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Article Excerpt
In business, as in life, there now and then comes a day that is pivotal to one's future. Whether it bodes ill or well, its importance is often recognized only through the reversed lens of distant hindsight. Such was not the case for Tom Hayes, owner of Visual Image Photography Inc. (www.vipis.com), Cedarburg, Wis.
A lucrative partnership
The day in question came back in the late 1970s when a man named Ron Christopher of Scottsdale, Ariz. appeared in Hayes's office with a portfolio of 16-by-20 sports team photos to show and a marketing plan to sell. Hayes became one of the early dealers for Visual Sports Network Inc.
"The prints were gorgeous, like nothing I had ever seen before," Hayes says. They were printed from 6-by-7cm negatives, not 35mm film.
Hayes, too, used Mamiya RB medium-format SLRs until he converted his studio to 100 percent digital capture.
In exchange for sending his high-volume team photos to a color lab located in San Diego, Calif., Hayes bought a protected territory--his entire home state, actually--and enjoyed a lab that couldn't he bettered on quality or price. Hayes and his partner expanded their territory to include the greater Chicago area in 1981.
The lab charged its photographer clients $4.58 for a color 16-by-20 team photo, which the studio would then sell to parents for $9.00....
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