Professional Photographer May 2009

©Julie Eckert and Sarah Smith, Kent Smith Fine Portraiture MAY 2009 | WWW.PPMAG.COM | $4.95 QUALITY. VALUE. VALUE. QU...

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©Julie Eckert and Sarah Smith, Kent Smith Fine Portraiture

MAY 2009 | WWW.PPMAG.COM | $4.95

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EDITORIAL

director of publications

CAMERON BISHOPP [email protected]

Graduation GET YOUR DEGREE IN MEDIA SAVVY Welcome to our May issue, packed with great information on two big topics with a natural affinity, seniors and the Web. Is there a breathing teenager who isn’t online in one way or another? We present your favorite blogs, as determined by the Professional Photographer FreshBlog ’09 competition we held in January and February. (We figured it was freezing outside and you’d

senior editor

art director/production manager

JOAN SHERWOOD [email protected]

DEBBIE TODD [email protected]

features editor

manager, publications and sales/strategic alliances

LESLIE HUNT [email protected]

KARISA GILMER [email protected]

editor-at-large

sales and marketing assistant

JEFF KENT [email protected]

CHERYL PEARSON [email protected]

technical editors

circulation

ANDREW RODNEY, ELLIS VENER, DON CHICK

MOLLIE O’SHEA [email protected]

want to read some groovy blogs while you drank your hot cocoa.) We asked professional photographers to submit their blogs for scrutiny, then asked everyone to vote for their fave. Turn to p. 60 to

director of sales and strategic alliances

SCOTT HERSH 610-966-2466; [email protected]

find out who won and why, with insightful critiques from Anthony

western region ad manager

eastern region ad manager

Ronga and Michael Sablone of Into the Darkroom. Then check out

BART ENGELS 847-854-8182; [email protected]

SHELLIE JOHNSON 404-522-8600, x279; [email protected]

their tips for creating your own winning blog.

editorial offices

Our store of features on Internet strategies also includes a review of some terrific professional photographers’ websites, and a column by Jeff Rodgers (allisonrodgers.com) on how to blog, Facebook and Twitter your way into the hearts of your customers. Rodgers’ column is a spin-off of his recent PPA webinar. If you’re jonesing for more on this topic from Jeff, access the archive at www.ppa.com/education-events/webinars.php. And there’s our package of features on high school senior photography, including a profile on the supremely talented and business-wise Kent Smith Fine Portraiture—one of those incredible studios that seem to be doing everything right. When we called to ask Kent and Sarah Smith if we could feature them, they were in the midst of a family trip to Cabo San Lucas, Mexico, where they own a home. Sarah says they spend about 10 weeks a year there and rent the home out through Charity Auctions the remainder of the year. That’s got to be the very definition of success—how much time you get to spend with your family (including the puppies, says Sarah) away from your business. And for even more guidance on how to accomplish that, make sure not to miss our great new monthly business column, “How We Did It,” on p. 34. I Cameron Bishopp Director of Publications [email protected]

4 • www.ppmag.com

Professional Photographer 229 Peachtree Street NE, Suite 2200, Atlanta, GA 30303-1608 U.S.A. 404-522-8600; FAX: 404-614-6406 Professional Photographer (ISSN 1528-5286) is published monthly subscriptions

Professional Photographer P.O. Box 2035, Skokie, IL 60076; 800-742-7468; FAX 404-614-6406; email: [email protected]; Web site: www.ppmag.com member services

PPA - Professional Photographer 800-786-6277; FAX 301-953-2838; e-mail: [email protected]; www.ppa.com Send all advertising materials to: Debbie Todd, Professional Photographer, 5431 E. Garnet, Mesa, AZ 85206; 480-807-4391; FAX: 480-807-4509 Subscription rates/information: U.S.: $27, one year; $45, two years; $66, three years. Canada: $43, one year; $73, two years; $108, three years. International: $39.95, one year digital subscription. Back issues/Single copies $7 U.S.; $10 Canada; $15 International. PPA membership includes $13.50 annual subscription. Subscription orders/changes: Send to Professional Photographer, Attn: Circulation Dept., P.O. Box 2035, Skokie, IL 60076; 800-742-7468; FAX 404-614-6406; email: [email protected]; Web site: www.ppmag.com. Periodicals postage paid in Atlanta, Ga., and additional mailing offices. Postmaster: Send address changes to Professional Photographer magazine, P.O. Box 2035, Skokie, IL 60076 Copyright 2009, PPA Publications & Events, Inc. Printed in U.S.A. Article reprints: Contact Professional Photographer reprint coordinator at Wright’s Reprints; 1-877-652-5295. Microfilm copies: University Microfilms International, 300 North Zeeb Road, Ann Arbor, MI 48106 Professional Photographer (ISSN 1528-5286) is published monthly for $27 per year by PPA Publications and Events, Inc., 229 Peachtree Street, NE, Suite 2200, International Tower, Atlanta, GA 30303-1608. Periodicals postage paid at Atlanta, Ga., and additional mailing offices. Acceptance of advertising does not carry with it endorsement by the publisher. Opinions expressed by Professional Photographer or any of its authors do not necessarily reflect positions of Professional Photographers of America, Inc. Professional Photographer, official journal of the Professional Photographers of America, Inc., is the oldest exclusively professional photographic publication in the Western Hemisphere (founded 1907 by Charles Abel, Hon.M.Photog.), incorporating Abel’s Photographic Weekly, St. Louis & Canadian Photographer, The Commercial Photographer, The National Photographer, Professional Photographer, and Professional Photographer Storytellers. Circulation audited and verified by BPA Worldwide.

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CONTENTS PROFESSIONAL PHOTOGRAPHER MAY 2009

Features 84

DOUBLE SHOT Kent and Sarah Smith prove senior portraits are highly profitable when they don’t become epic battles between kids and parents By Stephanie Boozer

60

BLOGS WE LOVE

Professional Photographer’s FreshBlog ’09 winners By Jeff Kent

66

WEB SMARTS

5 Lessons you can learn from great pro websites By Curtis Joe Walker

70

SENIORS: BREAKING AWAY

How Vision Photography pulled ahead of the crowd By Jeff Kent

76

SENIORS: STEALING BEAUTY

Michelle Moore finds passion at the nexus of fashion and portraiture By Stephanie Boozer IMAGE BY GRAHAM WILSON

CONTENTS PROFESSIONAL PHOTOGRAPHER | MAY 2009 | WWW.PPMAG.COM

14

FOLIO

92

CALENDAR

97

PPA TODAY

114

GOOD WORKS

©Michelle Moore

Departments C O N TA C T S H E E T 20 Stephen Mallon documents our

nation’s growing trash heap by Jeff Kent 22 Bill Bachmann: Take Stock 24 Essay: Not so boring shots 25 “The Photographer” tells a story

PROFIT CENTER 27 What I think: Graham Wilson 28 Ask the SMS Experts 30 The payment plan

by Mary Fisk-Taylor 34 How we did it

by Jeff Kent 36 Social mediaphobia

by Jeff Rodgers 38 12 Steps to the closing

by David Ziser

THE GOODS 41 What I like: Jasmine Star 44 Product Roundup:

Super senior add-ons by Alice B. Miller 50 Pro review: Dynalite RK10-2302

2-Pack/3-Head Road Kit by Ellis Vener 54 Video: Put video to work

by Matt Bailey

76

Seattle photographer Michelle Moore has a fresh, artistic style that lets her highlight

the natural beauty of her senior subjects, most of whom are young women. Her efforts to engage with clients before the session help her capture the client's unique personality as well.

8 • www.ppmag.com

ON THE COVER: This image by Julie Eckert and Sarah Smith of Kent Smith Fine Portraiture, was created for an ad campaign called “Back to Class.” Featuring high school seniors in classroom environments, the ads were designed to emphasize a classy take on the senior portrait. This image was captured with a Canon EOS 5D Mark II with a 70-200mm f/2.8 lens. Cover image retouched by Jim DiVitale, M.Photog.MEI.,Cr., API, F-ASP

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DON MACGREGOR M.Photog.Cr., API [email protected]

Professional Photographers of America 229 Peachtree St., NE, Suite 2200 Atlanta, GA 30303-1608 404-522-8600; 800-786-6277 FAX: 404-614-6400 www.ppa.com

2009-2010 PPA board president *RON NICHOLS M.Photog.Cr., API [email protected] vice president *LOUIS TONSMEIRE Cr.Photog., API [email protected] treasurer *DON DICKSON M.Photog.Cr., CPP [email protected] chairman of the board *DENNIS CRAFT M.Photog.Cr.Hon.M.Photog., CPP, API, F-ASP [email protected]

industry advisor KEVIN CASEY [email protected] legal counsel Howe and Hutton, Chicago PPA staff DAVID TRUST Chief Executive Officer [email protected] SCOTT KURKIAN Chief Financial Officer [email protected] CHRISTEL APRIGLIANO Director of Membership, Copyright and Government Affairs [email protected] CAMERON BISHOPP Director of Publications [email protected] SCOTT HERSH Director of Sales & Strategic Alliances [email protected]

directors SANDY (SAM) PUC’ M.Photog.Cr., CPP, ABI [email protected]

WILDA OKEN Director of Administration [email protected]

RALPH ROMAGUERA SR. M.Photog.Cr., CPP, API, F-ASP [email protected]

COREY B. SHELTON Director, Web Strategy & Development [email protected]

CAROL ANDREWS M.Photog.Cr., ABI [email protected] SUSAN MICHAL M.Photog.Cr., CPP, ABI [email protected] TIMOTHY WALDEN M.Photog.Cr., F-ASP [email protected] DOUG BOX M.Photog.Cr., CPP, API [email protected]

12 • www.ppmag.com

MICHAEL GAN M.Photog.Cr., CPP [email protected]

LENORE TAFFEL Director of Events/Education [email protected] BING ZENG PPA China Managing Director [email protected] SANDRA LANG Executive Assistant [email protected]

*Executive Committee

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folio|

Comprising images selected from the files of the PPA Loan Collection, Folio is a monthly sample of award-winning photography by PPA members. The Loan Collection is a select group of some 500 photographs chosen annually by the PPA print judges from more than 5,000 entries.

©Douglas Beets

DOUGLAS BEETS Douglas Beets, M.Photog., CPP, of Ace Photography in Goodlettsville, Tenn., created “Evening Tide” while trying out a Nikon D300 camera in Florida. Shooting with a Nikkor 18-200mm f/3.5-5.6 G IF-ED AF-S DX VR lens, Beets exposed the image for 1/80 second at f/4.8, ISO 640. He made some levels adjustments in Adobe Photoshop CS2, then applied overall sharpening with Nik Sharpener Pro. “As the sun was setting, I knew this could be an awesome shot,” says Beets. “Of three exposures, this was the one.” www.acephotographs.com

What the judge thought:

“This study in repetition and color is tranquil,

serene. Its beauty lies in the exquisite color that leads the eye into the image. The contrast of the colors gives the image balance and harmony.” —Jon Allyn, M.Photog.MEI.Cr., CPP 14 • www.ppmag.com

JOHN LA BARGE “Leo had a great look with his bushy eyebrows, deep wrinkles and a cantankerous personality to boot,” says John La Barge of J&C Imaging in Manhattan, Kan. Shooting with a Canon EOS 5D and Canon 70-200mm f/2.8L USM lens, La Barge exposed “Leo the Rancher” for 1/160 second at f/11, ISO 100. A White Lightning Ultra 1200 flash behind a Larson 4x6-foot soft box with a 36x36inch Larson Super Silver reflector provided the main lighting, with a second Ultra 1200 and a 60-inch Photoflex umbrella for fill. An 800WS AlienBees B800 flash with 30-degree grid spot lit the background, with a second AlienBees B800 flash and 14x48inch Larson Soft Strip for balance. La Barge used Adobe Photoshop for minor retouching, and applied a LucisArt filter to enhance the character in the subject’s face. www.jcimaging.com

©John LaBarge

©Richard Carpenter

RICHARD CARPENTER On a photo trip hiking through Yellowstone National Park, Richard Carpenter, M.Photog.Cr., CPP, of Judson Rick Photography in Cheyenne, Wyo., was captivated by the 308-foot drop of the Lower Yellowstone Falls. He pointed his Fujifilm FinePix S3 Pro with a Nikkor 24-120mm f/3.5-5.6 G IF-ED AF-S VR Zoom lens at the scene, and exposed “Moran’s Inspiration” for 1/10 second at f/22. The only retouching he performed was some motion blur on the waterfall in Adobe Photoshop. The image is now on the cover of the Wyoming State Highway Map.

May 2009 • Professional Photographer • 15

CHARLES ROUSE Catching a peaceful moment while his daughter napped blissfully with his father, Charles Rouse, M.Photog., CPP, of Hodges Photographers in Dallas, saw a beautiful opportunity. Rouse exposed “Pa Pa’s Perfect Nap” for 1/40 second at f/2.8, ISO 100, with a Canon EOS 5D digital SLR and Canon EF 24-70mm f/2.8L USM lens. Rouse used Phase One Capture One Pro software to process the raw file, and performed minor retouching in Adobe Photoshop CS2 with an action from Kubota Artistic Tools. www.hodgesphotographers.com

16 • www.ppmag.com

©Charles Rouse

©Lissa Hatcher

LISSA HATCHER Above: During a portrait session for a senior headed for fashion school in New York, Lissa Hatcher of Lissa Hatcher Photography in Virginia Beach, Va., captured “Never More.” With a Nikon D2X and Nikkor 17-55mm f/2.8 G ED-IF AF-S DX lens, she exposed the image for 1/60 second at f/8, ISO 200. In Adobe Photoshop, Hatcher adjusted the saturation and tonality, then added texture from scans of vintage paper and scratched negatives, and crows for the Poe reference. “I dreamed this idea for this client,” says Hatcher. “With her love of fashion, her love of reading and writing … it’s all there in one frame.” www.lissahatcher.com

PETER LIK Below: Citing a fascination with boat jetties and wharves, Peter Lik, of Las Vegas couldn’t help but fall in love with this rickety old dock. With a Linhof Technorama 617 panoramic camera and Schneider 72mm f/5.6 Super-Angulon XL wide-angle lens, Lik exposed Fujichrome Velvia 50 film for 1/2 second at f/16 to create “Misty Blue.” Says Lik, “The spider web on the right side, the worn feel of the decaying wood, all add to the telling of the stories of the boatmen who’ve walked upon this pier.” www.peterlik.com ©Peter Lik

May 2009 • Professional Photographer • 17

Damon Tucci | Damon Tucci Studios Author of Step-by-Step Wedding Photography and Damo Style Educational Products

)AM$AMON4UCCI )AMASURFER Some people have hobbies, I have passions. I am passionate about my daughter Tyler, ﬁshing, playing guitar, teaching, and surﬁng. That’s one of the reasons I love Miller’s – they make things easy and give me more time to surf.

)AMASTUDENT I went to Florida State University and studied cinematography, then worked as an underwater cinematographer ﬁlming largemouth bass. I continue to study different ﬁlmmaking styles and other art of all kinds. I like modernists like Kandinsky. Fashion magazines can be a great source of inspiration as well. )AMFORTUNATE. The market we want is luxury weddings. Rosy, my beautiful partner and the creative director of Damon Tucci Photography, is a marketing guru. She aligns us with the gate-keeping wedding vendors that service that market. We are very fortunate. We are interviewing potential clients as much as they are interviewing us. Our clients tend to be hip, young couples who are passionate about what we do.

)AMDEDICATEDTOMYSTYLE We call our approach stylized fashion/documentary, always working to see things differently than everyone else. I immerse myself in each event, mindfully anticipating and reacting, capturing my subjects in a manner that makes them look the way they want to look. )AM-ILLER´S My lab is Miller’s Professional Imaging because I Expect More.

%XPECT-ORE

To see how Damon uses Miller’s to grow his studio, please visit www.millerslab.com/Tucci.

CONTACT SHEET

&

What’s New, Cool Events, Interesting People, Great Ideas, Etc. All images ©Stephen Mallon

Recover reclaim

Crushed soda cans at a recycling facility in Shelter Island, N.Y.

Flight 1549: Standing just 30 feet away, Mallon captured this image moments after the Airbus A320 was lifted from the Hudson River.

Ever since he was a kid, Stephen Mallon has been fascinated by machines—big, powerful, dirty, ingenious machines. In high school, he’d go to construction sites with his camera to photograph cranes and crushers as they performed the work of a thousand men. Mallon’s love of gears and steel took a back-

is an ongoing examination of waste disposal

seat when he finished college, as he concen-

and recycling in America, now slated for publi-

trated on his developing career as a fashion

cation as a book and as an exhibition titled,

and lifestyle photographer. When his emphasis

“American Reclamation.” Mallon documents

turned toward travel and landscape photog-

America’s system of trash “disposal,” from

raphy, focusing on large-scale compositions

roadside bins to bone yards, bio-fuel centers,

rekindled his interest in industry. These

recycling centers and landfills. He documents

days, Mallon’s subjects range from recycling

as well efforts underway to remedy the

plants to rail yards to the retired Concorde.

environmental impact of the 250 million tons

Among his diverse projects, Mallon covered

of garbage produced annually in America.

the recent recovery and salvage of downed

Mallon shows us marine salvage efforts, and

US Airways Flight 1549 from the Hudson River

methane reclamation projects that turn gas

in New York. After the emergency landing of

generated in landfills into usable residential

the Airbus A320 on January 15, 2008, Mallon

power. “This project has no political agenda,”

landed the job to shoot the salvage efforts for

says Mallon. “It’s not an attack on con-

Weeks Marine, a marine crane company con-

sumerism or American waste. I simply find

tracted to help with recovery of the plane. The

these piles of junk beautiful, and I’m intrigued

images were later embargoed by US Airways

by the efforts to reuse and recycle material

and its insurance provider, AIG. After mounting

that would otherwise become trash. If any-

a grassroots PR campaign, Mallon received

thing, it’s an optimistic outlook on what we

permission to display and publish the images,

can do to turn garbage into something useful.”

just in time for publication of this issue.

To see more from Stephen Mallon, visit www.stephenmallon.com.

One of Mallon’s most ambitious projects

From Flight 1549 to soda cans, Stephen Mallon documents American Reclamation BY JEFF KENT

A subway car is retired by the New York’s Metropolitan Transit Authority. The old cars are towed out to sea and dumped to create artificial reefs.

©Bill Bachmann

sign a model release. (Model releases are one of the standard business forms available for PPA members at www.ppa.com.) Do you always need a model release? The simple answer is yes, especially if the images will be sold for use in advertising, which pays so much more than editorial usage. No portrait client will refuse if the image might appear in a magazine. The photographer can take lifestyle images of them that no one else will have, and those are valuable images. Can photographers also sell images from their personal travels? Definitely. People and travel are the two largest markets for stock photography. All photographers have great images from trips they’ve taken. Today is the perfect time to

Selling stock photography can help you ride out the pitching economy

get those pictures ready for a stock agency. Just look at any magazine and see how you could make images that are even better.

Take stock

The big question: How do I find a buyer for my work? You’ll need to do a lot of online research to find out what agencies and publications buy what kinds of photography. Do

In these trying times, you might be among

Professional Photographer: How can

searches on the key words that categorize

the photographers who are seeking addi-

photographers create new streams of revenue

your images. There are trade magazines for

tional sources of revenue. One source could

in a tough economy?

every occupation and industry you can

be as close as your own archived images,

Bill Bachmann: Photographers must attempt

imagine, and they need images. My biggest

says Bill Bachmann, one of the industry’s

to make more revenue from each shoot, includ-

tip: Buy the annually published directory,

most in-demand stock photographers.

ing past assignments. Those archived images

“Photographer’s Market.” It’s available at or

Bachmann, whose images have appeared

could be making money through stock sales.

through most anywhere books are sold

on more than 1,000 magazine covers, has pub-

I love teaching photographers how to do that.

(photographersmarket.com). The book lists

lished his 15th book, “Remember the Joy: How

not only contact info, but the kind of work

to Have a Successful Career in Photography

Where does one begin?

each firm is looking for, as well as guide-

and Have Fun Doing It!” (Ernst & Conrad

It takes organization, an efficient workflow,

lines for submissions.

Publishing, $49.95). The book’s objective, he

and finding buyers for the kind of photography

says, is “to help other photographers realize

you do. If only wedding and portrait photog-

their dream … selling images they love to maga-

raphers realized the goldmine they have in

zines, brochures, books, TV and the Internet.”

the clients who walk through their doors!

We caught up with the globetrotting

All they need to do is to tell their clients

photographer, a PPA member for 27 years,

they’d like to shoot additional pictures of

at Bachmann Studios (www.billbachmann.com)

them as stock images that might appear in

in Orlando.

magazines and brochures, and ask them to

22 • www.ppmag.com

To learn more about the business of stock, head over to the Stock Artists Alliance at www.stockartistsalliance.org. Bill Bachmann’s books are available at www.billbachmann.com. Mention Professional Photographer magazine when you order “Remember the Joy” and receive a 20-percent discount.

zenfolio meets mpix.

togr a

phy,

Sche

nect

ady,

NY.

Your photos look better on Zenfolio, so you can sell more.

©M

att R a

mos

Pho

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Have you heard that Mpix has partnered with Zenfolio? Isn’t it time you switched to an online selling service that not only makes your photos look better, but assures your orders are printed by a lab with a legendary reputation for quality, price, and 24-hour turnaround any time of the year? Mpix will print Zenfolio orders and deliver them to your clients in white unmarked boxes. ALL FOR $100/YEAR, OR LESS.

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©Michael Brantley

CONTACT SHEET

E S S AY

Not so boring Reorders make posed group shots a no-brainer Wedding photography might well be the exception to the “you sell what you show” rule of sales. Nowhere in my studio is there an example of altar photographs, other than the handful in our display albums. (Like many photogra-

in front of the computer) are one-shot deals.

phers, our books are geared toward the bride.)

And it’s not like group shots have to require

However, a quick examination of the images

a big production. In most venues, 1/30 at 5.6

reordered from my last few jobs shows that

with a diffused on-camera flash and/or a slaved

every last altar shot was reordered at least

unit of the same type will get the job done.

once from five of the past six weddings.

The parents, grandparents and wedding

some family members have been photographed in years, and sadly, it will be the last family photo in which some are pictured. For all of these reasons, your “boring” posed shots are invaluable. You don’t have to compromise your commitment to photojournalism.

The bride and groom, often young and in

party members are another story. Their choices

After all, there are plenty of group photographs

new jobs, have their photographs in the album

are often sentimental and tend to favor groups

in newspapers everyday. (They’re the shots that

and are less likely to reorder. Ironically, those

—after all, everyone is nicely dressed, captive

end up clipped and stuck on refrigerators.)

artful candids we spend so much time and

for the day and duly threatened by the bride to

energy creating (both behind the camera and

be happy for photographs. It’s the first time

24 • www.ppmag.com

—Michael Brantley, M.Photog.Cr., CPP www.brantleystudio.com

The photographer tells a story Ground-breaking novel combines photographs and illustration

Afghanistan in the last 30 years and knows how to tell a story should have a voice. Didier did, and we can learn from his experiences.” —Jeff Kent

The innovative “The Photographer,” a

and Guibert’s illustrations. “This book is

graphic novel, tells the story of an aid

about a very singular, dramatic and inter-

mission to Afghanistan. It begins in 1986 in

esting period of contemporary history,” says

Peshwar, Pakistan, where French photo-

Guibert. “Anyone who has traveled to

For more about “The Photographer,” visit us.macmillan.com/thephotographer. For more on Doctors Without Borders, go to www.doctorswithoutborders.org.

journalist Didier Lefèvre joins a team of Doctors Without Borders team. The journey by mule and horseback winds through the mountains, past Soviet encampments, and into the heart of war-torn Afghanistan. It’s a tale of the doctors’ heroic efforts in a persistently brutal environment. Lefèvre collaborated with graphic novelist and fellow Frenchman Emmanuel Guibert in a touching portrayal of the mission in photographs and illustrations. “The Photographer” was published in France in 2003. Now translated into 11 languages, the book goes on sale this month in the United States. “Didier had 4,000 photos of his first trip to Afghanistan. As Didier was an excellent storyteller, I spent brilliant moments reliving the mission by his side,” says Guibert. Lefèvre died of a heart attack in 2007, but his story lives on through his images,

May 2009 • Professional Photographer • 25

Professional Photographer

P R E S E N T S

Business, Marketing and Sales Strategies

What I think Graham Wilson battles the downturn by intensifying his business model What do you wish you’d known when you started out? Being different is your biggest strength. Following other studio trends with no purpose is pretty much pointless. What’s the biggest business risk you’ve ever taken? Taking on a pricey location that needed lots of renovations before we had a functioning business. Brilliant! What are you doing to keep business up? Intensifying the entire system, from marketing to the client experience. Everything must be outstanding, start to finish, in order to maintain our clients’ loyalty to the studio. What is the biggest business mistake you see pro photographers making? Putting pretty before practical. That can be tricky for us creative types. Sometimes we just have to focus on numbers, business and money, even if it’s not our first love. What’s your secret to success? Our company culture is absolutely critical. Creating a great balance of skills and talents has been the best thing we’ve ever done to create success and happiness. Everyone on our team always looks for ways to make things better. IMAGE BY VISION PHOTOGRAPHY WWW.VISIONPORTRAITS.COM

May 2009 • Professional Photographer • 27

PROFIT CENTER

ST U D I O M A N AG E M E N T S E RV I C E S

From left to right: Julia Woods, M.Photog.Cr.; Bridget Jackson, manager of PPA Studio Management Services (SMS); Scott Kurkian, PPA chief financial officer and founder of SMS; Ann K. Monteith, M.Photog.Cr.Hon.M.Photog., CPP, ABI; Carol Andrews, M.Photog.Cr., ABI.

GURUS FROM PPA'S STUDIO MANAGEMENT SERVICES ANSWER YOUR BUSINESS, MARKETING AND SALES QUESTIONS. FOR INFO ON WORKSHOPS, GO TO PPA.COM

Ask the experts Specialty marketing, payroll services and generating cash flow Q: I’m starting anew as a portrait photographer after years as an editorial stock shooter. How is marketing different for family portraits, seniors, adult couples and individuals? What’s the typical portrait business cycle—when should I expect the most bookings, and when should I plan to market to these prospects? A: Understanding everything you can about marketing in this economy is wise. Marketing for families and engagement sessions is similar. Word-of-mouth marketing, a referral program, displays throughout the community and a holiday card promotion mailed in early fall are all wonderful ways to attract both groups. Another great way to attract engagement clients is to build partner marketing opportunities with a jewelry business to attract couples who purchase an engagement ring. High school seniors, however, are a whole different marketing concept. Direct marketing is important for this segment. Seniors typically think about being photographed in August, when the weather is hottest and the volume highest. Use a call to action promo to get seniors to book in the earlier summer months to help spread out the senior sessions. Try a three-issue mailer sent in May, June and July. Senior ambassador programs produce even greater results. Student “ambassadors” in the junior class agree to help spread the word about your studio to fellow classmates throughout the year. Photograph those students in the spring and provide an album of the images and coupons to give their friends. Using those students’ images on your mailers will create lots of buzz around school. In exchange for the students’ work, reward them with discounts on their own orders for every coupon that’s redeemed. Everyone wins. —Julia Woods (portraitlife.com)

28 • www.ppmag.com

Q: Which online payroll service does SMS recommend? A: We recommend outsourcing your processing to Priority Pay. The service includes processing the payroll, filing all quarterly tax forms, calculating and depositing the monthly employee withholding and matching payroll taxes, and filing the year-end payroll tax reports, including W-2s. The cost is $12 per payroll, plus $1 for each employee. Year-end reporting, including W-2s, is $10 plus $1 per employee. Priority Pay is fully licensed, bonded and insured. Recently, a PPA member who switched to Priority from a national payroll service saved more than $2,500 that year. We were so impressed with this company’s services that we arranged for PPA members to get four months of services free when they sign on. —Bridget Jackson Q: My husband and I started our photography business last April. The year was spent working on business plans, branding, buying equipment … I made only $215 all year for two paid sessions—one of them discounted. We spent thousands on equipment and brought in only a fraction of that amount. We’re still working on polishing up a few things before we start marketing ourselves; we wanted to have a business license to legally charge fees. Do you have any advice to point me in the right direction? We’ve had a ton of expenses and not a lot of income. A: First, there are several questions I have to ask. For example, where is the business plan you were working on, and how well did you follow it? It’s a fact that numbers never lie; they’re the road map we

follow. If your plan isn’t accurate or if you’ve used justifications to veer from it, the train can come off the tracks. Quit spending now. Get back to the original intent of your business plan. Go out into the community and create events and opportunities to bring warm bodies into the studio. Use your contacts to connect with your demographic target market. PPA.com is an invaluable source of education and ideas. It offers low-cost webinars on all kinds of pertinent business practices, including government and tax issues. There are webinars on past topics archived and available for your reference. Also, check out your community’s SCORE, an amazing group of retired execs who volunteer to counsel small businesses for free (www.score.org). Your other option, with all respect and seriousness, is for one of you to seek fulltime employment elsewhere, immediately. In its present condition, your business might not be able to recover with both of you on the payroll. Bottom line—you must look at the hard reality, make a careful plan and execute a recovery now, without additional expense. We are totally responsible for our success or failure. Learn from your mistakes and take positive action in your business daily. I —Carol Andrews (andrewsphoto.com)

Got a business, sales or marketing concern? There are no stupid questions. The SMS team wants to hear from you. E-mail our panel of experts via PP editor Cameron Bishopp, [email protected], and type “experts” in the subject line.

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PROFIT CENTER

B Y M A R Y F I S K -TAY L O R , M . P H O T O G .C R . , C P P, A B I , A P I

Clients may want to spend more with you, but are finding it difficult right now to make big purchases. Offering financing can help them get what they want, drive up sales averages, and provide cash flow year-round.

birth of our installment payment plan. During portrait consultations and later in the sales room, I casually mention our payment plan. If a client asks for details, I tell him all about it. It’s been a truly win-win

The payment plan

option for both parties. At the first of every month, it’s gratifying to process payments of several thousand dollars, especially in the

Sometimes the answer to a business problem

plays—were literally right on the money. But

typically slow first quarter. Those payments

lies in listening to what clients say they need.

with clients who were acting on a gift certificate

guarantee we meet our general expenses

Such was the case when my business partner,

or partnership marketing promotion, the sales

every month.

Jamie Hayes, M.Photog.Cr., CPP, ABI, API,

averages were far too low. These clients hadn’t

and I found that despite an increase in bookings,

come in because of our talent so much as to

payment plan customers agree to pay the

our sales averages were actually dropping.

get something great at a discount or for free.

balance in equal installments over the next six

After making a down payment on the order,

Business at our home-based studio in

Listening to these clients in the sales

or 12 months. They have to sign an agreement

Richmond, Va., specializing in high-end wall

room, they weren’t saying they didn’t want

that allows us to bill their credit card account

portraits, has grown over the last 15 years, as

what we showed them, but that they were

(we keep two account numbers on file in case

have our market area and client list. Sales aver-

unable to buy it now. They went away with

one is declined) and collect payment on the

ages from sessions with committed clients—

less than they wanted, and we ended up

first business day of each month. We do not

those drawn to us by referrals or marketing dis-

with disappointing sales. Solution: The

charge a fee for this service, and we deliver the portrait order, as usual, when it’s ready. Now clients who come to us with a gift certificate or who need to be extra budgetconscious are able to make bigger purchases without facing a financial burden up front. They really appreciate spreading out the cost. Our risk isn’t so risky. Typically, our portrait orders are ready four to six weeks after the sitting, so before the client has the goods in hand, we’ve collected two or three payments. At the minimum, that covers the production costs. We’ve never had a client fail to honor the agreement, but still it’s a must to have that second card number on file. One cautionary piece of advice: Put no more than one-third of your clients on a payment plan. Steady monthly cash flow is hard to turn down, but to assure your financial stability, get the majority of your clients to pay for all or at least half of the order up front. We’ve seen how fast the economy can go south. I Visit Mary Fisk-Taylor online at www.hayesandfisk.com.

30 • www.ppmag.com

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White House Custom Colour, Your Professional Photographic and Press Printing Partner

Press Printed Cards

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Press Printed Cards are available in 4x5.5, 5x5 and 5x7 sizes as folded and lat styles as well as 5x7 Wide Format, 5x5 Trifold and 4x5.5 Accordion. Cards come in quantities as low as 25, include envelopes, and are offered in kve papers.

WHCC Press Printed Books are unmatched in print quality, craftsmanship, and turnaround with most books shipping the next day! Books are available in eight sizes with eight cover options including a custom Metallic photographic cover. Inside pages are printed on a magazine style text weight or lay lat hinged paper in standard or pearl.

Rep Cards 2x3.5 Rep Cards are great for studio marketing pieces and high school seniors. They are business card sized and are available in small quantities. All of our press paper options are available – standard, linen, watercolor, pearl, and recycled. Rep Cards are available in increments of 50.

Templates Focused by WHCC offers an ever-growing line of high quality templates created by some of the photographic industry’s most talented and creative designers and photographers. Find holiday card templates, birth and senior grad announcements, and press printed book templates at focused.whcc.com

Visit pro.whcc.com/go/Start today to open your WHCC account.

White House Custom Colour is a full service, professional photographic and press printer. In addition to the showcased products on these pages, we offer a full line of photographic prints printed on Kodak Professional Papers. For a complete view of our products and services visit our website, www.whcc.com

Bookmarks Press Printed Bookmarks are available in the traditional 2x7 size or a larger 2x8.25 size. Available in increments of 50, bookmarks can be lat or creased. Turn your bookmarks into a folded business card, gift tag or appointment card by having them creased so they fold in half.

Stickers WHCC stickers are a single sided press printed product printed on sticker material with a split liner for easy removal. Stickers are available in increments of 50 in three different sizes, 2x3.5, 4x5.5, and 5x7. Popular uses of Stickers include return address labels, studio packaging, and gift tags.

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Long Run Offset Printing

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PROFIT CENTER

BY JEFF KENT

Just two years after their business posted a 12-month loss, Jamie and Todd Reichman were able to pay salaries to themselves and their one employee, and finance a $33,000 studio renovation solely with their 2008 net profits.

Jamie and Todd Reichman set out to photograph weddings, not children’s portraits. But 2006, their first full year in business, found them filling their schedule with portrait sessions while their wedding dreams melted away. “I wanted to quit portraits, but how could we justify that when we were spending all our time on them?” says Todd. “We simply assumed portraits were bringing in the majority of our income.” “We were operating out of fear,” Jamie admits. “We were scared to make changes because we were afraid of losing business.” The Reichmans were flying blind. They had no clear business plan or financial goals, and no way to evaluate the studio’s financial health. They’d started their photography business in 2005, operating out of their home in Dunlap, Ill., both of them holding down full-time jobs for the first few months. In August 2006, they leapt into the venture full time, and spent $98,000 on a retail space that had formerly housed the town’s post office. They took any business that came through the door. “Our only plan was to keep shooting,” says Todd. In retrospect, says Jamie, “The biggest mistake we made was not tracking our numbers properly, not establishing goals for ourselves.” The Reichmans owned Successware studio management software, but felt they couldn’t take the time away from shooting to enter the required financial data. “We kept track on an elaborate Excel spreadsheet and filed our expense receipts in a shoebox,” says Todd. They were painfully aware that it wasn’t working. Todd thought back to a seminar on managerial accounting he’d attended, one

given by Scott Kurkian, PPA chief financial officer and founder of PPA’s Studio Management Services (SMS). “I remember thinking, ‘I really don’t want to learn this stuff, but I understand how vital it is.’” The couple signed on with SMS in late 2006. “We viewed managerial accounting as something we had to do,” says Todd. Then came the light bulb moment. “SMS showed us that if we tracked our numbers better, we could use that information to build our business on what we wanted to do,” he adds. To get up to speed, the Reichmans had to hire someone to enter the initial data into Successware. They agree it was money well spent. “What I love about SMS is how they helped us structure our business, set goals, and make them happen. We realized shooting portraits took 80 percent of our time, but brought in only 10 percent of our revenue,” Todd continues. “That analysis showed us it was foolish to keep doing portraits. The process we went through helped us focus on the work we wanted to do, the work that fit into our brand.” That first year in business, Reichman Photography booked maybe 10 weddings and almost 100 portrait sessions. The score these days, weddings: 25 to 30 a year, portraits: zip. By the first quarter of 2008, the Reichmans could afford a loan-free, full-scale renovation of the 1,200-square-foot studio they’d set up for portraits, to create a dynamic meeting and sales area for wedding clients. They overhauled their branding and marketing as well. “We were getting a number of e-mail inquiries about wedding photography

KNOW THY NUMBERS: TODD’S SMS CHECKLIST 1. Get your financial information entered into a trackable studio management software system. 2. Analyze how you currently match up to PPA’s SMS Benchmark survey—where are you overspending or under-earning? (To learn about the SMS Benchmark Survey, go to ppa.com.) 3. Set goals on where you want to be for the coming year. 4. Regularly track and analyze your actual data against your goals and adjust when necessary. 34 • www.ppmag.com

©Laura Barth-Romero

How we did it

“Once you know your numbers, it becomes infinitely more possible to achieve your goals.” —TODD REICHMAN

[via our website], but very few bookings. We started to panic,” says Todd. Should they sink more cash into Web advertising and search engine optimization? By now they could track sales data from previous bookings. “We found that the vast majority of our best clients came from client and vendor referrals. Almost no bookings came from those Internet ads,” he says. Eye opening. Slashing the Internet advertising budget, they focused their marketing efforts on relationship building. It improved their booking percentage overall. “Everything is clearer now. It was a difficult, scary change to make, but having the numbers in place took away the guesswork,” says Jamie. “SMS has done a great job of pushing us to the next level.” “The evidence shows that typically studios make the most amount of money in the least amount of time by shooting portraits,” says Todd. “But we didn’t want to do portraits. We always loved to do wedding photography, and to do it really well.” I Go to ppa.com or e-mail [email protected] to learn more about SMS consultations, webinars and workshops. Visit Jamie and Todd Reichman online at www.reichmanphoto.com.

PROFIT CENTER

BY JEFF RODGERS

©Jeff Rodgers

How to blog, Facebook and Twitter

Social mediaphobia Do you really need to have a blog, be on

(allisonrodgers.com). In Facebook, Artist is

Facebook and Twitter? Isn’t it enough to

the page category we prefer, and we’ve got a

have a website? Probably not. This is not the

Twitter account. WordPress might be the

time to limit the reach of your message.

most versatile blog platform, but we’re

The trifecta of Web presence—blog, Facebook and Twitter—gives you layered

currently posting to a custom TypePad site. THE BIRTH OF A BLOG POST. It

communication very different from the more

usually starts with one focus, such as a recent

static one-way communication of a website.

session with an adorable baby. The point is

Using them together connects you with your

to post photos and stories so compelling that

clients, who get to know you in a social

your clients and target viewers will be moved

context. And you can read what they’re

to send the link to every one of their friends.

saying about your images, and to whom.

Fantastic! You just launched viral marketing.

There’s no surefire formula for success in

DO YOU FB? Now post the same

90 days with these sites, so I’ll tell you what

material on your Facebook fan page, and do

we do at Allison Rodgers Photography

so whenever you add new material. The

36 • www.ppmag.com

quickest way to do it is to make a post on

find your Facebook page. The whole point is

been up to via our latest Twitter updates on

your Facebook wall about it, so that people

to drive hordes of viewers to your images.

the blog. That’s why Twitter is sometimes

will see the link in their news feed when they log onto their own account.

TWITTERING. For the sake of space, I’ll assume you’re somewhat familiar with

called a “micro-blog.” You can add the Twitter application to your

Your Facebook fan page is the business

Twitter—it’s easy find out more online. I

Facebook page, too. This allows Facebook to use

extension of your personal page. To get your

think of Twitter as the glue that binds the

your tweets as status updates, so when you post

clients to join in, you’ll need to promote it, so

blog and Facebook together. When I’m out

a link about your latest blog entry, the message

make a blog post showcasing your Facebook

and about and have a thought or experience

automatically goes to Facebook and appears

fan page. Tell readers that when they become

worthy of sharing, I send text about it to

in the newsfeed of all your friends. If your posts

a fan of your page, you’ll post four images

Twitter, and maybe a picture. The text can be

are worth the viewers’ time and attention,

from their session—after they place an order

no longer than 140 characters, so you’ve got

your fan base will grow at hyperspeed. I

—and that they may use one of them as a

to be concise and witty. “Tweets” cannot

profile photo on their page. Naturally, your

sound like sales pitches or readers will stop

logo will appear on the images.

following your updates.

We want our Facebook clients to be friends

We added two Twitter badges from

WHERE YOU’LL FIND ALLISON RODGERS PHOTOGRAPHY WEBSITE: http://www.allisonrodgers.com

on our personal page as well, so we can tag

twitter.com/badges to our blog. One displays

BLOG: http://allisonrodgers.typepad.com/blog/

them in the picture we post. Tagging is

my feed, titled “He Said,” and the other is

desirable because you can read the comments

my wife and business partner’s, titled “She

FACEBOOK FAN PAGE: www.facebook.com/ pages/Olive-Branch-MS/Allison-RodgersPhotography/59993319536

that are being posted about your image, and

Said.” Even if I haven’t made a recent

it makes it easy for viewers of the images to

update, our clients can still see what we’ve

TWITTER: http://twitter.com/JeffRodgers, http://twitter.com/AllisonRodgers

May 2009 • Professional Photographer • 37

PROFIT CENTER

P R O TA L K B Y DAV I D Z I S E R , M . P H O T O G .C R . , F - A S P

Don’t stumble, fumble, or fall before you book ’em

photography? Is there some aspect you need to polish up? Did your samples include a

12 Steps to the closing

wide range of images and are they arranged in an order that ensures good clarity and information flow regarding your products

The most important skill we need in business

commercial time, when you’re building that

and services? For more than 30 years, I’ve

is the ability to professionally present our talent

all-important relationship with your client.

been sitting down and reviewing my sales presentation to see what I could improve

my sales presentations, I’ve learned to be

important aspect at this stage is to listen to

upon for the next one. Only by constantly

eminently prepared, well rehearsed, and ready

everything the client says—the styles she likes

striving to improve your presentation can

when the client arrives. It’s a 12-step process.

and dislikes, the comments she makes that

you become a successful salesperson. I

1. Be sure the presentation area is impec-

help us see what she’s really looking for, and

cable. Have sample albums and other sales

cues on how we need to modify coverage to

and promotional tools where they need to be.

accommodate her. It is a bit like feng shui—

2. Be prepared to sit down and converse unhurriedly with the client once the presenta-

going with the flow to earn her trust. 10. Ask for the sale. After reviewing the

tion begins. Avoid distractions and inter-

prices, listen attentively for

ruptions and let the show flow smoothly.

any objections, then ask for

3. Before the client arrives, take 10

process could take several

prepare. I make my best presentations when

columns to describe in detail,

I take a few minutes to review every aspect

so more on that later. You

of the job just before the client arrives.

need to find out what the client is thinking: Is she

warmly, offer refreshments, begin a conver-

impressed with your work?

sation. Invite guests to look around at the

Is the cost within her

portraits on the walls before seating them.

budget? Exactly where

5. When I invite clients to have a seat, it’s

is she right now in her

not just any seat, but the ideal seat for them

decision making?

to enjoy my presentation. I need to be able

Asking for the sale

to make eye contact without straining and

gives you that infor-

to easily reach presentation tools.

mation immediately.

6. Encourage conversation about the big day.

11. After closing the sale, which hopefully

We talk about the couple’s plans and the impor-

you do, reassure the client that she’ll have a

tant details, and we make suggestions for

set of beautiful wedding images, and that

other vendors or confirm their existing choices.

you look forward to working closely with

7. Listen attentively to every word and

her. Invite her to follow up with any changes

make notes discreetly. It’s vital for the client

or additional information that would help

to feel comfortable and relaxed, never like

you do the very best job.

you’re trying to sell something. 8. Now I segue into my philosophy about

12. After the client leaves, come back into the studio, sit down, and reflect on how the

weddings, and how I feel as I’m photograph-

presentation went. Were you enthusiastic

ing one. This is essentially your personal

about how you presented yourself and your

38 • www.ppmag.com

David Ziser has launched a 58-city tour of his program, “Digital WakeUp Call: A New Dawn.” Visit digitalwakeupcall.com for times and locations. PPA members receive a $30 discount by entering promotional code DWCPPA09 when registering online.

the sale. The whole sales

minutes to get centered. Sit down, relax and

4. Be a good host. Welcome the client

©David Ziser

9. Show the client your samples. The most

©Getty Images

to potential customers, then close the sale. For

Professional Photographer

P R E S E N T S

Products, Technology and Services

What I like Jasmine Star counts on viral Web marketing What makes your workflow flow? Outsourcing. Keeping my business model simple and focused allows me to grow quickly. I outsource my raw processing, print fulfillment, album design, even my housecleaning! Now, if I could outsource making dinner every night … What’s the best equipment investment you’ve ever made? Nothing beats my Canon 50mm f/1.2 lens. It has helped define my style and I adore the crisp, silky images it produces. Little thing, big difference … I’m a natural-light photographer. In a pinch, though, the Sunpak Readylite 20 video light is awesome. It provides lovely light and costs about $35. It’s been a lifesaver so many times! Has a piece of equipment ever changed the way you approach photography? The Canon EOS 5D and the 5D Mark II are amazing. The minute I started shooting with the 5D, I felt like the world turned from black and white to Technicolor. The full-frame sensor helped me see images differently. When it comes to software, I can’t live without … Showit Web. I create a custom slideshow after every job and send links to clients. They share the links and spread my name. This software has allowed me to keep my marketing costs to pennies. IMAGE BY JASMINE STAR WWW.JASMINE-STAR.COM

May 2009 • Professional Photographer • 41

THE GOODS

PRODUCT ROUNDUP BY ALICE B. MILLER

Want to ramp up your high school senior portrait sales? We’ve assembled a variety of items to make your packages more distinctive and appealing to teens and their parents.

PHOTO JEWELRY

Super senior add-ons PHOTO DISPLAY

remote control, an alarm, clock and calendar,

Presentation is every-

up to 512MB internal memory, and software

thing. Shake things

that reduces photo files to maximize storage

up by showcasing

(2,000 to 6,400 images). The new thin, clear

seniors’ favorite

10.4-inch Pandigital PanTouch model has

photos in glass-,

touch-technology. The super 15-inch model is

mat- and framefree FOTOFLOTS

the largest yet. Price range: $79.99 (7-inch

KIMBRA STUDIOS offers custom photo

frame) to $254.99 (15-inch frame).

products that students love wearing and sharing (www.kimbrastudios.com). The most popular

from sentiam (www.fotoflot.com). In the fotofl -ot

JOBO’s 15-inch Mirage L digital picture frame

teen items are the photo dog-tag necklace,

is a two-in-one attraction (www.jobo-usa.com).

the leather Taylor photo bracelet, and the pewter

magnetic mounting

Switched on, the frame showcases images on

photo belt buckles. Try offering a complimentary

system, images seem to float off the wall, shelf

its glass display; off, it becomes an elegant

belt buckle with a portrait package upgrade

or desk, with no glare or reflected light to

mirror on a wall or table. Frame model PDJ155

or a Taylor bracelet with a booking. Be creative

subdue the impact. The system accommodates

will keep senior year memories alive in an auto-

and watch your sales grow. These sterling silver

vertical, horizontal, even panoramic image

matic slideshow. With 1GB internal memory,

products are waterproof. Price: $14 to $260.

formats, and is ideal for collages, too. In

it stores up to

dorms and dens, teens will love the

4,000 images.

PLANETJILL offers

clean look, light weight and easy

The device can

one-of-a-kind, water-

mounting. Price: $50 (7.5 x 10-inches)

be set to

proof, sterling silver

to $235 (20 x 30). For info on the

display still

and 14K gold treasures,

professional photographer program,

and thumb-

showcasing the faces

e-mail [email protected].

nail views, a

of family and friends

calendar

(www.planetjill.com).

and a clock,

Teens will love the

PANDIGITAL photo frames combine

and offers transition

heirloom look and feel

effects, image rotation and zooming. Price:

of necklaces, bracelets,

$359; also available through Adorama.

key chains, belt buckles,

contemporary display technology and classic design (www.pandigital.net). Made to display digital

and money clips. A

photos, slide-

44 • www.ppmag.com

two-piece locket neck-

shows and video

It’s easier than ever for parents and teens to

with audio, the

have digital files made from their existing

lace was recently featured in People magazine.

frames include

family photo prints to populate these digital

Price: $12 and up; most sterling jewelry $50-$150.

program-

frames. Two companies that make the

mable on/off

process simple and affordable: SCANDIGITAL,

function,

www.scandigital.com; and SCANCAFE,

image zoom,

www.scancafe.com.

Alice B Miller, of Plum Communications (www.PlumComm.com), is a freelance writer and editor on Long Island, New York.

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THE GOODS

PRESS-PRINTED PRODUCTS

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WHITE HOUSE CUSTOM COLOUR

for life’s special occasions, introduces a fresh

offers press-printed graduation announcements,

collection of graduation photo announcements

invitations, and thank-you cards (www.whcc.com).

(www.phototidings.com). Combine your seniors’

Cards are available in various sizes in flat and

portrait photos with PhotoTidings designs to

folded styles, wide-format and tri-fold styles, and

create custom-printed items that celebrate the

the popular accordion fold. White House books,

high school years. The easy-to-use templates are

available in seven sizes and eight cover options,

available as Photoshop files or as dedicated

make a big hit as personalized guest registers

files for digital printing systems, such as Express

at parties and as customized yearbooks with

Your seniors will be drawn to Elegant Grunge,

images of the senior’s choice. Printed bookmarks

the brand-new collection of looks and effects

are a popular party favor, and senior business and

from GRAPHIC AUTHORITY, designers of

rep cards are perennial favorites. Price: $12 to $122.

drag-and-drop templates and design elements for Photoshop (www.graphicauthority.com). Graphic Authority helps you create composites from edgy to classy, for photobooks and folded cards, customized to individual tastes. Prices start at $79.95. (Save 20 percent when you mention promo code PPA20.)

46 • www.ppmag.com

Digital (www.expressdigital.com). Price: $30.

GO T PPMA O G.CO TO EN M TER

©Heath er Smit h

ENTRIES & JUDGING: We’re looking for an image that is representative of the work you sell your clients—portraits, weddings, commercial, sports, events, etc. Images will be judged on technical and artistic merit. Helping Professional Photographer magazine editors choose the best entries will be guest judge Helen K. Yancy, M.Photog.M.Artist.MEI.Cr., Hon.M.Photog., CPP, F-ASP, Hon. F-ASP, the chairman of PPA’s Print Exhibition Committee.

winner will be awarded prizes from our cover photo contest sponsors, Bogen Imaging, Canon, Kodak, Emotion Media, and White House Custom Colour. Prizes will also be awarded to second-, third-, fourth- and fifth-place winners, and as many as 20 entrants could receive prizes with an honorable mention.

DUE TO THE HIGH VOLUME OF ENTRIES RECEIVED IN 2008, ENTRIES FOR THIS YEAR’S CONTEST WILL BE LIMITED TO ONE IMAGE PER ENTRANT.

HOW TO ENTER: Go to www.ppmag.com to enter. Only digital files will be accepted. Print images and e-mailed images will NOT be accepted. Upload your electronic images to www.ppmag.com.

PRIZES: In addition to landing the cover of a 2009 edition of Professional Photographer, the

SPECS: Submit low-resolution images only, in standard digital formats (.jpg, .pdf, etc.).

Images should be 525x700 pixels; file size should not be more than 250k. A high-resolution, print-quality version (300ppi at 9x12 inches) must be available for print publication. OFFICIAL RULES: Go to ppmag.com for complete rules. SUBMISSION DEADLINE: MONDAY, JUNE 1

IMAGE RESIZING TUTORIAL AT PPMAG.COM We would like to thank our sponsors:

THE GOODS

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Materials as diverse as glass, anodized alu-

cameras with a custom design on the front,

versions are really unique.

minum, wood, metal, rubber, fabric, leather, and

loaded with a slideshow of images for

GOBOBBLE uses tech-

stone can become stunning senior keepsakes.

download (www.theflip.com). The designs are

nology that transforms

Personalize an iPod, BlackBerry or camera

printed, not glued, onto these pocket-size,

flat photos into realistic

cases, decorate stereo speakers, engrave

featherweight recorders,

3-D renditions of the sub-

portraits into marble tiles, or add friends’

which plug into any Mac or

ject (www.GoBobble.com).

names to wooden and acrylic frames. Lease-

Windows computer. Teens

The bobblehead bodies

to-own equipment options available. Price

can choose designs from the

can be customized with

starts at about $10,000. I

Flip gallery or images the

cars, sports themes or

photographer uploads. You

pastimes. GoBobble e-

might allow seniors to bring

mails a photo of the bobblehead for your

in a memento to be photo-

client’s approval prior to shipping. Price: $89

graphed during the portrait

to $339.

session and printed on their custom Flips. Price: Flip Mino

With VersaLaser from UNIVERSAL LASER

$179.99; Flip MinoHD $229.99.

SYSTEMS (www.ulsinc.com), you can trans-

May 2009 • Professional Photographer • 49

THE GOODS: PRO REVIEW

Dynalite’s Road Kit goes where you go, gets the job done, and is reasonably priced. BY ELLIS VENER

Light for the road DYNALITE RK10-2303 2-PACK/3-HEAD ROAD KIT

Dynalite has a solid history of making

compact umbrellas, sync cables, AC cords,

compact, lightweight and dependable lighting

and a handsome padded Codura carrying

gear for fast-moving wedding, portrait and

case with a heavy-duty zipper.

Instead, you change settings with rocker

corporate photographers. In Dynalite’s new

Though this is hardly a no-frills kit, its

switches, and there’s only one knob to turn.

Road Kit series, the most powerful system,

design is more straightforward than costlier

The controls feel sturdy and aren’t likely to

the RK10-2303, comprises two 1,000-watt-

systems. There’s no digital power readout

be changed accidentally, and when you want

second (WS) RP1000 packs, three RH1050

promising 1/10-stop control, and no built-in

to use radio triggering, you plug an external

convection-cooled heads, three 40-inch

wired or wireless remote power settings.

receiver into the sync jack.

©Ellis Vener

The RP1000 pack is small, less than 6 x 7 x 6.75 inches, and weighs just 5.9 pounds. Atop the dark gray pack are the controls— clearly marked in white—the head connections, and a nice-sized handle. The threeposition power switch (on/model on, power off, on/model off ) is red. There are no separate brightness controls for the modeling lights. The three arc-proof outlets let you connect or disconnect flash head cables on the fly. The A channel has one head connection, the B channel the other two. The energy distribution can be either symmetric (the two channels combined with equal output to all connected heads), or asymmetric (500 WS available per channel). With a single head connected to the pack, the energy range is 1,000- to 33WS, depending on how you set the channels’ power switches and use the variator. The variator reduces power in 2/10-stop increments over a two-stop range. In the asymmetric ratio mode with a head

Taken at Daddy Dz's BBQ and Blues Joynt in Atlanta, using the RK10-2303 Road Kit, Nikon D3X and Nikkor 24-70mm f/2.8G lens. Model: Kia Presley.

50 • www.ppmag.com

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THE GOODS: PRO REVIEW

connected in each channel, the ratio options

The kit’s one problem for me was the lack

the right of the camera. To get the fill-to-

are 1:1, 1:2 or 1:4. The exactness of the

of a handle on the head. Convection-cooled

key ratio I wanted, I had to add a layer of

illumination ratios will depend on the

heads get hot, especially when you’re shooting

diffusion across the open face of the fill

relative proximity of each head to the

fast at full or near-full power, and even hotter

light umbrella. I set up the other pack and a

subject, and how you modify the light.

when used with a grid spot or a soft box,

third head outside a window, aimed across the back of the enclosed patio.

Pack recycle times are short, from 1.4

which trap heat. You need to wear gloves or

seconds at full power, and the average power

let the head cool down before changing its

draw is 14 amps. You can set the unit to

angle or removing it from a stand. Using the

RK10-2303 proved to be a robust performer.

beep when it’s fully charged. Although the

head with softboxes, despite the heat buildup,

With a virtual lack of color shift at different

kit lacks a built-in PocketWizard receiver

the heads never shut down during a long

power settings, no color shift between frames,

(found in more deluxe Dynalite packs),

During my month with it, the Dynalite

day of shooting group and single portraits.

consistent output, short flash duration,

there is a built-in Wein Slave Eye for either

In my portrait shoot at a local BBQ

compact size, tidy design, large range of

optical or infrared triggering, though you’ll

restaurant, two heads and one pack served

compatible OEM and other light modifiers,

have to manually switch between standard

as the key and fill lighting. Each head was

and its user-friendly handling, this model

sync connection and slave mode.

equipped with one of the three collapsible

sits near the top of the line in its class of

40-inch umbrellas included in the kit. With

moderately priced electronic flash gear.

cooled rather than fan cooled, is equipped

the key light coming from high up and to

Dynalite Road Kits make a solid foundation

with a UV-corrected flash tube rated for

the left, I put the fill light low and just to

for you to build on. MSRP: $3,332. I

The 2-pound RH1050 head, convection-

2,000WS, and a 150-watt quartz-halogen modeling light. The flash tube is integrated into a 140-degree wide-angle reflector, perfect for use with umbrellas, and produces a beam wide enough to evenly cover most soft boxes. The flashtube assembly fits down into the epoxy-resin-coated aluminum head body. The head, about the size and shape of a half-pound coffee can, has a robust stand mount on one side. The raised ring that circles the head is designed to hold light modifiers in place. Like the pack, the head’s design is all business. By incorporating the flash tube into the built-in reflector, Dynalite makes it simple to swap out the flash tube —in the unlikely event of breakage—without touching the tube itself. Most important for working efficiently, unless you use an external light modifier, there’s no reflector to attach or remove during setup and breakdown. Just put the head on a stand, take the flat head cover off, add the umbrella, plug it into the pack, plug the pack into a 110-volt electrical outlet, turn on the unit, and go. This design is for photographers with better things to do than fussing with gear.

52 • www.ppmag.com

TESTING I tested the kit components in the studio to check color temperature, flash duration, output level control and, most important, the consistency of all three. These tests were made with a single head using the included 40-inch translucent (with removable black backing) umbrella. I adjusted head-to-target distance so that at full power, a Nikon D3X set to ISO 100 exposed a test target at f/16 according to a Sekonic L-558r meter in incident mode. I made sets of 20 exposures spaced 6 seconds apart. Output between each set was reduced by half (1,000-, 500-, 250-, 125-, 63-, and 31.5WS) and after each set I opened the lens aperture by 1 stop. Flash duration and color temperature were measured using a Broncolor FCC meter. The FCC reads flash duration at the t0.1 standard, and I calculated the shorter t0.5 flash duration from that*. At full power (1000WS) average t0.5 flash duration was 1/525 second, which

nearly matches Dynalite’s claim of 1/600 second. At 125WS, the t0.5 was down to a little less than 1/4,300 second, and at minimum setting (about 33WS) the t0.5 was down to 1/9,900 second. Color temperature was very stable at all settings, averaging 5,700K +/- 50 Kelvin from the beginning of the testing to the end. Likewise, exposure levels were extremely consistent from frame to frame, and each time the energy level was reduced by half from the previous setting, the light output was reduced by a full stop. *There are two ISO standards for calculating flash duration (f.d.): t0.5 is the most commonly cited in advertising and manuals. It is the length of time an electronic flash emits light at 50 percent of the total output. The less frequently cited t0.1 standard is the period of time that a flash emits light at or greater than 10 percent of the full discharge of light. The t0.5 f.d. is one-third the value of the t0.1 f.d. For example: a t0.1 value of 1/200 second equals a t0.5 value of 1/600 second. If you are interested in knowing the real motion stopping capabilities of a flash you need to know its t0.1 flash duration.

THE GOODS: VIDEO

A simple introduction to the how and why of using video capture as a marketing tool.

Laforet both added videography after testing

B Y M AT T B A I L E Y

D90” at www.chasejarvisandfriends.com, and

Put video to work MULTIMEDIA ROUNDS OUT PROFESSIONAL PROMOTION

new DSLRs for Nikon and Canon, respectively. (See “Chase Jarvis and Friends Try the Nikon Laforet’s “Reverie,” shot with a Canon EOS 5D Mark II, at www.vincentlaforet.com.) A commercial photographer, Jarvis uses video to show art directors what it’s like to work with him and his team, and has posted videos to go with his and his staff ’s bios. “I use video as a rich and textured environment to show what really happens on a photo shoot,” he says. “When I started, I didn’t imagine that such a huge audience would connect with my videos. People were hungry to see what happened behind the scenes, and I learned that video is great for conveying ideas and telling a story.” Laforet’s video got 1.2 million hits in its first 72 hours online. With that response, he now uses video throughout his site and his blog. Both he and Jarvis are early adopters and proponents of video and cinematography. “A convergence is happening in the market, and advertisers are leaning toward the Web and away from print and TV,” says Laforet. “While many photographers are seeing a shrinking landscape in terms of magazines

Photographer Chase Jarvis has been hooked on video since his introduction to the Nikon D90. He’s since added video to his lineup of services, and uses it throughout his site to convey his team's personality to potential clients and art directors.

and newspapers being down, I am seeing a new avenue for my career to expand.” On the other hand, wedding photographer Emilie Sommer uses video on her website for

Photographers typically market themselves

time to consider video as a marketing tool.

marketing, but says she won’t be shooting video

in static media, but with the arrival of afford-

I’ve asked some of liveBooks’ most video-

herself (www.emilieinc.com). Hiring a profes-

able, high-quality digital gear and with the

savvy photographers to share their insights

sional videographer to capture client testi-

influx of new practitioners, differentiating

on how industry professionals are using

monials and her own bio has definitely paid off.

yourself requires more than just stunning

videos on their websites as a means to

images. You need to do something unique;

market themselves and their businesses, and

and grooms for the first time on the wedding

you need to make personal connections

how they are capturing, editing and hosting

day,” says Sommer. “I have a preview video so

with potential clients.

that multimedia.

that clients can see how I look and sound, and

Video capture with DSLRs or other

Photographers are using videos to showcase

“I meet about 90 percent of my brides

get a peek at the studio and how I work. Video

recording devices can be a natural solution.

their bios, behind-the-scenes footage, client

gives them a sense of reality that still photo-

With more than 13 hours of video being

testimonials and sometimes as a part of their

graphs cannot provide. I also have three client

uploaded to YouTube every minute, it’s

lineup of services. Chase Jarvis and Vincent

testimonial videos. People often make decisions

54 • www.ppmag.com

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THE GOODS: VIDEO

emotionally, not intellectually, and these videos are one more way to help me connect.” Despite all the talk about video-capable DSLRs, it’s important to note that these cameras are not a necessity when it comes to shooting great video for your site. As Sommer points out, though the technology is readily available, not everyone has the eye, the skill or the knack to produce effective videos. Even rough footage from a Flip Video or a Web cam can be used effectively in the right context. There are a number of ways to capture video, so choose a method that’s appropriate to what you intend to accomplish. Capture aside, editing—which isn’t always mandatory—and uploading video to a website is often a daunting task. How you edit the video depends on how you want to portray your brand. An unedited bio video shot with a Web cam may give potential clients a casual view of who you are as a person, but does it convey your professionalism? Photographers who do the editing themselves tell me they like to do it with iMovie, Final Cut Pro or Final Cut Express software. “We do ours in Apple Final Cut Pro,” says Jarvis, “but the Apple iMovie application that comes with every Mac computer is killer, too. It’s slick and easy—you just cut the stuff together and the job’s done for the cost of the camera alone.” As to hosting and uploading your video, it’s a good idea to talk to your Web provider about bandwidth and the options they offer. The larger the video and the greater its quality, the greater the bandwidth needed to play it. There’s often a fee based on the amount of

Top: Wedding photographer Emilie Sommer uses testimonial videos on her website to give potential clients a sense of what to expect when working with her. Below: Uploading video can be as simple as uploading photos. Talk to your website designer or Web provider about how much bandwidth you need to post videos.

bandwidth you use, and some providers might not be able to accommodate your needs. If that’s the case, look into free hosting options such as YouTube and Vimeo. Note,

who play it, you might look into using

ability to open new doors for your business

Amazon Simple Storage Service (S3).

and will undoubtedly make your website a

You don’t have to break the bank to use

however, that these sites compress video

video on your website. The most important

files, making them look over-soft. If you

thing is to know your brand and your audience,

require very broad bandwidth due to the

and make sure you put your professional

size of your video and the number of visitors

foot forward. Video most certainly has the

56 • www.ppmag.com

more effective marketing vehicle. I Matt Bailey, a fine arts photographer, is vice president of sales at liveBooks, a company that builds websites featuring marketing tools, including the ability to easily upload video (www.livebooks.com).

A blog brings your voice, style and personality to readers in a way that builds connections. With consistent effort and fresh styling, these photographers have turned blogging into a brand-building art form. ONLINE

By Jeff Kent

Blogs we love Professional Photographer’s FreshBlog ’09 winners

A

s the online world evolves, savvy business people are capitalizing on cyber media in innovative ways. For professional photographers, the Web log—blog—is a particularly effective promotional tool. Discovering how photog-

raphers are putting blogs to work was the idea behind Professional Photographer’s recent open blog contest for readers. The Arizona-based software firm Into the Darkroom (www.intothedarkroom.com) designed and facilitated the online contest, and 5,000 individuals voted for their favorite blog among 450 entries. When the virtual smoke cleared, there were three winners: Jasmine Star, Sarah Rhoads and Jodie Allen. We asked Into the Darkroom founders Anthony Ronga and Michael Sablone to cite the features of the top three blogs that make them exemplary. Business partners since 2001, Ronga and Sablone have read thousands of blogs. Their focus on online solutions for the photographic industry includes copious research on techniques that translate into better business. “The first thing people need to understand

©Jasmine Star

First-place winner Jasmine Star updates her magazine-styled blog daily with engaging posts and gorgeous photos. Her dedication to consistent quality has earned her an impressive following and 17 million impressions since she started in 2007.

60 • www.ppmag.com

PPA WEBINAR Jump-start the success of your own photography blog! Sign up for PPA’s upcoming June Webinar presented by Into the Darkroom’s Anthony Ronga and Michael Sablone. GO TO PPA.COM FOR INFO

ONLINE

©Sarah Rhoads

Sarah Rhoads’ horizontal-design blog has an immediate wow factor. It opens with the welcome page above, and scrolls horizontally to show her most recent photos and her consistently well written posts.

“Think of your website as a business card, and your blog as your handshake or voice. Both are valuable, but they serve different purposes.” — ANTHONY RONGA

62 • www.ppmag.com

is that blogs are uniquely blogs, and websites

lifestyle. She’s the top tier, so she has great

are uniquely websites,” says Sablone. “We believe

appeal as a blogger to photographers who

the blog is superceding the website as photog-

aspire to be there, too. Besides blogging

raphers’ dominant online presence because

every single day about business and clients,

you can post fresh information quickly and

she actually writes little stories. Sometimes

often, get reader feedback, and truly portray

they have nothing to do with photography,

your studio as a thriving business,” he says.

but they engage people. You can’t beat her

“Think of your website as a business

user base. Blogging since 2007, she has 17

card, and your blog as your handshake or

million impressions. That’s truly impressive.

voice,” adds Ronga. Both are valuable, but

AR: Build a brand and stand by it. I’m con-

they serve different purposes.

stantly trying to drive that point home with our clients. Jasmine does an excellent job of

FIRST PLACE JASMINE STAR JASMINESTARBLOG.COM

this. You can see her work anywhere and know it’s hers. Everything is very consistent. That’s why she’s the winner of this contest.

Anthony Ronga: Jasmine does a fantastic job with her content. She has an interesting-looking blog with a magazine concept. Everything is consistently done

SECOND PLACE SARAH RHOADS WWW.SARAHRHOADS.COM/BLOG

and visually unique. And let’s not forget that

AR: Sarah does a couple things really

she’s an unmistakably great photographer.

well. She understands her brand and works

Michael Sablone: Jasmine represents a

with it, and she produces great content.

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“The first thing people need to understand is that blogs are uniquely blogs, and websites are uniquely websites.” —MICHAEL SABLONE

photographers, which blog are you going to remember? Sarah stands out as a great photographer with a great personality that comes out in her writing. She puts a lot of time into her content. She has a solid brand, an interesting concept and good design. This was an obvious second-place winner.

THIRD PLACE JODIE ALLEN JODIFIED.TYPEPAD.COM MS: The strongest element of Jodie’s blog is the content. She shares personal stories, recipes, you name it. She embraces the image that says, “I’m a mother and I’m a photographer who understands kids.” People come to her for her photography, and maybe also because her tuna casserole recipe will blow your mind. AR: Talk about an emotional connection—she’s got it nailed. She has a Jodie Allen’s blog, Jodified, goes beyond business to let readers in on personal scenes from her life as a mother and photographer. Strong images help tell the story, and the audience keeps coming back.

tremendous, loyal user base. She produces awesome content that engages her audience and keeps them coming back.

MS: Sarah went out on a limb to do

concept is relatively new. It portrays a

MS: Jodie doesn’t have a custom blog,

something different. She’s trying to change

message of modern, clean and hip. Her

so she relies completely on her content

the perception of what a blog can do and

user base wants those things, so the layout

and her images, which are strong enough

how it can function. It’s not the first hori-

and design really resonate with them.

to stand on their own. That’s why she is a

zontal blog ever, but within this market the

64 • www.ppmag.com

AR: When you’re looking at a sea of

clear third-place winner. I

20 TIPS FOR CREATING YOUR OWN AWARD-WINNING BLOG

‘‘

Play to your strengths. Figure out what you’re good at when it comes to sharing information and focus on that.

’’

BLOGGING IS EASIER THAN YOU MIGHT THINK. GOOD TIPS: • Just write, about your experiences, your customers. You’ll generate traffic just by mentioning your clients. • Write new material at consistent intervals so readers will know when to return. If you say you’re going to write three times a week, do it three times a week. • Blog in bulk. If you’re strapped for time during the week, consider writing the content for several blog posts at once, then simply upload each at the usual intervals. • Play to your strengths. Figure out what you’re good at when it comes to sharing information and focus on that. • Manage your own traffic. There are several free hosted blog systems available, but with these, the host URLs get all your blog traffic and the search engine optimization you achieve through its content. Get that traffic and optimization for yourself on your own URL. YOU BUILT IT, WILL THEY COME? • Sites like Facebook, MySpace and Twitter are useful in driving traffic to your

5

ADVANTAGES TO HAVING A BLOG

1. As opposed to image-heavy Flash websites, blogs are highly searchable by Web crawlers. Produce blog content consistently and often, and you’ll grow the volume of its searchable text. 2. People tend to revisit blogs for updated material far more often than they do websites. 3. When the blog’s material is relevant and interesting, readers are highly likely to pass it around to others. 4. Photographers can express their personality in a blog and create emotional, personal connections with readers. 5. Blogs are an excellent way to connect and share with other professional photographers.

by an appealing design that’s consistent with everything else in your business, from signage to stationery to the studio’s website. 2. Innovative, unique and personal approach. 3. Interesting content that’s useful, entertaining, appropriately expressed and updated often to give readers a reason to keep coming back.

3

COMMON PITFALLS TO AVOID

1. Strong identity as a wellestablished brand, visually exemplified

1. Building a blog before building a brand. Like, who are you? Not only is it unproductive, it gives you an unprofessional image. 2. Posting too many large image files at a time will slow your uploading, choke readers’ bandwidth, and visually overwhelm visitors. Sure you’re excited about your latest shoot, but hard as it is to edit down your picks, please use some discretion. 3. Sparse or inconsistent postings kill blogs. It’s fine to blog only once a week, but make sure your posts are interesting.

blog. Use them to encourage your personal network to visit your blog and make comments. When you post content and updates on these sites, include links to your blog. • Share your insights and participate in online photography forums and refer people to your blog for further details. • Use Google Analytics and similar services to get traffic counts. That helps

you see where people are logging on from, what your most popular topics are, and whether people are reading your blog. • Use old-fashioned networking— talk to people about your blog. Ask clients what they’re interested in reading, and let your blog reflect those interests.

3

ATTRIBUTES OF A GOOD BLOG

Your website is your most wide-reaching marketing tool. Take a look at how these photographers have used innovative Web design to make clients’ first impressions both favorable and long-lasting. ONLINE

By Curtis Joe Walker

Web smarts

PORTRAITS ARE KIDS STUFF

5 Lessons you can learn from great pro websites

of his business, Playbox Studios. The site’s all

Bradley K. Ross went to ShowitFast for a site design to encapsulate the spirit and personality about attracting kids to his high-energy, fun-

A

n outstanding website is key to staying competitive in photography. A successful site delivers the right message, appeals to your desired

make. Design firms know how to take advan-

filled studio; along with a portfolio of portrai-

tage of search engine marketing; the best

tures, the site showcases the studio itself. Also

looking site in the world isn’t worth a dime

featured, a full menu of photo packages, an

if no one can find it. Photographers also

online booking feature and a predominant sense

clientele, and makes your pho-

need an easy-to-update framework so that

of humor. Business is business, so the site fea-

tography stand out from the

keeping the site’s content fresh isn’t such a

tures as well a clear statement of studio policies.

crowd. Hiring a professional design firm to help create

your site is one of the best investments you can

© Beekay Biz Inc, dba Playbox Studios

66 • www.ppmag.com

daunting chore that it never gets done. Adobe Flash has become the de facto standard for designing rich multimedia sites.

Website: www.playboxstudios.com (www.showitfast.com)

©J. Garner Photography

Website: www.jgarnerphoto.com (www.bigfolio.com)

Photographers are good at designing a website to attract a particular clientele, but seldom do you see such successfully targeted execution.

SIMPLICITY SELLS Carisa Chee worked with Photoidentities to create a site for her flourishing wedding photography business. The site’s look is clean and appealing, and the continually changing portfolio of images are accompanied by a moodenhancing customized soundtrack. The site includes a password-protected proofing area, client testimonials, a customer interest form, and a blog. Chee uses the blog to showcase

opportunity to ask them questions about their

links to Garner’s specialities—family, wedding

images that aren’t necessarily a perfect fit

needs, and tell them how she can fulfill them.

and commercial photography and videography —his blog and his Boda lens bag retail

with the portfolio, but do show her versatility, and give insights into her personality. The

PHOTOS TELL THE STORY

company. In the site’s wedding area, the roll-

open-ended pricing structure on the site gives

Jim Garner worked with BIG Folio to show-

over navigators to Style, Motion and Stories

potential clients an idea of how Chee’s services

case his talents as a wedding album designer,

are politely tucked behind the dramatic splash

could fit their budgets, without over-compli-

as well as an outstanding wedding photog-

image. Garner shows off his skill behind the

cating things with a comprehensive menu.

rapher. Short on words, there’s little on the

camera as well as his skill in storytelling. An

This strategy also obliges prospects to contact

site to distract viewers from the images.

unusual feature of the site gives clients the

Chee for specific information, thus giving her an

Visitors are greeted by navigation page with

ability to choose a lo-res sample image to

©Carisa Chee Photography

e-mail to friends and family so they can participate in choosing the photographer.

MAKING IT PERSONAL Wedding photojournalist Grant Oakes also heads the website design venture, Tafota. The About page on Oakes’ site includes his bio and an attractive family photo to personalize the business and to show that he shares clients’ interest in marriage and family. The look of the site is uncluttered, well-organized and concise, conveying just enough information to persuade viewers to phone him for more. Oakes’ uses his blog to tell what’s going on in his life, such as his

Website: www.carisachee.com (www.photoidentities.com)

May 2009 • Professional Photographer • 67

ONLINE

Image ©Karen Rubin

Website: www.grantoakes.com (www.tafota.com)

upcoming seminars and trade show appearances. It gives potential clients a peek behind the curtain at a person they could entrust to document their momentous occasion.

TWO PARTNERS, ONE VISION Geoff White Photographers is the team effort of shooters Geoff White and Kelvin Leung. They worked with liveBooks to create a site that shows off their wedding photography, with a separate portfolio for each photographer. Splitting the portfolios shows clients how the two styles differ, yet reflect a consistent approach to capturing the special day. Details on the site include

shooting in raw format. In their San

examples of how they work, from start to

testimonials, descriptions of their packages,

Francisco Bay Area market, where technical

post-production. It’s refreshing to see

services and equipment, and the benefits of

expertise is assumed, such details help

photographers unabashedly showing the

engage their audience. They even provide a

metamorphosis of a capture from tech-

slideshow demonstrating numerous

nically correct to completely stunning. I

Website: www.geoffwhite.com (www.livebooks.com) ©Geoff White Photographers

FINDING YOUR

BLUE OCEAN

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“An informative and dynamic speaker, Kevin’s presentation taught me how to focus on my goals, gain a competitive edge, and discover how to develop my studio’s business strategy.” Robert J. Trenske, RJT Pictures LLC, Bridgeport, CT Tough economic times call for action. This workshop is designed for you to take a hard look at your studio. You will walk away with a clear idea of what changes you can make tomorrow. This interactive workshop, led by Kevin Casey, CEO of Collages.net, is designed for studios that are committed to being successful.

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REGISTER TODAY: www.collages.net/BLUE $19 online ($39 at the door). Every attendee will receive a $50 Collages.net product credit. Limited to 75 participants per city.

In 2003, Graham Wilson’s Vision Photography was almost out of business. Last year, the studio’s incentive program brought in more than 800 senior sessions, topping out gross sales at $1.1 million. SENIORS

By Jeff Kent

A

bout six years ago, photographer Graham Wilson and his wife, Annemarie, decided it was time for him to open a senior portrait studio of his own. The Wilsons needed someone to handle the

crucial non-photography side of the business. Graham called Kellyann Foe, whom he’d worked with at another studio, and she agreed to become a partner in the venture, Vision Photography. Together, they leased an old house in Littleton, Colo., near Denver, and began to renovate it into the studio of their dreams. They immediately began booking clients on little more than their overflowing enthusiasm. Word of mouth spread, and the new studio logged 200 senior portrait sessions in its first season. The signs were encouraging, yet the business wasn’t developing as they’d hoped. “We were doing a lot of things the same way as everyone else in the business and getting positive feedback,” says Foe. “Clients liked us, but we just weren’t profitable.” “We weren’t distinguishing ourselves well enough,” adds Wilson. “We had aligned ourselves with what we thought would make us professional, but it just made us blend into the crowd.” By the end of 2003, Vision Photography was almost out of business. The partners

All images ©Graham Wilson

took on additional loans to stay afloat, realizing they needed to change everything

Breaking away How Vision Photography pulled ahead of the crowd 70 • www.ppmag.com

about their business. First, they envisioned how they wanted to be perceived by clients. Their focus on

senior portraits was already narrow, but Wilson and Foe wanted to specialize even further. They began with a marketing plan targeted at the socially elite high school kids in the area, the popular ones with the influence to drive business to the studio. Dubbed the Hottie Program, the plan is a senior ambassador incentive program offering discounts in exchange for participating and for making an early deposit. There are top hotties at each school, and group photo shoots and events throughout the year for participants. The kicker is the hottie nomination process: Vision Photography asks

“We really distinguish ourselves by our passion for our work. We love this studio. We love coming to work. The people we work with are like family. It’s a great environment that provides much inspiration.” —KELLYANN FOE

SENIORS

the current class of seniors to nominate hotties from next year’s class, playing up the desirability of the program and motivating kids to participate. “Kids are definitely not about saving money, so we knew the program had to have prestige,” Foe explains. “The most popular kids are nominating kids from the upcoming class. It’s like being nominated for the homecoming court. Even the guys get excited about it.” Hotties are encouraged to book their discounted sessions by June 1, and those key seniors start building the buzz. The day after, sessions at the normal rates are available to everyone. Done at the studio, the hottie group photos are an important element in the strategy. While the kids are onsite, the partners hand out gift certificates and info on specials. Wilson posts the photographs on Facebook and other popular sites, and that generates even more buzz in the high school community. Another key element is the Vision-

sponsored event for the Hottie nominees. The studio rents a space to hold the event, furnishes music and event T-shirts and puts on an impressive presentation for the nominees and their parents to explain the benefits of the Hottie Program. “You have to wow them so they won’t even consider going somewhere else,” says Foe. The response is incredible. This year there are well over 200 participants in the Hottie Program signed up and scheduled for senior pictures, all before June 1st. In the program’s first year, Vision Photography’s senior portrait bookings doubled to 400. With so many more sessions on the books, the partners needed to revise their sales methods. They’d thrown together low-, mid- and high-end packages,

LEARN

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®

SENIORS

each with a mix of images and accessories,

their total purchase amount grew too high.

making it too difficult for clients to make a

but with no real incentives for customers to

As for prints, clients preferred a variety of

choice. It was limiting their sales. We

bump up to the next level.

poses to a quantity of prints. Conclusion:

wanted our clients to walk away with a

Put all the essential poses in one package

solution and be completely satisfied.”

Working backwards, Wilson and Foe determined the desired sales average at

that clients just couldn’t turn down. As a

each level, then built the packages around

pleasant surprise, the all-inclusive package

the price list, which Vision Photography

that amount. The really good stuff went

spurred purchases of add-ons and

prints in-house and regularly adapts to

into the top package, and became very

accessories.

client demand. “During the initial inquiry,

effective incentives for choosing it over the lesser packages.

Versatility is an important component of

“We spoke to a lot of other photographers

we tell clients up front what choices fall into

about their pricing,” says Wilson. “Many had

their budget,” says Foe. “Don’t want to spend

Their customers loved frames and

price structures that worked against them in

a lot of money? We have an option for you.

accessories, but would drop them when

not having all the good stuff in one package,

Want the whole deal? We have an option for

love this studio. We love coming to work.

That mentality has allowed us to do

The people we work with are like family.

innovative things, grow our business

It’s a great environment that provides

smoothly, and become more successful.” I

much inspiration.” “It’s all about the culture of the business,” agrees Wilson. “There is no us the owners and them the staff. We’re all in this together.

To see more from Vision Photography, visit www.visionportraits.com.

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business plan, the studio saw a net growth of 101 percent. Working with PPA Studio Management Services, the partners developed strategies for continued growth, and in 2005, business grew by another 37 percent; in 2006, another 27 percent; 2007,

Speedotron purchases of $1,500 - $2,499

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another 38 percent; and in recessionary 2008, 14 percent. That year, Vision shot more than 800 senior sessions, topping out with gross sales of $1.1 million, an impressive figure for a small operation—just Wilson, Foe and only three other full-time employees, plus part-time seasonal staff for

Speedotron purchases of $2,500 and over

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the three to four really busy months. For Graham Wilson and Kellyann Foe, these smart business methods are a means to an end. Yes, to make more money, but also to find fulfillment in doing things their own way. “We really distinguish ourselves by our passion for our work,” says Foe. “We

2009 Rebate Program valid on purchases April 1 thru September 31, 2009. See your Authorized Dealer or visit our web site for more details.

w w w. s p e e d o t r o n . c o m 310 South Racine Avenue • Chicago IL 60607 • call us: 312.421.4050 fax: 312.421.5079 • e-mail: [email protected]

May 2009 • Professional Photographer • 75

Constant targets of media influence, today’s seniors are bombarded with images portraying idealized versions of teens. Underneath a collective bravado, real teens crave assurance they measure up. SENIORS

By Stephanie Boozer

W

ith high school seniors, one

thing you can count on is

their instinct for what’s in and

what’s out. Bombarded everywhere

with flashy advertising for just about

everything from sports drinks to

fashion, seniors are intensely targeted, and often with unrealistic imagery. It’s only natural that they want to feel like top models in their senior session, and be portrayed that way in their portraits. With her fashion-forward eye and haute couture shooting style, that’s what Michelle Moore, of Seattle, Wash., does for her senior clientele. Her portrait style is fresh and artistic, without being extreme or perpetuating idealized stereotypes. Working almost exclusively with girls, Moore employs a make-up artist at each shoot. She’s not going for superficial beauty, but helping the senior overcome the self-doubts typical of teens, and to appreciate their own unique features. “This is such an awkward age for girls,” explains Moore. “I want them to see how beautiful and amazing they are. It’s important to me to give them something they can cherish. I can show them a side of themselves they’ve never seen before.” Jenny Bowker, Moore’s main make-up artist, agrees. “I love working with high school girls because their natural beauty is so bright and fresh; they need very little

All images ©Michelle Moore

styling to get them camera ready. I see myself as an artist who helps showcase each

Stealing beauty Michelle Moore at the nexus of fashion and portraiture 76 • www.ppmag.com

senior’s personality and beauty, but the girl is the true star of the session.” Adds Moore, “These girls really appreciate

“This is such an awkward age for girls … I can show them a side of themselves they’ve never seen before.”

SENIORS

this experience. From beginning to the end,

raphy from her college days at the University

the entire journey of the photo shoot is about

of Washington and some work with

the experience of becoming an adult.” Having

modeling agencies, Moore found that her

a makeup artist helping to make the subjects’

love of fashion was ideal for senior portraiture.

skin look flawless saves Moore time in postproduction. Moore’s popularity in the Seattle area has

Moore engages senior reps in area high schools, and the job is now so sought-after that for the Class of 2010, she’s introduced

grown rapidly since she began shooting

a lengthy questionnaire to help her single out

seniors in 2007. Her first session was taking

the right personalities. Senior clients are also

senior portraits for a family friend. After she

coming in from Portland, Ore., and Moore

posted the images on her blog, it wasn’t long

plans to expand her market into California.

before seniors started calling to book her. “All of a sudden, all of these people were

Before a shoot takes place, Moore spends time getting to know the personality of the

Googling senior portraits and finding my blog,”

teen, helps her select several outfits, and finds

says Moore. “So, I jumped right into doing

out the general mood the client wants the

senior portrait photography and just fell in

portrait to convey. The sessions themselves

love.” With a background in fashion photog-

typically last about two hours. Moore likes

SENIORS

beautiful!’” says Moore. “Fashion magazines,

good to help a young person truly see how

movies and TV will always portray what

beautiful she is, inside and out.” I

they will, but we focus on our clients’ inner beauty and their own special personality. That’s why I truly love what I do. It makes me feel

View more of Michelle Moore’s senior portraits at www.michellemooreseniors.com and visit www.michellemooreblog.com.

MARKETING AND SELLING TO SENIORS BY GREG STANGL, M.PHOTOG.CR., CPP

to use two settings, one urban and one natural or outdoorsy. “I really try to engage with clients beforehand,” says Moore, who has pegged 15 to 20 locations around Seattle for senior sessions. “I try to pick the locations based on the senior’s style and personality. It’s so important to me to give each of them something special.” With clients from several private schools on her roster, and her fashion-oriented style, Moore usually doesn’t need to provide traditional yearbook-style portraits; those are usually done by the school’s photographer if the senior doesn’t skip them altogether. On the few occasions Moore does the yearbook portrait, her focus is still on the individual. “I get a lot of feedback from parents, like, ‘You really captured my daughter—she’s so

80 • www.ppmag.com

Today’s high school seniors fall smack in the middle of the Millennial Generation, aka Gen-Y, comprising about 80 million people born between 1981 and 1999. Broadly characterized, this Generation believes in its collective value, and in the value of the individual. They crave fresh ideas and challenges, yet they’re committed and loyal to people and ideals they believe in. Their perspective is global, and they feel motivated and able to effect change for the better. They are accustomed to multitasking, and they expect the immediate delivery of information. Gen-Y is sometimes called the “Trophy Generation,” in reference to a prevailing trend in school-age competitive sports (and other aspects of life): Games have winners, yes, but no losers. Everyone who plays deserves a trophy for participating. Baby Boomer parents have nurtured and protected this generation, tried to provide for their every emotional, educational and physical need. They have praised and rewarded their children. As a result, these kids have high expectations of continuing to be recognized and rewarded, even for minimal effort. This is a coddled generation; parents will do what they can to make them happy—is that opportunity knocking? This generation assertively seeks feedback, responsibility, and involvement in decision making. Seniors expect to be

an active participant in the senior photo shoot. They’re used to being photographed by parents and friends, and they’re looking for something different. That’s a huge opportunity for a professional photographer who can give them photographs they can’t get anywhere else. Ask their opinions on backgrounds and poses, and involve them in the session planning. Gen-Y are in constant communication with one another. If they’re not phoning or text messaging they’re communicating via Twitter, Facebook or MySpace. They love to blog about their life, and they illustrate their stories with images. That’s your cue—offer packages and incentives that include a usage license to post some of your signed images on their pages. Why? In June 2006, MySpace was the most popular social networking site in the United States, and two months later Facebook announced the opening of its 100 millionth user account. The number of users has grown exponentially since then. What an incredible opportunity to get mass viewing of your images. I believe that today’s youth will continue to seek professional photography that engages them, and will fully appreciate its value.

Greg Stangl’s The Village Photographer is in Aurora, Ill. Find info about his upcoming seminars at www.prospeak1.com.

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www.digitalwakeupcall.com or call 800-292-2994

The Smiths guide seniors to think beyond fashion. The goal is to capture a classic portrait for the parents, and provide fun and trendy photo products for seniors and their friends.

double

All images created by Julie Eckert and Sarah Smith, Kent Smith Fine Portraiture

shot

Senior portraits don’t have to become epic battles between kids and parents. By finding common ground, everybody wins—especially your studio. BY STEPHANIE BOOZER

Kent Smith, M.Photog.MEI.Cr., and wife and partner Sarah Smith, M.Photog.Cr., have seen many a trend in senior portrait photography in the last 25 years. They’ve seen fashion spin full circle, and social paradigms shift. Yet while today’s style epiphany becomes tomorrow’s faux-pas, one constant remains: Parents want really good pictures of their kids as they are, pictures that will look beautiful hanging on the wall 20 years from now, rather than a dolled-up, Photoshop facsimile. From their studio in Pickerington, the Smiths, along with the studio’s lead senior photographer, Julie Eckert, focus on making both the seniors and the parents happy. The key, they report, is marketing to the senior—

‘‘

We know for sure that these kids are the gatekeepers to let us in. The parents want to go with what the kids really want, and once they’re in, we keep in mind that the parents are the ones holding the checkbook. 86 • www.ppmag.com

All images this page ©Kent Smith Fine Portraiture

The Smiths have a dedicated delivery room in their studio where clients pick up their orders. Ledges on the wall holds various products and an easel displays wall portraits.

KEEPING UP WITH THE SMITHS: 4 SMART STRATEGIES Tell them they’re important. At Kent Smith Photography, all interactions are by appointment only, from pre-session consult to order pickup. Every client gets the photographers’ full attention. Making appointments also lets the photographers control what the clients see and that the impressions they take with them are golden. At the order pickup, all the components of the purchase are laid out in a display room, so clients can take their time looking at each print and frame. “We make it an event when they pick up their order,” says Sarah Smith. “We want every experience to feel as good as the day that they were photographed.” Personal service. From the senior’s name on a star posted on the dressing room door to having an order carried to the client’s car by Kent Smith himself and his offer to help with the installation, clients know they’re special and appreciated. After the purchase has left the studio, the studio follows up with the mailing of 88 • www.ppmag.com

a gift-wrapped thank-you present, such as a photo notepad or magnetic dryerase board, and a handwritten note. “We want the entire experience to be special,” says Sarah. “Whether we’re carrying in their clothes or offering them candies or water, they feel pampered.” Tailor-made. The Smiths tailor their sales approach to the circumstances of each family. If a senior is an only child, for instance, there’s practically no limit to the diversity of products they’ll want to order if you’ll only show them. If the senior is one of six siblings, one beautifully framed portrait for the home and small prints for the senior would be a practical suggestion. Sow the seeds. Whether it’s getting a senior back in for a family portrait or showing clients the most spectacular presentation of their prints, the Smiths are always working to cultivate future sales. When senior clients come for the post-session presentation, they see mock-

Top: Kent Smith installs the portraits in the client’s home as a courtesy. While he’s there, he‘ll scope out prime areas to hang family portraits in the future. He also photographs the room with the portrait in place to give new clients ideas during their consultation. Above: The studio's motto for seniors is “You are the Star.” The painted wall outside the seniors’ special dressing room reflects the theme.

ups of the senior products available to them. The parents see a collection of family portraits on the walls and start planning to come in with the entire family. “Our focus is on building relationships,” says Kent. “If you don’t do that, you’re just destined to not have return clients.”

“You are the star,” reads their slogan—then selling to both parties equally. It’s working, too. “We know that we have two clients with every senior session,” says Sarah. “The parent has an experience, too, and what we want to create for them is equally as important as what we give to the seniors. Please both the senior and the parent, and your business will thrive.” In their online galleries and marketing materials, the Smiths appeal to the fashion sense of seniors, in hip yet tasteful images that are more artful than trendy. The benefits of the senior-parent strategy are evidenced on the day of the shoot. The senior brings in three outfits, one of his own choosing, one parent-pleaser, and one for an outdoor setup, usually chosen with a few bilateral concessions. “It works beautifully,” says Sarah. “We haven’t set them up for a fight, but for an actual compromise. Now we can create something beautiful and timeless for the parents’ home, and something for the senior that’s more hip, using different lighting techniques and a stronger fashion approach.” In addition to leading to a much smoother shoot, this dual sales strategy boosts product sales. “I’ve talked to photographers only a few miles away who can’t sell wall portraits,” says Eckert. “But by pleasing our parents, we’re selling 20x24 canvas prints in custom frames. And the parents are smart enough to realize that our senior-pleaser shots will look good in a 16x16 collage, and they’ll get the looks that make the seniors happy. We approach every session with that in mind.” Every shoot includes capturing images that the senior will want to trade with friends and post on Facebook or MySpace, as well as classic three-quarter-length shots for large framed portraits. The result is a well-balanced session that makes everyone smile. “We know for sure that these kids are the gatekeepers to let us in,” says Kent. “The parents

want to go with what the kids really want,

marketplace—the kids who aren’t a size

and once they’re in, we keep in mind that the

zero and haven’t got perfect skin and hair.

parents are the ones holding the checkbook.” And while the Smiths keep a finger on

“If you tunnel yourself into the fashion look, you eliminate about three-fourths of

the pulse by studying the latest Urban

your market,” he says. “Most kids don’t fit

Outfitters and American Apparel ads, Kent

into that look. Instead of trying to make these

warns that too much focus on fashion

kids into something that they’re not, we

photography could actually prove counter-

work with lighting, clothing and posing to

productive. It alienates a percentage of the

make that person feel good about themselves.”

Kent Smith Photography is not a senior portrait factory. The photographers want to portray the unique personality of each subject, so they ask every senior to respond to a short survey about themselves before the session. Sarah Smith and Eckert find out their preferences in many areas, such as music, television shows, shopping venues and social activities. The information makes it easier to create a connection with the individual and make her more comfortable before the camera. “That’s where our heart is,” says Sarah. “We want to bring out the best in every single person, and give them an amazing experience so that they walk out of the door feeling better about themselves than when they walked in.” I Visit Kent Smith Photography online at www.kentsmith.com. Stephanie Boozer is a photographer and freelance writer in Charleston., S. C.

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Submit your organization’s convention, workshop, seminar or exhibition dates to Professional Photographer at least six months in advance. Editors reserve the right to select events to be announced on these pages, and to determine when announcements will appear. Editors are not responsible for conflicting or incorrect dates. For readers’ convenience, each event is identified by a code preceding its name: C=Convention, W=Workshop, S=Seminar, C/E=Approved PPA Continuing Education Seminar, E=Exhibit. Send all Calendar of Events additions or corrections to: Marisa Pitts, Professional Photographer, 229 Peachtree St., NE, Suite 2200, Atlanta, GA 30303; FAX: 404-614-6404; [email protected].

PPA Certification Exam May 8, August 7, October 9, 2009: Certification online image submission deadlines. For a complete list of exam dates, go to www.ppa.com and click on Certification.

Current Events June 14-15 S: PPA of Pennsylvania, Radisson Hotel and Conference Center, Camp Hill, Pa.; Scott Weldon, 610-641-9025; [email protected]; ppaofpa.org June 15 S: PPA Massachusetts, Crown Plaza, Natick, Mass.; Steve Meier, [email protected] June 21-23 S: Kentucky PPA; Lexington, Ky.; [email protected]; www.kypaa.com June 24 W: Connecticut PPA,Hamden, Conn.; [email protected]; www.ctppa.com August 8-12 C: Tennessee PPA, Marriott Cool Springs, Franklin, Tenn.; Ernie K. Johnson, 615-5095737; [email protected]; tnppa.com August 15-18 S: PP of Louisiana, Westin Hotel, New Orleans, La.; Dayna Ponthieu, 318-359-6633; www.ppla.net August 21-22 C: PP of California, South San Francisco Conference Center, S. San Francisco, Calif.; Roger B. Daines, [email protected]; www.prophotoca.com August 28-31 S: PP of Oklahoma, Reed Center, Midwest City, Okla.; Ken Helt, 405-372-2670; [email protected] September 18-22 C: Texas PPA, Arlington, Texas; Doug Box, 979272-5200, [email protected]; www.tppa.org

PPA STUDIO MANAGEMENT SERVICES WORKSHOPS Maximize your profitability and build your bottom line by attending one of the upcoming small-group business workshops. PPA members receive merits for attending. To learn more, visit www.ppa.com or contact us at 800-339-5451, or [email protected] May 16-17, Atlanta SMS 2-day Business Basics Workshops Ann Monteith & Mary Fisk-Taylor June 8-10, Atlanta SMS 3-day Business Workshop Ann Monteith & Lori Nordstrom July 18-19, Baltimore SMS 2-day Business Basics Workshops Carol Andrews & Ann Monteith 92 • www.ppmag.com

August 22-23, Dallas SMS 2-day Business Basics Workshops Carol Andrews & Doug Box August 24-26, Dallas SMS 3-day Business Workshop Ann Monteith & Julia Woods November 7-8, Atlanta SMS 2-day Business Basics Workshops Carol Andrews & Ann Monteith November 9-11, Atlanta SMS 3-day Business Workshops Carol Andrews & Ann Monteith

September 19-21 C: PP of Nebraska, Midtown Holiday Inn, Grand Island, Neb.; Teri Funk, 402-991-4413, [email protected] September 20-22 S: PP of Michigan, Crystal Mountain, Thompsonville, Mich.; Scott Green, 248-3185182; [email protected]; www.ppm.org October 4-6 S: PPA of Pennsylvania, Radisson Hotel and Conference Center, Camp Hill, Pa.; Scott Weldon, 610-641-9025; [email protected]; ppaofpa.org October 18-21 C: APPI, Decatur Conference Center, Decatur, Ill.; Jill Sanders, 309-697-9015; [email protected] October 18-21 C: Wisconsin PPA, Chula Vista Resort, Wisconsin Dells, Wis.; Carl Caylor, 906-7791535; Jim Nelson, 608-647-8180; Deb Wiltsey, 866-382-9772; www.wppa-online.org November 1-2 S: PP of Iowa, Airport Holiday Inn, Des Moines, Iowa; Chris Brinkopf, 563-578-1126; [email protected]; www.ppiowa.com November 1-2 S: Northern Light/MPPA Fall Seminar, St. Cloud, Minn.; Nicole Bugnacki, 763-390-6272; [email protected]; www.mnppa.com November 6-8 C: PP of Indiana, Marriott East, Indianapolis, Ind.; Terry Bateman, 317-253-6245; [email protected]; www.ppofi.org

Future Events January 23-25, 2010 C: PP of Nebraska, Grand Island, Neb.; Bob Alberts, 308-284-6471; www.ppofn.org February 5-6 2010 C: Connecticut PPA, Crowne Plaza Hotel, Cromwell, Conn.; Harvey Goldstein, [email protected] February 6-9, 2010 C: PP of Iowa, Airport Holiday Inn, Des Moines, Iowa; Chris Brinkopf, 563-578-1126; [email protected]; www.ppiowa.com February 7-8, 2010 S: PPA of Pennsylvania, State College Days Inn, State College, Pa.; Scott Weldon, [email protected]; ppaofpa.org

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PPA-APPROVED CONTINUING EDUCATION SEMINARS PPA members receive both merits and the best published prices. June-December C/E: Oregon Photo Safaris, Dwon Guvenir, 503-999-4321; www.oregonphotosafaris.com June 6-7 C/E: Spirit and the Soul Workshop—Zen of Photography, Dillon Beach, Calif.; 925-4629364; [email protected] July 12-16 C/E: Spirit and the Soul Workshop—Five Day Retreat, Dillon Beach, Calif.; 925-462-9364; [email protected] June 22 C/E: Michael & Tina Timmons “Refining Your Work”; Lexington, Ky., [email protected]; www.kyppa.com

February 18-21, 2010 C: Mid American PPA, Marriott East, Indianapolis, Ind.; Terry Bateman, 317-2536245; [email protected] February 19-23, 2010 C: PP of Michigan, Troy Marriott, Troy, Mich.; Scott Green, 248-318-5182; [email protected]; www.ppm.org February 19-24, 2010 C: Virginia PPA, Holiday Inn Select Koger South, Richmond, Va.; [email protected]; www.vppa.org February 26-March 2, 2010 C: Wisconsin PPA, Radisson Hotel, Green Bay, Wis.; Carl Caylor, 906-779-1535; Donna Swiecichowski, 920-822-1200; Deb Wiltsey, 866-382-9772; www.wppa-online.com

September 17-21, 2010 C: Southwest PPA, Arlington, Texas; Michael Scalf, Sr., 405-485-3838; [email protected]; www.swppa.com

February 5-8, 2011 C: PP of Iowa, Airport Holiday Inn, Des Moines, Iowa; Chris Brinkopf, 563-578-1126; [email protected]; www.ppiowa.com

September 25-27, 2010 S: PP of Nebraska, Grand Island, Neb.; Jes Galaska, 402-517-1436; [email protected]

February 23-28, 2011 C: PP of Ohio, Dayton Convention Center, Dayton, Ohio, Carol Worthington, 614-2286703; [email protected]; www.ppofohio.org

October 3-4, 2010 S: PPA of Pennsylvania, State College Days Inn, State College, Pa.; Scott Weldon, [email protected]; ppaofpa.org

March 4-9, 2011 C: PP of North Carolina, Sheraton Imperial Hotel, Durham, N.C.; Loretta Byrd, 888-4047762; [email protected]; www.ppofnc.com

October 31-November 1, 2010 S: PP of Iowa, Airport Holiday Inn, Des Moines, Iowa; Chris Brinkopf, 563-578-1126; [email protected]; www.ppiowa.com

April 2-5, 2011 C: Heart of America, KCI Expo Center, Kansas City, Mo.; Stephen Harvey, 620-624-4102; [email protected]; www.hoappa.com

November 14-15, 2010 C: PP of Ohio, Hilton Easton, Columbus, Ohio; Carol Worthington, [email protected]

Send additions or corrections to: Marisa Pitts, PPA, 229 Peachtree St., NE, Suite 2200, Atlanta, GA 30303; [email protected]

2009 PPA-AFFILIATED SCHOOLS PPA members receive merits and the bestpublished prices. May 31-June 4 Florida School of Photography, Daytona Beach College, Daytona Beach, Fla.; Teri Crownover, [email protected]; 800-330-0532; Marybeth Jackson-Hamberger, Director, mhamberger @comcast.net; www.fpponline.org May 31-June 4 Mid-America Institute of Professional Photography, University of Northern Iowa, Cedar Falls, Iowa.; Charles Lee, 641-799-8957; [email protected]; www.maipp.com; Al DeWild, Director, [email protected] June 7-11 Kansas Professional Photographer School, Bethel College, Newton, Kan.; Ron Clevenger, 913-2427710; [email protected]; www.kpps.com June 7-11 Illinois Workshops, Grafton, Ill.; Bret Wade, 217-2455418; [email protected]; www.ilworkshops.com

April 10-13, 2010 C: Heart of America, KCI Expo Center, Kansas City, Mo.; Stephen Harvey, 620624-4102; [email protected]; www.hoappa.com

June 14-17 Winona International School of Photography, Brown County State Park, Nashville, Ind.; Janell Spencer, 800-310-3460; [email protected]; www.ppofi.org

April 11-13, 2010 C: PPA of Pennsylvania, State College Ramada Conference Center, State College, Pa.; Scott Weldon, [email protected]; ppaofpa.org

June 14-19 Great Lakes Institute of Photography, Northwestern College, Traverse City, Mich.; Greg Ockerman, 313-318-4327; [email protected]; www.glip.org

June 20-21, 2010 S: PPA of Pennsylvania, State College Days Inn, State College, Pa.; Scott Weldon, [email protected]; ppaofpa.org

94 • www.ppmag.com

June 21-26 West Coast School, University of San Diego, San Diego, Calif.; Kip Cothran, 951-696-9706; [email protected]; www.prophotoca.com

June 28-July 2 PP Oklahoma School, St. Gregory’s University, Shawnee, Okla., Glenn Cope, 580-628-6438; [email protected]; www.pposchool.com July 12-16 Image Explorations, Shawnigan Lake, British Columbia; Don MacGregor, 604-731-7225; [email protected]; www.imageexplorations.ca July 13-16 Lamarr Williamson School of South Carolina, Columbia, S.C.; John Wrightenberry, 803-7812130; [email protected]; www.lamarrschool.com July 19-24 PPSNYS Photo Workshop, Hobart/William Smith Colleges, Geneva, N.Y.; Linda Hutchings, 607-733-6563; [email protected]; www.ppsnysworkshop.com August 2-6 East Coast School Photographic Workshops, Sheraton Imperial Hotel, Raleigh, N.C.; Janet Boschker, 704-567-0775; [email protected]; www.eastcoastschool.com August 3-6 Long Island Photo Workshop; Sheraton Hotel, Smithtown, Long Island, N.Y.; Jerry Small, 516-221-4058; [email protected]; www.liphotoworkshop.com August 16-20 Evergreen School of Professional Photography, Vancouver, Wash.; Sam Gardner, 360-961-2887; [email protected]; www.ppw.org Send additions or corrections to: Marisa Pitts, PPA, 229 Peachtree Street, N.E., Ste. 2200, Atlanta, GA 30303; [email protected].

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PPA today MAY 2009 President’s Message P e Ron Nichols, M.Photog.Cr., API :: 2009-2010 R 9 201 10 PP P PPA AP President

Developing a high school senior business can be a great way to expand. Many years ago (yes, I sound old), we jumpstarted our own business by moving into the high school senior market. I started photography producing multi-image (computer-controlled slideshows) and commercial photography. In 1985 we moved the business to a commercial location, and I actually had a “real” camera room. Then when we broke into the senior business, we had great success because we separated ourselves in the market with a unique style of photography. From 1985 to now, many things are the same…but the technologies and markets are very different. Seniors still want a fresh look and great customer service. What’s different is the fact that many more people can offer it. In today’s digital world, everyone wants to be a photographer. At weddings, the guests are using the same cameras as we are, and parents now have the digital tools, too. With that being said, we need to separate ourselves. During a conversation at Image Explorations, a PPA Affiliate School in British Columbia, Larry Peters really hit today’s solution on the head. His philosophy is to offer products and styles that parents and those just dabbling in the market can’t offer. It’s pretty simple when you think about it. With today’s digital cameras, just about anyone can get good exposure and focus. What they can’t do is see light and control it. Developing in-studio styles and looks will not only create desire in the market, but will send your images to the level that not just anyone can match. Couple that with viral marketing, word-of-mouth advertising, and some senior reps working the schools for you, and you can—with relatively low cost—start, expand, or renew your senior business.

It used to be that almost all seniors were photographed by a professional studio. That number has drastically dropped. You can help combat that drop by taking advantage of PPA educational offerings, like Webinars, to quickly gain insight into new styles, techniques, and ideas. The PPA Affiliate Schools are another great way to learn a lot in a short time. These schools take place all over the U.S., Canada, and even in the Bahamas! If you have never attended one, think of it like summer camp for adults. At these schools, you have the opportunity to spend a week with one instructor in a small class. The information you learn can be life-changing. I became involved in the affiliate school arena about 12 years ago, working to get the Great Lakes Institute of Photography (glip.org) off the ground in Michigan. As its director, I was able to see the excitement and learning firsthand. There are many great schools taking place throughout the year. Just visit the Education & Events section of PPA.com, and click on the PPA Affiliate Schools link. And while you are there, don’t forget to check out all the other educational offerings like Webinars, SMS classes, and more. The next thing you learn might cause your business (and art) to soar even higher. Follow Ron’s travels this yyear… visit http://blog.ronnichols.com.

Ron Nichols, M.Photog.Cr., API :: 2009-2010 PPA President

news from Professional Photographers of America — the world’s largest non-profit association for professional photographers | www.ppa.com

PPAtoday | May 2009 | news from Professional Photographers of America

IN-VISION ST

UDIO, INC.

by Angie Wi Wijesinghe, PPA Marketing Specialist “Always put your best foot forward.” That’s the most important marketing aspect to Barbara and Stephen Barry of In-Vision Studio, Inc. in Pittsburgh, Pa. “We are judged by our marketing first. If we can show the customer we pay attention to details there, it translates into a level of caring and service that will be directed toward them later.” Barbara and Stephen walked this talk in their own marketing last year, landing the AN-NE Marketing Award for Best High School Senior Campaign. In fact, that entry was In-Vision’s first real campaign for the senior market. Designed to catch the attention of seniors, this campaign included everything that a customer would need to know prior to their portrait session. Encompassing everything is a clear plastic mailer—In-Vision didn’t want anyone to doubt that there was something “cool” inside. Once opened, the five pieces display a variety of sample images, showcasing their campaign theme of “Express Yourself.” Included is a tri-fold postcard, a pricing booklet, a What Not to Wear Guide (designed like a composition book), an order sheet (as a guide), and a coupon. Rather than stuffing all that information into a single costly piece, In-Vision decided to keep them separate, making it easier to update and replace parts. A closer look at the pricing booklet shows the design and copy that caught the judges’ eyes. Along with images, the booklet is designed to look like notebook paper, complete with handwritten font and doodles in the margins. But those graphical treatments only enhance

the information provided, from In-Vision’s love of location portraits to cool gift ideas, Facebook slideshows, and questions to think about. The entire focus is how seniors can express themselves with In-Vision. The campaign’s effectiveness might owe something to the almost yearlong research. Not only did In-Vision research pricing, clothing explanations, and more on websites and in classes; they also used resources like the Student Marketing Group and a professional graphic designer. In addition, Barbara found Zipskinny.com, a free site where you can plug in a zip code to find the median income and more about an area. Then, Blossom Publishing helped size the pieces and handled the entire mailing. Most of those resources used in the planning and prepping came from recommendations. “Just be open. If I like someone’s work, I’m not afraid to ask them about it!” explains Barbara. “Creating these relationships with other photographers and vendors has been an incredible experience.” Her beliefs in the importance of relationships and putting your best foot forward unite in their graphic designer. Barbara met graphic designer Anne Lehman at a bridal show, entranced by the paper she had used in her invitations. She told Lehman this, then simply asked for help with their own wedding brochure. For the last five years, Lehman has worked with In-Vision on every design project, including the winning senior campaign.

Board Member Spotlight Ralph Romaguera, Sr., M.Photog.Cr., CPP, API, F-ASP :: PPA Member since 1970 :: Location: Metairie, LA Progress, growth, and change. Those are three goals people in the photographic industry need to work towards, according to Ralph Romaguera, Sr., owner of Romaguera Photography and a PPA Board member. “If you keep doing the same thing, nothing will change,” Romaguera comments. “My sons and I are always looking for new opportunities.”

Romaguera and his sons meet every Friday to brainstorm ideas for their three studios. For example, they have been considering the college market, which was previously untapped. Keeping an eye on opportunities is nothing new for these guys. When Romaguera started in photography, he did high-end portraits and weddings. As that market started to fill with more and more amateurs,

he saw the need for quality senior and school photography. “I still love portraits and weddings,” says Romaguera. “But [seniors and school photography] is how I feed my family.” In his mind, the new people in the industry cannot be halted—and who would want to? That’s how all photographers get their start. But beginning photographers don’t usually get into the school industry

news from Professional Photographers of America — the world’s largest non-profit association for professional photographers | www.ppa.com

© In-Vision Studio, Inc.

You will be judged by what you show, so DON’T SETTLE FOR SECOND BEST. Sh ttakes k my vision i i right i ht outt off my h d P l she h h “She head. Plus, has access to resources and skills that I don’t,” Barbara says enthusiastically. “You will be judged by what you show, so we don’t settle for second best. If you aren’t naturally gifted with design work, get help!” With that said, Barbara is adamant that every marketing piece is just that—a piece. Even this winning campaign is just a part of what keeps clients coming in the door, along with great service and a great reputation. And remember: no marketing piece can replace the need for a relationship with customers. That’s what brings the referrals. Barbara & Stephen Barry In-Vision Studio, Inc. – Pittsburgh, PA www.in-visionstudio.com www.avenueanne.com The annual AN-NE Marketing Awards competition recognizes outstanding ingenuity and effectiveness in real-world marketing endeavors. Named in honor of Ann Monteith and Marvel Nelson, both marketing gurus and past PPA Presidents, the competition is open to PPA members only. Learn more on the Competitions page at www.ppa.com

because it takes a significant amount of time, resources, and understanding of the business. To Romaguera, that creates a great opportunity for professionals. While looking for such opportunity is essential to reach those three goals above, it does not displace the need for education, business plans, and projection. In fact, Romaguera compares education to marketing. You don’t want to cut back on

either of them in times like today—they are ways to get ahead. “It’s important for piano players to play chords before a concert and for pro ball players to stretch and swing the bat before a game,” Romaguera explains, referring to education. “As a professional photographer, it’s just as important to keep learning. Being involved with different forums is a good way to do this, whether you try the OurPPA Forums or others.”

TIPS FROM IN-VISION STUDIO, INC. ON WORKING WITH A DESIGNER Regardless of what professional help you receive, the creation and vision must start with you. Barbara Barry explains her creative process this way: » Decide what pieces to make. » Pin down what you want to say (the message). » Look at non-custom pieces that are available. Think of ways to make them reﬂect your style (what will make it “cool”). » Pull out graphical/design items you like. Barbara collects fonts, photos, graphic elements, color combinations, and more. » Choose photographs to use. » Meet with graphic designer to brainstorm and explain vision.

In addition to education, he stresses the need for good business skills. Not only should you watch your bottom line, you have to make adjustments. To make that even more effective now, Romageura and his family check their business plans and projections weekly, so they can see where they are…and make cuts where necessary. “We’re in a hurricane of the economy now,” Romaguera says, remembering Katrina. “You have

to be aware. Just because people are walking into your studio, it doesn’t mean you are making a profit. You need to watch the numbers, the plan, to know and grow. And nothing is better than PPA and SMS to help with this kind of business education, understanding, and guidance.”

news from Professional Photographers of America — the world’s largest non-profit association for professional photographers | www.ppa.com

PPAtoday | May 2009 | news from Professional Photographers of America

Council Election Voting Council Election voting will take place May 15 – June 15. Visit www.ppa.com/about/council.php to download the election schedule, explanation, and more. Voting will occur via an electronic ballot system (one ballot per e-mail will be issued). Members will receive an e-mail with instructions and a link to the ballot. Votes will be tabulated automatically, and you will be restricted to voting only once.

If you currently share an e-mail, we encourage you to create your own address and add it to your PPA record as soon as possible, or call 800-786-6277. Only professional active, life & retired PPA members can vote. If you prefer a paper ballot, please e-mail Marisa Pitts, [email protected]. If you have any questions regarding the election process, please contact PPA at 800-339-5451, or e-mail [email protected]

Get Ready for Imaging USA…on OurPPA Registration is live, the location’s set, the hotel information is online, and more speakers are confirmed every day—that’s right, Imaging USA is in the works for 2010! Will you be joining your fellow photographers in Nashville for the most vibrant photographic convention and tradeshow? If so, find out which of your peers will be coming, and start planning! It’s easy to do on the OurPPA Forums because there’s an individual Imaging USA Forum section. Start (or join) a conversation and you might find a carpool buddy or a hotel roomie to split your costs even more: www.ppa.com/community/forums/

Don’t forget to register for Imaging USA and make your hotel reservations at the Gaylord Opryland Resort & Convention Center (just go to www.ImagingUSA.org ).

Afﬁliate School Spotlight GREAT LAKES INSTITUTE OF PHOTOGRAPHY June 14 – 19, 2009 Traverse City, MI Northwestern Michigan College Campus Contact: Greg Ockerman; 248-421-2184; [email protected] Website: www.glip.org Tuition: $800 (all-inclusive, please see website) Course Information: Learn from Michigan’s Top Shooters – Rod Gleason, Jeffery Corns, & Jackie Palmer The Art & Magic of Posing & Lighting – Hanson Fong Painter & the Art of Photography – Cheri MacCullum Learning to See: Blending the Art & Science of Photography – David Deutsch & Jim Churchill The Iron Kitchen of the Photography Studio – Kalen Henderson

Professional Lighting – Andre Costantini Photoshop: The Next Level (What You Say You Want to Know) – Al Auldeman The Senior Experience in a Digital Market – Elli Vayo Making Good Money in Photography – Michael Redford The Fine Art Side of Photography – Michael & Tina Timmons WEST COAST SCHOOL June 21 – 26, 2009 San Diego, CA Contact: Kip A. Cothran; [email protected]; 951-696-9706 Website: www.prophotoca.com/wcs Tuition: Starting at $775 (please see website) Course Information: It’s All in the Light! – Ken Sklute Burlesque: Maternity & Fine Art Figure Studies – Tammy Mars

In the Beginning…(Basic Posing & Lighting) – The Reinbolds Creative Views on Art & Portraiture – Arthur Rainville & Jennifer Hudson Retouch Like the Masters – Janice Wendt Intermediate/Advanced Photoshop – Suzette Allen Secrets to Dynamic Digital Art – Sherron Sheppard Shaping the Light (Intermediate Posing & Lighting) – Tim Meyer How to Be a Complete Photographer – Hanson Fong

Tuition: Complete costs listed on online registration form. Course Information: 5-Day Classes Mastering the Techniques – Hanson Fong Mastering the Light – John Woodward Corel Painter: The Artist Within – Jim Cunningham The Power of Digital Imaging – Robert O. Seat Jump Start: Professional Photography 101 – Kent Shirley, Ted Newlin, Ted Lane, Clem & Fran Wehner

OKLAHOMA SCHOOL OF PROFESSIONAL PHOTOGRAPHY June 28 – July 2, 2009 Shawnee, OK Contact: Dr. Glenn M. Cope; [email protected]; 580-628-2025 Website: www.pposchool.com

2-Day Class Power Up Your Business Clem and Fran Wehner 1-Day Class Seniors: The World is Our Playground – Rachel Williams

news from Professional Photographers of America — the world’s largest non-profit association for professional photographers | www.ppa.com

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LabTab

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WHERE THE PROS GO FOR THE BEST IN REPRODUCTION SERVICES

GO TO PPMAG.COM TO ENTER

May 2009 • Professional Photographer • 103

LabTab

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WHERE THE PROS GO FOR THE BEST IN REPRODUCTION SERVICES

LabTab ad specs: Ad size: 31⁄2” x 21⁄2 12x rate: $425.00 / 6x rate: $525 per month Sign a 12x contract and receive a double size feature ad twice during your contract year at no extra charge. Contact Bart Engels, Western Regional Manager, 847-854-8182; or Shellie Johnson, Eastern Regional Manager, 404-522-8600, ext. 279; for more information.

May 2009 • Professional Photographer • 105

LabTab

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WHERE THE PROS GO FOR THE BEST IN REPRODUCTION SERVICES

Buyer’s Gallery ad specs:

Ad size: 21⁄4” x 43⁄4

12x rate: $575.00 gross per month 6x rate: $625.00 gross per month Contact your advertising representative: Bart Engels, Western Regional Manager, 847-854-8182; or Shellie Johnson, Eastern Regional Manager, 404-522-8600, ext. 279; for more information.

May 2009 • Professional Photographer • 107

Buyer’s Gallery THIS SECTION IS THE MONTHLY RESOURCE PHOTOGRAPHERS USE TO FIND THE PRODUCTS THEY NEED. PUT YOUR MESSAGE PROMINENTLY IN FRONT OF INDUSTRY PROS AND START TURNING BROWSERS INTO BUYERS.

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PROFE SSIONAL

Adorama (www.adorama.com) . . . . . . . .71, 91, 93, 95 Advanced Photographic Solutions (www.advancedphoto.com) . . . . . . . . . . . . . . .104 Alien Skin Software (www.alienskin.com) . . . . . . . . .3 Albums Unlimited (www.albumsunlimited.com) . .108 American Color Imaging (www.acilab.com) . . . .47, 105 American Photo Resources (www.aprprops.com) . .113 ARK-LA-TEX Color Lab (www.altcolorlab.com) . . .103 Asukabook (www.asukabook.com) . . . . . . . . . . . . .55 B & H Photo-Video (www.bhphotovideo.com) . .82-83 Backgrounds by David Maheu (www.backgroundsbymaheu.com) . . . . . . . . . .108 Bay Photo Lab (www.bayphoto.com) . . . . . . . .53, 104 Bogen Imaging Inc. (www.bogenimaging.com) . . . .45 Boulder Pro Photo (www.lifetimeinfocus.com) & www.boulderprophoto.com) . . . . . . . . . . . . .103 Brightroom Inc. (www.backprint.com) . . . . . . . . . .105 Boucher Photography (www.theboudoirdivas.com) .24 Buckeye Color (www.buckeyecolor.com) . . . . . . . . .106 BWC (www.bwc.net) . . . . . . . . . . . . . . . . .42-43, 106 Paul Buff Inc. (www.white-lightning.com) . . . . . . . .35 CPQ (www.cpq.net) . . . . . . . . . . . . . . . . . . . . . . . . .39 Candid Color Systems Inc. (www.candid.com) . . . . .5, 107 Collages.net (www.collages.net/BLUE) . . . . . . . . . .69 Color Incorporated (www.colorincprolab.com) . . . . .103 Corporate Color/Prolab Express (www.prolabexpress.com) . . . . . . . . . . . . . . . .102 Contemporary Photography/J. Hartman (www.jhartman.com) . . . . . . . . . . . . . . . . . . . .110 Dalmatian Lab (www.dalmatianlab.com) . . . . . . . .107 Denny Manufacturing (www.dennymfg.com) . . . . .109

Digital Wakeup Call Tour 2009 (www.digitalwakeupcall.com) . . . . . . . . . . . . . . .81 Diversified Lab (www.diversifiedlab.com) . . . . . . .104 Dury’s (www.durys.com/discpainter) . . . . . . . . . . . .51 Express Digital (www.darkroomsoftware.com/prophoto.com) . . .12 ESS Data Recovery (www.datarecovery.com) . . . . .110 Fredericks Photo Lab (www.fredericksphotolab.com) . .102 GTI Graphic Technology, Inc. (www.gtilite.com) . . .108 Graphic Authority (www.graphicauthority.com) . . . .36 Group Photographers Association (www.groupphotographers.com) . . . . . . . . . . .104 Hallmark Imaging (www.hallmarklabs.com) . . . . . .105 Herff Jones (www.hjpro.com) . . . . . . . . . . . . . . . . .105 Imaging USA—Nashville (www.imagingusa.org) . .58-59 International Supplies (www.internationalsupplies.com) . . . . . . . . . . .46 JD Photo Imaging (www.jdphotoimaging.com) . . .106 Jelly Fingers (www.jellyfingers.com) . . . . . . . . . . . . . . . . .110 Kelby Training (www.kelbytraining.com) . . . . . . . . . . . . . .63 Kimberly Enterprises (www.kimberlyenterprises.com) . . . . . . . . . . . . . . . .104 Kubota Image Tools (www.kubotaimagetools.com) . . . .55 The Levin Company (www.levinframes.com) . . . . .109 Lustre Color (www.lustrecolor.com) . . . . . . . . . . . .106 MPIX (www.mpix.com) . . . . . . . . . . . . . . . . . . . . . .23 McKenna Pro (www.mckennapro.com) . . . . . . . .10295 Mamiya (www.mamiya.com) . . . . . . . . . . . . . . . . . .29 Meridian Professional Imaging (www.meridianpro.com) . . . . . . . . . . . . . . .Cover II Midwest Sports (www.midwestsportslab.com) . . . .103 Miller Professional Imaging (www.millerslab.com)18-19 Modern Postcards (www.modernpostcards.com/prophoto) . . . . . .108 Morris Group (www.themorriscompany.com) . . . . .110 NAPP (www.photoshopuser.com) . . . . . . . . . . . . . .73

National Direct Marketing Services (www.ndmservices.com) . . . . . . . . . . . . . . . . .109 Neil Enterprises (www.neilenterprises.com) . . . . . .30 Norman (www.normanlights.com) . . . . . . . . . . . . . .37 North American Photo (www.naphoto.com) . . . . . .107 Onlinephotofix.com (www.onlinephotofix.com/magpp) . . . . . . . . . .113 OnOne Software (www.ononesoftware.com/pp) . . . .6 Pacific Mount (www.pacificmount.com) . . . . . . . . .109 Perceptive Graphics (www.perceptivegraphics.com) .113 PickPic (www.pickpic.com) . . . . . . . . . . . . . . . . . . . .13 Pictobooks (www.pictobooks.com) . . . . . . . . .108, 111 PocketWizard (www.pocketwizard.com) . . . . . . . . . .31 Portrait City Lab (www.customcolor.com) . . . . . . .102 Post Prints & Design (www.poshprintsonline.com) 109 Profoto (www.profoto-usa.com) . . . . . . . . . . .Cover IV Pro Photo (www.prophotoimaging.com) . . . . . . . .102 Quantum Instruments Inc. (www.qtm.com/pro) . . . .25 Reedy Photo (www.reedyphoto.com) . . . . . . . . . . .107 Renaissance Albums (www.renaissancealbums.com)110 Simply Canvas (www.simplycanvas.com/TheBest) . .51 Smith Studio Color Lab (www.smithphotographers.com) . . . . . . . . . . . .111 Speedotron (www.speedotron.com) . . . . . . . . . . . . .75 Sto-Fen Products (www.stofen.com) . . . . . . . . . . .113 Studio Logic (www.studiologic.com) . . . . . . . . . .9, 61 Successware (www.successware.net) . . . . . . .Cover III Tyndell (www.tyndellphotographic.com) . . . . . . . . .110 United Promotions Inc. (www.upilab.com) . . . . . . .106 Used Camera Buyer (www.usedcamerabuyer.com) . .25 Veach Company (www.veachco.com) . . . . . . . . . . . .111 White House Custom Color (www.whcc.com) .10-11, 32-33 White Glove (www.wgbooks.com) . . . . . . . . . . . . .109

Publisher not responsible for errors & omissions

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ClassifiedAdvertising CLASSIFIED ADVERTISING RATES Classified rates: • $1.50 per word; • $2.00 per word/ words with all caps or bold face. • $10.00 per issue—Confidential Reply Box Ads (Optional)—$30 minimum per ad. Closing date is 20th of the second month proceeding issue date. Remittance must be received with order. NO ADS ACCEPTED BY PHONE. Remittance to: Professional Photographer Classified Ads, 229 Peachtree NE, Ste. 2200, Atlanta, GA 30303; 800-339-5451, ext. 221; FAX 404-614-6405.

ACCOUNTING CPAs FOR PHOTOGRAPHERS. Business set-up, tax planning and preparation, business valuations and consulting. Decades of experience. Darryl Bodnar, CPA, 410-453-5500, [email protected]. Visit our website at www.nlgroup.com.

BACKGROUNDS THE DENNY MFG. CO., INC. is the World’s Largest Manufacture of Hand Painted Backgrounds, Computer Painted Backgrounds, Muslin Backgrounds, Studio Sets, Props, Lift Systems, and related Studio Accessories. Contact us today to receive our FREE 180 page color catalog filled with exquisite products and ideas to help you succeed in Photography. Write P.O. Box 7200 Mobile, AL 36670; Call 1-800-844-5616 or visit our Web site at www.dennymfg.com. STUDIO DYNAMICS’ muslin and canvas backdrops offer quality and value at outlet prices! Call 1-800-595-4273 for a catalog or visit www.studiodynamics.com CHICAGO CANVAS & SUPPLY—Wide Seamless Canvas and Muslin, Duvetyn, Commando Cloth, Theatrical Gauze, Velour, Sharkstooth Scrim, Leno Scrim, Gaffers Tape, Primed Canvas, Gesso, and Deka Fabric Dyes—Fabrication Available. Curtain Track & Hardware for Moveable Curtains and Backdrops—Easily installed. Quick turn around time. Our prices can’t be beat. Visit our website or call for a free catalog and samples. 773-478-5700; www.chicagocanvas.com; [email protected] BACKDROP OUTLET, We are the Largest supplier of Backgrounds, Props and Studio Accessories. We have it all…. Canvas from $99.00 Muslin Backgrounds from $69.00 Scenics, Flex outs, Faux tex. Your options are endless. We also offer roller systems and Light Rail systems. Lights, Soft boxes, Stands and equipment. We have a huge selection of props and set systems. REQUEST OUR FREE 164 PAGE CATALOG 1-800-466-1755 or you can order online at WWW.BACKDROPOUTLET.COM 3540 Seagate Way, Oceanside, CA 92056.

BUSINESS OPPORTUNITIES A UNIQUE SYSTEM of five interchangeable revolving sets. The carousel measures 11’ in diameter, operated with hand held transmitter. These 3D sets are child favorites; create your own sets as needed. $5500. + truck from thousand oaks CA. Finished work can be seen at www.carouselportraiture.com/setso

COMPUTER/SOFTWARE

LAB SERVICES

SUCCESSWARE®—Studio Management Software available for both Windows® and Macintosh®. Recommended by Ann Monteith, the nation’s foremost studio management consultant. Call today for a FREE SuccessWare® Tour 800-593-3767 or visit our Web site www.SuccessWare.net.

Wallets to 6ftx14ft Goldencolor 9020 W. Olympic Blvd., Beverly Hills, CA 90211 310-274-3445 • www.goldencolor.com

DIGITAL

ACADEMY PRODUCTIONS INC. INNOVATIVE PRINTING SOLUTION

DIGITAL PHOTOGRAPHERS—Kessler Color produces STUNNING images from digital files. Try our rapid FTP site and get a FREE 16 x 20. New Service—E-Vents from Kessler Color. Get 8x10 units for $.90. [email protected]. 800-KES-LABS. SCHOOL PHOTOGRAPHERS—Kessler Color’s digital units start at $.90 each. Beautiful color and great value! Call 800-KES-LABS.

EDUCATION/WORKSHOPS *BOOK* DAVE NEWMAN’S “PROFESSIONAL PORTRAIT LIGHTING.” New 2nd Edition $45. “. . . simply the Best. . .” R. Day. Now shipping: www.portrait-world.com “The Art of Digital Photo Painting: Using Popular Software to Create Masterpieces” book is now available on Amazon. Join Corel Painter Master Marilyn Sholin in Asheville, NC and other locations at a workshop. Free tutorials and registration at the Digital Paint Shop. www.digitalpaintingforum.com/shop

EQUIPMENT FOR SALE DIGITAL PRINTERS; FUJI-NORITSU; MINILABS; NEW & USED, FACTORY AUTHORIZED. INSTALLATION AND TRAINING. FINANCING—$600 UP. DELIVERY— INSURED. WWW.DIRECT-RESOURCES.COM; 877318-3015.

FRAMES Frames, Hardwood Frames…custom sizes; Oak, Walnut, Cherry, Primitive & Painted www.giftsforhome.com or call 800-841-5511.

CANVAS MOUNTING CANVAS MOUNTING, STRETCHING, FINISH LACQUERING. Original McDonald Method. Considered best AVAILABLE. Realistic canvas texture. Large sizes a specialty. WHITMIRE ASSOCIATES, YAKIMA, WA. 509248-6700. WWW.CANVASMOUNT.COM

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Complete Imaging Service for today’s professional photographer Processing—Proofing—Film—Digital Files —SOS— Self Ordering System powered by ROES • High Volume Packages—Kodak Products • Schools—Daycares—Sports—Proms—Seniors • Studios—Store Promotions—Fundraisers—Weddings • Composites—Collages—Other Unique Products • High Tech Printing Equipment—Scanning Services • Free Marketing Seminars—Expert Product Designers • Superior Customer Service—Detailed Technical Support • Competitive Pricing—Quick Turn Around CALL US TODAY: 800-421-3523 6100 ORR ROAD • CHARLOTTE, NC 28213 www.PicAcademy.com PLATINUM GICLEETM FINE ART B&W from your digital file or negative up to 40 x 60. New DuraFiberTM Media provides deep blacks and waterproof, non-scuff surface, great for hand-coloring. Also available in sepia, color, splittone. Call for free sample. Jonathan Penney, Inc., Master Printmakers. 631-874-3409. www.jonathanpenney.com HAND PAINTED OILS; Transparent, Deluxe, and Canvas Stretched up to 40x60. A complete photo art lab serving photographers since 1965. Traditional and Digital printing services. Fiber based B&W up to 30x40. Giclee Fine Art prints. Restoration. Free estimates & pricing guide. 800922-7459 Venetian Arts www.venetianarts.com “MYCLIPPINGPATH.COM—Get low cost, high speed help from our lab. Cut outs for catalog or background changes. Try us for FREE!”

ONLINE PROOFING/SELLING NEATPICTURES.COM. Simplier is better. Always. Proof and sell your images Online.Simple.

HELP WANTED

PHOTO RESTORATION

HELP WANTED: Assistant photographer for contemporary photojournalistic wedding coverages in Orange County, CA area. Must have digital equipment. E-mail John at [email protected].

1st PHOTO RESTORATION FREE! Try us, you’ll like us! Point & click easy. No sign up cost. 100% guarantee. Online leader since 1993. Wholesale only to professionals. www.hollywoodfotofix.com or call 888-700-3686.

PHOTOGRAPHER FOR WEDDINGS in Northern NJ. Weekends only. Must have digital equipment, work with second light, and have minimum 5 yrs. experience, and excellent references. Please call 201-428-1342.

PHOTOS WANTED

INCORPORATION SERVICES

VINTAGE PHOTOGRAPHS from 1860’s-1970’s: Movie Stills, Celebrity Candids, Music, Sports, Crime, War/Political, Wire Photos, Negatives, Glass Slides, and Transparencies. WILL BUY ENTIRE COLLECTIONS! FINDERS FEES PAID! Ralph 800-392-4050 or [email protected]

INCORPORATE OR FORM an LLC today! Your art is a business. Treat it like one. The Company Corporation can help you incorporate or form a limited liability company in as little as ten minutes. We are fast, accurate and affordable. Provide additional credibility to your photography studio or business at the fraction of the cost of using an attorney. Call 1-800-206-7276 or visit www.corporate.com today!

BOXES—FREE SAMPLE PRESENTATION BOX—FROM THE ORIGINAL BLACK BOX MANUFACTURE—Fast delivery, Finest quality 4"x5", 5"x5", 4"x6", 8"x10", 11"x14", 16"x20", 20"x24". AUFENGER BOX, 4800 COLLEY AVE., NORFOLK, VIRGINIA 23508; 757-4401147 (phone); 757-440-1149 (fax); 888-440-1146 (toll free). www.aufengerbox.com

CAMERA REPAIR HASSELBLAD REPAIRS: David S. Odess is a factory trained technician with 33 years experience servicing the Hasselblad system exclusively. Previously with Hasselblad USA. Free estimates, prompt service, reasonable rates and a 6 month guarantee. Used equipment sales. 28 South Main Street, #104, Randolph, MA 02368, 781-963-1166; www.david-odess.com.

FREE 20X30

INSURANCE Instant Online Photography Insurance. Quotes. Tom C. Pickard Insurance. www.tcpinsurance.com 800-7263701, ext. 117. Lic. 0555411

PRESENTATION BOXES

PRESENTATION BOXES available for immediate shipment; 19 sizes—4 stock colors. For FREE catalog & samples call 800-969-2697 or fax request 800-861-4528. BUY DIRECT AND SAVE. NPD Box Company, 3000 Quigley Road, Cleveland, OH 44113. www.NPDBox.com

ProductMall

SOMETHING HERE YOU NEED...

H-B Photo E-Store Box Manufacturer, buy direct and save. Complete Line of presentation boxes, better quality at lower prices. Bags, Totes, Tissue, Ribbons, customize with your logo. WWW.H-BPHOTO.COM H-B PACKAGING GROUP CENTRAL FALLS, RI. Call 866-570-8915 for free samples.

RETOUCHING WHEN YOUR NAME is on the line, nothing but the best will ever do. Our retouchers know what you need: fast service, a retouch that looks like the photo was never altered and the lowest prices in the industry. If you demand the best log onto www.retouchup.com and your first 10 retouches are free just to prove our claims—the best—the fastest and the least expensive or call 888-700-3686. PORTRAIT PHOTOGRPAHERS You can retouch quickly with superior results. Guaranteed. WWW.3DLIGHTMASTER.COM

SALES AIDS BOXES—FROM THE ORIGINAL BLACK BOX MANUFACTURE—FREE SAMPLE—Fast delivery, Finest quality 4”x5”, 5”x5”, 4”x6”, 8”x10”, 11”x14”, 16”x20”, 20”x24”. AUFENGER BOX, 4800 COLLEY AVENUE, NORFOLK, VIRGINIA 23508; 757-440-1147 (phone); 757-440-1149 (fax); 888-440-1146 (toll free). www.aufengerbox.com CREATIVE FRAMES…Designed frames for the professional wedding, portrait and school photographers. Our frames are manufactured here in the USA. Visit us at WWW.CREATIVEFRAME.COM to see our full line. 5000 POSTCARDS $149 UV Coated 5,000 Business cards for $60.00 www.colorphotobusinesscards.com • $10 off /with ad

SAVE THE DATE FOR MUSIC CITY Gaylord Resort & Convention Center January 10-12, 2010 • Nashville, TN

STUDIO FOR SALE A WELL-ESTABLISHED, SUCCESSFUL TURNKEY PHOTOGRAPHIC BUSINESS IN A HIGH VISIBILITY, FASHIONABLE AREA OF NORTH FLORIDA. OPEN FIFTEEN YEARS, NOW WITH FULL FILM AND DIGITAL PROCESSING, WIDE FORMAT PRINTING, LUCIDIOM AND FUJI KIOSKS, SPACIOUS-EQUIPPED STUDIO, LIGHTING, CAMERAS, BACKGROUNDS AND MUCH MORE. READY TO HAND OVER TO CONTINUE MAKING A PROFIT RIGHT AWAY. THE BUILDING, OVER 4000 SQ.FT., WITH LARGE PARKING LOT, IS AVAILABLE FOR LEASE OR PURCHASE. OWNERS ACCOMMODATION AVAILABLE ON SITE. THE BUILDING WILL BE WORTH $1,000,000. NOW OFFERING BUILDING AND BUSINESS TOGETHER FOR 900K. OWNER AVAILABLE DURING TRANSITION. [email protected] OR CALL MON-FRI 904-399-3939 BEFORE 9 AM OR BETWEEN 5 AND 6PM.EST. LOS ANGELES PHOTOGRAPHY/Production Studio, located in the Artists District. Bldg. is 19,000 sq ft free standing on 22.000 sq ft of land. It is concrete tilt-up with dock high loading, built specifically for a photography and production studio in 1978. Exacta Photographers, Inc has been a successful business since 1970, grossing an average 1 million per year. Fully equipped w/hot lights for TV commercials and strobe equipment for fashion, etc. 7 air conditioned sets (10,000 sq.ft.) a fully equipped color lab/computer stations/executive offices, huge inventory of backgrounds for sets, cameras, lens, etc. Owner retired. A great opportunity for the right person. For info call 626-445-7459. Great Lakes portrait and wedding studio available in the fall. Work with me this Summer, earn and learn. 3700 feet with two shooting rooms. 400+ seniors as well as families, children and weddings. Perfect for a couple. Very reasonable price and terms. Contact me at [email protected]

STUDIOS WANTED COLUMBUS CAMERA GROUP, INC. buys whole studios or any part including cameras, film, darkroom, long roll, lighting, and misc. No quantities too small. Call 800-3257664. Ask for Eric.

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good works |

Images wield the power to effect change. In this monthly feature, Professional Photographer spotlights professional photographers using their talents to make a difference through charitable work. ©Sara Speert

spread the word about the huge needs in the Crescent City. “It was eye opening to see the situation down there,” she says. “Three and a half years after Hurricane Katrina, the city still isn’t back to normal.” Yet, amidst the devastation, the crime, the mismanagement and the neglect, Speert was greatly moved by the enduring spirit of the people of New Orleans. Even in the hardest-hit areas, residents retain their pride in their hometown, and are resolved that the city will rise again. “The people who are there now are there because they want to be, not because they don’t have a

Forgotten crisis BRINGING FOCUS BACK TO NEW ORLEANS

choice,” says Speert. “The Ninth Ward, in particular, is a place where a rich culture has been passed down for generations. The people want to be there; they just need help.” To others interested in helping, Speert rec-

L

ommends contacting Volunteer New

ast winter, photographer Sara Speert of

City teacher who went to New Orleans to help

Orleans, an organization that links volunteers

Decatur, Ga., joined a group of 16 other vol-

educate the children of Lower Ninth Ward,

with projects (www.volunteerneworleans.com).

unteers on a charitable mission to New

where the public high school is still closed.

She urges other photographers to use their

Orleans. Organized by Jewish Funds for

He procured space in an old grocery store,

talents to reawaken awareness. Visit the

Social Justice (www.jewishjustice.org), the

where he holds classes for the displaced

city. Document the situation. Spread the

trip paired the volunteers with

students. School gardens will allow it to be

word. “We don’t hear about it in the news

two organizations, the St. Bernard

self-sustaining through produce sales.

anymore, so there’s a perception that

(www.schoolatblairgrocery.blogspot.com)

there’s nothing wrong in New Orleans,”

Project and the School at Blair Grocery. The St. Bernard Project (www.stbernard-

Speert and the other volunteers provid-

says Speert. “I’m sure if the public saw

project.org) was started by two concerned

ed labor for both projects, first helping to

images of the real situation, people would

citizens who had gone to New Orleans to

install insulation at a St. Bernard Project

realize that the city still needs help.” I

help after Hurricane Katrina. Seeing how

home, then assisting in the ongoing reno-

dire the situation was, they decided to stay

vations of the School at Blair Grocery. The

on and create a long-term charitable organi-

trip was only four days long, and Speert

zation to rebuild homes for people who can’t

was astounded at the amount of work that

afford to do it on their own.

still needed to be done throughout the

The School at Blair Grocery was initiated by another New Orleans transplant, a New York

114 • www.ppmag.com

city. As a photographer, she took it upon herself to document the situation and

For more about Sara Speert’s trip, visit her blog at www.saraphotography.net and click on the New Orleans Movie link in the righthand column. Share your good works experience with us by e-mailing Cameron Bishopp at [email protected]

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