Thank you. For being here - For your business

Thank you For being here - For your business

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.

This new term fits Photographer + Entrepreneur = Photoprenure

A meeting like this is necessary

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!

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

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

Needs to be competitor s view of TSS

Start NOW to grow your 2016 business

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

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

Percent of visitors coming to CCS online websites on mobile devices 2009 less than 1% 2010 8% 2011 17% 2012 29% 2013 44% 2014 58% 80 60 40 20 0 2014 64% in 4 th quarter 2015 68% during grads 2009 2010 2011 2012 2013 2014 2015

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

For events where each subject is ID ed

For events where many images need to be viewed

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

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

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

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 emails 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!

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

Our brand promise should be

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

Eliminates your order entry

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 email at a higher price

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

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

Mobile ordering has economic advantages for you No need for order forms, envelopes, overprinting, shipping - $.20 to $.25 1.5 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

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

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

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

Kim Kelly will show you

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

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

We should all want our customers to have the coolest stuff

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

Saw a cool sequence in a magazine

Recalled sequence of son 5 years ago

Saw another cool sequence in an ad

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

Went back to one of our Hyper-children

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!

Cheerleading

Hockey

Graduations

Martial Arts

Basketball

Dance

Gymnastics

Action Panos - cool and cost effective

It s as easy as shooting this girl 10 times!

Pretty cool graduation product!

Now check out this digital product!

What is required to do this? Fast shooting Camera Sony A6000 11fps - $550 Large buffer

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 $200 10 x 6 Green screen connecting plastic floor $100

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

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

What is your cost? Costs a fraction of an Impact Pano 7 level 2 cutouts @ $.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)

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

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

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

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

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

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

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

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

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

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

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

Can offer cool products Great graphics Great photography Highly personalized

Can offer cool technology Mobile ordering is very much today

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

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

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

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

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

Get everything you need from host Ways to reach customers is critical Emails, 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

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

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

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

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

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

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?

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?

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

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

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

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

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

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

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

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

Show your competitors no mercy