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Tuesday, September 30, 2014

(TALENT) Radio's Primary Technology


?We're not going to beat technology. We need to figure out how to use it.? ? Bob Pitman.

The Clear Channel CEO was, I expect, referencing all that software and those digital thingies with bells, whistles, lights that blink and may, occasionally, emit sparks. There are so many technology reps roaming the range and ruining peaceful pastures as to intimidate and overwhelm any senior radio cowboy.

It is easy to argue that radio is at the mercy of those who advance their own interests by promoting new technologies. I don?t doubt that every broadcaster is being forced into using some of these technologies to some degree and, maybe, with some success of some kind ? some of the time.

Meanwhile, Mr. Pitman, his colleagues, everybody else in radio ownership and management, all line-staff, audiences, and advertisers have been unaware of the most important technology available to radio: Language and its vocal delivery! This is Radio?s Primary Technology. Our current distress and angst lies in that we have never identified the delivery of language as even mildly important or of particular value beyond individual, intuitive, on-air applications. Further, we have never identified an expertise in understanding the influence and the skills of delivering the language on the radio as the main elements that determine our capacities to improve and prosper.

Back in the caveman epoch, well before the introduction of lawyers, AM radio, and fashionable shoes, guys had a few basic tools and were able to, say, throw a rock at a squirrel. But, they were unable to articulate their experiences with any degree of specificity or nuance. It was another while before a cave-dude could say, ?Hey, Duane! Forget the rat. Saber-tooth tiger behind you - coming in hot!?

One of the most ironic, disastrous practices radio has implemented over the decades has been the actual suppression of language on the air. The vast majority of on-air and commercial presenters are doing so with, essentially, one tonality and one speed or tempo ? an irritating artifact of robo-jocks with Top-40 lineage. This example is just another quick and easy representation of how ?dogma? has been ruling and ruining radio, without reason or justification. Programmers can come up with some rationalization or other, but bulls***-o?-meters everywhere go off simultaneously. ?Consistency? has been offered forever as a reason for this ridiculous practice. (?We are consistently consistent.? Huh?)

I have long been promoting the necessity for anyone who has anything to do with the words that hit the air to have a comprehensive knowledge and understanding of radio?s primary technology. I have argued for a familiarity and the skills to deliver the language with clarity and precision. I have urged ownership and management to engage in immediate training programs to make of their staffs actual broadcast communicators.

Meanwhile, the ability to present to an audience with clarity and precision is not the be-all and end-all, either. It is only the base structure upon which ?art, affect, and influence? are built. In other words: If one doesn?t know the rules, how could they possibly, with intention, bend those rules in order to achieve even greater attention in an audience? Indeed, only after a broadcast communicator understands and can deliver by the rules, can they also learn to be ?artfully vague.? Those who can pull that one off become the powerful and effective communicators.

Unfortunately, acquiring the understandings and skills of an effective broadcast communicator requires time, study, and practice. Radio?s primary technology comes as neither a bolt-on nor a plug-in. Unless there is an appreciation for the critical need to acquire these skills and a dedication to do so, there will be no peace in the radio valley and the wild things will keep on marauding. Fortunately, the learning component has been drastically compressed.

In the meantime, radio ownership and management have been trying to smuggle their success through customs by applying any number of hardware and software solutions ? none of which can solve radio?s primary concerns, including:
1.)  Losing the attention of audiences.
2.)   Losing credibility with advertisers.
3.)  Increasing lack of dedication from employees.
4.)  Inability to attract smart, younger people into the industry.
5.)  Inability to attract creative people from other media.
6.)  Crushing opposition from other media and competing audio sources.
7.)  Refusal on the part of ownership to research and make appropriate investments to address these crippling issues.
8.) An abject fear of line-managers to express their own concerns ? for all the known reasons
9.) An inability of all levels of programming to hear their stations with anything other than ears that have been developed over decades by accepting and applying pervasive and powerful sets of traditions and dogma.

Even in Radio Ink, the lack of programming discussions, beyond the occasional re-working of platitudes, stands as a rank indictment of the last 30 years of programming input. Radio sounds worse now than it ever has in the past when, at least, there was some tension and excitement on the air as some personalities (figuratively, if not literally) risked hanging their butts out of studio windows. Most of that has been replaced by anemic and shabby efforts from on-air and creative folks who are, now, just trying to get by, without being put to sleep by vicious, hallway veterinarians.

I am making no plea to ride Prof. Peabody?s ?Wayback Machine.? I insist that all the elements to which I have been referring are completely new to almost all of radio. The failure to apply this information ? across the board ? will only reinforce the ongoing slippage of radio as an important entertainment and advertising medium. Online advertising and digital platforms are separate issues over which radio has little direct influence.

I respectfully urge Mr. Pitman and others to reconsider his comment, and accurately identify what truly is Radio?s Primary Technology. As Bob sez: ?We need to figure out how to use it.? Indeed, let?s do that.

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

(9/26/2014 9:59:13 PM)
I should also add, mike - even though you don't need to be told this - the whole point of making massive improvements is for the purpose of generating massive amounts of profit.

And yes, I also appreciate how that concept is one, full level away from the risk-averse panic residing just under the surface, but still rampant throughout the biz.

(9/26/2014 9:29:45 PM)
All the evidence, Mike, and to be certain, suggests you are absolutely and categorically correct in your assessment.

In the meantime, I continue to get a body of work on the record.

My goal is to connect with ONE individual in One organization; get to work and assist in a massive success.

The rest of the "bonus keepers", as you say, can bleed out for all I care.

My peers, after all, are the talents - on-air and in creative - who can be taught to be magnificent entertainers, communicators and audience-influencers.

(9/26/2014 3:42:24 PM)
Ronald, Ronald, Ronald...your articles are well thought out, well written, and confirm many of the things that I have learned over the years. But in the words of the immortal Jim Croce, you are just spitting into the wind. In this day of Corporate Radio, nothing is going to happen! Your words are heresy to those who are desperate to pad their bonuses! Any money spent on your suggestions comes out of the bonuses! For shame!

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Auto Dealers To Spend More On Ads In 2015


Advertising Age has good news for radio as several major auto brands say they will increase their marketing budgets in 2015 to support busy model-launch schedules. Audi, Chevrolet, and Lincoln executives made that announcement at the Automotive News Marketing Seminar in New York this week.

Auto has been radio's biggest advertiser for a very long time. The article focuses more on TV and digital spending but radio always seems to benefit in some way when more automotive dollars are on the table. One other quote of interest came from Chevrolet's CMO Tim Mahoney when he was asked about vehicle connectivity. Chevrolet plans to launch 4G LTE connectivity in 30 models. Mahoney said, "When you have a statement that you can make about the brand ? 4G LTE and the things that it will enable down the road is really the bigger play."

Read the full story in Ad Age HERE

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Alpha's Live 95.5 Welcomes LaRoche To Mornings


Alpha Media Portland announced it has brought in Bryan LaRoche to co-host with Hannah Byrom on Live 95.5 (KBFF-FM). Laroche started in radio in 2008 as an intern for the Smiley Morning Show at WZPL in Indianapolis. Eventually, he made his way to Jacksonville, FL as afternoon host on 97.9 KISS FM WKSL. Bryan has also worked at WKQI/Detroit, WMTX/Tampa, WJFX/Fort Wayne, WSTO/Evansville, and WNOU/Indianapolis.

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Feuer Exits BCA in San Diego


The highly respected Norm Feuer quietly exits Broadcast Company of the Americas. He's been running the stations for BCA in San Diego since 2012. Well known San Diego veteran broadcaster Mike Glickenhaus will run the stations on an interim basis. 

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Cox Promotes Spriggs and Anderssen


Cox Media Group has named Pete Spriggs (left), Director of Branding and Programming for News 95-5 FM and AM 750 WSB, as its new News/Talk/Sports Radio Format Leader. Drew Anderssen, Director of Branding and Programming for Orlando?s WDBO, has been promoted to News/Talk/Sports Format Coordinator. Spriggs and Anderssen will continue their current roles, but also work closely with CMG?s VP of Radio Programming Steve Smith, and all of CMG?s News/Talk/Sports PD's.

CMG Executive VP of Radio Kim Guthrie said, "Pete and Drew are two of our most talented directors of branding and programming and we?re thrilled they will share their skills with the rest of our team. Their natural instincts will help all of our Cox Media Group News/Talk/Sports stations across the country continue to grow and flourish."

Spriggs has charted his 21-year CMG programming career in Dayton, Orlando, and Atlanta. WSB Radio is the home station for nationally-syndicated hosts Herman Cain and Clark Howard, and National Radio Hall of Fame inductee Neal Boortz.  During Spriggs' tenure, WSB Radio has won several AP News Awards, a National Murrow, and several Marconi awards. WSB continues to be the highest-rated News/Talk station in the Top 20 markets in the United States.

Anderssen has been with CMG for 16 years, serving previously as the Operations Manager of News/Talk KRMG in Tulsa.  Anderssen?s teams have won many regional and national awards, including the national Edward R. Murrow.

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KJR-AM Fires Elise Woodward


Longtime personality Elise Woodward was let go by the sports station last Friday. She co-hosted the program 10@10 with Elise and Jerry with Seattle Times columnist Jerry Brewer. TPD Rich Moore did not respond to Radio Ink for details on the firing but did tell the Seattle Times, ?We appreciate all the contributions that Elise did here during the time with us. We are going forward with a tentative show right now around Jerry Brewer.?

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Monday, September 29, 2014

Your Reaction to Our Rush Story


Any story we run with Rush Limbaugh in the headline is sure to generate passionate comments from our readers. Yesterday was no different. Rush has been a success in our industry for over 25 years, he's had his share of national controversy and he's played a consistent role in the politics of America. Even within the ranks of our own business people love him or people hate him. Bryan Broadcasting's Ben Downs comments, "If what the Stop Rush people were telling my clients were true, I would take my lumps and move on. But, to lift excerpts of Rush illustrating how absurd some ideas are as if they were his own opinions is legally libel. I agree, there should be repercussions for organizations who intentionally make up stories to hurt our business."

There's no denying he'll go down in history as one of the most consistent success stories of all time. If you haven't had a chance to look at the industry comments our story generated yesterday, here they are again...

It's not something Rush Limbaugh normally does, give added publicity to those trying to take him down. Apparently America's most-listened-to talk show host has had enough. Tuesday afternoon, Rush issued a press release called "The Rush Limbaugh Show Exposes the Stop Rush Conspiracy." It comes on the heels of the Democratic Campaign Committee?s newest email asking voters to sign a petition calling for sponsors to end their relationship with the Rush Limbaugh Show. Rush says 10 Twitter users -- and Angelo Carusone, EVP of Media Matters for America -- are actually behind the campaign to intimidate his advertisers, and Rush spokesman Brian Glicklich calls it blackmail.  

Rush posted on his website that the Stop Rush group claims to be made up of ordinary consumers unhappy with his comments. Glicklich (pictured left) says that's not the case at all. ?A small number of politically motivated out-of-state activists are distributing target lists indiscriminately, and annoying small businesses until they give up the advertising deals that help them grow, or risk being unable to conduct business at all. It?s not even activism? it?s blackmail.? The list includes Nancy Padak who uses a Kent State University e-mail address and the Rush camp says "e-mails advertisers with harassment from her official Kent State email address (she tells the Daily Caller she no longer works at the University). and gives businesses she has no relationship with 1 star ratings if they advertise on Rush."

The Rush camp says this small group of Twitter users appears to be bigger than it is because they deploy custom automated tweeting software in violation of Twitter's rules. "They send barrages of thousands of messages through this software until advertisers are bullied and harassed into cancellation." On his website, Rush has posted the names of nine people he says are behind the Twitter spam campaign.

Executive Vice President Media Matters for America Angelo Carusone responded to the claim that there were only ten people causing all the trouble. "After initially insisting there were no troubles with advertisers, two years later Limbaugh's crisis team comes out with a report attributing this massive exodus to just 10 people? The numbers just don't add up. This is a grassroots effort that grows every day."

Read the Rush Limbaugh press release HERE

Read what Rush posted on his website HERE
Read the Daily Caller coverage of the story HERE

(9/25/2014 10:53:28 PM)
Repeal of the Fairness Doctrine started the long downhill slide for Radio and Rush Limbaugh is the court jester. He and other crud-merchants have resulted in an American population that is mis-informed, ill-informed, and unnecessarily polarized, according to the wishes of those really in control.
(9/25/2014 10:03:33 PM)
10 people are responsible for taking down Rush? Sounds like you should HIRE them.
(9/25/2014 2:16:45 PM)
I think, Rod, that as many Americans are embarrassed that such a sanctimonious boor could be so popular. Still, that doesn't mean the guy can't or shouldn't be on the radio.
(9/25/2014 1:50:36 PM)
Rush Limbaugh's enduring success is based on the simple fact that tens of millions of ordinary Americans have felt it worthwhile to invest a part of their day listening to his show. They've chosen to do this, freely, without coercion or intimidation. Rush's success and prosperity have been earned by him, without him forcing anyone to do anything. He's the quintessential American Success Story, and this infuriates his enemies, small-minded people who secretly envy his success. (9/25/2014 8:17:07 AM)
There is enough room in the media to slander absolutely everybody.
The key is about who believes what from whom.
Freedom of Speech reigns.
Legitimate cases of slander and such will continue.
PC is a lost and unworthy cause.
I see no problem with any of this, especially when the revenooers or cops are banging on my door.

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(SOCIAL) The Magic Of An Iconic Brand


We still need to rejoice in the glow of the iconic brand known as Apple.

Sometimes when competition, disruption, and short attention spans make everything seem humdrum and average we need a wake-up call to remind us that a brand is something special. The launch of the iPhone 6 and 6 Plus provided that reminder when I saw scores of zealots waiting in a line that started on Boylston Street here in Boston and curled around the corner to Newbury Street.

Even days later, at various cell phone carrier stores (ATT and Verizon) and Apple Stores, the frenzy is still there.

I'm not a person who would do that, even though I love Apple products. I guess it somewhat escapes me to wait in a line for anything!

Yet the iconic brand pulled off another PR coup for the release of a new product. At the very least, no matter what our business, we should aspire for that type of buzz-marketing hoopla.

In retrospect, just for first-hand, on-the-ground consumer research, we, as students of programming and marketing, should have waited in line to get a feel for being around an iconic product?s launch .

What's in the special sauce regarding this iconic brand and what can we learn from it?

First and foremost, the culture of the company, especially at product launch, is one of devoted love. Maybe this is the most important ?essential ingredient? since so much of the ?Apple Experience? is made when you walk in the store.

By the way, I do remember a brief period early on in the Apple storefront business that the customer experience was spotty. That was remedied pretty quickly.

Secondly, the advertising push they make is always unprecedented. Heck, they even tried to bring Joan Rivers back from the dead to promote the new phone on social media.

Which leads me to the third point and possibly the biggest lesson here. They are obviously pursuing an aggressive strategy  via their social platforms by keying in on "large cume influencers " to help them spread the word. They earn their iconic status every day yet they aren't taking it for granted in their pursuit of more brand loyalty.

The history of all of the recent Apple moves is yet to be completely written but it's awe inspiring to think of an iconic brand maintaining a ?magical status? in today's complicated competitive terrain.

Buzz Knight is the Vice President of Program Development for Greater Media and he can be reached at Knight was named among ?Best Programmers? by Radio Ink magazine in 2007 and 2010. He has served on the programming subcommittee of the National Association of Broadcasters(NAB) and is currently a member of the Nielsen Radio Advisory Council and the National Association of Broadcasters (NAB) COLRAM Committee.

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(SOCIAL) Boost Your Local Content & Productivity


What if you decided to add ?local? in as a part of your mix in social media?  What might that look like?

1. Local events ? celebrating local events by placing them with a photo or video on your social media, especially Facebook and Twitter, and additional ways for listeners to get information by listening or going directly to your website.
2. Local charities ? getting your groove on with local charities important to the listener target (and sometimes advertisers) in the local market. These are things that scream you are local.
3. Local festivals ? making sure you are on target cross-promoting small to large festivals and festival-like events in your market on your social media (again with the idea of bringing them back to something you own ? your on-air or website).
4. Local town celebration ? All politics is local; so is all local pride. Get some by highlighting the towns in your market and what makes them special.
5. Local high schools ? You especially see Top 40 stations do this, but ultimately it can be great for a lot of stations. Local football and football scores in the fall interest local area business owners, listeners, and the community ?feel? in general.
6. Local parks ? recreation important to your target (or those you want to engage).

I?m very confident you can brainstorm and think of more ideas on how you can super-feed fans of your station into ?all things local.? 

It?s also important that you understand I am not saying not to do ?stupid pet tricks,? ?funny videos,? and TMZ gossip. If you have been reading this column for any time, you know I advise lots of use of pictures, creativity, content by strategy, and being authentic. The interesting part is represented by your real opportunity to include local content and validate local listeners, businesses, charities, and on-the-ground local market. Do that and always use social media to send participators to products you own and you will be amazed at the results. That?s it. That?s local, local, local, and it should be an important part of your mix on-air and in social media.

Loyd Ford is the digital revenue, direct marketing, ratings and social media strategist for Rainmaker Pathway and Americalist Direct Marketing. Loyd has programmed very successful radio brands in markets of all sizes, including KRMD AM & FM in Shreveport, and WSSL and WMYI in Greenville, WKKT in Charlotte and WBEE in Rochester, NY. Learn more about Loyd here: Get his radio-social media content sent directly to your smart phone or email for free here: Reach out to Loyd via e-mail HERE.  Visit his Facebook radio social media page HERE.

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(SALES) What I Learned In Big Sky Country


I learned that Montana is still as beautiful as it was 11 years ago when I did a three-city tour across the state last week. It?s hard to beat driving from Billings to Great Falls and then on to Missoula and taking in the scenery, especially from Helena to Missoula.

I learned that the Montana Broadcasters Association is fortunate to have Dewey Bruce as its president. Not only is Dewey passionate about serving the broadcasters, he?s a heck of a driver on those Montana highways. He scooted me pretty quickly right after we left each tour stop and onto our next city. He wanted to make sure I had enough rest before speaking the next day.

I learned that Helena was home to Devil?s Brigade, the 1st Special Forces Commando Unit that was made up of Canadian and American soldiers in WW2 and had their training at Fort William Henry Harrison in Helena. They were the precursor to the SEAL teams we have today in the armed forces.

Eleven years ago we didn?t have digital taking a 17 to 25 percent piece of the advertising pie like we do today. By utilizing our ?Air Force? (radio and TV) and our ?Special Forces? (digital products), I showed the radio and TV reps how they could take up to 70 percent of the total advertising dollars in their market by combining their Air Force and Special Forces for the advertiser.

The first broadcast sales training I ever went to was one of Chris Lytle?s seminars in San Antonio, Texas. That was a huge moment for me in my learning curve in media sales and his training has stuck with me ever since. I know that as sales trainers we have such a massive responsibility to train our media reps and the young reps are soaking up every word. I had some one-month, and in some cases, one-week sellers in the room, as well as 46-year veterans. Some were there 11 years ago and reminded me that my birthday is this week ? you have a great memory or a good working CMP on me, John!

At each location, we did the old-fashioned role playing on setting up a basic appointment. We can do all the ?trick plays? we want, but if you can?t get on the phone and set up an appointment, almost all is for naught. Walking through a customer?s business where possible and taking down notes so you have them in front of you when you set up the appointment is vital. We also demonstrated how using a new digital lead-generation tool like Snapshot can help the rep garner an appointment with the business owner so they can see the ?virtual doorway? of what their business looks like online. In Missoula, I called up longtime radio veteran, General Manager Chris Ackerman from Cherry Creek Radio to roll-play telephone techniques, and he nailed that appointment. Great work, Chris!

I was impressed that Jeffrey Warshaw?s Connoisseur Media?s General Manager Cam Maxwell has been teaching our techniques to his group in Billings and driving home the ?7 Steps of an Opening Call? and the ?7 Steps of a Closing Call.? Terry Strickland, general manager of Benedetti Media Group in Billings had her staff there and they were dialed into the ?Capture the Money? case study at the end of the day. We went to 3:30 p.m. before closing with ?Kiazen? where everybody holds the hands of the people next to them and repeats the phrase, ?In every day, in every way, never ceasing, never ending, always getting better one day at a time.? I emphasize that the competition is not inside the seminar room, it is outside where newspaper, direct mail, yellow pages, and outdoor media reside that takes up to, in some markets, 50 percent to 70 percent of the local advertising pie, especially where print is selling digital now and coming back to advertisers with a digital solution. We should be doing the same -- providing that digital solution so advertisers don?t have to look elsewhere when we have those all-important relationships with the business owner where 80 percent of the decision is based on that relationship, face to face.

I?m leaving out a lot of great people who attended our sales seminars across Montana. I will however bring up Cherry Creek Radio?s Regional Director of Sales Ron Korb. In Great Falls, we had one of his one-month reps in attendance. I was impressed that she had been out in the field using the 1-10 question, and not only was she in the field using it, she was being taught to use it by the Regional Director of Sales Ron Korb in front of business owners.
On a scale of 1-10 and there is not perfect 10, my experience working with Montana sales reps and management last week was a 9.9! Well done Montana!

Sean Luce is the Head National Instructor for the Luce Performance Group International and can be reached at or

(9/22/2014 4:22:29 PM)
Thank you Paul. You are very right about the Green Berets and not SEAL. I had it right in front of me also when I wrote it and for some reason went down the SEAL road. Devil's Brigade...great history I didn't know about.
(9/22/2014 9:10:16 AM)
The special forces group you mentioned were the beginning of the Green Berets not the Seals...the green berets were the first special ops group. Special Forces refers to the Green Berets..not the seals or rangers or airborne.
Just FYI from an old snake eater SF operator.

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WLS Host to Spend $2 Million for Republicans


The Chicago Daily Herald reports Conservative WLS-AM morning show co-host Dan Profit plans to spend $2 million before Election Day to help Republicans get elected in Illinois. Profit heads up the Liberty Principles PAC, a committee that spent a lot of money in the primary election trying to defeat several incumbent Republican state lawmakers. The paper reports Profit's PAC will run ads and mailers for a number of suburban Republican candidates and has already made a TV ad for businessman Mel Thillens of Park Ridge, who is running against Democratic state Rep. Marty Moylan of Des Plaines. Profit said, "We think that there needs to be more balance in state government."

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Sunday, September 28, 2014

RIAA: Revenue Down First Half of 2014


The Recording Industry Association of America has reported its revenue numbers for the first half of 2014. The RIAA says strong growth in revenues from streaming services offset declines in digital downloads, but overall revenues were down 2.5%, to $2.2 billion at wholesale value and down 4.9% to $3.2 billion at retail. Streaming music services grew 28% in the first half of 2014 to $859 million, versus $673 million for 1H 2013. This category includes revenues from subscription services (such as Rhapsody and paid versions of Spotify), streaming radio service revenues that are distributed by SoundExchange (like Pandora, SiriusXM, and other Internet radio), and other nonsubscription on-demand streaming services (such as YouTube, Vevo, and ad-supported Spotify). These streaming services contributed 27% of total industry revenues in 1H 2014, compared with 20% for 1H 2013. The growth in revenues from streaming services offset the entire decline in revenues from permanent downloads for the first half of 2014.

Paid subscriptions grew to $371 million, up 23%, but grew at an even more rapid pace of 43% by number of subscriptions. This difference is partially due to an update in RIAA?s retail price markup estimate. On-demand ad-supported streaming services grew 57% y-o-y to $165 million for the first half of 2014, and SoundExchange distributions grew 21% to $323 million. Combined, those two categories accounted for 57% of total streaming revenues for 1H 2014. The total value of digitally distributed formats was $2.2 billion - virtually flat compared to the 1H of 2013. Digital accounted for 71% of the overall market by value, compared with 68% for 1H 2013. 

Revenues from permanent digital downloads (including albums, single tracks, videos, and kiosk sales) declined 12% to $1.3 billion for the first half of 2014. There were 54.3 million digital albums sold, down 11% versus 61.3 million in 1H 2013. Total value of digital albums was $544 million, down 14% versus the same period the prior year. Digital track sales volume was down 9% to 644 million, and the total sales value of tracks was down 11% to $753 million. Total sales in physical formats were $898 million, down 14% versus 1H 2013. CDs made up 80% of total  hysical shipments, and vinyl ? which was up 43% by value for the first half of the year ? accounted for 16% of the total by value.

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(WIZARD) Pepsi's Digital Screw-Up


Advertisers are attracted to online media because they?re not entirely happy with their investments in traditional broadcast media. To understand the reasons behind this widespread disappointment, we need only understand the seductive nature of linear, no-threshold thinking.

We have reliable data that tells us exactly how many motorcycle riders have died trying to navigate an S-curve at 100 miles per hour. The straightforward logic of traditional accounting, with its linear, no-threshold thinking, predicts one-tenth as many deaths at 10 miles per hour.

But we know this is ridiculous. The number of riders who die at 10 or 20 miles per hour is likely to be zero. There is a threshold speed at which the curve becomes dangerous.

Linear, no-threshold thinking assumes that every statistic is scalable. It?s what causes advertisers to assume they can ?test the waters? with small investments, then increase their financial commitments if the results are positive.

If an ad needs to be encountered only once to trigger a sale, it?s a direct response ad. Direct-response ads are scalable ? but not everything can be sold that way. Most products and services require that their ads be encountered again and again.

Pepsi has been a household word since before we were born, so why do they keep advertising? Couldn?t they reduce their mass-media spending and still maintain their sales volume? In a word, no.

We know this for certain because Pepsi did, in fact, try it.

According to Bob Hoffman, keynote speaker at the 2014 European Advertising Week conference:

?In 2010, Pepsi canceled all its TV advertising and its Super Bowl advertising to great fanfare and bet big on the largest experiment in social media marketing ever attempted, ?The Pepsi Refresh Project.? Time magazine quoted the CEO of a New York brand consultancy: ?This is exactly where Pepsi needs to be. These days brands need to become a movement.? Well, they became a movement all right. I estimate the Refresh Project cost them between $50 million and $100 million. It got them 3.5 million Facebook likes and a 5 percent loss in market share, which they seem to have never recovered. That year, they dropped from the second-best-selling soft drink in the U.S. to third.?

Hoffman went on to say that TV and radio are best at creating demand, while the Web is terrific at fulfilling demand. The interviewer then challenged Hoffman, saying, ?But it is changing. And it?s changing fast. Ten years ago 93 percent of the public got their news from television and only 7 percent got their news online. Today it?s 26 percent online.?

Hoffman?s response reflected his 40 years of experience directing ad campaigns for McDonald?s, Toyota, Shell, Nestle, Blue Cross, Chevrolet, and Bank of America.

?What we often confuse is the use of digital media with its power as a marketing or advertising entity. The fact that more people are using online for news is not de facto proof that it?s a good advertising medium. Let me give you an example: Everyone in the world had a telephone. It was a hugely popular means of communication. That didn?t make it a good advertising medium. It was a lousy advertising medium. The fact that people use it for communication or to get information or to have conversations doesn?t necessarily make something a good advertising medium.?

Now let?s get back to why so many advertisers are frustrated with their TV and radio campaigns.

Motorcycles go out of control when their riders accelerate them beyond the safe speed threshold while trying to navigate an S-curve. Trips through the curve below the safe threshold speed are uneventful, but trips through the S-curve above the threshold are dangerous. In other words, the ratio of crashes to speed isn?t ?scalable? because the motorcycle behaves very differently at speeds above and below the threshold. The skill of the rider is another variable.

Thresholds are inevitable when measuring human response. The motorcycle safety threshold is all about 1) speed and 2) the skill of the rider. But mass-media advertising is all about 1) repetition and 2) the impact of the message.

Ads that deliver minimal results in the first few months often become highly effective when you?ve crossed the repetition threshold of the listener. A customer needs to encounter the average message multiple times before it is likely to be retained.

Advertisers often ask, ?How many times does the average person have to see or hear my message before it will be transferred into the automatic recall part of the mind?? Although this seems like a reasonable question, it?s a little bit like asking, ?How many ounces of alcoholic beverage does it take for the average person to get drunk?? We can?t really answer the question until we know whether the beverage is beer with 5 percent alcohol, wine with 14 percent alcohol, or Scotch with 45 percent alcohol.

How strong are your ads? The more memorable your ads, the fewer times they have to be heard.

Great ads are created by great writers. How many do you have working for you?

Increase the number of great writers on your team and you?ll increase your local-direct billings. I guarantee it.

Roy H. Williams is president of Wizard of Ads Inc. E-mail:

(9/26/2014 3:55:57 PM)
Great article. Unfortunately most sales people couldn't write a good ad to save their life. The clients (most of them, at any rate) don't know any better so are willing to settle for mediocrity. Strive for excellence! Clients who have successful campaigns are a lot more willing to spend additional money on Radio!

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(SALES) Start Off A New Sales Hire On The Right Foot


Congratulations on your new hire. Chances are you?ve interviewed a lot of people, and you?ve evaluated them on their sales talent (highly recommend you use a sales-talent assessment tool), as well as their experience and fit for the position. You know all too well that making a hiring decision is a big deal, and the cost of making a bad hire is significant. In addition to its being a significant loss of money (most in HR will say it?s about 1.5-times annual income), it?s a drain on your time, it frustrates the entire sales team, and your clients and prospects are forced to deal with yet another turned-over sales rep. This is certainly not what you want if you are focused on growing revenue and driving sales performance.

This article was inspired by a recent conversation with a manager who was wondering if he?d started a new hire off as well as he could have. The person is now in their eighth month on the job, and the manager is questioning whether it was a good hire and if perhaps this seller was not given the best chance to succeed. As a manager, if you commit to making the hire, you should commit to making sure you bring the person on the right way. Managers always have good intentions, but urgent things come up and that new hire can sometimes get lost in the shuffle.

Here are the six most important processes to implement to make sure your new hire gets off on the right foot:

1. Day one is a great day to show the new hire around the office and introduce him to all the people he?ll need to know. If you wait too long to do this it becomes awkward, as your new hire just doesn?t know know who?s who. Taking the time to introduce him and share how he will interact with each person will pay dividends in the end.
2. Provide the new hire with clear expectations for daily activities. Let him know what you want him to accomplish each day. You decide how granular to get with this, but let?s face it: There are a handful of things you expect this person to do. Don?t leave him out there trying to figure it out on his own. Tell him up front and let him know what you expect.
3. End-of-day recaps. At least for the first month, it is a best practice to meet with your new hire at the end of every day. It could be just a quick 10 minute meeting, or it might be best done over the phone (you need to decide). This meeting is where you can find out what?s going on and catch any issues that might be starting to bubble up. The first 30 days are critical, since you are establishing the sales culture and the way you do business.
4. Set a time for a 30-day review during the first few days on the job. Setting up this review after the first days takes the pressure off, since you?re letting your new hire know that in 30 days you two will sit down, preferably out of the office, and review how it?s going. It shows him that you are serious about his development and that you care.
5. Start to introduce sales training that supports your sales culture. Regardless of the skill level of your new hire, look for ways to introduce sales training that is appropriate for his expertise. Everyone needs practice, and everyone can continue to learn. If you want a sales culture that is about growth and excellence, you need to start from the moment you make the hire.
6. Key-account orientation. This is one of my favorites. Have the new seller set appointments and meet with 10 of your very best accounts (?key accounts?). The purpose of the meeting is to learn how and why they do business with your company, the results they get, and the quality of service they receive. Do yourself a favor and script out the questions you want asked so that these meetings stay on focus. This is a great way for your new hire to learn all about your company through the eyes of your best customers.

You took the time to make the hire. Take the time to start your new salesperson off in the best way possible.

Matt Sunshine is EVP of the Center for Sales Strategy. E-mail:

(9/26/2014 3:47:04 PM)
Good article. The company I work for lives in a mirror universe. They don't do any of these things. Just hire 'em for the length of time they get their draw and out the door they go. Gotta protect the senior account reps who have gotten fat and lazy over the years. C'set la vie!

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Jury Rules Against Entercom Station In 'Porn Star' Lawsuit


A woman who sued Entercom's KRBZ (96.5 The Buzz)/Kansas City over being falsely identified as a "porn star" in a 2012 broadcast has been awarded $250,000 in actual damages and another $750,000 in punitive damages by a jury, the Kansas City Star reports. The station reportedly confused the woman's name with that of another individual; all sides agree she has never been involved in the pornography industry.

Entercom spokesman Kevin Geary said in a company statement, "While we are very disappointed in the outcome, we will abide by the jury's verdict."

The paper reports that the Afentra's Big Fat Morning Buzz program, hosted by Afentra Bandokoudis and Daniel "Danni Boi" Terreros, on April 20, 2012 asked listeners if they knew any porn stars. They received a text message with Ashley Patton's name and city, and searched Google -- finding there pornographic images of a woman named Ashley Payton. The show members didn't catch the mistake, and Ashley Patton's name was later posted on the station's website, with a link to a podcast of the show. Patton made several calls to the station, and the information was taken down.

The station's defense was that it was an "unknowing mistake" on Terreros' part; punitive damages would require that the company authorized or OK'd the station's actions.

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CRN: Listeners Question Impact of Radio Ads


CRN International has released results from an online research poll it recently conducted which the company says concludes listeners are raising questions about the impact of traditional radio commercials. CRN says the findings suggest that some of the more traditional methods of messaging are not necessarily the strongest strategies for brands to employ to meet their marketing objectives.

77 percent of the respondents said they are most interested in listening to useful or entertaining information about an area of interest to them, surpassing the second most popular response, which was hearing about and participating in contests or sweepstakes (11 percent). Less than 2 percent said their top choice would be listening to traditional commercials. CRN says the results also showed that 67 percent of consumers don?t make it past the second ad during a break.

CRN says more than 80 percent of the respondents said they pay little attention to radio spot commercials. Those ads, they said, have little chance of influencing a buying decision. About one-third of the survey base said they listen to most of a commercial, while two-thirds said they do not. About 19 percent of the survey group ? excluding those who said they do not listen to radio ? said they do not listen to radio commercials at all. 42 percent of the consumers said messaging that used everyday people like themselves to endorse a product would likely increase the chances of considering or buying that product.
Almost 60 percent said they would be very or somewhat receptive to considering the product of a brand that was sponsoring a contest or sweepstakes on the radio. A little more than one-quarter of the respondents said a celebrity DJ personality endorsement would positively influence their consideration of a product. A little less than one-quarter said attending a local radio station live appearance would increase their chances of considering or buying the sponsoring brand?s product.

Read more from the CRN study HERE

(9/26/2014 4:55:35 PM)
To be sure, Mr Kalt has his sincerity parked in the right place.
What he fails to appreciate - and I find this to be absolutely astounding - is that listeners have little or no recall of the content to which they are exposed on the radio.

Even multiples of reach and frequencies generate a disturbing amount of conscious recall - that is to say: a very small amount.

Fortunately, "conscious recall" is not required to generate behaviors. Otherwise, we wouldn't have an industry at all.

(9/26/2014 2:52:57 PM)
At CRN we are big believers in radio and have been in the business for 40 years and are one of the largest independent spenders in the medium. We conducted this survey among persons who said they listen to broadcast radio. If they said no, we went no further with them. Their responses are what they are and validate our belief in the way we use the medium. There is nothing negative here and the current discourse on spot sets underscores that. This information is intended to be of help to you.
(9/26/2014 10:14:13 AM)
Yes, Ted, folks might very well wonder "why that is".

There are valid, viable and reasonable explanations for all of that... and much, much more!

(The seminar will be in room 231. Date to be announced at a later time. Circle-jerkers will be mocked, ridiculed and digitally recorded.)

(9/26/2014 9:10:03 AM)
And my children all claim that "Do not listen to radio commercials" But they can repeat every one of them. I wonder why that is...
(9/26/2014 7:54:18 AM)
This is not useful research. All this article does is frighten the locals and the yokels.

Real people have NEVER been able to identify their electronic media responses, desires or the effectiveness of spots in influencing their buying decisions.

Recall one of the times where we asked them what they wanted and they replied with "More Rock-Less Jocks". And here we are - still pooched.

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Connoisseur Makes Wholesale Changes On Long Island


Now that the closing is official and WALK AM/FM on Long Island is part of the Connoisseur family, the company has made a host of changes in that market. Most notably, WALK GM Jim Condron will take a corporate position as senior vice-president of regional strategy. Long Island Market Manager Dave Widmer (pictured), who has been overseeing WKJY-FM (K98.3), WBZO-FM (B103), WWSK-FM (94.3 The Shark), and 1100 WHLI-AM will add WALK AM-FM to his responsibilities. A few employees were let go after the closing. Here are the other promotions and changes Connoisseur made in the market.

-- WALK Program Director Patrick Shea has been promoted to Long Island operations director and will oversee all programming and programming personnel for Connoisseur Media Long Island.
-- WALK Assistant Program Director/Music Director Tommy Conway has been promoted to WALK program director.
-- WALK Local Sales Manager Paul Anthony has been promoted to general sales manager and will share responsibilities of that position with current Connoisseur Media Long Island General Sales Manager Janine Johns.
-- WALK Regional and National Sales Manager Arny Levy will add the current CMLI radio stations to his representation of properties on the regional and local levels.

-- Connoisseur Media-LI Director of Sales Darren Diprima will continue in his role of overseeing the advertising and sales departments. Both Janine and Paul will report to Darren.
-- CMLI Business Manager Kristen Duran heads up the cluster?s business office and is joined by CMLI Business Manager Assistant Seeta Ramroop who will continue to oversee the daily business activities of the company.
-- CMLI Marketing Director Alissa Marti will add WALK to her management responsibilities and heads up the CMLI marketing and promotions department.
-- WALK Promotions Coordinator Mike Keeney is being promoted to promotions manager and will share responsibilities of that position with current CMLI Promotions Manager Mike Randazzo and CMLI Promotions Assistant Joe Carucci.

-- Heading up the Connoisseur Media Long Island digital department will be current CMLI Director of Digital Sales Lisa Phillips. Lisa will add the WALK digital platforms and revenue development initiatives to her management responsibilities. 
-- CMLI Digital Program Director Jon Daniels will continue to oversee the digital platforms for each brand and will add to his management responsibilities. 
-- Connoisseur Media Long Island Production Director Sean Lynch and Production Manager Rob Rush will oversee and manage all creative on-air production and imaging capabilities.
-- WALK Digital Marketing Director Joe Varecha has been promoted to Group Digital Content Manager.
-- CMLI Graphic Designer Don Israel will oversee all of the graphic initiatives on each of the clusters digital platforms.
-- CMLI Digital Coordinator Roseanne Sheridan will continue in her role and will add WALK to her responsibilities.
-- Engineering and technical operations including WALK AM-FM will be led by current Connoisseur Long Island -- Chief Engineer Mike Glaser who will be joined by WALK engineer Jesse Sayre in overseeing the technical operations of the market.
-- CMLI Farmingdale receptionist Jamie Mazzo will continue in her role as first impression specialist. 
-- CMLI Traffic Director Antoinette Rodriguez will be joined by WALK Traffic Coordinator Jennifer Romeo in the combined Farmingdale operation. Together they will be responsible for all commercial and programming on-air coordination of commercial content.
-- CMLI Continuity Director Alyssa Ferraro will add the WALK continuity responsibilities. Alyssa will work closely with the traffic, production, programming, and sales departments.

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Saturday, September 27, 2014

(SALES) Anatomy of A Murder


At some point in my sales career, I emerged as the top revenue producer for my employer. Much of the credit for that happy result goes to my managers who were both excellent teachers and very, very patient. Absent their nurturing, my story could have had a very different ending. In my early days as a seller, I really killed it.

In today?s twisted vernacular, ?killed it? is an exclamation of success. But that phrase had a much more literal application to the results of my work as a fledgling seller. New prospects were lucky to survive my early style (or lack thereof) as I snuffed potential deals left and right.

As I consider possible topics for my monthly blogs, my routine is to review my own past mistakes and turn them 180 degrees into positive prescriptions for successful performance. But this time, for a change of pace, I?ve decided to provide only the negative side, leaving the heavy lifting to you. So here are five of the worst habits I struggled to overcome:

1. Convinced that I had been blessed with ?the gift of gab,? I put this talent on display early and often. Other than, ?How are you?? it was usually 20 minutes into my conversation (monologue) with new prospects before I ever asked a question. After all, whoever heard of ?the gift of listening??
2. I loved to debate my clients, arguing the factual and logical merits of their objections. This habit was pretty useful during my three years in law school but, in the real business world, not so much. I was oblivious to the fact that many buying decisions are emotionally driven, based on silly things like trust or friendship.
3. The content of my client proposals was defined, in large measure, by where I stood relative to achieving my monthly budget. If I were close to that magic number, prospects were asked for a modest investment and, of course, vice versa. Customers often recognized that my presentations were designed to meet my needs, not theirs.
4. Price integrity was not part of my vocabulary ? I was all about writing orders. Rather than waste time trying to justify a premium to a customer, I found it easier to argue the case for accepting a bad deal with my managers. That way, the onus for losing a piece of business fell on them rather than me.
5. My desks (office and home), car, briefcase, and (yes) bathroom were littered with scraps of paper. I was good at writing down anything important but the idea of collating my notes into a single tool had escaped me. I was too busy to be organized and my gross inefficiency resulted in missed deadlines and forgotten ideas.

I could fill many more pages with the ?sins? I committed as a novice salesperson. But I?m pretty sure that my Top 5 would show up in the autopsies of most dead deals. Fortunately, I was coachable and I got much better at my craft. Were it not so, this article would have been titled The Death of a Salesman.

So, besides the entertainment value of my confessional, what might managers and sellers take away from exposure to my weaknesses?
? Stop laughing at me long enough to consider whether there are any signs of my bad habits in yourself or your staff. If so, address them now. Remember, the purpose of education is to turn a mirror into a window.
? When I was a stumbling rookie, would you have recognized my bright future or would you have dismissed me as a lost cause? The trick for managers is to correctly identify the new sellers with both the ability and willingness to learn from mistakes. And to have patience?lots and lots of patience.

Jon E. Horton is the author of The 22 Unbreakable Laws of Selling available in both paperback and Kindle versions from For more of his blogs, please visit Comments to

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(SALES) It's Apple Picking Season…


Labor Day weekend marks the start of apple-picking season. It happens every year. The anticipation of fresh new apples starts around mid-June. Then the speculation begins as to how good the crop will be this year. If last weekend was any indication, this crop is the best ever.

In the first 24 hours of availability, over 4 million orders were placed. Yes, Apple?s iPhone 6 and iPhone 6 plus appear to be a hit. (You thought I was talking about fruit!) You don?t really think that apple harvest time and Apple?s new product release time every fall is just a coincidence do you? It?s all part of an amazing brand strategy.

Carver (my son) and I love this time of year. It?s fall update season. This happens every year. There is no surprise here, yet listen to the news and you would think, ?Wow, this has never happened before.?   

Love Apple or hate Apple, you have to respect and admire the brand loyalty and the amount of free advertising they enjoy. For the past several months the technology world was abuzz with leaked photos, anticipated features, and speculation on new design and enhancements. The haters are responding to blogs, posting their own articles, ridiculing this ?cult-like? following, ridiculing the products, and suggesting that the brand they use is far superior.

Blog responder ?dennisclemente? says on All Things D: ?There is a bigger picture not many people realize in a sluggish US economy. Apple already contributes a big part to GDP. It could boost GDP by $3.2 billion in the fourth quarter, keeping some (not all) American jobs.? 

Wow, that?s big stuff!

On the other side, blog responder ?chrisD? says: ?Besides blind iSheep who really cares about this? Gee a new iPhone with slightly better processor and screen and some other tweaks, boring as usual. I bet iSheep will still line up for hours for it. Comical?  

Why are people so loyal? Here are my top four speculations:

1. It just works. More than a marketing slogan or funny commercials, when I get a product from Apple, I tear open the box and begin using it right away. Ease of user experience is a major cause of brand loyalty.

2. It began as a ?cause,? not as a company. Steve Jobs and Steve Wozniak set out to ?challenge the man.? They believed that by creating a personal computer it would give the common man a ?level playing field? to big business. The cause of ?sticking it to the man? resonated and inspired people.

3. Consistency of purpose. For years Apple has demonstrated this ?stick it to the man? mentality by thinking differently. Just a few years ago we had to buy entire CDs or albums to get the song we wanted. Apple changed that and now we buy songs. Every innovation from Apple has a consistency of purpose behind it: To enhance or make life easier for the user.

4. It?s cool, therefore I?m cool. For years, those of us fascinated with technology were called ?geeks.? Apple changed all of that and made us cool. They don?t even make a pocket protector.

How Apple did it, is a bit more difficult to explain. I believe some of it was carefully crafted strategy and some of it was just luck. From a branding and sales strategy perspective, there are five things I can point to in an effort to explain the success:

1. Positioned as ?Cool Underdog.? Psychologically this caused people to ?cheer? for them. Bill Gates and Microsoft had a virtual monopoly and represented ?the man.? 

2. Controlled distribution channels. You can?t buy Apple products just anywhere. While this may seem counterintuitive to the ?get it to the masses fast? approach, by controlling the distribution, Apple controls the customer experience. Because of this, Apple is famous for customer experience. Even the way they package their products is ?cooler? than anyone else.

3. ?Genius? reputation. Go to a big-box store that sells computers and the last thing on your mind when talking to a salesperson is ?genius.? Go to an Apple Store and the employees all have the familiar blue shirt with a tag around their neck and you instantly refer to them as ?genius.? They even have a ?Genius Bar? for you to get help.

4. Apple products play/work well together. Once you?re ?in? you?re kind of ?stuck,? which is of course part of the plan. Your iPod, iPhone, and iPad can all share the same content as your Mac. Effortlessly synchronize devices with no wires. The software seems made for the device and user. You don?t have to read a For Dummies book to figure Apple products out.

5. Created perceived need. Apple creates products we didn?t know we needed, but now can?t live without them. Before the iPad you would have asked, ?Why in the world do I need a device that does nearly everything my laptop does? It?s an iPhone x10 in terms of size but it can?t make calls? Who needs that?? Now it?s the Apple Watch. Do we really need another watch? No. Bet they sell millions.

Just last week at the Radio Show in Indianapolis I noticed John Potter of the RAB wearing a smart watch. I told John that I was intrigued by the Apple Watch, but wasn?t sure I actually needed it. He told me that he felt the same way about his Samsung watch. It was given to him as a gift, and at the time he didn?t realize he needed anything like that, but now he won?t leave home without it.
There is something very magical that happens in Cupertino (hometown of Apple?s headquarters). This is a bonus point, because I can?t figure out how they?ve done it. If you own Apple products and you even consider looking at another product, they have created such a loyalty in their customer base that looking elsewhere causes guilt or feelings of ?cheating.? I have admired the Galaxy line of phones from Samsung and often thought to myself, ?If iPhone didn?t exist, I?d buy one of those.? Apple doesn?t just exist, they dominate the hearts and minds of their customers.

Don?t forget Apple started in a garage in California with two quirky and passionate guys. What they?ve created is magical, but repeatable if you?re wiling to invest the time and effort into your brand. Gaining the global recognition Apple has achieved would be a huge undertaking. Locally however, in cities and towns across the globe, independent businesses are able to dominate. Apple stirs the powerful emotions of love and hate in the marketplace. They are doing this because they use a consistent repeatable brand marketing strategy:

? Consistency of purpose.
? Consistency of brand.
? Consistently exceeding customer expectations.
? Consistently learning and innovating.

Is there anything on that list that can help your business? Anything that can help your sales career? If you take each of those factors and identify your own strengths and opportunities, you might enjoy a better harvest.

Jeff Schmidt is EVP and Partner with Chris Lytle at Sparque, Inc. You can reach Jeff at
Twitter: @JeffreyASchmidt

(9/24/2014 10:45:57 PM)
What a mindless article. 400,000 march in NYC because the planet is burning up, and all you can do is glorify America's insane consumerism. Pumping out more crap that we don't really need, and polluting the environment even more. I hope you enjoy your toys, Mr. Schmidt, because they come at a much higher price than you realize.
(9/23/2014 12:28:24 AM)
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Dealers' Advice For Radio On The Connected Car

Radio has long been intimately involved with cars and car dealers, and it's been a great relationship. But now it's time to take a look at car buying, and the whole ownership life cycle, from the perspective of today's connected consumer. How will these savvy consumers research, buy, and get service for  their vehicles going forward? And how can radio keep its place as a key part of the process? What new services can radio offer to consumers and to those all-important auto-dealer clients?

At the DASH conference, you can be part of a lively discussion on radio and its relationship with dealers in these always-connected times. After a special presentation by voice artist Lee Alan Reicheld on the importance of radio creative, you'll hear from both the radio and the dealership sides on this topic that's so important to radio's future.

DASH, hosted by Radio Ink, Jacobs Media, and Shuman Consulting Group, is coming up soon: October 15-16 in Detroit. Every car will be a connected car before you know it -- don't be caught unprepared. Register today!


Paul Jacobs is VP/GM of Jacobs Media and runs its successful mobile apps division, JacAPPS, which has produced apps for such brands as C-SPAN, Dan Patrick, and stations including WEEI/Boston and WRIF/Detroit. Jacobs began his radio career in sales, working for and running stations in Dallas and Detroit, and in 1991 joined his brothers Fred and Bill at Jacobs Media. Paul Jacobs is known as a leading radio consultant, specializing in generational marketing, sales development, and research.


Bruce Goldsen is president and co-owner of Jackson Radio Works in Jackson, MI. He began his broadcast career on the air and has served as program director for WINE-AM/Danbury, CT; WTFM-FM/Kingsport-Johnson City-Bristol, TN; and WIVY-FM (now WXXJ)/Jacksonville, FL. Goldsen is an NABPAC trustee, and served a six-year term as the elected Michigan representative to the NAB's radio board. He and his wife, Sue -- co-owner of Jackson Radio Works -- are both past chairs of the Michigan Association of Broadcasters and have both been inducted into its Hall of Fame. Bruce is also past chairman of the Michigan Association of Broadcasters Foundation.

Bob Shuman is president of Shuman Chrysler Dodge Jeep Ram of Walled Lake. A third-generation dealer/owner, Shuman began his career practicing law with the firm of Beier Howlett in Bloomfield Hills, MI, rising to partner. After 10 years, he left the firm to take over the family dealership in 1997, upon the retirement of his father, Richard T. Shuman. As chairman of the North American International Auto Show 2014, Shuman oversaw of one of the world's top auto shows. He and his executive team met with automaker representatives around the world to ensure that the NAIAS continued to present one of the finest auto shows in the world. Shuman's dealership won the 2013 Dealer of the Year award from, the consumer-driven online website for anyone seeking third-party information on more than 20,000 auto dealers in North America.

Special Presentation:

Lee Alan Reicheld is a nationally known producer of television, film, radio, creative concepts, music, and commercials. He is a recognized expert in the field of agency sales and marketing, as well as a sales trainer, musician, composer, and published author. Before entering the advertising business, his career in broadcasting was legendary, and he served at one time as program manager/director for ABC Radio's WXYZ/Detroit. Reicheld has produced radio and television programs for CBS, ABC, NBC, cable, and syndication. As a motivational speaker he has visited 22 states and three foreign countries speaking to National Auto Dealer groups, the NADA National Convention, and dozens of state retail associations.

DASH 2014
October 15-16
Westin Detroit Metropolitan Airport Hotel
Detroit, MI

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HOT 97's Funk Flex Part Of Advertising Week


Lithium Technologies is hosting a panel during Advertising Week called, ?Turn the World into Your Publisher.? On that panel will be HOT-97 New York's Funk Flex along with the founder of Klout, Joe Fernandez, COO and partner of United Entertainment Group David Caruso, and recording artist Corey Andrew. Adweek?s Garett Sloane will moderate. The panel will explore why celebrities and marketers need to identify and nurture relationships with the people who can make or break their brand ? their superfans. Flex will discuss how he's catapulted his brand into the digital era.

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(RADIO'S STORY) The New Media That Delivers


That new media is the original publisher of relevant audio content: radio.

Today's radio is alive, vibrant, evolving. Radio now creates compelling content, be it audio, video, pictures, written word, or user-generated. Radio is interactive with our audience through our digital platforms and on-site events. Radio has dedicated local street teams that can bring our audience face to face with our advertisers.

I preach to the choir, but all of us have felt the impact from smaller or non-existing budgets for radio from major national and regional accounts. Our industry must unite and tell this powerful story and tear down the perceptions our competitors have used to reposition us and try to shrink our image.

We have to reeducate how our medium has evolved, demonstrating that we are effective and efficient. We need to meet with the CMOs of the biggest companies and the presidents of the major agencies. iHeart Media CEO Bob Pittman has on behalf of his powerful platform. CBS Radio and Cumulus also possess the scale and are doing the same, speaking with national and regional advertisers.

The rest of us need to unite, aggregating our platforms under one umbrella. A possible working title: Independent Publishers of America (iPoA). We need a leader that will step up and help coordinate our efforts. The RAB could be the vehicle to facilitate our mission. Remember, working together ?all boats rise.? We do not compete with each other. We only compete on how well we can deliver on behalf of our audience, advertisers, employees, and the communities we serve.

Radio possesses tremendous scale, plus pinpoint targeting and engagement. The massive reach is a result of the entertaining and informative content we publish for the local markets we serve. Radio still creates ?Theater of the Mind? messaging, and now we can show our advertisers products and services online through video, pictures, and articles. We develop custom-content pages filled with relevant information for the consumer who is interested in a product or service, and provide that prospect a gateway to interact with the advertiser. Our local marketing teams allow our advertisers to touch prospective consumers through our events and custom promotions.

?         Massive reach: 92 percent of all Americans 12+ listen on-air every week.
?         Millions more listen though our streaming and engage with our digital platforms.
?         On-site we connect people with advertisers at our promotions, community events, and custom programs.
?         Radio is extremely efficient and effective, delivering a $6 to $1 ROI

Radio is the new media publisher everyone is hearing about. Effective for advertisers through our massive reach and ability to deliver granular engagement on-air, online, on-demand, and on-site. That's the new media we need to re-introduce to the advertising community and proudly pound the doors down that are impacting our growth.

I love this medium and feel blessed to be working for the forward-thinking owner-operators at Connoisseur Media. Jeff Warshaw, Mike Driscoll, and David Bevins get it. They are investing in the resources to provide live and local premium content delivered on the device the end-user is most comfortable with; tools to help our sales organization understand the sector and businesses they work with so they can be a valuable resource to ensure our advertisers reach and engage their target consumer; a digital platform that expands the reach and engagement of the audience; and marketing teams that create fun and compelling events. Many of the great companies of our industry are doing the same thing. We need to unite and enlighten advertisers and their agencies about the new media publisher that delivers massive reach and granular engagement?radio!

Please allow me some poetic license when I paraphrase, in closing, the immortal words of JFK: Ask not what your station(s) can do for you, rather, ask what you can do to spread the word about our industry and the value it provides its audience, community, advertisers, and employees.

Time to stop preaching to the choir and to get out and proudly position our powerful medium.  Brothers and sisters, can I get an Amen!?

Andrew Rosen is general manager of the Connoisseur NJ|PA properties. To share your thoughts, comments or sarcastic comments, he can be reached at

(9/25/2014 8:25:59 AM)
So long as the outside world perceives radio to be a medium run by incompetent, greedy-guts, corporate sows-at-the-trough that refuse to upgrade their products and services, there will be no congruent story that will serve to turn this hulk around.

There isn't a corporate radio executive around - who isn't already lost in a morass of delusion - who can, clearly and with confidence, say they are doing everything they can to improve radio's lot.

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Thursday, September 25, 2014

Schaffer To Host Mornings On WWWM/Toledo


Denny Schaffer will debut Monday in mornings on Cumulus Media's Hot AC WWWM (Star 105)/Toledo. He most recently did wakesups on WRNO-FM/New Orleans; the new gig marks a return to Toledo for Schaffer, who was previously on the air on WSPD and WVKS. He'll be joined by Tricia Courtney Tischler and Suzie Moser ("Susie the Board Op"), who were also on the Schaffer-hosted Breakfast Show on WVKS.

Cumulus/Toledo VP/Market Manager Andy Stuart called Schaffer a "magnificent talent." He said, "His ability to engage an audience is rare, and we are all looking forward to working with him on the new Star 105. Our desire to bring him back to Toledo is further evidence of the commitment Cumulus Media has to attracting great talent to our company."

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Wisconsin Station Sold To Big Radio


Another in a flurry of Friday sales announcements: Alliance Communications' WGEZ-AM/Beloit, WI has been sold to Big Radio for $150,000. Big Radio is based in Monroe, WI, and has other stations in Wisconsin and Illinois. Kozacko Media Services was the exclusive broker for the transaction.

Big Radio owner Scott Thompson said, "WGEZ will be a great addition to the Big Radio brand of 'live and local.' WGEZ will move off the satellite and will be staffed by local people so the Beloit community will benefit from seven days per week of news, weather, and sports coverage with their five-person news team."

WGEZ has been airing an Oldies format.

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Wednesday, September 24, 2014

Former CT Gov, WTIC Personality Found Guilty Of Campaign Violations


Former Connecticut Governor John G. Rowland, who also formerly hosted afternoons on CBS Radio's WTIC-AM in Hartford, has been convicted of violating federal campaign laws by hiding consulting fees he received from an unsuccessful Republican candidate.

Rowland was convicted of conspiracy, falsifying records to obstruct an investigation, causing false reports to be filed with the Federal Election Commission, and exceeding campaign contribution limits. The scheme reportedly involved Rowland's being paid about $35,000 through a business run by Brian Foley, the husband of the candidate, Lisa Wilson-Foley, rather than through Wilson-Foley's campaign.

Rowland spent 10 months in prison after being convicted in 2004 of taking bribes from state contractors during his time as governor.

Read more here.

(9/19/2014 6:10:32 PM)
Ex-US Officials Demanded a 30 Billion Dollar Bribe (and work closely with members of US Congress,.)

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Finger Lakes Radio Goes To Long Point


Finger Lakes Radio Group is selling its stations to Long Point Communications. The stations -- WNYR-FM, WLLW-FM, WFLK-FM, WGVA-AM, WCGR-AM, WFLR-AM, and WAUB-AM, and five FM translators -- cover most of the New York Finger Lakes region. Bob Mahlman Jr. of the Mahlman Co. represented Long Point in the deal.

The stations sold for $3.38 million, and the deal is expected to close around the first of the year. Long Point is headed by Bruce Danziger.

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Former Radio Ink Rep Dale Tucker Passes


Radio Ink is saddened to report that Dale Tucker, a consultant at Tucker Broadcast and former director of technical sales for Radio Ink, has passed away. He was a broadcast veteran who also served at one time as regional sales manager at Radio World. Tucker was also a former chairman of the Sacramento chapter of the California Historical Radio Society.

Tucker passed away last Sunday.  CHRS board member Philip J. Montego Jr. said, "Dale was a good friend and a good man. He will be missed. Our deepest sympathies and good thoughts go out to [Tucker's wife] Kathy and family."

Information on services is pending. All of us at Radio Ink extend our condolences to Dale's family and friends.

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iHeart's X-107/Columbus Becomes 106.7 The Beat


And as the moniker change suggests, iHeartMedia's WCGX/Columbus goes from Alternative to Urban, playing "Columbus' Real Hip Hop & R&B."  Potential rivals for the new Beat: Radio One has a CHR/Rhythmic in the market, WCKX-FM, along with Urban AC WXMG-FM.

The website has made the switch as well, of course: See it here.

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Simmons Study Loses MRC Accreditation


In an unusual move, the Media Rating Council has withdrawn its accreditation for the Simmons National Consumer Study, including the Simmons National Hispanic Consumer Study. The accreditation had been in place since 2005; the MRC says its audit found "declines in service performance metrics," and that Simmons is taking steps to address the concerns.

The MRC's the decision was based on an independent audit of the 2012 Simmons National Consumer study; the audit was reviewed by an audit committee representing media, agencies, and advertising, and Simmons was given the opportunity to respond to the results.

MRC Exec. Director/CEO George Ivie said, "We are pleased that Simmons remained committed to the MRC accreditation process and that they are undertaking actions to address the audit matters. Simmons announced their intention to work closely with MRC, and we look forward to a time when accreditation of the Simmons National Consumer Study can be reinstated."

The quarterly Simmons study covers major media usage, consumer attitudes and opinions, and demographic and lifestyle information.

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Adams Buys Eight From Great Scott


Great Scott Broadcasting has agreed to sell eight of its stations in the Salisbury-Ocean City, MD market to Adams Radio of Delmarva Peninsula. The deal includes WGBG-FM and WJWK-AM (both licensed to Seaford, DE), WJWL-AM and WZBH-FM (both licensed to Georgetown, DE), WKHI-FM (licensed to Fruitland, MD), and WOCQ-FM (licensed to Berlin, MD), along with two FM translators. Kalil & Co. was the broker in the transaction.

Adams President/CEO Ron Stone said, "We are very excited to join the broadcast community in Salisbury-Ocean City! This cluster is another rare opportunity to acquire a company that has been in the same family for almost 50 years. We are honored to be chosen by the Scott family to be the next stewards of these great stations. These stations are a great complement to the other markets we have acquired."

Adams Radio Group re-entered the radio business in July, and this is its fourth cluster; the group also has clusters in Las Cruces, NM; Fort Wayne, IN; and in the Chicago suburbs in Northwest Indiana.

Jeff Scott of Great Scott said, "Our family has proudly served the Delmarva Peninsula for 50 years. We quietly listed our stations in hopes that we would find the perfect buyer that shares our values in serving the public. We believe Adams Radio is that company. We have no doubts that our family's tradition of high-quality programming will continue and the public will be well served by Adams."

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Tuesday, September 23, 2014

The Sports Beast In L.A. Announces Lineup


The live and local morning show will include Former L.A. Clippers and UCLA star Marques Johnson who's teaming up with Jeanne Zelasko. The show will feature the longtime voice of the Clippers, Ralph Lawler, and others. The rest of the weekday lineup includes The Jim Rome Show from 9:00 a.m. ? Noon; Fred Roggin, from 12 noon ? 3:00 p.m.; the tandem of ex-NFL player George Wrighster and radio/TV host and journalist, Brett Winterble from 3:00 p.m. ? 7:00 p.m.; L.A. Sports Today from 7:00 p.m. ? 9:00 p.m.; and Doug Gottlieb from 9:00 p.m. ? 11:00 p.m. The Beast 980 is also the flagship station of the Los Angeles Clippers.

The Beast 980 Weekday Schedule:

5:30 a.m. ? 9:00 a.m.       Marques Johnson / Jeanne Zelasko
9:00 a.m. ? 12:00 p.m.     The Jim Rome Show
12:00 p.m. ? 3:00 p.m.     Fred Roggin
3:00 p.m. ? 7:00 p.m.       George Wrighster / Brett Winterble
7:00 p.m. ? 9:00 p.m.       ?L.A. Sports Today?
9:00 p.m. ? 11:00 p.m.     Doug Gottlieb
11:00 p.m. ? 3:00 a.m.     The DA Show (Damon Amendolara)
3:00 a.m. ? 5:30 a.m.       Tiki Barber / Brandon Tierney / Dana Jacobson

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Torrez To Pick The Music For New York


Emmis New York Radio is bringing in TT Torrez as music director at WQHT HOT 97 FM. Torrez has worked in several markets throughout her 14-year tenure, including Charlotte, NC, Hartford, CT, Philadelphia, PA, and New York, where she was correspondent, writer, producer, and music programmer for Music Choice television. She has held both on-air and behind-the-scenes positions, most recently working as afternoon driver and music director for Radio One?s WCDX iPower 92.1 in Richmond, VA. Torrez starts her new gig at HOT 97 on October 1.

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More Time Spent With Pandora Than Facebook


For the first time, eMarketer broke out time spent with Pandora and says in 2014 U.S. adults will spend 7.1 percent of their daily time listening to Pandora. The time spent daily with Facebook is 6 percent. And perhaps the folks at Pandora now know how radio feels. Advertisers will only allocate 1.4 percent of their digital ad dollars to Pandora, a fraction of what they devote to Facebook. Facebook will receive 10 percent of the U.S digital advertising dollars. eMarketer says the reason for the big difference is that Pandora is often on in the background, and users can tune out the ads or simply not hear them.

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If You Say You'll Paint It, You Should Probably Paint It


Equity Communications in New Jersey, owner of WMID in Atlantic City, is on the hook for $20,000 after the Commission's enforcement bureau says the station's antenna structure was not properly painted and lit, reducing the structure's visibility. Agents also found an unlocked gate which is another no-no. After the original NAL the commission says it was told by management at the station that the problems would be taken care of. However, after two more inspections, the commission says nothing had changed so the fine of $20,000 is upheld. Read all the details HERE

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Fill Up Your Ideas Tank

At the DASH conference, coming up next month in Detroit, three presenters with exciting new products will get a chance to make their pitch in front of a panel of automotive and radio leaders -- and the DASH crowd. You'll see new companies with fresh ideas and innovations, as well as familiar names sharing their newest product lines and developments.

And as they make their case for a place on the digital dashboard, you can hear the details, ask questions, and learn about exciting new technologies -- and pick up some ideas for partnerships and new opportunities along the way. This is sure to be a fast-paced and fun session, and a chance to get in front of the pack on what's coming up on for the connected car.

DASH is presented by Radio Ink, Jacobs Media, and Shuman Consulting Group, and you need to be there. Register today.

Eric Rhoads, chairman and publisher at Radio Ink parent Streamline Publishing Inc., is a career entrepreneur, with 30 years of launching companies and media brands, creating startups, and building businesses, including over 40 years' experience in the radio broadcasting field. Rhoads also serves as a consultant and adviser to companies in media, technology, digital media, and art. Rhoads has hands-on experience in all functions of business turnarounds as a serial entrepreneur, building companies in radio broadcasting; radio syndication and programming; promotional products; publishing of magazines, books, videos, and websites; media brands and conferences; and launching of consumer products.

Scott Burnell is global lead, business development and partner management for Ford Motor Company. Most recently he facilitated the creation and launch of the Ford Developer Program, the first developer ecosystem for in-vehicle connectivity open to all global app developers. By creating partnerships with mobile apps publishers and developers, wireless network operators, and handset device manufacturers Burnell drives Ford's in-vehicle connectivity initiatives. Before joining Ford, Burnell had a successful career in the wireless industry.

Erica Farber is president and CEO of the RAB. She joined the organization in January of 2012 as EVP for membership, services, and professional development and rose to her current post later in the year. Before that she was CEO of radio consulting and Internet service provider the Farber Connection, founded in 2010. During her 15-year tenure at Radio & Records, she served as COO, president, publisher, and CEO. Earlier in her career Farber was VP/radio development Director at Interep.

Alan Taylor, CEO of Entertainment Radio Network, is an award-winning radio and TV host, a 30-year broadcast professional, and an automobile aficionado. In 1995 he founded Benchmark Entertainment, pioneering the business of creating radio shows as an extension of the magazines they represent; Benchmark orchestrated innovative partnerships with leading publishers to replicate their content on-air. Today Taylor partners with some of the nation's largest publishing houses, including Time Inc., Bonnier, and Rodale. At ERN, he hosts the popular weekend talk shows The Drive With Alan Taylor and Popular Science Radio.

Presenters (confirmed so far):
Pat Higbie, co-founder and CEO of XAPPmedia Inc., is an entrepreneur with a career of building technology firms from the ground up. He is building a culture at XAPPmedia that fosters ownership, commitment, and innovation from every team member and partner. Prior to XAPP, he was EVP at Xtone, and before that was founder and CEO of DataFocus. DataFocus was a pioneer in data modeling and relational database design and later developed NuTCRACKER.

David Taylor is director/connected services for Panasonic Automotive Systems Company of America. He joined Panasonic Automotive Systems in 2005 and now oversees a newly created business unit tasked with providing software and services to the automotive and related industries. As part of this role, Taylor concurrently serves as Managing Director of Aupeo! GmbH, a wholly owned subsidiary of Panasonic focused on providing global cloud-based audio technologies and services to car companies and consumers.

Register Now
DASH 2014
October 15-16
Westin Detroit Metropolitan Airport Hotel
Detroit, MI

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...And Tack On Another $10K For A Fence


Equity gets hammered with another $10,000, this one for not having a locked fence around WCMC-AM in Wildwood, New Jersey. Equity did not deny that a portion of its fencing was missing allowing unrestricted public access, but requested a fine reduction because it repaired the fence as quickly as practicable (it was destroyed by a hurricane) and it has a history of compliance with the Commission?s rules. The Commission denied that request. After telling the station to shut down or install a temporary fence, the Commission followed up with another inspection and found the station still on the air, and no fence. That didn't sit well with the agent, of course, and the fine was upheld. A fence was constructed a few days after the second inspection. Read the forfeiture order HERE

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Monday, September 22, 2014

Westwood Extends Partnership With Dr. Oz


The syndication network has extended its partnership with Harpo Studios and Dr. Mehmet Oz for the daily one-minute feature, Daily Dose with Dr. Oz. The feature airs on nearly 150 stations and in six of the top 10 markets. Dr. Oz said, ?Not a day goes by that I don?t get positive feedback from listeners of Daily Dose. My goal is to spread the message of good health ? body, mind, and spirit. Syndication with Westwood One helps to expand that message to an attentive and diverse audience."

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Washington's Jerry Phillips Dead At 75


The cause of death was multiple myeloma. Phillips worked the Washington airwaves for over 40 years, including mornings at WHUR-FM in the 70s and 80s, and as the host of Metro Talk on WBIG-FM and WTEM-AM. Phillips was let go from WBIG and WTEM in 2005 when the public affairs program was eliminated from the station. Check out the extended obit for Phillips in the Washington Post.

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GCN Takes Sanchez Show Daily


Genesis Communications says ?Pastor of the Media Airwaves,? Steve Sanchez is taking his weekend show daily. It will now be heard , host of The Steve Sanchez Show, will be starting his daily program, Monday, September 22, 2014 and will air from 8pm-11pm (CST).

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Barry Young Retiring From KFYI Phoenix


After nearly three decades with Newstalk 550 KFYI Phoenix, morning man Barry Young (pictured left) will retire in November. Young started on KFYI on April 27, 1987 as an on-air talent and PD. He said, ?Being a part of KFYI's growth and development from a new renegade start-up Talk radio station into one of America's great and mature heritage radio stations has been both a wonderful challenge and delight. It has been an incredible privilege to be an integral part of all this and to be a part of the day-to-day lives of so many thousands of our listeners, our neighbors, all across Arizona. Although I am retiring from a day-to-day Talk radio program, my heart will always be in broadcasting and at KFYI. I know that I will miss being on the air more than I can express, but I know I leave KFYI and all of our listeners in good hands.?

Listeners, friends, co-workers, and clients will have the chance to say goodbye to Young at the Barry Young Celebrity Roast in late October. Barry?s final day as a full-time show host will be November 7. Afternoon driver Mike Broomhead will take over mornings. Broomhead has spent five years hosting on KFYI and has added national duties on Glenn Beck?s Blaze Network.

Broomhead said, ?Barry Young is a legend in this business and will someday soon be in the Arizona Broadcasting Hall of Fame. It has been an honor to work with and learn from him. I'm looking forward to hosting mornings. I want to talk about the issues that concern all of us and find solutions that are best for Arizona. I?m not always right, but I always want what is best.? PD Neil Larrimore added, ?Mike is a superstar who has worked hard to earn this opportunity. He's a great host, but even more so, he's a good man. We?re so excited to move him into mornings at Newstalk 550 KFYI."

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Former WNIR Personality Files Sexual Harassment Suit

9-19-14 reports that former WNIR personality Maggie Fuller has filed the lawsuit against owners Bill and Bob Klaus accusing them of "abetting unlawful discriminatory practices, causing Fuller to lose $38,000 a year in income plus benefits, suffer mental anguish, humiliation and loss of reputation." Fuller left WNIR a year ago alleging the Klaus' declined to discipline morning man John Denning who was reported to have referred to her using a crude anatomical reference at a public event. At a station party, Fuller alleges Denning was in talking to listeners when he repeatedly called Fuller the C-word. Bill Klaus told, ?The allegations are completely without merit and we intend to defend this frivolous lawsuit vigorously.?

Fuller says when she was hired as part of the morning team at WNIR, she was ?required to endure a degree of sexual innuendo with her male colleagues.?And, Denning "repeatedly treated Fuller with hostility and disrespect on air and shut off Fuller?s microphone to prevent her from speaking during joint broadcasts, while the Klaus brothers tolerated and encouraged Denning?s behavior." Fuller did not return to work, considering herself ?constructively discharged? because of the ?ongoing hostile environment,? the suit said.

According to, the lawsuit asks that Fuller be reinstated at the station and compensated for lost wages, or if not reinstated, given lost income as well as ?future wages and benefits.? It also seeks $50,000 in compensatory and punitive damages. The Ohio Unemployment Compensation Review Commission later ruled that Fuller had just cause to quit and faulted WNIR management for its failure to discipline Denning for his outburst ?in a meaningful manner.?

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