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

Feast – a great magazine to promote on Sunday

The latest issue of Feast magazine is perfect for promoting today, Sunday. The cover story – SUNDAY SLOW COOKING – is the perfect title to promote today, especially in Melbourne in the middle of a chilly winter. That’s why we have this title out at the counter today, to grab impulse purchases of the title based on its perfect connection with the day.

Activity like this costs us no time at all and it shows us off as being not your usual magazine retailers. It’s a reason we continue to enjoy excellent growth in magazine sales.

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magazines

Woman’s Day barcode error to challenge newsagents

Newsagents have to prepare to handle the faulty barcode which has been printed on the cover of Woman’s Day which goes on-sale Monday.  My newsagency software company yesterday published advice to newsagents on handling the change. I’d urge newsagents to ensure they have advice on handling the faulty barcode so that they are not impacted come Monday.

Here is the advice from Network Servcies:

Network Services advises that the barcode on Woman’s Day, on-sale 9 July, may not scan correctly.

To ensure your sales are recorded accurately, please produce and use the stickers printed from your POS system.

Here is the advice from Tower Systems:

We have received advice that due to a printing issue the last 2 digits or the addenda of the Woman’s Day barcode for the Monday the 9th issue will not scan correctly. This may cause issues with sales and return of the product. What we recommend you do is arrive the magazines as normal through invoice arrivals and manually print the barcodes from the stock screen and label the magazine. To do this do the following steps.

  1. From the main screen of Retailer click on ‘Stock’
  2. Click on ‘Stock Screen’
  3. Click the magnifying glass down the bottom and find the latest issue in the find stock screen (best to search by barcode and type in the full barcode)
  4. Click ‘Ok’
  5. From the Stock Screen click on the button labelled ‘barcodes’
  6. Type in the number you require and select the label type to be ‘Recall label’
  7. Click ‘Ok’
  8. Open barcode manager and print the labels

Make sure your staff are aware of the issue and that they are selling the magazine using the label and not the barcode printed on the actual magazine.

Newsagents need to prepare today or tomorrow to ensure accurate sales and return data. I’d welcome other software companies publishing their advice here.

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magazines

News International threatens to stop supply to a newsagent over cover price dispute

The National Federation of Retail Newsagents reports that News International has threatened to stop supply to an independent newsagent who added a 10p surcharge to the price of the weekend Sun to maintain margin after News cut the price of the Saturday newspaper in advance of the launch of the Sunday Sun.

Since February this year when News International cut the price of its Saturday paper to 50p to fund its new Sunday edition, also priced at just 50p, newsagent and NFRN member Walter Bush of Baginton Village Stores, Baginton near Coventry has added a 10p surcharge to both newspapers to ensure that his margin is maintained.

But when News International got wind of his action and despite a Trading Standards official giving it a clean bill of health, the newspaper publisher told the retailer that if he continued to persist, his supplies of the Sun would be stopped.

I support Walter Bush and the stand that he has taken to set the price of the products he sells. This is his legal right. No supplier should penalise him or his business in any way while he is acting lawfully with their products.

News also came under fire when it increased the cover price of the Sunday Times by 30p and cut newsagent margin from 23.5% to 21%.

Newsagents are also in dispute with the News distribution arm over the handling of deposits which other distributors pay after a period of satisfactory trading – News holds the deposit until the business is sold.

While newsagents in Australia navigate the challenges, and opportunities, of change here, spare a thought for our colleagues in the UK and the threats they face in what is clearly a brutal marketplace.

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Newsagent suppliers

An homage to the local UK newsagent

Check out the homage to the local UK newsagent by Son’ Emirali – Founder and Director of Plog Magazine and Online Designer at Estée Lauder Companies UK.  Here is what he has done in creating his new book, Fosters:

In the heart of Brockley Rise, South East London, lies a corner shop like no other, Fosters Newsagents. A 90 year old newsagents that is renowned for its vast amount of excessive stock, overpowering layout, welcoming service and of course the greatest sweet selection one could ever dream of. This 136 paged book de-constructs the overload of stock, colour, and categorisation whilst introducing dialog of conversations which replicate the daily atmosphere. Thanks to Rodney, his wife and the customers for making this book possible.

As I noted, this book is an homage. Just wonderful.  Be sure to click on the link and look at the photos.

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Newsagency

Tom and Katie are news

Shoppers are interested in the divorce of Tom Cruise and Katie Holmes if the sales of magazines these last few days are anything to go by. While the placement at the counter has generated business, the titles are actually selling from their usual location in-store. It was good to get a bump on Wednesday.

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magazines

Launching IT Girl magazine

We are launching the IT Girl with this placement with girls and music titles.  The placement next to Girlfriend Bieber is working.  It’s showing off the new title to the right demographic and visually connecting the two titles as Bieber is on the cover of both.

Young girls are an important demographic for us, delivering valuable traffic and sales for the business.

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magazines

Leveraging Lana Del Ray

We are promoting the latest issue of triple j magazine and the Lana Del Rey cover story with this front of location placement.  Del Rey is in the news often at the moment – she polarises music fans and this is covered a bit in the triple j magazine coverage.

Selling music magazines is all about getting covers in front of the people interested in the subject – hence the importance of displaying the cover ideally for achieving this.

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magazines

Newsagencies in transition, opportunities abound

More and more newsagents are transitioning their businesses, embracing new traffic generating opportunities, taking on products not traditionally offered to newsagency shoppers and working on improving business efficiency.  I see the results in the business data I am fortunate to see almost every day.

What I see often are wise moves from newsagents with an eye to the future. Okay some moves don’t work … such is the nature of embracing change.

But there are plenty of newsagents who are not embracing change, newsagents waiting for others to ‘fix’ their businesses.

Newsagents who are not actively chasing change in their businesses today face a challenged future. The guaranteed traffic of newspaper, magazine and other shoppers is no longer guaranteed. We have to become proactive retailers.

We have to accept complete responsibility for our situation. Yes we can complain that others are to blame and we can feel let down by history … but that won’t change our situation today.

We have to accept complete responsibility for our situation.

This is good. It makes us, as business owners, responsible.

These are themes I am exploring in the new workshop: NEWSAGENCY OF THE FUTURE – START HERE. Click on the city to book a free sport: Melbourne, Sydney, Brisbane and Adelaide.

For newsagents wanting a TO DO list, this session will be ideal. I am stripping away what we need to embrace change and will focus on change options available to newsagents.

I have some excellent case studies from newsagents well advanced in implementing change strategies. I also have some ideas from overseas to share.

There is no doing we are in transition. The opportunities for us are wonderful … if we embrace them.

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Newsagency management

Clever impulse magazine display unit

Check out the impulse purchase magazine display unit I got to see in the US a week back. I like this unit.  It’s space efficient and creates room for displaying a number of titles at the sales counter.

I can see this type of display unit working well in convenience type newsagencies and other similar space challenged locations.

I am sure we could find this unit available from suppliers in Australia. While It’s not for my and my businesses, I mention it today for others can see what other retailers are using.

The photo is from a stationery retailer I saw in Las Vegas.

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magazines

Bieber magazine drives traffic

Placing Bieber from Girlfriend at the front of the newsagency facing into the shopping mall is working a treat at attracting traffic in school holidays. Pacific Magazines timed the publishing of this title ideally, getting it out in time for the school holiday traffic bump.

We have the title in three locations – at the front of the store facing into the mall, next to music titles and with Girlfriend in the usual location for that title. It needs and deserves this active support.

We have high hopes for Bieber. Time will tell whether Justin Bieber has the pulling power of a year or so ago. We hope he does. His fans are very important to us.

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magazines

Terrific Good Health magazine gift

The gift on the cover of the latest issue of Good Health magazine is ideal for driving slew of the title.  The anti cellulite brush is working a treat and driving excellent results for us.

We have the title on display at the front of the business, on the lease line and facing into the mall. While we have stock in the usual location for the title, it’s the front of store location which is working a treat for us and delivering excellent results for Good Health.

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magazines

Promoting marie claire magazine

We are promoting the latest issue of marie claire magazine on a column which faces shoppers as they leave our women’s magazine aisle and either head to the sales counter or leave the business.

This is a good location based on our experience, working well for many titles and other products we promote here. I mention this as it’s not the type of location publishers usually like. But getting sales in what really maters.

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magazines

News and Fairfax provide newsagents with clarity around newspaper distribution

I was fortunate to be at the NANA Newsagent of the Year awards last night in Sydney. The highlight of the night was a panel discussion involving Nick Chan (CEO of Pacific Magazines), Greg Hywood (CEO of Fairfax), Jerry Harris (Managing Director, Group Newspapers and Digital Products), Russell Parker (Joint CEO Hallmark International) and Yasmin King NSW Small Business Commissioner).

It was the information shared by Jerry Harris and Greg Hywood which was most timely and interesting.  They each reiterated what their respective companies had announced around two weeks ago.

Jerry Harris explained that News will redraw distribution territories and invite newsagents to tender for this. One newsagent challenged this from the floor of the event, explaining that he felt he was being “shafted”.  Jerry Harris copped this on the chin and explained why News needed to control the drawing of the distribution map and why they were proceeding with newsagents tendering.

News will start in QLD in the next couple of months and then move onto NSW and VIC.

News and Fairfax made the point that they need newsagents to make money from home delivery. They acknowledged that newsagents have struggled to do this in the past.  I was thrilled to hear them make both points. Acknowledging that many newsagents don’t have profitable runs today is an acknowledgement which has been denied for too long. Committing to a structure through which newsagents are profitable in newspaper distribution is vital.

While associations have said that they want to control the distribution map, this will not happen and was never going to happen. The publishers control the newspapers and own newspaper subscribers. They will assert control over the distribution territories to drive business efficiency.

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Newspaper distribution

Launching the Newsagency Portal, a unique place for newsagents and suppliers

I am thrilled to announce the beta release of the Newsagency Portal, a place where newsagents and suppliers can connect, advertise, do deals and promote their businesses to the wider community.

More than two years in the making and delivering a genuine first for the newsagency channel, the Newsagency Portal is unique in the Australian newsagency channel.

Access to the portal is free. Any newsagent can create profile pages for their businesses, advertise job vacancies, and find out about services.

Suppliers can list their services and advertise products for sale.

Product purchases made through the portal are prepaid. We, the owners of the portal, take a 10% fee for products purchased through the portal. This is the only revenue stream for the portal. Once an order is placed and paid for, the supplier is notified and the goods shipped.

I anticipate that newsagent suppliers will use the portal to release excess stock and to promote everyday stock at competitive prices. The portal is a marketplace which could be more efficient for suppliers than reps on the road which add to the prices newsagents pay for goods.

The portal offers access to business management advice as well as advice for new newsagents or those considering buying a newsagency. More advice will be loaded over time.

Here are the businesses we would welcome listing on the portal (for free): brokers, accountants, insurance companies, solicitors, newsagents, IT companies and newsagent suppliers. The more the merrier. This will be an online, live and changing newsagent services directory and directory of newsagencies.

It will be a real asset to the channel and make owning a newsagency more appealing to newcomers.

The portal also hosts a forum, a private place where newsagents can talk with each other, start threads and comment on other threads.

The portal has been created and funded by NXP Pty Ltd, a partnership between myself and Graham Randall.

Prior to today’s announcement we cleared out test data entered so we can start with a clean slate.

Over to you…

NOTE: This is a beta release. That is, it is a work in progress. Feedback from those who engage will help us make the portal more useful – for newsagents, suppliers and consumers.

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Newsagency management

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.

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newsagency of the future