7 days till Christmas

Here I am testing the Nikon remote which fires my Nikon 700 remotely.

  

As you can see, Santa is not impressed at all with my tech y gadgets. 

While, I thought it to be pretty neat to be able to fire the camera from across the room, he just sat and looked blankly back at me.  Guess compared to a flying sleigh  and reindeer  it is pretty lame.

Your Customers Are Not Impressed Either

Yes it is the same way with our clients and customers.  What is important to us as photographers generally falls on deaf ears when it come to our equipment, or technology in the eyes of clients or customers.  We can talk all day that we use a Canon Mark ll xyz, Or, that we have this or that.  It means nothing to them.  They are commissioning you for the result only,  and how they are treated during the whole time you work with them.  

What will impress them is the experience while they are with you.  Not just once, but throughout the various times of being together.

If emotionally you live "atop the mountain" and your ego overshadows the way you act or treat your client, don't expect them to be repeat customers no matter your level of expertise.  

If you are indecisive, and inattentive, they will not be back. Sort of like the old saying, "treat guests as family, and family as guests."  Your goal is to provide the feeling of the "pampered guest".  If you failed etiquette training...go get a book.  Because their feelings are what will bring them back again and again, and what's even more important they will bring in others.

There is more psychology to portrait photography than photography.  You must know your craft, that goes without saying.  Knowing to the point that you don't have to think about what your doing while your doing it.

Your customer will remember the experience long after the cost is forgotten. And they sure don't care what you used.

Some photographers say "I  have the GREAT Quality"??  Compared to what?

What is Quality 

Some words just have no real meaning.  Sort of like the word "Quality".  

That word is the most over used, empty word in advertising or speech when talking about the products you market. You don't have high quality, or the best quality.

What is Quality really?  

An under-exposed, off-color images might be better quality than a cave drawing.  

Or, your image might be as perfect as the Mons Lisa, but it really cannot be defined with a word.  It cannot be defined in print, it has to be proven by deeds.

Quality is fully in the eye of the beholder. One customer may like 2:1 ratio lighting while others like more drama, but it is your style that you are selling, not the quality.

Just don't use the word, period, but rather use what the service is that separates you from the pack.  If you have not created some, then create one.  

Always try to direct the thought of the customer to "what's in it for them" and that I am the only one that can give it to you.  Sell the sizzle, not the bacon.

  

The top photographic customers of today are ery sensitive to digital photography, cause they can do it.  They feel very smart that they too can create images.  How and what you create will make the difference if they are to be your life long customer or not. They will expect intelligence in your service, apparel, and the conditions around your business as well as your product.

Fall short in any of their minds ideas, and you will not gain a customer.  These are just some of the legs in the Marketing Of Your Business.  

Marketing as a whole is the  "Creating an Image or Feeling in the MIND of a potential customer of your business".  

Everything must go together to provide this impression.

Enjoy your Christmas Season, and be ready to start organizing and planning your business presentations for the next year.

Happy Holidays,

Bruce

Photographic Pricing in a real world for 2012

FIRST OF ALL ....please use this link and read the article on pricing as the author makes some very good points.  There are some points that I feel need rearranging, but it is a good read.

http://www.mcpactions.com/blog/2009/10/12/how-should-i-price-my-photography-words-of-advice-from-jodie-otte/

Now that you have read those views, I would like to offer mine.

I teach photography business from a slightly different perspective.  It is my belief the the first thing one needs to know prior to going into business is "what am I worth per hour"?  So how do you figure out what you are worth per hour.  If you become a greeter at Wal Mart you can expect $12.00 and hour part time with no benefits.
If you go into business, there you are gambling with your investment in equipment, advertising, support equipment such as backgrounds, reflectors, and props.  These items are purchased out of "future profits".  Said another way, you are starting out in the hole.

But, back to what your worth per hour and how it applies to your pricing.

I have a spreadsheet that I have developed over the years that lists ALL monthly expenses by type and what they are.  The total of all these "FIXED EXPENSES" are divided down to the Week, Day, and Hour.
There is also a feature that can be set up for the days and hours that you are open, but is not required to figure hour hourly fixed overhead.

So let say that your total monthly expenses are 2000.00.  This is low but easy to figure.
There are normally four weeks in a month, so 2000/4= 500 per week fixed cost.
Let's say you are open to do photography 5 days a week.  Yes..that is correct, it cost you 100.00 per day
Most jobs call for 8 hrs work, except photography, but we will use 8.  100. / 8 =around 12.50 per hour.
Use your own figures and you will see that it is much more that 12.50 an hour.

Now, if we want to work at poverty level, which is 36,000 a year for a family of four, that is 3,000 a month
750 a week, and 150 a day, or 21.00 per hour.  Adding the two together we are up to 33.50 per hour.
I would consider this to break even point.  Now add 5 and hour for new equipment. We are at 38.50 per hour
every hour, for 6 days a week.

The purpose of this exercise is to get new photographers to understand that your major costs today are not your camera, and your printing, but everyday living.  We have all seen the raise in milk prices, gas prices, bread prices, clothing prices, even utilities are up.

So how can you price your products if you don't know what you have to have per hour, per day, per week, and per month ? You are simply flying blind into a mountain.  A mountain of debt, burnout, and family disappointment.

However, once you know your FIXED HOURLY OVERHEAD, all you do is keep track of the hours you spend with or FOR a client / customer times your hourly fixed overhead, add the cost of the prints, an packaging, then add your profit to the total.  Remember that profit is not a dirty word..as that is what you will use to reinvest in better, or back up equipment, add to a savings account, and use to live daily.

Using the figures we played with here of 38.50 an hour, let's play act a job.  I will list the functions and the time.
Phone call.........15 min to book session
Prep time.......... 15 min getting ready for session
Session............. 1 hour..(60 min)..(cheap client)
Download time...15 min
Depending on your proofing presentation...downsizing, and spot retouch 20 images = another hour  60 min.
Taking the order.  .....one hour
Preparing and ordering from lab............30 min.
Order returns/prep for delivery.............30 min
Book keeping and banking...................30 min

So all of this adds up to 5 hrs and 15 minutes if I counted right.  So 5 x 38.50 - Your cost without buying prints is $192.50 as a break even starting point.  So your lab bill for this order is 30.00, you are now at $222..00 COST.  What are you going to charge?  Remember, there is no profit in the $222.

Another version:

So it takes 5000 a month.  That is 2000 fixed expenses, and 3000 poverty level income.
Let's just say you do 4 sessions a week. time 52 weeks in a year...is ...208 sessions.
5 k a month times 12 = is 60,000.000.
60,000 divided by 208 = 288.46 sale from each and every customer.
Using your figures, it is easy to figure what "Average Sale" is needed to meet your goal.

Your figures are going to be different and most likely much higher but these are just a couple of ways to look at the business side of photography.

But using your figures, it should not be that difficult to set up a price list for your average sale to equal the amount of your calculations.  So we have a 40 dollar session fee for one hour photography.  That leaves about 280.
Most times the average order will be 5 units.  1-810, 2-57, 16 wallets...5 units...and that is $56.00 per unit.
No matter how you slice the pie..this practice studio needs 56.00 per 810 unit if purchasing 5 units.
If only one unit is purchased it has to be $280 dollars for you to stay in business.  Of course you are not going to say your 8x10's are $280. each!   But you have to market your product and arrange your prices in such a way to realize that  level of income from every customer.

Yes, it takes time and effort to figure these things out using your own numbers, but here are two of the ways to make the decision of what your product is going to cost.  These are your numbers, it makes no difference what the guy down the street charges..  Do not use someone else's prices!  That will not work.  It don't matter..only your numbers matter

I am the B in B&J Consultants and I am available for business consultations just about anytime.  Contact me if you want to go further into this type of managing your business.  For a small investment into your future you can avoid the pitfalls of winging it on your own.

This was just thinking about a portrait session.  Work out the hours reqired to deliver a quality wedding album and you be greatly surprised.  I can promise that if you are spending 8 hrs on the wedding, you have 32 hours of back room work.  So using this practice studio  32 hours at 38.50....your break even point with no product purchased is $1232.00 as a cost.  I can all but promise that if your charging less than $2000. you are paying the bride to take her pictures.  Not actually, but there is no way anyone can spend 8 hours on a wedding, do the computer work, and all the details for less than that amount.

So put some think time in about your cost factors.  I know it will help you to be a happier photographer.
That is what January is for.  Set aside 3 hrs every day the second and third weeks on January and you will have the numbers to place your business on a profitable track for 2012.

BD Roberts, M. Photog. CPP, EICPP
B&J Consulting

Gettin Ready...Christmas time at the Mall

Here we go again.  29 days of 8 hours a day, 7 days a week in the Santa Booth taking photographs and printing on site with our new dye sub printer that is just beautiful to say the least.
Today has been super slow....but weekdays always are.  It should pick up in a little bit after folks have supper and come to the mall.

Multiple lighting not only in front, but in the back also..8 lights being used.  Fill is a ft white umbrella in "shoot through" position for total softness, and a small soft box to the left at 2/3rds stop brighter than the fill.  A good ratio for soft definition and light direction.  The rest of the lighting are small ac plug in flash units to light trees and background.  Have added another light on left in the back to act as separation and hair light.

We enjoy doing this type of photography although, not artisticly exciting, it is a good profit generator.  Just long hours and a daily grind though all of December until Christmas Eve...
This schedule does not leave any time for teaching and consultations, but keeps me out of trouble too.

I hope all have a great holiday season, and look forward to posting again in January.

Bruce

Getting ready for December

December is a wonderful month.  First cause it gets you ready for Christmas.  Then there is the fact that we have had a hard freeze and so we can say goodbye to most allergies.  But the best part if December is doing our, what Judy and I call our Christmas Gig.  And Gig is right.  After 10 hour days, 7 days a week for 27 days you feel like a frog that has just been gigged and all they wanted was your legs.

With our wonderful new dye sublimation printer tested and ready to rock and roll, we are set for Santa's arrival at the Mall.  This new printer just blows my mind.  The photographic quality is better than most chemical processed prints.  The color, contrast and saturation are dead on without a bunch of fiddling around.

We are even providing the convertible for him to arrive in.   Sure hope it don't rain..

Judy has added more and varied add on products this year.  Here are just a few of them.

 Frames and trains, snow globes big and small, some are musical, and everything is of good quality.

So this is were we will be from now until December 24th .  But just look at the fun we have.

Bringing out the smiles on the faces of those that believe is the greatest reward for this type of work.  It sure ain't glamorous, but Lord it sure is a reality check!.
So if your within driving distance of Elkhart, and the Concord Mall, drop by and say hello to Judy and I , and of course to Santa who is everyone's main man during this time of year.  And just so you know, this is the Real Santa. Come sit on his lap and if your a PPA member I will make your picture free of charge and even post it on Facebook for ya  *wink.

ya know, a good photographer would have more than a cell phone around when he needed it!!!

To all of our family and friends,

Best wishes to all in this holiday season.  Happy Thanksgiving,  May we all be thankful for where we live and what our families have done in the past year.
And of course Merry Christmas, please remember who's birthday it is, and send him best wishes too.


Bruce and Judy Roberts
Elkhart, Indiana

The First Week of November 2011

Today, Judy I are in Iowa visiting her mother, Mary Stoll,  who had her 89th birthday yesterday.  She still lives on her own, takes care of her yard, and plants a small garden. She is a true pioneer lady.  Living in North Dakota until a few years ago, she is as country smart as anyone.  Couldn't say street smart, cause where she started out I don't think they had streets.  30 miles from the Canadian boarder in the middle of the state, I am sure in the early days, survival was the number one thing in Winter. But she has agreed to take on the task of quilting some found, embroiderer  squares into a large quilt.  One of the block is shown below.

 Not only are we here for her birthday, but to start a quilt that MY Mother made blocks for when she was in High School.and the fact that Judy's mom is a master quilter, we ask if she would assist in putting the blocks into a finished quilt for posterity.  Here are a couple of images of the work in progress.

 this is the entire quilt with blocks, Judy's sister Elsie working on the far corner. Judy in in the front left corner.  But the most important people in this story are my Mother, and Judy's mother Mary.

  some of the embroidered birds.

Mary Stoll at 89 still makes a tight stitch

.

So for the last few days they have been at the quilting boards putting this family treasure together.  While very appreciative of the work,  my large hands were not meant for quilting, so I have enjoyed the quietness of the days and trying to recover from some sort of chest congestion stuff.  But, here we are, having the  time to at last make and new entry in the blog.I thought I would share something that I love to do and it is not that hard in Photoshop.  At least it is not as messy as working with oil paint.  .

Hand Coloring Black and White Photographs in the Digital Age

The following came about sort of by accident.  I had been scanning the family slides and in the box was this contact print image from a 120 negative from about 1943 of  mom, dad and me at about age two just prior to dad leaving for Europe in WWII.  Once scanned into the digital world, I was clear this was a true family memory that had to be preserved in a larger version.  I now have an 8x10 over my desk that I can view every day to keep life in perspective.  In my words, we are, from where we came.

Just a little time in Photoshop allows one to do a hand color on a black and white old original.

Each color is applied on a blank layer over the top of the background layer, varying the color hue as needed while painting, then adjusting opacity of that color layer to provide the intensity wanted..

An added effect can be achieved by changing you B&W to a brown tone or Sepia prior to starting your painting. This process can be applied to any photograph.  A landscape, or candid, it just takes time and patience.

If the original is in color, it might be interesting to made a duplicate layer (ctrl j), then reduce the opacity of that layer, shut of the bottom layer, then use the light version as a guide for color and apply on separate layers.

Up Late

Hey all,


I guess eating a bunch of dry roasted peanuts is not the thing to do when you have had gall bladder surgery...   So, since it after 1 A. M. and  to make time and other things pass, I thought I would share a couple of images I made, and put on canvas this afternoon.  It all took place very quickly, but it made the day complete for me,

I had just finished cutting the grass and was relaxin with a glass of grape cool aid when I realizes the white and pink tulips out in the photo-garden were about gone and I had not make any images of them this year.

So, into the house and to my office.   Grabbed the Nikon 700 with the 60 macro.  Then, out to the storage garage to pick up the 5x5 foot , white shower curtain on PVC frame to use as a background.

Five minutes later I was back in the house at the computer downloading the 6 images.

From start to finish.  Printed wall size on canvas, it took less than 40 minutes until is was done with both images that I will share.

It is truly strange how creativity strikes.  One minute your bouncing on a lawn tractor doing everyday life things, and then BAM, the next thing you are looking at someting that did not exist in the world.
That is what I love about photography in any form.  I know it sounds over simplified, but once you have internalized the functions of your craft, creation becomes easy and the best part, it is just plain fun..

I hope you enjoy these two images, and if interested how the PS manipulation was done, let me know..I will be happy to hold class here at the ranch.

"Hey Guys, Wait Up!"

=====================================

Not sure what to title this one.........

"Pink Three"

or

"I Just Don't Feel ALL Here !"

I like the second title, and after eating all those the peanuts, I sure don't either.....LOL

Now where did I put the Pepto-Bismol?

Have a great day tomorrow or today,
whatever time it is now.....CU

Bruce

Water, water everywhere

Now I know how Noah felt.

We came to Southern Indiana on Saturday night and it has not stopped raining here since.

 

This is not the flood waters, but many of the places I saw today  looked like this.

We went to Brown County State Park today to check on things and plans for Winona School.  It was like traveling the Inter Coastal waterway.  And, it is still raining as I write this.  I can hear it hitting the corrugated covering on the garage port. 

The real bad part is that in looking at the radar map, it is raining from here to Arkansas, so that means it will rain all day tomorrow and tomorrow night which will make things well over flood stage from here to the Ohio River.  Farm fields are under several feet of water, not only inches but feet.  It will be June before they will be able to work and plant those fields. They have no control over - rain, and flooding of the fields .

As photographers, we still have some controls even when as we are flooded, as we are now with untrained and incompetent people thinking they are photographers because they can make an image.
You can't hold them back any better than the farmer can keep the water inside the banks of the stream or river.  But, you can continue to present professional images outwardly to the public in every opportunity you can create. Even if you have to pay a location to put up images for "your potential customers to see".  Don't put them up just for the sake of  hanging some images someplace.  Make sure it is a venue that is visited by folks that ARE YOUR POSSIBLE CLIENTS.
That is not in fast food locations, or any place that is visited by average Americana.  Your customer is now the UPPER, UPPER middle class and beyond.  Think of some places.  

 Along with the professional images, an accompanied  promo sheet stating WHY these are professional images.

They are not.....FLAT, flash on camera which adds 5 lbs to every face but made with controlled lighting that flatters the subject.  It is composed in an artistic way by varying the heads proper composition by using placement of  triangles and not in a totem pole fashion.  YOU CAN Keep listing all the reasons why "This Is Portrait Done in the Proper manner.  It is called educating your customer base.

It is time we start attempting to educate our customers, and our customers friends as to WHY a professional photographer is of a High Value.  If we don't, then what John Q or Betty Q creates with the help of the modern digital technology will become even more acceptable in their minds.  Because, THEY DID IT, and pride takes over and they will become satisfied with average.

It is NOT the time to stay dorment. Speak out when you see bad photography.

It will come around.  I have seen it happening is small ways.  As they try and fail to make images as we can, they will come to learn and appeciate more what can be achieved by the true artistic photographer.

To those that can't, then they need to get the education.  And with the fact that there is many more things to learn with digital photography than with conventional film photography, we should win out in the end.  But, only if we don't throw in the towel and set back and watch the flood waters overflow our crops.

The farmer can replant, or get some crop insurance.  There is no crop insurance for our floods.

Stay dry, and keep to the higher ground,

Bruce