Of course every photographer wants to get more money out of his studio. And so photographers are constantly looking for methods of boosting their business. Good use is being made of newspaper and direct mail advertising, often followed by personal solicitation and generally such methods are successful. But because such plans are fairly well understood, photographers are much more interested in learning about newer and more novel methods of pushing business. Also they are looking for methods which involve as little expenditure of money as possible.

You may be interested in the plan adopted with much success by one photographer for the purpose of boosting his business. We will call him Smythe because that isn't his name.

Mr. Smythe is a successful photographer, has been at the same stand for a number of years and has built up a good patronage in the regular photographic lines.

Recently, however, he began expanding the commercial end of his business and it is through this line that he is getting more money out of his business than ever before.

Many photographers are content with what commercial business comes their way. Not so with Mr. Smythe. He goes after more commercial business all the time and - he gets it. The following description of some of his methods may enable you to cash in on them in your town.

1. Making Photographs For Salesmen's Kits

Anything that will help salesmen to do more business these days is a good thing for the salesmen's employers to try. Often a photograph of the big home office building or factory of the employing firm can be used with splendid success by the salesman in convincing a prospect of the desirability of trading with the firm. Or, where the firm has made a remarkably big shipment, for times like the present, a photograph of such a shipment will prove of interest to the prospect and will convince him that the firm is doing such a volume of business that it can offer goods of better quality at lower prices. Mr. Smythe has been very successful in selling a large number of such photographs. It takes but a brief bit of talking with a sales manager to convince him of the desirability of using such photographs.

Another line of photographs which Mr. Smythe has been successful in selling to sales managers for the use of salesmen's kits is service photographs. Where the salesman is employed by a wholesale grocery concern, Mr. Smythe suggests to the sales manager of this concern that it would help the salesman sell more goods if he carried photographs with him showing how other retail grocers have displayed and sold the goods in which he is attempting to interest the grocer. This is real service to the grocer as it shows him the best way to handle the goods and make money out of them. Mr. Smythe finds it easy to sell such photographs because they can be secured for a firm's salesmen at a much lower cost than the production of a house organ containing the same material. Isn't there a hint in this for other photographers who want to increase their commercial business?

2. Taking Photographs For House Organs

Mr. Smythe is a member of the Rotary club, the Chamber of Commerce and other local business men's organizations and thus comes in contact with the leading business men of the city. By talking to these men he learned which of the local firms issued house organs. He then made up a list of these firms, found out by telephoning just who was responsible for each house organ and solicited these individuals to employ him to take photographs for the publications. In most cases Mr. Smythe secured copies of the house organs before soliciting so that he knew in advance whether or not the publications were illustrated and, if so, how. In this way he could talk intelligently about photographs for illustration. He found about a third of the local house organs were not illustrated and he was able to convince the majority of the firms getting out these publications that they would be much more effective if they were illustrated. Also by convincing the firms of this fact he secured the work of taking the required photographs. Among the illustrated house organs he was also able, by this personal solicitation, to secure the work of making illustrations for a number of publications for which he had not previously done any work, all of which largely increased the amount of commercial work he was doing each month.

Surely there is a suggestion in this for the photographers in other cities. In most cities there is no photographer who makes a speciality of house organ work. You might find it well worth while to go after such work in your city.

3. Trade Paper Photographs

There are, in all manufacturing cities, some industries that are constantly anxious to get publicity in the trade papers which are published for their particular line of business. For instance, all automotive concerns are anxious to get publicity in Motor Age, Motor World, etc. All concerns manufacturing machinery are anxious to get publicity in Machinery, Iron Age, etc. Also such concerns are constantly getting up booklets containing photographs of their products or catalogues containing photographs. Such firms must constantly buy a lot of photographs unless they have their own photographic equipment and very few of them have.

Mr. Smythe realized this condition in his town and solicited the leading manufacturing concerns of the city in this way:

"Through long experience I know just what sort of photographs will appeal to trade papers and I know just how to take photographs that will play up the salient points of your products in the best way for reproduction in booklets, catalogues, etc. This means that when I take a photograph at your plant I am giving you more service than merely taking the picture, yet I am charging you merely for the photographic work. Now I have a proposition to make to you: Employ me to come to your plant once a month on a basis of taking a minimum number of photographs each month. In this way you will get a lower rate than would otherwise be the case. And under your direction I will take photographs that will be sure to make a hit with the trade papers and which will be the biggest sort of a help to you in selling goods by means of booklets and catalogues."

This method of solicitation got splendid results for Mr. Smythe and he is now regularly employed by a number of local firms for whom he takes a stated number of commercial photographs every month.

Undoubtedly this same method could be used by other photographers with much success in augmenting their commercial business.

4. Pictures For Automobile Dealers

Every time that two local automobile firms sell a car they call on Mr. Smythe to take a photograph of the new owner standing beside the car, or sitting in the driver's seat. Usually these photographs are taken in front of the new car owner's home. The auto concerns present one of the pictures to the new car owner and also place a print in a large loose leaf album to which is attached the name and address of the new car owner. These albums are then used by the dealers in convincing prospects that the best people in town are purchasing cars, and as visual evidence that the firms are selling a lot of cars. These albums are very effective in helping to arouse interest and close sales. Also the presentation of the picture is appreciated by the car owner.

Mr. Smythe worked up this stunt with these two local auto dealers himself and thus is assured of a good amount of business from these firms each month. And he nearly always sells a number of extra prints to the car owners.

5. Pictures For Real Estate Dealers

Along the same line is the use of photographs in albums by local real estate dealers. Several local realtors when listing a house have Mr. Smythe take a photograph of it. These prints are placed in loose leaf albums together with data concerning the location of the house, price asked, its age, etc. Then the realtors show all these pictures to the prospect and in this way get a definite line on just the sort of a house that will please him without having to go to the trouble of taking him around to various parts of the city in an automobile.

Surely the majority of photographers could do a lot more work along this line for real estate dealers than they are now doing.

Think over all these methods for increasing your commercial business and apply them to your own studio.

And now is the time.

Print From A Portrait Film Negative. The Piece Of Furniture Is Polished Red Mahogany.

Print From A Portrait Film Negative. The Piece Of Furniture Is Polished Red Mahogany.

Print From An Eastman Commercial Panchromatic Film Negative Made With The Red A Filter. The Same Piece Of Furniture, As Shown On Opposite Page.

Print From An Eastman Commercial Panchromatic Film Negative Made With The Red A Filter. The Same Piece Of Furniture, As Shown On Opposite Page.