Random Thoughts 52

Posted on 9/27/2002 by Jim Pickerell | Printable Version | Comments (0)

508

RANDOM THOUGHTS 52



September 27, 2002

SuperStock To Close European Offices


SuperStock is moving to close its offices in France, Spain and Germany and turn the sales in
these countries over to sub-agencies that have market dominance in these countries. The
possible closing of wholly-owned offices in other countries is being explored.


SuperStock will not be closing all their wholly-owned offices. In March of this year they
acquired Powerstock in London and merged their UK operations with those of Powerstock. They
intend to continue to operate that company.


More information on the agencies that will be representing SuperStock images in the future and
how these new arrangements will benefit the photographers is expected to be available in the
near future.


SuperStock has also opened a new feature on their website call the "CD Store". On this site
they now represent titles from Thinkstock, Pixtal, Image Source, and Banana Stock. They are in
the process of signing up other RF suppliers and expect to have between 600 and 800 titles
available by Spring of 2003. They also sell single images from these CD's as well as the entire
CD.


Currently CD delivery is only available to customers in the U.S. and Canada. They expect to
deliver CD's to customers in the UK in the near future and they will expand sales of CD's to
other countries at the appropriate time.



Masterfile Expands North American Sales Force


At a time when many stock agencies are downsizing, Masterfile is expanding its sales force in
the U.S. and Canada by adding seven new sales and business development people in New York,
Seattle and Toronto. Its sales team now totals 23 professionals.


In September, Masterfile opened a sales office at 245 Park Avenue in New York and hired Ardath
Church (ex-ImageState & Getty/FPG) adnd Michelle Rizzi (ex-Corbis/Stock Market).


In Seattle Ellen Marrett (ex-ImageState, Getty/FPG and Corbis) is responsible for business
development in the western USA.


In Toronto they added four people: Mary Louise MacDonald (ex-Getty/Image Bank), Celine Richard
(ex-Getty/Stone), Sharon Verburg (ex-Getty/Image Bank) and Beth Wright (ex-Photonica & Image
Bank).


Masterfile president, Steve Pigeon says, "As many stock agencies seem hell-bent on eliminating
the personal experience, Masterfile is determined to increase personal service to clients and
artists, while providing all the digital wizardry that is essential today."



Workbookstock.com Releases New Catalog


The second catalog from workbookstock.com, Book 2, featuring images exclusively from the Co/Op
Service, is now being sent to thousands of qualified stock art buyers in the United States and
Canada. It is the second print promotion from the e-commerce rights-protected stock image site
launched last year. The Co/Op Service represents a tightly-edited group of images available
exclusively through workbookstock.com.


In addition to North American, Book 2 will be distributed throughout the United Kingdom,
Germany, France, Belgium, Japan, Italy, Australia, New Zealand, Israel, Greece and Turkey.



Dynamic Graphics Names Director of Business Affairs


Dynamic Graphics, Inc. has named Maria Kessler director of business affairs for its stock
imagery division, Creatas, and the company's affiliate, PictureQuest.


Creatas.com offers royalty free photography, footage, illustration and Flash movies.
PictureQuest.com offers both rights-protected and royalty free photography from more than 40 of
the world's leading photo agencies.


Kessler's main responsibilities will be to develop and foster distribution relationships with
stock imagery suppliers and photographers and to direct internal business affairs strategies.
Before joining Dynamic Graphics, Kessler worked at Digitas where she integrated online business
strategy and client services for American Express. She was also pivotal in launching and
managing FPG.com, FPG International's e-commerce site before FPG was purchased by Getty.



Tracking Uses


A photographer wrote recently that he has become more aggressively is his pursuit of copies of
the finished printed pieces of his work as a way of documenting how the customers are using his
images. He believe that many customers are tempted to get a quote for a quarter page and then
use the image for something more expensive. He said, "I have a hunch customers are not always
truthful about this aspect of the process." And he asked, "What do agencies do about this?"


Most agencies request tear sheets for this purpose, and many are aggressive in following up to
make sure the customers actually send them. At Stock Connection we do a lot of follow up and we
get tear sheets in about 1/3 of the cases. There is a question as to how much you want to bug
very busy art directors, and how that will affect the future customer relationship, but at the
same time there is no question that getting copies of tear sheets often pays off. Stock
Connection finds many instances where more use is made of the image than was originally
negotiated and in those cases we bill for an additional fee.


It is our perception that in nearly all cases the error was innocent and the customer was not
purposefully lying. What often happens is that there is a picture buyer in charge of
negotiating rights and once those rights are negotiated that person is finished with the
project. Meanwhile the art director and the client are changing their mind about how they want
to use the image. They decide to use it larger and that message never gets communicated back to
the picture buyer.


Granted that this is sloppy internal procedure, often due to the fact that everyone is
overworked, but as a seller you have no way of knowing this kind of thing is happening, at what
companies, unless you see a copy of the finished product. Thus, we believe it is very important
to follow up each sale, in a friendly way, and try to determine how the image has been used.
The right kind of follow up can build customer relationships and generate additional revenue
from some sales. The important thing is to assume that any mistake was accidental, not
intentional.


It is also worth noting that old style stock agencies are in a much better position to do this
type of follow up that Internet call centers. The goal of the call center is to close the deal,
get on to the next one, and never look back. The old style agency is focused on customer
service and building relationships.



Streaming Video In Advertising


According to Trend Watch 58% of Internet-active ad and PR agencies see streaming video as the
most important internet change in the next two years.


It is believed that the continued proliferation of broadband technology means that it will be
more and more possible to deliver high-quality video over the Internet. With the ad industry
seemingly in a state of emergency these days many agencies are looking for new lines of
business.


If there is more use of streaming video this could open up new opportunities for those who can
produce video as well as stills.


Copyright © 2002 Jim Pickerell. The above article may not be copied, reproduced, excerpted or distributed in any manner without written permission from the author. All requests should be submitted to Selling Stock at 10319 Westlake Drive, Suite 162, Bethesda, MD 20817, phone 301-251-0720, e-mail: wvz@fpcubgbf.pbz

Jim Pickerell is founder of www.selling-stock.com, an online newsletter that publishes daily. He is also available for personal telephone consultations on pricing and other matters related to stock photography. He occasionally acts as an expert witness on matters related to stock photography. For his current curriculum vitae go to: http://www.jimpickerell.com/Curriculum-Vitae.aspx.  

Comments

Be the first to comment below.

Post Comment

You must log in to post comments.

Stay Connected

Sign up to receive our FREE weekly email listing new stories posted.

Follow Us

Free Stuff

Recent Stories – Summer 2016
If you’ve been shooting all summer and haven’t had time to keep up with your reading here are links to a few stories you might want to check out as we move into the fall. To begin, be sure to complet...
Read More
Corbis Acquisition by VCG/Getty Images
This story provides links to several stories that relate to the Visual China Group (VCG) acquisition of Corbis and the role Getty Images has been assigned in the transfer of Corbis assets to the Gett...
Read More
Finding The Right Image
Many think search will be solved with better Metadata. While metadata is important, there are limits to how far it can take the customer toward finding the right piece of content. This story provides...
Read More
Where Is The Stock Photo Industry Headed?
For new readers, or those who may have missed some of what I have written over the last few months, the following are a list of stories worth looking at to get a sense of where the industry is headed.
Read More
Photography As A Career
It’s that time of year when high school seniors are waiting for college acceptance letters and thinking about future careers. If you know someone who is thinking about photography as a career you mig...
Read More
2014 Stories You May Have Missed
For many the end of the year is a time to review past experiences and consider whether it makes sense to chart a new course in the year ahead. Stock photography has changed dramatically for professio...
Read More
More Stories In 2014 You May Have Missed
Every so often I put together a list of the most important stories we’ve published in the recent past. If you are engaged in the business of stock photography the links below are to stories that we’v...
Read More
Getty: A Three Month Review
In all the excitement about 35 million FREE images it is worth looking back at some of things that have been happening at Getty Images in the last three months. After watching revenue decline for the...
Read More
State Of Stock Photo Industry: 2013
If you’re looking for an overview of the state of the stock photo industry as of October 2013 the stories listed below are a good place to start. Regular readers of Selling-Stock will have seen all t...
Read More
Education Market Shifts To Digital
If supplying pictures for educational use is a significant part of your business plan you need to be aware of how the market is trending toward digital delivery and how that is likely to affect the p...
Read More

More from Free Stuff