Canon was the first to offer a super telephoto lens with a 1.4x extender built in in the EF 200-400mm f/4L IS USM Extender 1.4x. The manufacturer further claims that its EF lens range has enabled it to achieve number one market position for the 11th consecutive year, whilst back in February this year production of EOS camera bodies surpassed the 70 million unit mark.

Take advantage of Canon’s summer cashback to boost sales until Wednesday 13th August. See canon.co.uk/summercashback BPI News | June 2014 9

BPI PRODUCT FOCUS

Portable Lighting? Head for the Summit

“M

ake anywhere your studio”: that’s the pitch for the revolutionary 600Ws iLux Summit 600C cordless flash head, available via Walthamstow-based distributor Photomart. Promising a minimum of 1,034 flashes at half power from the battery, this is truly a portable, fuss free solution for any photographer wanting professional lighting results with minimum hassle and expense. Indeed, the suggested SRP is an affordable £449.60 excluding VAT, and that includes a reflector, a charger, a pistol grip and sundry other useful items in the one head kit. Also included is a swish aluminium flight case. It’s available in a standard ‘S-fit’ and ‘EL-fit’ (for Elinchrom lighting system users), and what’s more Photomart promises a ‘special price’ for the trade, as it is looking to promote this very kit to resellers. Photomart will gradually be introducing more heads to its iLux range in the future, including one for E-TTL Canon users.

Distributor Photomart is proudly offering its cordless iLux Summit flash head to the trade, a relatively new product said to be an affordable match for the Profoto B1. Marketing Manager Jurie Gryffenberg and product expert Juan Silva fill us in…

Demonstration using the Summit 600 and RD300 Flash head plus the iLux fan

Be lucky with iLux “The main selling point is the fact that it’s cordless’, advises Photomart’s product expert Juan Silva. “It’s 100% wireless. Yes, you can buy a battery pack to power your heads, but battery packs cost between £500 and £900. And if you go for the cheaper £500 version you will be able to get only 500 ‘pops’ from one head, or if you’re using two heads that goes down to about 300 pops.” The beauty with the iLux Summit is that its little battery actually sits on the head, so much more portable than a 5 kg power pack. “That little battery will give you on half power more than a thousand pops. I did tests four times, and the average was 1,034 pops. “Half power will give you a four metre distance from your subject, shooting at ISO100 and an aperture of f/8, which is what the majority of people shoot at, at that distance. Last week I was in Dubai doing a demo and one chap wanted to try a close cover shot to check the colour balance of the head. He was shooting at a metre and the power was down to 1/64th. So that got me thinking

Above: iLux is backed by effective marketing

Below: the head which looks like a regular studio monobloc but takes its power with it

Watch BPI News for details of the first E-TTL Summit flash from iLux!

you can actually shoot 6,000 pops from a full charge easily. Potentially when you go on location, with one little battery you can shoot 1,000. That may not sound like much but if you are truly going to be taking1,000 shots on a shoot then you are going to need a good crew of people assisting you rather than doing it on your own.” The head was launched four months ago at The Societies (SWPP) Convention late January, and the latest deal offers a half price additional battery for the iLux Summit. “One of the guys in Dubai told me that he’d just had a look at the Profoto stand that was opposite ours and saw the B1, and wondered what the difference between that and the iLux was. To put it in lay terms, everybody would like to drive a Mercedes S Class, but I’m a Toyota man, so therefore I’ll be using the iLux wireless system. The Profoto is about £2,000 whereas ours is £500. “The other thing is that our flash is very fast. It will give you 1/2,000th of a second on manual. But if you were to use the assist programs, the slowest is 1/2,000th and it goes all the way to 1/11,000th of a second, so you can actually freeze movement.” So who should you be pitching this kit to? “Professionals are finding that they use it a lot on location and it’s much better than having to carry a heavy battery pack, or to be limited by the length of the cables. With this one it hasn’t got any cables so you can take it anywhere, that’s a huge advantage. The range of the receiver to transmitter is about 100 metres, so that is another plus. “Quality wise, it is also built of aluminium. Whilst the lights are made in China, the flash tube is German manufactured, and the capacitors are made in Japan. “We’ve cherry picked the best components in order to have a good product. Each manufacturer has their own version but the Summit is slightly different. We’ve tweaked the recycling time and the flash duration and things like that. The specification is different and the components are different as well.” www.photomart.co.uk

To place your stock order for the ILux Summit 600C in S-type mount now get in touch with the sales guys at Photomart on 0208 527 6006 10 June 2014 | BPI News

NEWS EXTRA

Let there

be Light!

steemed Italian brand Manfrotto is known for its innovative blend of style and practicality – objects that look beautiful yet are tough and hard wearing enough to withstand the rigours of the job. That ethos is being carried over into the brand’s latest batch of bags, the durable yet lightweight Pro Light Bag series. This joins the existing Professional, Advanced and Stile bag line ups from the manufacturer. Manfrotto claims that the Pro Light Collection has been engineered to meet the needs of photographers and videographers requiring conveniently portable solutions for reliable use in demanding shooting situations. The beauty is that the bags have been created to carry a large amount of gear, but are not in themselves greatly adding to the weight. In fact they’re being pitched as the lightest bags to bear the Manfrotto logo. “These bags not only look extremely stylish, they are extremely practical into the bargain; a winning combination that should help the bags sell themselves when dealers put them into customers’ hands,” promises Roslyn Coombe, Bags Category Manager. “Bags traditionally offer great margins for photo retailers and are the perfect add-on when selling a DSLR or lens. However the Pro Light series looks so good it is set to be a standalone essential purchase!”

The Bumblebee

Manfrotto is rolling out its lightest series of bags, the aptly named Pro Light Collection, aimed at both stills and video shooters. BPI News discovers how they might help you carry off a sales coup…

Ensuring your customers don’t get ‘stung’, here is a compact backpack that nevertheless boasts a high capacity. It features a specially formed foam encased spring steel spine guard and light yet durable RipStop fabrics and meshes. Manfrotto’s own Camera Protection System (CPS) allows the internal space of the bag to be adjusted (below).

the pun! The range is divided between: photo bags, comprising eight available backpacks and four holsters; video bags including two backpacks, four cases, and three rolling organisers for lighting equipment; and ‘Accessories’, including one camera strap, four camera rain covers and seven video rain covers. Perhaps worth singling out in more detail from Manfrotto’s range are the three models we show here.

Waterproof cover for 3N1, left – laptops fit both this and the Bumblebee above

Bags of features… The latest bag line up again features Manfrotto’s Camera Protection System (CPS) which utilises shock absorbing foam at the centre of the bag to provide what is claimed to be the highest level of safety and resistance. Further features include an Advanced Harness System and ‘gecko’ foam harness straps that add comfort to the Pro Light bags’ practicality. Furthermore these carrying devices boast an anatomic shape to perfectly fit the body, whilst a removable waist strap claims to ensure stability. In short, with 33 products in the Manfrotto Pro Light range there should be a bag that’s the perfect fit for any body – if you’ll forgive

The Revolver backpack The 3N1 backback Pitched as ‘more than just a backpack’, this model (above ) comes in two sizes. By simply rotating the camera bag around to the front of the body, your customers will be able to access their camera gear quickly and easily. The unique design also boasts three carry options in one – right sling or left sling, plus a cross position. The cross position is said to provide a new carrying option combining the advantages of a sling with a backpack.

Described as a revolutionary backpack (right) for professional photographers, the Revolver-8 PL is designed Lenses strapped to provide easy one point into a revolving access to a large range of lenses carousel stored in a unique revolving internal magazine; just like an, er, revolver. This will enable your customers to carry a DSLR with lens attached, as well as five different back up lenses, including a 70-200mm zoom lens. The lens compartment opens from the side and the revolving compartment spins on its axis to allow its users to reach whatever they require. In addition there’s a top opening compartment which allows photographers to stash their DSLR in a quick access position. www.manfrotto.co.uk

Your Manfrotto Pro Light Bag sales pitch: Lightweight, durable, versatile, innovative & a real alternative for photographers and videographers BPI News | June 2014 11

Q&A

Face in the trade Charlotte Paulin, Head of Sales at Nikon UK, faces our semi regular barrage of questions designed to put our interviewee in the hot seat and you in the picture

aving joined Nikon last December, Charlotte Paulin heads up the UK and Ireland sales division, reporting to General Manager John Walshe, himself a previous subject of a BPI News Q&A. Bringing with her the promise of a wealth of experience in sales and account management positions at major international organisations, Charlotte’s appointment was claimed at the time to be in support of Nikon’s ambition to be the leading imaging brand in the UK. BPI News: What does your ‘Head of Sales’ role at Nikon entail, and what are its pleasures and challenges? Charlotte Paulin: I’ve been in the role now for just over five months and every day is different. I work alongside the senior team, to ensure our sales team continues to be agile in adapting to the changing market. It’s an exciting industry to be in. There are a lot of passionate photographers out there and I find it inspiring to work for a brand held in such high regard. With the compact market in decline, our challenge is to inspire consumers to explore photography and develop their skills. I feel it is vital that we educate them about the products and help them achieve their full creative potential.

cover a wider range of products. Essentially our goal is to ensure that consumers have access to a high level of services, including technical and photographic knowledge about Nikon’s enthusiast products. For information about how to qualify as a Selected Distributor, retailers should contact their Nikon Account Manager. There have been recent distribution changes for Nikon, with stock relocated to a warehouse in the Netherlands to form a distribution ‘hub’ now serving Europe and the UK. How is this new regime working out? The centralisaton of our logistics distribution in a single hub in 2013 was a great success. We have increased our overall availability and service levels and the feedback from our customers has been really positive. At the same time, we have also created a web portal for our customers to efficiently manage all of their ordering with Nikon. This has streamlined operations for our business partners.

Retailers often tell us that ‘it’s all about price’. Are there ways Nikon can encourage customers to buy from its specialist photographic retailers rather than just seek the lowest Internet price? We introduced the Nikon Selective Distribution scheme in 2012 with a view to creating environments where consumers could get access to great advice and see a wide range of high value Nikon products. Originally, this was limited to our professional products, like the D800e and above. However, after positive feedback from our distribution partners, we are extending the Selective Distribution scheme to

The Selective Distribution scheme started with big ticket items and expanded

Charlotte Paulin – expanding consumer knowledge means expanding sales

What current Nikon products should dealers be focusing on in terms of an easy sale? This year our marketing activity will be targeting the photo hobbyist and enthusiast looking to develop their skill and take quality photographs. With that in mind, the Nikon D5300 (right) is a great camera for anyone new to photography who is nevertheless keen to get creative. For Selective Distribution retailers, the D7100 and D610 cameras are a key focus, as photographers invest more time and emotion into their hobby. In terms of Coolpix cameras, the super zoom area will continue to be important, with our offerings including the S9700/ S9600. How can Nikon maintain and grow its sales position in a market that, in general terms, we keep reading is under threat from emerging technologies and changing consumer habits? Despite a challenging environment, there are lots of opportunities to grow share. Nikon will continue to consolidate its position as an imaging specialist and will continue producing innovative imaging products. Our aim remains the same; to be the leading photography brand in the UK.

In that case, how can dealers be better supported to help them make that sale? We’re keen to educate, inspire and inform the consumer. We’ll be supplying retailers with great marketing material for use in store and online, with information about our products and their capabilities. We also have a retailer training programme available to update store staff on product knowledge, hosted at the Nikon School. As the market becomes more dominated by enthusiasts and aspirational photographers, retailers need to recognize that product knowledge and advice for consumers will be a keen differentiator for them. Ensuring that staff are fully trained on the latest technology will ensure a real point of difference and give the retailer a competitive edge.

Want to put your face in front of the trade and take our Q&A? Drop us a line via gavin@bpinews.co.uk 12 June 2014 | BPI News

NEWS

Nikon looks after number ‘1’, ‘8’ expectations from introduces new lenses Ansmann ACCESSORY MANUFACTURER Ansmann is pitching a new heavy-duty desktop charger to the trade in the ‘Powerline 8’, that as the name suggests can juice up between one and eight AA or AA NiMH or NiCd rechargeable batteries simultaneously, plus a USB equipped device. The charging status of each slot is indicated by LEDs alongside, with a microprocessor controlling and supervising the charging of each cell. The USB slot allows for additional gadgets such as smartphones from the likes of Apple, Samsung, Nokia and Sony to be charged, and it will even keep your iPad going strong. With a three-year warranty offered with the product to provide your customers with crucial peace of mind, SRP for the Ansmann Powerline 8 is £44.95 inc VAT. www.ansmann.de

GOT SEASONED Nikon users and newcomers for customers? Then you may be able to interest them in three fresh products this month: an update of the entry level Nikon 1 S1 compact system camera in the logically numbered ‘S2’ plus new colour-matched case accessories, a new AF-S Nikkor 400mm f/2.8E FL ED VR fast and lightweight telephoto lens, plus the AF-S Teleconverter TC-14E III. The latter increases the focal length of compatible Nikkor lenses by 40%. The FX format super telephoto prime lens is pitched as being perfect for pro sports and news photographers and is said to feature a completely new optical design resplendent with its maker’s new Sport Vibration Reduction mode. The Nikon 1 S2 camera offers a 14.2 megapixel one inch CMOS sensor, 3-inch 460k dot resolution LCD, Expeed 4A processor, ISO200-12800, Creative Palette function promising ‘studio quality’ filter effects and Auto Image Capture function that can snap stills whilst shooting movie clips, with a maximum Full HD resolution. Its continuous auto focus is zippy too, able to capture even Raw files at up to 20fps. The camera is being made available in black, white, red and what can only be described as canary yellow (pictured). Accessories include a CB-N2210SA body case set in matching colours. SRP is a wallet battering £10,399.99 for the 400mm, a more affordable £449.99 for the teleconverter, with the Nikon 1 S2 the bargain of the bunch at £379.99 with 1127.5mm lens, or £529.99 if adding a 30-110mm optic to the set up. The camera is promised this month (June) whilst the others hit shelves August 28th. www.nikon.co.uk

Photography Show Golf Day & Dinner

©National Trust Images/Matthew Antrobus

the lumiX FZ200 or FZ72

©National Trust Images/Matthew Antrobus

JULY 16TH is the day for a round of holes organised by The Photography Show’s team at Future Publishing. Golf packages are to be had at £99, or there is a spa package from £59. Both packages include a sandwich lunch and three course dinner – not an offer the trade has been known to turn down! Sponsorship opportunities are availLumix National Trust POS able; for example sponsor a hole for a £100 donation (to the Disabled Photographers’ Society) and receiveComplimentary visible12 month branding national trust and website coverage plus a thank you in the membership with the lumiX FZ200 or FZ72 Description • Complimentary National event programme. Contact: Louise.Conyard@futurenet.com or 020 7042 4305. Trust Membership month national trust www.photographyshow.com/charitygolfday Campaign POS

Sigma extends £100 cashback to end of June

Jessops aim to get the party started NEWS reaches us that Jessops is expanding its business model and has started hiring out photo booths for parties and events. Each booth can accommodate up to eight people at a time, according to Jessops, and as well as making unlimited prints its customers can upload photos to facebook on the spot. The booths are currently available to hire in Central London, with more locations promised soon. Packages start at £499, which can include props, branded backgrounds and photo booth skins for a completely personalised experience at corporate events. On the day a Jessops expert will make sure everything goes off without a hitch. One way to get people printing more, at least! www.jessops.com

WHILE resisting bird-related puns we bring you word that the third party lens and camera manufacturer is offering your customers an extended June 30th deadline by which to purchase one of its award winning 150-500mm f/5-6.3 DG OS HSM lenses - a reach that should be perfect for wildlife photographers of every description. The £100 is redeemable via voucher upon purchase. T&C’s naturally apply. An original offer ran from Feb 1st to Aril 30th this year, as reported in February’s BPI News. The lens comes with fitted padded case and matching lens hood. Get in touch with Sigma UK on 01707 329 999. www.sigma-imaging-uk.com

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

al plaCes

places th the

co.uk/promotions f Leica Camera AG

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Visit www.bpinews.co.uk BPI News | June 2014 13

ADVERTORIAL

ou may recall our extensive four page feature on the Radio, Electrical and Television Retailers’ Association in May’s BPI News, where we spoke to CEO Bryan Lovewell and reported from the annual conference, and furthermore the brochure inserted with that issue, part of a concerted effort to recruit members of the photo trade. Not tempted yet? Perhaps the following view will convince you… “For us, retra is a business resource,” says Wilkinson Cameras’ MD David Parkinson. “They’re very, very good at helping us through changes in bureaucracy and legislation. There’s so much going through at the moment, that it’s a

nightmare, especially when it comes to finance and service plans and extended warranties because we’re changing from the OFT – Office of Fair Trading – to the FCA – Financial Conducts Authority, which has come into being since the banking crisis. The rules, regulations and penalties are more severe than they’ve ever been before, so if you’re a oneman band trying to work your way through it on your own… you’re just never going to do it. So when legislation like this comes in, retra can help you through it and put it into language you can understand. “We work with Barclay Partner Finance and we get better deals through them. We use Barclaycard as our merchant services, and being a

DON’T MISS OUT!

retra membership benefits • • • • • • • • • • • •

FREE business and legal advice Extended service plans with attractive profit margins Great credit card processing rates Competitive consumer finance rates via Barclays Partner Finance EXCLUSIVE Electracare Insurance for commercial property, vans & public liability Subsidised training Industry events such as the annual retra Conference FREE members magazine and e-news bulletins EXCLUSIVE access to the retra members website Utility bill savings (i.e 40% telecom charge discount) FREE house clearing scheme Benevolent fund

retra Council (Board of Directors) member David Parkinson of Wilkinson Cameras adds: “Photo dealer a member of an Electrical retail trade body? Some eight years ago I found that the constant changes in both the retail environment and government legislation were difficult to deal with, due to the lack of an active trade body acting on behalf of the photo trade. I was introduced to retra who instantly solved so many of the outstanding issues. Since then the ongoing support and benefits of the membership have made the cost of membership probably the best ROI for the business I’ve ever made. “For example, as a retra member we have one voice direct to a body to which the Government listens. As the debate on illegal imports rages on, a subject both manufactures and HMRC appear happy to side step, Bryan Lovewell CEO of retra is taking action. Bryan sits on the board of the BRC (British Retail Consortium), one of the only organisations both the Government and EU seem to listen to. It’s my belief that Bryan is happy to bring this fight direct to the BRC on the behalf of all retra member retailers. Only EU and government legislation will end this unfair practice.”

Retra: ‘The best re … not our words, but those of retra member David Parkinson, MD of Wilkinson Cameras, talking about the help and services provided to independents by the Radio, Electrical and Television Retailers’ Association. With membership from just £21.50 a month, BPI News learns more… retra member gives us some benefits, in that we were able to squeeze them down a little further. If you can save 0.5% on your credit card processing it adds up to thousands of pounds at the end of the day. So there are a lot of positives.’ Service plans are another crucial area where David gets help. “We are looking to do the ‘Retracare’ plans too (see box on this spread). From a retailers’ point of view I can’t see any reason why they wouldn’t want to sell a retra service plan, because if they’re a member they may as well be supporting their own organization. And the difference is that if something does go wrong and needs repairing, then retra pays the member back for doing the job. If the product needs replacing, it’s replaced through that retra member, so it’s a full circle. You want to make sure that the customer is looked after all the way through the journey.”

Even more benefits at retra autumn fairs Partnership Consultant Ian MacDonald (ian.macdonald@retra.co.uk) works on behalf of retra, introducing new members to its benefits, and is in the process of organizing four autumn fairs. These run from September to the end of October and provide interested parties in the photo trade an opportunity to find out more face-to-face. “It’s Scotland, then the North West of England in Wetherby, followed by Northern Ireland and Preston. There we’ll have Associate Members, such as manufacturers and providers of services, including Barclaycard, and other finance and insurance companies that we use, who will have stands on the day. We’ll then treat the independents who attend to lunch or dinner, whatever it may be. So if you’re a photographic dealer

in one of those areas, it’s well worth your while to come along.” It’s also worth noting that retra has a second Partnership Consultant – Mark Veysey, covering the south of England – who is likewise available to be contacted by interested parties via mark.veysey@retra.co.uk. “There will be a number of manufacturers at these show – such as Hama, for example – who sell into both markets,” adds Ian. “Photographic retailers can come along, see the services that retra offer and it doesn’t cost them anything! The various manufacturers who attend make a contribution to the cost of the day and that’s how we manage to fund it.” If retailers would like to come along, arrangements should be made through retra head office, who can be contacted either via 01234 269110 or retra@retra.co.uk. Additional benefits Ian picks out from the lists on these pages include the free legal helpline in support of the members, and the fact that retra members can offer a ‘buy now, pay later’ scheme to encourage custom. “All it costs the retailer is 1.8%,” says Ian. “Even with the small margins photo independents are working on, they can afford to do that and compete with the big boys, like Jessops. A photo independent, just as with an independent electrical retailer, would not normally get that credit facility on their own; but if they are members of retra they will be able to get that facility.“ Adrian Deary of the London Camera Exchange is a fellow retailer who tells us good things re: retra, saying that his company also takes advantage of retra’s advice when it comes to legal help and health and safety issues and the fact that you get a preferential rate on the Barclaycard. “We also have discounted property insurance, extended

BOOK NOW! University of Stirling, 10th September, fair and Lunch from 11.00am; Bridge Hotel, Wetherby, 16th September; Mass 14 June 2014 | BPI News

retra

eturn on investment I ever made’ warranties and greatly reduced credit card rates,” confirms retra’s Ian MacDonald. “Our dearest rate for a retailer to accept a credit card is 1.035%. Some of these retailers could be paying 1.4 or 1.5, but it’s just pennies above 1% with us. Over the course of the year the difference could add up to thousands. If you want to rent the card machines with us it’s also a flat £10 per month, whereas the norm out there just now is £15 to £20. All these savings start mounting up.” If you dig out the retra brochure inserted in last month’s issue of BPI News, or examine the Electracare box on page 11, you’ll see that: “A bolt-on is ‘Risk Assist’, which keeps the retailer bang up to date with health and safety issues and HR, and it’s all done online, where there’s modules retailers can use to train staff. And again for retra members, it’s completely free of charge!”

retra action, above, with four autumn fairs to come. Below, Chief Executive Bryan Lovewell with BPI News and brochures.

retracare

taking care of business

retra also offers independent retailers the chance to benefit from selling the extended warranty care enjoyed by the multiples via ‘retracare’. There two fixed term service plans to sell: a Gold Service plan and a Silver Service plan. Key features of the Gold Service plan include: • • • • • • • • • • • • • •

Accidental damage Market leading prices Trading online New for old Full parts & labour cover No depreciation Unlimited repairs No minimum levels of business Cover provided at the end of manufacturer’s guarantee Up to 5 years comprehensive cover Net pricing – you choose retail pricing Comprehensive training support National retail network Retrospective rebate

The Silver Service plan meanwhile offers all of the above apart from accidental damage and retrospective rebate.

Conference host, BBC business commentator Declan Curry, opens the event.

For full details on retracare and how you can add it to your own profit boosting list of services call 01234 245900, email serviceplans@retracare.co.uk or visit www.retracare.co.uk

ereene Golf Club, Antrim, 21st October; Park Hall Hotel, Charnock Richard, Lancs, 30th October, ALL fair and Supper from 3.00pm BPI News | June 2014 15

TRADE EXHIBITION NEWS Pitched as the most important show for imaging in the world and promising ‘more of the same, but better’, Photokina 2014 (Sept 16th-21st) draws closer. With photography celebrating its 175th anniversary this year and some 600 companies so far booked, BPI News gets the exciting lowdown on what’s in store for the trade in Cologne…

‘World’s most important imagin

wo years ago some 185,000 visitors walked through the doors of the Cologne Messe for the biennial Photokina, arriving from 166 countries. And with 11 halls once again showing the latest and greatest of the imaging world, there’s no reason to suspect 2014 should be any less successful. In fact, “more of the same but better” is the pitch from Communications Manager Michael Steiner, who, in an exclusive chat with BPI News, reminded us that Photokina – having been running for more than 60 years – truly is a global show. For example, some 63% of exhibitors this year will arrive from outside of Germany. The big familiar names will of course be in attendance, with early indications suggesting that Leica is set to take over Hall 1 with a special display to celebrate its Centenary year. There is also a mobile exhibition ‘app’ being launched for smartphone users to keep them updated with show developments, plus, naturally there are plenty of exclusive events and incentives being arranged especially for trade visitors. This year there will once again be special market briefings from GfK, an opportunity to arrange meetings in the

International Buyers’ Lounge, plus various trade-only special offers, including discounts for flights and train travel, with 75 hotels partnered with the event. It’s worth noting that the Buyer’s Lounge will open at 9am, an hour before the show itself, and remain open until 7pm each day. Asked to sum up Photokina’s unique selling point to the trade, Michael replies that it is “not just focused on one market. We’re focused on professionals and the end users. Plus we’re not just a technical show. We take in everything around the camera, like the pictures themselves. You will not find any other show with quite the

same range. Yes, shows like CP+ are important but they’re not focused on the worldwide market like we are. “Another reason for the trade to attend is that you meet people at these shows that you’d never have the opportunity to meet online. There is also the opportunity to enjoy ‘matchmaking’ via our website, which is the fourth time we’ve offered the facility, as it’s worked very well in the past. Trade members will be able to pre-contact exhibitors about items they are interested in, make a connection and set up a meeting place and date. We’re always developing our offering to the trade and all we can say is that each year

we learn and so this time will be much better than last time.” This makes sense, as official figures show that trade visitors make up 48% of Photokina attendees, with 42% arriving from abroad. Naturally there’s also plenty to tempt photographers and photo enthusiasts to attend. “It’s one of our USP’s – the fact that we don’t just focus on photo kit but also the end product, so we made the ‘Boulevard of Competitions’ in the North Boulevard,” Michael reveals. “We’ll be focusing on developments like CGI, introduced to the show back in 2008, for which there were just two or three companies at the time. But by 2012 there were 21. Whether

To keep up to date with all the latest news, exhibitors and arrangements 16 June 2014 | BPI News

ng show’ opens doors for 2014

Photokina pictorial: facing page, it’s all about footfall… this page, the eyes have it, looking at and looking through the imaging world

A smarter show for 2014?

video is going to be a big thing this year is hard to say; we’re looking at CGI from a photographic perspective – computer generated still imaging – which is very important for marketing agencies, for example in automotive advertising.” In terms of exhibitor numbers for 2014, the current figures show a similar number to the last event in 2012, with some 80% of available space already booked at the time of writing. “UK-wise we’ll also have around the same number of exhibitors as two years ago, but taking a little more space overall,’ confirms Nick Fielder, Koelnmesse representative for the UK and Ireland.

As to how Photokina will reflect the changing reality of where we are with smartphones, and how the camera market has been affected, obviously nearly all companies will be plugging the inter-connectivity aspect of their photographic devices, according to Michael Steiner. “The industry is always moving. This year for the first time we have GoPro and Blackmagic Design exhibiting at Photokina. There are a lot of up-and-coming companies with interesting views on photography and imaging in general. There is a lot of hype behind GoPro, for example, and I think that it’s hype that will not end soon. At the moment we have no decision from Smartphone companies like Huawei or HTC as to whether they will attend, although HTC exhibited in 2012. “Traditionally those mobile phone companies have been very tough to get away from the Mobile World Congress in Barcelona,” adds Nick Fielder. “We’re getting close but…” In any event, there will be more than enough information

to whet attendees’ appetites. “One of the questions we will discuss on the professional stage is ‘How to Earn More Money as a Professional Photographer’ and what you have to offer to customers to do that. I’m sure we will have some answers for them.” In terms of what the trade has requested it would like to get out of Photokina, Nick Fielder tells BPI News that this varies from show to show. But generally, the reputation of the exhibition is such that the event is seen as a ‘must attend’ event. “The big companies decide for themselves that they have to be there no matter what,” says Nick. “Cologne is mainly trade fairs for consumer products – there are very, very few machinery fairs in Cologne. “Photokina is also the most important show for imaging in the world,” Michael adds. “Photokina caters for the trade visitors, the professionals and the enthusiasts equally. It’s not only a technical show. We show everything around the camera, including the picture, which is really, really important. A theme this year is ‘photography is more

with regard to Photokina 2014, head now to www.photokina.com

than technology’. We have special offerings for the trade and I think you really won’t find any other photography show with Photokina’s range. Japan is an important market, so CP+ has come more to the fore of course, but they’re very much focusing on the Asian market. Photokina remains the number one photography show in the world for the range that we have.” Nick Fielder adds that Photokina is very international with it. “Standing in the middle of the piazza, you just think ‘gosh’. Hearing all the different languages and seeing all the different faces around you, you become aware of the incredible range of countries from which Photokina attracts its exhibitors and visitors.” With the change of pace in the imaging industry being so swift, does that fact that Photokina is just once every two years place it at any disadvantage in terms of remaining on trend? “Economically I can’t see it ever becoming an annual event,” says Nick. “And the fact that it’s more than just a technical show is a strength. You couldn’t offer this every year.” BPI News | June 2014 17

ADVERTORIAL

Panasonic’s three ‘G’s win Magnum, Wh W

hy should your customers choose Panasonic, and why, moreover, should you steer them toward the brand? Despite many rivals joining the race, let’s not forget Panasonic launched the first-ever compact system camera. Since the Lumix DMC-G1 back in September 2008 it has been blazing a trail for the Micro Four Thirds system. In fact arguably the originator has come out with some of the most consistently innovative camera releases in this section of the market. Perhaps it’s not surprising then that Which? Magazine has more than once awarded Panasonic the accolade of most reliable brand for its imaging products. And at the time of writing it was shortlisted as Best Photography Brand by the consumer champion. So who should you be targeting with your sales pitch? Aspiring videographers and social photographers who are additionally also called upon to shoot video, or who simply have considered the medium as another means of expanding their set of services and products, will no doubt have read up on the manufacturer’s latest Lumix G system camera in the GH4. This mirror-less yet miniature DSLR resembling model, featuring a 16.05 effective megapixel Four Thirds CMOS sensor and latest generation Venue Engine processor, was noteworthy for being the first 4K shooting compact system camera to market – and is still one of a very limited number of affordable and compact devices capable of this feat. Not a total surprise, perhaps, as the electronics manufacturer also delivers the 4K televisions on which your customers can review such footage. This aptly named fourth generation flagship Micro Four Thirds model, which heads up the entire Lumix G line up, could be described as ‘hybrid’ camera, as it makes the most of its manufacturer’s expertise regarding both camcorders and stills cameras – an expertise arguably the traditional photography firms don’t possess to the same degree. Indeed it recently won the accolade of ‘Best Hybrid Photo/Video Camera’ at the 2014 TIPA (Technical Imaging Press

The electronics behemoth is targeting the trade with its flagship Lumix G compact system camera trio in the GX7, GH4 and GM1, trialed by photographers at worldrenowned agency Magnum, and praised by TIPA and Which? Supported by an expanded range of premium prime lenses and Power Zooms, could these, in combination, provide a true alternative to the ‘big two’ for your customers?

Pure gold – media cards, above, and TIPA award, right

“The GH4 is our most advanced Lumix yet. For those professionals seeking an alternative to the big two that is a lot more portable than a regular DSLR, this offers real choice” – Barnaby Sykes, Head of Digital Imaging, Panasonic UK, with Which? award, right Association) Awards, as flagged up in BPI News May edition. Another thing to add to your sales pitch is that for those who are looking to capture video, the GH4 offers compatibility with the simultaneously announced SDXC/ SDHC UHS-I ‘Gold Series’ media cards, issued in response to the introduction of 4K video and available in 16GB, 32GB and 64GB capacity. Auto focus has long been pitched as both swift and accurate by the brand, with shots composed via 2.4 million dot Live View Finder or still impressive 1.036 million dot monitor just beneath.

“In fact the GH4 is our most advanced Lumix yet,” Barnaby Sykes, Panasonic UK’s Head of Digital Imaging tells us. “For those professionals seeking an alternative to the big two that is a lot more portable than a regular DSLR, this offers real choice with its two OLED displays, including eye level viewfinder and angle adjustable rear screen. Furthermore the camera is not just proving a boon for social photographers in studio but for travel photographers and those engaging in field work also, due to the fact that it is also rugged, splash proof, and dust proof; thereby

enabling it to be used by true professionals in a variety of formerly challenging shooting conditions. Add in 12fps burst shooting, which betters most professional DSLRs, and the GH4 could be a real contender for an enthusiast or pro wanting a lightweight and portable tool that still delivers the goods.” With the electronics giant at the forefront of technological innovation, naturally the camera has plentiful connectivity options, including wireless image transfer and the ability to hook up the device with a mobile phone or tablet thanks to WiFi and NFC being built in. What is equally important for the professional customer is undoubtedly access to a wide range of lenses to keep creative choice as flexible as possible, and the recently introduced Leica DG Nocticron 42.5mm f/1.2 APSH Power OIS medium telephoto lens is one highend optic to pitch to your customers, due to both its very bright aperture and the fact that, when twinned with a Four Thirds sensor, the compact and high quality lens provides the equivalent focal range equivalent of 85mm in 35mm terms. This was joined by the more recent f/1.7 high speed Leica Summilux 15mm, aimed at those wanting to capture fashionable defocused reportage style pictures, and offering a 35mm equivalent of 30mm. At the time of writing the GH4 was holding its SRP of £1299.99 body only, or £1749.99 with an all-encompassing 14-140mm zoom. Alternatively for those who want to make the most of the 4K video facility the body can be purchased with a pro workflow interface unit (DMWYAGHE) for a combined £2499.99. Dealers will be aware that there have recently been timelimited promotions offering a free battery and free battery grip upon redemption if buying a GH4.

For more on the choices available to dealers in the Panasonic Lumix G line up which are best suit 18 June 2014 | BPI News

hich? & BPI News acclaim to drive sales

‘Magnum force’ compacts for maximum sales impact

ree lens and cashback deals are also being offered on the more classically designed and compact styled GX7 (either a 12-32mm or 20mm lens) and GM1 (above, an £80 saving via redemption) this summer also – the two additional interchangeable lens camera choices. As photo specialists will be aware, both are more portable yet than the GH4, yet with little if anything in the way of compromise considering the smaller form factor. A case in point is that no less a photographic authority than worldrenowned picture agency Magnum has trialed the GX7, on launch the world’s first in its class to feature a 90° tilting electronic viewfinder. Its photographers Ian Berry and Thomas Dworzak have had nothing but praise for the diminutive CSC. “The prospect of walking around with a camera like this and just a pocketful of lenses is just extraordinary,” says Ian Berry, a Magnum photographer who made his reputation shooting for the Daily Mail. “It really is a life-changer for me. It has an incredible dynamic range. It holds up the highlights brilliantly when I assume they would have been lost but also holds up the shadows, so you can work with this extreme contrast.”

He adds: “One of the really good things apart from the ability of the viewfinder to see better than I could with my naked eye, is that I can go to really high ISO ratings, the combination of which opens up possibilities I’ve never had before.” Magnum photographer Thomas Dworzak, on the other hand, noted that he found the GX7’s silent shutter function perfect for street photography, as he was able to take images without being noticed. Useful – not to mention potentially a lifesaver – if you’ve spent a lot of your pro career photographing wars and conflicts. “One of the great joys of this camera is the absence of shutter sound,” enthuses Thomas. “It’s great, I love it. I usually spend half of my life constantly coughing to create a noise to cover up the shutter sound.” Thomas adds: “Having covered a lot of the wars in Chechnya and the Caucasus in the 90s, I came back to discover the modern Georgia. The challenge for me was to document how Georgia has changed in these years. It was comfortable to have only one camera. With the Lumix GX7 I don’t need anything else anymore.” Like the GH4, the BPI News Product of the Year finalist the GX7 complements that tilting viewfinder

“The prospect of walking around with a camera like this and just a pocketful of lenses is just extraordinary. It really is a life-changer for me” – Ian Berry, Magnum photographer and ex Daily Mail

The GX7, a BPI News Product of the Year Finalist. L to R: on a winning streak... Claire Eaton-Whitfield and Barnaby Sykes from Panasonic UK, Michiharu Uematsu from Panasonic Japan, and Clive Insley, publisher of BPI News.

plus 1040k dot touch screen monitor with a 16-megapixel resolution from its Four Thirds CMOS sensor, and a significantly improved low light performance over its GX1 predecessor, with up to ISO 25,600 offered. Factor in a contrast auto focus system, the first in-body image stabilisation system of any Panasonic Lumix G, Full HD video with stereo sound, and in short you could say that it was a magnificent ‘7’. Should consumers want an even more compact back up to either these two Panasonics or any digital SLR, then the third current sales choice from the brand comes in the compact form of the GM1, launched

last November. This is the one that most decisively makes the claim for being pocket-sized with a depth of just 30.4mm. Past fans of Panasonic’s pocket sized Lumix range have included the likes of Goodie turned ‘twitcher’ Bill Oddie. With classic appearance this Micro Four Thirds system camera matches the GX7 for its 16 megapixel top resolution and 1,036K-dot touch screen LCD, along with modern must haves like Full HD video and Wi-Fi connectivity, making it a true option for anyone wanting high performance yet the near ultimate in interchangeable lens camera portability.

ted to professionals and high end amateurs please direct your browser at: www.panasonic.co.uk BPI News | June 2014 19

BPI NEWS PRODUCT OF THE MONTH

Samsung Galaxy Camera 2

ADVERTISING FEATURE

Book your space now at Future’s Exhibition space has been selling fast, so Jonny Sullens is the man with all the facts and figures to secure a spot in London, Leeds and Edinburgh this summer… Jonny Sullens Head of Events

Getting the big picture, 21X zoom fashion, mark II

’m sure we’ve used the ‘product that’s out of this world’ line before, so let’s just say that, coming after the original Samsung Galaxy Camera of two years ago, here is a device that’s just a little bit different from the norm. A best of both worlds solution, melding a smartphone’s icon-led finger swipe operation with the guts of a digital camera, the Galaxy Camera 2 makes perfect sense coming from a manufacturer – Samsung – which has a massive vested interest in the smartphone and tablet world. A screen size of 4.8-inches is bigger than that found on any alternative digital camera, and a match for the latest flagship phone handsets, whilst the retractable 21x optical zoom at the front puts some distance between what a mobile phone is normally capable of and what a dedicated camera can provide. Unusually for an upgrade, because of the fact that it retains the big screen and the big zoom from its predecessor, the second iteration of the Galaxy Camera is no smaller than the first. Indeed it’s actually a tad larger, even though it’s hard to tell even with the new and ‘old’ model sat side by side. A leather effect finish to the entire surface of the faceplate this time around has, for us, improved grip slightly, whilst when combined with a silver top and baseplate the camera has more of a premium, and almost retro feel this time around. SRP is still around the £400 mark; might seem pricey for a snapshot camera, but if compared to the purchase price of a top end

smartphone, it’s actually fair. The tweaks on this upgrade are largely under the bonnet in respect of an updated Android operating system and slightly swifter response times; more a refinement than revolution. Which is fine, as this still knocks spots off competitors’ Android models. Whilst from a photo enthusiast’s point of view we would have liked to have seen a larger APS-C sensor incorporated this time – something we suggested to Korean top brass on the original product’s launch – as this is a device to make the jump from smartphone to ‘proper’ camera a little easier, and there’s always Samsung’s impressive NX range if your customers do want that larger chip, the omission isn’t a deal breaker. Indeed, having a camera onto which you can download apps via wireless connection, play games, surf the Internet, send emails and share images in the easiest possible manner brings its own reward. Sounds a lot like a mobile phone or tablet? Yes, in the case of the Samsung Galaxy Camera 2, that’s kind of the point. And the pictures are a whole lot better. – Gavin Stoker www.samsung.co.uk

fter a successful launch in London last year (above), PhotoLive is back and going on the road. Taking place in London (September 6th) Leeds (August 23rd) and Edinburgh (August 30th), the conference is one of the UK’s largest training events for amateur photographers. Aspiring photographers can expect to enjoy a comprehensive seminar schedule delivered by professional photographers, along with a retail area showcasing leading brands. Delegates to PhotoLive 2014 will learn a wide range of techniques covering many different genres. This year’s top-class speakers include landscape photographers David Clapp and Jeremy Walker, Travel Photographer of the Year Timothy Allen, macro photographer Heather Angel and wedding and portrait photographer Lisa Devlin. The full list of speakers is available at photo-live.com. The event wouldn’t be complete without its retail area allowing delegates to speak to brand ambassadors and get their hands on new kit. Wilkinson Cameras is the event’s official retail partner with Olympus and Panasonic also among the exhibitor line-up. Entry to the PhotoLive retail exhibition area is free for anyone to attend. The venues PhotoLive will be held in are: Leeds Met University on the 23rd of August, Edinburgh Napier on the 30th and then 200 Aldersgate, St Paul’s, London on 6th September. Stand space for the events is selling fast but there is still some availability. For stand enquiries please call Jonny Sullens (right) on 020 7042 4301 or drop him an email via jonny.sullens@futurenet.com There is a special discount being offered on stand prices for those interested in exhibiting at all three events and seeking to reach a greater audience nationwide. The other advantages of exhibiting are the opportunity to meet a dedicated audience of photography enthusiasts who are serious about their interest, plus the added exposure of being featured across the PhotoLive marketing campaign, including email newsletter, PhotoLive website and social media. For tickets to PhotoLive, visit photo-live.com where if you head to the ‘Exhibit’ page there is also a downloadable brochure for those interested in exhibiting. http://www.photo-live.com/

To ensure you get your products under the nose of buyers in the trade contact us via info@bpinews.co.uk 20 June 2014 | BPI News

FEATURING: n Timothy Allen n Lisa Devlin n David Clapp n Heather Angel n Bruce Smith n Andy Rouse

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BPI News | June 2014 21

BPI PRODUCT FOCUS

Kenro puts photo A massive range of new albums and frames has been launched by distributor Kenro to help you win sales and boost profits – plus there’s also a TIPA winning mini flashgun from Nissin to flesh out your offerings…

Colourful albums great for a summer market – families and tourists alike! Below, the TIPA Award winning very small and neat Nissin i40 dedicated flash

une is the date for the launch of a host of new frames and albums from Kenro, aimed at giving mini labs and photo specialists plenty of potentially high margin saleable stock, enabling you to win crucial custom from browsing tourists, doting mothers and newly-wed couples alike. A new trade-orientated product leaflet is also on the way next month, with a full catalogue coming in time for the Autumn Fair at the NEC and Photokina, plus Kenro will also be exhibiting at the Harrogate Home & Gift Show, July 13th-16th. So, as usual with the distributor, there is plenty going on, and we haven’t yet mentioned the fact that its Nissin branded i40 pocket flashgun (bottom left) won a 2014 TIPA Award back in April! This mini flash, well suited to compact system cameras because of its size, rotates 180° horizontally to the right and left and tilts up 90° for bounce flash applications and close up work. Powered by four AA batteries and featuring an LED video light and attractively retro looking manual dials on the back, support is provided for Canon E-TTL/E-TTL 11, Nikon i-TTL, Sony ADI/P-TTL, Four Thirds and Fuji cameras. Weighing just 203g and with shutter speeds of up to 1/8,000th second, SRP is advised at £204 inc VAT. “The Nissin i40 offers a combination of impressive flash power and an innovative LED fill-in light (see far left front view) in a small and lightweight package,” said the TIPA judges in the official quote at the time. “I’m delighted TIPA has endorsed our own thoughts on the Nissin i40,” says Kenro’s MD Paul Kench. “We’ve always had high hopes for this flash; it seemed to tick all the right boxes from the start. Our dealers have experienced great interest in it and it’s selling extremely well.” It would therefore appear that minis are very much back in fashion!

One more for the album… So, on to the photo albums… arriving in stock at the mid to the end of June, and one of 30+ new products, are City Series albums in varying sizes, including small ‘bragging books’ for 6x4-inch prints as well as traditional 29x32cm book bound albums with tissue interleaves, with cover and inner designs based on London; so a perfect addition to your stock in time for the tourist season. And perfect to sell to those customers enjoying a city break. “We’ve launched this range in time for the tourist season because we have customers in Kodak Express, Snappy Snaps and Fujifilm’s digital imaging specialists, along with many other photographic retailers – plus there’s obviously gift shops as well,” says Kenro’s Paul Kench. “And inside you’ve got printed pictures of some of the iconic locations in London, and a frame inside that when you slip in your images resembles a tube map. The common theme with these albums is that good margins can be made.” The cover of the London Skyline albums also features a glossy spot varnish so that the London logo and skyline stand out. Also a potential best seller this summer for obvious reasons is the new Holiday series of album designs, with three in the series – featuring various themes of beach holidays or trekking – holding up to 200 6x4 images. Apart from vacations, naturally the birth of a child is another reason to invest in a photo album, and again Kenro has plenty of choice, including a Baby Ribbon series in baby boy blue and baby girl pink, that offers 100 29x32cm pages as well as polka dot design slip-in memo albums that will again hold 200 6x4-inch photographs. “We’ve had increased demand for baby albums over the past few years, in line with various baby booms,” reveals Kenro’s Paul. “It’s

Come and meet Paul and the Kenro team at the Harrogate Home & Gift Show, Hall B, 22 June 2014 | BPI News

specialists in the picture

“People might assume that because of digital photography there’s less demand for photo albums, but we’re finding that it’s a stable market that constantly sells. There’s quite a demand still for albums that mark an occasion, like a wedding, a baby or a holiday” – Kenro MD Paul Kench interesting because people might assume that because of digital photography there’s less demand for photo albums, but we’re finding that it’s a stable market that constantly sells. There’s quite a demand still for albums that mark an occasion, like a wedding, a baby or a holiday. Whether you’ve gone to London or the Maldives people still want to record those memories. And for such occasions they’ll make the effort to produce prints. They’re also ideal to give as gifts if your customers are going to a christening or a wedding, so it’s a good add-on for the retailer.” Next up, if you have any customers with teenagers in their family then you’ll probably want to sell them one of Kenro’s Candy Series Memo Albums with a funky striped design, and again availability in blue and pink. In short Kenro has one of the most comprehensive album ranges on the market. “Others might do albums, one or two here and there, but they don’t offer our breadth of range, without blowing my own trumpet,” affirms Paul, noting that Kenro is positioning itself as frame and album specialists into the bargain. Price wise, SRP for the albums is between £9.42 and £20.34.

The frame game Weddings and the birth of a child are also the perfect opportunity to sell or gift a photo frame, and naturally

Kenro again has an exhaustive retail selection of new offerings. Paul says that its Rio range of contemporary frames has been very well received, and to this it has introduced a pure white version, to match the growing trends in interior design for a minimalist, white finish. This white frame is available in sizes 6x4-inches up to 8x12-inches initially, but all the Rio frames share the same generous 30mm wide profile. Alternatively if you opt for a dark oak or natural wood finish, Rio frame sizes go all the way up to A2. Kenro also offers the Emilia distressed frame series to capitalise on the whole ‘shabby chic’ trend in interior fashions. “The plan is to gradually expand the range but the initial feedback has been very good,” notes Paul who adds that in terms of strong sellers for dealers to stock, the standard 8x10-inch frame remains very popular, with 6x4-inches up to 8x12 also good, strong sellers. Poster frame sizes, such as the A4, A3 and A2 are also very popular, especially in black. Continuing the location theme for the frames, there is also the bestselling Frisco range, with four new colours recently introduced – pewter, blue, white and red. Again the white colour in the range has proved particularly popular, and demand has been such that there are actually 19 different sizes of that colour to be had, including an A1 size. Otherwise

Framing a profit for you – multiple choices for all tastes and uses under the Kenro Frame Collection and Frisco brands

the frames are all available now in sizes to fit a 6x4, 7x5, 8x6, 8x10 and A4 image – the kind of sizes that most retailers would keep in stock as their ‘bread and butter’ offerings. “Square formats are also becoming popular because of Instagram and other social media at the moment,” notes Paul, who reassures dealers that one of the things that this family owned company is notable for is always keeping items in stock, to avoid any frustrations when placing an order. If orders are placed by 1pm, then stock will be shipped out the same day and that fast turnaround provides stores with the peace of mind that they can order little and often. A different option yet again in the frame range is the swish in appearance Kenro Harmony Elegant Crystals series, and the ornate Elegant Lace series, ideal for your customers to frame those wedding or christening photos. Originally these were made available in 6x4inches and 5x7-inches, but once

again the range of size offerings has been expanded. The Lace has gone up to 8x10-inches and the Elegant Crystals has gone up to 8x6-inches. If it’s a touch of class your customers are after, Paul further picks out the Kenro Whisper Classic series photo frames as possessing a “beautiful finish. They’re also very popular.” Prices for Kenro’s frame series range from an SRP of £3.94 up to £52.80 for the largest poster frames. “Dealers need to keep refreshing their product ranges to keep consumers interested,” advises Paul by way of conclusion. “The news out there is cautiously positive and there’s growth coming. But you need to give them a good reason to spend money, and we’re trying to do just that by adding value to our range.” For further info on all the products on this spread please call Kenro’s head office on 01793 615836, visit the website at www.kenro.co.uk or email sales@kenro.co.uk

Stand 24 this July 13th-16th. Please visit www.homeandgift.co.uk for further information BPI News | June 2014 23

NEWS EXTRA

1, 2, and

erhaps the biggest surprise about Sigma winning three 2014 TIPA Awards back in April is that it isn’t really a surprise at all; the brand has consistently shown up as a favourite with the judges. This time however Sigma had particular cause to celebrate, as the voters, made up of those knowledgeable folk from 28 photographic publications spread across 15 European countries, gave the nod of approval not only to its lens expertise, but also its innovation with regard to cameras – and the means by which lenses are attached to said cameras.

winning reasons to sell Sigma

It is not just Sigma’s well-regarded lens technology, but also its innovation when it comes to cameras that has seen it garlanded by the European photo press. Even more reasons then to make sure you stock and sell the brand…

One… If you missed our news splash in BPI News May edition, you may have failed to notice Sigma’s Mount Conversion Service was awarded ‘Best Photo Service’ by TIPA’s experts; this is an additional service for your customers via which any existing Sigma lens can be re-configured to match a different lens mount than the one for which it was originally purchased. For example the mount on a specific Sigma lens can be altered to fit Canon, Nikon, Sony A-mount, Pentax, Micro Four Thirds and Sony E-mount. What other manufacturer goes that extra mile for its customers? This service takes approximately two to four weeks to complete, price dependent on the type and focal length of the original optic. Now the small print: This is for Sigma Global Vision lenses only and Sigma says it can only change

Three… Finally the third in Sigma’s awards hat trick is the 18-200mm f/3.5-6.3 DC Macro HSM lens, which was named TIPA’s ‘Best Entry Level DSLR Lens’. The appeal here is not just the obvious advantage of its telephoto reach but also the fact that it measures an impressively compact 2.8x3.4-inches and is affordable with it.

Designs on discerning wallets – the winning dp-Quattro

Two…

the mount to a mount that is already available for that particular lens. For example, if someone wants to change a lens to a Pentax fit, but that particular model has never been produced in a Pentax fit, then it can’t be changed. “Whilst this might not be something that dealers can make margin on direct, it offers reassurance to anyone buying our lenses from you today that should they happen to swap camera bodies at any stage down the line, they will be able to continue to enjoy their existing lenses,” says Sigma UK’s General Manager Graham Armitage (above).

The second TIPA Award headed Sigma’s way was for ‘Best Design’ for its fledgling ‘dp Quattro’ camera range – currently comprising three models, which have challenged conventional shape and form when it comes to an image capture device; hence the recognition for innovation. The thinking here is that Sigma has provided a totally new home – or homes – for its next generation Foveon X3 direct image sensor. With an outwardly shared look and inwardly identical function, what sets the trio apart is the differing focal lengths provided: 19mm, 30mm and 50mm, equating to 28mm, 45mm and 75mm in 35mm film terms. Lens and sensor have been optimized for each to work in perfect harmony. “We like our relationship with specialist retailers to be harmonious and with this trio of cameras we’re hoping to help them make a bold statement,” believes Sigma’s Graham. “We’re not slavishly following the bandwagon with ultra sleek or predictably retro design, but rather delivering something that our customers really care about: the very best image quality from the best possible package. Normal is fine for some, but being normal isn’t how you become great! This trio will appeal to those who dare, nay, demand, to be different.”

Not only that, but despite a 16 element, 13 groups construction the lens is also smaller than its predecessor and offers a closer focusing distance with it of 1.5 feet throughout its focal range. The lens also incorporates an optical stabilizer system to enable those cameras that don’t have the feature built in. This ‘Contemporary’ lens is part of Sigma’s Global Vision range of lenses, so will also work with the USB Dock. The Mount Conversion Service offer also applies. “In short this is a versatile beast for anyone who wants to extend the capabilities beyond what the standard 18-55mm zoom supplied with most entry level digital SLRs can manage,” boasts Graham Armitage. To order stock of the TIPA winning cameras and lens, and avoid missing out on a winning streak of your own when it comes to making a sale, speak to your Sigma area representative now. www.sigma-imaging-uk.com

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

3 amazing finishes - 1 amazing machine Printing with a level of clarity and sharpness equal only to real life

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BPI News | June 2014 25 2014

Summers Coming. So let's talk Christmas!

OK, so it's starting to warm up. There's the smell of BBQ's wafting over the garden fence and the kids want you to get the inflatable pool out only to ambush you with water bombs. But now is also the time to make sure you get your pre-orders in for Christmas gift products and in particular our popular Gift Display Units.

As a leading supplier of Christmas Photo gifts into the Photo Retail market, Tetenal has a fantastic range of gifts from leading names such as Adventa and Shots2Go. Floor Standing Display Units create an in-store focal point and can have a positive effect on your photo gift sales during the Christmas period. These items are available in limited supply so give us a call and have a chat about your specific requirements. Call Mark Wilkins on 07860 240 244 for further information. With a history dating back to 1847, we have the experience, knowledge and expertise to help you maximise the profit potential from your print services. | BPI News 26 June 20140116 TEL: 289

3644

E-MAIL: uk@tetenal.com

WEB: www.tetenaluk.com

NEWS EXTRA

Kodak Alaris and Boots team up to target smartphone photographers

etting consumers to print their smartphone snaps by making the whole process simpler and faster has been an insistent mantra of the new Kodak Alaris. It was there in the interview we conducted with UK General Manager Lee Palmer at the end of last year and, just last month, was again the main topic of our exclusive powwow with new CEO Ralf Gerbershagen, late of Motorola Mobility. In short, this is where it believes the future of D&P lies. There are millions more mobile phones in people’s hands than there are dedicated digital cameras, so this would seem to make sound business sense. And where better in commercial terms to showcase the fact that getting printed photos from your phone can be an instant pleasure rather than a pain, than by stepping up the roll out of Kodak Kiosk WiFi Connect functionality to Kodak Picture Kiosks in selected Boots stores nationwide. The seven-months-old Kodak Alaris is claiming not only this move, but moreover the implementation of this technology, represents a ‘significant milestone’ for the company. “The nationwide Boots roll out of the Kiosk Connect functionality is a direct response to the huge growing demand from consumers wanting quick and convenient ways to print photos from their smartphones,” says Phil Donnelly Kodak Alaris’ UK Business Manager for Kodak Picture Kiosks.

Good for Boots is good for you The same opportunity remains viable elsewhere, as the sales methodology here is widely applicable. The tech involved could easily benefit your own business – whether you’re a nationwide chain or a one-man band that’s part of the Kodak Express dealer network. First off, to make the process that much easier, your smartphone user customers need to download the Kodak Kiosk Connect App. This streamlines the wireless transfer process from iOS and Android phones to a Kodak Connect Picture Kiosk, allowing those equipped with the app to make prints, create cards, collages, photo books and more. Unlike when using a digital camera, media card or pen drive, there’s no need to first transfer the photos before using the kiosk. Your customers

There has been much talk the past few months about ‘apps’ and WiFi connectivity with regard to how the recently formed Kodak Alaris is approaching developing and printing in the 21st century. And now Britain’s biggest chemist is extending the roll out of Kodak Wi-Fi Connect capability to its kiosks. BPI News learns whether this is the shape of things to come for the trade… simply select the images from the phone via the app and transfer them via secure Wi-Fi connection to the kiosk and print. Simple stuff. “The facts speak for themselves,” adds Phil Donnelly. “It’s estimated that 84% of smartphone users are on their phones when in retail outlets, with the average person now checking their phone 150 times a day! Add to that the fact that nine million images are being taken on phones a year, and the potential for business development around mobile imaging is huge. It’s not just the improved Kodak Picture Kiosk functionality; other creative photo apps like Instagram are fuelling creativity – especially among the young – when it comes to what they can do with their smartphone pictures. Our partnership with Boots is really helping get this message out there – but it is equally applicable whatever the scale of your own photographic business!” So, to find out more information on the benefits that Kodak Picture Kiosks can deliver to your business, please visit www.kodakalaris.com or contact its distributor Tetenal on 0116 2893644.

See www.kodakalaris.com or contact our Kodak Picture Kiosks distributor Tetenal on 0116 2893644 BPI News | June 2014 27

THE INSIDE TRACK

And it’s goodbye from him… PMA UK As BPI News’ regular columnist Nigel McNaught hangs up his holsters after 12 years as the PMA’s UK Director, taking the long walk into what we hope is a fruitful retirement, we get the benefit of 50 years’ worth of wisdom…

aving contributed a monthly ‘industry insider’ column to BPI News since we took over the magazine from the previous publisher two years ago, this month the Photo Marketing Association’s UK Director Nigel McNaught bids both the magazine and the trade goodbye as he heads into retirement. Whilst we look forward to new blood and hopefully fresh impetus in the shape of his successor Don Kennedy (formerly of Snappy Snaps, which he co-founded), Nigel signs off by sharing wisdom accumulated during half a century spent in the service of the photographic trade, which included taking his ‘Save The Photographers’ campaign all the way to No.10 Downing Street. BPI News: I understand you first worked in a camera shop in 1964, 50 years ago. What was it that drew you toward a career in the industry? Nigel McNaught: The phrase ‘worked in a camera shop’ is really too grand for what I did. A keen – and very good – local photographer decided he was going to set up a retail photo shop, studio, weddings and camera equipment sales. I would go in on a Saturday morning and tidy up and generally make a nuisance of myself. Four years earlier, at the age of 11, I had become very interested in photography. So much so that the local pharmacist, for that was where photography was based in those days, showed me round

his darkroom and let me make a print on his enlarger. I remember rocking the developing dish and watching the image appear under the red safelight. I thought: “ I just made that”. The magic had worked and I was hooked. There was only one problem: over the next few years I joined the local camera club and it became apparent, slowly but surely, that I was not a very good photographer. Technically competent: lighting, composition, exposure etc but the photos lacked soul. So, instead of going to university to study photography, I ended up doing a degree in the science and technology of photography and from there I worked for British Aircraft Corporation applying photographic techniques to solving problems, such as using ultra high speed cine cameras to look at vibrations on rotor blades and producing holograms for storage.

assumed that the external influences remained stable and of course they never did. So I resolved to get out of practical photography and enter the big bad commercial world. I joined Polaroid as a technical sales rep. There have obviously been fairly seismic changes in technology and retailing over the past 50 years. What was the biggest shift for you and was there ever a boom period when the trade were happiest? Although we may not have realised it at the time, the late 70s and early 80s were probably the nearest we got to a boom. Although we did not have digital technology then, it was about to knock on the door with the advent of the PC. Technology has made photography easier and more accessible. We reach a wider audience now able to take pictures of a higher quality than I ever dreamed of 50 years ago.

‘The last 12 years with PMA have been the most fascinating, interesting, rewarding, sometimes frustrating, years of my life. I have only ever known the photo industry; it has been my entire life’ – Nigel McNaught So how did you make the move to the commercial aspects of the photo industry? BAC sent me on a management course and one of the lecturers quoted the mantra: “If you do what you’ve always done, you’ll get what you’ve always got.” At the time I thought this was very clever but as I drove home that evening I realised it was complete rubbish, because it

Leading on from this are there any issues the trade was having then that remain unsolved today, is it a totally unrecognisable landscape? I learnt a huge amount at Polaroid about selling, marketing, sales promotion and how to play golf. And my education continued when I joined Olympus as General Sales Manager. Yet it is clear

that many of the issues we faced then have continued to the present day, and I am thinking here about camera margins. I remember putting promotions together for a ‘free’ manual adapter for the Olympus OM-10 simply so that the independent dealer stood a chance to compete with Dixons and Comet. Nowadays instead of the ‘enemy’ now being Comet, it is the Internet. Is this a roundabout, a cycle or a line stretching to infinity? Sadly I think it is the latter. Competition abounds. Take for example the fact that Carphone Warehouse and Dixons are to merge. It is only a few years ago that CW

See what the PMA can do for your business. For all matters and enquiries relating to PMA UK 28 June 2014 | BPI News

Director calls it quits

‘Technology has made photography easier and more accessible. We reach a wider audience who are now able to take pictures of a higher quality than I ever dreamed of 50 years ago’ Lobbying for the industry – Nigel at No 10

differentiate, or do they leave it all to Halfords? You’ve often talked about educating customers as the way forward but obviously they have to want to be educated. How do we get that excitement back?

had an abortive attempt to join with Best Buy, only for their plans to be thwarted by Dixons. Thirty years ago we had three major buying groups in the UK: Photomarket, Fotovalue and Image. Now we have none. Yet in France and Germany photo buying groups like Camara and Ring Photo are the norm. So, as the number of UK photo dealers has declined, we have to look at alternative means for photo dealers to bring their wares before Joe Public. Experts often talk about the future for retailing being multi channel; bricks and mortar shops need to spice things up

with a bit of retail theatre. Are you concerned or excited for the future? We have a big opportunity to capitalise on the growth in picture taking which is itself a boon, although competition for the leisure pound has never been fiercer. Yet photography seems unsure as to whether it is in a niche market or a mass market. In truth we are probably in both. But we cannot use the same ‘retail theatre’ for all types of customer. Compare yourself with the local cycle shop appealing to cycle club members and to family cyclists. How do they

There is a boom in the thirst for knowledge; people have more leisure time and they want to make that time more productive. That is why there are more people attending more courses run by more organisations than ever before. The demand already exists but you need to work on it. Ask your customers what sort of photography they are interested in and arrange an evening demo with a named ‘expert’. If I go back 50 years to that first small camera shop in a west country market town, that was the hub for the local camera club; even non members were attracted by the reputation. In those days the camera club put on the education sessions, perhaps now it’s the retailer’s turn. Have you achieved at PMA what you hoped to achieve? Are there issues remaining unresolved within the industry? When I joined PMA twelve years ago the hot topic was home printing and how it was destroying the D & P business. It took some time for people to realise that the threat to D & P was not ‘home printing’ but was in fact ‘not printing at all’. One of my unfinished projects is to get the whole industry together to promote

photography, picture taking and picture making. We made a start with National Photography Month and there were heartening and promising ideas at The Photography Show at the NEC. From a commercial viewpoint we know how vital the ID Photo business is to the photo retailer. I am proud to have led a team of industry representatives striving to preserve this business. We may not yet have got all we want but we are firmly on the map and the various government agencies are working with us, which is considerable progress from where we were two years ago. So finally Nigel, what are the positives you take away from your time in the industry and where to from here? The last 12 years with PMA have been the most fascinating, interesting, rewarding, sometimes frustrating, years of my life. I have only ever known the photo industry; it has been my entire life. I am fortunate to have worked with some talented guys on the PMA Council, people like Steven Lord, Danny Williams, David Honey and John Williams. I am delighted to say that my successor at PMA is to be Don Kennedy. He will bring a huge amount of business experience to help members and I wish him every success. I have met so many great people in this industry, too many to mention. My father would say to me on many occasions: ‘Son, all that matters is people. Nothing else; just people.’ He was right.

email pkamuk@pmai.org, call 01438 840367 or visit the PMA UK blog at www.pmai.org BPI News | June 2014 29

TALK OF THE TRADE

How to solve the mystery of retail success

e’ve recently won two ‘Mystery Shopper’ Awards; one from the Electrical Retail News, BPI’s counter part in the electrical trade, and the other from Liverpool’s BID (Business Improvement District) organization, which represents some 630 businesses in the area. It’s the second time in that magazine we’ve had top marks – the first was for our Carlisle store and the most recent was for our Liverpool branch – so we seem to do OK with our hard work.

A Mystery Shopper award for Wilkinson’s Liverpool branch

Liverpool BID gave us a copy of the Mystery Shopper report and it’s been invaluable feedback detailing the whole customer experience from start to finish: the approach to the shop, what it looks like, how it’s presented, how smart the staff are. And then what they’re looking for is friendliness, knowledge and sales skills. Everything to do with retail is assessed in great detail, so the report itself is extremely valuable because it gives us a benchmark now of where everybody needs to be. A lot of it is not rocket science, it’s just common sense. In terms of marketing, it’s been reported in lots of the

One of the more switched-on members of our industry, Wilkinson Cameras’ MD David Parkinson, steps up to our podium for the latest ‘Talk of the Trade’. See bottom of page for how you too can get involved with your peers via BPI News…

local and national press and online and we’ve obviously made a great deal of it on social media. It’s hard to quantify what the impact of social media is in terms of retail but it is important. The biggest issue any business has got now is finding ways of communicating with customers, because all the traditional media is changing. So how do you get to your customers when they’ve got such a huge number of ways of finding out what they want? You can spend huge amounts on Google Adwords, but it can cost you £40 to make a sale on which the profit is only £20, which is not good practice for anybody. You can’t ignore Amazon. So you’ve got to do everything that they’re doing and add a layer on top, which is having smart stores with smart staff giving a consistent message and doing it well. If you can do that and offer so much more than just the online experience, it can make a big, big difference. I don’t think ‘retail theatre’ is a new invention. It’s been around since year dot, but it’s become

“I don’t think ‘retail theatre’ is a new invention. It’s been around since year dot, but it’s become more important because people have got complacent” – David Parkinson more important because people have got complacent, so some rejuvenation is required. Having proper in store displays where you can see, touch and feel is all part of retail theatre, as is having workshops and training.

It’s a very unusual market at the moment. You look at GfK figures and DSC is in decline. Yet we can sell as many Panasonic TZ60’s for £350 as we can get our hands on. Oddly, something like a £250 entry level DSLR is slow in comparison. But we’re selling more £1,000 DSLRs than we’re selling £500 DSLRs. The photographers do seem now to be embracing CSC, and I think that’s because there’s some fantastic product available. The Fuji X-T1 and Olympus OM-D E-M10 have been phenomenally successful and there’s been a lot of interest in the Leica T and the Sony A7’s. So all of a sudden we have real interest in quality interchangeable lens cameras. That said manufacturer’s support is mixed. From a retailer’s point of view the one thing that seems to be lacking is a mutual partnership. It would be nice to see that come again. Manufacturers want to get product in people’s hands through various means and of course retail outlets are the way to do that – but we need more engagement with some of these suppliers. We have a massive calendar of in-store days with Nikon, Canon, Sony and Leica – but we could do more. With some suppliers it appears to be an ‘us and them’ scenario, but I believe that if we just shared resources and information then we’d both benefit. The other thing I can’t understand is that, if we are in a declining market then everyone should be trying to make more money out of fewer sales. This industry seems to be trying to buck that trend with a huge amount of discounting, even on new products, which seems totally unnecessary. We do price match at our discretion, but if we’re fighting to get stock why do we want to give it away? It’s not as if the business isn’t tough enough. Again, common sense is required.

Let’s get the trade talking to each other via BPI News. Send your thoughts to info@bpinews.co.uk 30 June 2014 | BPI News

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photographyshow.com/charitygolfday BPI News | June 2014 31

32 June 2014 | BPI News