British photographic industry news realestatephotoediting by Amy Nguyen

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DEC 2017 / JAN 2018 • £3

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COLD SNAP!

Hot new cameras, accessories, lenses, lighting & printer deals to thaw any freeze on wallets and encourage spend this Christmas and New Year!

PLUS… PHOTO TRADE REVIEW OF THE YEAR Leading industry figures reflect on the past 12 months and share their aims & ambitions for 2018!

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THE BIG INTERVIEW NEW PRODUCT

MINILAB NEWS

BUSINESS ADVICE

Exclusive Q&A with leading print and photo solutions supplier Tetenal’s Sales & Marketing Director Phil Barker. We discover how the photo trade can benefit from the Leicester firm’s brands, tech team and long-standing expertise

Fujifilm Marketing Manager Peter Wigington explains why its sponsorship of The Societies’ prestigious 20x16 print competition is just the latest in its productawareness raising Fujifilm Original Photo Paper campaign that began in summer

Our resident business expert advises on how to ensure your customers keep spending on their photography even after the razzamatazz of Christmas and New Year has died down, taking inspiration from dealer-hosted events & more

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IN THIS ISSUE:

BPI News attends the London launch of another bright idea from Rotolight in the flagship Anova PRO 2. Again powered by LEDs, the continuous light also serves as a flash, ensuring its broad appeal to both photographers and filmmakers

CHASING MOMENTS

I AM THE NEW NIKON D7500. Don’t let a great moment escape you. Equipped with a 20.9MP DX-CMOS

sensor, 51-point AF and ISO 100 to 51200, the new Nikon D7500 can achieve stunning images in low light and has a continuous shooting speed of 8 fps. Wherever you move, an intuitive, tilting touch screen and slim body with deep grip offer added agility, and you can share your images in an instant to your smart device*. Alternatively, capture movies in incredibly sharp 4K UHD to relive again and again. Go chase. nikon.co.uk

*This camera’s built-in Bluetooth® capability can only be used with compatible smart devices. The Nikon Snap-Bridge application must be installed on the device before it can be used with this camera. For compatibility and to download the SnapBridge application, please visit Google Play® and App Store. The BLUETOOTH® word mark and logos are registered trademarks owned by Bluetooth SIG, Inc. and Google Play® is a trademark of Google Inc.

EDITORIAL | December 17 / January 18

Photographic British

Industry

news

published monthly by

A EDITOR Gavin Stoker Tel: 020 8274 0578 Tel: 07990 974 367 ART EDITOR Michael O’Connell EDITORIAL ENQUIRIES Please direct all editorial requests, news and press releases to info@bpinews.co.uk ADVERTISING ENQUIRIES Please direct all advertising enquiries and sponsorship opportunities to gavin@bpinews.co.uk.

Follow us on Twitter... @bpi_news Publisher’s Office: 31 New Road, Richmond, Surrey TW10 7HZ. Legacy Media Ltd accept no ultimate responsibility for accurate reproduction of digital artwork created by third parties. Insurance and carriage of products submitted for inclusion in reports rests with the owner. News, data, prices, interviews and opinion are printed in good faith E&OE. Content including advertising artwork created by Legacy Media Ltd or its agents is ©2017 Legacy Media Ltd. ISSN: to be advised.

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BPI News: your Christmas & New Year selling guide

nother year has sped by while we’ve for thought for the future. been busying ourselves making Both printing and lighting solutions ends meet. Publishing magazines, appear, separately, to be on the agenda at the we’re always looking to the month ahead moment. New releases from Rotolight, Profoto of the one we’re in, so the weeks truly fly. and Kenro all shine a beam on possible sales As far as retail goes, this issue will slap onto opportunities this month, while we hear from counters as Christmas selling gets underway leading supplier and print specialist Tetenal in earnest, but, even this late in the year, in our big interview. Of course, this time of plenty of revenue-generating products year doesn’t only necessitate the need for Gavin Stoker, are being introduced. So, this issue is far artificial lighting, but also is traditionally Editor busier than expected, with a bumper good news for photo gifting and image gavin@bpinews.co.uk crop of new product and new technology printing in general. So have a read of our @GavinStoker recommendations to spur on your sales suggestions to make sure your own business and enthuse your customers. This, in turn, is sufficiently up to speed to take advantage. provides hope for the continuing health of the photo Talking of which, our Business Advice feature on page 28 industry in times that have perhaps been more looks at what can be done to continue to keep wallets uncertain than we’d like. If 2017 has had a theme it open in the early part of the New Year, once the tinsel has at times felt like ‘what next?’ You’ll have your own has been taken down. view of course, so for the final page this month we’ve But we’re not quite there yet. To end this year of canvassed figures in the trade for their highlights of BPI News, I’d like once again to thank those in the trade the year, and asked them what they’re most looking who regularly support our own efforts in publishing forward to in 2018 from an industry perspective. We this magazine, plus wish all readers a merry Christmas hope, like the rest of this annual combined December and a happy New Year. We’ll be back in business with and January issue of BPI News, that it will be both our February 2018 issue cover, published at the end of informative at this point in time while providing food January coming. See you then.

CONTENTS 04 NEWS Panasonic’s new mirror-less G9, Wex Photo Video flagship store opens, plus more details emerge of The Photography Show & The Societies Convention 08 THE BIG PICTURE FROM TETENAL We hear from the Leicester-based supplier’s Sales & Marketing Director Phil Barker, who tells us how his company stands ready to empower the photo trade 12 NEW FLAGSHIP LED IS ‘ANOVA’ WINNER FROM ROTOLIGHT The Anova PRO 2 fourth generation high-powered LED light debuts in

time for January 2018 availability; we learn its benefits from MD Rod Aaron Gammons 14 ‘PRIME’ MOVER FROM SIGMA FOCUSES TRADE ATTENTION The just-launched 16mm f/1.4 DC DN lens, available this month, is already in our hands for testing. We take it out for a spin and report back on performance 16 TRADE WALL PLANNER FOR 2018 Our annual pull-out is sponsored by Panasonic, who showcase the ability of Lumix G cameras with stunning imagery shot by its photographer ambassadors

18 PROFOTO ILLUMINATES A SALES PROPOSITION FOR DEALERS THAT IS TRULY ‘A1’ A go-to lighting brand for enthusiast and pro photographers, Profoto is showcasing its world’s smallest studio light to specialist photo retailers this season

Give the gift of a BPI News annual subscription this Christmas... Overseas annual subscription £50 (Cheques payable to Legacy Media Ltd). For details email info@bpinews.co.uk. View current and back issues online at www.bpinews.co.uk

The Original is back! For more information

@bpi_news

Dealers are getting to grips with Profoto’s first ever on-camera flash

Polaroid Originals is bringing back analogue instant photography straight from its iconic roots – reinvented for today

www.swains.co.uk

sales@swains.co.uk

01485 536200

BPI News | December 2017 / January 2018 3

NEWS

PANASONIC ON CLOUD ‘9’ WITH NEW LUMIX & LENS ‘THE HIGHEST PICTURE QUALITY in the history of Lumix cameras’ is the bold claim for Panasonic’s latest mirror-less model in the Lumix G9, slated for January 2018 release. There’s also a new super telephoto lens to go with it. The camera features a 20.3 megapixel sensor without low pass filter, improved built-in image stabilisation (a claimed equivalent to 6.5 stops) and a whopping 80-megapixel high resolution mode for RAW and JPEG. Naturally we also get 4K video, plus fastest-in-class continuous capture speeds of either 20fps or 60fps dependent on the auto focus mode selected. Its OLED electronic viewfinder is claimed to be largest in its class, whilst body construction features a magnesium alloy full die-cast front and back. Furthermore the G9’s frame is splash proof, dust proof and freeze-proof down to minus 10 degrees.

Three kit options arrive in January: body only for a suggested £1,499, with 12-60mm lens for £1,699 (M kit), or with Leica branded 12-60mm lens (L kit) for £2,019. The new lens in the Leica DG Elmarit 200mm f/2.8 Power OIS is said to be suitable for wildlife and sports photographers – plainly because it offers a 400mm equivalent focal range (in 35mm terms) when twinned with a Four Thirds sensor. Claimed to be the first large aperture,

super telephoto fixed focal length lens to bear the Leica DG branding, a compact and lightweight design is also promised, whilst there’s an Optical Image Stabiliser built in. Like the G9 it also boasts splash, dust and freeze proofing. On sale this December, SRP is £2,699. www.panasonic.co.uk

Make an exhibition of yourself at The Photography Show WITH TICKETS ALREADY ON sale to the public as you read this, familiar names confirmed to appear at The Photography Show 2018 include Canon, Epson, Fujifilm, Hasselblad, Manfrotto, Nikon, Olympus, Sigma and Sony. New exhibitors include KASE Filters, while Laowa Lenses will be on show from Venus Optics. The Turning Pro Masterclass plus the Beginners’ Masterclass are also returning for 2018, whilst ‘The Great

Outdoors’ is a new themed stage imparting advice on shooting in the open, from landscapes, to wildlife, to weddings and beyond. An enhanced Mobile and Social Stage will offer visitors the opportunity to explore the latest mobile imaging accessories and technologies, plus a dedicated Video Stage will be featured. Also returning are the Super Stage, Behind the Lens Theatre and Live Stage. Members of the trade interested

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CL is Leica’s latest belle THERE’S A SECOND NEW mirror-less model this month – namely Leica’s APS-C sensor incorporating, robustly constructed ‘CL’. Made in Germany, it’s capable of shooting 24 megapixel files at up to 10fps and features an integral 2.36-million dot resolution EVF. Possible accessory sales come in the form of a compatible grip and a thumb support. Compatible with M system and R system lenses via adapter, there are also new neck straps, an owner bag and a half case to complete the look. Two lens kits are available: the camera body plus 18mm lens (at £3,150 SRP) or body plus an 18-56mm zoom lens (at £3,275). Alternatively the camera alone is £2,250, or the 18mm is £1,020 when bought separately. Leica’s MD Jason Heward told BPI News that the CL is targeted at “customers who are looking at ‘best in class’… people who are looking for something that is understated and not loud. There is nothing superfluous on it: this is about elegance and ease of use.” Sales were due to have started on November 28th at the time of writing. www.leica-camera.com

in snapping up any remaining exhibition spaces are strongly advised to contact richard.macey@futurenet.com www.photographyshow.com

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5 YEAR WARRANTY

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BPI NEWS EXTRA

CANON WINTER CAMPAIGN & CASHBACK ENCOURAGES CUSTOMERS TO ‘BE READY’ An evolution of its ‘Live For The Story’ brand campaign, Canon’s winter campaign similarly encourages people to document their lives in photographs and comes with the tagline: ‘Next year is coming. Be ready’ (see right & below). This supports current cashback deals that run until January next year. BPI News gets the lowdown…

s members of the photo trade will be aware, photo giant Canon is currently encouraging purchases of gear at its retail partners via an extensive cashback offer that runs until the 17th January next year and covers a broad range of product. This includes just about everything your retail customers could conceivably want to buy (or gift) in the photographic realm this Christmas: from compacts to CSCs and DSLRs, plus a plethora of lenses, camcorders and printers. In other words, there is something for every customer, with, for example, up to £85 cashback offered on the EOS 77D DSLR, a generous £215 cashback on the EF 100-400mm f/4.5-5.6L IS II USM lens, and including £40 cashback on its Connect Station CS100. For more, visit: www.canon.co.uk/cashback/ current-cashback/ Don’t forget that there is additionally a current Canon promotion that gives consumers

greater peace of mind via an extended warranty on L series lenses – increasing it from the standard one year to three years in total. This lens offer runs until January 31st 2018. For more on this second promotion, visit: www.canon.co.uk/promotions/ extended-warranty-lenspromotion/ “If customers are going to invest in a lens at the premium end of the market, then we want to give them peace of mind,” Canon’s Product Manager for UK & Ireland Neale Conroy told us back in our October edition. In that same issue we also highlighted the on-going Lens Reward loyalty offer, that rewards purchases of selected mid and pro EOS cameras, plus Cinema EOS – in the shape of cashback – if purchasing lenses on the same day as (or with 90 days of) their original camera purchase. So that’s three incentives for your customers to make a Canon purchase this winter. More on this last one can be found

BE READY FOR THE SHOT with the new EOS 200D

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“I was delighted with the 100D which packed a real punch for its tiny size and weight, but the 200D is even better” — Review by SouthernPacific, EOS 200D owner

*To enter the cashback promotion, the Participant must purchase a Promotional Product from a Participating Retailer within the United Kingdom or Republic of Ireland between 18.10.2017 and 17.01.18 inclusive. Claims must be submitted by fully and correctly completing the online claim form (including specifying a valid EEA product serial number) by midnight on 28.02.18. Full details at canon.co.uk/wintercashback or canon.ie/wintercashback

BE READY FOR NEXT YEAR’S SURPRISES. UP TO £105/€115 CASHBACK.*

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If you have any questions about your claim, please email us at cashback@claim-lookup.com or call us 0800 0443251 **Additional Canon Irista storage is only available to customers who purchase a promotional product included in our winter cashback promotion. A unique code for 100GB storage will be sent to customers after their cashback claim is validated.

Live for the story_

EF 24-70mm f/4L IS USM

irista

at: www.canon.co.uk/ lens-promo/ As noted in our intro, the above ‘carrots’ are cleverly supported by a winter promotional campaign – up and running as you read this – that comes with a callto-action of ‘Next year is coming. Be ready.’ Tying in with the theme of the Live For The Story campaign and repositioning of the brand initiated at the start of summer 2017 – re-visit BPI News June for an extensive interview with UK Marketing Director Susie Donaldson on this very subject – the winter push is aimed at encouraging people to be ‘story ready’.

BE READY FOR NEXT YEAR’S SURPRISES. £50 CASHBACK* With the Canon EOS M6

Get the right gift this Christmas. Never miss a story with the Canon EOS M6. A compact body with DSLR performance and fast autofocus lets you capture your stories the first time. Search: Canon Winter cashback

on selected European – see canon.co.uk/wintercashback.Available *Offer subject to full Terms and Conditions Claim must be redeemed by 28.02.18. participating UK or Republic of Ireland retailers.

A whole year, waiting to be captured Of course, encouraging people to document their lives in photographs via a major ad campaign benefits not just Canon, but the wider photo trade too, which is always attempting to excite and enthuse customers with the possibilities of photography – and what they can do with those photographs afterwards. At the time of writing Canon had various Black Friday and Christmas bundle deals and offers up for grabs, directing visitors to its website to their nearest retailer and telling its (and your) customers via the campaign: “Next year will be full of everything from the expected to the unexpected. Be ready with our range of Christmas gift bundles.” With the campaign themed around the topics of ‘adventure’, ‘family & friends’ and the ‘everyday’,

products purchased between 18.10.2017 and

17.01.18 From a list of

Canon’s current promos at a glance: n Canon’s latest wide-ranging cashback offer – supported by winter promotional campaign – is up and running and ends January 17th, 2018 n Also get cashback if purchasing lenses at the same time as – or within 90 days of – the purchase of a mid or pro level EOS DSLR, CSC or Cinema EOS camera via its Lens Reward scheme n In addition to both of the above, there’s an extended warranty on L series lenses when purchasing, giving a total of three years customer peace of mind. This offer runs until January 31st 2018 the idea is that there are a broad range of events and moments waiting to be captured, and Canon is the brand to help you tell your own story. As it says on its promotional material, just ahead of us there’s ‘a whole year, waiting to be captured’. So take advantage of this promotional push and talk to your local rep about how your store can get involved and make the most of the opportunities for sales it presents. www.canon.co.uk

Three winter schemes from Canon: cashback, extended warranty and Lens Reward. See www.canon.co.uk 6 December 2017 / January 2018 | BPI News

www.bpinews.co.uk

‘THE UK’S NEWEST & LARGEST PHOTOGRAPHIC SPECIALIST’ THAT’S THE CLAIM BEING made by the newly christened Wex Photo Video, the company formed from the recently merged Wex Photographic and Calumet, for its new flagship store in London’s Whitechapel, which, as we reported last month, is a sizeable 7,000 square feet.

BPI News attended a preview event the night before the grand opening, where the outfit’s Chief Customer Officer Louis Wahl informed us that with eight shops nationwide, Wex Photo Video’s plan was to “create the country’s best loved photo retailer.” At 7K square foot, the Commercial Road branch is already the largest of the kind in the country, the retailer says, with 2,000 products on offer and its own specialist ‘drone zone’ for customers to fly-test the latest unmanned aerial vehicles. At the same event, Wex Photo Video’s Head of Content, Matt Devine, launched the retailer’s ‘More Than An Image’ promotional campaign, which takes the form of short online videos that feature

photographers overcoming adversity to pursue their

creative passion. www.wexphotovideo.com

The attraction is ‘instant’, mirror-less also on rise

©National Trust Images/Matthew Antrobus

ACCORDING TO INDUSTRYWATCHERS Futuresource Consulting, CSCs / mirrorless cameras have been gathering pace and are set to represent one of the hottest imaging product segments. Increased popularity and customer awareness is due to a number of factors, it believes, including improvements in Complimentary 12 month national trust technology, widening range/ membership with the lumiX FZ200 or FZ72 availability of lenses, a move to video, more affordable prices (in higher-end models versus alternative products, for example DSLRs or camcorders) and wider support from the channel/retailers. Particularly impressive market growth is currently being witnessed in the US, where volumes are set to rise by 24% year-on-year. In the UK, between January and December A3 Poster 2017 CSC/mirrorless grew by 14% in volume and 44% (body only) in value, according to Futuresource’s Senior Market Analyst Arun Gill. Meanwhile, a shift in product mix towards higher spec/priced models is contributing towards an even ©National Trust Images/Matthew Antrobus

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21/08/2013 13:54

©National Trust Images/Matthew Antrobus

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

Hold a torch for Ansmann

also expected to be a winner with consumers this holiday period, fuelled by the recent resurgence in demand for tangible output and the opportunity to be creative with physical prints. The lower price point also makes instant print cameras an ideal gifting item for the mass market, Futuresource believes. UK instant print camera market volumes over the course of 2017 were forecast to have risen by 20% year-on-year.

SHORT DAYS AND LONG NIGHTS at this time of year are perfect for suggesting the purchase of a torch to your photographic customers – making them a perfect item to order from battery specialist Ansmann. Just one recommendation is the aluminium-build Ansmann M350F professional torch, which offers up to 320 lumens of brightness. Its seamless focus beam is described as ‘superb’ and can go from spot illumination to homogenous flood. With a non-slip exterior, four AAA alkaline batteries included, removable belt clip and wrist strap, SRP is £34.95. To order the torch, contact Ansmann direct on 0870 609 2233 or email: info@ansmann.co.uk

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higher retail market value trend, with a forecast of +42% year-onyear. Interestingly, its latest survey of 1,250 smartphone and digital camera owners suggests almost half of respondents suggested that high video resolution (namely 4K) was the most important feature when purchasing a new Wobbler interchangeable lens camera. Some 37% of CSC/mirrorless cameras sold in the UK during 2017 offered 4K video, compared with 6% of DSLRs for the same period. Instant print cameras were

Hang Tag

Photographic British

21/08/2013 13:56

T48046 Panasonic_A4_Cling.indd 1

21/08/2013 13:59

A4 Cling

Supported by

Industry Items shown are for referencenews only and are not to scale

@bpi_news

BPI News | December 2017 / January 2018 7

THE BIG INTERVIEW

Central hub: Tetenal’s Leicester HQ includes brand-dedicated showrooms with plenty of demo space. Shown on opposite page are rooms for Epson (with Tetenal MD Mike Fawcett and Marketing Manager Craig Bird) and Kodak. Below right is Account Manager Chris Castle at a recent Open Day

THE BIG PICTURE FROM TETENAL

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

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

BPI News: You distribute for some of the leading names in the photo print business. It’s easier for a single brand supplier to offer their products, as there is no conflict, so how do you work with customers to choose the right equipment for their individual needs and at the same time keep your brand partners happy? Phil Barker: Good question and one we didn’t find easy to manage when we opened up our product portfolio to include other brands. We started putting customers in brand boxes, as this is what the industry has always done; i.e, they’re a Fuji customer, they are a Kodak customer etcetera. We quickly became aware that no single brand could deliver everything our customers needed in the modern era of photo retail and we had to somehow bring brands together to get the right equipment mix for our customers’ needs.

This was a challenge, but our technical departments across Europe developed solutions for us to start offering the right equipment mix based on our customers’ requirements. Our area teams now visit each customer to discuss their needs and we tailor the package to suit them. To answer the point about keeping the brands happy, we work closely with all of them to keep them up to speed on what they should be working on based on what the market demands at a local level. The benefits of this are clear to see as they are all pushing to improve their software and hardware and their sales are increasing, which makes it a beneficial relationship for us and them. Q: What are your views on the relative strengths of dye sub printing versus inkjet and do they both have a future?

Industry statistics are forecasting good growth for both technologies over the next three years. For high street photo printing, the growth is driven by retailers trading in old expensive mini labs for newer, lower cost inkjet and dye sub technologies with better print quality. Both technologies have a place in our market and most of our customers have a mixture of both. Inkjet technology tends to have the edge when it comes to quality, print finishes, print widths and cost per print, but dye sub technology tends to be less problematic and the hardware costs are much lower. We offer printing solutions from Epson inkjet, together with DNP and Kodak dye sublimation. Another point to mention is both technologies produce fantastic photographic prints that our customers are happy with. Sometimes as industry specialists

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

www.bpinews.co.uk

TETENAL PROMOTION

we compare too much and the reality is both technologies are more than acceptable. This means dye sub technology is still a viable and affordable option for many high street retail printing stores. Q: Should owners of wet labs be looking to move across to a dry solution? I get asked this question a lot and it’s one that I always find difficult to answer. As Tetenal are a manufacturer of photo chemicals we of course want to sell chemicals for many years to come, but we understand the market is evolving and dry labs are the future for a large number of our customers. Tetenal will always explain the advantages and disadvantages of changing to a dry lab. We try and help our customers make an informed decision about their next purchase. The reality is the list of advantages of changing to dry is growing and I can’t think of any customer that regrets making the switch. With print volumes decreasing, the need for

Tetenal UK works closely with its colleagues in other territories, so that shared expertise can benefit trade partners closer to home

Q: What do you see as the main challenges facing the mini lab market in 2017/18? I look at this from two perspectives: non-industry specific and industry specific. In general terms, there’s the challenges that all small businesses across the country are facing; notably online competition, high rent and rates, relocation to non-key areas within the town, parking issues, lower footfall, time-deprived shoppers and lower disposable income.

“We have a very committed and passionate team at Tetenal who have vast amounts of industry knowledge and experience. We also have lots of young energy in the business that brings fresh ideas and a modern approach to everything we do.” a high volume printer is no longer necessary for many, and other pieces of equipment like the wide format printer, kiosks and gifting kit are equally as important as the lab, as the revenues through the business are no longer all generated from one piece of equipment. As your capital investment needs to be equally split across other parts of the business, a dry lab with its relatively low capital investment is the obvious choice.

The industry-specific issues are things that I believe we can all influence and work together on. Why, in a world where more images are captured daily than ever before in history, are we struggling to get customers into our shops to print? Why can’t we engage with customers when there are more tools at our disposal than ever before, including social media and websites? Why are we standing still when the rest of the

world is running? Industry issues are barriers that Tetenal and the likes of Fuji and Kodak need to find solutions for, in conjunction with the photo retailers. Some of the industry issues I see when I’m out visiting customers relate to old equipment in the market that can’t communicate with the latest mobile devices and this has a general negative impact on the industry, in being outdated and not as technologically advanced as online e-tailers. I also see large numbers of photo retailers that still aren’t using social media to sell their services when all their target market is on social media sharing photos. Additionally, there are still a number of dated and un-inspiring shops out there. We are actively working with our retail customers to create an improved customer experience and also starting to see fresh blood entering the industry with fresh ideas. The independent and group customers who are seeing large growth are the ones who now cater to a changing demographic who need to be inspired and reminded of the wonderful products and memories that our industry can produce. The days of customers queuing up outside the shop on a Monday morning with films to be developed of their weekend parties or holidays are long gone. So these days we have to work much harder by selling, showcasing and displaying new products for customers to see and touch and to be inspired by. Online retailers have seen huge growth in photobooks, aluminium panels, stretched canvas and photo gifts. All of these products can be produced in store or via fulfilment partners and hold much higher margins than standard prints, yet

large numbers of retailers still aren’t offering these in-demand products. The biggest issue in my opinion is the lack of awareness around losing those precious memories. A generation of people aren’t printing their life stories, this means lost memories for them and lost revenue for us. As an industry we need to do more to generate awareness around this topic.

Q: How do you see the photo printing business developing over the next three years? I see a bright future for the industry, as the technology that supports the industry has definitely improved and is allowing high street to compete with online. I see photo retailers adding ecommerce facilities and social media sites to give them a more rounded offering. I believe that retailers who promote and market their business in their local community will see growth – as we are seeing this happen already. I think we will see more retailers adding mini studios to their stores and more retailers using fulfilment partners, via kiosks and websites, to deliver high quality items that were once only available to the large pro labs back to stores. Ultimately the market is there and the high street needs to take a larger slice.

of its expertise with regard to leading brands including Kodak, Epson, EIZO, Wacom, Hahnemuhle & DNP @bpi_news

BPI News | December 2017 / January 2018 9

THE BIG INTERVIEW: TETENAL Tetenal advises on the advantages of dry lab versus wet lab: Advantages: n Lower printer cost n No chemical waste or smell n Fast start up and close down each day n Wider colour gamut n Lower service contract costs n Smaller space required n No changing paper in the dark n Windows or Mac platform Disadvantages: n Cost per print is slightly higher n Generally slower than their wet lab predecessors Tetenal’s in-house tech team are always on hand to provide advice and support to its growing customer base

Q: What can you offer your customers that some other distributors don’t? We have a very committed and passionate team at Tetenal who have vast amounts of industry knowledge and experience. We also have lots of young energy in the business that brings fresh ideas and a modern approach to everything we do. Customer service and support is very important to us: We supply the equipment and consumables, provide technical support for the equipment and we’re always on hand to offer advice and assistance wherever we can. The fact that we work with a variety of different hardware suppliers means that we can take a more rounded view of what works best for the customer, rather than trying to make a single brand of equipment fit. They can visit us and test all the equipment to create the best solution for their own particular needs. Having a number of demo rooms and store concepts is important to our customers when they need to upgrade or add additional equipment to their range. So there is never a week going by when we aren’t doing demos, either here in Leicester or on site at a customer’s premises. Being a manufacturer to the photo industry and also a distributor gives us a more rounded understanding of the market and better visibility of trends and costs; this extra understanding is vital when it comes to supporting and advising our customers about their next steps. We pride ourselves on having what we

believe to be the largest stock holding of any supplier to our channel in the UK and always do what we can to put the customer first.

Europe. There are more websites offering books than ever before and we feel it won’t be long before they start to be an established industry

“I see a bright future for the industry, as the technology that supports the industry has definitely improved and is allowing high street to compete with online. I see photo retailers adding ecommerce facilities and social media sites to give them a more rounded offering.” Q: Tetenal is not just a UK distributor; you also have businesses based in Germany, France and Poland. Do you work closely together and what benefits does it bring? Although the markets across Europe are very different, we have tried to work more closely together over the past year. This includes quarterly meetings to discuss Sales & Marketing activities, where we look at what has worked well in particular areas and whether we can use any of the lessons learnt in our own markets. We are also building a programme of marketing asset sharing across the group, whilst also looking to bring our technical teams together on a regular basis to discuss new initiatives and best practice. Wherever possible, we also look at new distribution opportunities as a group. Our pan-European reach makes us an attractive partner for many businesses. Q: What key products are selling well across Europe that UK photo retailers should be promoting? I know a lot of our customers will have heard this before, but photobooks are growing fast across

product. There are so many options, from linen covers to leatherette to photo wrap, embossed covers or printed covers… all of which look fantastic. Using a fulfilment partner is the easiest way to offer these in store. A top tip is to create a photobook display area with a mixture of sizes and finishes. This will introduce the concept to your customers and entice them to order the book via your kiosk or website. Some have suggested that aluminium panels will be as big as the canvas market in the near future. These super-high gloss panels look stunning and the bigger the better. All panels should have a sub-frame to give them strength and the appearance that the panel is floating, or you can also have a frame around the panel to give it more of a traditional feeling. The panels should form part of your inspirational wall in store and display images of holidays or children. Again, you can have these fulfilled via your kiosks or website. We have a UK high street customer focusing on these larger size panels and using social media to engage with their target market, and this customer is selling 30 to 40 per week.

n Slower media change Q: What does the future hold for Tetenal? For the past five years we have been improving our portfolio of products, growing our team and developing our offerings and facilities, as we know that we always have to be constantly developing better quality products and services to keep us one step ahead. We aren’t the traditional distributor who just moves boxes between manufacturer and shop owner; we do so much more. For example, one of our on-going projects is the work we do with Kodak Express. We recently developed and implemented a brand new fully e-commerce website for our Kodak Express shops. The project offers each of our Kodak shops their own individual website, with fully editable photo software and built-in product fulfilment for retailers that can’t produce everything in-store. I’m a strong believer in good relationships. I would like to think we have a very open and honest relationship with our customers and this is the basis of Tetenal’s growth. For an industry to keep moving it needs good suppliers and we will continue to do all we can to support our customers for many years to come. Get in touch with Phil Barker now via phil.barker@tetenal.uk.com or call 0116 289 3644. Email Tetenal at marketing@tetenal.uk.com to take advantage of its expertise with regard to leading brands and to find out how it can boost your business into 2018.

Tetenal’s Leicester headquarters allows it to quickly service all of the UK. Find out more at www.tetenaluk.com 10 December 2017 / January 2018 | BPI News

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A D V A N C E D

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CINEC

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Lighting Engineering

WE ARE HIRING! If you are an experienced, driven & ambitious sales manager looking for an exciting opportunity in a fast growing, award winning photographic / video lighting company - we want to hear from you. Available Positions:

UK SALES MANAGER INTERNATIONAL SALES MANAGER COMPETITIVE SALARY Send your CV & Cover Letter to: recruitment@rotolight.com

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BPI NEWS PRODUCT FOCUS

New flagship LED is ‘Anova’ winner from Rotolight Hot on the heels of the compact NEO 2 (see BPI News November) comes a fourth-generation version of the Brit lighting specialist’s larger sibling, the Anova PRO. Once again powered by LEDs, the new Anova PRO 2 is much brighter than its predecessor. BPI News finds out what else has improved on this revolutionary light, plus why you should be adding it to your stock-list for 2018

n recent months we’ve brought you news of Rotolight’s benchmark-raising yet affordable and practical lighting products in the AEOS and NEO 2 – best of both worlds solutions combining the convenience of a continuous light with high speed sync flash. As we detailed last issue, a crucial new addition with the second iteration of NEO was that it included a builtin Elinchrom Skyport 2.4Ghz HSS Wireless Flash Receiver, enabling it to control up to 10 lights in four groups at 200 metres. Now enter the bigger brother of both these lighting options in the flagship Anova PRO 2. Again this brings with it bang up to date technology, in offering continuous lighting and high-speed sync flash within the same unit, while also newly incorporating a wireless Elinchrom receiver as standard.

This enables wireless control over its built-in CineSFX effects (including fire, lightning, TV, gunshot and paparazzi) for those shooting video, which on the Anova PRO 2 are described as ‘even more realistic’. As regular readers will be aware, the Pinewood Studios-based Rotolight has developed these with the aid of visual effects veteran Stefan Lange, a contributor to films including Batman, Tomb Raider and arguably the best modern Bond, Skyfall. Furthermore, on the latest unit, it’s possible to wirelessly trigger a fade out. Such creative flexibility is further enhanced by the most noticeable asset of the Anova PRO 2; namely that it is visibly brighter than its predecessor – much brighter – in being able to deliver 10,700 lux at three feet and incorporating 960 LEDs, as opposed to its forebear’s 720. Rotolight tells us its power

performance has increased by 70 per cent, while only consuming 72 watts, thereby reducing operating costs. Similarly unrivaled is its battery performance, making it as ideal for location work as it is studio use. BPI News attended the London launch, at which Rotolight MD Rod Gammons added: “One of the most exciting things is that it is one of the brightest, if not the brightest, lights in its class. We also have an industryleading battery performance of under 72 watts power consumption. It has outstanding colour output for great skin tones, but it’s also packed full of features for filmmakers and photographers.”

A bright idea, offering the best of both worlds A key message with this brand is that if you – or your customers –

are someone who shoots stills and video, then Rotolight is a unique proposition, as its lights can be used for both applications. Though it’s larger than its fellow portable LED siblings in the Rotolight range, the Anova PRO 2 offers the opportunity to take less weight on a shoot. It’s under 3.5Kg and, because it’s an LED lamp, cool to the touch as well as being flicker free – a distinct advantage for shooting video. Another bonus is its Tru Aperture dimming feature, eliminating, says Rotolight, the need to meter on a shoot, whilst its colour reproduction does away with the need for expensive post-production. It’s worth noting that colour temperature is adjustable in both flash and continuous lighting modes (from 6300-3150K), with a Kelvin display given on the back of the unit so you can match the light to the ambient

For more on the new Anova PRO 2 portable LED lamp, direct your browser at www.rotolight.com 12 December 2017 / January 2018 | BPI News

www.bpinews.co.uk

ROTOLIGHT PROMOTION

lighting conditions around you. No wonder then, that Celebro, London’s first fully 4K TV studio, which is regularly used by the likes of the BBC, MTV and the Discovery Channel as well as foreign broadcasters, has ordered 200 of the new lights for its global operations, while Italian state broadcaster RAI TV also recently acquired 150 Anova PRO kits for their electronic news gathering (ENG) teams. In operation the unique circular shape of the Anova PRO 2 provides a

naturally soft and flattering output, with Rotolight’s signature catchlight effect. Pro photographers will be entranced by the fact that it features an updated High Speed Sync (HSS) flash capability (1/8000th), with a 250% power boost in flash mode. Its zero recycle time also ensures a shot isn’t missed, which, as we’ve noted previously when covering the NEO 2 and AEOS, means it’s a perfect partner for today’s high frame rate capable cameras.

But you don’t just need to take its manufacturer’s word for it. Celebrity photographer Mark Mann, who we’ve featured before in BPI News and whose notable sitters have included Margot Robbie, Martin Scorcese and Benedict Cumberbatch, says of the latest light: “I’ve shot strobe my entire career, and had always been intrigued by continuous light, but never found any that I liked until the Rotolight Anova. The quality of light is absolutely beautiful, it gives you a very filmic feel. Versatile, consistent

Sales features of the new Anova PRO 2 at a glance: Here are several key reasons you’ll want to be adding the newest light to your own business or photographic set up: n Both a continuous LED light and high speed sync flash combined n Much brighter than its predecessor in being able to deliver 10,700 lux at three feet (incorporates 960 LEDs, rather than the 720 of its forebear) n Power performance has increased by 70 per cent, while only consuming 72 watts, thereby reducing operating costs n Updated High Speed Sync (HSS) flash capability (1/8000th), with a 250% power boost in flash mode n Wireless Elinchrom receiver built-in as standard n On-board CineSFX effects (including fire, lightning, TV, gunshot and paparazzi) for those shooting video, co-developed with Stefan Lange n Weighs under 3.5Kg, plus, because it’s an LED lamp, it’s cool to the touch as well as being flicker free n Ships from January 18th at £1299 ex VAT (£1558.80 SRP inc VAT) n Integrated ‘Exposure Effects’ (X-FX), for creative photographic multitriggered flash effects

Rotolight MD Rod Aaron Gammons (centre) is interviewed about the features of the Anova PRO 2 at London’s Celebro Studios, which has placed a large order

“I’ve always been intrigued by continuous light, but never found any that I liked until the Rotolight Anova. The quality is absolutely beautiful. As a photographer who’s being asked more and more to shoot video and stills at the same time, Rotolight has really improved my work flow.” – Celebrity photographer Mark Mann

and reliable, it also looks good on set and I know it will always deliver in high turnaround environments. As a photographer who’s being asked more and more to shoot video and stills at the same time, Rotolight has really improved my work flow”. The new light ships from January 18th at an SRP of £1299 ex VAT. Included are integrated DMX (Digital Multiplex) connection, V-lock battery plate, wireless Elinchrom receiver plus four-piece filter kit. Naturally a wide range of additional accessories and modifiers are available as optional extras, which retailers can utilise to make their additional sales. So put in an order now to add the Anova PRO 2 to your stock: because with Rotolight as your retail partner, the future really is bright for 2018. As usual with Rotolight, good competitive margins are available to trade partners; call Rotolight now on 01753 422 750 or Digital Distribution (for independent photo dealers) on 01442 230022. Email sales@ddltd.co.uk to get info and pricing. www.rotolight.com

Independent retailers should get in touch with Digital Distribution on 01442 230022 or email sales@ddltd.co.uk @bpi_news

BPI News | December 2017 / January 2018 13

BPI NEWS PRODUCT FOCUS

Plenty of ‘bokeh’ glory: For street photography and close ups the Sigma 16mm adeptly delivers... creating some attractive shallow depth of field ‘bokeh’ effects when used for the latter

‘Prime’ mover from Sigma focuses trade attention

BPI News gets a first play with Sigma’s newest ‘Contemporary’ series fixed focal length prime lens in the 16mm f/1.4 DC DN, aimed at users of mirror-less Sony E-mount and Micro Four Thirds cameras, and available now…

hird party lens and accessory manufacturer Sigma has a promising new product to offer your mirror-less camera customers – specifically those who own Micro Four Thirds and Sony E-mount devices – in its large diameter wide-angle Sigma 16mm f/1.4 DC DN lens. As we reported in our November issue, this is claimed to be the world’s first interchangeable lens for Sony E-mount APS-C cameras to offer a 24mm focal length (35mm equivalent) and f/1.4 brightness. Alternatively, when utilised with Micro Four Thirds cameras, it boasts a 32mm equivalent focal length.

The bright aperture prime lens is also promised to deliver smooth autofocus during video shooting thanks to its optical design and stepping motor, while the mount features a dust sealed and splashproof design. An attendant claim is that this ‘Contemporary’ class of lens’s performance is the equal of Sigma’s ‘Art’ series lenses. With an SRP of £449.99, and a petal type lens hood included, it would seem clear Sigma’s latest has a lot to recommend it on paper. So how does it perform in practice?

A marvelous addition to your customers’ mirror-less… The well-constructed lens feels reassuringly weighty in the palm as you retrieve it from its box, and only enhances the apparent sophistication of the Micro Four Thirds camera we attached it to – an Olympus E-M10 – courtesy of its matt black finish. In truth, despite being relatively compact and lightweight, the 16mm adds a

feeling of rigidity and sturdiness to the combined set up. Proudly displaying its ‘made in Japan’ credentials on the lens barrel itself, the lens has a broad, comfortably ridged non-slip focus ring for those who prefer making manual adjustments. We utilised the camera’s auto focus too, whereby the lens and OM-D in combination were quick to lock on to target – and accurately so. In offering an f/1.4 maximum aperture, we wanted to test the 16mm’s ability in both low light, shooting handheld – for which we ventured into a department store to shoot some sumptuous preChristmas displays – and also when capturing subjects close up, whereby the shallow depth of field would hopefully result in some flattering and eye-catchingly softening ‘bokeh’ effects. In both instances, the lens performed how we would hope it would – see our sample images taken with the optic on this page for real-world results – rapidly becoming an extension of our hands and capturing the detail we were seeing

with our own eyes. We found that the 32mm equivalent focal length also made it a good option for street photography. This is a lens designed for daily shooting, after all, and reportage photographers will relish such a set up. Sigma suggests that this is the large diameter wide-angle lens mirror-less camera users have been waiting for. Aiding its results, in terms of engineering alone the lens is impressive, in being constructed of 16 elements in 13 groups, including three FLD glass elements, two SLD glass elements and two moulded glass aspherical elements. Polished surfaces to the lens elements have minimised any possible ‘onion ring’ bokeh effect, says Sigma. Certainly our test shots were free of any appearances of the pungent vegetables, with ample light being directed onto our camera’s sensor into the bargain. Contact your local Sigma rep now about getting in stock of the Sigma 16mm f/1.4 DC DN lens for this December and into the New Year. www.sigma-imaging-uk.com

All lenses sold via Sigma Imaging UK come with the benefit of a three year limited warranty. 14 December 2017 / January 2018 | BPI News

www.bpinews.co.uk

MINILAB NEWS

& PHOTOXPORT GIVE RETAILERS REASON TO BE MERRY THIS CHRISTMAS Noritsu’s exclusive UK distributor PhotoXport has enjoyed an extremely busy and profitable past year – with PhotoXport MD Derek Fieldhouse thanking the trade for participating in its success, as it sets its sights on new announcements for 2018…

is the season to be jolly – and PhotoXport and Noritsu’s retail partners have reason to be merrier than most. Not only have they installed profitable new Noritsu dry or wet labs in their businesses, but their own customers have, also in turn, noticed the hike in the quality of output that installing these workhorse machines brings. Although one might assume that it is mainly dry labs that have been on the rise throughout 2017, PhotoXport has constantly regaled us with stories of successfully installing a surprising number of wet labs, with an everexpanding number of satisfied customers. If, like these, you’re looking to ride the wave of the silver halide resurgence, then the heavyduty 3704G is the wet lab to go for. In fact, according to PhotoXport’s ever-busy MD Derek Fieldhouse, it has enjoyed sales of these machines seven times higher in 2017 than in 2016. By way of example, a Noritsu 3704G with Quad magazine System has been recently placed with Jane Stapleton School Photography in Derbyshire (see below). “We’ve been running Noritsu labs for 12 years and they’ve always been very stable,” says MD Steven Deverill of its decision to go the wet lab route. “Although it was an obvious choice for us considering our volumes, we took an overview of all the systems available. The 3704G ticked all the boxes and after a smooth installation we are looking forward to many more years with trouble free Noritsu equipment.”

Wet or dry, now’s the time to buy If you’ve decided the dry lab option is the better fit for your business, however, there are a variety of flexible options from Noritsu and PhotoXport. These include the Noritsu Green Simplex, the QSS Green standard and the top-of-therange QSS Green II dry lab. Retailer and minilab Phoenix Photographic is just one happy recipient of a Noritsu Green II dry lab. The business’ Dave Rasch (seen above) was already satisfied with his existing Green II – so much so that he added a second Noritsu dry lab. “It was a very easy choice to be honest with you, and we’re so pleased,” he confirms. “We can do various sizes nice and quick and we can also do double sided for photobooks, cards and invitations. For their part, PhotoXport are a very fair and flexible company to deal with – they listen to what the customer wants, which is rare these days.” And it’s not just Dave feeling the benefits. Malcolm McDonald of Sutherland’s Photo Lab (see lower right), based in Thurso, Scotland, is another satisfied Green II convert. “We wanted to have something as close to our old Noritsu QSS3212

wet lab as we could, which turned out to be an ex-demo Green II,” says Malcolm. “I watched the videos about it and saw that it was getting great reviews – which prompted me to go for it. And the print quality is fantastic!” From initial discovery to having a machine installed took just three weeks, relates Malcolm. Speed of output – and the ability to produce photo books – was another consideration in choosing this machine, as Sutherland’s Photo Lab needed a heavy-duty beast to fulfill its high volume of print orders, extending across most of the Highlands. Back in October 2017 we also heard that a QSS Green II dry lab had been installed in The Camera Centre, based in the Shetland Isles. Manager Ben Mullay (see top right) told us: “The Green II just suits the nature of our business and the volume of stuff we’re doing, as well as offering the ability to do cards and photobooks and added value items. It’s more of a ‘photo machine’; it’s a special bit of kit and that is confirmed by the picture quality, which is much more photorealistic than our previous lab. It even renders pictures from mobile phones really well and does as

good a job as it can with them. The output has been very well received by customers.” With PhotoXport riding high on the successes enjoyed by its growing army of retail and minilab customers, it’s no surprise that MD Derek Fieldhouse is feeling equally jolly himself at this time of year – as well as grateful. “We really appreciate the support and patronage of the photo trade this year,” he says. “The above is just a small example of how PhotoXport and Noritsu have served the UK in 2017, and there is more on the way for 2018, with two new dry labs and a new wet lab. We’ll be debuting one of the new models at The Photography Show. In fact, the plan is to have the worldwide launch then. And with that in mind we’d like to wish our retail partners a wonderful Christmas and continued prosperity long into 2018…” To discover how Noritsu can benefit your business next year, call exclusive UK distributor PhotoXport on 0116 2675907. www.photoxport.com

Let Noritsu wet and dry labs benefit your business: call UK distributor PhotoXport on 0116 2675907 @bpi_news

BPI News | December 2017 / January 2018 15

Photographic British

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BPI NEWS PRODUCT FOCUS Profoto has ‘nailed’ it: The portable A1 comes with a dome diffuser (shown), wide lens and bounce card as standard Shown right is a portrait set up and final shot taken using the light

PROFOTO ILLUMINATES A SALES PROPOSITION FOR DEALERS THAT IS TRULY ‘A1’ Profoto, the go-to lighting brand for enthusiast and pro photographers, recently launched the revolutionary ‘A1’, its first on-camera solution, also billed as ‘the world’s smallest studio light’. BPI News discovers why, as a perfect option for portrait, wedding and event photographers, dealers should be immediately adding it to stock and selling it to their customers…

orld renowned as a manufacturer amongst pro and enthusiast photographers for its heavy duty lighting kits and packs, as we reported on in the news section of October’s BPI, Profoto’s A1 is a different beast. For starters, this is the brand’s first on-camera solution, as well as being the most diminutive flash it’s ever made. Furthermore, it can also be just as effective used offcamera, suggests its manufacturer, with the ‘A1’ being heralded as the world’s smallest studio light. Further versatility is provided via a built-in AirTTL remote, which enables the unit to offer seamless connectivity with freestanding lights, such as another A1 or Profoto’s bigger lights, including the B1X. In other words it can be integrated into a larger system or lighting set up. Size, or lack of it, is just one of the Profoto A1’s key features, however. Another is that its maker claims the round head design delivers a lighting effect that is both natural

and beautiful, with a pleasingly soft/smooth fall-off. A magnetic mount built into the head allows for light shaping tools and modifiers to clicked on and taken off just as quickly. In fact a Dome Diffuser, Wide Lens and Bounce Card are included as standard. The A1 also offers a LED modeling light built into the head that makes for an easy set up and for the user to quickly grasp how light and shadow works in tandem. A zoom function allows users to make fine adjustments to the spread of light by simply twisting the zoom ring on the head.

in performance. It’s also claimed to recycle four times swifter than other on camera solutions – namely 1.2 secs at full power so the shot isn’t missed. For those shooting on the move, Air TTL allows photographers to achieve perfect exposures quickly, locking the exposure with a

single ‘click’ while still being free to fine tune that exposure manually. Given the above, it’s no wonder Profoto UK’s Marketing Manager Matt Wilson describes it as “a killer product” that specialist retailers should be getting behind. He adds: “We made it our mission to make

A portable light that punches above its weight With a user interface that’s described as simple and intuitive, large, clean and clear, this is a device that Profoto says has been designed to punch above its weight. It has a high capacity built-in lithium ion battery built to last four times longer than AA batteries and with no fade

Profoto’s revolutionary A1 is its first on-camera solution and its smallest flash

Add the A1 & other key lighting products from the Profoto range to your stock. Call 01442 204919 now or e-mail: uk@profoto.com 18 December 2017 / January 2018 | BPI News

www.bpinews.co.uk

PROFOTO A1 PROMOTION

Benefits of the Profoto A1 at a glance: n World’s smallest studio light n Max output of 76 watts n Round head design delivers soft, smooth and natural output n Easy to use with intuitive user interface and large display n Recycles four times faster than other on-camera solutions (1.2 secs) n Magnetic click on mount to enable use with A1 light shaping tools (five dedicated tools available) n Rechargeable and exchangeable lithium ion battery (good for 350 full power flashes) n Built in motor zoom with hand control n Weighs 560g including battery n Support for Canon and Nikon initially with Sony fit to follow A1 the first on-camera flash that’s easy to use from the box. The user interface is simple and intuitive with a large high-contrast display at its centre. The less time you spend learning and fiddling, the more time you’ll spend shooting. And that’s ultimately what counts.” The Profoto A1 is beautifully packaged for the retail environment too, in a rigid, premium-feel box

with a deep black satin finish. There’s even a message in the box that welcomes the customer to the Profoto family. The unit’s battery is partly charged, so your customers can start using the product straight out of the box too. Counter cards, brochures and in-store point of sale banners are all available from Profoto, to drive footfall and encourage sales. SRP for the A1 is

£849.60 and it’s available now, so get in touch direct via the contact details on this spread, to illuminate sales opportunities well into 2018. More background details can be had at www.profoto.com/a1 For additional insight, and to watch videos illustrating the Profoto range’s capabilities, please visit: www.profoto.com/uk/profotostories/on-to-light-shaping

Other main Profoto lighting options:

The Profoto B1X (above) is the lighting specialist’s follow up to its ‘benchmark’ B1 location flash. It features a more powerful modelling light (a claimed 80% more power output), a more powerful battery pack (holding 50% more energy) that’s no bigger or heavier, plus extended HSS power range (now, essentially, providing the same power range as in normal flash mode; 9 f-stops for all compatible cameras). SRP is £1632 for the B1X single head ‘ToGo’ kit, or £3213.60 for the two

head Location kit. For more: www.profoto.com/B1X Alternatively, the Profoto B2 Off-Camera Flash (above centre) can be utilised for a wide variety of lighting setups in both on and off-camera operation. It has TTL and HSS compatibility with both Canon and Nikon cameras, but, place it in manual mode, and the B2 also works with most other brands. It can also be used with more than 150 light shaping tools in Profoto’s range. In

addition to Canon and Nikon, TTL and HSS compatibility is promised for Sony and Fuji in December this year. SRP is £1495.20 for the ToGo Kit comprising a single head, or £1994.40 for the two-head Location kit. See more at www.profoto.com/B2 The Profoto D2 (above right) is another award winning option with a price that puts it within reach of enthusiasts as well as pros; it won Best Professional Flash System in the TIPA Awards in summer 2017. Described as a super fast mono

light, it boasts the ability to freeze action at up to 1/63,000 of a second, keep up with shooting bursts of 20 images per second, and sync with camera speeds as fast as 1/8,000 of a second. In fact, its maker claims the D2 is the world’s fastest monolight with TTL. There are two D2 options: 500 watts and 1000 watts. SRP is £1194 for the single head D2 500 Air TTL, or £1554 for the single head D2 1000 Air TTL. For more info on the D2, head to: www.profoto.com/D2

Specialist retailers looking to add Profoto lighting solutions to stock and sell should contact uk@profoto.com or call 01442 204919 for further details. Videos demoing the capabilities of its range can be found at: www.profoto.com/uk/profoto-stories/on-to-light-shaping @bpi_news

BPI News | December 2017 / January 2018 19

BPI NEWS PRODUCT FOCUS

3 YEAR

WARRANTY

END THE YEAR WITH AN EPSON, TO START THE NEW ONE WITH A BANG Ending a successful year of supplying the trade with profit-boosting printers, Kent based Epson re-seller the DPS Group invites retailers to hit 2018 running by investing in one of its mighty P-series devices now – from the P6000 to the P9000 – while the offer of an extended three-year warranty deal (P series only) is on the cards. We also get introduced to a new member of the team…

hy not start 2018 as you mean to go on? If you’ve been eyeing up an Epson printer for your business as a means of adding a revenue stream – one that can deliver a wide variety of photo and fine art quality prints and proofs on a plethora of different media – then snap up a P-series machine while there’s still time to take advantage of a time limited extended three-year warranty deal. The offer finishes the end of this year, so there’s no time to waste in speaking to leading Epson reseller the DPS Group. “You’ve only got until December 31st to take advantage of Epson’s generous three year extended warranty offer,” explains DPS Group MD Maneesh Patel. “So speak to

DPS Group Retail Sales Rep Miles Thompson (left) with Michael Nash of Photo Village, one of the DPS Group’s loyal retail customers

“Until December 31st, take advantage of Epson’s time limited three-year extended warranty offer. Speak to us to discover how Epson’s P-series printers, from the P6000 to the P9000, may make for the perfect partner to your print or photo business. Or better still, drop by in person and receive a demo before you buy.” – DPS Group MD Maneesh Patel us today to discover how Epson’s P-series printers, from the P6000 to the P9000, may make for the perfect partner to your print or photo business. Or better still, drop by in person and receive a demo before you buy.” Trade members interested in ordering an Epson printer or booking a visit to the DPS Group’s showroom are strongly advised to contact Maneesh Patel or Gary Crawley on 0208 466 7230, or email sales@dpsb.co.uk As we’ve detailed over the past year, if it’s wide format printing you want, then something like the comprehensively featured 44inch Epson SureColor SC-P8000 is a great bet. This utilises an UltraChrome HD 8 colour pigment based ink set, including light black, with front access to media and cartridges for ease of use, plus a light fastness of 60-70 years for its output.

Alternatively, with a smaller footprint there’s the compact, desktop or kiosk based D700. This is a six-colour solution, utilising professional UltraChrome D6-S ink – also available via the DPS Group. Boasting a low cost per print, it has a high resolution of 720dpi x 1440 dpi and is, moreover, reliable and low maintenance. You name it, this machine can print it on a wide range of media and formats, including glossy, lustre and matte roll paper. For the latter you can choose from 102 to 210 mm wide and 89 to 1000mm in length. The full lowdown on Epson’s high-end printers can be found at the manufacturer’s dedicated website for photographers www.epson.co.uk/forthemoment. This also showcases many of the additional printers that the DPS Group can provide to the photo trade, and has done during 2017,

including the P5000, P6000, P7000, and P9000 models.

Get in touch with the DPS Group’s newest Sales Rep As well as speaking to Maneesh and the team direct about Epson’s time-limited warranty deal, the trade is invited to contact the DPS Group’s newest recruit in Retail Sales Rep Miles Thompson, who will be out on the road visiting its customers and potential customers. To book an appointment with Miles and find out which DPS Group solution is the best fit for your particular business, give him a call now on 0751 038 8627. “Miles has joined the team to help boost our coverage when it comes to helping out and enabling retailers,” says Maneesh. “So, do make a note of Miles’ number as your newest point of contact for the DPS Group as we head into another year. And, on that note, let me take the opportunity to thank the photo trade for their custom and support these past twelve months, wish them a very happy Christmas, super successful New Year, and hope we can do business soon.” Digital Photo Solutions is part of The DPS Group – for further details please visit www.thedpsgroup.co.uk

Get in touch with Miles Thompson, DPS Group Retail Sales Rep, on 0751 038 8627 to talk Epson printers 20 December 2017 / January 2018 | BPI News

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BPI NEWS PRODUCT FOCUS

CELEBRATE THE SOLSTICE WITH TENBA’S FEATURE-PACKED ‘PACK Comfort and security are offered in spades by Tenba’s new Solstice backpack for photographers, which offers a choice of three available sizes and fully customisable interior. BPI News gets the lowdown from distributor MAC Group Europe

istributor of Tenba bags in the UK, MAC Group Europe, is listening to the feedback from its retail partners in the trade, and requests from their photographer customers for a stylish, practical and secure backpack, at an accessible price. Enter the Tenba Solstice, which meets all those demands. As a result it’s sure to be a best seller, and not just for the solstice itself, but all year round!

“The Solstice backpack range opens Tenba up to a whole new market of photographers,” confirms Tom Clunn, Brand Manager for Tenba bags. “Previously, the outstanding quality and attention to detail offered by Tenba products came with a premium price, but with Solstice we’re able to offer the same quality Tenba is known for, at far more accessible price points. Photographers want style, practicality and security wrapped up in a great value package, and Solstice offers exactly that. We believe it will become the go-to backpack range for discerning dealers and photographers alike.”

This pack is featured packed

Tenba Solstice features at a glance: n Feature-packed specification, including fully adjustable interior storage n A choice of three size options: 12L, 20L and 24L n Available in blue or black colours n Rear access for added security, with gear accessible without the need to remove the bag from the body n Prices range from £120 to £175 SRP

For starters, the Tenba Solstice backpack is available in a choice of three sizes (either 12L, 20L or 24L), with a design that has been engineered to ensure it’s a comfortable carry, all day long. With the lightest option in the 12L weighing in at just 2lbs (0.9kg), the packs provide fully adjustable dividers to be able to secure any combination of kit, whether the owner is using a DSLR or mirror-less system camera. While able to accommodate both the above camera systems, the Solstice 12L backpack (SRP £120) also offers suitability for housing a DJI Mavic drone, two to four lenses up to a 70-200mm f/2.8, plus an iPad Mini or tablet up to 8-inches in size. Interior dimensions are 44x19x15cm and exterior dimensions are 46x23x20cm. The core spec of the Solstice 20L backpack (SRP £150) is identical to the above, save for the fact its larger size can accommodate four to six lenses and an iPad Air or tablet up to 10-inches in size. Interior dimensions are 47x24x17cm and exterior

dimensions are 48x28x23cm. Weight is 1.2Kg. The third option in the Solstice 24L backpack (£175 SRP) is suitable for pro-level DSLR systems with grip attached or, again, a DJI Mavic drone. It can also carry five to seven lenses, plus a laptop or tablet up to 13-inches. Interior dimensions are 50x27x19cm and exterior dimensions are 51x30x25cm. Weight is 1.5Kg.

to be ideal for carrying additional clothing. As noted, the interiors are fully adjustable to allow a bespoke fit for your customers’ camera kit or personal items, while tripod/ bottle storage is handily provided via a large side pocket with strap to keep it locked down that is quickly adjustable. Tenba’s newest camera backpacks launched Mid November, so are available to stock and sell by

“Photographers want style, practicality and security wrapped up in a great value package, and Tenba’s Solstice offers exactly that. We believe it will become the go to backpack range for discerning dealers and photographers alike.” – Tom Clunn, MAC Group Brand Manager for Tenba bags In addition to the above, the Tenba Solstice backpacks are constructed from what’s claimed to be ‘the finest materials’, with a rain cover included for harsher conditions and a large device sleeve built into the backpack for storing the various iPad and laptop combinations previously detailed. External compression straps are said

the time you read this. To order stock, get in touch with MAC Group Europe now on 01902 255 500. For more on the entire range of Tenba products, see www.tenba.com To view MAC Group Europ’s comprehensive range of photography related brands visit www.macgroupeu.com

Three to the power: MAC Group Europe is empowering photographers via a trio of Tenba Solstice backpack options. From L to R and increasing in size: Solstice 12L, 20L & 24L

Stock up on Tenba bags for winter! Get in touch with MAC Group Europe now on 01902 255 500 @bpi_news

BPI News | December 2017 / January 2018 21

BPI NEWS PRODUCT FOCUS Artificial intelligence: NanGuang’s new Flexible Lighting Kit (CN-ST432C shown, with robot) - allowing photographers to literally wrap light around their subject is now 50% brighter

KENRO LIGHTS THE WAY THIS CHRISTMAS & NEW YEAR Last month we highlighted two Kenro brochures showcasing new photo albums, frames and hardware for you to stock and sell. This month a third new brochure focuses on lighting. MD Paul Kench illuminates the high-margin ‘hero’ products for specialist retailers to pitch to their customers (all quoted SRPs include VAT)…

ight has always been an essential ingredient for photography. And this winter Kenro is helping boost your photo business with some great deals courtesy of its distributed lighting brand, NanGuang. New here are NanGuang’s ‘Mixpad’ portable LED lights, of which there are three choices: the Mixpad32 (£119.94 SRP), Mixpad41 (£149.94) and Mixpad106 - see below (£329.94). The numbers in the model names all relate to the power output of each (in watts), and the pitch here is impressive brightness from a compact package. Naturally, Kenro’s competitive margins are offered to dealers who choose to stock them.

“These are upgraded, deluxe versions of the Luxpad (originally featured in BPI News April 2016 – Ed), which have the key selling point of an ultra low flicker rate, meaning that they’re perfect for slow motion videography, plus they have a clever little diffuser which can be enabled or disabled at the touch of a button,” enthuses Kenro MD Paul Kench. “This means you can get both hard and soft light from the same product, hence the ‘Mixpad’ name.” The point is that NanGuang offers high quality affordable LED lighting that is doing well for Kenro’s retail partners. “LED lighting seems to be the way the market is going, because the technology is

Cool-to-the-touch LED lights are ‘hot’ right now, with the NanGuang Mixpad106 (left) and Luxpad22 (right) catering to this increased demand. Box contents shown

“LED lighting is the way the market seems to be going, because the technology is equally suitable for photography and video. So many photographers are branching out into both disciplines, and NanGuang has a really strong product line up to meet this increased demand.” – Paul Kench, MD, Kenro Ltd equally suitable for photography and video,” Paul confirms. “So many photographers are branching out into both disciplines, making for a market in growth, within which NanGuang has a really strong product line up to meet this increased demand.” Just announced is a kit version of NanGuang’s popular Luxpad22 LED light (see left), which is supplied with a Sony NP-F550 type battery and battery charger. This flagged up as a great Christmas present for someone as it comes with a camera

shoe adapter, meaning it can be used straight out of the box. SRP is £99.96. Smartphone photographers and videographers meanwhile are directed to the same brand’s selection of Mobile LED Ring Lights (see left), of which there are both Small (at £27.96 SRP) and Large (£35.94 SRP) varieties available. These are supplied in reinforced cases, making them ideal for slipping into a larger kit bag. They can be clipped onto a smartphone to enable better photo and video

New year, new gear: Add the new high quality, great margin NanGuang and Nissin lighting 22 December 2017 / January 2018 | BPI News

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KENRO PROMOTION

results – with the ‘Large’ option suitable for use with a tablet – plus there’s a 1/4” tripod screw thread provided. “These are really good for small product photography, for taking selfies and groups shots, making films or ‘vlogging’,” explains Paul. “They even come with magnetic mirrors that mount in their centre, enabling them to also be used as makeup mirrors.” Brightness and colour temperature is also adjustable. In short, these are perfect stocking fillers for smartphone photographers!

Another slightly larger ring light option arrives in the shape of NanGuang’s Venus V24C (see above), which offers 24 watts of output. This is colour adjustable and again comes with a makeup mirror and smartphone bracket, making it ideal for filming face-to-camera videos as

well as the applications listed above. SRP is £119.94. It’s clear that ‘affordable yet high quality’ is the mantra when it comes to NanGuang. “There are a lot of photographers being called upon to use the video functions of their DSLRs, and they need extra equipment to achieve the professional results their clients expect. At the same time it has to be something that’s affordable, because they’ve already spent a fortune on their photographic kit and it may only be needed for the odd job here and there.” Such thinking leads us nicely on to the entry-level NanGuang CN-65C Pro Fluorescent Ring Light (left), its product number referencing its 65 watt power output. As it’s a fluorescent tube it’s not dimmable, but on a positive note it is more affordable. “This is for photographers who want to start out experimenting with the effects of a ring light without wanting to invest in expensive highend kit,” Kenro’s MD advises. SRP is a reasonable £143.94.

For those wanting something bigger there are also a number of new LED Fresnel lights from NanGuang in the CN30FC (£389.94 SRP), CN-60FC (£695.94) and CN-100FC (at £999.96 SRP) - see above, all model numbers again referring to their power. These differ from existing lights in the range in that they’re colour temperature adjustable (from 5600-3200K), so additional filters are not required. Finally from NanGuang, there is also its newest Flexible Lighting Kit in the CN-ST432C (see main image, opposite), which is 50% brighter than the previous iteration. With an average life of 50,000 hours, SRP is £799.98. Anyone in the trade wanting to drill further into the specification of all of the above can simply download the latest brochure/s from www.kenro.co.uk/catalogues

New Kenro site more mobile friendly In addition to launching a plethora of new lighting equipment, Kenro has just undertaken a huge revamp of its website, completely overhauling the navigation structure, it tells BPI News, by introducing a new mobile-responsive layout, plus a new series of blogs and how-to articles in the News section. All this is now ready and up-andrunning. So direct your Internet browser to www.kenro.co.uk to try out the newly responsive and mobile friendly site for yourself!

A Nissin Christmas offer you’d be ‘crackers’ to miss… Trumpeted as Kenro’s festive ‘gift’ to the trade is a ‘Nissin Christmas Creative Set’, aimed at users of Fuji’s X series cameras. This incorporates Nissin’s ‘hero’ product in the i60A, which as it sounds is a mini flash with a guide number of 60. Part of the Nissin Air system, it can be remotely operated via a radio controller, and in fact allows control of up to 21 flashguns set up in three groups. “You can create some really complex lighting effects with it,” enthuses Kenro’s Paul Kench. The ‘gift’ aspect is that the Christmas kit contains two Nissin i60As and a wireless remote commander for less than the SRP of a pair of i60A flashes, whilst offering a really good

profit margin for dealers. SRP for the bundle deal is £551.94 (for comparison’s sake, an i60A on its own retails at £292.38, while the commander is £79.44), so a fair saving is to be had. “This kit, the two mobile ring lights and the Luxpad22 are our lead Christmas lighting products this year,” Paul summarises. But there are a couple of new Nissin products too. The first is the Nissin LS-50C (£177 SRP), which is being claimed as the world’s lightest carbon fibre strobe stand at 575g. It folds down to 48.5cm, meaning it can be stashed in a duffle bag, and extends to a maximum height of two metres. The legs can be folded out flat on the ground for extra stability.

The second new Nissin item is the Air10s, which is similar to the commander mentioned above, but for use in controlling a large group of strobes. Able to operate at up to 100 metres, it can control the strobe function of the Nissin i60A and the Di700 wirelessly. SRP is yet again very competitive at £161.94. To make sure you have sufficient

stock of this bumper crop of lights this autumn, get in touch with Paul and his team NOW via sales@kenro.co.uk or call 01793 615836. Kenro’s MD concludes: “On behalf of all the team at Kenro I’d like to wish our dealers a very happy and profitable festive season.”

products to your own stock, now! Get in touch via sales@kenro.co.uk or call 01793 615836. @bpi_news

BPI News | December 2017 / January 2018 23

MINILAB NEWS Every 20x16 competition category and sub-category winner (for example, avantgarde weddings) receives a prize and a trophy – and every merited image (those awarded a minimum of 80 points by the judges) is exhibited at The Societies’ Convention – thereby acting as inspiration for visiting photographers to submit their prints in future competitions

CONTINUING FUJIFILM CAMPAIGN SUPPORTS CREATIVITY IN PRINT We learn how Fujifilm’s newly announced sponsorship of The Societies’ prestigious 20x16 print competition, ahead of its own January 2018 Convention & Trade Show, is just the latest chapter in the manufacturer’s evolving ‘Make it an Original’ campaign, showcasing Fujifilm’s technology and print expertise…

e’re looking ahead to 2018 in this issue of BPI News – and so is Fujifilm. Over the summer it launched its ‘Make it an Original’ print campaign, focusing on creating awareness of the blossoming silver halide marketplace, plus its own inventory of 27 different colour papers with varied surface types and sizes (see our July/August edition). Now it has announced sponsorship of the annual 20x16 print competition hosted by The Societies, judged each January at the photography organisation’s Convention & Trade Show. This is due to take place between the 10th and 14th of January at its regular venue of the Hilton London Metropole hotel, Edgware Road – and as usual, the trade can apply for free entry to the Trade Show component (preregister before January 5th to avoid a £10 entry fee). With The Societies expecting up to 1500 20x16 entries this year – and Fujifilm looking to promote the art of printing and the making of prints

“We are delighted to become sponsors of this prestigious print competition: Our Fujifilm Original Photo Paper campaign is all about highlighting the real advantages of photographers using highest quality silver halide papers with matchless longevity assurances.” – Fujifilm Marketing Manager Peter Wigington with its Fujifilm Original Photo Paper campaign – it makes sense for the two to partner up. Especially as the numbers reveal that interest in the photographic print competition is at an all-time high. As it sounds, the key aspect here is that entrants can’t just submit digital shots – they actually have to submit physical prints. “Our Annual 20x16 Print Competition was born over a decade ago, as, since our monthly competition was going online, we really wanted to keep a print element going,” explains The Societies’ Terrie Jones.

“Subsequently, each year the entries have grown. In fact, now it has gone crazy, with more and more photographers entering more and more images. An average photographer entry is now around five prints but we have had some people enter up to 40.” It’s also worth noting that entry is free.

Worth the paper they’re printed on “We are delighted to become sponsors of this prestigious print competition,” says Fujifilm

UK’s Marketing Manager Peter Wigington. “Our Fujifilm Original Photo Paper campaign is all about highlighting the real advantages of photographers using highest quality silver halide papers with matchless longevity assurances”. To judge the entries, The Societies has a ‘bank’ of over 30 world-class judges from across the globe on its panels. They sit in judgement in three rooms for two full days at The Convention. “This competition really sets the standard now and every single picture is treated with ‘white glove’ care from the moment we receive it,” reveals Terrie. “The kudos of being crowned ‘Photographer of the Year’ in this competition is truly immense. We have a large number of well-known international names who also enter – so if an aspirational photographer wins a category that the likes of Jerry Ghionis, David Edmonson and Johnson Wee have also entered, they know they’ve arrived!” For any trade members thinking about entering their own

Boost your print sales in 2017! Get in touch with Peter direct on 01234 572138 or via photoprintservices_UK@fujifilm.com 24 December 2017 / January 2018 | BPI News

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FUJIFILM PHOTO PRINT SERVICES PROMOTION

The overall winning image from the 20x16 competition for 2016 (shown above) was printed with Fujifilm media and scored a maximum 100% from The Societies’ judges. Photo by David Edmonson

work, don’t worry, you don’t only have the option of going up against the professionals, as the Nouveau category is only open to first-time entrants. The Societies’ Terrie adds: “This is a print competition so we are really seeking true print quality. It’s such a shame to see images that could have done so much better if only they had been printed on the most appropriate paper. It’s very frustrating for judges to see a beautifully composed image that has all the elements in perfect harmony but fails on print quality.” She adds: “Now we are delighted to have Fujifilm on board as a key sponsor. Fujifilm produce worldclass papers that photographers know they can always trust.”  Someone who agrees wholeheartedly is One Vision Imaging’s Derek Poulston. “The Annual Print Competition is perfect for working professionals – our lifeblood. And with so many categories, every photographer has a chance of success. But capturing an image is only part of the process. Ultra-quality through professional printing is the final but equally critical stage”. He adds: “When it comes to colour saturation and quality there is simply no substitute for true photographic paper – and Fujifilm Original Photo Papers are, in our

view, the industry leaders with quality always at the forefront of their product. We only want to work with the best.” And it shows. The winning image for 2016 by David Edmonson – which scored an incredible 100% – was printed on Fujifilm paper. “The winning image had been a couple of weeks in the planning and it was vital the paper used for printing was appropriate to the image,” says

photographer David. “Everything I do is on Fujifilm paper. I know how judges will deduct points when they don’t see densities and highlights, so it is very important who prints your work. It is the final area where things can go wrong. Fujifilm has always been the answer for me.” The Societies 20x16 print competition is open to members and non-members – including

members of the trade reading this whose own creativity may have been ignited. Entry deadline is December 22 2017. Judging dates and times at The Convention: January 10-11, 2018: 9am-5pm. For T&Cs and entry details see: swpp.co.uk/convention/20x16.htm Check out the full range of Fujifilm Original Photo Papers at: www.originalphotopaper.com

An ‘Original’ thought from Fujifilm As we touched on originally over the summer, Fujifilm’s on-going ‘Make it an Original’ campaign is all about highlighting the compelling advantages of photographers using silver halide papers. “We are seeing exciting exponential growth in this sector,“ explains Fujifilm UK’s Marketing Manager Peter Wigington. “Our website at www.originalphotopaper.com provides access to a raft of information, including background stories, tutorials, videos and tips, alongside invitations to special events. “We have also made available new marketing toolkits for our trade partners, complete with ‘Make it an Original’ support artwork and logos to be used as a

Enhance the value of your photos by printing those you the most on Fujiﬁ love lm’s original phot o paper. Your phot become a one- of-ao will kind item, keeping its intense and brillia colours for a very nt long time. It will be your personal ‘original’. www.originalphotopa per.com

key ‘call to action’ for their customers,” he adds. “We have new ‘proof of quality’ seals they can apply too – guaranteeing their clients exceptional quality,

amazing colour longevity, brilliant whites and continuous tone – alongside a portfolio of high-res images highlighting the ways in which photo papers, including Fujicolor Crystal Archive Supreme High Definition, Album Paper XS and Textured Paper Canvas, can be used to increase profit margins. “The toolkit further comprises informative sales sheets, ongoing POS materials – and even a short movie that brings these outstanding silver halide photo papers to life. This is all part of Fujifilm’s contuining drive to ensure your photographer customers can store and showcase their most significant images printed on quality papers with matchless longevity assurances.”

Boost your print sales in 2017! Get in touch with Peter direct on 01234 572138 or via photoprintservices_UK@fujifilm.com @bpi_news

BPI News | December 2017 / January 2018 25

NEWS

PRODUCT OF THE MONTH

YOUR FREE TICKET TO THE SOCIETIES SHOW DON’T FORGET, AS A MEMBER confirmed their space and over 30 of the trade you have just until hours of free seminars and demos January 5th 2018 to register for free are set to take place during the entry to the Trade Show component Trade Show element. of The Societies annual Convention, www.swpp.co.uk/convention which takes place Friday 12th to TICKING… Sunday 14th January. Doing HURRY THE CLOCK IS Full Convention this in advance online avoids a 10–14 January 2018 FREE* Trade Show £10 entry charge on the day. 12–14 January 2018 Photographers from raphic Convention Photog ’ elcome ‘All-W Europe’s Largest professionals to enthusiasts will also be in attendance for Register what is billed as ‘Europe’s largest now for your FREE all-welcome photographic 2018 5 JAN RE BEFO TS Trade Show REGISTER FOR FREE TICKE tickets.* Convention and Trade Show’. swpp.co.uk/convention/ Over 100 exhibitors have le Hotel

Hilton London Metropo

Holler for Hoya DISTRIBUTOR INTRO2020 has announced availability for two new UK-exclusive Hoya filter ranges. Ultra-Pro is described as top-ofthe-range, whilst the second new option in the NX-10 is aimed at both the beginner and serious amateur photographer. The Ultra-Pro filters are available in UV and Circular Polariser options in sizes from

37mm through to 82mm. SRP’s start from £44.99 for the 37mm UV with the 82mm CPL at £284.99. The NX-10 filters are again available in UV and Circular Polariser options, and in the same sizes as above. SRP’s start at £19.99 for the 37mm UV filter and rise to £125.99 for the 82mm CPL. www.intro2020.co.uk

PRODUCT OF THE MONTH: CANON EOS M100

anon shows its continued commitment to the compact system camera format with this 24.2 megapixel effective resolution replacement for the old EOS M10. There are three body colours offered to dealers and not an inch of space wasted in the implementation of its feature set. Though feeling a little plastic-y in the palm compared with the (more expensive) Fuji X-E3 or Olympus OM-D E-M10 Mark III, and omitting an eye level viewfinder, it does find room for both an APS-C sized sensor plus a pop-up flash, well hidden within its minimalist bodywork when inactive. Stills and videos are composed via its

Billingham bags Hancox BILLINGHAM BAGS HAVE appointed a new director to support international business growth in Joe Hancox (pictured), who will have responsibility for ‘financial management’ as the company embarks on expansion. Hancox was born and educated locally to the Billingham factory in Cradley Heath and has lived in the area for the majority of his life. Founder Martin Billingham says: “Joe has been a trusted advisor to Billingham for many years, and we welcome his appointment to our executive team at this critical time. A leading practitioner in his field, we look

forward to benefitting further from his experience and insights.” www.billingham.co.uk

26 December 2017 / January 2018 | BPI News

Bokeh or ‘bouquet’? The 15-45mm kit lens we were using with the EOS M100 is capable of delivering attractive shallow depth of field effects and plenty of close up detail

angle-adjustable backplate LCD that can be flipped up for selfies – making for an easy pitch to current camera phone photographers. With this Canon largely devoid of the chunky, tactile controls that feature on its aforementioned rivals – save for a top plate dial deploying shooting options to a mere trio of choices – its screen is, usefully, also a touch screen. Naturally the camera is equipped to be able to shoot uncompressed RAW files for maximum quality alongside regular JPEGs. For better portraits, a Smooth Skin mode offering five different levels of adjustment delivers an enhanced glow. We were using this one with a 15-45mm kit lens, a good all-encompassing starter option straight out of the box. The camera’s quick to power up too, determine focus and capture a shot, and image quality is good, with warm-ish colours requiring little if any post processing. To conclude, small camera big sensor, with the ability to extend creativity via either lens adapter (thus providing access to its maker’s 70+ strong optical range) or dedicated EF-M mount lenses, is the chief appeal here. With a body-only SRP of £449, the M100 is one of the cheapest options around for smartphone photographers looking to upgrade to a mirror-less camera. www.canon.co.uk

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MAKE IT AN

Original

You can always trust in our photo paper, whether you’re a professional or a keen amateur photographer. Whatever you need, our range of silver halide paper types delivers exceptional quality and has the perfect product for you. All our photo paper types guarantee: • Amazing colour longevity • Brilliant whites • Continuous tone CREATIVE PAPERS

ALBUM PAPERS

SHARING PAPERS

PROFESSIONAL PAPERS

Fujicolor Crystal Archive Professional Textured Paper Canvas

Fujicolor Crystal Archive Album Paper

Fujicolor Crystal Archive Paper

Fujicolor Crystal Archive Digital Pearl Paper

Fujicolor Crystal Archive Professional Textured Paper Linen

Fujicolor Crystal Archive Album HD Paper

Fujicolor Crystal Archive Paper Supreme

Fujicolor Crystal Archive Digital Paper Type DP II

These high-end photo papers are for professional use and requirements. They have a luxurious look and feel and a thick base, and produce deep blacks and exceptional sharpness. Fujicolor Crystal Archive Professional Textured Paper Leather

Fujicolor Crystal Archive Premium HDX Paper X-Tra Coat

Fujicolor Crystal Archive Paper Supreme HD

Fujicolor Crystal Archive Professional Velvet Paper

Fujicolor Crystal Archive Album Paper XS

Fujicolor Crystal Archive Writable Paper

For ultimate creativity: this creative, professional range has an impressive, unique surface finish, making it ideal for all photo ideas. Turn pictures into masterpieces for the fine art market.

Preserve and enjoy your most precious moments. These album papers are designed for beautiful layflat photo albums and offer ultimate paper thickness or outstanding thinness.

Turn moments into everlasting memories with this supreme paper range. Create beautiful prints and keep memories alive with excellent image stability.

www.originalphotopaper.com

BPI NEWS BUSINESS ADVICE

NEW YEAR, NEW SALES TACTICS

At BPI News, we’re always looking forward… in this case to 2018, to discover how the photo trade can continue to generate customer interest and enthusiasm once the Christmas tinsel and New Year sales signs have been taken down. We’ve put our resident business expert Adam Bernstein on the case to advise us on how you can still ‘get ‘em in’…

ost-Christmas retail can be a little frosty. Shoppers have bought their gifts, some of which may be returned, and everyone is feeling a little poorer as credit card bills start to land. Retailers, photographic or otherwise, need to work harder to keep wallets open. So what can the photo industry do to kick start the New Year trade? Could the answer be to hold an event to drum up business?

Generate excitement with an event Staging an event is all about creating footfall while piquing interest. As a recent Barclaycard survey found, UK retailers who tap into shopper demand for in-store experiences by hosting events and providing entertainment in their physical stores have seen annual turnover increase by an average of 14%. Over a third (36 per cent) of retailers now host events in-store, such as

classes, courses and exclusive sales previews, with 19 per cent planning to start doing so in the next three years (See more at: www.home. barclaycard/media-centre/pressreleases/Consumers-want-new-andengaging-high-street-experiences. html).

Point proven. So what should be the approach? Every retailer will have a different outlook. As many in the photo trade will already be aware, opportunities abound in hooking up with a manufacturer or supplier to put on a day’s promotional activity, whereby one of their sales force will be sent to your store – perhaps in tandem with a photographer ‘ambassador’ who will dish out advice, give a talk, or even take a group of customers on an image-taking ‘photo walk’ within a close radius of your store – to drum up extra business. Typically there’s a discount on their products on the day as a further incentive to spend.

28 December 2017 / January 2018 | BPI News

As extra inspiration, and as something of a mini trend of late, bigger retailers with several shops, including Wilkinson Cameras and Cameraworld, have moved beyond just in-store events and are now pro-actively hosting their own one or two day exhibitions in bigger venues (see our November edition for coverage of the former). This provides the opportunity (and space) to invite a whole bunch of suppliers, rather than just the one, to showcase their products in-situ, with visitors who have been suitably excited and enthused directed to immediately spend with the store that’s hosting there and then. Even without direct manufacturer or supplier support, however, you can still get the ball rolling. Think about monthly master-classes on aspects of photography run by local photographers (with a subtle sell on products in stock); vintage camera days; photographic competitions with a variety of (low cost but high value) prizes; or ‘camera

workshop’ type events where you help customers get the best out of their equipment – let’s face it, many people buy high-brow equipment but don’t know how to use it properly. You could even schedule these events around countrywide promotions, such as seasonal cashbacks or the annual Black Friday, all as an extra nudge to get folks spending. In truth, the potential for events is endless, but the key is to find something that you know will be of interest to not just your staff, but to customers too.

Publicity is key to success If you’re to hold an event you need to ensure that everyone, everywhere, knows about it – whether that’s via an advert in the local papers or on the radio, on social media, or via email newsletter or website banner. Some small businesses rely largely on Facebook to promote themselves. The classic mistake they make is to then cut costs further by not paying

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NEW YEAR SALES SPECIAL

It’s all about the ‘in-store experience’ as this recent packed event at London’s Fixation involving the Sony team proved

translate technology into simple terms and uses, so that the features of a product offer definable benefits that consumers can relate to. Static boxes are just that – boxes. They’re inanimate and despite the marketing information plastered all over them, need selling. Give the unit to the customer and show them how to make settings changes so that they can see what it does. Knowledge aside, you also need staff who are (slightly) extrovert, in that they don’t mind approaching and talking to customers with enthusiasm. If it’s a sponsored event, ensure that the manufacturer brings samples of anything special or different to complement the stock you’d normally have on show. Signpost tutorials that you might be holding and at what time and deploy classic attention-grabbers like balloons, specially printed t-shirts (or the like) and signage, so that not just those who’ve been emailed (or advertised to) but also passers-by are aware of something special going on.

“A recent Barclaycard survey found UK retailers who tap into shopper demand for in-store experiences by hosting events and providing entertainment in their physical stores have seen annual turnover increase by an average of 14%. Over a third (36 per cent) of retailers now host events in-store, such as classes, courses and exclusive sales previews, with 19 per cent planning to start doing so in the next three years.” Facebook to ensure posts are seen by all followers. So, sign up to social media on a commercial basis; email those on your distribution list (collect email addresses as part of the sales process, seeking consent to email of course) with both details of the event and a special discount – one for those that buy online, and another for those that come into the store; and shout it loud from the website with a countdown timer (but avoid pop-ups, as they’re considered an irritant).

The right staff… with the right stuff Once you’ve had the idea for your event and publicised it, you need the right staff on board. You need experts, not box shifters. For example, Richer Sounds, a business that regularly rates tops for consumer service, is proudly staffed by ‘audio nerds’ said to know everything there is to know about audio. Your own staff members need to be able to

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The point is the shop needs to feel different, with one eye on health and safety issues (flammable materials near lights and trip hazards for example) and the other on the needs of any sponsors in promoting their brand. But don’t just give the same old spiel – make it different, use props and light. As Barclaycard found, it’s important retailers channel their resources into the types of experiences their customers will best respond to. So try to reel them in with a hook – something new, different, in short supply or which offers radically good results. Display great vivid high-res images next to each camera; illustrate how your prices are keener compared to rivals (including the website) and that the customer can have the item now; or make the item initially more affordable with interest free credit. The essence of the ‘wow’ is to trigger the desire to make a purchase now rather than leave the shop to think about the purchase. So, do your research, find out

Dealer days and events in-store are always a big draw (and also an additional revenue generator) – especially if enhanced by a seminar or talk (with thanks to Mark Baber)

what the market is talking about, understand what your customers can afford, and get them thinking

about the possibilities – after all, it’s only a few months until the summer holidays…

Product safety first Retailers often regard themselves as immune from product liability risks, assuming their suppliers will be the target of claims or regulatory scrutiny if things go wrong. But, as Peter Shervington, a senior associate at Eversheds Sutherland LLP, notes, this is often not a safe assumption. This is because most products intended for or likely to be used by consumers (including those which might be targeted primarily at professionals but which consumers may buy too) fall within the scope of the General Product Safety Regulations 2005 (GPSR), which implements the EU General Product Safety Directive. “These regulations,” says Shervington, “place a strict obligation on ‘producers’ to ensure that the product is ‘safe’ – meaning that under normal or reasonably foreseeable conditions of use it presents either no risk, or only the minimum risk compatible with the product’s use.” Critically, he points out, for the purposes of the GPSR: “A producer is any person who manufactures a product, or a person who presents himself as the manufacturer ‘by affixing to the product his name, trademark or other distinctive mark’”. This means the obligations placed on producers are also applicable to retailers, merchants and distributors in circumstances where they place their own brand on the product. Shervington says that the act of placing an unsafe consumer product on the market is an offence, regardless of whether

or not a producer knew about a potential safety defect, and there is a requirement to notify the authorities promptly where a producer becomes aware that a product they have placed on the market poses risks to a consumer. There are further regulations that also extend obligations to businesses placing their own brand on products – including, amongst others, the Construction Products Regulations 2013, and the Electrical Equipment (Safety) Regulations 2016. In addition, any business supplying articles for use at work will also be caught by the requirement under Section 6 of the Health and Safety at Work Act 1974 (HSWA) to ensure that the article is so designed and constructed that it will be safe and without risks to health at all times. As Shervington notes “fines for breaches of the HSWA have recently been scaled up dramatically.” Following on from the regulatory regime, Shervington says those placing their brand on products are potential targets of civil claims for damages under the Consumer Protection Act 1987 which implements the Product Liability Directive in the event of an injury or damage to personal property caused by a defect. Lastly, resellers and distributors who deal directly with consumers could face further claims under the Consumer Rights Act 2015 (CRA). Shervington’s advice? “Ensure goods sold are fit for purpose and of satisfactory quality.”

BPI News | December 2017 / January 2018 29

TALK OF THE TRADE

THE PHOTO TRADE REVIEW THE YEAR

We’ve asked familiar faces in the trade to give us their photo industry highlights of 2017 and tell us what they’re most looking forward to in 2018

David Parkinson, MD Wilkinson Cameras: My 2017 highlights include some of the best top end digital products to date in the Canon EOS 5D Mark IV, Nikon D850, Sony A7R MKIII and Panasonic Lumix G9. The biggest highlight, however, has got to be our best ‘Digital Splash’ event to date. Looking ahead to 2018, we’ll continue our mission to educate and inspire photographers across the country. We’re also looking forward to further store expansion and ‘centres of photographic excellence’, the Royal Wedding and clarity on Brexit!

Jim Mackay, MD Intro2020: 2017 has been a year for businesses to take a hard look at the way we trade and are changing our route to market. For example we’ve introduced an online order portal, where our dealers are able to order directly, plus receive information on stock availability, and of course new products and promotions. Tamron have had three major launches and we have also had new Samyang lenses responding to the strong growth of video. This month we’ve launched two Hoya filter ranges exclusive to the UK. I think 2018 will continue to surprise us. The market is changing and at last the Government has been dragged into the realisation that many online retailers in the UK are allowing some suppliers from outside of the EU and

the UK to avoid paying both import duty and VAT. Obviously mirror-less camera sales will continue to dominate, and there seems to be increased demand for more manual controls and retro design. Overall 2018 will still be tight. The only way we as an industry can thrive is to put more passion into photography and encourage a higher percentage of smartphone photographers to easily to step up to cameras which can do so much more than a mobile phone.

Print Services which supports our independent photo retailers and Fujifilm Original Photo Paper, which provides information about Fujifilm’s silver halide papers and, not least, the introduction of the Fujifilm Wonder Photo Shop concept in the UK. The first quarter of 2018 is showtime, culminating with the Photography Show and the FDIS National Conference in March. Both are a launch pad for new ideas and new initiatives that I’m looking forward to unveiling.

Jeremy Gilbert, Marketing Director, Nikon UK:

Paul Kench, MD Kenro:

My highlights of 2017 include the successful launch of our ground-breaking D850, celebrating a mammoth 100 year anniversary and the tremendous fundraising efforts from staff for our nominated company charity for the year, Sightsavers – an international organisation that works with partners in developing countries to treat and prevent avoidable blindness. What I’m most looking forward to in 2018 is exhibiting at The Photography Show once again and visiting Photokina.

My highlights of 2017 were a very successful exhibition season – especially The Photography Show – as well as launching our expanded range of own-brand hardware, three new catalogues, and mobile-responsive website. What I’m most looking forward to in 2018 is repeating our success at The Photography Show, and showcasing our new range of albums and frames, expanded LED lighting, flash offerings plus new ND filters.

Gray Levett, owner Grays of Westminster: Peter Wigington, Marketing Manager Fujifilm: 2017’s highlights for me are the addition of 24 more independent photo retailers under the Fujifilm marketing banner, plus the launch of two new websites: Fujifilm Photo

One of my most memorable highlights of 2017 was being interviewed by Nikon Japan for their 100th Anniversary website www.nikon.com/100th/ welovenikon02. Another was when photographer and Nikon Ambassador Joe McNally visited us with a 20-strong film crew, making

a short documentary for Nikon on Joe’s life as a photographer. He’d been asked if there was anywhere that figured prominently in his history and Joe wanted to include us in the film. Although we are not part of his early history, he and I share a lifelong mutual involvement with Nikon. I also became a producer for filmmaker Jason Figgis’ documentary ‘Simon Marsden: A Life In Pictures’. The late Simon was a client and a friend. Finally, we published a book ‘Grays of Westminster Presents The Legendary Photography of Tony Hurst’, featuring photographs of vintage Nikons. As for looking forward to 2018, I am looking for larger supplies of the Nikon D850 and also news on when Nikon will release their full frame professional mirror-less camera.

Jason Mitchell, MD Cameraworld: I’m hoping that for 2018 our main brand suppliers will simplify their offering to us and the consumer. It would be really nice if our staff could quote a price without saying “There’s £50 cash back on that lens and if you buy a camera with it you get £50 on the camera too. Oh, and as you’re buying them together you get an extra £50 cash back when you use this special code. And you can have interest free credit too, but you can’t include that third party tripod as it’s not the same brand. Oh, nearly forgot, you can get a half price case with that as well. Can you order this online? Yes of course but we’ll have to send you some discount codes because if we publish the price…well that’s another story.”

Have your say in BPI News! Send your thoughts and opinions on the present & future of our trade to info@bpinews.co.uk 30 December 2017 / January 2018 | BPI News

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