Category: Advice

This one is about the preparation that most owners skip when planning to sell their newsagency business. They then often regret when they are sitting across from a broker wondering why the valuation is lower than expected.

The owner-dependency problem

If your shop cannot run without you for a week, it is worth less than you think. Buyers know it. Brokers know it. The multiple applied to your earnings is directly affected by how removable you are from daily operations.

This is not an insult. It is a structural issue that is fixable, but it takes time. The businesses that sell well in 2026 are the ones where the owner started working on this 12–18 months before they decided to sell.

What documented systems actually look like

Opening and closing procedures written down. A staff training document that exists somewhere other than your head. A reordering system that a manager can run without asking you. A rostering approach that is predictable. Supplier contact details that are accessible to someone else.

None of this is complicated. All of it takes time to build. None of it can be done in the weeks before a sale.

The revenue mix question

In 2026, a business that is 70–80% commission-based (lotteries, newspapers, magazines) is selling a diminishing income stream, and buyers price it that way. A business where 50% or more of revenue comes from categories you control the margin on — gifts, collectibles, stationery, café — is selling a retail business. The valuation multiple is different.

If your current mix is wrong for a sale in the next two years, you have time to fix it. If your current mix is wrong and you are planning to sell in six months, you have a problem.

The practical question

Ask yourself honestly: if you stepped away from the shop for a month, would it run? Would it run profitably? Would a new owner be able to step in without you and know what to do?

If the answer is no, that is the work. Not the broker conversation. Not the signage. The systems, the staff, the revenue mix, the documented processes. That is what you are actually selling.

The ABS recorded 595,660 theft victims nationally in 2024, the highest level in 21 years, up 6% on the prior year. Almost half of those incidents occurred in retail settings. The Griffith University ANZ Retail Crime Study put the total cost to Australian retailers at $7.79 billion in 2023–24, up 40% in two years.

Anecdotal evidence suggests it has grown since.

Newsagencies are not immune. High foot traffic, open floor plans, small items at accessible heights, and often a single staff member on the floor. The category mix — confectionery, stationery, small gifts, trading cards, collectibles — is exactly what opportunistic theft targets.

What is actually driving it

Cost-of-living pressure is part of it. Monash University research found a measurable increase in people who view certain theft as more justifiable under financial strain. Organised retail crime is also growing — coordinated groups, not just opportunistic shoplifters. Both are harder to deter than the individual customer pocketing a chocolate bar.

What works

Visibility is the cheapest deterrent. If your floor layout means there are areas your counter staff cannot see, those are your theft hotspots. Rearrange product so high-value small items are in sightline from the counter. This costs nothing.

Staff acknowledgement matters more than cameras. Research consistently shows that a staff member making eye contact and saying “I’ll be right with you” is more effective at deterring shoplifting than a CCTV sign. Train your team to greet every person who walks in.

For high-value items, trading cards, collectibles, premium stationery, locked display cases are a straightforward solution. The friction of having to ask deters casual theft and doesn’t meaningfully deter genuine buyers who want the product.

The data problem

Most newsagents don’t know their actual shrinkage figure. If your stock-on-hand data in your POS is not accurate, you cannot measure what you are losing. Regular stock counts in your high-theft categories are the baseline. If you have never done a specific count on trading cards or confectionery, do one. The number may surprise you.

The employee theft question

Industry data puts employee fraud at 39% of total retail shrinkage. We think it is higher in our channel. That is not a comfortable number to sit with. Random till reconciliations, dual-person authority on refunds, and reviewing transactions for patterns are the basics. If you have never looked, you do not know.

newsXpress helps newsagents with tough issues like theft. It’s part of the kit of services we provide.

In this video, we dive into our recent visit to the Spring Fair in Birmingham, where we had the opportunity to explore some of the most exciting trends in the greeting card and gift packaging industries. Accompanied by a group of fellow Australian retailers, we highlight two standout suppliers whose products are making a significant impact on the independent retail market: Paper Salad and Glick.

newsXpress hosts retail tours, taking small business Aussie retailers to see innovative retail. Join us on a visit to Harry Brand, an inspiring shop.

Theft in a retail environment is a difficult subject. It is often a shock to business owners. We like to believe that we can trust everyone in our shop. However, employee theft remains a significant issue in the industry. It often accounts for the largest dollar value of retail losses each year. Beyond the financial impact, there is a deep human cost that can affect your mental health and personal relationships.

Many retailers have a similar story. You may find that the numbers do not make sense. You might notice discrepancies during certain shifts. It is easy to ignore these signs because of the trust you have built with your team.

We discussed this in a recent video published at our newsXpress YouTube channel: https://youtu.be/3z9AO0gd-8g

Discovering that a long-term employee or even a family member is stealing is devastating. It can feel like a personal betrayal. This emotional burden is often heavier than the financial loss itself.

newsXpress helps retailers deal with employee theft.

In the past, many retailers tried to handle these situations quietly. They might have accepted a settlement to make the problem go away. Today, a more professional approach is necessary. Dealing with theft head-on is the best way to protect your business. You should involve the police when the evidence is sufficient. This ensures the situation is handled legally and fairly. It also prevents the problem from being passed on to another local business.

Modern technology makes it easier to spot issues early. Point of sale software can provide insights and dashboards that highlight suspicious activity. However, the tech is only one part of the solution. You also need clear policies. Every shop should have a formal theft policy. Displaying this policy on the back wall sets clear expectations for everyone. It makes your position known from the start.

When you suspect an issue, act with a clear head. Gather your facts and evidence first. When you speak to the person involved, ensure you have a witness present. It is a complex situation to navigate. You must look after your own mental health during this time. At the same time, you have a responsibility to manage the situation professionally within the workplace.

NewsXpress is here to support members through these challenges. We provide advice based on lived experience. We can help you navigate the steps of involving the police or dealing with insurance. You do not have to face these situations alone.

While there are no easy wins in employee theft, taking decisive action helps you move forward. It protects your financial well-being and ensures the long-term stability of your business. If you need guidance, please reach out to our team.

Retail is about more than just a transaction. It is about the connection between the shop, the customer, and the community. One simple way to deepen this connection is through the products we choose to stock. Specifically, Australian-made greeting cards offer a unique advantage. They provide a point of difference that helps local businesses stand out.

Aussies love Australian made.

Supporting local makers has a ripple effect across the economy. When you sell a card designed and printed in Australia, you support local jobs. This includes the creative designers who develop the artwork. It supports the printers and finishers who produce the physical product. Even the logistics teams and warehouse workers benefit from this local cycle. Keeping these industries active strengthens our own retail environment.

Here’s a new video from us about this: https://youtu.be/sk5C7cz0jXY

Customers often look for a reason to choose one item over another. Price is not the only factor in their decision. Many shoppers value the sentiment behind a purchase. If a customer is undecided, pointing to the “Australian Made” logo can be a deciding factor. It gives them a sense of pride in their purchase. They know they are contributing to the local workforce while buying a quality product.

This advantage is particularly clear during major seasons like Mother’s Day. Discount variety stores and large supermarkets often stock cheap, mass-produced cards from overseas. These cards may serve a purpose, but they lack a local narrative. Offering Australian-designed and made cards provides a premium alternative. It creates a point of difference that large-scale competitors cannot easily replicate.

Retailers should encourage their staff to share this story. If a customer is struggling to choose, suggest they check the back of the card. Seeing that a product was made locally can change their perspective. It makes the gift feel more intentional and thoughtful.

In uncertain times, sourcing locally is a practical strategy. It reduces reliance on complex global supply chains. It also builds trust with a customer base that increasingly cares about where their money goes. Choosing Australian-made cards is a small step. However, it is a meaningful way to win more business and support our local community.

The retail landscape is shifting beneath our feet. For many, the traditional newsagency model feels increasingly under pressure. Negative discourse in the press talks down the channel, leaving many business owners wondering about their long-term viability.

At newsXpress, we believe the path forward is not found by holding onto the past. It is found by intentionally decoupling your business from the “newsagency” label.

Transformation is not a buzzword; it is a measurable business strategy.

If your business still earns more than half of its gross profit from traditional lines like newspapers, magazines, stationery, greeting cards, or lotteries, you have not yet transformed. These traditional categories are stagnant. To secure a bright future, your growth engine must shift.

Here’s a new video from us about this: https://youtu.be/ECj8UhGRtxc

A genuinely transformed business generates the majority of its gross profit from non-traditional lines. This includes high-end gifts, homewares, collectibles, fashion, and books. When a customer steps into your shop, they should not immediately identify it as a traditional newsagency. The front of the shop must be dedicated to these modern product categories. Traditional items should be moved to the back or the sides, occupying less valuable floor space.

Many retailers mistakenly believe they have transformed when they have not.

If your social media still heavily promotes lottery draws, or if you still feature lollies and chewing gum at the counter, you are still operating with a traditional mindset. Even stocking a wall of tobacco or focusing heavily on parcel collection can keep you tethered to the old identity. True transformation means moving so far that you could put almost any sign above your door, and it would not look out of place.

We often look overseas for inspiration. The “general store” concept currently trending in the UK, Europe, and the US is a perfect example of this. It is not about selling groceries or convenience items. Instead, it is a clever approach to a curated gift shop. These stores present ranges of products that feel rare and unique. You might see only a few units of an item on the shelf, with a completely different category placed alongside it. It is about discovery and high-quality presentation.

We understand that change is difficult. You do not have to navigate this transition alone.

At newsXpress, we provide bespoke, business-by-business support. We help you make the changes you want to make, at a pace that fits your budget.

If you are ready to innovate, or if you simply want an honest opinion on your current progress, reach out to us. Let us help you build the future of your shop.

In retail we are often told to make it easy for customers from the moment they step through the front door. The standard advice is to keep the shop decluttered so shoppers can walk straight to the counter or key destinations.

Sometimes, breaking these rules leads to better results. We recently spoke with a retailer who turned this concept on its head. About a metre and a half into their shop, they placed a wide table. This table acts as a physical barrier. To move further into the store, customers must walk around it to either the left or the right. Check out this new short video from us: https://youtu.be/17oIUvhNRmc

The power of the detour

By making it slightly “harder” to navigate the shop, this retailer achieved something remarkable. They started selling more products.

When shoppers are forced to step around an obstacle, they naturally look at where they are going. This simple action draws their eyes to the table. On it, the retailer places items that shoppers might not have noticed otherwise. By thoughtfully displaying products with appropriate adjacencies, the table has become a destination in itself.

Executing the strategy well

A barrier only works if it is attractive. In this case, the table is well-presented and fits the aesthetic of a smart, well-run shop. Customers do not see it as a nuisance. Instead, they see it as an engaging display of interesting products.

This approach challenges the idea that a shop must always have an easy, straight path. By creating a small detour, you give your customers a reason to slow down. You give them a chance to discover something new.

Trust your instincts

Standard retail advice has its place, but it is not always right for every business. If you go against the grain and focus on high-quality execution, you can create a unique shopping experience.

This shop created a tremendous success by simply placing a table near the front door. It encouraged interaction and increased spend. If your current layout feels a bit too predictable, it might be time to experiment. Try adding a strategic “barrier” and see how your customers respond. You might find that a little bit of friction leads to a lot more sales.

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newsXpress supports small local independent retailers to thrive. Find out more at help@newsxpress.com.au.