If Fairfax wants to increase over the counter sales of newspapers they need to develop a better relationship with retail newsagents.
Yesterday, they published a list of newsagents offering a deal for the Good Food Guide and The Age bundled together. From what I can tell these are newsagents who also deliver the newspaper.
I don’t deliver so I’m not on the list. Yet I know I can sell plenty of their papers and plenty of copies of their Good Food Guide – if only they would engage directly with me.
How Fairfax has handled this demonstrates breathtaking ignorance by the company in the changing newsagency business.
It’s very simple: to grow over the counter sales, engage with those who own and run businesses with counters, engage with retail newsagents.