BPI News November 2014 by British Photographic Industry News (BPI News)

INSIDE: CHRISTMAS CASH BACKS REVEALED, ANALYSED & DEBATED BY THE TRADE!

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BPI News

EDITORIAL

November 2014

fter the comparable feast of new product that was Photokina last issue, this past month has settled down in terms of big new releases – with the spotlight now swinging to focus on how to actually sell all these new goodies, something that is obviously crucial to get right amid the noise and static that surrounds the run up to Christmas 2015. Blimey, are we at that stage in the year, already? Writing this as fireworks are beginning to fill the sky, it appears so. Another sure-fire way of telling that Christmas is on the way is the sudden re-appearance of a plethora of cash back deals, lens and grip promotions, with all the big players throwing their tinsel hats into the ring. Or are they just self admittedly jumping on the bandwagon? It very much appears that you have to be in it to win it, and cash back deals are as good a device as any to tempt consumers to spend their money on your products, in your store. But what do we know? We just sit behind computer screens. So we’ve asked those at the coal face of the retail industry to give us their first-hand views on getting the best results from cash back offers and accessory promotions, including two prominent retailers plus, for balance if needed, a major manufacturer. Interestingly it appears that there is much common ground and that the industry does appear to be working together for mutual benefit, rather than getting into an ‘us and them’ style scenario. Read our findings for yourselves in this month’s extended Talk of the Trade, starting on page 28. Talking of ‘trade’, elsewhere we’re looking forward to The Societies Convention in January next year and The Photography Show’s return in March, both of which still have limited trade exhibitor spaces. Yes, 2015 will be here before we all know it. That’s BPI News for you: forward thinking and forward looking as ever. Enjoy reading the issue. Gavin Stoker, Editor

The sudden if predictable deluge of Christmas 2015 cash backs and promotions is our main story this month. Plus details on Canon’s EOS C100 Mark II behemoth, Jessops new stores and Sainsburys deal, plus accessories from Marumi via Kenro, along with new Fotospeed & Permajet papers for Xmas prints NEED THIS? SEE NEDIS 11 Our BPI News Product Focus turns its illuminating beam on the wide range of Christmas gift options offered by the distributor, which has long encouraged the trade to ‘think outside the box’. We meet Jonathan Griffiths of H Shackleton who shares the Nedis advantage when it comes to saucepan clocks and retro radios OBERWERTH BAGS: WELL ‘WERTH’ STOCKING 15 Joining Billingham on the high-end photo gear bags ‘scene’ is newkid-on-the-block Oberwerth, a German manufacturer discovered at Photokina by new UK distributor BMM Photo Solutions, aka husband and wife team Bob and Di Campbell. We hear why you should be selling these high margin beauties ALONE WE HAVE NO VOICE, WITH RETRA WE DO 16 Wilkinson Cameras MD David Parkinson shares his experience with the photo trade of being a member of electrical retailer organisation ‘retra’, which he explains is looking out for its members by lobbying the government at the highest levels to reduce business rates stifling independents, as just one benefit TALK OF THE TRADE: MAXIMISING THE EFFECT OF CASH BACKS 28 This issue we’ve roped in Adrian Deary and Jason Mitchell of London Camera Exchange and Cameraworld respectively, along with Fujifilm’s David Bland, Senior Product Manager for Digital Cameras, Accessories and Media, to give us their opinion on whether cash backs still work and how to get the best return

COVER: FASHIONABLE ATTIRE: Is deliberately pitching a camera as a style accessory selling it short? Olympus doesn’t believe so and its latest Pen campaign is going all out to win the female vote. Perhaps dealers could grab some inspiration for promos too, as Wilkinson’s have inventively done on page 17. COPY DUE DATE FOR DEC/JAN COMBINED BPI NEWS ‘CHRISTMAS SPECIAL’ IS TUES NOVEMBER 18TH…. ISSUE POSTED OUT END OF NOV. GET YOUR PRODUCTS IN FRONT OF THE TRADE & CUSTOMERS THIS FESTIVE SEASON

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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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CASH BACK NEWS

Gripping offers from Olympus

Fujifilm launches Xmas cash-backs

THE manufacturer has joined those promoting Christmas cashback deals. Its offer has two parts: your customers can claim a free camera grip worth £189.99 upon purchase of the OM-D E-M1 (foreground in pictures) with an additional £150 cash back if they purchase selected M. Zuiko lenses. The E-M1 promo, which runs until January 9th 2015, is backed by adverts in the photo press to drive custom to dealers. There are also some multiple lens, money saving boxed kits available, going out through independent dealers. An OM-D Two new boxed OM-D kits E-M5 Travel Kit (centre item) includes a 12-50mm, 45mm and a 40-150mm lens for a value-added SRP of £999.99. The second option for your customers to snap up is an all-black E-M10 Double Zoom Kit (rearmost in pictures) with EZ 14-42mm & 40-150mm II R lenses for £799.99. www.olympus.co.uk/promotions

THE PHOTO stalwart is first off the blocks with its latest cash-back offers that offer up to £100 off its X-T1, X-E2 and XQ1 (above right) system cameras – as well as the FinePix S1, S9400W and S9200 bridge models. In addition there is the opportunity for your customers to buy an X-Pro1 (above left) and get two free lenses in the Fujinon XF18mm f/2 and XF27mm f/2.8 R, worth a sizeable £879.98. For those who already own a Fuji camera and would like to invest in extra lenses, there is the further opportunity to claim £100 cashback on single lens purchases, grab £300 back on twin lens purchases and a whopping £500 cash back on triple lens purchases. The lenses covered by the deal include: the XF 60mm, 56mm, 55-200mm, 35mm, 23mm, 18-55mm, 14mm and 10-24mm. The above offers commenced the beginning of October and run until January 11th, 2015. Head to the below link for more info and T&C’s. www.fuji-offers.com/uk/en/cashback/qualifying_products

Panasonic cashes in on Christmas

Flash-y Xmas deals from Nikon

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THE ELECTRONICS behemoth has joined the ranks of those driving custom to your door with seasonal cashback offers of up to £100. The deals cover its Lumix (upper left), Lumix G (right) and camcorder (lower left) ranges and runs to January 12th 2015. Included in the offer is the flagship Lumix DMC-GH4, with the full £100 cashback. Alternatively there’s a £30 incentive upon purchase of the Lumix DMC-TZ60 30x optical zoom camera, and the same amount of cashback offered to those buying its HC-V550 camcorder featuring built-in Wi-Fi. To claim on qualifying Lumix, Lumix G camera and camcorder models, participants aged 18 or over must complete an online registration form at www.panasonic.co.uk/promotions within 28 days of making their purchase. The last date for registration will be 27th February 2015. Complimentary 12 month national trust Further info can be had via cashback@fotf.co.uk or the helpline 0800 membership number: with the lumiX FZ200 or FZ72 072 7649.

NIKON is dangling the carrot of up to £175 cash back this Christmas on selected DSLRs, lenses and speedlight flashes. The promotion started mid October and runs until January 15th next year, with all claims needing to be received by February 28th to qualify. DSLRs covered in the scheme are the D5300 (with £50 cash back), D5200 above in red (£40), D3300 (£30) and D3200 (£20), with claims able to be made on standard lens kits or body only. The two flashes covered by the deal are the SB-700 (upper right) and SB-910, with £25 and £35 back respectively. To claim back the top whack £175, your customers will need to purchase a 80-400mm f/4.5-5.6G ED VR lens (lower right), a 24-70mm f/2.8G ED, or 14-24mm f/2.8G ED. “Christmas is the perfect time of year for your customers to spoil their loved ones with thoughtful and unique gifts,” says Nikon’s Group Product Manager for DSLR Simon Iddon. “This promotion has something forLumix everyone, Nationalwhether Trust POSyou’re looking to buy a camera for a friend or treat yourself to a new lens to•record special moments during the festive season.” Description Complimentary National Trust Membership www.nikon.co.uk/promotions

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BPI News | November 2014 5

NEWS

Samsung pre-order deal bundles 16-50 lens and bag

Calumet targets future photographers HERE’S an idea to build brand and customer loyalty. While others might be disparaging about students, Calumet is being encouraging with its launch of a new 12-month student membership scheme at a cost of £25 per student. Boasting value for money as it includes a £50 rental voucher off the bat, plus 20% off deals on inkjet papers, film and chemistry plus its own brand products, those in education also receive £25 worth of gifts including a Selvyt cleaning cloth, 8GB USB memory stick, a Brilliant paper sample pack and an Ilford FP24 Plus 135-24 Exposure Film. Calumet’s MD Jon Warner claims the ‘first photographic membership scheme of its kind’ has been months in the making. “Calumet is looking to continually invest in its future and we believe the new photography enthusiast plays a large part in that. We want to ensure Calumet is a trusted and friendly name that supports each student through their photography lifetime.” www.calphoto.co.uk/student

Your best shot this Christmas FOTOSPEED is offering retailers and mini labs the chance to make more this Christmas by providing the opportunity for customers to print their own greetings cards. You can sell a pack of 25 inkjet ready cards made using Fotospeed Matt Duo heavy double-sided pages, with a weight of 230gsm. The A5 sheets fold to make A6 cards, pre-scored for easy, accurate folding and a professional finish. Retail prices start from just £11.99 for 25 pre-scored cards and envelopes. These are subject to normal trade discounts. Find out more by getting in touch direct via sales@fotospeed.com or call on 01249 614555.

The NX1 sees a new semi-pro and pro market for Samsung, opening the way to sell new lenses like the 50-150mm f/2.8 and 16-50mm f/2-2.8 shown here or the new ‘white’ 300mm f/2.8 AT THE TIME of writing Samsung was running a deal to encourage pre-orders of its NX1 flagship camera – flagged up in our centre spread feature with the brand’s Head of Marketing Paul Scott last issue – with first stocks due to be arriving this month (November). The company is proud of the fact that the package deal is really strong, with a 16-50mm lens and bag given away free with ‘body only’ buys. This means that the Samsung NX1 compact system camera body plus 16-50mm lens and outfit bag retails as a bundle all for £1,299 SRP. And, once your customers are locked into the NX system, there’s the obvious sales opportunity of a further 16 compatible lenses plus accessories with Christmas approaching. www.samsung.co.uk

UV DG free with two zoom options

Sigma takes a flyer with free filters

Christmas cheer into New Year with Lowepro

THE LENS specialist has a pair of offers currently running, both for free UV filters by redemption on the Sigma 18-250mm and 150-500mm and promoted via flyers. Those customers buying the 18-250mm can claim a free 62mm DG UV filter worth an SRP of £40+. This offer was due to expire November 30th at the time of writing. The same end date is also applied to the larger 150-500mm lens promo, which offers the chance for purchasers to claim a free Sigma 86mm DG UV filter worth over £100. The usual T&C’s apply. www.sigma-imaging-uk.com

PURCHASE any Lowepro item priced £50 or more this December and receive a free gift worth £33 – that’s the carrot being dangled before your customers. With each qualifying purchase the gift will be a free Joby three-way camera strap; and there’s no fiddly redemption scheme in place either – consumers are being promised the item at point of purchase. Available up until 31st January, or when stocks run out, participating retailers who have signed up to the scheme via Lowepro distributor DayMen include Wilkinson Cameras, LCE, Camera World, Calumet and John Lewis. www.lowepro.co.uk

Keep a tight grip on that phone, night or Day(Men) JOBY, via distributor DayMen, has launched a GripTight XL tripod, perfect for selfies with larger smartphones, including the new iPhone 6 models, available separately or as part of the following kits: GripTight Mount XL only (compatible with all existing Joby Gorillapod tripods and stands) with SRP of £15, GripTight Gorillapod Stand XL (includes GripTight XL Mount), priced at £28, or GripTight Micro Stand XL (includes GripTight XL Mount) again at £28 SRP. See: www.joby.com

PermaJet stages ‘Production’ ARE YOU a mini lab looking to produce high volume canvas prints for customers? Inkjet paper specialist PermaJet has launched a new Production media range, for which its P3 Production Matt Canvas 380gsm is the first to market. The company says that this inkjet media is designed to cater for commercial inkjet printers with medium to high volume output, and believes, with global demand for inkjet canvas apparently rising year on year, the P3 Production Matt Canvas should fill a gap in the market for a material that resembles the look, feel and print quality of an artist’s starched canvas where higher volume printing is required. Described as highly water resistant and compatible with dye and pigment inks, available roll widths are 24-inches, 44-inches and 60-inches, with each roll stretching 18 metres long. In related news PermaJet is hosting a one-day open day for interested individuals on Saturday November 29th at its Stratford-upon-Avon HQ, featuring demos, live model shoots and more. Call PermaJet for more info on all the above on 01789 739200. www.permajet.com

Stephen Patrick: a sad loss to the trade Stephen Patrick, well known more to the seniors in the trade as the publisher of Praktica News magazine and distributor of Orwo film in the 1980s and 1990s from his base in Redhill, Surrey, has sadly lost his battle with cancer. Clive at BPI News had personally known both Stephen and his late father John Patrick for over 30 years, regularly placing their full paper advertisements for Orwo slide film and processing in the national newspapers, selling thousands and thousands of rolls of film off the page… a reminder on how the entire photo trade has moved to the digital age. Our thoughts are with Stephen’s widow Lynn and family.

Next combined Dec/Jan issue of BPI is last before Christmas! 6 November 2014 | BPI News

NEWS New Canson pro lines

Hoodman, a shade different, wins group test CONGRATS to Roy Knichel and the team at RK Photographic who are the UK distributors for Hoodman range of products. Their Hoodman Compact HoodLoupe with an SRP of £116 has just won a Group Test in PhotoPlus magazine cover dated November (extract, above). ‘Unmagnified view gives superior image quality; compact size; well made and comfortable’ was the test’s conclusion. More good news is that back-up stocks of the top selling HoodLoupe 3 with +/- 3 diopter eyepiece compensation are due in any time. With great dealer margins call RK on 01707 643 953 or sales@thedarkroom.co.uk

Biggest ever Kodak Express promo, new Ilford frames

CANSON INFINITY have introduced Photo Lustre Premium RC, a lustre paper at 310gsm which uses the qualities of an instant-dry alpha cellulose paper, compatible with dye and pigment inks, and is available in rolls and cut sheet. Four new professional canvas editions, two types offering a choice of matte or new lustre Canvas finish, as well as water-resistant properties, have also been launched. PhotoArt Pro Canvas is 395gsm, poly-cotton blend. MuseumArt Pro Canvas is 385gsm and 100% cotton. Canson is also introducing Archival Photo Storage Boxes in two sizes, holding 25 sheets up to 8.5 x 11” or 13 x 19” depending on paper thickness. Further details from: alexa.guignes@hamelinbrands.com or visit www.cansoninfinity.com Chief judge for the photo category is Stephen Mayes, right

Nikon’s 35th annual contest is ‘smart’ move

Scratch the ‘phone’ to reveal prizes, above; and (not to scale) magnetically closing Ilford frames, right. UK DISTRIBUTOR TETENAL has produced its biggest ever national winter promotional campaign for the Kodak Express network, giving your customers the chance to win one of thousands of prizes, including a trip to New York and Apple iPad Mini’s. There are also thousands of other photographic print prizes available. Participating stores are offering a scratch card in return for a minimum spend instore, with every recipient walking away with at least a prize of ‘Free Prints’ with future purchases “so that each customer is left with a positive feeling,” says Tetenal’s Kodak Express Business Manager Abbie Nichols. “It’s great being able to work with a national network, as it allows us to produce promotions which would be very difficult for individual stores to do alone. Plus it gives Kodak Express customers a chance of winning a pretty special prize!” The in-house team at Tetenal were responsible for the concept, design and delivery of the promotion, which runs until the year ends. In related news the distributor has introduced a range of what it is pitching as high-end, high quality magnetic frames bearing the Ilford brand. These are available in aluminium finish, silver, black and white with each colour providing a choice of six sizes, from 6x8-inches up to A2. Each frame is individually boxed with a mount. For further info call Tetenal’s Phil Barker on 07595 203764 or visit www.tetenaluk.com/magframe for a short video.

THE PHOTO GIANT has launched its 35th Annual Nikon Photo Contest and is for the first time accepting entries taken on any ‘smart’ device – smartphones and tablets – as well as cameras. It doesn’t have to be shot on a Nikon! Video entries are also now being accepted for the first time. Entrance is open to all pro and amateur photographers of all backgrounds, with December 15th the closing date and winners announced in June next year. If you’re wondering what your own chances are, be aware that last year witnessed a record 99,339 entries from 153 countries, showcasing everything from evocative landscapes to quirky portraiture. This year’s contest will be judged by a panel of 17 ‘globally diverse’ photographers, film-makers and imaging experts. The decision to reward video work as well as stills comes on the back of September’s launch of the Nikon European Film Festival, in association with the Raindance film festival and cult movie actress and director Asia Argento, which challenges film-makers to come up with a short film up to 140 seconds in length on the theme of ‘A Different Perspective’. The Grand Prix winner will receive a Nikon D810 and a one-week networking trip to the Cannes Film festival in May 2015. www.nikon-photocontest.com/en/

Loadsamoney! Cash-in on cashbacks… The cashback season is in full swing with numerous mentions throughout this issue. It’s good news for the consumers with valuable extra cash savings... while being good news for dealers, as it does not affect their margins and tempts customers to up their spend. It’s also good news for manufacturers, as they can see specific targeted products they want to move selling out of the shops. Perhaps time to be proactive yourselves and look through your sales records and give your top 20 customers a cashback call or email them to say there’s never been a better time to upgrade or to add that extra lens and save “loadsamoney!” For your cashback news and views, contact publisher Clive Insley via info@bpinews.co.uk or call 07713 622304.

Send your news & promos to info@bpinews.co.uk BPI News | November 2014 7

NEWS

Manfrotto sees storms ahead DON’T LET inclement weather blow away your profits: just as seasons change, the tripod and accessories stalwart has unveiled its Pro Light Elements Cover range to provide your photographer customers with a practical means of protecting that DSLR, CSC, flashgun and lenses – and yourself with the opportunity to make that additional sale. There are currently four options: the Pro Light E-690 PL camera cover (£49.95 SRP) is described as ideal for a more compact DSLR or otherwise CSC, while the E-702 PL (£69.95) is better for a DSLR with up to a 70200mm lens attached, and the E-705 PL (£79.95) is for a pro DSLR plus flash plus 70-200mm lens combined. A further alternative comes in the shape of the E-704 PL extension lens sleeve kit (£74.95), that is designed to be attached to the separately available E-702 PL or E-705 PL when shooting with extra long lenses to make sure the entire set up is covered. www.manfrotto.co.uk

Jessops posts profit, opens new stores

Is it a bird? Is it a plane? No, it’s Manfrotto’s solution to shooting in the rain!

Canon’s Stella addition CANON has partnered with Brit designer Stella McCartney – supported at the London launch by photographer sister Mary and dad Paul – to launch a swish high-end ‘cruelty free’ camera bag, which has been devised to house the Canon EOS 100D white version, one the brand is claiming as the world’s smallest DSLR. As is the nature of these things, the bag will have a limited 1,000 unit run, and is being taken by the likes of Selfridges and Harrods, with SRP for bag and camera combo £1,200. “Growing up with a mother and a sister who are photographers, I have fond memories of them pulling out cameras from their bags snapping and capturing moments,” says Stella. “It was a no brainer to create a bag for this brilliant Canon camera, because it was really exciting to design something fashionable and stylish that encourages people to take photographs.” Susie Donaldson, Canon UK’s Marketing Director adds: “Photography and fashion have always gone hand in hand.” www.canon.co.uk

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SEEMINGLY re-invigorated under the stewardship of Dragon’s Den entrepreneur Peter Jones, Jessops has announced a first year operating profit of £280,000 on sales topping £56 million, plus the opening of ‘stores within a store’ at various Sainsbury’s locations. In addition there are also six new high street shops opening/re-opening over the coming weeks – in Kingston, Canterbury, Hull, Tunbridge Wells, Milton Keynes and Reading – to bring the total number of standalone Jessops outlets in the UK to 34. “This is a great result and I’m excited that we’ve been able to restore an iconic British high street brand,” says Peter Jones. “With the right formula and strategy, the high street is full of potential for growth and job creation: our new stores will create over 100 new jobs before Christmas. Our strategy for success is a multi-channel strategy, within which the high street plays a key role. It is all about giving shoppers choice on how to buy: either shop in-store where they can get hands on experience, order by phone, shop online 24/7 or benefit from the collect at store service – all with the reassurance that prices will be the same across all channels thanks to the Jessops ‘One Price’ and benchmarked against the leading UK retailers with their ‘Price Match Promise’.” www.jessops.com

Canon’s next gen filmmaker PROMPTED by the growth in pros shooting video with a standard DSLR, the photo stalwart’s specialised Cinema EOS range is expanding with the launch of the EOS C100 Mark II, which its maker is describing as ‘comprehensively upgraded’. With integrated Wi-Fi for the first time, the high-end device features a Canon Super 35mm 8.3 megapixel CMOS sensor, Digic DV 4 processor, and new extended ISO range of 320 to 102,400. It also comes with dual pixel CMOS AF which enables focus to be switched easily between multiple subjects in a single shot, plus Face Detection AF. A choice of Full HD, HD or SD footage can be captured, with different formats written to separate SD memory cards if desired. A tilting electronic viewfinder has also been improved this time round, while a new OLED display provides higher contrast viewing. Availability is from January at SRP £4,282.80 inc VAT. www.canon.co.uk

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To see your products on these pages & in front of the trade email all news releases to info@bpinews.co.uk 8 November 2014 | BPI News

NEWS Get Fit & Slim the Kenro way THE DISTRIBUTOR has been hard at work again this month and has announced the entry-level Marumi Fit and Slim Filters, so-named because of their slim 5.4mm satin finished frame which provides the ability to attach a lens cap securely. MC Lens Protect, MC UV (L390) and Circular Polariser filters are available in sizes 49mm up to 82mm. “These new low-cost filters will ideally suit those with entry-level DSLR cameras,” says Kenro MD Paul Kench. “All Marumi Filters are manufactured in Japan, and for more than 60 years the company has focused exclusively on innovating, developing and manufacturing filters for cameras.” STOP PRESS: See also Kenro’s extensive product brochure (right) inserted with this issue of BPI News for a comprehensive Christmas product line up offering high margins and ample sales opportunities. www.kenro.co.uk

Sony seeks UK’s best

Heavy metal from Fotospeed

SONY, already sponsor of the World Photography Awards, has now launched a spin-off competition to discover this country’s best snapper. The UK National Award is open to photographers of all abilities from the UK, entries are free, and there are 10 categories to choose from. The winner and two runners up will be announced on March 18th, 2015, with the prize being the latest Sony gear. Al three winning photographers will have their work displayed alongside those who feature as part of the 2015 Sony World Photography Awards exhibition, held in London from April 24th to 10th May and showcased online at the below URL, which also offers entry details for the UK compo. Closing date for submissions is 5th January next year. www.worldphoto.org

THE SUPPLIER has a new high margin inkjet photo paper for the trade in 295gsm Metallic Pearl, compatible with both dye and pigment inks. This is described as a flat, stiff heavyweight paper with an attractive metallic/ pearlescent finish. It also boasts a white base with an instant dry micro-porous coating. Fotospeed further claims that Metallic Pearl offers the ability to reproduce images displaying a wide colour gamut, though it is especially effective for monochrome work. It’s available in sheets A4, A3, A3+ and A2 and rolls 17”, 24”, 36”, 44” and 60” wide. Free custom ICC profiles are offered for your photographer customers. To place an order with Fotospeed’s Toby Herlinger call 01249 714555. www.fotospeed.com

Christmas gif ideas from Ke t nro We are plea sed to presen t Full technica

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l specificatio ns for all pro ducts on this leaflet are ava ilable on our For further information website ww w.kenro.co.uk and pricing or Kenro Sale , please eith s Office on er contact you 01793 615836 r Account Man or via email ager at sales@kenr o.co.uk

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Brand Development Specialist - Imaging (Permanent, Full Time, Field-Based – High Travel commitments) The Brand Development Specialist is responsible for merchandising, motivating & training staff within an existing portfolio of circa 60 photographic outlets across the Independent and Multiple retail sectors in the London & South East counties area. Responsibilities: • Help maximise exposure of our imaging products both on the shelf & via building stunning displays • Developing relationships with store personnel from those on the shop floor through to the Store Managers & working to increase sales • Empowering staff with knowledge to successfully sell the latest photographic technology. Training will take the form of shop-floor & classroom based activity both in the field & at Bracknell as required • Proactive brand development & customer engagement through in-store demonstration activity • Some day to day coordination of retail support activity within key photographic multiples, communicating activity to team colleagues • Support additional events & exhibitions as required

Explore a new Galaxy with DirekTek THIS CHRISTMAS the distributor is offering the trade stock of the Samsung Galaxy K Zoom smartphone/camera which features the advantage of a 10x optical zoom, ‘Pro Suggest’ feature which is claimed to analyse the world through the lens and suggests five optimized setings, Selfie Alarm and more. The device further boasts a 20.7 megapixel BSI CMOS sensor housed within a slim 20.2mm body, retracting lens, Xenon flash which is said to be both brighter and able to travel further than LEDs, plus Full HD 60P video shooting. With the price of the Galaxy K Zoom on its own £286, DirekTek’s bundle adds a 64GB Micro SD card and adapter plus protective case in a range of colours for just £296. Call 01494 471100 or email sales@direktek.co.uk

Read BPI News online at issuu.com/bpinewsonline

Requirements: • Customer facing experience ideally gained in an imaging role within a retail, sales or field marketing industry • Passion for, hands-on experience & understanding of photography • Drive & ambition to achieve objectives • Flexible, change orientated attitude • Able to work on own initiative • Able to build relationships with customers at all levels • Team ethic – willing to help others • Creativity & an eye for detail • Outgoing & engaging personality • Excellent self presentation with strong communication skills • A good organiser • Experience working within consumer electronics desirable The next step: • Please send your CV and covering letter to recruitment@panasonic.co.uk

BPI News | November 2014 9

TRADE EVENTS

Camlink ad campaign breaks early November NEW

Your starter for ten…

2015 MODELS

NOW AVAILAB Now, thanks to LE Camlink’s light weight bag an much pleasur d tripod range, e in travelling as in arriving! you can take as the new Caml Before you ch ink CL-CB40 sli eck in, check ou ng bag and TP t Carbon Fibre 2500 tripod

Having attracted 30,000+ visitors this year, The Photography Show returns bolder and bigger in March 2015. With around 20 stands remaining at the time of writing, we hear some convincing reasons to exhibit

The Camlink CLCB40 is a 33x20x12. 5cm bag, constructed sling from material that’s com waterproof, with pletely mo resistant zippers isture , and lots of pockets for stor offers secure bod age. It y-facing opening. With pad innards, the bag ded includes a rain also cov a side pocket, sever, en dividable foam protective interior pockets , one accessible fron easily t pocket and high visibility interior with foam padded dividers.

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Check out our full range of affordable high specification bags and tripods before you trav el

A sea of faces confronts performers, photo subjects and speakers at The Photography Show 2014

‘With top flight specifications and build qualit at £99.95 an y both the Caml d the Camlink CB40 Sling Ba ink Carbon Fib g at £55 really re 2500 Tripo d are a Gift !’ – BPI News, Oct 14 The Camlink TP Carbon Fibre 2500 is a new four-se ction carbon fibr e tripod complete with a removable bal l and socket head. The hea d (right) featur es a quick-release sys tem plus an in-b uilt spirit level to ensure horizon s column is revers are straight. The centre ible and splitta ble, enabling a four-stage high/l ow feature to get the camera positioned low to the ground for artistic landscapes or macro photog raphy. Specifications Maximum height 140cm, closed 39cm Weight only 1.2 56kg Max. Loa d Weight 6kg Supplied with sty lish padded car rying case – really compac t and lightweigh t for travelling and to carry out on location.

T C P Fibr arbon e trip 2500 od o £99 nly .95

CAMLINK bag s and tripods are available fro video specialist m your local dig – ita or call distributo visit www.camlink.photo/e n_us/where-to l photo and rs Nedis UK on -buy 0116 253 03 25 camlink-a4-v2.in

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WE FEATURED Nedis UK’s new Camlink £99 SRP Carbon Fibre 2500 tripod and the Camlink £55 SRP sling bag CB40 in our last issue as they were launched at Photokina. Barely four weeks later, the stocks are being sold into dealers ready to catch valuable pre-Xmas sales with an aggressive back-up advertising campaign as shown above. Act now to tell your staff especially about these two products, so they are ready for enquiries from the online Camlink stockists list… remember you can get orders shipped direct by Nedis to the customer if required to make a firm sale. UK MD Arvind Patel makes the point that there are good margins – from around 35% to 50% – to be had by photo retailers on all Camlink products. 13/10/2014

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re you deliberating over making a booking for The Photography Show at the NEC next year? Are you considering missing out on the biggest annual photo show in Europe, not just the UK? Well, with prices from £1600+VAT for a ready built 3x2 metre stand, let us take you by the hand and outline some good reasons why you might like to take the plunge… To ensure you don’t allow competitors to take a run at potential customers Get down to business with up to 36,000 fully engaged photographers Meet face-to-face with thousands of serious pro photographers Access new markets via attendees attracted by beginner masterclasses and mobile photography sessions Get up close and personal with current and potential customers Be part of an extensive marketing and PR campaign Enjoy more than just a stand, with the show generating awareness months before it begins, with mentions on www.photographyshow.com and in the official show guide The Photography’s Show’s dedicated in-house team will ensure maximum exposure for your investment Meet great contacts and make direct sales from your stand The Photography Show 2015 is 90% sold out – so hurry! To make a booking before it’s too late, email Richard.macey@futurenet.com or call 020 7042 4284.

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From the thud of this month’s BPI News through your door’s you can’t miss the 32 page Nedis Winter-Christmas special offers brochure. Nedis Sales Director Alistair Wilson, right, suggests ‘Keep this by your counter and let your staff flick through and draw up their ‘Wish List’ of the Nedis products they think you could sell both in shop and on-line’. From the case study opposite you can see it pays to think outside the box with great priced Nedis products.

Next combined Dec/Jan issue of BPI is last before Christmas! Email your January sale news to info@bpinews.co.uk 10 November 2014 | BPI News

BPI NEWS PRODUCT FOCUS

egular BPI News readers will be aware that distributor Nedis UK offers you the advantage of a remote warehouse full of thousands of different stock items at your beck and call – allowing you to place orders little and often and enjoy excellent margins too. It doesn’t just offer photography related products either – you’ll recall the Camlink bags and tripods we flagged up last issue, with consumer ads breaking in the photo press this month – but rather a whole lot more besides, allowing switched-on retailers to ‘think outside the box’ and stock items perfect for the Christmas gifting season. Indeed Nedis UK’s Key Accounts Manager Alastair Wilson suggests that is exactly what you need to do. But in this instance there’s no need to just take Alastair’s word for it: the success of Nedis’ retail partners speaks for itself. A case in point is H Shackleton, a large pharmacy in Abergavenny, Wales, which has a separate large camera store attached to it. “The guys there are incredibly supportive of our company, not just on the photo side but also in terms of looking outside of the box – the thing we’re always shouting about with regard to Nedis,” enthuses Alastair. “With the decline in compact camera sales, you need to keep your turnover up and make the money through products you can sell rather than ones that you can’t. Shackletons are enjoying great success in buying headphones, retro style radios and digital weather stations from us, which they’ve put into stock and are selling through.” H Shackleton first became aware of the Nedis UK advantage when they met the distributor at the NEC’s Spring Fair a couple of years back. They were impressed by the diverse range of quality, high margin products on offer. “This year their Christmas order has been quite substantial, with a lot of it outside of what the photo specialist would typically stock. They did take tripods, bags and filters, but also ordered retro radios and headphones, as well an alarm clock that projects the time on the ceiling, which is great for Christmas gifting. As it’s a piece of projection equipment, arguably it could be sold by the photo dealer without the photo dealer turning his nose up. We also do little James Bond style pens with a built-in video camera… They’re looking outside the box and in doing so are very

Need this? See Nedis This Christmas, Nedis UK is offering the canny retailer a well-stocked selection box of diverse, high margin products as the 64 page catalogue insert with this issue shows. Key Accounts Manager Alastair Wilson encourages you to ‘think outside the box’ and we hear from one store that has done just that…

Jonathan Griffiths, outside the store: Konig retro style radios, seen in the window, use popular bluetooth technology to allow streaming audio. So does the microphone and earphone headset, right. But the Frying Pan Clock with fried egg dial and knife and fork hands doesn’t need any high-tech features to sell!

successful.” The obvious implication is that by introducing such Nedis stock lines to your own store, you too could witness your own upswing in fortune. “We’ve been in the photographic business for 140 years now, so with diminishing margins on camera sales and drops in processing levels we needed to do something to stem the downward trend,” adds H Shackleton Manager Jonathan Griffiths. “We realised that the products that Nedis were selling we could utilise in the shop. Initially it was radios and bluetooth speakers, and next headphones, alarm clocks and they have all found their own market. We even sold four CD micro jukeboxes last week, and it’s becoming one of our best sellers! These audio items have helped us enormously. “Frying pan shaped clocks

have also gone down well, as Abergavenny is famous now for its food festival, with all the top chefs. We have sold three of those today. I’ve got five frying pan clocks in my window and then to their right a display of cameras, and underneath that some card readers that I’ve purchased from Nedis. We’ve also got bluetooth speakers and headphones from Nedis, which along with the retro radios – which look like the Roberts radios – are our best selling items. The margins are very, very good, so it has helped our business considerably. We still do the full Camlink bag and tripods range, along with the HQ batteries. We’ve effectively gone right across the board with their products, while the back up that you get and their customer service is excellent.”

The Nedis advantage

• •

Thousands of stock lines at your beck and call Not just typical ‘camera store’ items but plentiful related products too Swift delivery from a central warehouse, either direct to you or to your end customer Order little and often – no minimum order size High profit margins for the retailer across the Nedis product range See catalogue insert with this edition of BPI News for more!

• • • •

Contact Nedis’ sales office on 0116 253 0325 NOW to place your Nedis order for this Christmas!

Nedis offers thousands of complementary product lines all offering exceptional margins. Visit www.nedis.co.uk or call 0116 253 0325 now

BPI News | November 2014 11

Photo Gifts

50% MARGIN

Albums & Frames

65% MARGIN *

Prints

from cameras & mobile phones

Canvas & Posters

Passports & Visas

65% MARGIN

60% MARGIN

90% MARGIN

YOU GET:

YOU WANT:

YOU NEED:

For more information please call

01234 572138

and speak to Peter Wigington or email pwigington@fuji.co.uk

12 November 2014 | BPI News

*Gross margins shown are an average across all FDIS stores and will vary depending on selling price. These figures are shown as a guide only and do not represent a guarantee of gross margin, profit or loss by Fujifilm UK Ltd.

BPI NEWS PRODUCT FOCUS

Fujifilm Imagine helps Frosts sparkle A

s we have detailed extensively in past issues of BPI News, Fujifilm Imagine is a comprehensive multi-platform software solution designed to offer the retailer and their customers flexibility, choice and ease of use across in-store, online and mobile platforms when it comes to printing their photos. Fujifilm believes that it goes without saying that if your customers’ experience is enhanced, then they will purchase again and again. Jon Stanley of Frosts Photo Centre in Mere Green, West Midlands, who has been a member of the Fujifilm Digital Imaging Service (FDIS) group since November 2004, heartily concurs, having installed Fujifilm Imagine a year ago. “Fujifilm Imagine software is a different way of thinking,” he advises his peers in the trade. “It’s a digital way of thinking. More and more customers are using their mobile devices to make purchases, so it’s no stretch to suggest that Fujifilm Imagine now has to be must-have software for any photo retail store. The ability to provide our customers with both an in-store and a mobile solution is a key requirement in this digital age.” The software has enabled Frosts’ customers to instantly print their photos from their smartphone or tablet devices – and they have a wide range of high margin products to choose from, too, including digital prints, photo gifts, posters and canvases. “Our staff encourage all our customers to download the mobile app, which is just so easy and convenient for them to use,” raves Jon.

Family owned, West Midlands based photographic business Frosts Photo Centre believes Fujifilm’s multi platform Imagine software helps their business to shine, and here shares the reason why…

Sunshine through the Cloud

As an added bonus, the free Fujifilm Imagine cloud server means that your customers’ photos and previous orders can be stored and retrieved at any time, allowing them to re-order at ease; ease and convenience of course being the key to get people printing in the first place. “Having the Imagine App means our customers continue to shop with Frosts,” Jon Stanley continues: “Since installing Fujifilm Imagine we have seen an increase in repeat purchases, as customers keep coming back. Photo gift sales have increased by 200% and online sales, when ordering via the app or website, have increased by 800%! I have to say, upgrading to the Fujifilm Imagine software is the best decision we have made in the last 12 months.” FDIS Marketing Manager Peter Wigington concludes: “Frost’s story of increased sales is a familiar one, going by the shared experiences of FDIS members who have upgraded to Fujifilm Imagine. It’s very encouraging and is a testament to the hard work our software development team is putting in to creating and maintaining the best retail photo software available.” To install Fujifilm Imagine for your own business or for further info please contact Peter via pwigington@fuji.co.uk or call 01234 572138. Happy customers in Frosts (left) enjoy the ability to create prints, books and photo gifts on the spot

For further info on FDIS and Fujifilm’s range of photofinishing products and services, contact photoimaging@fuji.co.uk BPI News | November 2014 13

FUJIFILM NEWS

Fujifilm sees silver (halide) lining Knife thrower image by Faye Yerbury, originally printed on Crystal Archive paper Below: Tim Wallace in Death Valley, and sneak preview of three new Fuji silver halide papers due for launch in 2015 now being tested by top labs

FUJI IS FORESEEING a new golden era for silver halide paper technology – planning to increase production at its Holland plant – as it believes an increasing number of photographers are opting to use it. “We’re seeing that inkjet-dominated clouds still have very substantial silver linings,” enthuses Fujifilm Photo Imaging Group Marketing Manager Peter Wigington. “Despite the highly successful evolution of inkjet options, the 150 year-long tradition of silver halide paper still remains a first choice for many of today’s pro photographers seeking the ultimate in quality output.” Peter adds: “The real challenge is simply to educate more photographers that silver halide exists and that it is a ‘peak of perfection’ product available right here, right now. Additionally, photographers using papers such as Fujifilm Crystal Archive have the important security blanket of print longevity. Images printed by a good lab have archival permanence and boast supreme quality.” By way of brand ambassadors and ‘influencers’ to drive custom, Fujifilm has fans in photographers Trevor and Faye Yerbury, as well as Newcastle based Tim Wallace. “The inescapable fact is that our pictures look simply stunning when output on Fujifilm Crystal Archive,” says Trevor. “It’s a silver halide no-brainer for us.” Tim Wallace adds: “I’ve just had an exhibition of my Death Valley work. It was Digitalab manager Jeff Heads who suggested we output the prints on Crystal Archive and I was delighted with the results; simply the very best quality output.” Digitalab’s owner and Exhibitions Manager Jill Roe also notes that: “You can’t get better than a C-Type print for quality and archival stability,” while Ian Loxley, founder and owner at Loxley Colour says: “We know the real value of photographic paper and we know it’s not disappearing any time soon. This is technology developed over many years and it still has a great deal of life left in it.” He adds: “Even though there have been advances as far as the digital products are concerned the R&D that Fuji has continued to undertake over the past decade has been tremendous. If you compare the silver halide paper market now to what it was fifteen years ago, it’s much less problematic. And of course outstanding longevity comes with the paper.” To find out more contact Fujifilm’s Peter Wigington on 01234 572138 or email pwigington@fuji.co.uk

Fuji & Swains toast roadshow success AS WE REPORTED last issue, the two companies took to the road for a series of product demos in October, taking in Epson’s Hemel Hempstead HQ, the Holiday Inn in Paisley and the Holiday Inn, Runcorn. Demo’d were the Quick Print Station, the counter top instant photo and passport printer for which Swains are one of the key distributors, the new scalable Frontier S Dry Lab, plus the Frontier DL650 Drylab – a full photo retail solution and pitched as an ideal upgrade package for existing silver halide lab owners. There was also a demonstration using the Epson 7890 24-inch Wide Format Printer with a range of new media. In addition visitors were able to view the new Fujifilm Imagine Kiosk software that provides a seamless photo solution in store, on-line and via a mobile app. “We were really pleased with the three-day turnout. Swains telesales team worked extremely hard beforehand to encourage as many of their FDIS and other account customers to attend, which they did,” says Fujifilm’s Marketing Manager Peter Wigington, who can be contacted on 01234 572138 or via pwigington@fuji.co.uk “We couldn’t have asked for a better turnout for the roadshows, they are hugely popular and we enjoy them,” adds Swains Danny Williams (left). “We managed to talk to existing photo retailers which is always great, but we also managed to speak to new customers. Our range of cameras were very popular and our new range of electronic frames went down a treat.” Danny can be contacted on 01485 536200 or via danny@swains.co.uk

Fujifilm’s diversification saves business – and promises to save lives NOT MANY in the trade may realise it, but Fujifilm’s diversification, originally to help cushion the fall of photo film sales, has found it making headway in the field of pharmaceuticals with its anti-influenza drug emerging as a potential treatment for Ebola victims. The drug, called Avigan, helps block replication of viral genes within an infected cell, and was approved in Japan in March to treat the ’flu. Fujifilm hopes it will be able to be used to treat other disease – including Ebola. This month a French nurse recovered from Ebola after being treated with Avigan, with French and Guinean governments beginning clinical trials this month (November). “If requested we are ready to produce mass amounts quickly,” says Fujifilm’s 75-year-old Chief Executive Shigetaka Kimori, revealing it already had a stockpile big enough to treat 20,000 people. Shares in the company are reported to have gone up by 16% since news of the drug’s wider potential emerged.

For more information on Fujifilm products, contact photoimaging@fujifilm.co.uk 14 November 2014 | BPI News

BPI NEWS PRODUCT FOCUS

Oberwerth bags: well ’werth’ stocking “W e’re the new kid on the block – a block packed with loads of bags and equipment,” enthuses Bob Campbell, MD of BMM Photo Solutions, run with wife and Brand Manager Di Campbell, who is responsible for its Oberwerth (www.oberwerth.com/ en/) and Click Elite (clikelite.com) brands, plus the Silvec Ashwood tripod range (silvec.de/en/). “To be different we want to give dealers a clear soft landing by them not having to buy stock if they don’t want to and supplying consignment stock. Seems like they’re all pretty crammed right now – in fact when I visit a dealer these days you can hardly move for bags!” The point of difference with the handmade Oberwerth bags though is the high attention to detail and premium product. “Of course our product offerings are niche – we’re not talking more black bags, we’re talking quality look and feel and perfect functionality for the niche market we’ve chosen,” adds Bob. “The unique aspect with us is that we’re family run, low cost and keen to offer ‘second to none’ service.” With a long track record of promoting onOne Software, Bob says that they have the experience to be able to present the product brilliantly and help dealers sell and generate business. “It’s not rocket science but we don’t want to be a faceless, huge distributor of bags,” Bob outlines. “We want to specialise in photographic products where we know we can make a difference – for the customer and the vendor! You’ll see that at The Photography Show in March. We showcased some of the bags at the SWPP’s Digital Photography Roadshow event in Birmingham a couple of weeks ago and people loved them. Next we’re at Wild Photos, which is perfect for another product in the range called Clik Elite, which is aimed purely at the Outdoor/Adventure photographer.” Although the Oberwerth bags are reassuringly expensive, BMM say that is a large part of what attracted them to the brand. Dealer discounts here are between 30% and 35%, allowing for a very healthy margin to be made on a re-sale. While for some ranges consignment stock is offered, retailers aren’t expected to take stock and BMM will drop ship if necessary. “We must be mad!” laughs Bob. “We

There is a new range of premium camera bags on the block from German manufacturer Oberwerth, now available in the UK via another new name – distributor BMM Photo Solutions. BPI News gets the inside track from BMM’s real-life partners Bob and Di Campbell…

Di and Bob, above, with the beautiful Oberwerth products, below

O berwerth handmade in germany

don’t want to bleed the dealers any whiter than the other distributors are at the moment. They’ve got enough problems.”

Bags of retail potential Di Campbell is just as enthused about their new project – and products – as her husband. “The minute I saw the bags out at Photokina I knew we had to sell them… well actually I knew I had to have one; so if I wanted one why not everybody else?” So, in terms of your customer base, to whom should you be pitching the Oberwerth bags? “The kind of people who will buy these bags have already spent a lot on a compact camera system from the likes of Leica, Fuji, Olympus and others,” Di reckons. “They’ve got a lens or two and need something elegant to carry their precious cargo. The better the bag, the better the client feels and that’s the key. Quality needs quality, and with the compact camera systems these days being amazingly light and far more portable than the bigger DSLR systems, bigger isn’t necessarily better in this case.” Di says that when they have taken the bags on the road and shown them to customers at the likes of the Digital Imaging Show, the response has been phenomenal. “The first thing customers do is a double-take: What’s that lovely bag doing here? The second is an urge to pick it up and take a look inside, the next is to pause at the leather quality and feel, the next is to smell – yes, smell – a camera bag! Amazing really. All the bags come complete with internal dividers as standard. They also boast theft proof straps which can’t be easily cut. SRP prices range from £279 to £699 inc VAT but don’t forget, sales margins are between 30% and 35%. “You’ve got to love the design of Oberwerth,” concludes Di. “There’s a real depth to it and they have thought of everything: The cordura and leather combination bags give strength, durability and a lovely look, and then you notice the buttons! Again the design is phenomenal. Try to pull the leather or cordura cover open and it will stay closed. Pull the button and it releases the catch. Nice and tamper proof”.

For enquiries contact call Di Campbell on 01604 881735 or email di@bmmphoto.co.uk BPI News | November 2014 15

NEWS

RETRA PROMOTION

Alone we have no voice, Wilkinson Cameras’ MD David Parkinson (right) fresh from success at the ERT (Electrical Retail Trade) magazine awards and about to host his own ‘Digital Splash’ event on November 9th, shares the member benefits he gets from electrical retailer organisation ‘retra’ – urging other retailers to join up. Here’s an enticing taster of what’s in store…

Luck of the Irish rubs off on retra AS WE FLAGGED up in our October issue of BPI News, the electrical retailers’ organisation held one of a trio of networking member events during last month including the Scottish roadshow (above), culminating in a day at the Massereene Golf Club, Antrim on October 21st, helmed by retra’s Business Consultant for the North of England, the knowledgable Ian MacDonald. Advice about e-finance and e-commerce was dished out, along with details on advantageous retra products such as Retracare. A good and profitable time was had by all, though we don’t know whether Ian also managed to slip away for a quick round (of golf that is, not drinks). Catch up with more retra news – and why it could literally pay you to become a member if you’re not already, by reading the main story on this spread. www.retra.co.uk

Are you making the most of SRB’s trade margins? AWARD-WINNING SRB Close-up lens sets at trade prices of £9.95, with an SRP of just £19.95, give retailers a whopping 65% mark up. Likewise SRB’s circular ND 1000, which recently won ‘Best value’ Award in a group test of ‘Big Stoppers’, retails from £19.95 for 46mm to just £29.95 for the 77mm, again providing great dealer margins. There’s also the service you can offer customers of SRB’s full range of camera and lens adaptors. Call 01582 661878 or trade@srb-griturn.com for trade price list.

e’ve been plugging the benefits of joining electrical retailer organisation retra for the past few issues of BPI News, hearing from business consultant Ian MacDonald about retra roadshows and networking events in the North of England, with fellow retra business consultant Mark Veysey covering the south. We’ve learnt about its ability to keep you up to date with changes in the law, its saleable Retracare warranties with the lure of a 50% cut, plus great credit card processing, consumer finance rates… and all from £21.50 per month. We’d had the sales pitch. So now let’s hear direct from a retra member who has felt the benefit of its backing at all levels of his business: Wilkinson Cameras’ MD, David Parkinson. At the time of writing, Wilkinson’s Liverpool branch Assistant Manager Chris Everett had just won the top Salesperson of the Year award from the retra-affiliated Electrical Retail Trade News – or ERT for short – the electrical trade’s equivalent of BPI News. This acclaim arrived on the back of a ‘secret shopper’ test that saw both salesperson and store awarded 10/10. Being a member of retra has allowed David and his team to concentrate on the essentials – knowing that a powerful organisation has its back. He told us that eight years ago he found that the constant changes in both retail and government legislation difficult to deal with due to the lack of an active trade body acting on behalf of the photo trade. Then he was introduced to retra, who, he recalls, “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 return on investment for the business I’ve ever made.”

Be proactive, become a member Of course, Wilkinson Cameras is a proactive business anyway, with its flagship Liverpool store recently opening a ‘Learning Suite’ and hosting how-to sessions; its free-toattend Digital Splash event – dubbed ‘the fastest growing show in the North of England’ – taking place on November 9th at the University of Central Lancashire: www.wilkinson.co.uk/digitalsplash And the more you are indeed proactive and make use of an association like retra, the more you are likely to get out of it. “You don’t have to be an electrical dealer to be a member of retra,” David outlines. “We’re members not because we want to get involved in the electrical industry, but because they provide a ‘voice’ that we just couldn’t have as a lone company. CEO of retra Bryan Lovewell sits on the board of the British Retail Consortium. The BRC has very recently been lobbying the government about revision of business rates. If that can be pushed through – and the BRC is the only body that the government will listen to when it comes to retail because Right: an Olympus themed promotion makes David Parkinson’s Wilkinson Cameras window display look more like a fashion shop – great for bringing in a new generation of camera buyers. As one of Britain’s most successful and active photographic retailers, he’s also 100% behind retra as a trade body best positioned to represent the industry

See your company and your products featured in BPI News – email info@bpinews.co.uk 16 November 2014 | BPI News

with retra we do

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 For only £21.50 per month

some of the members of BRC are the biggest retailers in the land – everyone in the industry will benefit. And that same ‘voice’ is also used to talk to manufacturers and suppliers. “I don’t think there is a body in the photo trade that can make anything like the same waves, or the connections, that we have been able to make through retra. They are very close to the white goods trade body AMDEA and the British Safety Council. Collectively they’re representing a massive amount of retailers.”

“We’re members of retra not because we want to get involved in the electrical industry, but because they provide a ‘voice’ that we just couldn’t have as a lone company.” Moreover there are parallels between the electricals/ white goods industry and the photo industry. “The electrical trade is going through the same tough times that the photo trade has been through – there’s no doubt,” David adds.

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“There’s going to be an awful lot of change there. A lot of people are coming to retirement age and don’t want to carry on, plus they have been very sheltered on price compared to the photo industry and still make bigger margins than the photo business does. We have to wake up and smell the coffee, because if we carry on down the road of ridiculously small margins then there won’t be a photo industry at all. “But we can try and cut the cost of overheads with the help of retra and better business rates is obviously a major task. But it’s what they’re very good at. Plus, in terms of cutting everyday costs, retra has very good connections regarding business insurers, credit cards, finance, extended warranties – which are probably the best in the business – under the ‘Retracare’ brand, wholly owned by retra and the retra members. “When you’re doing your extended warranties through Retracare, if something goes wrong they realise that it’s a member they’re talking to rather than just another retailer and if the product is written off or needs repairing, it goes through the retra member – so you get the business back again. Membership has benefited our business on all sorts of different levels – being an outsider and not having a body like this in our industry, makes you realise the value of it.”

Make that New Year’s resolution NOW: become a retra member now by calling 01234 269110 BPI News | November 2014 17

Power your Christmas sales with ANSMANN AG PRODUCT INFORMATION SHEET

Let there be light – Agent

SRP inc V £19.9AT 5

AGENT PENLIGHT

The AGENT Penlight (above) boasts a bright 20lm white NICHIA quality LED • Built-in lens technology 35m beam • Practical end cap switch • Robust, splashproof aluminium housing with Clip Approx. 12h from 2x Alkaline AAA cells (inc.) AGENT 2 (right) is dust and waterproof to 1m, SRP shock proof for 3m drop, hardened inc V pro quality finish, super bright. £36.9AT Powered by 22 AA batteries (inc.) 5 Complete with a 5-year warranty.

BRIGHT, COMPACT, ROBUST

Charge and phones in-car AGENThold PENLIGHT The ANSMANN CarExtremely Charger & bright Smartphone due to white NICHIA quality LED Holder is the newest product in the ANSMANN Built-in lens technology range of consumer products. This complete retail hanger pack includes Easy handling due to practical end cap switch an in-car phone holder and 1500mA 5v DC phone charger for use with car cigarette lighter Housing made of robust aircraft style aluminium socket 12-24V DC. 20 lm The set includes Brightness: three USB charging cables: 30 pin Apple Dock connector, Apple Lightning Beam distance approx. 35 m cable & Micro USB connector. 360° rotation ofOperating the phone holder makes time in continuous use approx. 12 h it very easy to switch between landscape and Splash proof portrait views. The Smartphone holderIP54 can support a phone size of 40 x 110mm (minimum) Incl. 2x Alkaline Micro AAA batteries to 75 x 140mm (maximum). Comes in an attractive display carton

SRP inc V £19.9AT 5

ANSMANN offers a 3 year warranty on this product.

Charge up Li-ions on the move The NEW Powerline Vario is a fast charger for most Li-Ion and Li-Po batteries used in digital cameras, camcorders, mobile phones, PDAs and MP3 players. It also charges 2 x AA/ AAA rechargeable batteries, so is therefore a SRP great charger to fulfil all your camera’s power inc V needs. The status of the batteries is displayed £29.9AT 5 on the LCD display, and you only need to adjust two flexible contact pins to charge most types of Li-Ion and Li-Po batteries. Includes a 1m USB to Micro USB cable for use with the USB traveller power supply with wide range input (100-240V AC) and interchangeable mains plugs for worldwide use (Euro, UK, US and AUS), plus a 12V USB car adaptor. A handy re-sealable plastic bag is included to store the accessories included. ANSMANN offer a 3 year warranty on this product.

INFOS

Refresh sales with fast plug-in PRODUCT NAME Agent Penlight

The ANSMANN Photocam III comes complete with 4 x AA 2100mAh maxe rechargeable batteries PART NO. and can charge 2 or 4, AA or AAA batteries. 1600-0067 This is a fantastic offer for a delta peak, intelligent, microprocessor system. The EAN-CODE withcharger Clip will not only fast charge fully discharged cells, but also “top-up” 4013674028979 partially used cells back to full PU capacity. The AA maxe 10 (165x105x125mm) battery has a capacity of EXPORT CARTON SRP 2100mAh and is delivered inc V pre-charged – it can be 80 (350x235x270mm) £16.9AT used in most applications 5 even up to one year after charging. AVAILABLE Features of the charger include: in stock • Fast, intelligent Charge – 500mA charge current (c. 5 hours, 2100mAh cells fully discharged) • Top-up facility for partially used cells • Microprocessor CUSTOMS TARIFF NUMBER controller monitoring each set of cells inserted • Delta Peak detection to ensure 85131000 the batteries are not overcharged • Charge status indicator for Fast and Trickle Charge • Suitable for NiMH or NiCd batteries • Compact and lightweight UK plug RRP top housing for 230V mains operation. £19.95

There’s a brighter Future a-head… The ANSMANN FUTURE water proof headlight includes a 1.8W LED which can be adjusted up to 70° and SRP comes with a reflective headband inc V for maximum visibility of the £24.9AT wearer. The retail pack includes 5 three ANSMANN AAA batteries and with the supplied strap is comfortable to wear, weighing in at only 45g. The product has a 3-year warranty. The Headlight FUTURE has two settings, 100% and 30% brightness. The illumination intensity is 4000 (100%) / 1600 (30%) Lux, and has a range of approximately 200m. The operating time is 6 hours continued use at 100% and 15 hours at 30%. This headlight FUTURE diffuses light, giving a much wider beam. This makes it just as good for close up work as for outdoor use.

MATERIAL GROUP

High sales with HyCell 15

- Electronic Flight stabilization by Gyro - Advanced Mode for experienced pilots - Turn the light on by remote control

www.ansmann.co.uk

Accessories required: 6 pcs AA batteries (for controller)

The HyCell Advanced Helicopter is very stable thanks to the electronic flight stabilization system and provides very simple flying fun for everyone. The gyro helps you to manage the helicopter by stabilizing the attitude of the model. In Advanced mode you can increase your flying experience with even more accuracy and attempt more daring manoeuvres. The flight mode can be switched during flight from the remote controller. Remote control can turn on or off the helicopter LED’s to give great effect at or after dusk. • Overload protection • Safety control • Battery deep-discharge monitoring and built-in load control • Flight time: 10 minutes • Charging time: 30 minutes • 10m range.

Available from INTRO 2020 on 01628 674411 or email: sales@intro2020.co.uk 18 November 2014 | BPI News

SRP inc V £29.9AT 5

THE SOCIETIES CONVENTION 2015

Worth making an exhibition of yourself H aving just recovered from its inaugural two-day Digital Imaging Show at the Hilton Metropole Hotel in Birmingham last month, all sights are now set on The Societies’ biggest and brightest annual event: January’s annual Convention, which, like the past two years, is due to take place at the London Hilton Metropole, Edgware Road. The trade will be well aware that the Convention typically attracts around 14,000 visiting photographers, with the popular Trade Show element featuring some 200 exhibitors. The key dates for your diary are that the full Convention with its scores of photographic masterclasses from the likes of Trevor and Faye Yerbury runs from Wednesday 14th January 2015 until Sunday the 18th; the three day Trade Show slotting into the schedule from Friday 16th until Sunday 18th. The advantage here to parties interested in exhibiting is that The Societies, known still to most in the trade via its largest element the SWPP, has an active and passionate membership comprising 7,500 amateur and professional photographers, all looking to spend their hard earned cash on the latest photographic goods.

“We’ve not got many stands left but there are still a few gaps to fill,” The Societies MD Juliet Jones (above) tells BPI News. “We have got the old favourites re-booking their places, but also some exciting new exhibitors for this coming year. Panasonic has signed up for example, while Sirui UK, the new tripod company helmed by Vic Solomon, will likewise be making its debut at the Trade Show. Adobe is

The photo trade is being invited to plug the last few remaining exhibitor slots at The Societies’ annual Convention and Trade Show, which kicks off on January 14th 2015 in London. If you haven’t already booked a space, there are also hosting a meeting room with seminars downstairs. There are still some very good reasons why you should… a few spaces left to plug though, and interested manufacturers and retailers should contact Sam ScottSmith if they want to exhibit.”

Well attended by those willing to spend

The Societies Convention attracts an engaged visitor base with spending power – and shows off some superb photography

Dangling the carrot of photographers who come willing to spend, Juliet adds that around 25% of its 14,000 annual attendees arrive from overseas – so this is fresh, untapped business for many exhibitors. “Our overseas members spend a fortune, so exhibitors absolutely adore them. People from Eastern Europe, Denmark, Norway and Sweden, along with the smaller Mediterranean countries, don’t have something similar to the Convention in their own country. So when they come over here they spend an absolute fortune.” With the event spread across five days next year, and the Trade Show three days, as usual the big Awards Dinner with the announcement of The Societies’ Trade Awards takes place on the Saturday night, with the welcome drinks evening happening the previous Thursday. These nighttime events additionally provide the trade with ample opportunity to mingle and talk shop. And, since The Convention takes place in January, it is a great way to start the New Year with a bang and get your business on the right footing for the months ahead. Even if you don’t manage to exhibit, the Trade Show is still well worth attending as a visitor. Opening hours are 10am to 5pm on the Friday and Saturday, and 10am until 4pm on the Sunday. Just make sure you pre-register before 24th December to avoid a £6 entry fee. For trade packages the lady you need to speak to is Sam Scott-Smith, who can be contacted direct via sam@adpointmedia.co.uk or call 01279 815575. Meanwhile to find out more about The Societies and the must attend annual Convention, pay a visit to http://thesocieties.net/

To book your exhibitor space at January’s Convention, call Sam Scott-Smith NOW on 01279 815575 or email sam@adpointmedia.co.uk BPI News | November 2014 19

MASTER PHOTOGRAPHY AWARDS

BPI NEWS BUSINESS BUILDER

A very professional niche Serving the independents

The trade talked directly to top photographers at the annual awards held by the MPA last month

Masters of Photography MPA EXHIBITION ANNUAL 2015 A Master Photograp • £7.95 hy magazine Special Edition

THE national Cherubs baby photography group had a standing-room-only day (below) at the Hinckley Island Hotel event. Right, a special Annual edition of Master Photography is on public sale for the first time ever, until January, from major WHSmith and other newsagents. Photograph by

Jason Banbury

LMPA , UK and International

Master Photograph

DNP’s new DS80DX printer is ready to ship to retailers with bundled Photobook Plus software…

er of the Year 2014/15

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07/10/2014

15:53

Left, Paul Cooper receives an Hon Fellowship from Clare Louise, MPA CEO and organiser of the event (contact 01325 356555 for info on 2015 plans!). Right, Jason Banbury receives his title as International Master Photographer of the Year from Grace Turner of main sponsors The Photography Show, and celebrity guest photographer Tim Flach.

his issue we provide you further detail on DNP’s new printer the DS80DX; a compact duplex printer with the ability to offer prints on both sides of the media, or onto a single side as desired. This obviously has its key use in the production of photo books – a growing and still largely untapped market as regards the UK, as our numerous articles on the subject will have made you aware. Calendars and greetings cards are additional obvious beneficiaries in terms of achievable product. Shipping November, the DS80DX printer also comes with free of charge Photobook Plus software, the application of which has been finalised, DNP notes, based on feedback from meetings with customers at Photokina. It’s available on a USB flash drive in the box, which serves at the same time as the license key, and features full support for production of photobooks, calendars and greeting cards. Furthermore, as the printer also prints ‘simplex’ – or single sided – it allows for portrait images at 8x12 inch in size. The software caters to the desire to offer standard format photos as well: Photobook Plus supports further DS printers in the DS40, DS80, and DS-RX1 models. Photobook Plus is currently available for Windows 7 and 8. From January 2015 onward, Mac OS support will be provided as a download option from www.dnpphoto.eu

Fuji’s John Grayston weighs up two of the new X-series camera models, left; Simon Burfoot of The Flash Centre looks after studio lighting demonstration model Koo, right.

Double or single sided – great value either way

Epson, sponsors of the Black and White Award, were well represented at the trade show with Rebecca Geraghty from Tetenal UK demonstrating their new D7000 printer and its choice of paper finishes to potential buyers (left) and Nick White of Epson explaining the merits of the Stylus Pro range for fine art and archival print making in-house (right).

“As a product solution, this printer offers great added value,” enthuses DNP European Marketing Manager Mark Buelow. “As it features singlesided prints, the 8x12-inch printer is practically included. If the retailer wants to offer both products, their duplex printer just became £1,300 ‘cheaper’, or they have a £1,300 printer included free of charge. “Printing photobooks onsite is a major growth market, according to Futuresource Consulting. Both

The DS80X offers single and double sided printing plus photo book production

Photobooks ordered in store and – to an even greater extent – printed in store are on the increase. With affordable technology becoming widely available, this will further fuel the trend.” And, with millions of photobooks being printed every year, the instant or 30 minute photobook is a sizeable business opportunity. For example, with DNP’s DS80DX, retailers are able to offer three different photo book sizes: 6 x 8, 8 x 8 and 8 x 12 inch. Coming up to Christmas and the end of the year, additional business opportunities are presented by calendars (double-sided or 12 page) and personalised greeting cards for special occasions especially. “The DS80DX will give retailers freedom and flexibility to offer profitable value-added products for their customers to take away,” promises DNP’s Mark. “Online services don’t offer a one hour fulfillment. But onsite and in the high street, this is now possible! Our stated intention to serve the independent retailer and photographer continues to be a strong priority for DNP. For us and our local partners, quality and service remain at the core of our strategy.” Contact sales@dnpphoto.eu or visit www.dnpphoto.eu

DNP products come with a two year warranty. To implement them in your business contact sales@dnpphoto.eu or visit www.dnpphoto.eu 20 November 2014 | BPI News

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BPI News | November 2014 21

BPI NEWS PRODUCT FOCUS

Photo Finale makes the link from mobile to print

he popular in-store kiosk platform has grown into a connected, cloud-served photo ordering infrastructure – making prints from mobile phones easier than ever before. “Our products are there at every turn to match consumers’ needs perfectly,” suggests Lucidiom MD Michael Clayton-Gale. “For a long time the photo kiosk was the anchor in our business, as well as in the retail market. We then incorporated online and now mobile printing into the mix. Aside from new revenue streams for retailers, the exciting part about mobile for consumers is that it brings with it great opportunity for innovation”.

All the products on the Photo Finale platform are designed to be connected, so that the consumer can place an order without worrying about which device they happen to be using, or where the photos are stored. Via the kiosk, your customers can insert a camera card, connect a smartphone, using a cable or Wi-Fi, or log into a Facebook or Instagram account and use those images to order prints or creative products. The APM software has been modernized to fit large screen displays, to run faster and to process orders quicker. Users can even save a project from the kiosk and complete it on the website later, or vice versa. The Photo Finale website and mobile solutions are seeing even

To re-cap on news from the past two issues, there’s a fresh approach for Lucidiom photo software products via the ‘Photo Finale’ brand launch. Previously, Lucidiom was offering the industry white-label, photo-based applications, with one of the purposes of introducing Photo Finale being to re-energize and expand its offerings….

more dramatic changes. Photo Finale’s version 10 was the first iteration of the white-label website to allow for mobile ordering, from any device and using any browser. The mobile website works flawlessly in conjunction with the iPhone app, too, according to Michael. “The user never needs to wonder the best way to access uploading and ordering features. The software handles it. The website guides the user to the best method available, based on his or her device and browser settings. For example, if the user accesses the retailer’s site from an iPhone, she is given the option to use that retailer’s native iPhone app for ordering. “We don’t want the consumer or the retailer to worry about technology. Our goal is to make it easy for the retailer to answer ‘yes, we can print from that device’”.

Photo book ordering app on the way… In terms of what’s next for Photo Finale, retailers and mini labs can expect a photo book ordering app to be available soon for the iPad. In addition releases from the company will include enhancements to the current iPhone app and updates to the website platform to expand mobile ordering beyond prints and enlargements. And the expansion doesn’t end there. At the Mobile Connect Show in San Francisco on October 15th, Photo Finale Inc. announced its Print Local Network program, which allows outside website and app developers to tap into Photo Finale’s established network of independent photofinishing

Photo

printers. The developer can very simply add a ‘Print’ button to their iOS, Android or desktop app, or website, which allows the user to order a print of their photo. The order is sent through the established network to any of the participating retailers for production. The user picks up the order locally or opts for mail delivery. This novel approach utilizes an established network, provides quality products and increases print business and footfall for retailers – without cost or any changes for the retailer partner. For more info on this program, visit photofinale.com/api

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For more on Photo Finale products and services call Kevin Andrews on 07791 951 005 or see Product information on www.photofinale.com 22 November 2014 | BPI News

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BPI NEWS PRODUCT FOCUS

Sigma deals retailers a pair of aces Last issue we flagged up that Sigma had launched two versions of the same 150-600mm f/5.6-6.3 DG OS HSM lens – a ‘Sports’ version available now and an ‘Contemporary’ version coming first quarter 2015. This issue we go more into detail about the difference between the two optics plus their benefit to your customers…

f you read the detailed Photokina report in our October edition of BPI News, then you’ll be up-tospeed on the fact that Sigma has launched not one but two versions of its new 150-600mm super telephoto zoom. Arriving first is the ‘Sports’ or ‘S’ version with an SRP of £1599.99 available on launch in Canon, Nikon and Sigma mounts, with a lighter, more affordable Contemporary or ‘C’ class following on early next year, which adds a Sony fit. “Our project for these two lenses started with four clear goals,” Sigma UK’s Paul Reynolds re-caps for us. “First of all, we were looking to minimise optical aberration, secondly we wanted to improve build quality and make the lens dust and splash proof. Thirdly the lens had to be small and light despite the breadth of the focal range offered. And number four, we wanted to extend the focal length to 600mm; our previous model, which this replaces, was the 150-500mm.” However, notes Paul, it was quite clear early on in the project that not all of these goals were going to be able to be met in the one lens. “At this point the team in Japan split the project in two,” he reveals.

SPORTS – coming first, for Canon and Nikon, £1599.99

CONTEMPORARY – following soon, smaller, lighter, and lower cost with additional Sony fit version

Vive la différence! Apart from one super telephoto zoom being cheaper, more compact and lighter than the other – just how lightweight remaining ‘TBC’ as we went to press – there are obviously technical differences too, which become apparent on studying the spec. While the Sports version features what Sigma describes as a ‘high level’ of dust and splash proofing, this applies only to the mount part of the forthcoming Contemporary lens. And, while the Sports option features two FLD (fluorite) glass elements, the ‘C’ iteration makes do with one; plus the forefront and rear lenses of the ‘S’ are water and oil repellent, but just the lens to the forefront is on the Contemporary class optic. In short,

Sigma’s Paul Reynolds – dust and splash proof objective in the Sports class, small and light lens in the Contemporary glass – scoring two goals

the ‘S’ version is the more robust and ‘protected’ workhorse of the two, perhaps better suited to the jobbing pro than weekend enthusiast, who might want to hold out for the less expensive ‘C’ model. Indeed Sigma’s own blurb describes the 150-600mm f/5.66.3 DG OS HSM Sports lens as featuring highly durable specification suitable for ‘all challenging shooting conditions’. Comprehensive features include O Rings and locking switches. By contrast the Contemporary version comes with the tagline of being ‘easy to use; and ideal for hand held photography in the field’, due to it being the more compact, lighter option. Got it? As the more expensive protargeted Sports version of the lens is the big brother of the two, there will also be lots of customisation options available for those who also invest in a Sigma USB dock, promises Sigma. The dock comes with software allowing for tweaks to be made

by the user and future Firmware updates to be applied. As one might expect, the customisation options are less with the more affordable Contemporary lens, so this is a further point of difference. It’s also worth noting the facilities the two share, such as the ability for effective auto focus up to f/8 and a ‘TSC’ (Thermally Stable Composite) construction – whereby the build is not affected by changes in temperature, so the parts don’t expand or contract to the degree of normal lenses. The lens pair is also compatible with the new Sigma tele converters we spoke about last month in the 1.4x TC-1401 model and 2x TC-2001. While the Sports lens is available now, the price and exact delivery date of the Contemporary version are not yet finalised, so for more info speak to your local Sigma UK rep or visit www.sigma-imaging-uk.com

Equipment imported by Sigma Imaging UK Ltd comes with the added benefit of a 3-year warranty. See www.sigma-imaging-uk.com BPI News | November 2014 23

BPI NEWS PRODUCT FOCUS

Wide acclaim for Tamron, via Intro2020 Not only is there a new wide-angle 15-30mm lens in the Tamron line up, the brand is also winning awards from panels of industry experts left, right and centre, all when combined driving trade to dealers in the run up to Christmas 2014…

f you went to Photokina in September you’d have been wowed by the giant Tamron banner spanning the width of the main entrance – one of the key clients of UK distributor Intro2020, which was also wowing British journalists and dealers at the show with the news that it had bagged distribution for the innovative Lytro camera. Japanese manufacturer Tamron’s news at the event however was that it had a new wide-angle optic in the SP 15-30mm f/2.8 Di VC USD to shout about, which is aimed at full frame sensor cameras. This new lens is available in Canon, Nikon and Sony fits.

Repellent, but enticing with it Pitched at enthusiast and professional photographers, the new Tamron compact zoom incorporates pro tempting features such as Vibration Compensation (VC), optical image stabilization, a constant f/2.8 aperture throughout the zoom range, whisper quiet USD (ultrasonic silent drive) focusing, as well as a water and dust repellent coating on the front element, making it a jack-of-all trades for challenging conditions – whether we’re talking low light work, or simply being out in all elements. Talking of ‘elements’, the full frame pro lens is constructed from 18 of them in 13 groups, including an XGM (eXpanded Glass Moulded Aspherical) element within the front group and several LD (Low Dispersion) glass elements to ensure that the lens delivers outstanding image quality throughout the entire

New 15-35mm ƒ2.8 full frame – “the lens delivers outstanding image quality throughout the entire zoom range, and from corner to corner” zoom range, and from corner to corner Tamron insists. As indicated earlier, the lens is also coated for optimum performance, using a new nano technology based coating technique developed by Tamron to reduce unwanted reflection. The manufacturer claims this makes for crisper, crystal clear images whereby ghosting and flare usually associated with ultra wide angle lenses is effectively eliminated.

Rock around the bokeh As well as the Tamron SP 15-30mm f/2.8 Di VC USD lens being rock steady thanks to on-board optical image stabilisation (except for the Sony mount version, as Sony cameras already feature in-body anti shake), smooth backgrounds are also guaranteed thanks to a 9 blade curved aperture construction providing backgrounds described as ‘amazingly smooth’ due to its near circular form. If you were wondering what the ‘USD’ lens suffix stood for, scratch your head no more: Tamron’s proprietary ring-type Ultrasonic Silent Drive offers whisper quiet – so almost silent – auto focus control to your photographer customers. In tandem with Tamron’s Full Time Manual focusing operation this allows for manual focus adjustment without having to exit the AF mode. Minimum focusing distance is 0.28m or 11 inches.

Tamron reaps the reward: TIPA, EISA and GOTY Hopefully Tamron as a brand will already be a brand firmly cemented in your customers’ minds thanks to a fistful of awards in recent months, kicking off with the TIPA for Best Expert DSLR lens for its SP 150600mm f/5-6.3 Di VC USD back in April this year. Both innovative and value added, the lens is again pitched at both full frame yet also APS-C DSLR users. Following on from this, in our September issue of BPI News we revealed that Tamron was again upon the winners’ podium, collecting gongs this time from EISA for its 150-600mm once again, but also its 16-300mm lens too, which took the titles of best European Telephoto Zoom and DSLR Zoom respectively. To make it a trio of awards for the 150-600mm in practically as many months, Tamron also carried off a mention for Best DSLR lens at this year’s Gear of the Year Awards jointly held by Practical Photography and Digital Photo magazines and voted for their readership.

“It’s clear that Tamron is a brand that not only offers exceptional value for money, it offers exceptional quality too, making for an exceptional opportunity for any UK photo dealer wishing to stock the winning line up,” believes Intro2020’s Marketing Manager Jane Nicholson. Can’t say fairer than that! For further details on availability of all Tamron lenses please contact Intro2020 on 01628 674411 or email sales@intro2020.co.uk. For tech spec, head to www.tamron.co.uk

Take advantage of Tamron’s winning streak; call Intro 2020 for stock on 01628 674411 or sales@intro2020.co.uk 24 November 2014 | BPI News

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STOP ME if you think you’ve seen this one before. Is it just us, or is it true that all Olympus Pen system cameras are beginning to look very similar? Taking the if-it-ain’tbroke-don’t-fix-it approach, the 16 megapixel Olympus E-PL7 – the ‘L’ denoting a ‘Lite’ or entry-level version – arrives hot on the heels of the E-PL6. It doesn’t deviate massively from its sibling, in being a stylishly implemented, classic look and feel Four-Thirds sensor-incorporating camera that can fit in a coat pocket; yet those fashionable dears trading up from smartphones get the added ability for its lenses to be swapped. You could also level that description at any number of competing compact system cameras of course, from Fujifilm’s X series, through Panasonic’s GM1 and newer GM5 to Sony’s A7 range, so what makes this Olympus worth pitching to your punters? Well, without a revolutionary standout feature – although the LCD screen does now flip downwards to face the subject in front of the lens to enable ‘selfies’, rather than tilting through the usual upwards arc – the selling point here is arguably the whole package. Your customers are getting a larger than average sensor in a smaller than average camera for a reasonable sounding £499 that includes a motorised retractable zoom lens. Here the kit lens’ provided focal range is again the standard 14-42mm, or the equivalent of a 28-84mm on a 35mm film camera of old. That’s fine for street photography, landscapes and portraiture, so this lens is pretty much your jack-of-all-trades option out of the box, even if the aperture range of f/3.5-5.6 doesn’t mean that it’s especially bright or fast for low light work. All the more opportunity then to sell your customers a second, third or fourth lens to go with it! In conclusion, if your customers want better shots than their smartphone can provide but some of the same convenience in terms of effects filters, Wi-Fi and selfie-enabled screen; the retro styled E-PL7, our BPI News November 2014 Product of the Month, will make for an ideal step up. And since Olympus is targeting young women in particular with this product, hopefully it will tempt a new or certainly expanded audience into your store that wouldn’t have necessarily been there before. www.olympus.co.uk

hether you reminisce fondly about The Beano’s Dennis the Menace Fan Club, or bristle at the memory of an impossible-to-cancel mail order CD club, the concept of subscription-based clubs isn’t a new

one. But done correctly, subscriptions can be hugely effective. They’re a winwin for both the subscriber (who gets value, convenience and community perks), and the operator, who has the opportunity to develop unrivalled longterm customer loyalty. Subscriptions here at Future are nothing new of course, but in recent months we’ve been working on how we can better offer our increasingly diverse product mix to our audiences in ways that deliver maximum value. The result of that work is our first ever subs bundles - the first three of which are being launched this month. And we don’t think it’s too grand a claim to say that they tear up the rulebook for the traditional magazine subscription model. Because as well as bundling together both print and digital editions of our existing magazines our new bundles can also include several additional physical and digital products. Our first launch, The Ultimate Photographer’s Pack, for example, offers more than £307 of value. As well as an annual subscription to Digital Camera magazine in both print and digital editions, subscribers to The Ultimate Photographer’s Pack receive 52 issues of our market-leading digital title, Photography Week, a Complete Guide to Your Camera handbook, a DVD training guide, Teach Yourself Photography, and even a Manfrotto camera bag. Following soon after, we’re also launching Ultimate Nikon and Ultimate Canon Packs worth over £240 each, with offerings focused around our bestselling Nikon and Canon magazines, N-Photo and PhotoPlus. Priced at less than £90, all three bundles represent huge savings for subscribers, so we’ve got high hopes that we’ll attract new customers, as well as upgrading existing subscribers to these higher value bundles. But we’re probably only just scratching the surface of what we can offer. With the possibility of bundling in, for instance, tickets to The Photography Show, or third-party products, there’s clearly a lot of potential – both with our own content, and also in partnership with others. So with marketing about to start in time for Christmas, if you’d like to talk to us about getting your product or service included in bundles like this, get in touch via matthew.pierce@futurenet.com Find out more about Future’s subscription offers meanwhile at: www.myfavouritemagazines.co.uk

See your company and your products featured in BPI News – email info@bpinews.co.uk 26 November 2014 | BPI News

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TALK OF THE TRADE

Maximising the effects of cash backs You can almost set your watch by the regularity of cash backs in the photo trade. Does this, in itself, mean that they have lost any impact or usefulness, or is this still the best option for boosting sales during crucial trading periods?

ith the big names announcing their seasonal cash backs this month – something that is now becoming as traditional as Christmas itself - we asked a couple of well-respected retail figures, Jason Mitchell of Cameraworld and Adrian Deary of London Camera Exchange, whether such schemes still prove effective for the photo trade. Their answers are somewhat illuminating…

ADRIAN DEARY (LCE) CASH BACKS are an effective method of increasing sales. Obviously it’s better if the manufacturers don’t use them quite so frequently. And because they’re a success a lot of companies get behind them, so you end up with four or five competing suppliers at the same time, as is happening at the moment. I don’t think that creates confusion in the mind of the customer however because they’re looking at the product first and foremost, and then making the selection. You’re not going to be automatically swayed by another manufacturer’s cash back on some of the specialist products that we sell if you’ve set your heart on a particular brand already. But what it does do is make anyone who was already considering a purchase think ‘Ah yes, I’ll buy it now while it’s got cash back on.’ The seasonal nature of these deals means that customers could potentially hold back from making a purchase if they imagine a cash back deal is on the horizon, as they do follow the two peak selling periods of the run up to Christmas and summer. But the products that go on to cash back will change, so it’s not quite as straightforward. It’s difficult to be certain what sort of an uplift cash back gives, because Christmas sales would generally be

up on the rest of the year anyway. But you can see an immediate upturn in the summer months when the cash back comes into play. To be fair manufacturers do offer a lot of point of sale that we can use in store to promote the deals. Cash back has been around long enough for consumers to understand how it works – that it’s not an automatic thing and that they have to claim it. Plus a lot of it now is not presented in the form of a cheque but rather as a card with an amount placed on it, instead of cash in the bank. Consumers may still think of it as a cash payment but it’s not. And it’s normally all done online now. At the moment it’s a tough market, so manufacturers are doing not only cash backs but also other additional offers. At one time cash

back couldn’t be used in conjunction with any other offer, but now there are multiple offers on a product. I don’t think there is any jaded feeling regarding cash backs in the consumers’ eyes, as far as I can see, and the fact that manufacturers are doing them year after year must mean they see the benefit as well. It’s normally only on bodies, lenses and flashguns and is one of those things that enhances the ‘winners’ – in terms of the leading brands – but doesn’t do much to enhance those brands that are struggling a bit anyway. It’s more of a bandage than a blood transfusion for the lesser brands. You could ask, why bother doing cash backs instead of simply lowering the ticket price, but of course it’s much harder to raise prices afterwards because people notice that.

JASON MITCHELL (CAMERAWORLD) I THINK cash backs work better than the alternative likes of a trade in, as with a trade in you’re probably appealing to less than 10% of the audience who want to buy that camera: 90% just want to buy a new camera. Straight off you’re restricting its appeal to a minority. And secondly you can’t do trade-ins online. If someone wants a Canon 5D for the coming weekend they can’t because with a trade-in they’ve either got to send the product they’re trading to the retailer or the retailer has to do a collection for it. It’s then got to be inspected and valued, which takes about four working days. So trade-in offers in my experience, and I’m sure the experience of others, are pointless and I wish they didn’t do them any more. That said, I think cash backs have also run their course in that you can set your clock by them. Nikon brings out their cash back like they’ve done for the past five years so Canon has to compete – then you’ve got Panasonic and Sony who come along and go ‘well actually, we’ve got a product that’s competing with these guys, we’ve got to do a cash back as well, because otherwise we’ll look second rate.’ It is in danger then of becoming pretty pointless. Yes, it does stimulate sales in that it’s something to shout about, but there are so many cash backs happening like clockwork that when things aren’t on offer, sales slow. There’s a lull before Christmas that’s greater than it would ordinarily be, because people are waiting for the Christmas offers coming out. I would prefer something else, but having said that the cash back takes away any responsibility from the retailer. If Canon, for argument’s sake, did money off rather than a cash back, then that’s open to abuse from quite a lot of retailers because they’re putting control back in the hands of the retailer. Cash backs

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Is there a topic you’d like to see featured in Talk of the Trade? Send your suggestions to info@bpinews.co.uk… 28 November 2014 | BPI News

MANUFACTURER’S PERSPECTIVE: DAVID BLAND (FUJIFILM)

In the mid 1990s I was working for Ken Mackinnon at City Camera Exchange and the late Patrick Lichfield, who was working with Olympus at the time, came to do a London store opening. Jeremy (Gilbert) was working with Nikon as he still is and as he was my pal, I invited him along to meet the man. (Thanks to Jason for being a good sport and sharing this impressive shot – if only for the haircuts! Ed).

aren’t anything to do with the retailer at all – the manufacturer completely controls that and it’s quite nice in that respect because we don’t have to get involved. So if manufacturers simply dropped the price by £100 for a month that would cause us more headaches than the cash back. The whole way of doing business now, without cash backs, is via Sales Out Allowances (SOA’s). That means that, because we work on such small margins, that if, to give a theoretical example, Sony did a £100 Sales Out Allowance on a £500 camera – that allowed us to either give away free goods to that value or completely discount it – we’ve then got to sell this camera below our cost price and a month later claim that money back from the supplier hoping that they pay it back to us within a month or six weeks. Because we work on such small margins we can’t absorb any shortfall if we’re left out of pocket. I’m sure it does affect certain businesses quite a lot because Sales Out Allowances form a major part of our daily business now. And it’s not good practice. It’s a lot of paperwork for everyone and the supplier doesn’t tells us to claim, we have to remember to do so, so if we forget we lose out massively. That’s where

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I like cash back, because it takes all that pain away from the retailer and we don’t have to worry about margin and claiming this or that. It’s all about the consumer and the supplier. I think it’s run its course and people are getting a bit bored with it, but it is here to stay and at the end of the day any supplier promoting their product is a good thing. But you ask the suppliers how many claims actually go through and depending on how rich the offer is, it’s no more than 80% and sometimes as low as 20%. People forget to claim or can’t be bothered. So the manufacturer is saving a lot of money. Quite often we have guys who have decided to buy something and we give them a cash back form and they respond ‘Oh I didn’t know there was a cash back on that’. So it’s in the suppliers’ interests to do that rather than straight discount as well. But I don’t think it will change because there isn’t really anything I can think of to replace it. It’s still a way of promoting products and in that respect I want to be positive towards cash back and appreciating the suppliers’ support in trying to drive sales of their products.

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WHEN I STARTED at Fuji three years ago we didn’t do any cash back – though everyone else did. Gradually we tried it and saw how successful it is and can be, so we’ve really gone all-out this Christmas. I think we’re the most aggressive in terms of our promotions this year across a broad range of product. We’ve got a free 50-230mm lens worth £349.99 continuing on the lower priced X-M1 and X-A1 cameras, which we’ve kept because it has proved so successful. All the promos run until the 11th January. The two free lenses with the X-Pro1 is an amazing deal. The way the promotions work is that each country can negotiate on their own with head office in Germany or Japan to get as much support as possible and we just managed to get an amazing deal on those two lenses. Last year we had a similar deal, but it was a lot more than £799. That’s worked a treat for us so far, and sales for this month are pretty much what we forecast. It’s a key product for us that will carry on for some time. People can buy with confidence knowing it’s an amazing deal – depending on which way you spin it, it’s either two free lenses or it’s a free camera with the purchase of two lenses. And we’ve cash back on the rest (See news pages). There is a risk of people getting tired of cash backs and hanging on expecting them, but every brand in photography seems to do them and has done since long before I started in photography. We kind of did jump on the bandwagon but we’ve seen how well it works and obviously

David Bland – cards, and swingtags, and big offers on the table (bottom) from Fujifilm in time for Christmas

the other brands are still doing it as well. It was important for us to come off cash back over the summer because we didn’t want to appear like a certain furniture retailer who is permanently having sales – and that’s when Panasonic clawed back some CSC market share from us. But we saved up our funding to be able to afford the strongest possible deals this time. For any CSC system it’s important to get as many bodies out there and then as many lenses as possible. We give the trade a bit of advance notice that the promos are coming so they can say ‘what about this or that?’ Generally the reception was pretty positive and they’re pleased to have these deals. Plus they know how to deal with cash back and it’s not too complicated for them to handle as the customer claims it directly from us. The last thing you want is to offer deals that they find hard to transact and take up their valuable time. Different promotions on different products are important too as is a mixing it up a bit. If you are going to buy the X-Pro 1 then you want a couple of lenses there and then. Perhaps the people who are buying the X-A and X-M models won’t have another lens already necessarily, and this way at least they’ve got two options and can see they might want to buy other lenses in future as well. The deals are quite heavily advertised in the photo press and we consulted with dealers about what kind of POS they would like to avoid bombarding stores. We picked certain elements and put all our promos into one leaflet for example, so it’s really easy for people to understand.

…and we’ll hunt down the opinion-makers for their views! BPI News | November 2014 29

THE INSIDE TRACK

A little help from your friends… S

ince I took over as Director of PMA UK three months ago, time has flown by faster than I could have imagined. I came back from September’s Photokina with the impression that the show was well attended and the general mood was positive, but that the industry continues to diversify into other aspects of imaging, the products being evolutionary rather than revolutionary. There was probably less output equipment in terms of printers and mini labs than ever before – which is in line with what’s going on in the industry in that the total output seems to be falling. That said, those that are still offering output at retail are seeing strong growth. The focus for companies such as CeWe, Kodak Alaris, Fuji and indeed the PMA is a drive to encourage more photo printing. There seems to be a strong demand for photo books in other parts of Europe that is not quite reflected here as yet. But the demand for individual prints here is still quite strong. My understanding is that retail sales are on the up for those who are actively printing – but whether that’s entirely due to market growth or market consolidation is an interesting question. Clearly some of it must be market consolidation. And it’s encouraging to see that businesses are still expanding. You just have to look at the recent expansion of Jessops into Sainsburys stores to see that there is still confidence in the market. And it follows on from Timpson taking over the photo business in Tesco, which they did earlier on this year – Timpson of course being the new owners of Snappy Snaps, as well as the owners of the Max Spielmann brand. In terms of industry trends, what I’m hearing from our members is that there are lots of things happening affecting small businesses, which of course are the majority of our members. These include the business pressures of increased rents, increased overheads and administration, plus the new pension regulations. And they feel those pressures very keenly. But what they are reporting is still a good demand for photo output –

PMA UK Director Don Kennedy, ex-owner of Snappy Snaps, brings us up to speed on trade issues encountered in his first few months in the job…

Member benefit expansion

PMA presentations, top and above, at The Photography Show in 2014 – be sure to be there in 2015. Below, the Save the Photographers campaign did its vital lobbying but work continues behind the scenes with the Passport Office and DVLA.

particularly with people printing from phones, which is getting easier but has by no means been cracked. But it’s a definite and strong growth area for retailers. In terms of hardware, clearly margins have always been very narrow compared to development and printing margins, which is why many businesses have a blend of both. Those doing just hardware are undoubtedly finding it tough in the marketplace because margins are always being squeezed by the manufacturers. And on top of that overheads continue to rise and volume of camera sales is not keeping up, so they’re being squeezed at both ends.

PMA can help advise on these issues and continues to do so. One of things that we’re looking to do over the course of the year is expand member benefits. So it will be good to hear from any members with an idea of a particular avenue or area we should explore to give them better benefits. In terms of current membership numbers at the moment we’re going through a period of membership renewal. Inevitably some renewals are not being taken up because retailers have retired, closed their business or gone away. So it’s a little bit early to say what the effects of that and new members coming along will be. But there are new members coming on board I’m pleased to say. Once things have settled down with the renewals then we’ll be looking to recruit further new members. The industry is expanding into new pockets so there are potential new members out there not yet identified. On top of that the PMA is going to be supporting The Photography Show next March. We would encourage all retailers and anyone in the photo industry to attend – it was certainly a very vibrant and busy show this year and we anticipate it’ll be no less successful next year. We certainly intend to facilitate a programme of sessions at the show – whether that will be directly done by us or other people supported by us isn’t finalised yet, but we will undoubtedly have a hand in putting

on some education or information based sessions. We work closely with GfK and they’re very supportive of us trying to help the industry to understand what is going on the widest sense. And if the members would welcome a further session from GfK then we would try to arrange that. As regards the Save the Photographers campaign it might appear to have gone quiet on the public side but behind the scenes there is still quite a lot of activity. The threat to the ID photo business from changes proposed by government is still extremely dangerous, so the trade needs to be on its toes and alert to the threat that the proposed changes to the passport application and digitization agenda of the current government could have to the whole ID photo business. But we are actively engaging with the passport office and the DVLA to try to ensure that we get a sensible and coherent solution that satisfies the government’s agenda, the consumer and the photo industry. Once we get to a firmer position with both those organisations we will be looking for some retailers to do some test marketing of online systems sometime next year. Becoming a member of PMA is one way to support the whole campaign, because clearly the more members we have the greater the voice we have with government and the more they will listen to us. Either go to the PMA website or email or phone me and I can help sort that out.

Get in touch with UK PMA Director Don Kennedy on 0785 004 6464 or email DonKennedy@pmai.org 30 November 2014 | BPI News

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E L B I T S S I R S E E F R IR OF CASHBACK FREE LENS TRADE-INs

FIND OUT ABOUT OUR LATEST CASHBACK DEALS ON CSC CAMERAS AND XF LENSES. PLUS TRADE-IN BONUSES. Offers available frOm 1st OctOber tO 11th January 2015. terms and cOnditiOns apply

32 November 2014 | BPI News

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