Reaching the B2SB Market

Posted on 6/11/2009 by Jim Pickerell | Printable Version | Comments (2)

Those selling images to big business at traditional prices must develop a different strategy for addressing the B2SB (small business) market. The strategy needs to embrace the idea of pricing based on value received, so big businesses that receive greater value from the images they purchase continue to pay reasonable fees for that value.

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Selling Stock is an on-line newsletter that reports on developing trends in the stock photo industry. It is updated at least twice a month. On-line subscribers receive e-mail notification whenever new stories are posted. Archives containing stories going back to late 1995 are fully available to subscribers.

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Copyright © 2009 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 301-461-7627, 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

Tim Mcguire Posted Jun 11, 2009
I think this is a good idea. I wish Photoshelter or LicenseStream would implement a pricing model like this. I'd implement it in my sites. PS and LS have talked in the past about empowering photographers to take back this industry and the licensing of their work. Implementing this sort of pricing and licensing models in technology platforms like PS and LS would work toward that end IMHO.

I think only photographers and producers of imagery can make these changes because getty and corbis have too much to lose by trying something unproven and risky. Photographers have less to lose and because they produce / create the product I think Photographers can and should demand and create better ways to price and license their work that maximizes the revenue they receive rather than diluting it to the lowest common denominator.

Posted Jun 12, 2009
I agree with Tim on this issue which would not be an issue if photographers hadn't shot themselves in the foot long ago when the digital revolution started. A quick buck and pie in the sky promises from the original digital players put a lot of stock income on the line. Of course we can't get back what was once possible (everyone with a digital camera is a photog now, don't you know) but it is possible to just say "no" to ridiculous pricing schemes and the WalMart mentality. I wonder when doctors and lawyers will allow their rates to fall in order to catch a greater market share?

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