Category: newsagency management

Whether your newsagency is traditional or you’ve already made some changes, knowing where you stand is absolutely vital. And that starts with your data. This is where newsXpress starts when it works with newsagents on transforming their businesses.

Understanding your business’s current position is the bedrock for what comes next. This means taking a good hard look at your business from all angles. Here’s what you need:

• An up-to-date profit and loss statement
• Current debtors and creditors reports
• A list of all outstanding money owed to the business, both formal and informal
• A stocktake with total value
• A dead stock listing (items unsold for six months or more) with total value
• A floor plan showing gross profit percentage by product department or category and floor space allocation
• Total rostered hours per week, including owners, and revenue per hour
• A revenue comparison by category for the past six months compared to the same period last year

Wanting change is one thing, but knowing your business’s current state and capacity for change is another. The information above will highlight immediate opportunities and your ability to invest in changes. This is the starting point for any business transformation I work on.

When reviewing this data, I suggest focusing on some quick wins to get the ball rolling. For example, if you’ve got $10,000 or more tied up in dead stock that’s already paid for, get rid of it! Freeing up that cash and space will do wonders for your business. Set up a clearance area and apply a consistent discount, like 50%.

While you’re tackling the dead stock, analyse the rest of your data to understand current performance and spot potential opportunities within your existing categories. This will give you a good direction for your initial steps.

As you dig into the data, jot down a list of ideas and action items. You might just uncover some previously overlooked opportunities.

Some retailers get advice from accountants or business consultants. While this can be helpful, make sure they have current, hands-on retail experience in your specific industry.

Remember, this is your business. You’re the one driving the change and transformation. Own the process!

Start by gathering the data, streamlining your business, and building a solid foundation. This will set you up for bigger and better things down the track.

We are writing this to newsagents:

The future of your Australian newsagency is in your hands. You, the owner of one of the 2,800 or so retail businesses that make up this vital channel, hold the key to its success. The decisions you make in your individual business will determine not only your own future, but the future of the entire network.

And those decisions hinge on three crucial elements: your product selection, the narrative you weave around your business, and, of course, how you sell.

Let’s be clear: the future of the Australian newsagency isn’t tied to the old staples of newspapers, magazines, lotteries, or even the convenience items and cheap gifts that once defined the channel. Competing with discount variety stores is a losing game. Nor will salvation come from suppliers, particularly print media businesses, who, despite their historical role, seem to have little vested interest in our future.

The good news is, we’re already seeing innovative newsagents across the country reaping the rewards of focusing on premium, unique products. They’re not obsessing over the lowest price point, but instead, they’re smart about margins and embracing the age-old wisdom of “find a need and fill it.”

Think beyond the traditional newsagency offerings. Imagine stocking clothing, high-end gifts (think $300 and beyond), carefully curated books (not just remaindered titles), quality cookware, or highly sought-after collectibles. These are the kinds of products that will draw customers in from far and wide, products that many suppliers might not even associate with our channel today.

Of course, everyday items like stationery and greeting cards will still play a part, but their success will depend on your savvy purchasing and pricing strategies. Consider this: selling stationery to someone who needs it is one thing, but selling to someone who loves it? That’s a whole different ball game, and a much more profitable one.

The beauty of this new landscape? There are no borders, no rules, no boundaries. What you sell is limited only by your imagination and how you present it.

Then there’s your narrative. This is the story of your business, the “why” that resonates with your customers. A shopkeeper simply puts products on shelves. A retailer with a compelling narrative builds trust and connection. Customers understand your values, they love being in your space, and they want what you offer.

Your narrative is woven through your product selection, your in-store displays, your social media presence, your website, and, most importantly, your own personal interactions with your customers. But remember, your narrative isn’t static. It needs to evolve with you, with the times, and with your local community.

Finally, let’s talk about how you sell. In today’s world, having a strong online presence is absolutely essential. If you’re not online, you’re missing out on a world of opportunities.

We’re living in an age of immersive retail, where customers crave experiences and emotional connections. This is where your narrative truly shines. A writing pad in a basic newsagency is just a writing pad. But that same writing pad in a store with a strong narrative? It becomes something more, something desirable, something worth paying a little extra for.

The more your shop, both physical and online, engages your customers’ senses and emotions, the greater your success will be.

The future of the Australian newsagency rests on our collective ability to be smart, engaged, and creative. It’s about each of us making our own shop the best it can be. The result won’t be a uniform channel, and that’s perfectly fine. What matters is that you build a thriving business that resonates locally and online.

To those who resist change, who cling to the past, I say farewell. The old-school newsagency is fading fast. Time will inevitably catch up. This means we’ll likely see a reduction in the number of newsagencies over the next year.

But to those who are ready to embrace the future, know that you’re not alone. Many of us in the channel are eager to help and support each other. Reach out, connect, and let’s work together to ensure the continued relevance and success of our vital local businesses, no matter how diverse our product mix or what we choose to call ourselves.

A final thought: While some might argue that the “news” in newsagency is no longer relevant, the name itself isn’t the most critical factor. It’s what your shop shows itself to be that truly matters. That being said, a locally relevant name often resonates more than a generic national one.

And finally, we haven’t made a concrete prediction here  about the future of the channel. Deeper thoughts about this are for more private discussion.

Media coverage in 2024 surrounding the closure of a couple of newsagencies unfortunately painted a bleak and inaccurate picture of the entire newsagency sector. Attributing the decline solely to the waning popularity of print media is a simplistic and false portrayal of the reality facing many newsagencies today.

While it’s undeniable that print media consumption is changing, this doesn’t necessarily translate to widespread newsagency closures. In fact, many newsagencies are successfully navigating this evolving landscape by adapting their offerings and embracing new opportunities.

The truth is, newsagencies are more than just places to buy newspapers and magazines. They are community hubs, offering a diverse range of products and services that cater to the evolving needs of their customers.

So, how can newsagencies thrive in this changing environment?

• Embrace the Power of Social Media:

  • Showcase your uniqueness: Go beyond traditional product categories like magazines and lottery tickets. Highlight your exciting range of gifts, clothing, books, and toys.
  • Share your passion: Celebrate local Australian products and express your gratitude for the support of your community.
  • Build relationships: Engage with your customers by responding to comments and messages.

• Revamp Your In-Store Experience:

  • Create a visual spectacle: Make your window display a focal point. Feature unexpected and eye-catching products to entice passersby.
  • Surprise and delight: Introduce product categories that customers wouldn’t typically associate with a newsagency.
  • Keep it fresh: Regularly refresh your displays to maintain interest and encourage repeat visits.

• Elevate Your Counter Offerings:

  • Replace the mundane: Swap out traditional counter items like chewing gum with more enticing and impulse-buyable products.
  • Curate a unique selection: Offer a range of products that complement your overall store aesthetic and appeal to your target audience.

• Go Beyond the Expected:

  • Feature unexpected product categories: Dedicate a section of your store to unique and surprising offerings.
  • Embrace a “treasure hunt” approach: Encourage customers to explore your store and discover hidden gems.

The Importance of differentiation

The key to success lies in offering a unique and differentiated product mix. Explore new suppliers, attend industry events outside your usual circles, and embrace the unexpected.

It’s crucial to remember that the decline of print media (currently estimated at 10-12% per year) is not the primary driver of newsagency closures. In many cases, closures are due to factors like lease expirations or the need for a career change.

The most significant factor is irrelevance. If your newsagency doesn’t offer products and services that resonate with your local community, it will struggle to survive.

By embracing change and focusing on providing a unique and valuable customer experience, newsagencies can not only survive but thrive in today’s competitive market. It requires dedication and hard work, but the future of your business is ultimately in your hands. Let’s push back against the negative narratives and demonstrate the true potential of the modern newsagency.

newsXpress helps local newsagents run businesses they enjoy, businesses that deliver value to the owners and all who rely on the them for income.

newsXpress is a privately owned company. We have been in business since 2001. We are a marketing group.

We’re not a franchise. Nothing we pitch is mandatory. We do not charge a fee based on your turnover.

Corporately, we are newsXpress Pty Ltd, ABN 99 098 073 833.

Our head office team is small:

Managing Director: Mark Fletcher. Also owns Tower Systems. Has owned newsagencies since February 1996.

Retail and online strategy and management: Anthony Suta. Anthony has 17 years retail experience in physical and online retail.

Supplier manager and retail mentor: Jennifer Searle. Jennifer has 30+ years retail experience including running her own shops.

Data analyst and retail mentor: Michael Elvey. Michael has 27 years tech, data analysis and retail shop floor experience.

Corporate store manager and retail mentor: Guy Coles. Guy has 20 years retail experience in local indie and national corporate retail.

Corporate store manager and retail mentor: Chris Farrell. Chris has 13 years retail experience including specialty visual merchandising skills.

In addition to running the newsXpress head office and providing member advice, support and services we also run related businesses:

Physical shops in Victoria and several group and corporate owned online businesses.

It’s easy to say no to a website if you don’t have one because you don’t know what you don’t know. It’s also easy if you had one in the past and it failed.

Most websites don’t work. Smart people use a failure to do better next time.

Core to website success is filling needs and wants. While needs and wants are quite different, they compel good online business.

Here are the top reasons why we think every retail business needs a website:

1. Capture sales when you are closed. Typically, more than 50% of online purchases are then the brick and mortar business is closed.
2. Engage when you are closed. Use chat to answer questions from anywhere, or you geek-out and have an AI chatbot do this.
3. Reach people not currently shopping with you. Typically, 75% of sales are from people located nowhere near your shop.
4. Have a second outlet for quitting stock.
5. Have a place where you can experiment.
6. Playing with a plan Bin case your shop finds itself in choppy waters.
7. To learn. A website, especially your first website, teaches you so much: What people want. What they could pay. Haw awful some people are.
8. To get you out of a rut. If you’ve been in your shop for ages and are mailing it in each day, a website could put a spring in your step.
9. To make your shop more valuable. Having a website can make your shop more appealing when you decide to sell.
10. To find a secondary brand. Could be the first step in a shop rebrand.
11. To drive traffic to the shop. People will find products on your website and visit as a result, for sure.
12. To give you another source of revenue that is completely unrelated to anything you do in your shop.
13. To harvest email addresses. Email marketing from Shopify is a breeze.

Having a website gives people a landing page from your Facebook, Instagram and TikTok posts. This is important.

We love questions from prospective newsXpress members. here are some common questions we are asked, and our answers:

Is newsXpress a franchise? No.

Do you have exclusive supplier deals? Yes, plenty.

Will you show me your supplier terms before I join? No.

My shop is small, is that okay? Size is not a factor.

Can you help me sell online? Yes.

Do you offer a benchmark against which I can compare my performance? Yes.

Do you offer a strategy for attracting more shoppers? Yes.

Is there anything from newsXpress that is mandatory? No.

Do you visit our shop? It’s 100% up to you.

Do we change the name of our business? Not unless you want to.

Do we need to put a new sign up? No, it’s up to you.

Do we have to wear a uniform? No, not unless you want to.

Does newsXpress pay for signage? Not for the shop. We do provide members with wonderful seasonal posters.

What if I sell my business? Your agreement with newsXpress ends.

Do you run catalogues? Yes, but not the old-school Christmas, back to School and Mid-Year catalogues.

What is your position with magazines? We offer our members marketing tips designed to sell more magazines.

What is your position with lotteries? We actively work with Lotterywest. We also have a national account manager with The Lott through whom we navigate any issues or concerns members express.

Can we see your list of preferred suppliers prior to joining? No.

Can you save my business? We will help as much as possible.

Can you help me reduce my labour cost? We’ll share advice.

Can you help me negotiate on rent? Yes.

If you have any questions, please ask.

We’d love to help you increase the gross profit percentage your business achieves, attract more shoppers, guide shoppers to spend more each visit, convert more existing stock to cash, make consistently better business decisions and help you enjoy your business more.

We want these things to happen for you because they reflect success in business and success in business is satisfying.

It’s about wanting success and methodically going about achieving success. For us, that’s what MAKING THINGS HAPPEN is about.

Duo join newsXpress do you need to be a newsagent? No. All retailers are welcome.

We are keen to partner with business owners who want to run a more successful and enjoyable business, and who are open to change.

• Your location is no barrier.
• The size of your business is no barrier.
• Being an Australia Post LPO is no barrier.
• Your card supplier preference is no barrier.
• Your financial situation is no barrier.
• Having lotto, or not, is no barrier.
• Your age, gender, and ethnicity are no barrier.

What matters most is what you want for your business, and for yourself from your business.

If, for example, you think your future relies on newspaper home delivery, lotteries, parcel collection, betting account top-up, and similar agency business, newsXpress will not be a good fit for you.

If what you want is a more successful, valuable, and enjoyable business, we may be the right fit for you.

Successfully being part of newsXpress flows from your energy, and engagement.

The relationship is a partnership, one we both need to ensure is right.

Now, here’s what happens when yo join newsXpress.

First up, we want to know what is important to you.

Next, with your permission and if you want, we look at your data.

Then, we work on a plan with you to make things happen.

The details are different for every member.

If you want to sell online though a website specific to your business, we will introduce you to the team that can deliver this at half the usual cost as a newsXpress exclusive opportunity.

You get to choose what you buy, when you buy, how you display and how you promote. We will offer advice, and suggestions. Action is up to you.

How does newsXpress compare to other marketing groups?

We don’t know the details of what other groups offer today or what they do or do not do for their members today, just as they cannot know this about newsXpress.

What we do know is what people who have switched to newsXpress tell us they like about our group.

• They like how active we are, how engaged we are with members at a group level as well as at the individual business level.
• New suppliers. They like that we have plenty of suppliers they have not had access to before.
• They like that we have good value deals that help them make more money.
• Fresh ideas. They like the fresh ideas we pitch that help their business.
• They like how fast we are on trends, that we help them get into a craze early, and get out before the craze has faded.
• They like the advice we provide on turning locations in-store into hotspots.
• They like that our advice is evidence based and not pandering to suppliers.

We think the newsXpress offer is unique in terms of what we do, how we do it, and the extent to which we help our members.

Enjoying your business helps you make better decisions. It also helps those with you in the business make better business decisions.

Through our newsXpress community you have friends you can have a laugh with, and folks you can trust to decompress with.

In our Zoom meetings and other contact points we, together, have a laugh.

We nurture your resilience and, sometimes, help you find enjoyment when it may not have been obvious.

It really comes back to why you are in business. The answer to this varies. Understanding it is key to the enjoyment you feel and achieve.

The business itself becomes enjoyable when speed bumps are overcome and stormy weather guided away. Having access to your own business mentor can help achieve these things.

Success is enjoyable. We encourage and help to find success so you can feel the happiness it brings.

What newsXpress offers local newsagents is unique.

newsXpress is genuinely unique in the newsagency marketing group mix.

We own, and run our own shops, as playing fields where we experiment for our members with their full knowledge, and guidance.

We own and run successful websites. Our two biggest consumer-facing websites each did half a million dollars last year.

We were first with a consumer-facing online offer at the group level, and at an individual store level.

We have an active new shopper strategy, focussed through several suppliers that do not partner with any other marketing group.

We will disagree with you sometimes. If you ask our opinion, our feedback will be honest, and backed by evidence. We owe you the truth.

We leverage the Tower Systems retail experience. Tower serves 3,500+ independent retailers across 16 retail channels. Data insights from these channels provide early insights that we leverage for newsXpress members.

The value of this dataset is extraordinary.

Through this we can speak to key metrics such as return on floor space, return on labour, and return on investment, and through these help you cultivate more value from your business.

If you want to run an enjoyable and rewarding local newsagency business it starts with you not thinking about the business within the framework of being a newsagency. Don’t let your business plans be bound by tradition.

newsXpress is an Australian owned marketing group serving close to 200 independently owned member businesses.

We nurture value for member businesses through sharing business insights, strategic advice, store level data supported advice and optimism for a bright future.

Our members pay us a modest monthly membership fee. There is no fee on turnover. Most of our revenue comes from rebates from our partner suppliers.

Not a newsagency.

While newsXpress stores operate within the newsagency channel, they are not typical newsagencies. Gifts, homewares, nesting, personal care, collectibles, toys, games … are all important categories to us.

Not a franchise.

newsXpress is not a franchise.

What we look for in preferred supplier partners.

The ideal preferred supplier offers products through which our member retailers can attract new shoppers.

We love Australian designed and made.

We love introducing product categories to our member businesses.

Retail price is of little concern.

Our retailers want to be able to tell a story. They also love a category or range than evolves over time.

What we are not interested in products you may consider to be perfect for newsagents as such products are usually not embraced by our members.

How we help our preferred suppliers

When we bring on a preferred supplier, we introduce them to our members, explaining the products and where we see them as fitting within a newsXpress business. We explain the target customer and discuss how to reach them.

We email our members 2 or 3 time a week. We include in these emails offers and other collateral provided by suppliers.

We post a products promotional envelope with flyers from preferred suppliers to our members at least every second month.

We host at least 2 member meetings via Zoom each month and offer supplier access to introduce products and engage in a Q&A.

We produce a supplier specific Zoom session, live a virtual trade show for any supplier introducing new products, a showroom walkthrough or more. These can be with our head office team only or with members invited for Q&A.

All Zoom sessions are recorded and links to the videos shared with members.

These is no additional cost for any of these activities.

If you find yourself blaming others or external factors for situations you could have influenced, you may have a victim mentality.

It’s easy to blame others and forgive ourselves. However, this doesn’t benefit you or your business.

Blaming others for situations you could have controlled holds you back. It prevents you from learning and improving.

Wallowing in self-pity can be harmful. It can lead to a desire for the comfort of failure and the right to blame anyone but yourself.

We’ve encountered many small business owners with a victim mentality. They miss out on opportunities by spending their time blaming others.

If you notice yourself blaming others for business situations, consider seeking professional help. While you can break the cycle yourself, a professional can help you understand why and provide strategies to identify and address it.

If professional help isn’t appealing, meditation can help you find calm and stillness, reducing the influence of negative victimhood thoughts.

We are not not a psychologists or therapists. We recommend starting with a professional. However, here are some things we’ve done to focus on our role and the positive:

• Display reminders of success: Keep photos and other reminders of your successes on a noticeboard, at your desk, or somewhere in your business. Look at them regularly.
• Celebrate failures: Own your failures, such as a failed product, ineffective ad, or unprofitable business initiative. Learn from them.
• Exert control: If you see something negatively impacting your business, take ownership and address it early.
• Trust your intuition: If you sense something is wrong, address it immediately instead of waiting for it to become a problem.
• Say no: If you don’t want to do something, politely decline.
• Make informed decisions: Research, learn, and strive to be smarter in your decision-making.
• Expand your perspective: Victims may perceive limited control over their world. Look beyond your immediate circumstances and find ways to expand your influence.
• Foster accountability: Create a workplace culture where mistakes and poor decisions are acknowledged and learned from.

Blaming others for situations within your control doesn’t help you or your business. It may provide temporary relief but ultimately achieves nothing.

The First Three Metres: Your Shop’s Power Zone

The first three metres of your shop, from the front windows and door, are your headline. If you’re serious about transforming your newsagency and making a lasting impression, this is the space to focus on. A dramatic, complete overhaul is essential.

It’s these initial few steps that will shape customers’ perceptions of your shop. This is your chance to defy expectations and disrupt the norm. Don’t give them what they anticipate.

Every element, from products to fixtures, is up for reinvention. If your counter falls within this zone, it too needs a dramatic makeover.

To truly start fresh, close your shop for a day and strip the first three metres bare. Imagine a blank canvas. Set a strict rule: nothing that was there before can go back. It won’t be easy, but resist the urge to revert to the old layout.

The ultimate goal? To surprise your customers. To have them point out products they’ve always bought but only now truly notice, thanks to your bold new approach.

Four Principles for Maximising Your Shop’s Power Zone:

1. Declutter and Create a Visual Feast: Keep the entrance clear and visually appealing. Ditch traditional fixtures in favour of clean lines, captivating displays, and well-maintained equipment.
2. Sensory Experience: Engage multiple senses. Play upbeat, familiar tunes. Showcase beautifully scented products to create a distinctive aroma.
3. Storytelling Through Displays: Don’t just display products; tell a story. Create themed displays that showcase how products can be used or benefit customers. Less is more – focus on quality over quantity.
4. Interactive Elements: Encourage customer engagement. Display products in a way that invites touching and smelling. Break free from traditional boxed displays.

The first three metres of your shop are prime retail real estate. Take control. Set the tone. Make a statement. And keep evolving. Prove that your business is dynamic and always transforming.

newsXpress is here to help local small business newsagents run more valuable and enjoyable retail businesses, to navigate change and embrace opportunities beyond tradition. newsXpress is all about sharing these opportunities and leaving you to decide what’s best for you and your newsagency business.

If you know you need to transform your newsagency and your business data isn’t in good shape, you can still take steps on the shop floor to drive change.

Often, businesses in this situation have a traditional shop layout. The advice below is designed to disrupt this and help you see new possibilities. Remember, change is permanent, so be ready to adapt. Also, nothing is permanent. But, if you do nothing, achieving nothing is a certainty.

First: The Old Newspaper and Magazine Unit

If you have a traditional magazine fixture running down the middle of the shop with newspapers facing the entrance, rip it out. This prime retail space is better suited to higher-margin products.

Not sure what to replace it with. Rip it out anyway. You’ll then see possibilities.

Replace it with basic shelving:

• Put magazines on the back wall.
• Place newspapers on a bottom shelf.
• Remove any newspaper or magazine posters, as they don’t boost sales.

Second: Fill the Freed-Up Space

Use old tables or wooden boxes to create display areas. Showcase product categories and include items you might not usually consider. Don’t use spinners in this space. Be bold and include products you’re unsure about to learn more about your customers. Be ready to change these displays weekly.

Make it warm, comforting, comfortable.

Third: Watch What Happens

The changes might not work immediately. If so, keep experimenting. If you see early success, capitalise on it.

By disrupting your traditional layout, you’ll gain a fresh perspective on your business. This radical change can lead to significant benefits, both for your business and your personal growth.

The moves may be a bust. It’s okay if they are, make more changes and keep doing so until you see a good result.

You may see some early success. If you do, lean into that, do more.

If your business is that traditional that it has an old magazine and newspaper unit running down the middle of the shop, we suspect you will experience good news for that’s what we have seen in every business we have seen try it.

newsXpress is here to help newsagents run more enjoyable and valuable retail businesses.

This advice applies whether you’re running a classic newsagency or one that’s already been modernised. The key to success starts with understanding your current situation – and that means diving into the data.

Why Data Matters

Knowing your business inside-out forms the foundation for making informed decisions. This involves gathering information from various sources:

• Up-to-date financials: This includes your profit and loss statement, debtors and creditors reports, and a list of all outstanding debts (both official and unofficial).
• Inventory: Maintain a complete stock listing with total value, along with a separate list for items that haven’t sold in six months or more (dead stock) with their total value.
• Store layout: Create a floor plan showing gross profit percentage by product category and how much space each category occupies.
• Staffing: Track total rostered hours per week, including unpaid owners, and calculate your revenue per hour worked.
• Sales Trends: Compare your category-level sales for the past six months to the same period a year prior.

Taking Action: Starting with Quick Wins

Just wanting change isn’t enough. You need a clear picture of your current state and resources to navigate transformation effectively. This data will reveal immediate opportunities and your business’s capacity to fund change. It’s my starting point for every transformation project I undertake.

Clearing Out Dead Stock

Here’s a recommendation for a quick win: identify dead stock that’s not selling and that that’s already been paid for. Freeing up this cash and space can be a great boost. Create a dedicated clearance area with a uniform discount (50% is a good starting point) to move this stock quickly.

Uncovering Hidden Gems

While clearing dead stock, analyse the remaining data to understand your current business performance. Look at sales comparison reports to identify any untapped potential within existing categories. This can serve as your first easy win.

Embrace Continuous Improvement

As you analyse the data, keep building out a list of ideas and actionable steps. You might even discover previously overlooked opportunities or hidden strengths.

Finding the Right Guidance

Some seek help from accountants or consultants. While these can be valuable resources, in my experience, the ideal advisor has current, hands-on experience in retail specifically within the newsagency space.

Transformation is Yours to Own

It’s your business, and the desire for change is yours. The next steps are yours to define and execute. Owning the transformation process empowers you to build a stronger future.

Getting Fit for Change

Gathering data, cleaning house, and getting your finances in order are crucial steps – your equivalent of getting “match fit” for the more significant changes to come.

newsXpress is here to help

newsXpress is a marketing group helping local small business newsagents to create more valuable and enjoyable businesses.

newsXpress members have easy access to POS software connected websites and through these they are winning good sales online.

Some newsXpress shops are doing hundreds of thousands of dollars a year in online sales, adding valuable net profit to the P&L of their business.

newsXpress has lead the Australian newsagency channel in taking businesses online and winning sales from people who would never visit a shop.

The first three metres of your shop, from the front windows and door, represent your headline. If you want to transform your newsagency and create a new perception of your business, focus on dramatically changing this space. Leave nothing as it was.

It’s these initial three metres that customers will see and use to decide the type of shop you run. This is your opportunity to defy expectations and create disruption. Don’t give them what they anticipate.

Products and fixtures are open to change. If your counter is in this area, it also requires a dramatic overhaul.

To achieve this, close your shop one day and remove everything from the first three metres, starting with a clean slate.Commit to not returning any original items to this space. It will be challenging, and you’ll likely feel the urge to reinstate familiar elements. Resist this temptation.

The ultimate goal is for customers to express surprise at discovering products they knew you stocked but only noticed due to the changes in the first three metres.

Here are four principles to guide the transformation of your shop’s entrance:

Declutter and Create a Visual Feast

As you introduce new products, maintain a clutter-free entrance. Prioritise visual appeal. Avoid traditional retail fixtures and opt for clean lines, engaging displays, and well-maintained equipment.

Sensory Experience

Consider incorporating subtle elements that stimulate the senses. Play familiar, upbeat music at the shop’s front.Showcase beautifully scented products to create an inviting atmosphere aligned with your business.

Storytelling Through Displays

Instead of simply displaying products, craft a narrative. Develop themed displays that demonstrate how products can be used or benefit customers. Avoid overcrowding displays; focus on showcasing variety rather than quantity to effectively tell your story.

Interactive Elements

Encourage customer engagement by making products easily accessible to touch and smell. Traditional boxed displays are outdated. Present products openly to invite interaction.

The first three metres of your shop hold immense potential. By effectively utilising this space, you can take control, set the tone, make a statement, and continually evolve your business.

f you recognise that your newsagency needs a transformation and your business data isn’t in great shape, there are practical steps you can take within your store to drive change.

Often, businesses in this situation have a traditional shop layout. The advice below is designed to challenge your current setup. It’s radical and straightforward, intended to shake things up and help you see new possibilities.

Remember, change is ongoing. Implement these suggestions, observe the results, learn, and adapt. Your store needs to constantly evolve.

Step One: Reconsider the Newspaper and Magazine Unit

If you have a traditional magazine fixture dominating your store with newspapers facing customers as they enter, remove it entirely. Don’t overthink it; take it out. This prime retail space should showcase higher-margin products.

Replace it with basic shelving. Place magazines on the back wall and newspapers on a bottom shelf. Discard any newspaper or magazine posters as they don’t boost sales.

Step Two: Fill the Empty Space

Use old tables or boxes to create display areas and tell product stories. Bring products to the forefront that customers might overlook. Consider inexpensive options like op shops, your garage, or discount stores. Avoid using spinners in this new space.

Include products you’re proud of, as well as items you think might not work. This helps you understand your customers better. Be prepared to adjust displays weekly if needed.

Step Three: Observe and Adapt

The changes might not work initially. That’s okay. Keep experimenting until you see positive results. If you find early success, build on it.

Given the traditional layout of many newsagencies, I anticipate positive outcomes. One newsagent I know even celebrated the removal of their old magazine unit with a sausage sizzle and chainsaw!

The main goal is to challenge your perspective. Disrupting your store will force you to think differently. These changes can be personally rewarding, even if the business benefits aren’t immediate.

Have fun with the process.

If you’re looking to change your retail newsagency, whether it’s a traditional business or one that’s already undergone some transformation, understanding your current position is crucial. This starts with your data.

Knowing where your business stands is the foundation for future steps. This involves examining your business from different perspectives.

• An up-to-date profit and loss statement
• Current debtors and creditors reports
• A list of all money owed to the business, both formal and informal
• A stock listing with total value
• A dead stock listing (items unsold for six months or more) with total value
• A floor plan showing gross profit percentage by product department or category and floor space allocation
• Total rostered hours per week, including owners, and revenue per hour
• A revenue comparison by category for the past six months compared to the previous year

It’s not enough to simply desire change; you need to understand your business’s current state and capacity for change. The information above will highlight immediate opportunities and your ability to invest in changes. This is the starting point for any business I work with on transformation.

Reviewing this data, I recommend focusing on quick wins to build momentum. For example, if you have $10,000 or more in dead stock that’s already paid for, clear it out. Releasing this cash and space will benefit your business. Create a clearance area and apply a consistent discount, such as 50%.

While addressing dead stock, analyse the rest of your data to understand current performance and identify potential opportunities within existing categories. This can guide your initial steps.

As you explore the data, create a list of ideas and action items. You might discover previously overlooked opportunities.

Some retailers seek advice from accountants or business consultants. While this can be helpful, it’s essential they have current, hands-on retail experience in your specific industry.

Remember, it’s your business. You’re the one driving change and transformation. Take ownership of the process.

Start by gathering data, streamlining your business, and building a strong foundation. This will position you for more significant changes in the future.