Originally posted by clawhammer Ditto. In my experience, you get two kinds of people who work at camera stores: Those who passionately enjoy photography, and those who used to work at the used-car lot down the street. Unfortunately, the photo enthusiasts soon realize that it's all about the almighty dollar and which manufacturer gives a higher margin, and they who sell the most cameras from the latest company hotlist get the highest rewards, and finds another job that doesn't make him or her feel like a cheap prostitute, giving up loyalty for the craft for the sake of a paycheck.
There exists a third kind of person who works in a camera store. Actually I have found oodles of kinds of people who work in a camera store, but the key third kind is the guy who listens to his customers, discusses what equipment is most appropriate and then tries to find something from his inventory that fits the customer's budget. The way to make that work is to foster a culture for a particular brand and then keep doing that. In the store where I work, and it's just a single store, I convinced the owner to bring Pentax in back in the mid '90's when the PZ-70, PZ-1P then the ZX series were big. Since then we have built a pretty steady Pentax base by carrying more than just the most obvious Pentax product.
An earlier post mentioned Creve Couer Camera in Missouri as a retailer capable of meeting Pentax's $100k threshold to buy directly from Pentax. They are one of the great camera stores in the country, and they are big Pentax supporters. It's a pipe dream of mine that I might have their purchasing muscle one day, but even so my little store pretty easily reaches the $100k level each year. And I manage to do it without frequent visits from a sales rep, special incentives to the sales people and without a super well recognized celebrity barking for the brand. In fact reaching that threshold is really not so difficult if a store simply orders a modest assortment of Optio products, some of each of the SLRs, a fair assortment of lenses and flashes, accessories and binoculars.
The trick is maintaining the momentum and remembering what is good for business. Changing loyalties based on the latest hot release is as fundamentally sound as buying and selling stocks on a daily basis. Maybe there will be occasional hot buys, but continuing to invest in what works and sticking with it even when the market might be suggesting that's the wrong thing is what brings long term success.