Home' The Channel Magazine : National Newsagent September 2012 Contents John Lees was invited back to
the newsagency conference because
newsagents wanted to hear more and they
were not disappointed.
Lees delivers his words in an
entertaining way that captures attention
but most of all he makes so much sense.
He says business is one long enjoyable
struggle and it is not hard if you think the
The first is to understand why you are in
business—is it just to ‘make a profit’? If so,
you will probably fail.
If your mentality is to get in, make a
buck and get out you are bound to fail.
Creating success for your customers
is the key. You need to cause success so
you can then take a share. Attract, service,
satisfy, develop customers, focus on their
problems and they will want to shop with
you and then the profit will come.
THE KEY IS UP-SERVICING, NOT UP-
“Your revenue is caused by the
standards set in service. Look for what
your customers may want... anticipate,
create the demand,” he said.
Giving examples of how some
businesses had succeeded when their
competitors had failed, Lees showed how
the extra service and intelligent retailing
lead to success and profit.
ASK YOUR SUPPLIERS
He suggested you ask your suppliers
what their best customers do and learn
from that. Ask your customers what they
want, and implement that. Surprise and
delight your customers and they will be
loyal to you.
• Set standards through training
• Add something to your offer
• Manage customers and lead the staff
• Hire motivated staff... audition them and
cast them in the right roles
• Good managers know what’s going on
• Make your level of service
Ask suppliers about what their best
THE KEY IS UP-SERVICING,
...enjoy the struggle
Maximising the Benefits of Delayed Billing
Over the last 12 months there has been an increase in
magazines supplied to newsagents under “Delayed billing”
terms. Generally, titles are billed at the end of the release
month. With delayed billing, that cost is postponed often by as
much as three months.
The benefit to you, as the newsagent, is that you get to stock
and sell a title without the upfront cost. This is terrific cash flow
management for you.
Increasingly, publishers are using delay billing to encourage
agents to support new lines or those with longer onsale periods.
While most agents welcome this move, keeping track of delay bill
titles has been a challenge.
With Network Services, Gordon and Gotch and the POS Vendor
community, XchangeIT has been working to provide agents with
better access to information regarding delayed billing titles to
help manage their magazines. However, we have noticed that
many newsagents are early returning some of their delayed
billing magazines. This restricts future revenue opportunities.
“Regularly we see agents early returning delay bill product
long before it’s charged—products they could absolutely sell.
While there are many factors involved, often it’s as simple as
not being aware a product is delay billed when making returns
decisions. With so many products this is understandable but
provided there is space in store there are definitely low risk sales
to be had,” said David James, Network Services
“Providing extended payment terms is the ideal opportunity to
make sales long before payment is due. This not only results in
increased positive cash flow for the agents, but also provides an
excellent incentive not to early return these products,” said Craig
Davison, Gordon and Gotch.
Details of delay bill titles, including the future billing date, are
being included in the XchangeIT EDI delivery files. As a result,
POS Vendors are able to incorporate that information into their
inventory management processes to help agents make decisions
about stock returns.
Our hope is that delay billing will increase the effectiveness &
attractiveness as a tool to manage your cash flow.
In simple terms, more sales with less cost & less effort.
How it works
1. Publisher designates which magazines will have delayed
billing and for how long—usually 60+ days after on-sale date.
2. Distributor sends this detail to the newsagent via XchangeIT,
in the DD2 File. At the same time the distributor Tax Invoice/
Statement carries all delayed billing products forward to the
3. This detail is automatically entered into the POS, and flows
through to the label
4. The barcode label is printed with the new delayed payment
due date on it. Because it is visible it can be easily and
immediately identified by you, the newsagent, when it is on the
display stand, making the management of mags even easier.
At the appropriate time, the distributor will bill you for these
magazines via the Tax Invoice/Statement.
If you have any questions please feel free to call
XchangeIT on 1300 551 212.
HOW TO ENJOy pROCESSING MAGAZINES...
There has got to be something about your business that is exceptional, you need to best in
class, be different and always have your customers’ best interests at heart, before your own!
National Newsagent September 2012
Links Archive National Newsagent August 2012 National Newsagent October 2012 Navigation Previous Page Next Page