Wednesday, October 28, 2009

Life Inside the Shoebox

In our industry, we spend lots and lots of time talking to one another about how we modernize the school picture experience, how we make it cool (as if it really ever was), how it needs to be relevant to the lives of modern women and kids, blah, blah, blah. And I think if you look at buying trends from across the industry -- PMA is a great source for this kind of information, by the way -- there's clear evidence that we need to be aware of the school photography industry's distinct similarity to travel agencies and movie rental stores. Both have been completely blown up and re-invented by the rise of the internet.

Below is a really interesting counterpoint from Gillian Fassel of the San Antonio Current. Her column offers genuine insights you rarely hear from industry hack like me. It's linked to below, but I've also copied and pasted it into this post. Enjoy.

Gillian Fassel's article.

I recently read about a New York-based photo studio called Stomping Ground, which boldly claims to have “successfully reinvented the school portrait.” The portfolio on its website certainly delivers on that promise: No formal poses or cheesy backgrounds, the pictures crackle with energy, featuring exuberantly hip children, some in costume, striking a range of impish poses.

I love the photos — they remind me of the Mini Boden catalog or a fashion shoot from the now-defunct Cookie magazine — but I’m not sure I’m ready to give up on the old-school school-picture format. Still, I can’t help but feel I’m being fleeced every time I drop $40 on one of the smallest available packages. After I dutifully distribute the 5 x 7’s, 3 x 5’s, and wallets among grandparents, uncles, and aunts, I throw the rest in a box in a closet, where they shall rest, undisturbed, in their time capsule until … when? It’s hard to imagine my lively, lovely daughters ever wanting their school mug shots when so many wonderful candid photos have already been taken of them in their brief lifetimes. (Some might even say too many have been taken, as our iPhoto currently houses 38,222 images, and I haven’t even uploaded all the puddle-jumping shots from the past month’s heavy rains … )

According to Lifetouch, the company that handles our school’s pictures, these portraits are “treasured keepsakes” and “a time-honored way of reaching out to family and friends,” but in 2009 I’d say those arguments are pretty weak. When I was in school back in the Pre-Digital Age, students would exchange wallet photos after inscribing a heartfelt message (“2 good 2 b forgotten” — a primitive precursor to text-speak) on the back. Do kids even bother posting school portraits to their MySpace pages nowadays? And who, aside from technophobic grandparents, really needs wallet photos when we have phones?

Though we “reach out” primarily through email and photo-sharing sites, blogs and social-networking sites, a case can be made for the school picture as a rite of passage. Those iconic tributes to bad hair, inappropriate smirks, and odd fashion choices may be cheesy, but they’re part of our shared cultural history. Almost everyone who was once a student in an American public school has a shoebox full of them stowed away somewhere, if they’re lucky, or else framed and proudly displayed on their parents’ mantelpieces. Or, better still, posted and tagged by a dear, dear frenemy on Facebook. School pictures are a great equalizer. They keep our hubris in check. They say, you may be super-successful and have stunning children and a really effective personal trainer, but underneath it all, you’re just another kid in a velour shirt, with goofy glasses and an untamed cowlick, grinning nervously in front of a painted forest backdrop. When the endearingly embarrassing yearbook photo of some celebrity finds its way into the pages of Us Weekly, we feel kinship — hey, that person really is “just like us”! (We also feel reassured by concrete evidence of the obvious surgical enhancements the celeb has undergone since middle school.)

If the school-photo companies want to put off their seemingly inevitable obsolescence, they might want to play up the nostalgia angle a little more. Acknowledge that school pictures are all about tradition — and then stop tampering so much with that tradition. When my elder daughter’s first Picture Day in kindergarten rolled around, I didn’t know what to expect, especially after those prop-heavy photo shoots in preschool (Teddy-bear tea party, anyone?). I was surprised by all of the options; for example, you could pre-select a pose and a background, though the choices were disappointingly limited to a few boring colors — blue, gray, green, or amber. If you’re going to offer different backgrounds, at least give me something interesting, even kitschy. Then again, that monochromatic “tastefulness” will one day probably seem as dated as the birch forests, covered bridges, and presidential libraries featured in my old school photos.

I was mildly disturbed to learn you could pay extra for the portrait to be retouched, and that you could even request that it be shot in soft focus — as if your fresh-faced 5-year-old were in need of the same kind of help as Marlene Dietrich or Barbara Walters. Perhaps I’ll change my mind when puberty mars my kids’ peachy complexions, but right now the idea of a sanitized school picture seems to defeat the spirit of the enterprise. They are supposed to be true to the moment, warts and all, and destined for the shoebox in the back of the closet.

Thursday, March 19, 2009

Young People Sharing More Digital Images

From the fantastic blog, PMA Foresight.

Tuesday, February 3, 2009

Directions to Marco Photo Service

From Cleveland Airport
From Akron Canton Airport
From Port Columbus Airport

Friday, January 30, 2009

Session Snapshot! Online Sales -- Facts from 2008 + New Features for 2009

When compared to the average studio owner, American moms continue to become younger and more tech-savvy every year. Consider these facts: The population of 25-34 year olds on Facebook doubles every six months - and 56 percent of them are women. The 35-54 year old population grew by 276.4% in the past six months. Like Facebook & MySpace, e-commerce in school photography is here to stay. It's the way our customer's want to buy, and we need to make sure we are ready to act on the change.

This session will introduce some new features to iMarco Galleries, share ideas that have been successful, and look at what needs to be improved for 2009.

Thursday, January 29, 2009

2009 Workshop Agenda Posted!

So you're going to attend the Marco Photo Service workshop, huh? Or maybe you're on the fence and are looking for an agenda you can go over... You're in luck! The complete agenda has been posted to our web site for download. To download the agenda, just click here and look under the research and data heading. We're looking forward to seeing you soon!

Wednesday, January 28, 2009

Session Snapshot! Questions and Technical Support for Studio Software PLUS! See the Launch of our New Customer Info / Ordering Site !

Bring your questions, suggestions for improvement, and crazy ideas. Lab technical personnel are excited to be participating in this session, where they will have the opportunity to hear from you – their end user – about what you like and don’t like about our software. And as a special treat, participants will be the first to use the Web 2.0 version of our customer information / ordering site, which launches that weekend!

Tuesday, January 27, 2009

Session Snapshot! Practical Solutions for Learning About Your Clients Wants and Needs

In this session participants will go over the basic idea behind an “other-focused” approach to selling, and then begin to center on practical application. We practice a form of consultative selling at Marco Photo -- hopefully you have noticed -- and will be prepared to share what we’ve learned. Please bring your own stories and tips of how you effectively approach, and then get to know your customers.

Monday, January 26, 2009

Session Snapshot! Structuring Picture Agreements that Work for Everyone

This session will focus on ideas for structuring picture agreements that give our clients the things they need, but make clear to them what they are agreeing to. The goal will be to share ideas on how we can make our agreements clear, fair, and easy to sign. Please bring your standard picture agreement to share with fellow attendees.

Friday, January 23, 2009

Session Snapshot! Yearbook Publishing through Marco Photo Service


Have you heard yet that Marco Photo Service publishes memory books now? Did you know that this year, for the first time, you can centralize your yearbook production in the same facility that does your lab work? Did you know that we want your opinion about how to best serve you as a yearbook publisher? We do!

During this session we'll be asking for your thoughts on our yearbook kits, how we can fine tune our software, and the options you'll need in order to be competitive.


Thursday, January 22, 2009

Session Snapshot! Studio Branding and Marketing that Makes a Difference

Branding is more than a logo and a color scheme. And marketing is more than freebies for school administrations. When done best, your brand pervades your company and speaks to who you are; which is why good companies pay attention to it. Topics of discussion will range from how participants currently see their companies, to ideas for executing that vision through printed pieces, innovative gifts for decision-makers, use of the web and e-mail, along with the ideas you bring with you. Attendees should bring examples of their studio's sales materials to compare and share with other attendees. Here’s an interesting link to a site that focuses on corporate branding.

Wednesday, January 21, 2009

Session Snapshot! Green Screen for Volume Photographers

This session will concentrate on the basics of working with green screen photography in a volume workflow. Photographers and lab personnel experienced in green screen photography will share with attendees what they have learned this year. A complete photography set up will be up and running so we can all gain hands-on experience and share ideas and great techniques!

Tuesday, January 20, 2009

Kodak's Ed Monahan the Keynote Speaker for 2009 Marco Photo Lab Workshop

Ed Monahan, Worldwide Strategic Director for Kodak, will deliver the keynote address of the 2009 Marco Photo Lab Workshop. In his current role as Worldwide Strategy Director, Ed is responsible for divisional strategy and determining opportunities for future products, markets and businesses. This role requires extensive research into consumer digital lifestyles, emerging ecosystems, and allows Ed to support corporate forecasting models for prints and future memory products and services. Ed will share some of his insights with us!

Wednesday, December 17, 2008

Taking Back Monday

A friend of mine sent this to me and it's brilliant. Full-disclosure, we're re-printing this without permission because it was pulled from another source. Robert is a great guy and has been a leader in the school photography business for years.

By Robert W. Kerr
ROYAL PHOTOGRAPHICS INC

If your fall school portrait season is anything like ours (and I believe it is) we have only about ten weeks to get all of our school portraits taken. To make maters worse very few schools want to take portraits on a Monday even though parents seem to prefer this date because they have more time to prepare their small children.

For several years I have had a difficult time booking school portrait dates on Mondays and was looking for any solution to this problem I could get. I figured giving up 20% of our school portrait capacity in an already short school portrait season was no way to successfully operate our company.

Think about this! Lets assume you have two portrait photographers (cameras) in place and that your portrait season is ten weeks. If you eliminate the requirement to fully book each Monday you are limiting your ability to book 20 more school portrait sessions (10 Mondays x 2 Photographers = 20 portrait sessions) in the fall. This can amount to as much as 8,000 or more students on these very useful days. This lost capacity problem is only compounded as you grow to more photographers and cameras.

There will come a time when you will have to spend even more money to add additional photography staff and expensive photography equipment just to grow beyond this limited capacity.

So what is the solution to this problem. It could not be easier. Just give your schools the financial incentive to select a Monday over any other day of the week. In our case it is $100 for each portrait camera put into production payable to the school or PTA on July 1 each year. This is even before portraits are taken. We call this our Monday Bonus and many schools are finding out now that Mondays can be a great day for portraits as well as instantly rewarding financially.

Using the scenario above selling 20 new schools on a Monday can increase your sales by as much as $100,000 and it will only cost you $2,000 in Monday Bonus awards. On the first day we initiated this program we rebooked four of our long term school accounts and three of them took a Monday as their portrait date even though they had never selected a Monday in the past. Sounds like this is a solution we all could live with.

Making better use of your personnel and equipment will help improve your bottom line by as much as 20% because you can now increase your business in the fall without adding to the cost of staff and equipment.

This is a great solution to the problem because we have made it a win-win situation for the school and the photographer.

Tuesday, December 2, 2008

DVD Yearbooks?

Interesting perspective on DVD yearbooks from someone outside the industry, a student.

JA

Monday, November 10, 2008

More on Charter Schools

This from the American Enterprise Institute on Public Policy Research.

JA

Thursday, November 6, 2008

Marco Photo Service School Picture Delivery Times

It's no secret in the school picture industry that Marco Photo Service has delivered fall undergrad packages in record time this year, but I got a few stats this morning that I just have to share.

  • By close of business today, we will have printed and shipped all work received in the month of October!
  • Late orders, corrections, and other one-off orders are shipping in betwen 12 - 36 hours.
A hearty round of applause to all of the dedicated Marco Photo Service employees who are helping schools and families all over the country receive their picture packages in record time!

Jay

Monday, October 20, 2008

OASSA Conference - David Warlick and the Role of Technology in Today's Learners

MPS Foto just finished our first educator's conference and trade show. Over 300 secondary school administrators learned about our company -- many for the first time -- and we learned a lot about them.

I also had the opportunity to listen to a keynote address by a gentleman named David Warlick. He's an educator who travels all over the place talking about the changing role of technology in the lives of our children. He talked about how classroom blogging, the idea of a flat classroom, cell phones, texting, video games, YouTube, and any number of other things -- ever hear of machinima? -- have made young people into dramatically different learners. His point, as I understood it, was that educators had to make a commitment to making today's schools relevant to tomorrow's learner. The educational community cannot afford to go the other way and try to force students who are now, in Warlick's view, genetically coded to learn differently than we are, into educational situations where they are just going to tune out.

Here's his links if you want to check him out. Fun stuff.

David Warlick
For Teachers: http://landmark-project.com/
For Clients: http://davidwarlick.com/
Blog http://2cents.davidwarlick.com/
Podcast http://connectedlearning.davidwarlick.com

Jay

Saturday, October 11, 2008

Charter Schools a Growth Opportunity?

Charter schools have popped up all over the country in response to failing public school systems. They have absorbed thousands of students that formerly went to public schools. Now, assuming that the statistics showing falling public school enrollment have stayed steady, this means that many of the schools we are working in are seeing a decline in enrollment. Currently, Ohio has 328 charter schools, enrolling about 88,800 students at an estimated public price tag of $603.2 million this year.

That's a lot of students. For example, look at the stats from the AP / Cleveland Plain Dealer

CLEVELAND (AP) — Enrollment in Cleveland's public schools keeps shrinking.

The state's second-largest school system had more than 150,000 students in the late 1960s. Now, district chief academic officer Eric Gordon says the count has fallen below 49,000, after a recent accounting of students who never show up and have been confirmed gone.

Gordon thinks the figure could dip to 47,000 in early October, when Ohio schools take formal head counts.

The Cleveland school district trails only Columbus for enrollment. But many students have left Cleveland's public schools for privately run, publicly funded charter schools or attend private schools on state vouchers.

More than 25,000 Cleveland school children went to charter schools or used vouchers last year.

———

Information from: The Plain Dealer, http://www.cleveland.com

What this means to us (and our competitors) is that we now photograph fewer students per public school on average than we did years ago. This fact, combined with declining school enrollment is a real challenge we have to overcome.

So how can we grow our photographic businesses with the charter school boom? Here's what we're finding as we photograph and process more charter schools.

1. Charter schools primarily pull students from failing urban school districts. In Ohio, that means Columbus City Schools, Cleveland City Schools, etc. The prevailing demographic that we have seen has been one where 70+% of students are on free and reduced lunch.

2. Charter schools are pretty well-funded and often operate in great facilities.

3. Charter schools are photographically under-served -- many never having seen a school photo rep as late as this past September.

4. Charter schools operate with a refreshing lack of traditional school bureaucracy and will make decisions quickly.

5. Charter schools will accept -- and understand -- that high commissions and giveaways are not realistic if they want top-notch photographic services.

Our studio division is betting that charter schools can be a big part of a rapid growth strategy.

The value proposition we put forward is basically this.

1. We remove risk from the parents by providing proofs of the portraits. Allow them to see what they are purchasing.

2. We keep prices competitive and allow parents to purchase whatever they want. There is no requirement that the parent purchase a package before adding single sheets.

3. We allow a variety of payment options. We allow payment via cash, check, credit, or debit cards. Credit or debit cards go through our online store.

Obviously, proofing entails a greater up front risk for us. In exchange for what we are offering, the school makes a couple of concessions.

1. They accept a very low commission, or no commission at all.

2. We work together to limit the number of service items that they receive free of charge.

We're gathering data now and will post it as soon as the photography season closes, but we're interested in what you have to say. How have charter schools impacted your area? What are you doing to capitalize on their emergence as an academic force?

Jay

Thursday, September 18, 2008

Youth Sports Marketing

Interesting discussion on marketing youth sports photography.

Jay

Wednesday, September 17, 2008

Performance of On-line Commerce in School Photography, Part 1

Online photo ordering has recently gained a lot of traction in school photo marketplace. Our company, Marco Photo Service, has been engaged in the online model for a number of years. We've been collecting data for some time and thought it would be interesting to make some of it public, and possibly start a discussion.

Everybody's raging right now about pre-pay online services and web-enabled proofing which have really begun to hit their stride this year. These areas are probably going to prove the tipping point for our industry that takes us from cash or check into the internet age, but we'll look at these in a different post.

On-line re-ordering has been around a little longer and we've got more data on it. Here's a summary, but if you would like to know more about it you should contact us. We'll be happy to go into detail.

Hard Facts
Number of subjects offered opportunity to order online: approx 200,000

Average sale to those who ordered: $48.00

Purchase rate: About 1%

Things to Think About
As a rule, if you assume $15.00 - 20.00 per unit retail, getting participation at or above one percent is the key to profitability. If you can drive participation past one percent, profitability is almost assured.

Don't get fixated on only the hard numbers. Remember that outsourcing your customer service to the web can be a great money saver. Example: one large studio processed 305 reorders through their site last fall. At 30 minutes total labor saved per reorder at $15.00 / hour (that's conservative, we think) that studio saved 152.5 man hours -- or $2287.50.

Schools with great pre-pay buy rates will probably not be net profitable, simply because most of the parents have already purchased. They are just going to be less likely to order again.

Novelty items like coffee mugs and aprons do sell -- but not very much. The overwhelming leader in terms of sales are still traditional flat prints with no enhancements.

Again, if you want to know more, drop us a line.

What have others experienced?

Jay