What do magazine publishers want from newsagents?
The flyer from News Magazines seeking newsagent engagement in promoting the latest issue of Australian Good Taste represents what is wrong with many publisher promotions in my view. It offers a reward for a great display which is left up for the longest time. There is no reward sales achievement and no reward for being clever.
So what is the message I am to take away from this? Of course it is do great displays. Yep, billboards are what publishers want. More so than sales. More so than smart retailer engagement. Oh, and they want the display up for a long time. Yes, that makes sense.
It is unfair of me to single out News Magazines as most magazine publishers take the same approach.
If magazine publishers want newsagents to grow sales, they should stop offering prizes for great displays. Great displays act as billboards in our high traffic businesses and probably help sales in other retail channels.
Magazine publishers should start rewarding newsagents for performance and clever engagement.
- Reward the best incremental sales achieved. Sure achieving sales growth is harder than creating pretty display but retail is all about sales right?!
- Reward smart tactical placement. A clever placement of Australian Good Taste, for example with weekly magazines or in a simple counter display could be far more valuable than a pretty display.
- Reward clever retail theatre. Warrick Hosking cooked with his slow cooker live in store and sold 20 copies of the Slow Cooker cookbook. This was a one day display but it sold out all remaining stock. Our own Moroccan cookbook display is not the type of billboard display publishers like but I betit will sell more magazines.
Some magazine publishers moan that newsagents do not engage as business people. That is because you don’t treat them as business people.
Stop offering cash rewards for good displays. It sends the wrong message.
Treat me like a business person in every engagement and I am more likely to act like a business person.
What do magazine publishers want from newsagents? Sales, I hope.
