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Saturday, March 31, 2012

Rhode Island Hall of Fame Class of 2012

3-30-2012

The Rhode Island Hall of Fame will induct the following members on May 10th: Tony Bristol, King Arthur Knight,Bob LaChance, John Manzi (a.k.a. Big Ange), Jim Norman, Brad Pierce, Dave Richards and Eddie Zack. And, The 2012 Shepard Award winner is Gary Berkowitz. For over 40 years, Berkowitz. has been involved in every aspect of the programming and management of radio, including Rhode Island?s WPRO stations. The induction ceremony and dinner for the Class of 2012 will take place May 10th in West Warwick, RI. General public tickets are available for $50 with proceeds benefiting Special Olympics Rhode Island (www.rirhof.org). More than $34,000 has been raised over the past four years for local charity. Here are more details on all the inductees.

While attending Emerson College in Boston, Gary started as an intern at WPRO. He quickly transitioned into the weekend DJ, better known as Gary Daniels and then onto the night time slot following the legendary Big Ange. However Gary's real goal while in Providence was to convince then-general manager, Warren Potash, to change the beautiful music format of WPRO's sister station.  In April of 1974, Gary's nagging paid off when he was appointed Program Director of the new rebooted Top 40 WPRO-FM. Assembling a young, innovative staff with a contemporary sound, Gary rechristened the station "92 PRO FM.?  It was a youth-driven, exciting era for radio and 92 PRO FM would play a major role ushering it in.

After two successful years in Boston at WROR, once again Gary returned to Providence to help Capital Cities re-build PRO-FM, as well as its heritage AM station, WPRO.  Within one book under Gary's leadership both PRO stations were number 1 and 2 in the market.  Gary left in 1984 to program Detroit?s WHYT and WJR, and later established Berkowitz Broadcast Consulting in 1990, with the purpose of helping Adult Contemporary Stations achieve higher ratings.  Today, Gary represents North America's highest rated AC stations owned by major groups such as CBS, Greater Media and Mapleton Communications.

Tony Bristol ? After seeing local DJ (and fellow HOF?er) Mike Sands work at his junior high school dance, North Providence native Anthony Pescarino, a.k.a. Tony Bristol, became obsessed with becoming a DJ.  He filed records for Mighty Mike Osborne and carried huge speakers and milk crates full of albums with HOF?er Giovanni & Big John Bina as they provided music for high school dances all over the area.  Bina was also responsible for ridding Anthony of his Rhode Island accent.  ?Tony Bristol? was given his radio name by Gary Berkowitz, who thought he sounded like a local kid and should have a local sounding name.  Tony has been a weekend regular, overnight jock, mid-day jock, afternoon jock, music director then Program Director at WPRO-FM for 33 years, and also serves as Program Director for WWLI-FM, Lite Rock 105.

King Arthur Knight ? The ?King? began his 40 year reign as a member of radio royalty in 1958 in Akron, OH, moving to accept a position as Program Director and afternoon drive DJ at WICE in Providence in 1962.  From huge ratings success at WICE, King spent time at Top-40 powerhouse WMEX in Boston as a night jock, but returned to WICE in 1978.  It was there he worked with Hall-of-Famer Sherm Strickhouser, and in 1982 he moved to WPRO to work with Hall-of-Famers Salty Brine, Larry Kruger and Bud Toevs.  Knight retired from WPRO in 1989, and currently resides in Cranston.

Bob LaChance ? a Rhode Islander through and through, LaChance was born in RI, raised in RI, and he passed away in RI in 2000.  Blessed with a wonderful tenor voice, he began his career on WHIM as the ?Mystery Tenor.? For the years leading into the early 50?s he continued to sing over records during his daytime show ? but his family was growing and he needed to supplement his meager broadcasting salary, so he sang nights and weekends at Rhodes on the Pawtuxet, Crescent Park, Lincoln Park and half a dozen other venues of the day.  In the 1960?s and into the mid 70?s he reluctantly left the microphone for a desk, where he served in sales and managerial roles for Capital Cities (WPRO and WPRO FM) ? and later as general manager for WGNG.  In 1972, he and his son Rob formed R.J. LACHANCE ADVERTISING ? and of course ? specialized in broadcast advertising.  In 1979 he was named ?Advertising Man of the Year? by the Rhode Island Advertising Club.

John Manzi (a.k.a. Big Ange) ? Big Ange started his radio career at WLOV, as Jack Andrews, licensed to Cranston, RI around 1960. It was an FM signal, and had the FCC not shut it down for a myriad of violations, could have been a really big gun. But it was too early and there were too few FM radios. So the reasons for the shut down were filed away in the archives of the FCC, never to be brought up again.  After short spells at WYNG (now WARV), WNBH and WPRO, Ange (as Andy Jackson) developed his ?BIG? personality at WJAR and WKRI.  But he is most remembered for his years at WPRO up to and after 1973. He once described himself as ?the Cadillac of WPRO radio.?  Ange stayed in the business with part-time work at WPRO and WPRV until 2010.

Jim Norman ? Jim spent 34 years as the play-by-play voice of the University of Rhode Island football and basketball teams through the 1960?s, 70?s, 80?s and into the decade of the 90?s. During that time, Jim also served as the Sports Information Director at URI.  When he retired, Jim was one of the last in the country to play that dual role. Jim never missed a single game in his 34 years behind the microphone, broadcasting 1286 consecutive games for the URI Rams.  Upon his induction into The Rhode Island Radio Hall of Fame, Jim will have his name in five Halls of Fame, currently enshrined in the Rhode Island Heritage Hall of Fame, The Words Unlimited Hall of Fame, The Providence Gridiron Hall of Fame and The University of Rhode Island Athletic Hall of Fame.  In the 1990?s, Jim was selected by the Providence Journal as one of the Top 40 most influential people in Rhode Island sports over the past 40 years.

Brad Pierce ? Pierce began his broadcasting career in 1969 as host of his own afternoon show on WARV while a junior at Cranston High School West.  Upon graduation in 1971, WJAR Program Director Brian Wallin chose Brad to work with future RI Radio Hall of Famers Gene DeGraide, Jim Mendes and Chris Clark.  Later that year, Brad morphed into Shadow Morgan - the newest Good Guy at WICE.  When King Arthur Knight left for WMEX in Boston, Shadow was promoted from overnights to evenings at the Mighty 1290.   Brad?s stint as On-Air/Program Director at WGNG from 1973-76 yielded unprecedented ratings success for the station and forced a format change at former Top 40 powerhouse, WICE. From 1976-85, the Cranston native anchored afternoons at JB-105, followed by time spent at 92-Pro-FM before moving to Los Angeles, CA in 1987, where he continues his work for the Dial Global Network.

Dave Richards ? Dave came to WWON in Woonsocket (now WOON) in 1971 at age 16 and found a home, spending 34 of the ensuing years as morning radio host.  Starting as a part time announcer, Dave has performed nearly every job at the station, participating in community events too numerous to mention, and in 1990 became owner/operator of WOON.  He still hosts the venerable Coffee An? program every day, in addition to performing his many other duties running the station, having now spent 41 years (and counting) at the same spot on the dial?and continuing to serve the listeners of the Blackstone Valley.

Eddie Zack ? Born in Providence and making his home in Warwick, Eddie Zackarian (?Eddie Zack?) started his singing career with his brother Richie and recording artist Dick Richards.  In 1939, they formed the musical group ?Eddie Zack and the Dude Ranchers,? and for more than 60 years his music was heard on local radio stations.  Zack began his career at WHIM in 1947, and his group was also a regular performer on WJAR with a nationally distributed program heard on more than 100 stations.  His band was one of the first to appear on television when TV was in its infancy, and Zack performed throughout the Northeast with some of the biggest names in the business ? Eddie Arnold, Ernest Tubb, Loretta Lynn and Johnny Cash ? just to name a few.  Having recorded more than 80 songs for major studios and producing 40 albums for two different record companies, Zack has been inducted into the Rockabilly Hall of Fame, and the Rhode Island Country Music and Heritage Halls of Fame.

Also added to the Class of 2012 is the recipient of the 2nd annual Shepard Award, named for John Shepard III and Robert F. Shepard.  The award honors an important contributor to the business and support of Rhode Island radio during his or her generation through leadership, dedication, achievement, innovation, and spirit.  The Shepard brothers, grandsons of the founder of Shepard?s department stores, are recognized for their remarkable efforts as early commercial radio pioneers and innovators, for launching Rhode Island?s first radio station in 1922, and for their keen sense of radio?s full potential.

The Rhode Island Radio Hall of Fame was established in 2008, celebrating ten decades of history within the radio broadcast industry in Rhode Island, and honoring the men and women who have played a part in its growth.  On-air personalities, station management, off-air contributors and technicians alike have all contributed greatly to our airwaves since 1922, and the notable names inducted over the past four years have included such veteran performers as Salty Brine, Sherm Strickhouser, Don Pardo, Charlie Jefferds, Gene and Gary DeGraide, Geoff Charles and Mary Ann Sorrentino ? just to name a few. 

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Crossno Moves to Arkansas

3-29-2012

Cumulus Memphis Radio Group GSM Chuck Crossno exits the four station cluster this week to take over as Director of Sales for East Arkansas Broadcasters. Crossno served as GSM with the Memphis Radio Group for the past year and a half, following a similar posting with the Clear Channel Memphis cluster.

Crossno has a thirty-plus year career in radio and television management, stretching back to his first on-air slot as a sixteen year old on KBTN-AM in Neosho, Missouri. He?s no stranger to Arkansas, having served as manager of the Arkansas Radio Network, and the NBC-TV affiliate in Fayetteville in the past. East Arkansas Broadcasters owns and operates stations in Jonesboro, Pocahontas, Wynne, Stuttgart, Dumas, DeWitt, Brinkley, Walnut Ridge, and West Memphis, all in Arkansas. Crossno will be based in the Jonesboro cluster.

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SBS Has a Positive 4th Quarter

On the radio side of SBS, net revenue increased $3.4 million or 11%, primarily due to special events revenue, network sales and barter sales. The increase in special events revenue and network sales occurred in all markets. SBS Chairman and CEO Raul Alarcon said, ?We made significant progress during 2011 in executing our plan and advancing our financial performance. Our results reflect the improving advertising climate and the strength of our diversified media assets in reaching the fast-growing Hispanic audience. We have improved the cash generation of our business considerably through a disciplined approach to cost management, even as we have continued to strategically invest in building our brands, expanding our content and supporting our digital platform. Given the positioning of our assets in the nation?s largest Hispanic markets and the ongoing robust growth of the Spanish speaking population, we remain very optimistic about our long-term outlook given the increasing need for advertisers to reach our audience.?

For the quarter ended December 31, 2011, consolidated net revenue totaled $38.2 million compared to $34.9 million for the same prior year period, resulting in an increase of $3.3 million or 9%. Excluding cyclical political sales for the respective periods, consolidated net revenue totaled $38.1 million compared to $33.7 million for the same prior year period, resulting in an increase of $4.4 million or 13%.



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More Layoffs at Clear Channel

3-29-2012

This is no April Fools joke. More layoffs are taking place all around the country at radio's biggest company. Radio Ink heard from stations in Nashville, Oklahoma, Columbus, West Palm Beach, Jacksonville, Milwaukee and several other cities. If you were part of this round of layoffs and would like us to post your resume and aircheck, at no charge, contact Radio Ink editor Ed Ryan (edryantheeditor@gmail.com). Clear Channel confirmed the changes were taking place in an e-mail to Radio Ink on Thursday.  

Clear Channel Vice President of Marketing & Entertainment Angel Aristone confirmed the changes were taking place. "We are constantly evaluating our organization and structure to make sure we are as well positioned as possible to continue to lead in the evolving marketplace. We?ve been looking closely at our business to ensure that we are properly staffed and operating as efficiently as possible with the right balance of services and personnel to meet the needs of our listeners/consumers.   Like every successful business, our strategy continues to evolve as we move forward as a company and that creates some new jobs, and unfortunately eliminates others. In the process, some employees were affected.  These are never easy decisions to make; we thank them for their service and wish them all the best for the future."

(3/30/2012 3:50:59 PM)
So the NAB had the CHUTZPAH to file comments with the FCC to further deregulate radio which
provides Clear Channel/Bain Capital-Wall Street
additional opportunities to lay off employees, and the NAB stated more consolidation would enhance
localism. I suggest, in my opinion, the NAB needs new leadership to bring in sunshine, use
some commonsense, and protect the membership
from destructive conduct.

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(AUDIO)Trout Says Radio Never Gets Sold Well to Clients

3-28-2012

The legendary Jack Trout, author of many books, including Positioning: The Battle for Your Mind, Marketing Warfare and The 22 Immutable Laws of Marketing, was on the cover of Radio Ink in January of 1996. Trout is recognized as one of the greatest marketing minds of this generation and he's still going strong, his most recent book is called Repositioning. Greater Media Buzz Knight is the Vice President of Program Development for Greater Media Buzz Knight caught up with Trout for Radio Ink. He touched on how advertising has changed, how the battle for the mind is more competitive and how radio is never sold properly. Listen to our interview.

(3/29/2012 8:32:20 PM)
Radio has both audiences and advertisers as customers. Audiences invest time and clients invest dollars.
I suspect someone who is good a 'rithmetic could figure out some pretty convincing equivalencies.
(3/29/2012 1:18:09 PM)
gets down to the real question:
who is radio's customer? listeners or local business?
listeners don't buy, they consume.
and are moving to newer media, games and social forums.
everyone who says local business.... what's your product going to have to look like. It's always about CONTENT.
(3/28/2012 10:27:27 PM)
I got the impression that Jack just didn't have the heart to share with Buzz that Radio no longer has a story and that there are few, if any, distinctions that can be made in order for a station to claim a primary position in the minds of an audience. We can't build an interesting or compelling campaign for our own local advertisers - never mind for ourselves.

Otherwise, thanks to Buzz for getting with the guy - the Legend - and providing the chat here.

Meanwhile the boys and girls of Radio are still scurrying around like ferrets trying to implement "Branding" strategies... as if they had one. (A Brand, I mean.)


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Friday, March 30, 2012

Triton Picks Up NPR Digital Services

3-27-2012

NPR Digital Services says the new Triton features are intended to help NPR and stations grow their digital sponsorship revenue by more effectively presenting listeners with audio sponsorship messages, while at the same time providing measurement of audience and sponsorship impact. 

COO of Triton Digital?s Streaming Division Dominick Milano said, ?We are eager to provide Triton Digital?s solutions to NPR and their member stations. They produce a vast amount of high-quality content ? both local and national ? and Triton?s MRC accredited Webcast Metrics and Ad Injector make a perfect combination that we believe will enable better audience measurement and deliver more effective corporate underwriting across their streams.?



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A Dramatic Rise in Internet Radio Usage

3-27-2012

Tom Webster (pictured) of Edison Research writes in his blog, "the weekly usage of Internet radio (which includes both the online streams of terrestrial broadcasters and streams from pure-play streamers such as Pandora) has increased from 22% of Americans 12+ in 2011 to 29% in 2012 ? a jump of over 30%. This is a number that we are accustomed to seeing grow bit by bit each year, but this is the largest year-over-year increase we?ve seen since we began tracking this stat in 1998." Webster writes the growth is due mainly to the smartphone.

"Smartphones have changed the game here from music as active entertainment choice to music as the quite literal soundtrack to your life," Webster says. On April 10th, Edison and Arbitron will release The Infinite Dial 2012: Navigating Digital Platforms. It's the 20th time this study as come out. It examines America?s media and technology consumption habits. "We?ll reveal our number on April 10th, but let?s just say that the percentage of Americans ? mainstream Americans ? who now own smartphones is going to show some growth, to put it mildly."

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Thursday, March 29, 2012

VIDEO)MRC Executive Director Talks Arbitron

3-22-2012

He doesn't make many public appearances or give many interviews. One of the reasons may be because everyone wants to ask him questions about Arbitron and that's an especially touchy subject. Media Ratings Council CEO/Executive Director George Ivie appeared on a panel at the Radio Ink Hispanic Radio conference last week and we did ask him about Arbitron. We asked him why the MRC dropped Arbitron from five markets? Does take Arbitron take the MRC seriously? When might those five markets be added back, as well as any others? Is the Hispanic population being measured fairly? Here's our video interview with George Ivie.

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New Radio Ink Now Available

3-26-2012

The latest issue of Radio Ink magazine, featuring Traug Keller from ESPN, will be available today. Keller is the brains behind the tremendous and explosive growth of ESPN Audio. "I've been saying for a few years now that there has never been a better time to be in the audio business." Mike and Mike, the extremely popular and successful morning team on ESPN radio say Keller is leading the push for ESPN's audio platform expansion. Digital subscribers to Radio Ink you should see your new issue of the magazine on your iPad some time today.

Our new issue also features the tremendous success of CBS's WVEE in Atlanta, which many people consider to be the best Urban station in America. And, we highlight a long list of newly built facilities around the country which include some of the most advanced broadcast equipment and technology available today.

To subscribe to our digital version go HERE
To subscribe to our print issue go HERE



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Clear Channel Names Memphis Market Manager

3-27-2012

Morgan Bohannon will begin his new position as Market Manager on Monday, joining Clear Channel Memphis from Greenville where he was D.O.S. for the company. Bohannon has more than 25 years in the business and started his career in the Memphis market. He was with Clear Channel from 2003-2009 served as Market Manager in Charlotte, N.C.  Bohannon also previously held sales leadership positions with the company in Greensboro, N.C. and Greenville, S.C.



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Jelli Picks Up Former Clear Channel Exec

3-27-2012

Drew Hilles (pictured) is the new Chief Operating officer for Jelli. Hilles was most recently an adviser for startup companies and a senior sales Director for Google, working with both YouTube and Google audio advertising initiatives. Hilles was also part of the founding executive team of dMarc Broadcasting, a next-generation radio advertising platform acquired by Google in 2006, and prior to that held senior vice president positions at both Clear Channel and Infinity.



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Pittman: "Rush Boycott No Impact on Clear Channel"

Pittman: "Rush Boycott No Impact on Clear Channel"

Bob Pittman delivered another one of his pro-radio keynote addresses yesterday. This one to a 4A's conference being held in Los Angeles. He was also interviewed by the Associated Press where the topic of Rush Limbaugh came up. Clear Channel, via the Premiere Radio Networks, syndicates Limbaugh. Several advertisers, including Kohler this week, have bailed on Limbaugh after his comments about Sandra Fluke. Pittman told the AP Clear Channel is delighted to have Limbaugh calling him the king of radio. Pittman said "advertisers leaving the program did not have a major impact on the company and there has not been a major move among stations to drop Limbaugh." He called the Rush controversy "part of the normal day-to-day of talk radio."

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(MANAGEMENT) Mastering The Performance Review

3-27-2012

Have you recently delivered a performance review to an employee who was surprised at your feedback? And in turn were you surprised at their reaction? You are not alone.  A recent white paper, Mind the Gap, authored by Novations, a talent development company, reports that on average managers rate their employees? performance and contribution by almost a half point less than the employees? self-ratings.

There are five known performance rating biases that attribute to rating discrepancies between managers and employees:
? Two Self-Rater biases:
o the need for self-esteem, and
o the lack of self-awareness.

? Three Manager biases:
o lack of awareness of an employee?s contributions,
o justification of their role as a manager, and
o budget justifications relating to pay increases.

So if the performance rating gap is widening, what steps can be taken to decrease the effect of these biases and narrow the performance rating gap?
Increasing an employee?s self awareness and increasing a manager?s awareness of employee contributions are two biases that can be decreased.

Decreasing Bias in Performance Reviews
Let?s start with the employee.  Self-awareness can be improved through an assessment tool such as Myers-Briggs Type Indicator? (MBTI) or an assessment methodology such as 360-degree feedback (also known as "multi-rater feedback", "multisource feedback," or "multisource assessment").  In addition, assessment tools should always be used in conjunction with coaching.  It is vitally important that employees have their assessments explained to them in detail so they can relate the results back to their workplace and position within the organization.  Learning from one?s assessments is critical to actually increasing self-awareness.  Results of the assessments, as they relate to changes in performance, should be reviewed on an ongoing basis.

On the management side, increasing the awareness of employees? contributions can be addressed by:
? Incorporating a team review into performance reviews.
? Jointly developing performance goals with the employee.
? Conducting performance reviews separate from salary reviews.

Team Reviews
When I ran a consulting company, we instituted a team review process.  Because the consultants often worked on multiple engagements for multiple leaders, it was a necessary step to get a true sense of an employee?s contributions.  While your company may not have this specific organizational dynamic, there may be other employees who interact with the employee being reviewed, whether they work on a cross-functional project or as a department team member.  Therefore, as a manager it is imperative to get wide input on an employee?s performance.

Goal Collaboration
When putting together performance goals, the employee should be part of the process.  Including the employee in the process provides both manager and employee the opportunity to clearly define what constitutes specific levels of contributions as well as strengthening the employee?s ownership and commitment to their performance goals.

Separate Performance and Pay
When performance and salary reviews are linked together something interesting happens.  The employee forgets all the feedback about their performance and only remembers how much money she will be making in the future.  So of course an employee is going to rate themselves higher in performance than their manager because their pay increase depends on it!

Many companies have moved to a process of holding performance reviews more than once a year, with the salary review completed outside of any performance review.  Multiple reviews provide consistent feedback and the opportunity for the employee to make adjustments to their contributions.

In short, providing employees with assessment tools to elevate their self-awareness, incorporating team reviews and goal collaboration in the performance review process, and also separating performance reviews from salary reviews, will help narrow the performance gap ratings.  Ultimately if these performance review gaps are closed or narrowed, your employees will be happier and more engaged in their work, and you as a manager will have more time to manage and lead.

Beth Armknecht Miller is Founder and President of Executive Velocity, a leadership development advisory firm accelerating the success of senior executives and the companies they lead. Her career spans over 30 years and includes management positions in Fortune 500 companies as well as several entrepreneurial ventures, one of which was honored as an Inc 500 winner. Visit www.executive-velocity.com or http://executivevelocityblog.com

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Wednesday, March 28, 2012

(SALES) Why Sellers Should Never Give Up

3-27-2012
(by Sean Luce)

The average sales call is closed after 5.3 calls/attempts.  Most sales reps never get past the first few calls, nor do they have the determination to keep working on a qualified business prospect. A rep will simply quit. In many cases, they are so close to the finalizing sale. The same can be said for prospecting. Having more than one arrow in your quiver can be a key to getting the appointment with a busy owner/manager. Whether it is a market of 3 million people or 3,000 people, the rules are the same. A sales rep needs to rise above the clutter and be different than other reps when trying to set an appointment. This point is especially important for media sales. I have found over the years that the more knowledgeable a business is about marketing, the tougher it will be to get an appointment. I want to share some ideas I have on how to set up those tough appointments.

Recently, I was riding in the field with a rookie named Brent. He is one of the few new reps that could repeat everything that we discussed. He was also diligent in knowing his product. As I was training in another market, I thought of Brent and his fellow trainees. I decided to send them an email.  In the email, I talked about what distinguishes a ?sustaining resource? sales rep from all of the other reps. A sustaining resource rep is in the top 1% of all sales reps. I also described some of the techniques that make the sustaining resource rep different from those reps who put in the ?hours.?

Here is the email thread from the past couple weeks?
Subject: Seeding articles
Brent?and others:

Have you used RAB.com yet to find some seeding articles? How many seeding articles have you sent out? Go to research and hit articles on demand. I prefer to go to the right hand side and use the Quick Find categories. Look for the most recent article that applies to the targeted business that you are prospecting. For existing customers, check out the articles that show you are educating yourself on the customer?s industry. Check out Luce Performance Group Module 4 for exact ways to seed a prospect and client.

I used to work on seeding articles from 7am to 8am every day. In my sales rep heyday, I sent 30 per week. Each article was highlighted in yellow with a simple note.  Make sure to hand address the envelope. It is the personal touches that make the difference, and always hand stamped. The letter should always be stamped then lick it with a kiss and send it off to the prospect. The letter will go through the gatekeeper and right into the hands of your prospect or client.

I'm teaching new reps here in Missouri how to bust through the clutter to get appointments. I want the reps to set themselves apart from other reps that just use the phone and email. I'm taking them to the local auto parts store to pick up some dice, and to a local men?s store to get some socks. Why might you ask are we doing such crazy things? We are doing it to rise above the clutter, and let them know we mean business. We aren't afraid to go the extra mile to earn time in front of a prospect for an appointment.

I suggest including the following note with the dice: ?Please be assured that you won't be gambling with KCAL when I bring you my great ideas!? This is the note that I suggest sending with the socks: I have an idea here at KCAL that will knock your socks off. Here's another pair, so you have some extras.

Of course those notes are handwritten and put in a small box. You can either hand deliver to the prospect or mail the box to them. Mail is cool and seldom used by the competition. The client will love it, and it gets you the appointment 90% of the time. Next, you use your knowledge to stay in front of the prospect, and secure the money to help them increase their business. Go to work!
Sean

Here is the email that I received from Brent shortly thereafter:
Sean,
A couple weeks ago I read an e-mail you sent a few of us here at the KCAL/KOLA family, and I decided to act on some of the advice within the message. I had been seeding a car dealership and after your e-mail I drew the conclusion to step up my game. I went out and bought a pair of dress socks, put them in a priority mail flat rate envelope with a message, ?I have an idea here at KCAL that will knock your socks off. Here is another pair so you have extras.? I called two days later and spoke with the secretary. The G.M. loved the humor. However, I still couldn?t get through to him. A couple days later I sent the dice, letting him know he?s not gambling with KCAL. Tried calling again and still straight to voicemail. Well after 3 seeding articles, a pair of socks, some dice and $27 to the post office later I said, ?heck with it.? I drove down there, introduced myself to a sales man (he knew who I was because of the socks) and he found the G.M. for me. I was able to speak to him for about 2 minutes as he was on his way to a meeting, but in that 2 minutes I got an appointment to come back 2 days later at 
Brent

Sean Note: I think anyone can sell someone something once. I think very few get up to bat and get the chance to make that sale. Here?s to the Students of the Game!

Sean Luce is the Head National Instructor for the Luce Performance Group and can be reached at sean@luceperformancegroup.com

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What Does Mel's Lawsuit With SoundExchange Mean to You?

3/28/2012
by Ed Ryan

The complicated scenarios broadcasters and webcasters pay to artists, via SoundExhange, may soon be wrenched out in a court of law thanks to a lawsuit filed yesterday by SiriusXM. That company would rather deal directly with labels than have to go through a Mother Ship. NAB Radio President John David says, in a cover story interview with Radio Ink (4/9), that the issue of fees paid to performers first came up when he took his seat at the NAB table...that was in the early 90's. And, he expects the issue to continue to be a thorn in radio's side in the future.

At present, through a deal NAB negotiated with SoundExhange a few years ago, rates are set through 2015. Radio pays nothing to play music over-the-air because, radio says, there is a huge value for artists when their music is played by Ryan Seacrest, Elvis Duran and others. It leads to record sales, does it not? Some find it ironic that folks who, back in the day, used to illegally pay DJ's to play their music are now asking radio to pay them. So, what does the Mel lawsuit mean to terrestrial radio? We turned to a few folks with extreme brain power for the answer.

Attorney David Oxenford is with Davis Wright Tremaine. He says music licenses that are directly negotiated between music users and rights holders are traditionally the best evidence of the value of music. "In recent rate court cases involving performing rights organizations, direct licenses formed crucial evidence of the value of music rights, in some cases resulting in a lowering of royalty rates.  If Sirius XM is successful in its suit, and if it is in fact able to negotiate direct music licenses for substantial catalogs of music at rates lower than what it has paid under previous rate decisions, that might provide good evidence of what rates should be.  Lower direct licensing rate could also impact other proceedings dealing with the sound recording royalty rate, possibly including proceedings for webcasting royalties #a proceeding that will also affect the rates that broadcasters pay for streaming their signals)." 

Francisco Montero of Fletcher, Heald & Hildreth says this is a very interesting case. "It reminds me of the antitrust consent decrees that the music licensing organizations like ASCAP and BMI were subjected to by the Justice Department, following claims of antitrust violations by those organizations. In fact, BMI was originally created by radio broadcasters as an alternative to ASCAP. And more recently, the Radio Music Licensing Committee just entered into a new settlement agreement with ASCAP this year following RMLC's own suit also filed in the US District Court for the Southern District of New York. SoundExchange is the new kid on the block covering in the digital music licensing world. This case could put SoundExchange's authority to set rates and maintain its unique position in the digital music licensing arena to the test."

Attorney John Garziglia of Womble Carlyle Sandridge & Rice says any discussion of performance fees inevitably highlights that over-the-air radio is exempt from performance fees for its broadcast of musical recordings. "Second, rates paid by SiriusXM for both performance fees and streaming can and will have an effect, either positive or negative, on future rates likely to be paid by broadcast radio stations if the law is changed to require radio broadcasters to pay performance fees, and for the performance fees that radio broadcasters must now pay for streaming of programming."

"Third, success by SiriusXM with this lawsuit could enable other big players in our industry such as major radio groups to enter into similar all-inclusive agreements with record labels.  Such one-on-one agreements could include various additional rights to musical recordings such as downloading and use in promotions, and could exclude all other radio stations from the same additional rights.  Thus, in the future big content providers such as SiriusXM and major radio groups may pay far less for content, and may have many more forms of musical recorded content available, than do other radio broadcasters." 

"And fourth, this lawsuit is one more attack on the pricing and distribution power of big record labels to control the musical recording market.  If SiriusXM succeeds in its lawsuit, its hope is that many record labels, when not negotiating as a group with take-it-or-leave-it pricing power through SoundExchange and industry associations, will agree to much lower payments when faced with a huge SiriusXM having the power to include, or exclude, their content from being delivered to the several tens of millions of customers SiriusXM serves." 

Garziglia adds that SiriusXM has huge potential as a distributor of content. "There is no other content provider that has a ubiquitous coverage of the continental United States with one content delivery system.  While services such as Pandora and other non-streaming, non-sequential, delivery of musical recordings, are making inroads into consumers? musical listening practices, those services rely upon the internet which in delivery to automobiles and mobile devices is problematic for reliability, and expensive for significant amounts of data. For SiriusXM to replicate a Pandora-like or other advanced delivery of musical recordings using its satellites and repeaters as the primary delivery mode and other content delivery platforms as supporting modes, it needs comprehensive licenses to do so.  It seems likely that SiriusXM is looking to that future in bringing this lawsuit.  It hopes to keep record labels from dictating continuing huge, and possibly crippling, rates for musical content delivery across different platforms."

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SiriusXM Files Lawsuit Against SoundExchange

3-27-2012

Mel is taking on SoundExhange. Sirius XM has filed a complaint against SoundExchange and American Association of Independent Music ("A2IM") accusing both organizations of interfering in "SiriusXM's efforts to secure, through a competitive market, copyrights critical to its business." SiriusXM wants to cut deals directly with record companies, and not a middleman, which in essence is what SoundExchange is. The complaint contends that the conduct violates federal antitrust, as well as New York state law. It says, "Although SiriusXM has the legal right to reach out to individual record companies for such licenses, SoundExchange, in collaboration with other record industry organizations, has orchestrated an illegal boycott designed to choke off such competition. 

SiriusXM's direct licensing initiative is beneficial to the Company, listeners, artists and record labels.  This filing reflects SiriusXM's commitment to taking the steps necessary to maintain its rights to conduct business in a free and open market for the benefit of its business, listeners, artists and record companies.

Read the entire complaint HERE

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Emmis Files Suit Against Shareholders

3-26-2012

Emmis Communications is attempting to amend its corporate documents. As a result, preferred shareholders will lose the right to certain dividends, lose the right to force the purchases of their shares, lose the right to convert their preferred shares to common stock, and lose the right to vote separately on mergers, share exchanges and transactions, among other things.  Emmis states in the lawsuit that preferred shareholders owning less than 1/3rds of the preferred stock are opposed to this restructuring.  Those preferred shareholders claim that the restructuring is illegal. 

Emmis, in a preemptive move, filed this lawsuit asking the Indiana courts to declare that its plans to restructure the preferred shares is legal, thus forcing the unhappy preferred shareholders to defend now, rather than wait until later to challenge the restructuring.  The current preferred shareholders must vote on the proposed amendment by at least a 2/3rds vote. To obtain this vote, it appears as if Emmis has already made a deal with preferred shareholders owning at least 2/3rds of all preferred shares to obtain their vote in favor of these amendments and restructuring. 

Read the entire document filed by Emmis HERE

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LEADERSHIP)How to Discuss a Problem with Your Manager

(by Dan McCarthy)

When you?ve been a manager for a long time, or are used to working with lots of managers, you sometimes forget how hard it is for an employee to approach their boss to discuss something that?s bothering them. For many employees, the thought of ?confronting? a boss can be so intimidating, that they will come up with all sorts of other ways to cope with the situation, including:
- Avoidance
- Being a victim
- Passive aggressiveness
- Discussing the problem with their co-workers, friends, and family
- Dropping subtle hints hoping the boss with get the message
- And sometimes, even looking for another job or quitting!
Yes, it?s true, some employees would rather leave an otherwise good job instead of initiating a discussion with their manager to discuss whatever?s bothering them.

Here?s a recent conversation I had with a young employee:
Employee: ?I think my boss isn?t happy with me. She?s going to fire me?.
Me: ?Really? What?s she upset about??
Employee: ?I don?t know, but I can tell she?s upset?.
Me: ?Have you talked to her about it??
Employee: ?OMG, I can?t do that. Do you think I should quit before she fires me??
Me: ?Quit? Seriously? You don?t even know what?s going on! Why don?t you just sit down and talk with her??
Employee: ?Ha, easy for you to say! You do this HR touchy feely stuff all the time. Where would I even start??
And that?s when I realized I didn?t have a good grasp as to where this young employee was coming from. I?ve written plenty of posts on How to Discuss an Employee Performance Problem but have never really provided guidance on how to have a similar conversation sitting on the other side of the table.
Why talk to your boss? Why is talking to your boss better than the other alternatives mentioned previously? Because there really can?t be a bad outcome ? you?ve got nothing to lose and everything to gain.
Let?s use the scenario above ? you sense something is bothering your boss ? maybe she?s been abrupt with you, critical, avoiding you, or whatever. If you don't do anything, the situation usually doesn?t improve and you might end up doing something stupid, like quitting or losing your temper.

However, if you talk to your boss, chances are, one of four things will happen:
1. Your boss may have had no idea that whatever he/she was doing or not doing was having an impact on you. In other words, they might have been clueless, and by you bringing it to their attention (in a respectful, constructive way), they can easily correct it. As a manager, I can?t tell you how many times I?ve been on the receiving end of these kinds of discussions. Unless you?re a total jerk, you welcome the opportunity to clarify your intentions and fix your behavior.

2. Your boss may be dealing with some other issue that has nothing to do with you, and again, was unaware of his/her behavior. Bosses are human and can have bad days and personal problems, just like anyone else.
3. In either scenarios #1 & #2, your boss may be perfectly happy with your performance, and you?ll feel much better knowing that (and withdraw those job applications on Monster).
4. Your boss may actually be upset with you ? and for some reason, has been avoiding telling you. Unfortunately, many bosses also don?t like confrontation and aren?t very good at it. In this case, you?ll at least have an opportunity to find out what the problem is. Once you know that, you can work on making it better. If it?s something you can?t make better or don?t want to, then at least you?ll know where you stand and can pursue other options for the right reasons.
How to approach your boss
1. Make a 30 minute appointment to talk to your boss. As a manager, I prefer this approach over the drop in ?do you have a minute?, although it really depends on your boss?s style. In either case, it?s always better to try to catch your boss during a less hectic time of day and when she/her is having a good week.
2. Decide what you want to say and how you want to say it. Talk your concern over with a mentor and decide how to present the issue in a constructive, assertive, specific, and factual way. I?d even suggest role playing the discussion with your mentor or a trusted friend. Do not discuss it with your co-workers, your manager?s manager, or HR unless it?s a serious violation, i.e., harassment.

3. Describe the behavior (not your assumptions about possible intentions) and the impact of the behavior on you. Try to be as specific as possible. Example: ?Barb, yesterday, when I said hello to you, you walked right by me without saying anything. In the past, you?ve always said hello when we see each other, but I notice lately you haven?t been. It?s making me feel like you?re mad at me for something. Is there something I?ve done to upset you??

4. Listen, don?t be defensive, and ask clarifying questions. Again, best case scenario is there isn?t really a problem and your boss wasn?t aware of the impact of his/her behavior. If there really is a problem, and the problem is you, then great, you?re on the road to solving it! Study up on 18 Tips for Receiving Feedback.

5. Work with you manager to solve the problem. Offer your own suggestions, and ask your manager for ideas. Ask your manager to describe what it would look like when you are meeting expectations. Read 10 Ways to be a Great Follower.
6. Thank your manager for his/her time and willingness to discuss the issue with you. If appropriate, set up a 15 minute follow-up meeting to check in and make sure things are back on track.
I hope that helps to give more employees the confidence to talk with their managers ? or maybe even their parents, teachers, or anyone in a position of authority. Good luck!

Dan McCarthy has been in the field of leadership development for over 20 years. He is currently the Director of Executive Development Programs at the University of New Hampshire's Whittemore School of Business and Economics (WSBE). Reach Dan by e-mail at daniel.mccarthy@unh.edu
Dan's website is www.greatleadershipbydan.com

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Hubbard Makes Quick Morning Move in Chicago

3-25-2012

The Chicagoland Radio and Media website is reporting that Robert Murphy & Scott Straus have been fired from WILV-FM due to low ratings. They were on the air at the station for less than seven months. Murphy was a top-rated Chicago radio morning show star on WKQX-FM, WLS-FM and WXXY-FM in the 80's and 90's. His information has already been removed from the station's website.

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John and Ken Comments Lead to City Council Resolution

3-26-2012

Leave it to a City Council in the state of California to pass a resolution aimed at eliminating free speech. Late last week the Los Angeles City Council, in a 13-2 vote, approved the resolution that calls on local TV and radio stations to limit racist and sexist comments in their airwaves. The politicians decided it was time to act after KFI's John Kobylt and Ken Chiampou called the late Whitney Houston a "crack ho." The duo were swiftly suspended by Clear Channel and ordered to go to sensitivity training.
The resolution is in no way enforceable. The council wanted to tell the community that these types of controversial comments is ?intolerable? and can potentially lead to ?an environment where negative comments can go unchecked and corporate guidelines and policies are no longer being enforced?. The motion urges ?the management of radio and television stations in Los Angeles to do everything in their power to ensure that their on-air hosts do not use and promote racist and sexist slurs over public airwaves in the City of Los Angeles?.

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Entercom Brings Mac Back

327-2012

Tim McNamara is the new VP/Market Manager for Entercom?s 6 Portland, Oregon stations. Entercom?s Regional President Weezie Kramer said ?No one knows the Portland business community and makes a difference for customers like Tim.  I am excited to bring Tim?s energy and leadership to the Entercom Portland team.? McNamara had been the CMO and Vice President of Marketing and Sales at Adpearance, a Portland based digital marketing agency. He has spent nearly 30 years in radio including the President of Portland?s Rose City Radio where he managed two of Portland?s leading radio stations.



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Radio Stations Rallying For Trayvon

3-26-2012

All over the country, radio stations are organizing local events and broadcasting special programming for the 17-year old Florida teen who was killed by George Zimmerman in Sanford Florida. In Norfolk, over 2,000 local residents joined Entercom Friday for a "Hoods up" demonstration in support of Martin. The station?s listeners , most clad in hoodies, rallied along Virginia Beach Blvd. in Virginia Beach to peacefully ask for justice for the slain youth and his family.

Carrying signs of support and requests for justice, the station's listeners were extremely grateful that Z104 provided them with a platform to express their feelings about Trayvon's death. The station said, "we expected several hundred listeners to rally with Z104 and we were thrilled to see the numbers grow to thousands. Not only were those who stood with us incredibly enthusiastic, so too were the drivers in the thousands of cars honking as they passed our demonstration."

In Greensboro North Carolina, 102 Jamz, another Entercom station, spearheaded a drive to send empty Skittles bags to the Sanford, Florida police department. Morning host Kyle Santillian told a local TV station, "Even if you're not African-American and/or minority, you can look at the situation that went on with Trayvon and see something doesn't seem right."

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Tuesday, March 27, 2012

(SALES) Are You Marketing or Just Selling?

3-26-2012

My father once told me, "Never buy a car owned by an auto mechanic. After they've been paid to repair other people's cars all day, the last thing they want to do is take care of their own car for free." Most radio stations suffer from the same "mechanic's syndrome": After creating innovative marketing campaigns for their local clients all day, they neglect the marketing of their own stations.

Most stations rely strictly on outbound marketing, largely face-to-face selling and telemarketing, even though the research proves that the cost per lead generated by outbound marketing is often three to 20 times as high as for leads generated by inbound marketing processes ? that is, marketing where the client or prospect approaches you, instead of vice versa. 

And many stations believe a "lead" is a tip, referral, or process that generates a new contact that eventually "leads" to new business. Not so! The best marketers know that a lead is any tip, referral, or process that generates new business, in addition to generating lucrative revenue lifts from existing contacts and clients. Inbound marketing that inspires a client or prospect to approach you consistently achieves higher closing ratios than traditional outbound selling. And generating revenue lifts from existing clients is always easier than prying budgets from reluctant prospects. But sadly, mechanic's syndrome prevents most stations from generating inbound leads. The irony is that no business is better equipped to generate inbound leads than ours.

Advertising. You're not sold out! And believe it or not, advertising works. Producing a series of radio advertiser testimonials and advertising tips will yield huge dividends. Most businesses pay to advertise. Yet we ignore our own media's power of persuasion even though we have the inventory. No one is easier to sell than the business owner who listens to your station and calls you.

Websites: Prospects visiting most station websites would be hard-pressed to know you're in the business of selling advertising. Your website is the perfect venue to extol the virtues of radio advertising and establish your brand as a marketing professional. Most sites simply suggest "To, advertise click here" -- no education, no sell, and no call to action.

Blogs: Your blog is the perfect platform to feature helpful radio advertising tips, to build your credibility and to generate leads from pre-qualified buyers. The blog portion of our SoundADvice radio e-marketing system generates an average of 4.5 leads per month per account executive. How many leads does your current marketing generate per account executive?

Marketing seminars: Your clients and prospects are bombarded with news about the new media landscape but hear very little about proven radio advertising. They're confused by the "new media" hype and are desperately looking for new ways to grow their businesses. An educational seminar that clearly positions radio's role in the new media landscape will generate pre-qualified leads as well as "lift" revenue from existing clients. (I mean a real educational seminar, not a sales pitch where you put Dobermans at the door and don't let clients out until they buy your "package.")

S.E.O.: Try searching "advertising success stories" online. You'll go through page after page about Twitter, Facebook, S.E.O., and even newspapers long before you'll find anything about radio. Fortunately, when you Google "radio advertising success stories," the website for the seven-station cluster operated by Townsquare Media in Lafayette, LA, does get top billing. It's a wonderful website with dozens of success stories, and helpful advertising tools and resources. And kudos to Southwest Michigan's MidWest Family Broadcasting, whose helpful radio advertising site is also on the first page in a Google search for radio success stories. Why don't more stations market radio like this?

Social media: Social media is gradually replacing traditional search engines. Social media can build awareness of your station, establish credibility, and create leads at little to no cost to you. Admittedly, social media requires considerable amounts of your valuable time, on a regular basis, to be done right.

Talk shows: There is huge interest in the changing media landscape, not only among marketers, but among the public at large. Featuring pro-radio marketing experts on your station's talk shows is a great way to generate interest in the "power of radio" and to solicit on-air inquiries from listening prospects. Guests like RAB staff members, Jeffrey Hedquist, Roy Williams, Dan O'Day, Steve Jones, or local pro-radio ad agency people can be informative and entertaining and generate more in-bound leads, although I am not sure all the names I mentioned are available for guest appearances. I once did a guest appearance on an East Coast station that generated a lead for a West Coast station from a business owner who happened to be listening online.

Outbound marketing works. But the cheapest and fastest way to improve your sales is to complement your outbound efforts with a solid inbound marketing process. 

For more articles from Wayne Ens go HERE

Wayne Ens is President of ENS Media Inc and can be reached via e-mail Wayne Ens wayne@wensmedia.com

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(DIGITAL) Programming For The Eyes

3-26-2012

Websites, social media, emails to listeners, even outbound texting ? you gotta use your eyes. Too many of us radio folk are still thrown by that concept. We know about how people react to what they hear more than we know about how they react to what they see. So, I talked with one PD who also happens to have a background in visual design. Rob Sidney is Director of Programming and Operations for Lincoln Financial Media in Miami. He literally learned design at his father?s knee. His dad, Douglas Sidney, was a graphic designer who owned a firm that handled major accounts like the Maryland Lottery.

USE DESIGN TO BUILD YOUR BRAND
Aside from wanting a nice looking website, Rob says there are sound business reasons for insisting on good design. ?Just like you want to have a consistent (but not predictable) sound to your station, you want the visual representation of your station to be consistent,? he explains. Online, ?we?re all not just competing with other radio stations. We?re competing with everything on the internet.? In this more focused competitive environment, it?s important to communicate the key stuff about your brand with the impression that your ?look? has on your listeners and advertisers. Rob recommends having established color standards, so that your web folks and sales assistants are always working with a particular palette of colors. Picking the right fonts to communicate with is crucial, too. Choose those colors and fonts that tell your fans the right things about your brand.

USE DESIGN TO COMMUNICATE WITH CLIENTS
101.5 Lite FM knows that anything that ends up in print with their logo on it could end up in front of an ad agency. There?s a link between having good-looking, brand-related design pieces and station revenue, as Rob explains. If what you put in front of a client ?is slipshod and poorly produced, it reflects poorly on your abilities as a marketer.? This includes your digital platforms, too, since those who are considering placing a buy often pull up and examine what you?ve got on your website and in your social media.

LEARN FROM WINNERS OUTSIDE RADIO
Setting your sights high and not just ?borrowing? from other radio stations is one way to keep improving your website. At brands like Coca-Cola,? Rob explains, there are people whose job it is to be ?ruthless about consistency.? Huge, successful mega-brands are very protective about the look and feel of what they do graphically. This is evident from their websites. Rob points out that radio stations can learn from these big brands. If you see an online feature or element you like, you can assume major brands test everything they do online.

In addition, an important tool to create a usable, organized, big-brand-style website is white space. ?Don?t crowd the room,? Rob says. In other words, don?t fill up every single square inch of the page or the website with content; leave room for the human eye to make sense of it.

You can see Rob Sidney?s work with the 101.5 Lite FM website at www.LiteMiami.com.

Chris Miller has been a major-market PD in Atlanta, Portland and Cleveland. He now operates Chris Miller Digital, which he launched. Visit his website at www.chrismillerdigital.com.
Contact Chris via e-mail, chris@chrismillerdigital.com or 216-236-3955.

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LEGAL)FCC Clarifies Rules for LPFM

3-26-2012

The status of LPFM stations has been up in the air almost since they were first created over a decade ago, as the FCC has been slow to open a window for filing applications for new stations while controversies about interference with full-power FM stations and FM translators, and other issues, were being hashed out. This past week, the FCC issued two orders interpreting the Local Community Radio Act ("LCRA") passed by Congress in late 2010 and clarifying other issues affecting the service. 

This article will discuss the first of the two orders ? attempting to resolve the priorities between LPFM stations and the thousands of applications for new FM translators still remaining to be processed from the FCC?s 2003 FM translator window. Subsequent articles will discuss the second order (which also contains a Notice of Proposed Rulemaking asking for public comment on several proposals).  That order and NPRM addresses the interference protections between LPFM and full-power FM stations, the elimination of third-adjacent channel protections, and proposes some changes in LPFM rules, including proposals to allow LPFM stations to operate with up to 250 watts ERP in smaller markets, and even to operate FM translator stations of their own.
The first order attempts to resolve the issues about the FM translator applications that have been pending since 2003.  LPFM advocates contend that the thousands of applications that remain to be processed will foreclose LPFM opportunities, particularly in larger markets, by using up all available spectrum.  The translator applicants, on the other hand, have contended that translators provide an important service - expanding the reach of noncommercial stations and now allowing new outlets to more readily make available to the public the signals of AM stations and FM HD streams.  The order sets out markets where the FCC has found that spectrum is indeed limited for LPFM opportunities, where translator applications will be dismissed to provide opportunities for a certain base level of  LPFM service.  The order does not fully adopt the system proposed in the FCC's July NPRM in this matter (see our summaries here and here)  which would have required the blanket dismissals of all translator applications in spectrum limited markets.  Instead, it provides opportunities for some translators to be processed even in these markets with limited LPFM opportunities, where it can be shown that these translators do not in fact block such opportunities. This is detailed below, as are the rules that the FCC has adopted which set local and national limits on the number of applications from the 2003 window that one applicant can continue to process and some changes in the rules regarding FM translator use by AM stations.

In beginning its analysis, the FCC first needed to interpret the LCRA to determine what Congress intended as to the priorities to be assigned to translators and LPFM stations. The LCRA calls for both translators and LPFM stations to be made available in the various communities across the country. In determining where to process the pending translator applications, the FCC decided that it must take into account not only the pending translator applications, but also existing translators in various markets, to assess whether both services were available in particular communities. By determining that translators were already available in most markets, the FCC decided that, in many markets where new translator applications blocked the availability of spectrum for new LPFM stations, such applications would have to be dismissed to make channels available for LPFM.
Based on that analysis, FCC decided to adopt the ?service floors? for LPFM stations, guaranteeing that there were a minimum number of available channels for LPFM stations in each market. These channels floors were adopted as proposed in the FCC's July rulemaking in this matter, setting requirements for the number of LPFM channels needed in a market in a range from 8 to 12, depending on the size of the market. This floor was based not on the number of translators already available in the market, but instead based on the average number of noncommercial stations in particular market sizes, which the Commission seemed to believe set some sort of standard as to how many LPFMs would be needed in that market.  Based on a complicated analysis of LPFM channel availability, where translator applications preclude opportunities to meet the LPFM service floors, they are to be dismissed.
In its Notice of Proposed Rulemaking in this proceeding, released last July, the FCC had proposed to divide markets into ones where all translators would be processed, and ones where all would be dismissed, based on whether there were a sufficient number of channels that could be used by LPFM applicants to meet the LPFM service floor. The FCC had made this go,no-go decision based on the availability for LPFMs of channels in a market determined from a grid 31 geographical seconds by 31 geographical seconds in size, overlaid onto the market. The Commission surveyed the points on the grid to determine the availability for LPFM service on each FM channel somewhere on the grid.  In reviewing the comments filed in this proceeding, the FCC backed away from the determination that markets would be all or nothing for translator applicants.
Instead, the FCC adopted a much more complicated process, determining that some markets which had been ?process-all markets?, where all of the 2003 translator applications would be processed, overstated the opportunity for LPFM use, particularly where these markets were densely populated in their core areas. Thus, the Commission determined that it would overlay yet another smaller 21 by 21 grid over the larger grid that it had initially used. If, in any particular market, 75% of the population of the market was contained in that smaller grid, the smaller grid would be used to evaluate whether there was sufficient opportunity for LPFMs to meet the service floor in that more densely populated central urban core area.  Appendix A of the FCC's order sets forth the analysis of the 31 by 31 grid, and Appendix B sets forth the analysis of the markets requiring the more detailed 21 by 21 analysis because of their densely populated urban core.
However, in all markets, what had been ?dismiss-all markets? are in fact no longer markets in which all translators will necessarily be dismissed. Instead of "dismiss all" markets, the FCC now refers to markets with insufficient spectrum to allow for the enough LPFM stations to meet the service floor if all translator applications are processed,  as "spectrum-limited markets."  In these spectrum limited markets, if a translator applicant can show that it proposes to operate on a channel where LPFM stations could not operate because of limitations imposed by nearby full-power stations, then the translator application will not be dismissed. This is possible as LPFM interference is based on mileage spacings to full-power stations, while translators can be located closer to a full-power station on the same channel, or on an adjacent channel, where the translator applicant can show that there will be no actual interference to that full-power station.

However, in making the showing that the translator grant is possible because it will not block any viable LPFM opportunities, the translator applicant must assume that any LPFM applicant will be able to obtain a waiver of interference to full-power stations operating on second-adjacent channels (more explanation about this second-adjacent channel interference in Part 2 of our report on the LPFM orders, to be posted soon).
Even these modifications to the process-all and dismiss-all market definitions do not end the FCC?s examination of the impact of translators on LPFM opportunities. The FCC was concerned that there was little opportunity for LPFM stations in the largest of markets because of existing spectrum use in those markets. But, it found that, in these largest of radio markets, there was an opportunity for LPFMs to serve population centers that existed beyond the 31 by 31 grid areas. Thus, any translator applicant proposing to serve areas in these markets, even if the area is beyond the 31 by 31 grid, must demonstrate that its proposed translator will not preclude an LPFM opportunity at the site of its proposed translator. If the translator application would preclude such use, the applicant can show that there is another channel available at the site for LPFM use. If it cannot make either showing, the translator application will be dismissed.  
Obviously, this presents a very complex methodology for translator applicants to use to determine whether or not their pending applications can continue to be processed. This complex methodology will seemingly create some degree of confusion as to which translators can be processed and which will be dismissed, and it will require substantial effort by the FCC to evaluate the showings made by translator applicants. Even though this process is not clear-cut, the FCC has imposed yet another complexity onto the system, by adopting caps on the number of pending translator applications that can continue to be processed, both on a national and on a local basis.
The FCC determined that one applicant can only continue to prosecute 50 applications on a nationwide basis. In local markets, applicants are limited to prosecuting one application in any spectrum-limited market. These caps were not adopted to protect opportunities for LPFM stations, but instead to deter speculation in construction permits for new translators. The FCC felt that some applicants were not filing for translators for purposes of building those stations, but instead for purposes of selling the permits they received. While there might be other more effective ways of combating such speculation by directly targeting those applicants who don?t truly plan on building out the translators for which they are applying (e.g. limits on the profits from resale or outright bans on resale of construction permits), the Commission felt that additional public comment would be needed before such processes could be adopted.  As the Commission was in a rush to wrap up the proceeding, they adopted this more indirect policy of combating perceived speculation.
Apparently, applicants will have to elect which of their applications to continue to process before any evaluation will be made of which will be allowed to be processed under the LPFM protection criteria set out above. Thus, applicants picking 50 applications to prosecute may well end up prosecuting less than 50 applications if the FCC does not accept their showings of protection to LPFM opportunities in spectrum-limited markets, and those picking one application in a market may well end up with none if their pick is one that the FCC later determines is one that does not protect LPFM opportunities.
After the determinations are made as to which applications to process by those who are subject to the cap, and whether or not applications are limited by LPFM opportunities, the FCC will open a settlement window so that the remaining applications that are mutually exclusive can attempt to work out their differences. After the settlement window, any remaining mutually exclusive applications will go to an auction.
Many of the new translators already granted and sold by the alleged speculators went to AM broadcasters, who were recently granted permission by the FCC to use FM translators to rebroadcast their stations. The limits on application processing by current translator applicants may well cut off the ready supply of additional translators to be used by AM licensees. Even though there may not be a supply of new translators to be used by AMs because of these limits on processing, the FCC did amend its rules to allow the use of new translators by AMs. Under the rules adopted almost three years ago allowing the use of FM translators by AM operators, only those translators already in existence could be used to rebroadcast AM stations. Now, any translator, whenever it is granted, can be used to rebroadcast AM stations.
We will write about the FCC?s decisions as to changes in the operating rules for LPFM stations in a subsequent article. These rules described here, setting out the processing of translator applications so as to protect LPFM opportunities, leave open many questions, and may yet be subject to appeal. So the last chapter in this long story may not have yet been written.
[In the interests of full disclosure, note that I have represented translator applicants in this proceeding]

Oxenford is a partner in Davis Wright Tremaine's Washington, DC office. He has represented broadcasters for over 25 years on a wide array of matters from purchases and sales of broadcast properties and the negotiation of programming agreements to regulatory matters.

Read his blog HERE

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VIDEO)MRC Executive Director Talks Arbitron

3-22-2012

He doesn't make many public appearances or give many interviews. One of the reasons may be because everyone wants to ask him questions about Arbitron and that's an especially touchy subject. Media Ratings Council CEO/Executive Director George Ivie appeared on a panel at the Radio Ink Hispanic Radio conference last week and we did ask him about Arbitron. We asked him why the MRC dropped Arbitron from five markets? Does take Arbitron take the MRC seriously? When might those five markets be added back, as well as any others? Is the Hispanic population being measured fairly? Here's our video interview with George Ivie.

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Freakonomics Author to Keynote at NAB

Award-winning author, journalist and radio and TV personality Stephen Dubner will deliver the keynote address during the NAB Show opening  session Monday, April 16th. Dubner is the co-author of "Freakonomics" and "SuperFreakonomics." Dubner will discuss today's media ecosystem in his keynote.

Published in 2005, "Freakonomics" instantly became a cultural phenomenon, spawning multiple media platforms, including "Freakonomics         Radio," which Dubner hosts. Also at the opening session, NAB President and CEO Gordon Smith will deliver the State of the Industry Address followed by the presentation of the NAB Distinguished Service Award to The E.W. Scripps Company.



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Liggins Takes Over Mayo's Duties

March 21, 2012: In an 8k filing with the Securities and Exchange Commission, Radio One said CEO Alfred Liggins (pictured) will "assume Mr. Mayo's duties" -- that is, take over the duties formerly handled by just-departed Radio Division President Barry Mayo. When Mayo's resignation was announced Monday, Radio One didn't make any mention of whether or by whom he would be replaced.

The same SEC filing on Wednesday included the press release that went out March 15 with Radio One's fourth-quarter results; on that day's Q4 conference call, Liggins called the radio division's performance "shocking." He said, "We had an awful fourth quarter. We dropped millions of dollars in cash flow off our radio division, and 60 percent of it came in Q4."

Mayo's resignation was effective March 16.

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Monday, March 26, 2012

Garcia: 15 States To Play Biggest Role in 2012 Election

3-21-2012

At the 2012 Radio Ink Hispanic Radio Conference in San Diego, keynoter Charles Garcia says 15 states will be the key to deciding who wins the presidential election this year. He says radio, in particular Hispanic radio, should see a flood of advertising money in those states because between $75 to $100 Million is expected to be spent on Spanish language media alone. In the last election President Obama spent $30 Million to John McCain's $5 Million in those states. Garcia says Hispanic language radio stations in those swing states are in a great position to capture those dollars. What are those swing states?

Garcia says the 15 swing states are:  Arizona, Colorado, Florida, Indiana, Iowa, Michigan, Missouri, Nevada, New Hampshire, New Mexico, North Carolina, Ohio, Pennsylvania, Virginia and Wisconsin. And Hispanic Radio will play a huge role in the final decision.

Charles Garcia is CEO of Garcia Trujillo, a leading consulting, merchant banking, and venture capital firm founded by Latino business executives to focus on the global Hispanic market. A recipient of the Congressman Henry B. Gonzalez Public Service and Integrity Award for his leadership in championing rights for all persons, especially Latinos, Garcia is profiled in three recent books, including Hispanics in the USA: Making History, in which he was chosen as one of 14 Hispanic role models for the nation. Garcia has helped many Fortune 500 management teams to significantly grow Hispanic market share; a financial advisory firm he formerly owned was named by Inc. magazine as the No. 8 fastest-growing privately held company in the United States, and at one point had 20,000 Hispanic clients with over $2 billion in assets. Garcia has been named Entrepreneur of the Year by three national organizations.

The Radio Ink Hispanic Radio Conference continues today in San Diego. We are positing pictures from the event on the right side of this page.

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(PROGRAMMING) Road Rage

By Ronald T. Robinson.

There's nothing like a road trip to clear the mind, calm the senses, and allow for a period of uninterrupted time to muse on the possibilities. My most recent road trip, however, had none of those attractive qualities. If there is a Radio Hell prepared for guys like me, I believe I spent a few moments on the lip of just such a broiling, flaming pit. Even with his forked tail, horns, and cloven hooves, Mephistopheles reminded me of someone. I recognized a compilation of any number of my former PDs. Horrible as it was, I drove right into it.

I had booked a V/O gig for a large American firm that paid large American dollars. The agency and the studio, however, were located about 80 miles southwest of Toronto. Highway 401 is a 500-mile stretch that starts at the Ontario/Quebec border and runs across the top of Toronto and on into where the heavily armed, twitchy, and ill-humored border guards are lined up at Detroit. It?s a highway that carries more traffic than any other road in North America and can be anything from a 12-lane super speed trap to a one-lane prison sentence -- depending on weather, congestion, wrecks, and dog-sled or moose-herd crossings.

Between Toronto and my destination there are a half dozen standalone radio markets servicing cities with populations of between 150,000 and 300,000. My intention was to monitor a number of these (corporately owned) local outfits. While the Toronto signals get out, these locals don't get in, and this would be a nice opportunity to get a refresher from outside of Hogtown.

Now, there was no surprise in finding the usual suspects, in terms of cookie-cutter formats, in play. I wouldn?t have expected anything else. As I was flipping around -- and to no reader?s surprise -- I had to wait for the music sweeps to wrap up and hope there might be another "live" human being at the end. What was I thinking!? Nevertheless, I kept searching and landed on an Oldies station. There was a time-and-temp reference -- a clue that somebody was actually working middays live. I will give the MD some credit, as they were playing some extremely groovy tunes without the paranoia of dayparting -- even at this late date.

The jock went through the obligatory claims of "playing [City's] best and greatest music,"  then fired off a series of (locally produced) spots where each of the advertisers were delivering the "greatest and best service, selection, and guaranteed lowest prices." This was followed by a slurpy, syrupy promo from "Donny," who was threatening to show up later in the day to stir up even more apathy. That's when the jock came back on and stumbled through an intro of a tune that -- and I have no reason to lie about this -- was "comin' right atcha."

Had I not been penned in by a pair of 18-wheelers and squinting through a squall that featured snowflakes the size of garbage pail lids, I would have pulled off the road, slid down to the floorboards, and, in an infantile frenzy, thrashed around like a boated carp. Instead, I started seething, and commenced to speaking in tongues. "How did we ever come to this!?" I asked myself -- rhetorically, to be sure.

If we, as radio folks, were to form a committee for the purpose of finding out how we could do a better job of insulting, alienating, and otherwise blowing off audience, we could do no better than what we are doing right now. "Mission accomplished!"

I'm also sadly aware there is no point to playing the "shame card" here, either. The strategies and psychology of corporate music radio attest to the idea that these executives have no more care about the processes of broadcasting and the consequences than do the cobras that are killing 20,000 Indian citizens every year. They just kill them. They don't eat them. "It's the natural order," corporate executives can claim.

It's well past time to put this situation right. I wonder who is ready to get to work. We can still save a good portion of this tainted enterprise. What it's going to take is: training the PDs to train the on-air and creative staff to be effective broadcast communicators. I?m willing and able to deliver the expertise and the experience -- for those who are willing to make the effort.

As to ownership: I also wonder what they want and what they want to avoid. This is not because they don?t know -- although some may actually not know, at least not beyond "mo' dough" -- but because they won't articulate. It seems like they want to take the "Three Monkeys" approach. I, for one, am as completely unwilling to see, hear, or speak no evil as I am to sing along with the lyrics of "Home on the Range" where seldom is heard a discouraging word. By rights, what we should be hearing are numerous, loud, and sincere cries for "Help!"

My V/O gig, meanwhile, went really well, as I was working with pros who were willing to bend some of the copy and re-address the vocal approach. During the drive home, I did the only reasonable and safe things possible under the circumstances: I left the radio off and spent the time?. clearing my mind and musing on the possibilities.

Read more articlde from Ron HERE

Ronald T. Robinson has been involved in Canadian Radio since the '60s as a performer, writer and coach and has trained and certified as a personal counsellor. Ron makes the assertion that the most important communicative aspects of broadcasting, as they relate to Talent and Creative, have yet to be addressed. Check out his website www.voicetalentguy.com

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(DIGITAL) Expose Yourself! With Facebook Interest Lists


3-22-2012

By Mike Stiles

Have you discovered Facebook Interest Lists yet? There are times when Facebook adds something and your reaction is, "Why would anyone ever need that?" And then there are other times when they add something and you say, "I can't believe it took them so long to do this."

Private users (not brand pages -- yet) can now group brand pages they like into Interest Lists. For instance, if one of your listeners wants to see posts from radio stations together in their news feed, they would create a list called "radio stations," and include your page (yay!) and your competitors' pages (boo!). They can create their own lists, or they can subscribe to lists that other people have constructed. The great news about people subscribing to other users' lists is it exposes them to content in their news feed from brand pages they may not have "liked" yet. That could include you!

Most of the talk so far has been about how journalists, bloggers, anyone who follows a particular beat are using Interest Lists to better organize and keep track of the topics they cover. So here's your takeaway item No. 1: Make sure your jocks and producers know about Interest Lists, because it can be a time-saving show prep godsend. Now they can fly through their Facebook account, list by list, and quickly see headlines for the specific kind of content they're looking for without having to go to individual pages or scroll endlessly through their news feed looking for that content amidst pictures of their friends' puppies.

Takeaway item No. 2: Whether or not you're a news station, whether or not you have a dedicated news person, you're going to want your page's content to show up in the news feeds of potential new fans. You do that by being included in as many Interest Lists as you can, and news/information is one of the most popular kinds of pages users like to add to their lists. Sadly, you can't force or manipulate your way in.

Your fans will only add your page to the Interest Lists they create IF your content is relevant to the list they're making (if it's music news, you should have a better-than- average shot at it), and IF they feel your content has been consistently worthwhile enough to be worthy of inclusion. It keeps going back to the drum I'm always beating on: giving the creation of quality content the level of priority and resources it deserves. It's an awkward time to be beating that drum, because at the same time radio managers are on a crusade to squeak by with as little content as they can get away with on-air, the demand for engaging, original content on the digital side is absolutely exploding.

If you try to make your social presence an automated, effortless, low priority, your odds of showing up on Interest Lists is mighty slim because, well ... you're not interesting.

Mike Stiles is a brand content specialist with the social marketing tech platform Vitrue. Check out his monologue blog, The Stiles Files & follow him @mikestiles

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30 Minutes of Great Selling Ideas

Download this show

In this weeks sales meeting we pepper Center for Sales Strategy EVP Matt Sunshine for 30 minutes, touching on Cold Calling, Sales meeting, R.O.I., Training New Salespeople, Categories you should be focusing on, business questions to ask you clients and much more.

Listen to our podcast HERE Or download from our iTunes page and take it on the road with you

If you have any questions - or topics - you'd like us to cover in our next sales meeting please send them to edryan@radioink.com

(3/16/2012 3:20:52 PM)
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(3/15/2012 2:16:19 PM)
no deposit bingo
(3/14/2012 3:01:54 PM)
no deposit bingo
(2/21/2012 7:02:40 PM)
He's either Jewish, or just a goof ball! Look at those funky ears!

LMFAO!


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They Like Him, They Really Like Him

3-21-2012
NAB President and CEO Gordon Smith gets another five years. Smith has agreed to a five-year contract extension that keeps him at the helm of NAB through 2016. Smith said, "I'm thrilled by the vote of confidence by the NAB Board and membership. As president of NAB, I get a first-hand view of the indispensable role that local and network broadcasters play in serving communities every day with news, entertainment, and life-saving weather warnings. Broadcasters take seriously our role as stewards of the airwaves, and it is a privilege to represent a diverse membership with a vibrant future."

The 59-year-old Smith joined the NAB in November 2009 and oversees the advocacy efforts of thousands of local radio and television stations across America. He is a former two-term United States Senator from Oregon (1996-2008) and was a successful entrepreneur before launching his career in politics.



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Rush Says Media Lying About Advertiser Revolt

by Ed Ryan

Yesterday there were several reports stating The Rush Limbaugh program had lost up to 3 dozen advertisers. While several well known advertisers such as Carbonite, AOL, ProFlowers and others did make it clear they were canceling their advertising, Rush told his audience he has not lost 28 advertisers. In fact, he says, he has three brand-new sponsors that will be starting in the next two weeks. He did not say who they were, perhaps to save them from social media protests. The reporting got so bad, according to Rush, that he addressed the issue on his program Wednesday. "Two of the sponsors who have canceled have asked to return.  Not gonna give you any names here. One of them is practically begging to come back."

Rush said everything is fine on the business side. "Everything's cool. There is not a thing to worry about.  What you're seeing on television about this program and sponsors and advertisers is just incorrect. And let me try to explain how this works. Let's take the claim that we've lost 28 sponsors.  Sponsors on this program are both local and national. We deal with the national sponsors on this program. We have 600-plus stations. They sell their own commercials.  We don't have anything to do with those sponsors. We don't get paid by those sponsors. We have no idea who those sponsors are."

Rush went on to detail how local stations and advertising agencies place advertisers in the show and that could be where the media is coming up with their 3 dozen number. "Let's say that ABC Widget Company says, "We are no longer going to appear on the Rush Limbaugh Show."  Well, ABC Widget Company isn't on the Rush Limbaugh Show. What happens is, advertising agencies order advertising buys on a series of local stations from market to market to market.  A controversy like this erupts. They put out a notice to the stations, "By the way, for the time being we don't want our commercials run when Limbaugh is on."  But they are not canceling their advertising on the station.  They're just saying they don't want it running on my program during the local affiliate's commercial time, not ours. And let me tell you, this happens every day.  It's been happening for 23-plus years.  And it's not just to me.  There are clients, advertisers, that tell stations, "I don't want this to run in Beck's show. I don't want it to run in Hannity's. I don't want it to run in Howard Stern's."  It's all part of the business."

"As I say, we're going to be debuting three (and maybe more) new sponsors in the coming days and weeks. And I'm sure that our affiliate stations are going to be replacing advertisers with new ones. It's the cycle. Nothing stays the same. It's all dynamic; nothing is static. All you need to know is there are no losses. There is only growth. There are only gains; we're moving forward. There is good in everything that happens. You look for it, you find it, you build on it, and you expand it. They have not taken this program out. They have not taken me out. They're the ones who are frustrated. They're the ones who are angry. They're the ones who are gonna be blowing gaskets in the next couple of weeks. I hope I've made this clear."

Ed Ryan is Editor-in-Chief of Radio Ink magazine and can be reached HERE.
You can also leave your comments below.

(3/9/2012 4:13:12 PM)
This blowhard has been "stirring up" trouble for years. It's not entertainment it's fanning a flame that contributes to the partisan noncooperation we've seen.
Limbaugh is not a "all knowing pumba" of political science. He's a former top 40 jock that couldn't make it to the major markets...so after a brief hiatus...he returned to the air waves just as the Talk Radio movement began to jell. It was all timing...not talent that got him where is is today.
(3/8/2012 9:17:53 PM)
@Jack Murphy "Now, thanks to the media, more folks are tuning into Rush than were on the day his slip of the tongue occured."

"Slip of the tongue?" Really?

This was no slip of the tongue.

A slip of the tongue is when you make an unintentional mistake.

Mr Limbaugh's words were highly intentional and I suspect premeditated.

Sadly, you're right in one thing. . . the complicity of the media in this circus has given Mr Limbaugh precisely what he craves: attention.

(3/8/2012 4:11:54 PM)
Slip of the tongue?

That is as vile a characterization as
was Limbaugh's characterization!

(3/8/2012 2:33:54 PM)
Too bad that some people believe what they hear with no checking. Too bad that in order to sell ad space, and make money, some people will say anything. Too bad that its OK to call a young woman a Slut on a national stage, without her having 'equal time'. Too bad NAB members think first about corporate profits and very rarely about the community's that are destroyed by violent programming, by hate spewing ignorant or deliberately lying fear mongers. Yes I do blame 'the media'
(3/8/2012 1:01:30 PM)
Shameless a good word to describe Rush Limbaugh..
Professional Broadcasters don't do thinks like he does.

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