What do YOU tell the client when they know the C.o.G.'s/ Wholesale Cost?

[S-Man]

A client wanted to order some photos, and I was talking with them on the phone. They mentioned they wanted a canvas, but "Wow, they're really expensive!"
I went on to explain why Stretched Canvas Prints are so expensive due to the construction, lamination, stretching, mounting etc. and mid-sentence, they said "Yeah, we got a canvas printed from Simply Canvas and it was HUGE and it was only like $190" short pause "But I'm sure you have to mark it up some, though..."

So I just kept it honest and explained that I DO have to mark it up for selling copyrighted images that I spend so much time on, not only studying the art to be good at the trade, but also for time spent processing the images etc.

But it made me wonder, what do you guys tell the client when they call you out on your prices?

(I'd like to hear realistic responses, and not "Well what I'd LIKE to say..." I know what I'd like to say, but realistically you can't talk to clients that way )

[kayumangi]

Not sure if its the same but I've been there once with a friend and I just told her if she's not comfortable with my pricing then she just pay me what she think the print is worth; this was a 16"x20" metallic print, no frames.

I didn't like to argue so I just let it slide. But when I delivered the print to her, she paid my full price.

[texkam]

Here's an excerpt from an email I send to a client who felt my pricing for shooting an event was high. I think I covered everything. BTW I did not hear back from this person. I also negotiated in the future to be paid a flat fee by the company in return for ownership of my images.

Dear xxxx, I'm happy you like the images I shot. I understand that this total may seem high to you. Many people don't understand the costs associated with on-site, custom photography, so let me explain my costs:
FYI, xxxx asks me to shoot, but THEY do not pay me, so I theoretically could make nothing for my efforts. I had 5 people fill out the customer contact form. With that in mind here's an idea of my hours and expenses:

This shoot, numbers 1 - 10 below, started for me about 4:00p.m. and ended about 11:00. Numbers 11-16 take place after the day of the shoot.
1. Equipment prep, producing customer contact forms
2. Loading equipment
3. Drive time to location
4. Mileage
5. Pre-event walk through
6. Unloading and equipment set up
7. Shooting the event (Expertise and creativity are added here.)
8. Equipment break down and loading
9. Drive time home
10. Mileage

11. Editing
12. Post production refinements and enhancements (Photoshopping)
13. Uploading, order form creation.
14. Order fulfillment - drop off/pick up from lab, packaging, to post office for mailing
15. Archiving
16. My business expenses. Cost of my equipment, taxes, utilities, administrative costs etc. Insurance, camera/computer/software etc.upgrades, repair costs and the time involved with these.

I hope this helps you understand why this is a fair price for me to charge. Pictures are keepsakes and will always have great value for years to come. Having said that, If you were to order the package you indicated, I will give you a 10% discount on the above order bringing the total to xxxx (tax and shipping included).

Kindest regards

[jetblast]

tag for the info.

[ronocnikral]

i thought simply canvas was only a pro outfit. interesting...they are getting less and less cool in my book. although, we hide who our "labs" are, which keeps us out of these arguments, which we have been in before.

we sell the client from day one the advantage of printing with us. which is simply an edited photo. we proof everything which is all done in LR, mainly with presets. we change some to b&w. but if your husband closed his eyes, we're not going to fix it. your kid's braces stay on. but, if you buy from us, then we fix some simple things to make the picture look good. we're still not going to take off your bunyan or other things you could have fixed beforehand, unless you pay our design rate.

we also tell people there is the hassle of dealing with everything. we handle the ordering, shipping, take responsibility if anything goes wrong etc.

then it boils down to basically what mark says. if you want to pay wholesale, take the picture yourself.

of course, there are some here who would claim my sales mentality is of the old school and i will be left in the dust. but, we just sold a mom who only wanted the disc from family pictures into a couple of reprints ($150 worth) using the same strategery (sic) i just laid out. and a wedding we shot last weekend has gross sales of like $2500 and we haven't even shown them the wedding pics yet. our mileage varies client to client, and so ymmv.

just like carlos, i'm interested in what others have to say.

[alamoshutterbug]

I always make the point of telling people that images ordered as prints thru me get special attention with regard to blemish correction, etc

I'd also tell them I don't order thru simply canvas and that COG on these things vary rather wildly.

[Tom]

If simply canvas is letting anyone buy from them, they aren't getting my business - and I am writing an email telling them that.

[ronocnikral]

Originally Posted by Thomas Campbell

If simply canvas is letting anyone buy from them, they aren't getting my business - and I am writing an email telling them that.

+1. I was going to call this afternoon when i get home from work.

[J Eddington]

Just because they know the cost from simply canvas does not mean that they know the company that you use or your cost. THey just know Simply Canvas price. This is one reason that i do not use Simply Canvas.

[Jake]

I've never came across this situation before, but I don't think I would try to explain or justify my prices.
I would simply say something like "I'm sorry you feel that my prices are out of your budget, blah, blah, blah".

And as far as Simply Canvas selling to your client goes, it's not really that hard to get pricing from "pro only" vendors. Not just in the photography world but others as well. A quick phone call can often yield results. With the economy the way it is, you may be surprised at who a lot of the pro only labs will sell to. I don't blame anyone for not turning down a sale in these times.

I've had great customer service from SC and their product is better than the other canvases I've ordered from other places. So I will continue to use them as long as the product is to my standards.

[Tom]

I don't blame anyone for not turning down a sale in these times.

They have to do what they think is best for their business.

I have to do what is best for my business, and I believe it is in my business' best interest to not use labs that sell to consumers. I also believe this is in the best interest of lots of other photographers, and will be happy to tell them.

[DoublyDan]

Subscribing to this thread...

I was just thinking about this the other day. I have not told any of my clients who I print through, I have mentioned professional or custom printing. I go through Mpix and I know they sell to everyone, unless you use MpixPro.

[Tom]

Millers is the professional big brother to mpix. Mpix does a good job, but they are a consumer company.

[ronocnikral]

maybe we need a simply canvas thread?

still interested in hearing what others have to say regarding Sam's question....

[DoublyDan]

Originally Posted by Thomas Campbell

Millers is the professional big brother to mpix. Mpix does a good job, but they are a consumer company.

Yeah I am aware. I haven't applied for Millers just yet. This is my first year and I will probably be applying after I do my Taxes. Until then I will use what I know.