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## PhotoAIM weekly newsletter for 04/19/03 ## 391c

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PhotoAIM, the weekly newsletter from PhotoSource

International. <http://www.photosource.com> ==>

ISSN 1530-0511

If you no longer wish to receive PhotoAIM, see the instructions at the end of this newsletter.

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BUILDING THE PHOTOBUYER RELATIONSHIP

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Advance Note: In these times of emerging technologies, it's more important than ever to communicate with the photobuyers you have worked with over the years. You may be able to help guide them on some sticky Internet or search engine questions. Be prepared to advise, but not to lecture, and your assistance will eventually be rewarded.

Know the special interest areas of your photobuyers. Do your homework to pinpoint what content they need and see what their publications look like. Use a major search engine to research the publishing house(s), magazines, or special interest(s) they represent.

Here are nine suggestions on how to build a good relationship with your photobuyer contacts.

1. Present a "give" list. Don’t be a "gimmie." Don't contact photobuyers to ask questions to help yourself -- help them. Let them know you can provide them with photos in such and such areas (the areas you've found out are the focus of that particular buyer) and that you are in a position to be a regular supplier of such photos. In the course of your conversations, you draw out what specific current needs the particular buyer has, all the while emphasizing what experience or qualifications put you in a position to be an important resource for the photobuyer and his/her publication(s).

2. Introduce yourself cheerfully. The way you open the conversation will set the tone for the entire exchange and impression.

3. Be open. Be candid. Evasiveness or ambiguity won’t work. Beforehand, clarify to yourself your purpose for the call, the points you want to provide to the photobuyer, and then straightforwardly go for it. For example, don’t use the excuse, "I am updating my database."

4. Be enthusiastic. Exude a sense of confidence. A positive attitude will encourage your buyers to want to see various ways they can use your services. Yet don’t be overbearing or confident to the point of arrogance.

5. Be complimentary. A well-paced, well-meaning compliment about the photobuyer’s publication, a recent layout, insightful coverage, etc., will serve you well.

6. Interest. Briefly bring up one or two current topics related to the photobuyer’s area of concern. The more social you are, the more likely you'll elicit a favorable response. Of course, don’t overdo it! The photobuyer will appreciate your awareness that he/she is busy and has deadlines.

7. You might share with the photobuyer some bits of information you have learned from other sources in the field. However, be certain not to betray anyone’s trust.

Want to read more of this article? Go to: http://www.photoaim.com/gen617.html

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This week's featured photographer on PhotoSourceFolio: Andrea Shetly:

(http://www.photosourcefolio.com)

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BUSINESS NOTEPAD

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FILMING ABROAD. Take your film with you from home or buy it when you get to your destination? It's a problem either way. If you take your US-bought film with you and get it developed in Europe, there's no guarantee of the results. If you bring unprocessed film home to develop it here, you may run into severe airport scanning problems. If you buy film over in Europe, you might have to send it to Switzerland for processing, with a 4-day wait. If you bring back undeveloped film you purchased abroad, even if you escape an airport scanning (x-ray) problem, you may have a problem developing foreign-bought film here in the U.S. Maybe a digital camera is the answer. X-rays don't affect digital images. Thanks to C.C. Clarke.

DIRECT MAIL

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A "winner" for stock photographers

An effective method to keep your name and photography in front of clients is to contact your photobuyers periodically with your own direct mail campaign. Many photographers have found that postcards, sell sheets, and posters work best.

In planning your direct mail marketing to photobuyers, you might want to consider what we've learned here at PhotoSource International in our many years of working with photobuyers. These tips can make your direct marketing more effective:

[] By using U.S. Mail to contact your photobuyer prospects (unlike using Email), you can include a Business Response Card (BRC), to give you feed-back information, gauge effectiveness, make sales, and transform prospects into future sales leads.

[] Your post card, sell sheet, or poster should feature a photo chosen for its sales potential. Very often, your direct mail campaign will pay for itself through multiple sales of your featured photo.

[] Making a mailing list of contacts that are targeted to your specialty area (rather than broad-siding), improves response quality and reduces unit cost.

[] Tailor your message to your specialty audience.

[] Repeat mailings to the same list increases response dramatically.

[] Follow-up telemarketing to your photo client(s) will increase market awareness and portfolio requests.

[] If you're engineering an elaborate and expensive mailing, it should go to a tightly targeted group of high-level photobuyers.

[] Broad-group exploratory or "testing-the-waters" mailings should be simpler, less expensive, and more frequent.

[] Mailings should be carefully crafted from envelope to BRC for maximum impact, leaving an unforgettable impression.

Many more tips (and a lot of solid information) are available in the book, Creative Strategy, available from Creative Access Corporation for $14.95. (1 800 4 ACCESS)

As a special service to our PhotoAIM subscribers, we provide you with a fresh, up-to-date list of photobuyers every month. Look for this list every third week of the month, to update or add contacts to your personal Market List.

CHANGES

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WILLIAM H SADLIER INC. Company contact person David Rosenberg, Photo Editor. Former company name, address, phone, fax and e-mail: Williams H Sadlier Inc, 9 Pine St, New York, NY 10005, 1 212 312-6125, 1 212 571-3239, drosenberg@sadlier.com; current company name, address, phone, fax and e-mail: TENNIS MAGAZINE, 79 Madison Ave, New York, NY 10016, 1 212 636-2711, 1 212 636-2730, drosenberg@tennismagazine.com .

MAXIM (1040 Ave of the Americas 14th Fl, New York, NY 10018) former contact and e-mail: Matthew Steigbigel, Photo Researcher, steigbigel@maximmag.com ; current contact and e-mail: Nancy Cook, Photo Researcher, cook@maximmag.com .

DESIGN FIVE, former address: 503 Oak Lake Ave, Santa Rosa, CA 95408; current address: 4140 n Longview Ave, Portland, OR 97217.

LERNER PUBLICATIONS (241 1st Ave N, Minneapolis, MN 55401) Contact person Beth Oathoff’s name changed to Beth Johnson. Former e-mail: Boathoff@learnerbooks.com ; current e-mail: bjohnson@learnerbooks.com .

SEA & GO BOATING MAGAZINES (17782 Cowan, Irvine, CA 92614) former contact and e-mail: Jane Hascher, Editorial Assistant, jane@goboatingamerica.com ; current contact and e-mail: Laura Kirazian, Editorial Assistant, laura@goboatingamerica.com .

JOANNE DE SIMONE, Freelance Photo Researcher. Former address: 403 Fulton Ave, Saint Charles, IL 60174; current address: 2803 Turnberry Road, Saint Charles, IL 60174.

PATRICIA VESTAL, Freelance photo Researcher. Former company, address and e-mail: Harcourt School Publishing, 6277 Sea Harbor Dr, Orlando, FL 32887, pvestal@harcourt.com ; current address and e-mail: 3111 Larry Lane, Orlando, FL 32822, pvestal@ccfl.rr.com .

CATHOLIC NEAR EAST MAGAZINE (1011 1st Ave, New York, NY 10022) former company name: Catholic Near East Magazine; current company name: CNEWA WORLD.

DONNA GARRETT, Freelance Photo Researcher. Former company, phone, fax and e-mail: Experience Music Project, 1 206 262-3165, 1 206 652-4015, donnag@experience.org ; current Phone, fax and e-mail: 1 425 586-0042, 1 425 586-0042, dmtg99@yahoo.com .

SIDE BAR

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The Digital Photo Catalog

Few other marketing tools have as much impact as a digital catalog. Such catalogs can produce a big return on investment (ROI). A professional catalog marketed properly will put the right images in front of the right photobuyers. This will lead to not only direct sales of the images in the catalog, but also lead to contacts that open opportunities for further future sales.

Stage One: Build a Mailing List

Do you have a mailing list of photobuyers who use the kind of photos that you like to take? If not, start now to build your mailing list. Great resources to find photobuyers are the books, Photographer's Market and Writer's Market. Also take advantage of what your local bookstore and library have to offer. Seek out magazines and books that use the kind of images you produce. Add these publications to your mailing list. To learn more about how to use and build your mailing list see chapters 3 and 9 of Sell and Re-Sell Your Photos by Rohn Engh.

Stage Two: Target Your Mailings

Targeting your mailings is crucial. Some photographers don't pay enough attention to selecting the right markets to add to their market lists. Many photobuyers have told me that a lot of the mail they get from photographers end up in the trash after a quick glance. The reason? The mailings weren't targeted properly and the wrong kind of images were promoted to the wrong kind of photobuyers. For instance, a beautiful catalog of flower photos will be of very little use to a magazine-covering model railways. You'll save postage and time when you target your mailings.

Stage Three: Produce Your Catalog

I recently produced a digital catalog (PDF) and made some questionable decisions. I assumed that all the photobuyers on my list would be willing to flip through a 40-page PDF document. I was wrong. Had I done my homework prior to producing my catalog, I would have known that "shorter is better." I would also have found that multi-format is the best option.

Stage Four: Choice is Everything

Want to read more of this article? Go to: http://www.photoaim.com/sbar14.html

GOOD STUFF

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PHOTOSHOP 7 POWER SHORTCUTS, by Michael Ninness. This book claims to present "every shortcut known to man." A large number of these shortcuts cannot be found in the manual that comes with Photoshop, nor are they listed in Photoshop’s menus. This book lists them all, and more importantly, indexes them in an accessible way. Chances are there is a shortcut, or several, that you could be using to save yourself valuable time. ($19.99; ISBN: 0-7357-1331-6) Contact: New Riders Publishing, 201 W. 103rd Street, Indianapolis, IN 46290. Phone: 1 800 545-5914. http://www.photosourcefolio.com/bookstoreone.htm#0735713316 .

POLAROID MANIPULATIONS, A Complete Visual Guide to Creating SX-70, Transfer, and GDigital Prints, by Kathleen Thormod Carr. This resource includes detailed, hands-on instructions; dozens of step-by-step procedures; and scores of no-fail creative techniques that add depth and creativity to Polaroid image manipulation. It also features the latest information on cutting-edge equipment and current methods, as well as extensive sections on digital manipulations and printing. ($29.95; ISBN: 0-8174-5555-8; 192 pages; 250 color illustrations) Watson-Guptill Publications, 770 Broadway, New York NY 10003. http://www.photosourcefolio.com/bookstoreone.htm#0817455558 .

DESIGN YOUR OWN HOME PAGE, by Molly E. Holzschlag. Gives examples of some of the most inspired pages on the web today, and shows you how to create your own wildly creative page. With a focus on contemporary style and content, this guide looks beyond the home page to consider the revolutions it has encouraged, especially web togs and independent publishing. ($21.95; ISBN: 2-88479-013-6) Contact: Sterling Publishing Co., Inc. 387 Park Ave S, New York NY 10016-8810. Phone: 1 800 805-5489. http://www.photosourcefolio.com/bookstoreone.htm#2884790136 .

QUOTE OF THE WEEK

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"We make a living by what we get. We make a life by what we give."

–Sir Winston Churchill

FREE THIS WEEK

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BOXES. A full line of presentation boxes. Contact for a free sample and price list. Paper Box & Specialty Company, Box Makers Since 1929. Phone: 1 888 240-3756. E-mail: pbslinda@excel.net . Fax: 1 920 459-2463.

THIS WEEK'S WEB FEATURE

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Have questions about marketing your editorial stock photography? Put your questions on our Kracker Barrel and find the answers.

http://www.photosource.com/board/wwwboard/wwwboard.html

Watch for developments in the field of stock photography in PhotoAIM's

PHOTOGRAPHY IN THE NEWS

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You'll be the first to know…

Note: If the URL is long, it may extend to two lines. In that case - clicking on it won't work. Instead, "copy and paste" the URL.

Scanners - Even if you've already joined other serious amateur photographers in switching to a digital camera, your old photos and 35mm negatives and slides are probably collecting dust in some crate.

http://www.fortune.com/fortune/technology/articles/0,15114,443566,00.html

Judge Slams Gentieu's Claims Against Getty;

http://www.pdn-pix.com/news/

Photographers Give Away Portraits To Military Families - Thanks to some local photographers who organized an effort called Operation Freedom, military families across the metro area have also had something to hold while their loved one goes overseas.

http://story.news.yahoo.com/news?tmpl=story&u=/ibsys/20030415/lo_kmbc/1577136

Inviting Humans to Sprout Wings and Soar - Winged Migration," which was nominated for an Academy Award for documentary feature, is, like Mr. Perrrin's English, more poetic than precise. But the images of birds, gained over four years by more than a dozen cinematographers, are simply astonishing. An ultralight aircraft modified to hold a pilot and photographer was the most important tool in getting such images.

http://www.nytimes.com/2003/04/15/science/15BIRD.html

Art of Darkness - Susan Sontag on photography and suffering

http://story.news.yahoo.com/news?tmpl=story&u=/vv/20030411/lo_laweekly/43319

The world's biggest photography company expects to turn its first profit in digital cameras late this year;

http://story.news.yahoo.com/news?tmpl=story&u=/ap/20030416/ap_on_bi_ge/kodak_digital_1

Photo spreads showed a ''newfound respect'' for war photography;

http://story.news.yahoo.com/news?tmpl=story&u=/usatoday/20030414/en_usatoday/5066437

Who won, and who lost, in the media battle Photog Recounts Iraqi Prison Ordeal;

http://www.pdn-pix.com/news/

Judge Says Oscar-Winning Camera Lens Doesn't Work - - A federal judge in Los Angeles has nullified the patent for one of Hollywood's most advanced camera lenses, saying the cinematographer who won an Academy Award for inventing it lied to U.S. patent examiners about its capabilities.

http://story.news.yahoo.com/news?tmpl=story&u=/nm/20030412/media_nm/court_panavision_lawsuit_dc_2

Children of the war. Guardian photographer Dan Chung has spent the war inside Iraq - It is impossible not to notice the children as you travel around Iraq. They are at the side of every road waving or trying to speak to you. They are fascinated by the camera and keep jumping in front of it, trying to get you to take a picture.

http://www.guardian.co.uk/Iraq/Story/0,2763,935329,00.html

Retinex improves takeoff images - The same technology amateur photographers use to enhance snapshots is helping engineers at NASA Langley Research Center improve images of Columbia's final take off.

http://story.news.yahoo.com/news?tmpl=story&u=/trib/20030415/lo_dp/retinex_improves_takeoff_images

Partial court win for Douglases. Hollywood golden couple Catherine Zeta Jones and Michael Douglas have won part of their legal battle with Hello! magazine over the publication of unauthorized photographs of their wedding.

http://www.cnn.com/2003/WORLD/europe/04/11/court.zeta/index.html

Customers Of Closed Studio Can Obtain Proofs, Negatives. 3:00 p.m. EST March 18, 2003 - Rhode Island Attorney General Patrick Lynch said Monday that customers of a fugitive wedding photographer will have the chance to obtain their negatives, proofs and pictures.

http://www.msnbc.com/local/wjar/a1535200.asp

"Call for Artists: 2003 National Photography Competition" - The Camera Club of New York announces its 2003 National Photography Competition. The competition is open to all US residents 18 years or older except members of

the Camera Club of New York or their families, and employees.

http://www.absolutearts.com/artsnews/2003/04/16/30944.html

Sex assualt victims heal through photography - Recently, the Texas Association Against Sexual Assault offered a workshop to help rape survivors healing. The result, a moving photo exhibit, is currently on display at the University of Houston-Clear Lake. McInnis shared his love for photography with six participants. He gave them basic tips, a disposable camera and

Encouragement.

http://www.galvnews.com/story.lasso?wcd=9324

Shutterfly Achieves Profitability in Industry's Traditionally Weakest Quarter

http://investor.cnet.com/investor/news/newsitem/0-9900-1028-21130378-0.html

Photo Shops Find the Bright Side of Digital Technology - A couple of years ago, Oregon Photo Supply looked to be a goner. Then, digital photography soared as the economy plunged. Sales sank so low that Oregon Photo closed four of its five stores. But now things at the last store, just outside Portland, are looking way, way up. "Digital photography and the Internet have opened possibilities we never dreamed of," Mr. Welch said.

http://www.nytimes.com/2003/04/14/technology/14PHOT.html

The goal of the website of the California Coastal Records Project is to create an aerial photographic survey of the California Coast and update it on a periodic basis.

http://www.californiacoastline.org/

Chinese garment workers. Mexican day laborers. Home and health-care workers. What do these people have in common?

http://www.msnbc.com/news/564987.asp

Images that disturb yet seduce - Guy Bourdin's images from the 1970s are some of the most powerful ever seen in fashion photography – and extraordinary even now as advertising campaigns. The French photographer, who died in 1991 at age 62, where the unspoken narrative and the focus on story line rather than product started a new genre.

http://www.iht.com/articles/93225.html

Tribune photographer wins 3 awards - Ray Chavez takes first place in spot news, honored in feature and sports feature categories in Bay Area competition.

http://www.oaklandtribune.com/Stories/0,1413,82~1865~1329362,00.html

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Photographers! Now you can reach our photobuyers without leaving your home! Ask about our PhotoSourceBank.

http://www.photosourcebook.com/bank/index.html

PhotoAIM is a collection of excerpts from our monthly newsletter, PhotoStockNotes (We now have it available in German.) PhotoStockNotes is also available via postal mail in the USA: $3.00 per month. Outside the USA: $5 per month. >http://www.photosource.com/psnintro.html

Feel free to forward this issue of PhotoAIM to your photographer friends.

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Photobuyer address changes can be found by typing in ' Changes' in the Search section of PhotoStockNotes.

http://www.photosource.com/changes/index.html

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As a subscriber, you can search back issues of PhotoAIM. On your Web browser go to:

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and type in your keyword. (Your password is listed on the final entry of your current newsletter)

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info@photosource.com

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PhotoAIM weekly newsletter is a product of PhotoSource International, Rohn Engh, Director, who is solely responsible for its contents. Sell Photos.

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