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Issue 299 - May 14, 2009

Bill McCurry
McCurry Associates
wmccurry@mccurryassoc.com

609 688-1169

 

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  Inquiring minds want to know
  May 14, 2009

 
  Hello Chris,

Have you every had a topic you wanted to bring into the open, but kind of quietly? This week we've got some contributions from that good ol' boy "anon."

Back to this week's theme: It's true, a large number of the ideas we've run in recent months have originated with camera stores and photofinishing labs. This week let's look at ideas from some of the other segments.

And one week from today it will be that magical Issue #300!

Send in a special contribution, something worthy of such an auspicious event.

 
 
Idea # 1 - What has worked for . . .

I have really enjoyed and benefited from this forum. I have been lax about paying up. As a manager for a national photo retailer, I would like to be anonymous but paid up.

The two things I have tried that I would like to share are:

1. I started a book club for photo books. Nothing fancy bit a punch card valid only in my store for hard cover books. It worked out to buy 4 and get the 5th free. I know it isn't really original but. It did drive back some business for Christmas.

2. In regard to requests for items for fundraisers... I get a lot of requests. Many or most of these come from schools. As a company, it is all handled through the main office. I ginned up a certificate for a video to DVD transfer at a $32 value and donated them. Out of the 10 or 15 I have given out (they can only be used in my location) I have had about half a dozen come back and never for just the free job. No one has just one video to do. Many of these "Auction" people have become regular customers which has allowed us to do other things for them.

Thanks for the news and ideas.

 
 
Idea # 2 - They tried to keep it secret from me!

A major (but unfortunately former) specialty photo retailer who wouldn't want to be accused of libel . . .

I am writing this in the hopes that business owners will heed what I say about the financial deeds I discovered only after I closed my business.

I will never know the extent of the missing cash and other-self appointed perks for employees. When I became the last remaining employee that I got not only to pick up the mail, but open it.

I opened credit card bills carrying huge balances.

I found years of charges for insurance companies, cable TV, utility companies that had nothing to do with the company or me personally.

I called the first insurance company and asked who made the charge. Because of privacy laws, the insurance company - like the others - would tell me nothing. Bottom line, the offender had more rights than I did.

Then I called the credit card companies to dispute charges. First thing they asked was did I ever give the employees access to use my credit card for ANYTHING?

As I used one credit card in my personal name for things like auto expense and some company purchases in order to gain a few airline points, that credit card company ruled quickly that in their judgment call, permission meant just that and it did not matter what the charges were for.

Some suggestions:

If your business mail goes to a post office box and a "trusty employee" has picked it up faithfully on their way into work for you for years... you are setting yourself up. When I went to the post office for the first time in a decade to retrieve the mail, I could not believe that the first envelope on top was from a bank that we had left years ago.

Bottom line: CHANGE EVERY procedure and the way that things have been done for years.

NEXT: Hire an outside consultant or auditor who really has a handle on how small businesses work and have them come in and turn things upside down.

I spent the money on a forensic computer auditor a few years back and discovered an employee making money - during work hours - ghost writing high school papers for children. Another employee spent work hours looking at some of the worst porn imaginable.

Do you have a "loyal" long term office employee? The one who comes in an hour before everyone else in order to get things ready for the day. What a sacrifice they are making to get there so early each and every morning!

Get up an hour earlier for a few weeks to see how that time is really used. See how many phone calls come in during that hour for that employee each and every morning on your time clock? Are you paying an hour's wages for 10 minutes work?

Next, answer as many incoming phone calls as you can yourself. In my case, I found that my company owed vendors as well as customers who we had sold merchandise for. Long term friends for whom we had sold their camera equipment and then not paid them in a timely manner. Only a few who knew me ever called me about the matter.

One fellow told me that each time that he called that he was told that I was not in until one day he called from the parking lot on his cell phone and then walked in the door to find me behind the photofinishing counter chatting with a customer.

Next, do a credit report on your company and yourself.

Your key employees may have access to everything about your personal life. They know many of your social security number, your phone numbers and likely the names of your parents and your siblings. Maybe even passwords. That makes it very easy to fill out a credit application. One of the first things that I did after finding about the credit card revelations was check out my personal credit activity to see if I had recently acquired a new home or RV.

Trust is a good thing but in my case it proved to be a double edged sword.

Sadly, too many of my (and your) employees think of themselves as "victims." They think

"the owners have it, why shouldn't I?. They should pay me enough to buy the biggest cable package that I can get so that my family can watch 900 channels."

Addictions bring another risk to our businesses. If you've got a person with cash register access who tests positive for crack, where do you think they'll look for fix money?

I knew of another business owner who had a very long term and trusted bookkeeper who developed a gambling problem.

In closing, let me say what I went thru when I called the police to file a report about what had happened. The first thing that the detective asked me was: " Is it in your written policy manual that employees cannot use company credit cards, cash or funds of any type to pay personal bills?"

Don't make matters worse by setting a bad example.

Have you ever taken a twenty dollar bill out of your pocket and handed it to an employee when you knew that they needed lunch? You have just set a legal precedent.

Did you ever give an employee a salary advance when their car broke down and they agreed to pay it back in a future paycheck?

Law enforcement for the most part takes the attitude of: " Why did YOU let this happen? Why did YOU wait years to come forward with this?"

And then if the suspect were to be interrogated, a stock answer advised by some attorney might be: "Sure, I paid my bills with the credit card, he was going to let me pay it back. He just forgot."

editor's note: We applaud your willingness to share this story, and know it isn't easy.

In two weeks we'll be back with more anonymous contributions, but next week is our 300th Issue and it will be nothing buy good news!

 
 
Idea # 3 - Don't plan on your bank continuing to give you money

Hi Bill, here is something for the anonymous column.

If you are a Bank of America customer, watch out and get ready to be screwed. They are apparently calling in all lines of credit.

You have no warning until you get a registered "nasty-gram" in the mail which says pay up by this date (about 5 weeks) or they will "take possession of and liquidate any and all collateral securing payment of the note".

What a great letter to get. No phone call or anything. One local commercial photographer is being forced into bankruptcy.

We think they are going to allow us to make it a 5 year note, but we still haven't heard for certain yet. My recommendation is if you are a BOA customer and have a credit line, start accumulating cash.

Don't pay it down however, as they are also lowering the maximum limit to whatever you have outstanding (if they don't call the entire balance.)

 
 
DIMAcast shows how one independent retailer makes discounting work

What makes a conservative, southern businessperson turn into a self-described "sleazy discounter?" It's not a mid-life crisis; it's a well-thought-out business plan that promotes 4-by-6 prints at 9 cents and drives profitable traffic into the retail store.

Some think Ray Bailey of Camcor Inc., Burlington, N.C., may have lost his conservative roots, but in this week's DIMAcast, Bailey tells Bill McCurry he's actually building margin.

If that's not enough, Larry Carrillo, former owner of Shutterbug Camera Shops, Santa Rosa, Calif., adds some insights to retailers seeking higher margins. This week's DIMAcast Marketing Idea Exchange can be downloaded in either audio format or as a PDF file with images.

 
 
Calendar of Industry Events

June 5-7, 2009 - PMA Dixie Division Annual Meeting - Holiday Inn of Dahlonega, GA (about an hour north of Atlanta) - details to be announced.

June 25-28, 2009 PMA Australia 2009 Imaging Technology Show Sydney, Australia

July 7-9, 2009 IPI Meeting and Trade Show. Las Vegas, NV, USA.

July 15-19, 2009 PRO Convention, (Members and affiliates only) Rancho Mirage CA, USA

October 22-24, 2009 PDN PhotoPlus Expo Jacob Javits Center, NYC, NY, USA - info

November 10-12, 2009 - 6Sight Future of Imaging Conference being held in the Monterey Conference Center, Monterey, CA, USA. www.6sight.com

February 19-23, 2010 - PMA '10 kicks off in Anaheim, CA. Conferences begin the 19th and the trade show begins the 21st.

 
 
The events down under - no wowsers, please

editor's note: We'd been saying this show was going to be a "wowser" and sharp-eyed reader Emma McPherson put us straight.

Hey there guys,

Just a thought - in "Australian" a wowser is someone who does not drink, is a conservative thinker who puts a damper on any party. To suggest that the Sydney PMA is a wowser of a show is an amusing example of how slang doesn't cross international borders .

I am sorry that I am in Victoria and cannot attend the Sydney PMA easily. The Melbourne PMA was a professional highlight to my imaging industry career. Let alone winning not one but two of Bill's reward chocolates!

Thanks

Emma McPherson , Mansfield Vic. Australia

Maybe this is the year for that once in a lifetime trip down under you've been longing for. If you dig very deeply you can find some great fares, and a portion of your vacation could be a business expense.Each year the Australian branch of PMA gets bigger and better, and this year they've got a "GREAT" show planned.

There's a big incentive for early registration: buy one, get one free when your register by May 27 at http://www.pmaaustralia.com.au/a/61.html

Our own Bill McCurry, just back from a deep research tour, will be sharing his insights at these sessions:

Thursday - 25 June- 11:00 a.m. - 12:00 noon Session K1 - Australian Imaging Industry Trends and Statistics Boring charts and graphs? That's not Bill McCurry's thing . . . which is why they've asked him to make the data come alive and help PMA members understand how to turn research into reality and revenue. He's got a secret weapon with Glynn Lavender helping - don't miss this one.

Thursday - 25 June- 2:40 p.m. - 3:30 p.m. Session 100 - Marketing Idea Exchange This topic needs no introduction to this audience - come to learn and share

Friday - 26 June- 8:00 a.m. - 9:20 a.m. Session 200 - Digital Output Opportunities A brain trust panel focusing on output profit potential

Saturday, 27 June - 4:00 p.m. - 5:00 p.m. Session 303 - Retailer Hot Picks It worked so well in Vegas, it's being updated and improved even more for Sydney - you'll have spies covering the show floor for you to find your hidden profit making gem. Executive Producer: Catherine Logue

The Secret Session . . . How's this for ultra-targeted marketing? - Bill spent over a week touring New Zealand retailers. Garnered a lot of great ideas. Only those PMA New Zealand members who attend PMA Sydney are invited to a very special session . Review what he saw in New Zealand, what's working and maybe a bit of what's not working . . . if you're a New Zealand PMA member you should have gotten a private invitation, if not, contact PMA NZ.

More information on Bill's pre-PMA report - http://www.photoimagingnews.com.au/index.cfm?objectid=4F58E784-2400-11DE-967E0050568C22C9

More information on PMA Sydney 2009 - and to get Buy One, Get One Free register by May 27 at http://www.pmaaustralia.com.au/a/61.html

 
  You requested us to send you this newsletter.

Please send us your marketing idea as well as comments on those ideas posted by hitting your reply button or emailing to editor@mccurryassoc.com. You may offer free subscriptions to your colleagues by sending them this link: http://photoimagenews.com/mccurry.htm

Please Enjoy, Consider and Profit from these ideas. All the Best, Bill

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William J. McCurry, Chairman
McCurry Associates

 
 
  

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