False Profit - A Modern Outrage

Chicago, Aug. 28 - Just when you think it's safe to get out of town (nothing ever happens the last week of August) the entire world melts down around you. With spotty Internet access to boot, it makes the blogging life that much more difficult. So I'm on vacation and one of the biggest blunders in marketing history, right behind new Coke and the 300 page iPhone invoice from AT&T, Modern Postcard, one of our most popular suppliers, offered its customers a new service...

"Modern Postcard Partners with iStockphoto.com! SAVE BIG on over 2 million, royalty-free stock images from iStockphoto. As a Modern Postcard customer, you're entitled to free images, free credits and a 10% discount on any iStockphoto credit bundle over $20. So, skip the expensive photo shoot and create direct mailers with high quality images from iStockphoto.com!"

Skip the expensive photo shoot??? Hey, wait a minute, don't you know who your customers are?????

I think it's fair to say that the bulk of Modern Postcard's customer base is made up of photographers (and illustrators) who print promotional materials specifically to sell high-end creative services... you know, expensive photo shoots! Now, Modern wants to promote us out of business!

I've been a Modern customer for years. The last project I did with them was to create a line of customized Signature Series gift cards (see sample, above right) which I was all set to expand into other, mass-marketable, imagery. Needless to say, I'm looking for another printer.

I'm not the only one. There are many, many disaffected and now former Modern Postcard customers. From what I've read through my e-mail In Box, they've received the proverbial ton of e-mails themselves, and that flood of e-mails caused them to apologize. I don't think it worked.

"Call me a cynic, but does anyone else read [their] 'apology' as ringing more than a bit hollow" asked Ken Hawkins, a photographer from Altanta? "MP doesn't distance themselves from their partnership with iStockphoto, they merely state that they've sent their latest marketing ploy to the wrong target audience. If Modern Postcard actually wants to have that strong relationship with the artistic community they crow about, they should rethink their profiteering association with microstock schemes."

Ken's note epitomizes the response from across the professional photography community. Modern Postcard got so much e-mail on this gaffe that they've, according to an unverified story on PDN's Newswire this morning, canceled their association with iStockphoto.

And to think that I almost missed all the excitement. Good thing I'm not vacationing in remote, exotic Ubetya.

-----

EPILOGUE: This just in from ASMP National Headquarters.....

After conversations with ASMP and other associations, and due to an overwhelming negative response from ASMP members and other photographers, Modern Postcard has decided to sever their newly formed relationship with iStockphoto®. We thank Modern for responding quickly and with consideration for their important photographer client base.

Also, we thank all of you who participated in this grass roots effort.

In their press release Modern writes:

“We recognize the challenges that face professional photographers today,” states Steve Hoffman, president of Modern Postcard. “It is our intent to support the entire photographic community as well as the other businesses we serve by developing solutions that benefit both.” The company will explore appropriate solutions in conjunction with the industry, including establishing an active steering committee comprised of trade groups, photographers and other industry leadership.

Discussions have already begun with ASMP in this regard.

-----

So, does this mean they're off the hook for their egregious behavior? I wouldn't count on it. The handwriting's on the wall, Modern Postcard cares little for their core customers. I'll bet they find another way to partner with a similar organization and next time they simply won't be so stupid as to e-mail us about it.

Image For A Summer Day

Tuesday, August 14, 2007. A few degrees cooler than recent days, certainly not quite as humid. A more comfortable day than most this summer and a sure sign that the cooling of August has begun.

The Porkyard. A quiet, shady lane off Coryell Street in Lambertville, New Jersey. A hardware store, a boutique healthcare marketing agency, a restaurant, a bar. A bench to sit on, to relax in the shade with the cool summer breeze... and a flag for the taking.

You're Selling Hondas Now?

This is the President's Message for the Autumn, 2007 issue of "Exposure," ASMP-NJ's quarterly magazine.

Every year, just about the end of April, ASMP national headquarters sends me a list of all of our members who, for one reason or another, haven’t renewed their membership. As chapter president it falls to me to inquire as to why a member hasn’t paid his/her dues. The responses are as varied as our membership is diverse, but there seems to be a common thread running through all of the conversations: clients want more for less, they don’t want to pay for digital capture and/or post-production fees, quality assignment work seems to be evaporating, I’m unable to earn a decent living, I have to do something else.

One of our former ASMP New Jersey members told me: “I was the first in our area to go digital. I made a huge investment in retooling my studio for digital photography and I just can’t support it any longer. I had to sell a lot of my stuff and close down my studio. I’ll still shoot the odd assignment but, basically, I’m selling Hondas now full-time.”

Richard Green, another local photographer, wrote on APAnet about his recent experiences in the marketplace, saying that work has slowed to a trickle and that, though he’s not in danger of going out of business, he’s had to temporarily take a part-time job to keep his income at a certain level. In the meantime, while his wife has been supportive she’s also been trying to help him by suggesting he respond to classified employment ads that she’s selected for him. Rich wrote, seeking input based on one of the ads, “since I have no experience with this company, I assume that this job is for a beginner (regardless of what it says), is low-paid and over-worked. I'm hoping that someone will be able to confirm my beliefs so that when I tell my wife, ‘it's not a good job,’ I'll have something to back it up.”

The APAnet forum is a great resource (so’s ASMPproAdvice!) and several of the regular contributors replied with commiseration and specific suggestions (and, FYI, I’ve been a part-timer at various points in my career as well... and I didn’t like it!).

Speaking from personal experience, for my ex-wife security meant a regular job with a steady paycheck and benefits, and there’s nothing wrong with that... if that’s what you consider to be security. While I would’ve liked to oblige her on any number of occasions, I’ve found that the chances of waltzing into a major corporation seeking employment as an executive without prior experience in a similar position is a very, very difficult prospect. Especially when there are a whole slew of experienced competitors who have been downsized when their jobs were outsourced to Bangalore or Manilla or simply ceased to exist the last time Brazilian economy tanked.

So, how do we create and maintain sustainable photography businesses and avoid looking elsewhere for security?

Brad Allen of Columbia, SC, has this helpful suggestion: “I see a direct correlation between the amount of work I get and the amount of effort I put into getting that work. Many people do a lot of marketing and when they get busy (they) slack off. I am trying to stay constant with marketing all the time. Word of mouth is great, but I don’t want to (peg) my hopes (on) that alone. Some of the efforts I’ve made are fairly inexpensive and have worked well for me. Try to stay optimistic and positive (that can be really hard sometimes)."

Leslie Burns-Dell'Acqua, the well-known creative consultant and coach, had some specific advice for Rich that a lot of us can benefit from. She acknowledges the difficulty of his situation and says, “the first thing you need to do is to separate your work life from your personal life. Your wife absolutely means the very best, but she is not helping your business and nor
should she. Work is work, home life is home life, and separating them will help your mental health and your business. My husband has no idea how much I bill annually, for example, or what my business expenses are.

“I suggest that you very respectfully and lovingly ask her to stop trying to help. Tell her how much you appreciate it and how you know she means very well, but tell her how it makes you feel and ask her to stay out of it. Reassure her, and be clear.

“Often spouses think they can help fix things by finding job ads, etc., when really the only support the other person wants is someone to nod and say "yup, that must suck," when they hear one's troubles. An ‘I'm sure things will get better, I have faith in you,’ can go infinitely farther than a, ‘why don't you check out these jobs,’ but, more often than not, a spouse will do the latter and not the former.

“She's afraid and she doesn't want to watch you struggle - a hard combination for her, I'm sure (I've been there, by the way). It sounds like she loves you, and that is, of course, the best part of it.

“As for what to do, you’re right, staff jobs are disappearing. Brad's suggestions of taking this time to market aggressively and to start working a marketing plan consistently are great ideas. You may have to work some part-time/temp gig while things get moving, but if your work is good enough (it is) and you target the right clients for you, there is assignment work out there to be had. You can do it.”

There are a lot of pros on-line these days and they’re more than willing to help with good and timely advice. My favorite on-line forums include the aforementioned APAnet and ASMPproAdvice. These are found at http://groups.yahoo.com and are free programs of their respective parents and open to all. Here in New Jersey we have the ASMPNJ forum (also on Yahoo), but this is available as a benefit only to ASMP New Jersey Chapter members. You can also always count on me at blog@pobereskin.com

Needless to say, membership in ASMP has its benefits, the most important being that once you’ve joined you instantly acquire 5500 photographers as friends, people to whom you can turn for help and advice.

Remember: membership doesn’t cost, it pays!

My Last Wish - A Specific Florida Location

Having had an absolutely God-awful July, where I lost two of my favourite people, I've been left the past couple of weeks to contemplate my own mortality. Knowing that there's no life without death leaves me with no conclusion other than: I'm going to die, too. Like the famous blues song in which the protagonist states about cocaine, "the Doc says it'll kill me but he won't say when," I figure it could be any day now or it could be another forty years... who knows?

But if I were to die tomorrow, then there's some unfinished business I'd like to attend to; and that leads me to think about all the things I'd wanted to accomplish and, especially, those things which I have not. So, what's left? Well, aside from the obvious hopes for a better life for my children, etc, etc, there's one more thing I'd really like to do in my lifetime: I want to photograph a Space Shuttle launch.

I've come close in a way, having photographed astronaut training, but it's not the same. You can sort-of get a feel for the desire to be there if you've ever seen one, even on television. The noise, the smoke, it's the best expression of American power. You see that shuttle take off and you know you don't want to mess with people who can make that much fire. (Doesn't Osama bin Laden own a television?)

My other semi-close encounter with space flight occurred when I was an assistant. I was working for Alan Kaplan on some cigarette campaign near Tampa, Florida. We were taking a break when the shuttle was launched and, from clear across the state, you could feel the earth shake and hear the noise and see the smoke. It was awesome!!

So, my last wish: would somebody, anybody, any client with a decent budget, PLEASE, send me to Florida to shoot that thing before NASA shuts down the program? Then, I'll gladly go quietly.