Originally posted by Delgado The key phrase exposing the depth of Pentax's failure to grasp what they had with Ben is "I had the feeling that they really didn't quite get how to build a myth from a brand." And for good measure - just in case Pentax missed it: "My intention was to re-establish the pedigree that was Pentax=Fashion. Not ephemeral but deeply ensconced in Fashion and therefore cutting edge and avant garde." There it is - in two sentences exactly what Pentax should be doing. Ben knew what needed to be done and how to do it. Instead of caving in to pressure from the "popular" press in the hope that they will write nice things, Pentax could have allowed Ben to do what he does best and develop the mystique. Everything else would have followed. This is something Nikon and Canon understand and do very well. It is something Pentax, plainly, is clueless over.
The K10D was untouchable in its class. Despite that, the offerings from Nikon and Canon make K10D sales look pathetic. Nikon and Canon understand that people buy emotionally and then justify logically. Nikons and Canons sold well - not due to specifications, or availability, or discounts - but another reason. Even the most inexperienced beginner feels like a pro when they hang the Nikon or Canon badge around their neck. That is what they are buying - not just a camera, but "the myth" as Ben calls it. For many people that emotional lift is beyond price. A friend of mine bought a Louis Vuitton shoulder bag last year. It cost as much as my K20D body, and I can't deny it is quite a nice bag. I've seen bags that were just as nice to my eye for considerably less, but to her it represented the lifestyle and the dream. Price and logic were an irrelevence to her. Are you paying attention Pentax?
Nikon and Canon sweep all before them because they understand what the dream means to their customers and capitalise on it. They understand that professionals do not make up the bulk of their sales (professionals in any field are by their nature, never numerous). Professionals are Nikon and Canon's free advertising and recruitment agencies. Their profits come from the millions of amateurs who want that badge because of what it says about them, and how it makes them feel like a pro. If their customers are really nervous they also buy (at extra cost) the camera strap with "Professional" on it. The pictures aren't any better because of it, but what a boost it gives a fragile ego. The point to this is that until Pentax starts addressing the emotional needs of its potential customers (as Ben was trying to do), its progress will be modest.
Brands that have understood the mystique charge whatever they like for as long as they like. The more expensive their products are the more their customers love it because of the sense of exclusivity it gives them. By contrast, how many people remember Pentax's sad, pathetic campaign in the last year or so? If I reduce it to its bare message it was "Hello there....there aren't just two manufactures of cameras you know...we make them as well...you must have heard of us and you may have used one of our cameras before " on and on and on in the most dreary, plodding, lazy, pitiful, embarrassing exercise to have come from any advertising agency schooled wherever marketing is taught but not learned.
Ultimately - as I see it - what has happened is that Pentax's nerve has failed it. They are going to play the conventional wisdom game instead of doing something that would have given them mystique and market separation. I have no means of telling if this is due to pressure from above (Hoya), an absence of vision, or a combination of both. Whatever the reason, Pentax has allowed one of its most insightful and helpful ambassadors to slip through its hands. I hope they are satisfied.
Well written and right on the mark. Interesting that just tonight I had the "lack of myth" experience myself. I'm a member of a local photo club that has about 50 members and each month we try to do a seminar for each other. My turn this week. There I am with a lightbox all set up. Tripod proudly displaying Adam's Pentax forums sticker on one of the legs. K10D set up etc. The group is a mixed lot, some considerably better than me and some very new shooters. Some using P&S's until they can afford to move to a DSLR, some still shooting film. Anyway the little demo goes well and lots of ideas float around the room.
Afterwards 2 P&S shooters take me aside to ask about the camera, it's features and so on. Both were impressed with the little demo and the shots we tried. They thought the camera was well featured. Lord knows I tried (I'm a salesperson for a living) and they have seen my other stuff which gets a pretty good response. But both are buying Canons, not because they are better but because they have the
impression they are better. The myth will sell another 2 cameras shortly.
Pentax could make a D300 or a Mark III and sell it for $599.00. The Nikon and Canon would still outsell the Pentax. Look at all the recent threads about salespeople at Wolfe or Ritz or In the land of Oz. My Pentax rep for eastern Canada had never owned an SLR until he got hired by Pentax a year ago and got a demo unit! There's no store training, no sales incentives to the salespeople at the store level and there are no Pro's being waved around to the buying public that could create the myth.
It's like watching the once proud Jaguar Automotive being sold to some flaky (cough, cough) "car" company in India that will be the end of that brand.
get it together Pentax. Rebates and discounts are not the way to sell a product. Create the desire in the customers mind before they walk in the store. Then you'll sell cameras.