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

Month: July 2012

Promoting Woman’s Day and Who specials

We are promoting the updated re-issue of Woman’s Day and the special issue of Who magazine with this placement at the counter. It’s working a treat and have ordered extra stock as a result. One reason for success is that our counter is not that clutters – there are not other products at the counter nearby pulling foci from the title.

Sometimes a simple reminder to shoppers of the special issue is all it takes to get them to add the title to their basket.

In the usual location for Woman’s Day we have both issues on sale as requested by ACP.

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magazines

Possible GST claim back for newsagents from News Limited subscription credits

Chris Green of QNF Sales has uncovered an anomaly in the handling of GST of newspaper subscriptions which could have seen newsagent under claim GST. Following thorough research Chris contacted News Ltd and they confirmed that subscription credits to newsagents do not have any GST applied.  As Chris has published…

We are now fairly certain, that due to the GST treatment of subscription credits, and subject to how Newsagents may be book-keeping their News Ltd statements; it is likely Newsagents who have customers subscribe directly to News Ltd; could be under-claiming their entitled GST.

Click here to see the details on the possible GST claim back opportunity for newsagents.  For more on the excellent work on behalf of newsagents by Chris and QNF sales, click here.

The implications for newsagents receiving subscription credits could be considerable. After allowing for appropriate adjustments, newsagents could be entitled to credits reaching thousands of dollars – going back to 2006. Beyond the possible tax benefits, there could be implications for newsagents and their banking relationships as the research could result in some businesses being more successful on paper than they may have looked.

The work done by Chris for the newsagency channel is valuable.  That he is sharing it widely ought to be appreciated by all newsagents. His research has been thorough and newsagents already are appreciating the results … I have spoken to a couple of are set to benefit to the tune of thousands of dollars.

Newsagents can contact Chris at Newsagencies For Sale Pty Ltd trading as QNF Sales by email at: cgreen@qnfsales.com.au.

There are plenty of newsagency brokers who claim to support newsagents. Few do this type of work which genuinely benefits the channel.

If you are a distribution newsagent and you have customers on News Limited subscriptions, check out your handling of GST today.

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Newsagency management

ASIC defends failure to prosecute Bill Express directors

By Jason Bryce

Lawyers representing the Australian Securities and Investment Commission (ASIC) have defended their failure to prosecute the directors of failed payments company Bill Express. ASIC have prosecuted a former financial executive of Bill Express and a share broker who assisted the directors of Bill Express to manipulate the BXP share price in order to help the directors avoid margin calls. Another junior executive associated with Bill Express has pleaded not guilty to charges brought by ASIC and faces court later this month.

Peter Couper, the former chief financial officer of Bill Express’ parent company OnQ was sentenced to 21 months in jail, wholly suspended, in the Victorian County Court on Friday.  Couper pleaded guilty to four charges relating to the falsification of the company accounts, misleading auditors and misleading ASIC investigators.

In sentencing Judge Liz Gaynor recognised that Couper was an employee acting out the directions of his employers, Bill Express chief executive Ian Christiansen and his brother Hal Christiansen, a director.

“You never held shares, you were never a director,” said Gaynor “What you did was at the behest of the Christiansens, in particular Ian Christiansen. The only real benefit to you was the continuation of your employment.”

Gaynor also noted that Couper had agreed to give evidence against another former Bill Express executive, Enzo Di Donato, who has pleaded not guilty to charges relating to the rigging of the Bill Express share price in 2007 and 2008.

Macquarie Equities share trader Newton Chan was convicted and jailed last year on charges relating to the same share trades. Chan received a discounted sentence and served four months in jail after pleading guilty and co-operating with ASIC investigators. Chan gave investigators a USB flash drive containing instructions from Ian Christiansen.

Judge Gaynor noted that the USB flash drive contained instructions to Couper relating to a false purchase and sale of a non-existent mobile phone SIM card software product known as Simex.

The court also heard that Christiansen’s instructions also spelt out what Couper, Di Donato and Chan were to tell ASIC investigators.

Defence barrister Phillip Dunn told the court that finding a bullet hole in his office window was among a number of events that intimidated Peter Couper into following the instructions of the Christiansen brothers.

“This is an unusual case in many ways,” said Dunn who told the court that Couper was not a “high flyer” with a lavish lifestyle” but a “suburban accountant from Wantirna.”

“He was paid and salaried, he had no bonus, no shares, he was a servant of the organisation.”

Crown prosecutor Mark Gibson, representing ASIC, told the court that a prosecution of Ian Christiansen was unlikely because it would have to rely on the testimony of confessed perjurers  Peter Couper and Newton Chan.

ASIC banned Ian Christiansen from managing a corporation for five years in March last year. His brother Hal Christiansen died in July 2008.

Newton Chan’s former employer, Macquarie Equities, is being sued for more than $10 million by Saudi corporate giant Al Othman over the manipulation of the Bill Express share price.

Between 2005 and 2008, Bill Express had a turnover of about $1billion per year mainly from the sale of phone cards and mobile phone recharge vouchers sold through 14,000 terminals in newsagencies and other retail outlets.

Following the collapse of Bill Express in 2008, Peter Couper and Enzo Di Donato were both employed by Activ8Me, a satellite broadband provider controlled by another former Bill Express identity Sandro Di Donato.

In 2007 companies related to Bill Express purchased small Adelaide based ISP Activ8Me which obtained authority under the Australian Broadband Guarantee to connect rural customers to government subsidised satellite broadband services after Bill Express provided written guarantees for Activ8Me.

In September 2011, Activ8Me was licensed by NBN Co. to provide satellite broadband billing services.

I am grateful to freelance journalist Jason Bryce for providing such a comprehensive report for publishing here. The insights in this report go beyond reports published elsewhere.

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Bill Express

News gives Vic. newsagents a small newspaper home delivery increase

News Limited has given Victorian newsagents a welcome yet paltry increase in newspaper home delivery fees. Newsagents continue to be paid less in real terms today than they were paid ten years ago. But News does’t care.

I am confident that there are some in News who are ashamed at the increase.

The company also disrespected those who help newsagents by announcing the fee increase on July 2 for an increase which took effect from the same day. There was a time when the company would have respected service providers like software companies and provided a week or two of notice so that appropriate advice could be repaired in advance.

See my comments about the small increase for NSW newsagents last week. The comments apply here too.

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Newsagency management

New newsagency sales benchmark study under way

Newsagents have been invited to submit April – June sales data to me for inclusion in the latest newsagency sales benchmark study.  In just 24 hours I have received data from more than 50 newsagencies.  By early next week I hope to have data from three times this many.

I will publish the results here for all to see.  The results will give newsagents a set of numbers with which to compare their own businesses. That said, our best competitor is our own business from the same period a year earlier.

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Newsagency management

Who out early with TomKat special

Who magazine is out tomorrow, three days early on the Eastern Seaboard, with special coverage on the impending divorce form a range of perspectives:

WHO delivers a 15-page special report into the sudden divorce between Hollywood power couple Katie Holmes and Tom Cruise, revealing how the actress secretly plotted her escape after tiring of her superstar husband’s controlling ways and amid growing fears for the future of their daughter, Suri.

We will be promoting this issue in prime position.

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magazines

Book now for Newsagency of the future: START HERE

I am hosting NEWSAGENCY OF THE FUTURE: START HERE, a completely new workshop for newsagents only (no suppliers) with new content specifically targeting options for newsagents who want to restructure their businesses for the future (and today).

The workshop will run for two hours with plenty of Q&A time. It will cover specific traffic generating and basket building ideas for newsagents in shopping centre, high street and rural situations. I’ll look at strategy and tactics.

The dates so far are:

  • Sydney – July 17 @10am venue TBA
  • Brisbane – July 18 @10am venue TBA
  • Adelaide – July 19 @10am venue TBA
  • Melbourne – July 20 @10am venue TBA

Book online by clicking here.

Our future is up to us. No supplier is going to deliver a future for us. We have to back ourselves, in our own businesses. This starts with us being aware of an accountable for our situation.

This is not a sales session. All newsagents are welcome. Attendance is free. One of the workshops will be video taped and an edited version made available for download.

8 likes
newsagency of the future

48% of Australians not that concerned about the fate of newspapers

Essential Research yesterday published results of recent research into what Australians think, among other things, about journalism and the challenges facing newspapers. On the question of concern about newspapers closing…

48% were very or somewhat concerned about the possibility of most daily newspapers closing in the next few years and 48% were only a little or not at all concerned. 78% of those who read daily were very/somewhat concerned – and 52% were very concerned.

Those most concerned were women (53% very/somewhat), aged 55+ (59%) and Victorians (59%).

I encourage newsagents to read the Essential report. I am surprised at the weak support in the community for journalism and newspapers. I am also surprised at the low engagement with news websites.

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Newspapers

Promoting new gifts behind the counter

We are promoting the new range of gifts we have sourced with which to expand our gift range behind the sales counter with the display shown in the photo. The visual theme has been carried through the store – connecting a series of displays with the same look so that shoppers know that what they are seeing is all connected.

The behind the counter display is designed to draw attention to the fact that there is new stock, a considerable range of new stock.

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Gifts

Ink campaign generates new traffic

We have ended our latest ink campaign that saw us send flyers promoting great brand-name ink deals to 15,000 homes around one of my newsagencies. As happens every time we run an ink campaign, we find new shoppers coming in discovering our ink deals and purchasing other items in the visit.

Ink is the perfect product with which to combat the consumer misconception that newsagencies are expensive.  By targeting well-known products from well-known brands we are able to show that we are competitive. Getting shoppers to believe this for ink is a good step to them believing it form other products we sell.

This ink campaign kicked off our autumn / winter promotions which will see us through to Father’s Day.

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Stationery

Terrific promotion of Harper’s Bazaar

I love the display created by the team of one of my newsagencies to promote the latest issue of Harper’s Bazaar.

The display is situated on a column at the front of the newsagency, facing into the shopping mall. It’s being used to attract shoppers to the business.

The design of the display reflects a quality of the title … if that makes sense. I like the way posters have been used to effectively underline, and thereby highlight, the title.

People ask why we do displays like this. The question surprises me. They are a vital part of keeping the business fresh and relevant.

1 likes
magazines

Woman’s Day Tom / Katie special issue out Wednesday

ACP has announced that a special issue of Woman’s Day will be out Wednesday this week for newsagents on the Eastern Seaboard excluding Far North Queensland. This issue will have eight pages of pictures and editorial covering the divorce proceedings plus a new cover. It will have the same barcode as the current issue.

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magazines

Tax break could help newsagents

From yesterday, the small business instant asset write-off threshold increased to $6,500 from $1,000. This means that assets you purchase for your business up to $6,500 can be written off this financial year. This could help with small shop fit changes, new signage, new newsagency computer system and other capital investments in your business. There is also a change to depreciation for motor vehicles which may benefit newsagents changing vehicles.

Here is an example direct from the ATO website:

During the 2012-13 income year, Kylie’s Flowers buys a new refrigeration unit for $3,000. As the refrigeration unit is a depreciating asset and costs less than $6,500, the business can claim an immediate $3,000 deduction for the 2012-13 income year.

These depreciation initiatives specifically for small businesses have not received the coverage they should have given the mass coverage on the carbon tax. Some media outlets are very selective in what they report.

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Newsagency management

Comparing suppliers helps newsagents focus management attention

As part of our end of month assessment of business performance we compare the performance of suppliers in certain departments. This works particularly well in gifts, magazines and cards if you have multiple suppliers in these departments. Pitting suppliers of like products can be instructive about the business as well as about supplier performance. It can bette inform business decisions.

My focus yesterday was to look at the difference in performance in the women’s weeklies segment of magazines given that this accounts for 21% of our magazine sales. The difference between the two distributors is considerable – well into double digits – one up and one down. It’s a significant result, a result which will drive two actions from us – researching why the 14% YOY decline for one and doing more of the same for the titles driving growth. What is odd is that titles from both distributors receive equal treatment.

When it comes to magazines we need growth across the whole department and not just one publisher or one distributor. Balanced growth it vital to our future.

I’d encourage newsagents to see if their software offers supplier comparison across trading periods. Check it out … you could be surprised with the results.

NOTE: In most newsagencies women’s weeklies: Woman’s Day, New Idea, That’s Life, Take 5, Famous, NW, Who and OK! account for more than 30% of sales. We are at 21% because of our focus on special interest and other areas of our magazine department. My view is that special interest and other shoppers will be more loyal than shippers purchasing weeklies.

I have only included a blurred report as the data for my store is not what this post is about.

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magazines

Promoting health related titles to women

We have three high-profile health titles next to each other in prime positioning in our women’s health section – all working well!

Weight Watchers, Women’s Health and Runners World are all selling well. The have had to order extra stock of the latter two.

Women’s Health is a strong title for us. This issue is doing especially well thanks to the wonderful gifts which come with the title.

Weight Watchers magazine does well here as well as placement with weekly magazines.

Runners World may seem like an odd title in this mix. Well, we placed it here because of the half marathon feature and it’s half marathon time here in Melbourne. We sold out of our initial allocation and thankfully received this much again – we will sell out of that too. We also figured some man candy in the women’s section might attract attention.

We think carefully about title adjacencies, always trying to build a story and to drive shoppers to purchase more than one title.

2 likes
magazines

Promoting the refreshed Burke’s Backyard

We are promoting the refreshed Burke’s Backyard magazine at the entrance to our main magazine aisle. The new look for the magazine is an excellent opportunity to bring the title out into the spotlight and this is what we are doing.

Here is some information about the new look from the publisher to help newsagents understand the opportunity of the new look Burke’s Backyard:

The popular lifestyle/gardening magazine Burke’s Backyard has had a makeover.

New Managing Editor Chris Burke and the publication’s design team are responsible for the revamp which spans editorial content and appearance.

From the July 2012 issue, home renovation and style content has been boosted, addressing both indoors and outdoors.

“We are focussing on the latest garden and home fashions with much more to offer young people who have become increasingly aware of the need to ensure maximum value is added to a home when any improvements or renovations are done,” says Don Burke, editor-in-chief.

The changes not only bring a breath of fresh air but take the magazine back in line with the original, award-winning TV show, encompassing the essence of the Australian lifestyle and giving sound, credible advice.

“The mag was overdue for a makeover. It’s now more modern, more stylish and more fun to read,” continued Don.  “As a result, it now features modern renovating to increase the value of both the home and garden for readers.”

Cherie Barber, the Renovating for Profit expert, is now writing for Burke’s Backyard magazine.

Landscape designer Jim Fogarty, who has recently won world-wide garden design competitions, has expanded his contributions to include a more comprehensive look at what can be done with all shapes and sizes of back and front yards.

Dr Chris Brown continues to write in the now expanded pet section, which remains the largest pet editorial offering of any lifestyle magazine.

In case newsagents missed it, the latest issue of Burke’s Backyard provided first look at the gardens for The Block.

6 likes
magazines

Sunday marketing tip for retail newsagents: host events

One of the things I notices in the US last week was that independent retailers hosted plenty of events in-store – often one a month, sometimes more. These events ranged from small product launches (drinks after close) through to full on training events – like learning a hobby form a master … a bobby related to the business.

So, my question for retail newsagents is what events could you run in your shop to drive traffic?

The keys to me seem to be:

  1. Create an in-store events calendar and stick to it.
  2. Promote your events calendar in-store and externally.
  3. Make the events genuinely appealing and valuable.
  4. Fill a need.
  5. Don’t go too big – the event needs to match your business scale and focus.
  6. Show off your point of difference, your USP.
  7. Have fun.
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marketing tip

Anti bacterial cleaner for the OCD consumer

Here is another of the funky products we have got in store for the holidays and beyond as an extension to our gift range.

This is Anti Bacterial Hand Sanitiser for people with OCD. Well, not really … this is a fun product and one of a series of Anti Bacterial Hand Sanitiser products we have brought in as part of a range with which to tell a visual merchandising story.

Early sales of the new products are good. Customers are laughing.

1 likes
Gifts