Kikki.k store within a store at Sydney airport
At Sydney airport there is a Kikiki.k store now inside the newsagency. This is an interesting move. I’ve not noticed a Kikki.k store within a store before.
I’m not sure if it is expansion or retreat for the business. Certainly, the range and product presentation are true to the Kikki.k brand – different to other parts of the airport business.
Magazines in the front window
In Wellington a couple of days ago I saw a terrific stationery and lifestyle store that had this display of magazines in one of their windows.
It like the display, the featuring of magazines and related products – serviettes, tissue, boxed cards, cards and more – placed with them. They are using the magazines to set expectations for the rest of the shoot, to attract shoppers.
The display is simple and the titles themed. It is uncluttered, which helps it get noticed by passers-by.
In their other window the have this:
I have shared this today as inspiration for newsagents with a front window.
Bitcoin to be sold at Aussie newsagents?
The graphic accompanying the report in Coin Telegraph about the launch of a service where newsagents will be able to sell Bitcoin is, well, it’s hard to say. Check it out for yourself.
As for the news itself, it is big news in crypto currency circles with plant reporting the move.
CryptoNewsZ has more details in their report including this in the transaction process:
Firstly, an order needs to be created. Then one has to Deposit cash at any one of the 1300+ engaged newsagents across Australia. Only minutes later, the ordered bitcoin is received. One does not have to be an Australian citizen for placing an order on the website. But a residential proof with a valid Australian mobile number is necessary for performing the KYC. One also needs to be physically present in Australia for depositing cash at the newsagent stores.
For newsagents who are focussed on the agent side of the business, this new product line could be of interest.
Are weekend newspaper sales next to decline considerably?
For the last five years, it is weekday newspaper over the counter sales that have declined, usually tracking close to or adobe double-digit declines.
I have seen data that indicate in 2019 it is the weekend newspapers that are leading the decline. I’ll know more in a month or so as part of the quarterly benchmark cycle. However, the diverse group of retailers, branded and non branded, indicate the direction.
If this is the case, if weekend newspaper over the counter sales are leading the decline, some publishers will be re-thinking their plans.
Man fails to get $201m Lottoland payout for lottery he might have won — had he been eligible
This story from the respected ABC is one newsagents who sell lotteries may want to share on their business social media pages.
A foreign citizen who was ineligible to enter an Australian lottery has failed in his bid to get Lottoland to pay a $700 million fine, as well as paying him $201 million on the basis that he would have won that amount — if his bet had been successful.
The Sri Lankan national was living in Perth at the time he placed three bets totalling $50 on April 18 and 19 last year.
Two of the bets were unsuccessful and the third was voided when Lottoland identified the man as being a national of a country on its excluded list.
Read the whole store to be fully familiar.
Here is the link: https://www.abc.net.au/news/2019-03-24/man-fails-to-get-201m-lottoland-payout-lottery-might-have-won/10932720
Helping indie retailers say thank you
My POS software company offers indie retailers a range of collateral for pitching shop local. Some is created exclusively while other collateral uses an existing base and enhances it for purpose.
Friday, I released this video I put together using existing imagery for indie retailers to use to say thank you to local shoppers. The video is unbranded, making wide use easy. Click here to download a copy if you would like to use it.
Non shoppable content – how big businesses are engaging on social media
Big brands and retailers are spending up on non-shoppable content. That is, content designed to entertain with only a small acknowledgement of the brand behind the content.
Successful non-shoppable content is entertaining, highly shareable, accessible and, often, inspiring. Dollar Shave Club in July last year released a video, which has now been viewed close to three million times. The video is an excellent example of non-shoppable content. It is fun, inspiring and for our times in that it reflects diversity without judgement.
The financial resources of Dollar Shave Club are considerable, enabling them to fund the professional production of the video. Small business owners could watch the video and say we can’t afford to produce something like that.
The reality is that atone with a smart phone, slime time and creativity could produce effective non-shoppable content. There are plenty of small business retailers I see who do this already. Creativity is key. Massive tech. skills are not critical.
Here is the video.
Please take a moment to think about non-shoppable content you could create that might get people watching connect with your brand.
Too often I see newsagents on Facebook saying look at what we just got in or come shop with us when a more successfully engaged campaign could be hey, we thought you might enjoy this.
People are on social media for entertainment. Often, that is why people shop too. Putting entertainment as the top priority could, indirectly, do more good for your business than a more direct ad on social media.
I love the Dollar Shave Club video. I watched it all the way through, which is rare for videos I often see on social media. The stats for the video speak volumes.
Now, if you have got this far in the post and think it does not relate to you, please pause for a moment … because, I think this topic of non-shoppable content is relevant to every retailer. Everyone in retail has an opportunity to find new customers through a non-linear approach to marketing, by entertaining first, y having fun in the name of your brand.
This is retail today, in tis world of myriad social media platforms. It’s exciting and filled with opportunity.
Buy now, pay later helps drive sales
Using buy now pay later platforms such as Oxipay, Zip Pay and Afterpay businesses can expect increase sales.
Talk to any fashion retailer and they will tell you how important these finch offers are to sales.
Talk to owners of big toy shops or other businesses for which LayBy was an important factor in sales and they will tell you these new finance models have helped cut costs and provide greater business certainty.
In my own experience, the buy now pay later offer is tremendously valuable online, accounting for between 15% and 20% of purchases depending on the product category and time of the year.
In-store, the buy now pay later offer is key in driving purchases of more expel dive items, items priced at $200 and more.
Add to this the opportunity of the retailer not having to image LayBy product and account for the financial risk associated with LayBy and you can see why many retailers have shut down LayBy in favour of these new lines of funding.
I mention this today as it offers newsagents who are actively evolving their businesses options for more easily selling higher priced items. I think this is critical if you are pursuing higher margin dollars from sales.
By integrating the buy now pay later platforms in your POS software you can make taking them as a method of payment easier.
Just as your product range needs to change, so do backend business practices, to have the business leaning into new opportunities that come with new ways of doing business.
Turn the sound on, press play
I’m absolutely crying at this. Sound on. pic.twitter.com/BibRtM10sc
— Clee (@jmsclee) March 20, 2019
Serving newsagents
I was fortunate to see ALNA representatives, including their CEO, field questions from newsagents about lottery changes announced by Tabcorp this week, at the ALNA hosted newsagent meeting in Cairns.
All questions were welcomed and considered. Where there were known answers they were shared. Where answers were not known, that was stated.
It was a transparent Q&A session that also provides an insight into the process and reasoning for some timing.
One of the most important takeaways for me was the clarity about the introduction of an appeals process for retailers unhappy with in-store reviews. The appeal process will be a new thing, an opportunity retailers have not had. Given the importance of in-store reviews in the new remuneration model, having an appeals process is key.
I guess the key point I would make here is that ALNA is helloing newsagents understand the changes and providing support on getting answers to outstanding questions.
This face to face retailer to retailer engagement is association service in action. I am glad I got to see it.
Thirteen years ago, Rupert Murdoch gave a speech about the future of newspapers that remains relevant today
Rupert Murdoch have a speech in March 2006 to the Worshipful Company of Stationers And Newspaper Makers on the future of the newspaper industry.
The speech was seminal at the time, particularly because it came from someone who had not been a believer in technology, someone who was old school.
What we know, thirteen years on, is that News Corp. and Murdoch has changed and done reasonably well through the change.
While the speech has plenty of terrific takeaways, this resonates today for me as it did thirteen years ago when I first read the speech: But we must not lose our nerve. We must be prepared to take risks and accept that we will make mistakes, sometimes very large ones.
I am sharing the entire speech here, it is still available online at The Times, as a point of inspiration for change that is as big an issue as ever confronting newsagents…
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Easter is a wonderful opportunity to extend the reach of cards
Easter is a season beyond eggs and religious cards and gifts. It is a perfect opportunity for people to reconnect.
By broadening the focus on the Easter season inside and outside the business you broaden the customers you sound attract.
I am not suggesting you turn away from the traditional Easter. No, my advice is to run a reconnect with family and friends campaign alongside Easter, in partnership.
In-store and on social media, especially inn social media, you can use the season to remind people of your business being somewhere that can help people reconnect.
Customers focussed on the religious observances at easter and unlikely to be offeneded by an allied campaign as it broadly fits with Easter themes.
Retailers can run a traditional easter and achieve traditional results. Alternatively, they can reach beyond the traditional and, maybe, achieve better than traditional resets.
Oh, and by the way … my suggestion here does not require any capital investment.
Participating in some ALNA regional meetings
I am attending some of the ALNA regional meetings over the next few weeks: Cairns (tonight), Gold Coast, Gladstone and Rockhampton. I mention this for transparency. I am not paying to participate. ALNA has an open invitation for suppliers to attend. I encourage others to join in. Click here for the session details.
Using Twitter for good
There are plenty who dismiss Twitter, and other social media platforms as 0ffering no value. The reality is that Twitter, despite flaws, a useful platform for immediate access to news. In a country like ours with the concentration of news ownership we have, Twitter is valuable. Sure, there are many ridiculous tweets. Then, there is a tweet like this one:
We all need a #50 in our lives.💞 pic.twitter.com/e5Ve4sATBI
— 💙 Koko ✊✊🏽✊🏾💙 (@Kokomothegreat) March 17, 2019
And this one:
Now this is how you clean up garbage!
This dudes a hero in my book!
It’s my firm belief that you get what you give out into the World!pic.twitter.com/myJQ2GfK2z— Tris Resists (@TrisResists) March 16, 2019
Pitching card range
I did a quick walk around the core card offer in my high street store and used this on social media as part of an out of store promotion on card range. I shot the video on my iPhone and used iMovie to back it with some music. Ill drop the video on social media several times as a reminder as to range and that we have new cards – to reinforce the store as a good local destination for everyday card giving occasions. I think it is critical every newsagency do this, remind shoppers of card range and pitching their business as the destination.
Parliamentary committee reports on franchising
On Thursday, the parliamentary committee reported on its inquiry into franchising. Here is their media release on this:
Inquiry into Franchising in Australia
14 March 2019
The committee has completed its inquiry into franchising in Australia.
A decade ago, the committee’s inquiry into franchising identified relatively isolated opportunistic behaviour by franchisors. The current inquiry has identified something much worse: systematic exploitation of some franchisees by a subset of franchisors and a regulatory framework that does not provide adequate protection against such practices.
The existing regulatory framework and Franchising Code of Conduct were developed on the assumption that adequate disclosure would be sufficient to allow franchisees to protect themselves from opportunistic behaviour and power imbalances.
Disclosure and transparency are still necessary, but are insufficient to protect franchisees operating small businesses against the abuse of contractual power by some franchisors.
The committee is therefore proposing substantial changes to the Franchising Code of Conduct and to the responsibilities and powers of the ACCC.
Recommended regulatory changes address: disclosure, franchise registration, supplier rebates, whistleblower protections, unfair contract terms, cooling off periods, exit rights, collective action, dispute resolution, binding commercial arbitration, alignment of industry codes, churning, education, and leasing arrangements.
The recommendations are designed to lift standards and conduct across the industry and to rebuild confidence in franchising in Australia.
The committee acknowledges the many franchisors with profitable franchise systems that treat franchisees fairly. In developing its recommendations, the committee has been mindful to avoid imposing unnecessary burdens on those franchisors, and to strike an appropriate balance between the legitimate business interests of both franchisors and franchisees.
Newsagency marketing groups can fall under the responsibility of the Franchising Code of Conduct depending on their contractual arrangements That is why this topic may be of interest to some newsagents.
The ATO benchmark for retail newsagencies continues to be out of date
The Australian Tax Office uses benchmarks to trigger investigations and audits, among other things. Their benchmarks for our channel are out of date. Take a look:
I think they need to have a series of sub-cat benchmarks based on the product mix as well as the location. Rent, for example, on the high street is different to a major mall and in a rural situation it is different again.
Similar differences exist with labour, based on product mix and location.
Their cost of sales benchmark data is wrong, too, in my experience.
This matters because of actions by the ATO that can be triggered, attention that can be drawn, based on the comparison of data from a business against the benchmark.
I have sought engagement with the ATO on this, without success at this point.
Oh no, Facebook and Instagram are down
Facebook and Instagram are inaccessible for some people this morning and have been for hours. Facebook, the own er of both platforms, says they are working on. Meanwhile, millions have to contemplate being told what to think and what to do for themselves or through some other old-school platform.
Broadening the stationery appeal to find new shoppers
Inventory range is key to in-store shopper engagement and new traffic attraction in retail in my view.
In the stationery category, Typo has been demonstrating this with terrific success for years as has kid’s store Smiggle and as did in their earlier days girl-targeted Kikki.k.
I think expanding the range of stationery we carry is key to stationery sales growth in newsagencies. This is why I like the Harry Potter themed journals and related stationery items – people can buy them for beyond their intended function.
Serving multiple purposes is important to maximising the ‘stationery’ opportunity. I say ‘stationery’ because we need to not look it as stationery, not traditional stationery at least.
I was talking with a newsagent last week about these Harry Potter journals and they said they have enough journals. While they do have enough of journal journals, they have no licenced product journals, journals that can be bought by collectors and for brand fans, not because the products are journals.
It is important that a chunck of our stationery budget is spent on licenced products and not on purpose outcomes. The stationery world has changed ing many ways and this is one of them.
Major announcement from ALNA following negotiations with Tabcorp
Here is the ALNA announcement in full:
A better deal for lottery retailers: New Tabcorp model
After years of negotiating, ALNA and LRA are pleased to have secured significant improvements for you.
Today the Lott has announced a positive new retail remuneration model that reduces costs, increases commissions, and opens the door for newsagents and lottery retailers to benefit from digital sales.
We know there was a need for change and ALNA and LRA have worked very hard for many years to conclude a lengthy negotiation on a raft of changes to address shop fit costs, remuneration challenges and the cultural divide created by being excluded from online. We have made numerous submissions and thirty recommendations, and we are pleased to see these being implemented in this comprehensive and positive new model that we have been able to negotiate with Tabcorp to benefit our members.
More details about the remuneration model are attached, with more information still to come. Here is a summary:
New model
- Increased commissions: More than 10% increase in commissions* earned on lottery product sales for outlets who achieve nine criteria that are existing requirements (subject to appropriate regulatory approvals by state gaming authorities for price increases and commission adjustments). For example, for a business with an average of $22,000 a week in lottery sales, this represents $220 extra commission a week or over $11,000 per year. And a retailer with an average of $50,000 a week in lottery sales could earn an extra commission of $26,000* per year – and this does not include the commissions from digital sales and the refund of DigiPOS. *Retailers that are fully compliant have the opportunity to receive more than 10% additional income from the sale of lottery products (compared with FY18)
- Refund of DigiPOS: Along with other savings already achieved by ALNA and LRA on shop fits, this new model removes all DigiPOS fees, and on top of that you will receive a refund for already purchased DigiPOS screens. For example, a two-screen outlet who had installed DigiPOS already at a cost of $8000, will receive this back in full as a cash-in-hand refund. For stores that install DigiPOS in the future, the Lott will now pay for the total cost of future DigiPOS screens and all reasonable maintenance costs, completely abolishing these costs for retailers. This change is worth $17million over five years to retailers.
- Digital sales: Recognising that omni-channel customers are the most valuable, retailers will finally benefit from online sales through an opportunity to earn commission and bonuses from all digital lottery purchases by members you register and through registered omni-channel customers who buy online at least once per year.
- Free membership for customers: Free membership for all customers, win notifications and a digital wallet for prizes that can be used in retail stores for new lottery purchases with no merchant fees.
- Adjusted franchise fee: A 1% increase in franchise fees is overcompensated by the increase in commissions and a performance adjustment to this franchise fee, along with the other new benefits available from the remuneration model.
How do you access the new model?
- Engage with site surveys and comply with your franchise agreement, including nine criteria that are existing requirements e.g. participating in free training. This is rewarded by eligibility for the new benefits.
- Offer new free membership registration to customers from your lottery terminal to link their online lottery purchases with their in-store purchases so you can benefit. Data shows that customers prefer to use both channels (for example, in-store during opening hours and online outside business hours). These customers spend more overall than any other lottery customer. This results in bonuses and commissions paid to retailers from online sales.
We are here to help you:
- Many of ALNA’s and LRA’s recommendations have been implemented to make this new model easier to use and achieve. And we will be actively providing you with support and advice to help you comply with and benefit from this new model.
- ALNA and LRA will be providing you with site survey guides and a checklist to help you receive a Green Performance Rating, which gives you the highest commissions and benefits available in this model.
- You will receive methods to provide feedback on the model and its ease of use to ALNA and LRA.
- The new model is unable to be introduced in South Australia at this stage and we will be working hard with the South Australian Government, regulators and our retailers there to get agreement on an approach that will allow our retailers to benefit.
We appreciate the patience our members have shown during this lengthy, complex and at times very involved consultation process based on detailed analysis and collaboration. The result is a better deal for our members that addresses many of the challenges and that opens the door for an improved partnership.
We have prepared more information explaining the new retailer remuneration model for members HERE
ALNA’s CEO Ben Kearney spoke at the launch of the remuneration outcome today and you can read his speech HERE
You can also read ALNA’s media release on the outcome HERE
If you have any questions, please contact your State Manager, come to our roadshows in March and April or email feedback@alna.net.au.
For the ALNA Roadshow schedule, click HERE
Selling out of papers more often
We are selling out of papers earlier in the day than we used to. Getting additional stock is impossible. The only option is to guide shoppers to the nearby supermarket, which always has stock.
It is a fight to get an increase in planned supply and impossible to get additional stock on sell out.
All this feeds into our consideration as to the future role of papers in the store.
I’d be interested in comments from retail only newsagents.
Footnote: if you work for a publisher and plan to contact me to help. While I appreciate it, the reality is that your intervention should not be necessary in a good newspaper distribution model.