A blog on issues affecting Australia's newsagents, media and small business generally. More ...

Success with discount novels

discount_books.JPGThe stand in the photo is very successful. The return on the real-estate and stock is excellent, above many other departments. Our discount novel customers are loyal and efficient – more than 50% of sales include items from at least one other department. Most customers are regulars in buying books and they sometimes bring friends.

We have tried a better display for these remainder novels and it did not work. In fact, we tried several approaches to improve the look. This basic stand on castors at the front of the shop works best for us. We copied this in another newsagency recently where novels were not sold and the result will be the same. A small stock and real-estate investment builds a new department which is profitable from the outset.

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Book retailing

Marketing the Tax Pack

tax_pck.JPGWe have co-located the Tax Packs in our newsagency, in the body of the shop and at the front of the shop next to our Financial Year diaries. We are treating them as a magazine in the way to promote the Tax Packs – even though they are free and we are paid next to nothing to have them available.

Being the only outlet in our centre with Tax Packs we figured it is a good opportunity to promote and help our customers. All newsagents should do that … actively promote these Tax Packs as an opportunity rather than a chore.

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newsagency marketing

No charms here

charms.JPGWe have made a decision to no longer take gift lines like these charms and similar non print product sent to newsagents by magazine distributors. We are preserving counter space for products which better suit our retail strategy and which deliver better margin, products which we choose. Counter space requires careful local allocation and it is our experience that this best done locally.

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retail

Promoting the OzLotto jackpot

oz25m.JPGThankfully or Tattersalls machines are still running, they have not cut us off overnight as threatened. I say thankfully because OzLotto has passed the $20 million jackpot sweet spot and is now offering a first division prize of $25 million. We are actively promoting this through our house syndicates and regular tickets. Our promotion reaches beyond the Tattersalls defined area and across to our main newspaper display. Thankfully the newspaper publishers don’t threaten to cut us off it we promote other product in “their space”.

We have a TV station working on our Tattersalls story in addition to the radio coverage already. I suspect this activity as well as intervention by the Minister for Gaming, the Small Business Commissioner, the State Gambling Regulatory Authority and my Lawyer has given Tattersalls reason to take another look at how they approach this. I hope so. I’m a retailer and as such want to sell tattersalls product. I have not taken any decision in my shop which I think will impact negatively on their sales or disrespect their brand.

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Lotteries

Scrapbooking Memories

scrap_magazine.JPGWe received nine copies of Scrapbooking Memories on May 30.  Today, June 27, we returned all nine, replacing them with the next issue of this title.  I am not alone in experiencing a zero sell through rate, it happens in every newsagency for at least several titles a month.  I’d like to see a guarantee protecting newsagents against this, a payment for non-performance of a title.  It is easy to determine the labour, real-estate and cash-flow costs as I have discussed here before.  Trouble is, no matter how hard newsagents try, distributors and publishers do not engage in a discussion around these issues.

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magazine distribution

That’s Life takes off

Further to my post two days ago about promoting That’s Life magazine at the counter, sales are up 31%.  We will sell out by the weekend.  While we might have achieved a kick with a counter display, it is the lip gloss gift promoted in the counter display which is driving the sales.

This 31% increase in two days, compared to the previous six weeks for the same two days, is proof of the value of having the right space allocated at the counter, creating an appropriate feature display and building this around a magazine which offers real value.  While most titles we now pitch in this space achieve significant growth, the results for That’s Life are the best.

I hope newsagents are copying our approach in terms of displays and title choices.  Smart choices are delivering easy money.

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magazines

New Visa Prepaid offer for newsagents

SCX Global, newsXpress and Tower Systems are thrilled to launch four Visa Prepaid card products through our eziPass platform. CANVAS, VCARD, Just4 and Secure Cash Xpress provide newsagents with competitive products for several demographics. Commission on each card sale is between 30% and 40%. Commission on reload is five times the commission for BOPO.

The four new Visa Prepaid products available on eziPass are:

CANVAS, a reloadable Visa Prepaid card for everyday personal use. Great for teens and small business expenses.

VCARD, a Visa number, no plastic, for easy and safe shopping online, by phone or mail-order.

Just4, the perfect gift card. Can be redeemed where Visa Prepaid is accepted.

Secure Cash Xpress, 2 linked Visa cards – top up in Australia, redeem overseas. Perfect for sending money regularly to friends and family overseas.

Further information and sign-up forms are available here. The only requirement is that newsagents are using eziPass. More than 600 newsagents partner with eziPass already.

eziPass is available, free, for all newsagents. Sign up now at: www.ezipass.com.au

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Financial services

Derryn Hinch covers Tattersalls / Intralot issue

I was interviewed by Derryn Hinch on 3AW yesterday about our dispute with Tattersalls over the placement of the Intralot terminal on our counter. He and his producers had done their homework and and this made the interview good for bringing the issues at the core out in the open. While the dispute is not yet resolved, it is intresting that two radio interviews in 24 hours led to more engagement by appropriate authorities than traditional channels of communication had achieved in weeks.

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Lotteries

Promoting Girlfriend

frank_gf.JPGWe are promoting Girlfriend magazine at the counter of our newsagency in Frankston this week between our two main registers.

Being the last week of the month we are almost overwhelmed with titles we could promote at the counter. Girlfriend sales are strong in Frankston and the giveaway with the magazine should achieve the incremental sales necessary for the space and labour allocation to pay off.

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magazines

Pricing newsagent retail real-estate

mags_counter.JPGACP and Pacific have released new titles which leverage existing successful mastheads. Each has been provided to newsagents in a counter display unit. ACP’s Woman’s Day branded ABC of Cooking and Pacific’s Total Girl Party Book should work well at the counter. I would like to see publishers offer a premium commission for counter space allocation as 25% does not cut it.

To compare to the return from other counter offers we need to achieve a minimum GP of 40%, ideally more.

I see these titles as being different to the counter offers I talk about here. The publishers have packed these two titles as if they expect counter space. The displays I and people at my newsagencies do at the counter we do because we choose to.

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magazines

Bill Express buys time

Bill Express announced to the ASX today an extension to its suspension to August 22.  The waiting game continues.  The company says it has received a recapitalisation proposal from a subsidiary of Al Othman Group.  While Al Othman houses several businesses which could provide synergy with the Bill Express model, I am surprised that the company has had to go so far from home and current partners for a financial lifeline.

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Bill Express

Vic newsagents prefer action to another meeting

There was little interest among Victorian newsagents in a meeting by the ANF which was to include a discussion about Bill Express.  The meeting was canceled.  This and poor numbers elsewhere must cast doubt on the legal action proposed by the ANF.

Given the advanced state of the Class Action already on foot and the considerable grassroots support, I would expect this to emerge as the only court action backed by newsagents. 

With so many newsagents behind the Federal Court action, newsagents will be looking to leaders in their channel to take a position supporting a single action, they will want to know that their leaders support the most unified legal move ever undertaken by newsagents.

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Bill Express

Bill Express activity ‘noise’ intensifies

A flurry of of emails and communication overnight about the status of Bill Express. The reports range from KPMG being called in to conduct a forensic audit through to police involvement to a story that the CEO will not return from overseas. Mark Hawthorne writing at The Age has some details.

Some of what I have been told cannot be confirmed. Interesting movement I have verified surrounds activity connected with developments in Vietnam as announced by OnQ. This relates to BOPO in Vietnam, another joint venture of the business. While the announcement is a year old, it points to a relationship which, it has been suggested to me, is now key to how the Bill Express situation may play out. The Vietnamese venture is not owned by the company. Similarly, the Singapore BOPO operation.

I’d expect greater interest in BOPO as investigators look more into the Bill Express business.

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Bill Express

David Beckham promoting Sharpie pens

We’re promoting the David Beckham Sharpie promotion in space we have reclaimed in front of our photocopier. With a trip to meet David Beckham up for grabs I expect this to be very popular.
sharp2.JPG

What the photo does not show is the inflated Sharpie above the display and other features drawing attention to the offer.

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retail

If receivers are appointed to Bill Express

If receivers are appointed to Bill Express, newsagents would be well served to make urgent representations to the receiver on the relationship between Bill Express and Technology Business International (TBI). This will matter because newsagents entered into agreements with TBI to fund $25,000 worth of Bill Express equipment on the basis of rebates promised and even “guaranteed” by Bill Express. The viability of the newsagent commitment to TBI was determined by the rebate commitment by Bill Express.

This is on my mind today because some newsagents think that Bill Express collapsing will end their liability over the lease of Bill express equipment.

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Bill Express

Newsagent market fair

nx_marketfair.JPGnewsXpress held a Market Fair in Melbourne yesterday for members. Close to thirty suppliers were there with new products on display and some excellent newsXpress specific deals. This is what marketing groups are about, adding value to member’s businesses through exclusive access and or exclusive pricing.

Such offers cannot be put at the general industry trade shows such as the GNS Market Fairs which we also look forward to attending.

The difference between newsagencies is increasing – partially because of marketing groups but more so because of entrepreneurial newsagents versus people who have bought themselves a wage. Things like the market fair yesterday highlight this difference. There was talk about basket depth, margin and new money – all related to how newsagents can break away from the old newsagent model and use the current traffic to drive better, more commercially valuable, outcomes.

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Newsagency challenges

QLD newsagents support class action on Bill Express

Representatives from seventy newsagencies in Queensland met in Brisbane yesterday and endorsed the Federal Court class action commenced against Bill Express, Technology Business International and the Australian Newsagents’ Federation.

This class action, commenced by a group of newsagents in NSW and facilitated through the state association now has strong eastern seaboard support. Newsagents are unifying behind this action as a result of the withdrawal of rebates by Bill Express which were the difference between newsagents breaking even and losing money on the service.

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Bill Express

ABC radio covers Tattersalls / Intralot issue

I was interviewed by Jon Faine on ABC local radio in Melbourne this morning about the breach notice issued by Tattersalls against us. I know from calls I have received in the two hours since that this is a hot topic among newsagents. Hopefully, the coverage by the ABC will encourage Tattersalls to look at this issue pragmatically rather than the baseball-bat enforcer approach they are currently taking against small businesses.

The space I have allocated to Intralot has never been used for selling or promoting Tattersalls product. Locating Intralot here helps our team better pitch Tattersalls product as an add on to Intralot sales. There is a win here for Tattersalls if they work with their retail network.

The person missing in action continues to be Tony Robinson, the Minister for Gaming. Three letters and no response. So much for small business support.

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Lotteries

Gloss for That’s Life

tl_june25.JPGHaving sold out of Healthy Food from our counter display in two days, we are promoting That’s Life and the free lip gloss which comes with the issue out today.  The photo shows the display in the space we have between our two busiest serving points.

This will be a good test of our premium counter position since our That’s Life sales are already strong. I am especially interested to see what happens today and tomorrow given that 90% of our That’s Life sales are on Wednesday and Thursday.

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magazines

Bill Express / ANZ waiting game

It is good to see Mark Hawthorne continue coverage of the Bill Express saga in the Full Disclosure column in The Age today. There is plenty more yet to surface on the Bill Express story. I would like to see some digging into the companies associated with Bill Express / OnQ. Here is what I wrote last month about one such company, Loyalty Direct:

I have been told that a company called Loyalty Direct Pty Ltd terminated the services of 35 employees on Friday of last week without redundancy or accrued benefits paid. I have also been told that another group of Loyalty Direct employees were terminated and immediately offered contracts with a business called Payroll Express which provides the same services as Loyalty Direct.

Loyalty Direct is registered at the Eaglemont address of Bill Express’ Head Office. An ASIC search shows that Loyalty Direct is under “external administration and/or controller appointed. My understanding is that Loyalty Direct is a private company delivering some services to On Q and or Bill Express. I am not able to verify the location and ownership of Payroll Express.

I note the irony of the Loyalty Direct name.

Since writing this I’ve been told that Payroll Express is not the name of the phoenix company, it is Express Payroll Solutions Pty Ltd (ABN 12 113 484 432). The terminated employees have not, as I understand it, been paid their entitlements.

The ANZ has more at stake than the Bill Express indebtedness. It has merchant terminals across the Bill Express retail network. These generate excellent fees for the bank on every transaction processed. I’d expect that this is a key consideration in its efforts to find a resolution to the Bill Express mess.

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Bill Express

More on Irish newsagents losing newspaper home delivery

Roy Greenslade makes sense in his blog post at The Guardian about the decision by the publisher of the Belfast Telegraph to take home delivery away from newsagents in response to a dramatic sales fall. Newsagents aren’t the cause of the problem. The publisher is responsible on a range of fronts.

It is great to see someone of Greenslade’s stature get behind the story and defend newsagents.

Are we really to believe that newsagents in Ireland’s northern six counties are solely, or even mainly, responsible for this dramatic decline in the fortunes of a paper that was selling more than 100,000 copies on weekdays five years ago?

Beyond this Irish issue, however, is Grenslkade’s veiw of UK newsagents. It is something Australian newsagents ought to read. Sure we take comfort from the fact that the UK market is different to ours. The reality is not that different that we can ignore what has happened to independent newsagents in the UK. Check out Greenslade’s opening paragraph:

Newsagents across Britain have been closing week by week for years, succumbing to a long-term trend that has seen the gradual disappearance of the economically unsustainable corner shop. Meanwhile, supermarkets have been supplanting them as the major retailers of newspapers.

Gulp. Did he really write that? Isn’t is heresy to put this view in front of newsagents. Don’t we want to believe that none of this will affect us? Yes, yes and yes.

Read the whole piece – you’ll understand why I bang on about the Newsagency of the Future and why I have been so interested in the demise of Kleins and other business models which have not been refreshed.

Roy Greenslade is someone I would have on a panel here in Australia to debate the future of our channel. His perspective on the future of our core products of newspapers and magazines could wake us from our slumber.

My original blog post on the Irish issue can be hound here.

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Newsagency challenges