Thank you. For being here - For your business

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Norma Hensley
6 years ago
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2 Thank you For being here - For your business

3 We appreciate your business Our customers are our partners and friends. We exist solely because of our customers and we are only successful when they are successful. Candid Color s goal is the same as its customers - to grow their business profitably.

5 This new term fits Photographer + Entrepreneur = Photoprenure

6 A meeting like this is necessary

7 We will present a variety of topics Some training oriented Some about refinements Some about proven markets and methods Some new things for early adopters!

8 This convention is about you You having information you need You having the tools to compete fiercely You understanding why a growth mindset is only option You feeling a sense of urgency

9 There are specific things that need to happen Have successful TSS franchisees Have the fastest delivery about a week Have the coolest products Have reputation for best customer service Become the most feared competitor

10 Needs to be competitor s view of TSS

11 Start NOW to grow your 2016 business

12 Mobile Marketing is growing More time spent on mobile devices than computers today Females 20 to 35 are heaviest users of mobile devices those are our buyers Coverage & speed is getting better all the time

13 Your customers have mobile phones There are 7 billion people on planet 6 billion own mobile phones

14 Percent of visitors coming to CCS online websites on mobile devices 2009 less than 1% % % % % % % in 4 th quarter % during grads

15 CCS developed 1st mobile site in 2012 Designed for View First marketing It is a better way for people to see their images on a phone and order We now have two versions for selling view first events online

16 For events where each subject is ID ed

17 For events where many images need to be viewed

18 We developed an industry leading mobile pre-pay site last year Have now shot 100 s of events with it Sales have been as good or better It works smoothly when used as designed Orders can be entered more quickly than on paper forms

19 CCS Mobile ordering system makes pre-pay a better business model New enhancement eliminates need for PIC card

20 This is a really big deal Groundbreaking approach for pre-pay Can change a fundamental part of business Takes advantage of today s technology Takes advantage of buying trends

21 Offers you marketing flexibility You can shoot just the people who buy You can choose to also shoot non-buyers and market to them later You can use data to send ongoing s and texts to customers and non-buyers You can choose to not allow orders later Soon - You can use for View First and collect marketing info and eliminate data entry!

22 If you allow non-buyers to order later Do not tout that feature at event If asked if they can order later, tell them Get our Lowest prices today Buy today receive your order in about a week

23 Our brand promise should be

24 Key advantages online mobile to you Gives you a point of difference when booking Speeds delivery one week delivery possible New technology WOW factor! More accurate order entry No forms to buy More flexibility with products and prices You get data you need to market for years! Far less office labor

25 Eliminates your order entry

26 Let your customers do the order entry Allow customers to pre-pay online before event Allow customers to pre-pay on their mobile devices during the photo shoots Allows a tablet to be used for ordering during the shoot for people who do not have phones Allow customers to re-order online later when they receive a reorder at a higher price

27 Manual order entry from prepay paper forms is wasteful Customers enter all the data on order forms Then it is re-entered in your office Total waste no value added Expense in doing this Delays in doing this Errors made doing this

28 Eliminates other wasteful steps No need to scan order forms for HQOE Eliminates time spent processing payments Cash Checks Credit cards Banks don t want credit card numbers entered on paper forms today

29 Mobile ordering has economic advantages for you No need for order forms, envelopes, overprinting, shipping - $.20 to $ forms per order = save $.35 per participant No upfront cost for those forms Much less office labor Saving on labor easily offsets 2% use fee No out of date order form inventory Flexibility to change products and prices

30 There is some upfront expense Tablets Typically less than $200 each For customers who don t have smartphones For taking cash orders For photographer Have 2 tablets per set-up Suggest tablets with built-in connectivity

31 This is an alternative system to paper order forms Meant to totally replace old system Not meant to use in conjunction with them at the same event Everything is optimized for online approach Mixing this and our old approach becomes complicated to coordinate Generic paper order forms are used as backup

32 Latest version is even better Eliminates need for a PIC card Less potential confusion at shoot Eliminates matching images and data in office Saves even more labor Speeds orders to lab and to customer

33 Kim Kelly will show you

34 All industries offer cool new stuff Fashion Consumer electronics Video games Motion pictures Packaged foods Restaurants Automobiles Consumers get bored with same stuff

35 We always need To help book jobs Offer things consumers haven t seen before Set yourself apart from competitors

36 We should all want our customers to have the coolest stuff

37 We re interested in action sports Consumers like action shots Are difficult to shoot consistently Takes a lot of skill and expensive equipment Often needs a lot of image editing Even had CCS contest for winning action ideas No ideas were submitted We ve continued our interest in action sports

38 Saw a cool sequence in a magazine

39 Recalled sequence of son 5 years ago

40 Saw another cool sequence in an ad

41 Started thinking how we could do that in volume Felt parents and subjects would really like idea Not something people have seen of their kids Found a reasonable solution for a doable and affordable approach

42 Went back to one of our Hyper-children

43 Created new Action Pano sequences Add sizzle to your product offering Get new bookings A new way to make profit An additional station at events Many potential markets A way to get into groups you are not doing And it literally only takes a second!

45 Cheerleading

46 Cheerleading

47 Cheerleading

48 Cheerleading

49 Cheerleading

50 Hockey

51 Hockey

52 Graduations

53 Graduations

54 Martial Arts

55 Martial Arts

56 Basketball

57 Basketball

58 Dance

59 Dance

60 Dance

61 Dance

62 Gymnastics

63 Action Panos - cool and cost effective

64 It s as easy as shooting this girl 10 times!

65 Pretty cool graduation product!

66 Now check out this digital product!

67 What is required to do this? Fast shooting Camera Sony A fps - $550 Large buffer

68 What is required to do this? Shoot with green screen and green tile floor Provide good surface for jumping and landing 10 x 12 Green screen Background $ x 6 Green screen connecting plastic floor $100

69 What is required to do this? Fast cycling strobe Paul Buff Einstein Use Action mode $500

70 What is required to do this? CORE software Select background and text You select 7 frames in CORE Have Level 2 cutouts made New Action software aligns and positions Image comes back into CORE Assign to the subject fill the order

71 What is your cost? Costs a fraction of an Impact Pano 7 level 2 $.60 = $4.20 Action software $2.00 $6.20 versus $35 83% savings Cost of print: Total cost Retail 5x15 $3.58 $7.78 $30 10x30 $7.31 $11.51 $35 Digital Action file $2.00 $15 extra (under development)

72 How to market? Pre-promote ahead of the event Pre-sell online and/or have them bring money Take orders at the event Have good samples & display at the event Could be a separate station Could be a way to break into an account

73 When can you start doing this? You can do this for panos on February 8th

74 Growing your business in 2016 Requires a positive mindset Requires a commitment to act Requires real sense of urgency

75 If you didn t grow last year, doing the same things in 2016 makes no sense

76 Need to do more to grow Marketplace is competitive Many part time photographers Some segments are growing, others are not Doing same things simply won t keep up Customers expect more Must do things subjects can t do for themselves

77 Characteristics of growing customers They do a good job They make things happen fast Committed effort to better execution Open to change and innovation Have a real sales effort to get new business Always hungry

78 You are not going to grow simply because you do a good job You can keep business by doing a good job You can lose business by not doing a good job! Doing a good job will only occasionally get you new business

79 Doing a good job combined with a sales effort will get good results Having good referrals definitely helps you get new bookings If you have a good reputation and don t have an ongoing sales effort you are failing to leverage your biggest strength

80 The marketplace itself isn t growing The number of kids participating in youth sports is slightly down School business is flat Graduation attendees flat

81 There are still definitely ways to grow Increase sales at existing events Must get more business per subject shot Get more subjects shot at events Gain more market share by shooting more events From groups not being shot Or from other photographers Someone must be designated to do this

82 We really do have the best offering at the moment But you must take advantage of what you can offer today Any advantage in marketplace is always at the moment Don t miss your opportunity to offer things most of your competitors can t

83 Can offer cool products Great graphics Great photography Highly personalized

84 Can offer cool technology Mobile ordering is very much today

85 Can offer sheer speed Customers can have pictures in about a week Use mobile ordering and eliminate data entry Send us your orders within 24 hours of event

86 Can offer YOURSELF Local ownership - Nationally supported Local references Fast, personal customer service

87 Can offer View First Offer it where it will help you It can open many doors for you It can get you new business It can help you retain business It has proven to be successful for many years

88 Need more contact with customers Our top notch products and capabilities will not help you grow your business unless you let customers and potential customers know about them Blinding flash of the obvious

89 Starts with booking correctly Whoever books events has to really understand the opportunities Need to be sure you have considered all the possibilities for sales at an event Need to be sure you will get everything you need from the host Re-booking is an opportunity to book correctly and improve sales

90 Get everything you need from host Ways to reach customers is critical s, texts, mailing addresses Communication with subjects prior to events A highly visible location at event If you are paying commission Tie to things happening that you need to have happen Without full cooperation event may simply not be worth shooting

92 Reality is that you will lose some existing events Mistakes happen Miss an event You were late arriving or delivering Poor photos New person is now in charge Customer likes a competitor s new product A big commission is paid by competitor Organization simply goes away Unresolved customer complaints

93 To stay even you must book new jobs To grow you must book numerous new jobs

94 There s a cost to getting more business New sales don t often come for free May cost first year s profit to book new business with full time sales person

95 You can buy contracts from other photographers That often costs 100% of their expected sales That may take 2 or 3 years to pay back So nothing is made in the first few years But there is little sales effort required

96 It s easy to put off sales efforts It is a commitment of time and/or money Other duties seem to get in the way of sales No one ever complains when sales calls are not made

97 How will you book new business? Who is in charge of sales in your organization? How much time and effort is devoted to sales? Do you hire a full time sales person? What is cost of that?

98 Can you hire an effective part time sales person? Will they really know what they need to know? What is cost of part time sales person?

99 Can you really hire people to work commission only? Will they really make all the calls necessary? Some people mistakenly think there is no cost if they don t book anything If you are counting on them, and they don t book anything, it is your lost opportunity

100 Consider this strategy Designate someone to set appointments for you to make presentations Could be an employee of yours TSS effectively uses its call center to set appointments for franchisees It s been a real eye opener to me

101 How does that work? You provide a list of potential contacts Call person or TSS center contacts the people Makes many calls Set up presentations for you to make Be sure event is booked correctly Important - the callers have no other duties About 1/3 of the presentations result in sale Most jobs booked are kept for several years

102 You can listen to calls TSS makes Our system now allows it Hear what the person you are going to visit is thinking ahead of time

103 We need to do far more of this We need to cover our cost Have a 12 month commitment Charge you a low monthly fee Charge low percentage of sales for 2 years Low cost still makes doing the events profitable the first and second year Even more profitable in subsequent years It s a low risk way to grow your business

104 This could be your sales plan People commonly put off making cold calls Have TSS call center make the cold calls Having a specific appointment to make a presentation is the best use of your time Eric Atkins will talk about this in detail later

105 Make a commitment to grow in 2016 Improve results on existing events Have a real ongoing sales effort You control your own future

106 Thank you for being here We have some great material to share We want you to enjoy yourself here We want you to go home with a hungry attitude

107 Show your competitors no mercy

108

Mobile Marketing. This means you need to change your strategy for marketing to those people, or risk losing them to your competition.

Mobile Marketing. This means you need to change your strategy for marketing to those people, or risk losing them to your competition. Mobile Marketing Introduction Mobile marketing is one of the fastest growing segments of online marketing. Over the last two to three years, the number of people who access the internet on mobile devices