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Sunday, November 30, 2014

How to Avoid a Bad Sales Hire.

11-26-2014

What does it cost you if you fail to screen out the poor performer or the non-performer? We try to bury this hard cold fact every time we look for a new employee. Our wonderful optimism takes hold and we say to ourselves: "This time it will be different." Yet, we continue to use the same process don't we?

First we either like or dislike their looks, their tone of voice, their smile, their sense of humor, their experience, their education, or who they know. So why doesn't it work?

Let's face it: Every time you use the same processes and make a bad decision, it costs you real money. First, your hiring time, onboarding time, training time, and let's see?. Oh yes, you are paying them for all of this time. We all know time is money, but we just forget when we are trying to pull this new individual on board. Some say it costs a minimum of $10,000 while SHRM says it can cost the equivalent of one year's pay.

I'd say it costs even more with these hidden costs we often fail to admit.

Note: The first part of this article/blog was written by Jon Morse, recruiting coordinator for Luce Performance Group. Jon has been working with potential sales reps for 14 years with our company. I always say you can't train a non-salesperson to be a salesperson no matter what. I've tried many times and it just doesn't work. You have to have the right fit and you have to match up these sales reps profiles of great sales reps that you either currently have on your staff or have had profile assessments done on successful sales reps at your disposal. The following bullet points came from Jon. I will answer them based on what I see in the field. I'm sure you will have your own thoughts on these statements.

?         Consider what the impact is on your other customers.
This is probably the biggest cost to your organization. It's also the biggest loss of credibility when you are turning over sales reps. I've gone into markets where the real loss of money easily would total over six figures annually on constant turnover of sales reps. I've also gone into markets where it's been a seamless transition where management has had a full bench to choose from and, in some cases, upgraded list distribution across sales reps and following the basics of account management which is putting your best reps in front of your best potential accounts. Seamless transitions mean hiring reps that are going to be the best possible fit for the job. Just hiring people for the sake of hiring them to fill a position is dangerous and they usually don't last very long. Therefore the loss of lots of money and credibility for your company.

?         Consider yours and other's time lost.
In my experience, it typically takes two years to get our return on investment from the training and money we put into new hires. Two years seems to be the break-even point. If they blow out before that we lose money proportionate to that timeline. If they stick for for years or more we tend to get quite a return on our investment from our sales reps.

?         Consider the emotional drain it has on you and your other team members.
It makes everybody look bad when you constantly have turnover. Some management-induced turnover from time to time is good and sets the bar for increasing performance standards. Sometimes it's good when a sales rep leaves for new ventures, as long as they have been there for more than your two-year break-even point. Other reps like reaping the harvest of ones who leave, and that in itself can prove disastrous if reps are provoking a non-team atmosphere. Cannibalism of reps and accounts occur and this leads to emotional drain, especially on management. Again, it comes back to hiring the right fit and right people for your sales job. Seems like the "right fit" is a constant here.

?         Consider all of those missed sales.
Here's where the competition cleans up. They wait for you to keep turning over your staff so they can pick off the new clients your new, though short-tenured, reps put up on your website, radio/TV stations -- loss of sales and high attrition for you and your company. In some cases, when you don't have strong management to train your new reps, the competition, if they are good, wait for your new reps to become dissatisfied and they pick off your new reps because you don't train them.

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

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TuneIn Now Available On Chromecast

11-25-14

Google's Chromecast is a thumb-sized media streaming device that plugs into the HDMI port on a TV. This integration will allow Chromecast users to stream TuneIn Radio content on their TV screens. The device works with an Android phone, tablet, iPhone, iPad, Mac or Windows laptop, or Chromebook. The cost of a Chromecast device is $35.



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It's Radio One Versus Cumulus Versus Hegwood

11-25-14

In a brand-new Classic Hip Hop battle that is. On the same day Radio One launched BOOM 102.9 FM in the city of Atlanta, Cumulus does the same. Radio One says its Classic Hip Hop format, which it has now launched in several markets, would feature artists such as Dr Dre, Missy Elliott, Notorious B.I.G., Jay Z, Ludacris, Snoop, and LL Cool. Cumulus will counter with Outkast, Ludacris, TLC, Jermaine Dupri, Goodie Mob, Bow Wow, Kriss Kross, and more. Cumulus is putting the station, which was Top 40, on a translator at 97.9-FM.

Radio One Vice President and General Manager Tim Davies said, ?We are thrilled to expand and diversify our music options for our listeners. Our listeners can enjoy soulful R&B, inspirational Gospel, cutting edge Hip Hop, and now Classic Hip Hop. We are full-service ? giving Atlanta an array of choices for their urban listening pleasure.?

Cumulus Atlanta Operations Manager Rob Roberts said, ?This is an exciting day for Atlanta radio. We are bringing a format that hasn?t been available and we?re thrilled to be the home of Classic Hip Hop.?

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Stitcher: We Want to Work With Norm

11-26-14

Todd Pringle is the Vice President of Products at Stitcher. Last night Pringle told Radio Ink that all of the content PodCast One has asked Stitcher to remove has been taken down. "We have removed all the relevant content in question, and have proactively reached out to Podcast One as we have done so. There is a small amount of content where owners have asked us to keep it up and we are trying to honor that while we work to resolve with Podcast One. If any of our owners of record for these shows ask us to take it down, or PodcastOne provides evidence of ownership, we will take these down immediately." Pringle also addressed Pattiz' request to show PodCast One an accounting of any revnue generated by Stitcher.

Pattiz has also asked Stitcher for an accounting of any money the company made from PodCast One shows, which is standard operating procedure when revenue is being shared. We asked Pringle if Stitcher has generated any revenue from the Podcast One shows and if the company would provide Pattiz with that information. While Pringle did say there was a revenue share, he did not address the accounting question or say whether or not Podcast One shows produced any revenue. "We share revenue with existing partners already and there's no reason we wouldn't do this with Podcast One shows." Pringle did address Pattiz' claim that subscribers can still download Adam Corolla's show. "Our subscribers have not had access to Adam Carolla."

We also asked Pringle of request to remove content is becomg a bigger problem for the company. "We have received a small handful of similar requests in our 7 year history of hosting 30,000 shows, and we've always been able to arrive to a solution with the content provider. The podcasting ecosystem has thrived on open and mutually beneficial relationships, we believe the way we grow this industry is by working together with the common goal of growing listening. Stitcher provides widespread distribution, discovery tools to drive new listeners and advanced analytics to our partners.  We are optimistic that we will be able to reach a resolution with Podcast One and ensure that Stitcher listeners will have access to these great shows. We have met with and reached out to Norm in an effort to come to an understanding that works for Podcast One, who we have a lot of respect for and hope to work with in the future.

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SiriusXM Launches Hungerthon Charity Auction

11-25-14

For the sixth consecutive year, many of SiriusXM's music, talk, and sports channels will participate in WhyHunger's annual Hungerthon campaign by helping to promote WhyHunger's online auction of rare memorabilia and experiences donated by popular musicians, athletes, and celebrities. WhyHunger is a non-profit organization founded by the late Harry Chapin and current executive director and radio host, Bill Ayres.

Hungerthon auction items include trips to meet and see Kenny Chesney and Jason Aldean; a trip to Las Vegas to see Willie Nelson; autographed guitars from 5 Seconds of Summer, Big & Rich, Doobie Brothers, Billy Idol, Jackson Browne, Weezer, Slash and Santana; tambourines autographed by Stevie Nicks and Alison Moyet; autographed drumheads by Dave Grohl, Nick Mason, and The Allman Brothers Band who signed the drumhead on the night of their final performance as a band; an autographed ukulele by Colbie Caillat; autographed posters by Tom Petty and Motley Crue; an autographed skate deck by Pearl Jam; tickets to concerts for Phish, Jimmy Buffett, Calvin Harris on New Year's Eve, Kidz Bop, "The Lights All Night Festival," and to Elvis Presley's Graceland, the Rock and Roll Hall of Fame and Museum, Jazz at Lincoln Center, the Metropolitan Opera, the Grand Ole Opry and the 2015 Daytona 500; lunch with Marky Ramone; signed Mike Tyson boxing gloves and much more.



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WSOU Collects Hundreds of Pounds of Food

11-26-14

The New Jersey student-run radio station at Seton Hall University completed a food drive for donations of nonperishable food for the Community FoodBank of New Jersey. Spearheaded by station manager Erica Szczepaniak, hundreds of pounds of food and money was collected. The donations came primarily from students. Szczepaniak said, ?We wanted to engage the campus community in a different way. Remotes in the University Center are great, but with food insecurity continuing to be a major societal  issue, we felt it was important to use the power of radio to get people involved in helping others.? 

Szczepaniak noted that Feeding America?s Hunger in America 2014 national report found that 900,000 people in the New Jersey rely on food banks and that the demand for support from organizations like the Community FoodBank of New Jersey remains high despite an improving economy.  ?Children and adults in New Jersey who go hungry will continue to be an issue in the years ahead.  That is why WSOU will expand its efforts in 2015 to bring greater awareness to problem of food insecurity in the garden state,? Szczepaniak added. 

WSOU began broadcasting in 1948 and was the first college FM radio station in New Jersey.  Celebrated for its loud rock format and coverage of Seton Hall athletics, WSOU?s signal reaches all five boroughs of New York City and much of northern and central New Jersey and is available on iHeartRadio.   More information about the station can be found online at http://www.wsou.net/ and www.facebook.com/WSOUFM.



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Saturday, November 29, 2014

Pattiz Is Serious About Protecting Content

11-25-14

The disagreement over content between PodCast One and Stitcher is heating up. Late Monday PodCast One CEO Norm Pattiz sent out a press release stating Stitcher (now owned by Deezer) was stealing PodCast One content. Pattiz not only wants Stitcher to take Podcast One's content down, he wants an accounting of any revenue Stitcher generated selling that content. Pattiz told Radio Ink last night this is similar to what we're seeing on the TV side over content and there's finally someone big enough to stand up for these podcasters.

When we reached out to Stitcher for a comment Monday, they responded, "The content in question was removed a few weeks ago when the PodcastOne team reached out. We hope to find a solution with PodcastOne quickly, so the Stitcher audience can enjoy the great shows that are affected." However, after seeing that statement, it doesn't appear Pattiz, while encouraged by that it, doesn't believe it's entirely true. "If they meant it, we're open to having a conversation, but to be clear nobody is going to access the programming for free."

While Patiz agrees some of the content has been taken down by Stitcher, he says subscribers still have access to it. He wants all of it removed and says the people and comapnies PodCast One represents support him. About 10 percent of the content on the PodCast One website NPT shows, for example, are non-exclusive.

PodCast One was demanding these shows, among other, be removed from Stitcher: Adam Carolla, Clark Howard, Dan Patrick, Carcast, The Dr. Drew Podcast, Rich Eisen, Yahoo! Sports Radio, Barstool Sports? #Mailtime and KFC Radio, Loveline, Adam & Drew, Ace On The House, Alison Rosen, Penn Jillette, This Week with Larry Miller, Jay Mohr, Afterbuzz, Steve Austin, Chris Jericho, Ross Tucker, Schmoes Know Movies, Film Vault, If I Were You, and many other successful podcasts.

The Stitcher.com website lists The Adam Corolla Podcast in its shows section. When you click on it, this is what comes up: "This is nuts. Our apologies. We can't seem to find the show you're looking for. Tap LISTEN above to browse over 25,000 shows." The same message came up for The Dan Patrick Show and The Rich Eisen Show. In the Stitcher app, shows like Dan Patrick and Adam Corolla and Loveline cannot be found in a search, however Jay Mohr can be.

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How to Outsell Everyone in Q1

11-26-2014

I'm going to make a bold prediction: First quarter is going to be lighter than the rest and it's going to be harder to get your fair share with all the competition out there.

I?m confident in making that prediction because I've heard it every year. Salespeople make it a self-fulfilling prophecy.

You could have the best first quarter and year you've ever had. Some will, some won't. The difference? Preparation.

Let's start with a definition of preparedness:

Preparedness refers to a very concrete research-based set of actions that are taken as precautionary measures in the face of potential disasters. These actions can include both physical preparations (such as emergency supplies depots, adapting buildings to survive earthquakes and so on) and trainings for emergency action. Preparedness is an important quality in achieving goals and in avoiding and mitigating negative outcomes.

According to the definition, preparedness includes both physical and mental readiness to face whatever is ahead of you. The one sentence that really resonated with me from the definition is: "Preparedness is an important quality in achieving goals and avoiding and mitigating negative outcomes."  Wow, it's that important.

In sales, and in less complex terminology, preparedness involves having the right attitudes and behaviors.

If your attitude is wrong, the behaviors won't matter much. So let's start with the right attitude. Here are the three vibes you should have with your clients:

1. I'm happy to be here
2. I know what I'm talking about
3. I love what I'm doing

The second component of sales preparedness is behavioral. Are you doing enough of the behaviors necessary to set yourself up for a great first quarter and 2015? Those behaviors can be broken down in to three categories:

1. Prospecting/New Business Development
2. Pipeline Management
3. Current Customer Maximization

The end of the year is a great time for "clean-up" and getting organized. With respect to each of those behaviors, let?s look at the types of things you can do right now.

Prospecting/New Business Development: We have a tool called the "Ten Most Wanted" list. It allows you to track the progress of 10 prospects through the 16-step sales process. I'm happy to send you the tool if you request it by email. At least 10-15 percent of your time each week should be devoted exclusively to prospecting and new-business development. This tool can help you stay focused.

Pipeline Management: Don't get "hooked on hopium." Clean out your pipeline of dead and dying deals. Research indicates that 90 percent of projected deals don't close when they are projected to close. Fifty-four percent of deals don't close at all. Is your pipeline filled with "hope?" Here is a good rule: If you are not on the calendar with a scheduled next appointment with your prospect or customer, then there shouldn't be any number in your pipeline for that client. Sound harsh? If you?re not important enough to be on their calendar, they aren?t close enough to be in your pipeline. Remove those clients and see how much you really have. Then you can adjust your prospecting or current customer maximization to meet your income goals.

Current Customer Maximization: Simple things you can do to ensure that you are providing unexpected service to your clients. The quickest way to increase your billing is to have your current clients increase their spending. Happy clients, clients getting results, spend more and renew without any issue.

As we end 2014, ask yourself:

? Am I happy to be here?
? Do I know what I'm talking about?
? Do I love what I'm doing?
? Am I devoting enough time each week to prospecting and new business development?
? Do I have enough real clients in my pipeline? (On the calendar for a next meeting)
? Are my current clients more than satisfied?

At the risk of sounding dramatic, the answers to those questions will reveal how prepared you are for 2015 and how much success you will enjoy in 2015. The beauty of a sales career is that you are single-handedly responsible for your preparation and readiness. The beast of a sales career is that you are single handedly responsible for your preparation and readiness.

Are you ready?

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

Twitter: @JeffreyASchmidt
LinkedIn: linkedin.com/in/schmidtjeffrey

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CBC Reaches Terms With Former Radio Host

11-25-14
This one was one of the biggest sex scandals our neighor to the north has had to deal with. Jian Ghomeshi has dropped his $50 million wrongful dismissal lawsuit against his former employer, the CBC, according to Reuters. Ghomeshi  will also pay the CBC's legal costs. The CBC fired Ghomeshi in October, saying it had received "information" that precluded it from continuing its relationship with the host. Ghomeshi posted on his Facebook page that he was fired because of his preference for consensual bondage, discipline, sadism, and masochism in sex. Toronto police are also investigating allegations of sexual assault made by three women against  Ghomeshi. He has not been charged. The CBC is also investigating allegations that Ghomeshi harassed or assaulted at least two of its employees. (Pictured courtesy Reuters)

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Let's Fire Up Your Sales Team!

11-25-2014

As we enter the final months of the year, there is a good chance that you will begin to observe a few signs of complacency, or even fatigue, settling in among your salespeople. They are already starting to look ahead, focused on hitting their annual goals, working with clients to secure next year's business, and seeking new prospects that will help them to hit their new business goals next year. We all know this has been a hard year. Your salespeople have worked to get every dollar out of their account lists. And their clients are feeling the pressures themselves; it's common to hear them talk about how tough it is out there on Main Street.

That is the exact reason this article is going to focus on how to fire up and jump start your sales team. It's time to get the swagger back and reinstate the optimism that was felt throughout the office earlier this year.

Everyone knows that when the sales department is fired up, sales tend to go up. Sellers enjoy coming to work, there is a positive vibe in the office, more work gets done, more results are noticed, and an overall "We can make it happen" spirit becomes the norm.

Here are five things you can do this week to light that fire.

Show them your vision of the future: It's natural for salespeople to want to know where they are going. This is the perfect time of year to clearly articulate your vision for the future and discuss how they will play a role in that future. Do this and watch the energy return to the sales team.

Share information: This is by far the easiest item to implement. A quick way to jump-start activity and fire up your sellers is to share information with them on what's going on with the company. I see it all the time. Recently I attended a sales meeting where the general manager shared with just the sales team some of the more important growth information. The response was incredible. It was amazing to watch their spirits being lifted on the spot.

Have fun: Yes, I said have fun. It seems like a no-brainer, but in reality it's not always easy. Fun is hard to manufacture, so you need to look for opportunities to make it happen. Find opportunities for the sales team to enjoy a shared positive experience and feel inspired as a group. But remember, fun does not always equal success, so make sure to find the right balance to achieve productivity and still fire up your sales team.

Share and recap the good stuff: This is sometimes overlooked, and yet it's very important. Share some of the great things that have happened in the past few weeks or months with your team. This can be done in a sales meeting, or even in a letter that you might send in the mail to their homes. Imagine the infusion of energy they would feel if they received a letter in the mail this weekend that recapped all the great things they have accomplished in the last three months, as individuals or as a team. The key here is that there can be no hidden agenda ? just a note of congratulations on what has been accomplished. That'll fire 'em up!

Set a new challenge: Carefully select a team goal that is attainable, yet challenging, and around which everyone can rally. Many of the clients I work with will implement a target account drive during the final months of the year to accomplish this. Make sure you set up a way to track your progress, and celebrate often.

I know I only promised you five ways to fire up your team, but I've got one more. One of my favorite things to do is to invite a very satisfied customer to come in and share with the sales team the successes they have had during the year and how your organization played a significant part in that success.

Take the time to jump-start your sales staff right now, when they need it most, and you will find an engaged and inspired team of sellers excited for the future.

Matt Sunshine is EVP of the Center for Sales Strategy. E-mail: mattsunshine@csscenter.com.

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Alpha Raises $945K For Kids

11-25-14

It was the Alpha Media Louisville's 6th Annual Kosair Children?s Hospital Radiothon which took place in the lobby of the Kosair Children?s Hospital. In the past 5 years, the stations have raised over $1 million dollars for the hospital. This year?s goal was to raise over $300,000, but with huge listener and sponsor support, the total was nearly equal to that of the past 5 years combined.

Alpha Media Louisville Market Manager, Dale Schaefer commented on the announcement, ?This was a total team effort with our on-air staff appealing to the community to give, our sales team bringing in corporate sponsors, our production staff creating heart-warming vignettes and the rest of our staff helping out in so many other ways. This wonderful event has driven our team for six years and we look to do it many more in the future.?



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2015 Chrysler 300 Adds HD Radio

11-25-14

Chrysler models equipped with the Uconnect premium 8.4AN system will now get HD Radio. The 2015 Chrysler 200 already offers HD Radio. Other Chrysler brands including Jeep, Dodge, Ram, and Fiat, which was announced last week at the LA Auto Show, also offer HD Radio receivers. HD Radio is or will be available as a factory-installed feature from all major auto manufacturers in the U.S.  The brands include Acura, Audi, Bentley, BMW, Buick, Cadillac, Chevrolet, Chrysler, Dodge, Fiat, Ford, GMC, Honda, Hyundai, Infiniti, Jaguar, Jeep, Kia, Lamborghini, Land Rover, Lexus, Lincoln, Mazda, Mercedes-Benz, MINI USA, Mitsubishi, Nissan, Porsche, Ram, Rolls-Royce, Scion, Subaru, Tesla, Toyota, Volkswagen, and Volvo. 



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Friday, November 28, 2014

L.A. Radio Tower Removed By Crane

11-24-14

The Los Angeles Times has the full story of the iconic radio tower which stood at the corner of Sunset Boulevard and Van Ness Street for over six decades. The iconic structure was taken down piece by piece and is being restored and relocated to its original location on the Sunset Bronson Lot in Hollywood next year. The tower was erected in 1925, and was one of two radio towers that served Warner Bros.-owned KFWB-AM. (Picture courtesy L.A. Times)

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Sports Talker on 12th Day of Campout For Homeless

11-24-14

Kevin Sutton from iHeartMedia's 740 The Game in Orlando has been camping out for nearly two weeks to raise awareness for the homeless. He's been outside a Best Buy near the Florida Mall. Sutton tells ClickOrlando.com, ?Being homeless isn't silly, its not a joke, and for people who are out there, it might be because it's their last option. Sutton is trying to live like a homeless person for 15 days, without warm meals. He's been documenting his experiences and posting them on social media.

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DiModica Joins WPFX In Toledo As LSM

11-24-14

Dana DiModica is the new local sales manager for Cumulus Toledo. She was previously general sales manager for Toldeo Radio Group's WPFX (107.7 The Wolf) in Toledo. Prior to that, DiModica held posts including local sales manager for Clear Channel in Findlay and Tiffin, OH, and account executive and traffic director for Clear Channel in Toledo and Findlay. She was also an account executive with NBC24 Toledo.



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Seinfeld, I'm Proud To Be An Ad Writer

11-24-2014

Jerry Seinfeld is the richest actor on earth. Google it. He?s worth $820 million.

You don?t make that kind of money working as a stand-up comedian in Atlantic City. You make it when companies pay to run ads during your hit TV show. Based on the advertising revenues it generated, Seinfeld (1989-1998) was the most successful show in the history of television.

Fast-forward to October 2014: Jerry Seinfeld wins a CLIO, an award that?s sort of like an Oscar in advertising. (In Greek mythology, Clio was one of the nine Muses and a daughter of Zeus. She was the recorder of great deeds, the proclaimer and celebrator of accomplishments, and a source of inspiration and genius.)

Jerry accepted his CLIO award from America?s advertising professionals by stepping up to the microphone and proving once again that you can say vicious things to people as long as you?re smiling when you do it. Jerry began his acceptance speech by maintaining that he didn?t deserve the award, but he?d take it anyway. ?I think spending your life trying to dupe innocent people out of hard-won earnings to buy useless, low-quality, misrepresented items and services is an excellent use of your energy,? he said. He went on to say, ?I love advertising because I love lying.?

The crowd laughed. Hah, hah, hah.

Jerry wrapped up his acceptance speech by saying that a lot of other people had craved winning a CLIO because ?it trumped up their phony careers and meaningless lives. So thank you all for this great honor and all your great work. I hope it makes you happy as you have made me happy for this five minutes of my life, which will last until I get to the edge of this stage, and it hits me that this was all a bunch of nonsense. Thank you, and have a great evening.?

Like all great comedians, Seinfeld is funny because he has the audacity to say what everyone else is thinking. It?s been his trademark from the beginning. So no, I?m not bothered that he insulted the people who were honoring him. The average American is probably delighted that he did it. After all, those annoying advertising people had it coming, right?

That?s one way to look at it.

I prefer to look at it through the eyes of Don Quixote de La Mancha, who, you will recall, did some amazing things while pretending he was a man who could do amazing things.

Yes, I am a professional ad writer, but I believe it to be a worthy profession. America did not become wealthy because of its natural resources. If natural resources determined the wealth of nations, Brazil would be the richest country on earth and Japan would be the poorest.

Americans enjoy the world?s most robust economy because we?re incredibly good at selling things to each other. If ever we lose our ability to convince each other to buy things, the American Dream will die.

So no, I?m not embarrassed to be the guy who convinces you to buy things you don?t need. If Americans bought only what we needed, we would never have progressed beyond kerosene lanterns and a hand-pump in the yard.

I can name dozens of American and Canadian companies that have collectively hired hundreds of additional employees because I came alongside to help them with their advertising.

I?ll bet you can do the same.

You and I are the people who stimulate the economy. The only thing we need to work a miracle is a business owner with a glimmer of courage and a story to tell, right? So never let anyone, not even a comedian, convince you that you?re anything less than the glistening Hope of America.

When the economy gets sluggish and everyone starts whining, who is it that kicks this nation in the ass? You and me, that?s who.

When people get scared and start to hang on to their money because some fool convinced them that a rainy day is just around the corner, who is it that wakes them up again? You and me, that?s who.

When a man?s life gets stale and the dreams of youth have faded to become a Monday-through-Friday sort of dying, who is it that gets that man on his feet again to laugh and dance like a king? You and me, that?s who.

When Jerry Seinfeld pauses to think about exactly who it was that put that $820 million in his pocket, who do you think he?ll want to thank?

You and me, that?s who.

Roy H. Williams is president of Wizard of Ads Inc. E-mail: roy@wizardofads.com.

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40 Most Powerful Meet in NYC

11-24-14

Last week Radio Ink held its annual reception to honor the 40 Most Powerful People in Radio. The annual event was held at the Harvard Club in New York City. Radio Ink publisher Eric Rhoads is pictured here with iHeartMedia CFO Richard Bressler and iBiquity CEO Bob Struble. Also in attendance were John Tesh, John Batchelor, Rita Cosby, Walter Sabo and many other dignitaries from the Radio industry. Go to our Facebook page HERE to see more pictures from the event.



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One Putt Paying $6.6 Million for Wilks Stations

11-24-14

Wilks Broadcasting is selling three stations in Fresno (KFRR, KJFX, and KJZN) to One Putt Broadcasting. Documents filed with the FCC reveal the price for theose three stations was $6.6 Million. One Putt is a partnership between John Ostlund?s JSA Broadcasting and Chris Pacheco?s Fat Dawgs. They are adding the three Wilks FMs to the sour stations they now have in Fresno.



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Thursday, November 27, 2014

JAM Celebrates Four Decades Of Success

11-24-14

Congratulations to the folks at JAM Creative Productions. JAM specializes in producing ID jingles for radio stations and this week is celebrating 40 years in business. Jonathan and Mary Lyn Wolfert founded the company in 1974 and they still run the business today. (JAM is an acronym for ?Jon And Mary Lyn?). The couple started by working out of their apartment which grew into a suite of offices, then a studio, and ultimately a custom building with offices and two recording studios.

Jon Wolfert says, ?All of our clients are important to us, and it?s difficult to pick favorites. But, as someone who grew up in New York, I?m amazed that a young couple who heard our work on WABC in the mid-70s could have had children who heard us on Z-100 in the 80s, and grandkids who are hearing us on WCBS-FM and WFAN today. We?re constantly adapting to keep things fresh, but we don?t lose sight of what works when it comes to creating a station?s image. That?s one reason why all of those different generations often remember, and can probably sing the names of, the stations they grew up with.?

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TechCrunch Gets Weekly Show On SiriusXM

11-24-14

The launch of the weekly show comes after the limited-run "TechCrunch Radio" series premiered at Disrupt San Francisco 2014. John Biggs, TechCrunch's East Coast editor, and Jordan Crook, TechCrunch writer and reporter, will host "TechCrunch Radio" as a weekly series. "TechCrunch Radio" will air Tuesdays starting today at 6 p.m. ET, with a replay at 6 p.m. PT, drive-time for both coasts, on Indie, channel 102. 



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(SALES) The Magic of New Media

11-24-2014

Every medium, from newspapers to TV, from radio to direct mail and the Internet, began as ?new media.? And the magic formula to advertising success in each new media has never changed.

Every new medium initially succeeds during the honeymoon period of new technology, solely based upon the magic of the technology itself. With the invention of the printing press, business owners were dazzled by technology that allowed them to reach larger audiences more efficiently than their previous marketing method, the door-to-door salesman.

It wasn?t long after Marconi invented radio that advertisers flocked to the technology that allowed their sales pitch to be mysteriously transmitted ?over the air? into the homes of their prospects and customers. In the beginning, there were no ratings, no ?accountability.? There was simply the magic of the message coming over the air.

Then of course there was TV, where local business owners would rush home to catch the magic of being able to see their business on ?the tube? during the six o-clock news.

The newest technology, the Internet, is currently enjoying that same magical honeymoon appeal. Compared to old print ads, the Internet and social media can reach more people at a much lower cost. And advertisers are as dazzled and confused about this new medium as they were about the new media that came before them.

As the myriad of media choices increases, advertisers have always asked the wrong questions. Questions like ?Which medium works best?? or ?How do I measure which medium gives me the best return??

The magic of new media technology is already wearing thin as new media salespeople are starting to hear, ?I tried digital, it didn?t work.? Sound familiar? You know that when advertisers said ?I tried radio, it didn?t work? that the problem wasn?t the medium, it was in the reach, frequency, or creative.

Professional radio account executives have learned not to rely upon the magic of technology, and they know how to create campaigns that work?.in any medium. Our success formula, is Reach X Repetition X Relevance of the Message?.the last R, of course, being the greatest multiplier of effectiveness.

Radio account executives who can help their advertisers focus on results instead of algorithms, key words, clicks, likes and followers, are performing a huge and valuable service to SMBs (small- and medium-sized businesses).

Ad agencies charge national advertisers huge fees to uncover and develop their USPs,(unique selling propositions) slogans, strategies, and creative. Radio account executives who deliver that same expertise and consulting for SMBs can insure that radio plays a significant role in local advertisers? campaigns and build sustainable advertiser relationships.

Your SMBs cannot afford to invest time and money in every available medium today, and will eventually rely on the media account executive who focuses on results.  

Since the dawn of advertising, over time, advertisers came to realize it?s not about the media, it?s about the message. And you have expertise that the techies have not yet developed?the ability to create campaigns that work.

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

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What Will Entercom do With the Red Sox?

11-24-14

The Boston Herald speculates that Entercom wants out of its relationship with the inconsistent baseball team. Market Manager Phil Zachary says that isn't so. ?We have two more seasons on our current contract and hope to continue the relationship for many, many years. I?ve had the privilege of doing rights deals with a number of pro and collegiate sports teams over the course of my ?career, and the association?WEEI enjoys with the ?Red Sox ranks among the most productive and collegial.? The report says Entercom is paying $17 million per yea for play-by-play for the Sox.

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Confusion Over Content

11-24-14

Podcast One has gone public, demanding Stitcher remove all of its shows, while Stitcher is saying that has already been done. Stitcher specializes in spoken word format, including news, sports, talk, and entertainment radio with over 25,000 radio shows, live radio stations and podcasts. The company was recently purchased by Deezer. Podcast One says it has made reasonable efforts to settle the issue but Stitcher continues to sell and distribute programming without the proper rights, consent and compensation. Podcast One CEO Norm Pattiz says the company is stealing content without permission. We received this statement from Deezer last night: "The content in question was removed a few weeks ago when the PodcastOne team reached out. We hope to find a solution with PodcastOne quickly, so the Stitcher audience can enjoy the great shows that are affected."

Pattiz says, ?In some cases, Stitcher has absolutely no rights to carry our programs, and in others, no rights to sell or monetize our exclusively represented content in any way. This has been an ongoing problem, and enough is enough. You can't just steal content without permission. Podcasting is breaking through big time, not only with consumers but with advertisers as well. I see new players coming into the market, all touting technology that will allow them to grab podcasts for their subscribers. Let this be a message -- make sure you have secured the rights from content suppliers before you distribute programming you don't have the rights to.?

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Wednesday, November 26, 2014

Newspaper Audiences Growing Online

11-24-14

Data just released by the Newspaper Association of America shows 166 million adults accessed content on digital platforms in October, thats an increase of 17 percent over 2013. Year-to-date newspapers saw an increase of 20 million unique visitors. The growth is coming from female users and mobile. The mobile increase is 85 percent this year. Newspapers accross the country are scrambling to monetize the shift to mobile. In 2013 the newspaper industry generated $23.57 billion in advertising revenue. In 2006 that number was $50 billion.

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(PROGRAMMING) The New Now

11-24-2014

There was a time when hiring a program director was as simple as promoting the very best talent on your staff. Today?s level of sophistication and competition, combined with the fiscal responsibility and financial pressure that face all operators, have raised the criteria by which a programmer is judged. Given the need for this new skill set, I took the opportunity to talk with some of the leading programmers in our industry. Their responses provide insight as to where the content side of our business is going.

Given that radio is just another receiver today and the product is delivered to everything from iPhones to thumb drives, does it require a different set of skills to be a programmer?

Chris Oliviero, EVP of programming at CBS Radio, leads off the discussion. ?We need to be aware of what the audience?s expectation is for each of these platforms ? it is not one-size-fits-all anymore,? he says. ?Everything from the length of the content, to the threshold for commercial interruptions, to pushing the envelope on standards and practices, and even potentially making sure the content not only plays to the ear but also to the eye, now needs to be considered.

?These are just some of the areas that programmers need to be cognizant of in relation to the platform or stage that the content is performing on, since consumers approach each of these with a certain built-in expectation level. The worst thing we can do is not minimally deliver on those basic expectations. The age-old philosophy in entertainment still applies: Read the room and know your audience.?

Scott G. Mahalick, EVP of programming at Alpha Media, adds, ?I think it requires a contemporary programmer who embraces all of these things. You need to be fluid in having an understanding of how all these things connect, and how they connect with the audience. Radio is the original social media. Radio is always a one-on-one medium, and this gives us a way to be hyper-interactive.?

Expanding on that theme is Cumulus Media SVP/ Programming Mike McVay; he says, ?Some new skills, combined with tried-and-true skills, are required to be a successful programmer today. Music ? or talk ? programming knowledge, creativity, organizational skills, people skills, marketing abilities, and a working knowledge of the digital space are important attributes for a programmer today. They need to understand how Nielsen works, have an understanding of research, and be prepared to throw out ?The way we used to do it? thinking. We need new perspectives to keep growing and evolving.?

Coming at it from another point of view is Jeff McCarthy, VP of programming at Midwest Communications. ?Not so much a different set of skills is needed,? he points out, ?but rather a greater knowledge of the delivery system. More options mean more opportunities, and the better you understand those options, the greater your advantage.?

We continually hear that not only is it hard to find great talent, but finding talent at any level is harder than it was in the past. Recruiting programmers is becoming a greater focus for many broadcasters, and it?s even more difficult than finding strong personalities. Internet streams and college programs are being used as a resource, but are we still talking about limited options?

?We have poisoned the farm system and field,? Mahalick says. ?We don?t have new young people who look at radio as an exciting place to be. To the degree of having talent, we have scoped the size of that down. We had thousands of acres, and now we have one square block. We have to grow our own.

?In our company, when we recruit, we  look at good music PDs, those who understand great imaging and production, and we look for desire. They need to be good at management. When we find these individuals, and if they have a propensity to want to program, we take them under our wing and we develop them. We mentor in every position within the company.?

McVay adds, ?There are still very good talent and programmers out there. You have to look for them. Small-market stations, online, college radio, broadcast schools, club DJs, and intern programs ? these are proving to be great sources for new talent. I recruit almost constantly, and I am encouraged by the amount of talent available. I started on a carrier-current radio station in my parents? attic. Today that outlet is the Internet. It provides repetition. It?s the radio version of a football quarterback throwing a ball through a swinging tire hanging on a tree in their backyard. We, as employers, need to look more closely for the diamonds inside of our companies.?

McCarthy, who competes with the largest companies in the industry, is recognized as having very good talent on his radio stations. But there are ?limited options,? he says. ?There are some tremendous college programs, such as the Keller Media Institute, which is organized by consultant Dan Vallie. But we are only scratching the surface. The industry needs to invest more in training and education of talent and management.?

Several years ago, everyone seemed to be focusing on narrowcasting and creating niche products. This was probably because of the number of radio stations, online channels, and satellite radio channels, all competing for the same audience. Given the finances of working within a large radio group, is there still a value to narrowcasting, or are the demands such that everyone has to focus broadly to get the largest audience available and generate revenue?

Mahalick says, ?Narrowcasting can help expand the brand and be an additional way to market to and reach people; it may have occasions for more potential and more usage.?

?As mentioned earlier,? Oliviero says, ?one of the most important changes in the mindset of a modern programmer needs to be a broadening of what types of content we should be populating all these platforms with. We no longer are just broadcasters, we are now also narrowcasters. To me, this is a huge relief and opportunity, actually, since we are no longer tethered by the pressure of just having to find mass-appeal smash hits. We can now go beyond FM and AM, where we can delve into content that might not necessarily attract the largest audience but is still commercially and artistically viable. To me, this is where audio on demand ? podcasting, especially ? has untapped potential.?

McVay notes, ?My boss says that the part of niche broadcasting he likes is the part that gets adults 25-54. So, no, we aren?t fond of niches for our biggest signals. To be successful in the ratings, you need a big cume. You need to be mass-appeal. If you are playing a ratings game, bigger is better.?

McCarthy points out, ?With more delivery options come more programming opportunities. One of the biggest arguments of our business is the sameness and predictability of formats. Financial demands will restrict some of the forward progression, but those who embrace it will have the opportunity to create the next great format.?

Twenty years ago, there were great competitive advantages and a good deal of secrecy. Today the Internet and tools that monitor your every move are available to anyone with a checkbook. How do you continue to have an advantage over competitors when so much of what is programmed is available to the competition?

Oliviero says, ?There is only one thing left that is truly theft-proof nowadays, and that is a real, live compelling human talent. All your bells and whistles and tactics are to a degree ?stealable? in an industry where copycats are a sincere form of flattery! But as long as cloning is not perfected, the world-class personality is your ultimate, unduplicatable line of defense. And besides worrying about cloning, make sure you have a locked-down contract with said talent!?

?That?s what separates the average from the great compelling content and programming,? Mahalick says. ?I would argue content is more valuable today. You have to be extraordinary to make a difference. We all have access to the same research. We are about live and local as a company, and that allows us to reach audience, and gives us a superior advantage.?

But McVay observes, ?It?s more than just being live and local. It?s about being entertaining and connecting. That?s what the audience cares the most about. The origination of the talent is geographic, that?s all. We have some amazing local live talent. We have some terrific nationally syndicated talent, too. You have to have every available tool and use them to your advantage. A stronger sense of urgency is also required as the element of surprise has been minimized.?

McCarthy believes that ?it really comes down to execution of the plan and understanding the goal.? He says, ?When the goal is fuzzy, all creativity is lost. It?s never been too difficult to figure out the competition?s strategic plan, but the greatest plans, poorly executed, will almost always fail. Unfortunately, the bigger enemy is spreading the programmers too thin and not allowing them to focus on the major goal ? or, in some cases, handcuffing the programmer and not allowing them to adjust properly to the competitive situation. The access to more information is a wonderful tool, but it still boils down to what you and only you can control.?

For most of us, the way we manage talent has changed over the last decade. What about programmers?

?I believe the value of a great programmer has increased,? says McVay. ?We have focused on hiring programmers with successful track records, and we are allowing them to do their jobs. The women and men who program in our company are adults, and we are treating them with the respect they deserve.?

McCarthy notes, ?We?ve added a large amount of additional tools to the programmer, such as social media, websites, streams, and more. The net is substantially wider than before, so more time must be spent to ensure those areas are being covered. What hasn?t changed is making sure the programmer is dedicated to the content of the station. With the additional tools, we cannot ignore content.?

These perspectives point to a programmer wjp can combine the science and art aspects of the platform, be managerially responsible, and have a more global vision than perhaps their predecessors did. Looking for talent in unconventional places and being patient in developing that talent appears to be a necessary trait for today?s PD. But one thing for sure, as always, is that nothing is for sure.

Heather Cohen is EVP of the Weiss Agency, which provides a broad range of representation and consulting services to on-air talent, management, advertisers, and corporations in the broadcast industry. Reach her at heather@theweissagency.com

(11/24/2014 12:39:36 AM)
Drivel and babble about dogma that has been dead or, at least, inert from guys who are operating from airless rooms - hoping that somebody will buy in. Fortunately, for corporate programmers, owners do continue to buy in to this innocuous prattle. ("One-to-one"!? Not yet. Not ever. Shut TF up!)

Howcum - all over the English-speaking world, radio stations all sound pretty much same-same? That is no cause for the celebration of any diversity.

Programming is a dead, zombified profession. Dead professions can't have talkers - just walkers.


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MetroPCS/T-Mobile The Biggest Mover

11-24-14

Last week, according to Media Monitors, The Home Depot aired over 51,000 commercials on radio, more than any other advertiser. GEICO was second with 30,640. Rounding out the top five were McDonalds (25,483), Macy's (24,547), and Lowes (24,173). MetroPCS/T-Mobile moved to number six from number 26 with 22,815 commercials aired.



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Dave & Chuck Run Point-Five Miles For Toys

11-24-14

Over a thousand runners took part in the 2014 Dave & Chuck "The Freak" .5K this past Saturday. It was a very doable race for the crowd; point-five kilometers is about 500 yards. The event was held to benefit Toys for Tots. Twenty-seven bags stuffed with toys were collected for the organization. Participants ran a half kilometer to a party held at the New Belgium Brewery. Dave & Chuck ?The Freak? host mornings on Greater Media's WRIF in Detroit.



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Harvey Goes Turkey Crazy

11-21-14

The Steve & Marjorie Harvey Foundation and Premiere Networks announced a partnership with Sam?s Club to give away 6,400 turkeys as part of the annual Steve and Marjorie Harvey?s Big Turkey Give. On November 24 and 25, more than 60 affiliates of The Steve Harvey Morning Show will give the turkeys away to help those less fortunate celebrate the Thanksgiving holiday. Since the Big Turkey Give was launched in 2009, approximately 39,000 turkeys have been provided to those in need.



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Canadian Radio Also Challenged By Economy

11-20-14

Multimedia giant Bell Media has cut 80 full-time positions in its latest round of layoffs, citing an "industry-wide challenging advertising market," according to The Financial Post. The cuts included radio and TV at the company and included CHUM-FM's popular host Amanda Logan. Bell Media Vice President of Communications Scott Henderson said, "The difficult decision was made as the result of continued financial pressure in relation to the industry-wide challenging advertising market for radio and TV."



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Tuesday, November 25, 2014

(TALENT) Spot: Even If It Is A National...

11-21-2014

During the last seven years in Toronto, I have been reading agency-produced spots ? almost exclusively. That's how us V/O guys get the big bucks ? even for local advertisers. We have agents and we work for agencies. Meanwhile, what is left unspoken is that agency-produced copy is no better or worse, overall, than anything coming from the keyboard of a hype-typer who is toiling at some local radio station.

I am embarrassed for my industry as I make that observation. Of course, with some brilliant exceptions from both sides, I can make this assertion with full confidence there will be no challenges. What clients end up paying for most agency-produced radio commercials can be described as the severest of travesties. But this is only when compared to the freebies from radio stations. Most spots just suck, particularly when judged against the criteria I have been continuously providing in these articles.

I continue to insist the only difference in most of the spots I was reading as a kid, part-time at my local radio station in 1964 are exactly the same as the ones I was reading last week. The only difference being in the moving of the decimal on the price point. This is unforgivable and should be a hanging offense. But it isn?t and it won't be. This tawdry behavior isn't even considered a mild misdemeanor worthy of a piddly patty-smack, never mind the enthusiastic application of a hickory switch.

I think we all understand that ad agencies would rather suck on a .45 than tie up staff and resources with retail advertisers or their radio stations. The money is being made in other media. Compared, say, to print or television, production invoices generated to produce radio are puny. Plus, an agency rep still has to go through the same hand-holding and put up with the same sniveling and fears for radio users as they do with the clients on whom they can, at least, make a little more coin. Only, it seems, when dealing with national buyers can the agency-scenario work. That is, if the agency gets to broker the time-buys, as well.

We can consider a very real-world example here:

I have just completed a package of 13, 30-second spots for automotive retailers that I have yet to take to the street. (Actually, there are 26 cuts, but they will be marketed as a single package of 13 ? with another series in the can should the client enjoying the ROI wish to carry on.)

The presented goal of the series is to drive traffic to a dealer?s website. That?s the conscious, "client enhancement" and obviously useful part of the commercials. The more important and unconscious aspect of the series is to represent the client to an audience as being human, friendly, genuine, and having a self-deprecating sense of humor. In other words: "real." ("Service, selection and great deals" are, in fact, occasionally satirized.) These spots are exceptional examples of Big-Time Branding -- with a call to action.

This 13-part series can be offered as either a 3-month or a 6-month campaign. This would depend on whether a spot would change up every week or every two weeks.

Here, then, is the median cost breakdown -- as supplied by major market advertising agencies.

-- Concept and Script    $300.00
-- Announcer Voice       $300.00
-- Music Composition, Arrangement and Performance    $300.00
-- Singer                         $300.00
-- Studio w/Engineer and Producer    $300.00
-- Hard costs are real - and consistent for single market advertisers.    

Total                            $1500.00

Markup -- including sales commissions, administration, booking, and ongoing client-services @ 50%. Services include client education, begging for copy approvals, fear-suppression, diapering, and hand-holding    $750.00

Single Spot Production Total       $2350.00

Retail Costs of 13-cut series       $30,550.00

Definite/Maybe Package Price -- based on further 40% cost reductions from all participants      $18,330.00

As an independent operator with fewer hard costs and less overhead than a corporate shop, I am able to beat that price ? significantly. Even so, until those spots are auditioned, there are no assurances they would be considered as all that much better or more acceptable than something produced locally. (They are, anyway.)

My point: Until local radio stations can start producing exceptionally terrific spots and (possibly) even charging for them, there is little motivation to get that station to access some serious talent, or further educate the creative talent now available.

I'm already way too much of a realist/cynic to expect a station to significantly undertake the exercise only for the express desire to improve audience and advertiser-services, results, and station revenues. That is a position with which management would have just too difficult a time looking so far into the future ? about six months. There might, though, be some consideration for turning "creative" into a revenue source. But, I don't want to frighten the kiddies. The first part does involve learning how, specifically, to begin such a process.

By the way, all of these cuts satisfy my necessary criteria for effective radio advertising.
1.) Gain and maintain audience attention.
2.) Generate an emotional response in the audience. If the offer isn't up to snuff and doesn't do the trick, the concept must!
3.) Supply and suggest a behavior that serves the goals of the advertiser.

There are very, very few examples of local or national spots that unquestionably satisfy more than one of those criteria ? just like in 1964.

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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(HIRING) Benefits And Perks Are Key In Hiring!

11-21-2014

By Laurie Kahn

We have all noticed how hard it is to hire strong talent, especially in sales. We have discussed how hiring in the future will continue to be tough as not only is it competitive, but we are working with a group of young people who want different things in life ?  it has been projected that Millennials will switch jobs every 3-4 years; and not just jobs, but careers! So not only do employers need to get them ramped up quickly when hired, they may need to be more creative when trying to attract these future employees.

As the year is drawing to a close, do your team a favor and do a review on what you offer, and research what other companies are offering in the way of benefits and perks. Google "creative employee perks," research companies who are currently hiring in your market and do a comparison.

Here is a list of some of the creative perks and benefits we have recently encountered:
? Growth potential (a given)
? Flexible work time ? ability to work at home and office, work-adjusted hours to fit needs
? Unlimited vacation ? once their goal is hit, they are good to go when and where they like
? Great gear ? PC, MAC, ergonomic chairs ? the tools they need to be more productive at work
? Customizable benefits to fit their individual and family needs
? More relaxed dress codes to fit with their company culture
? Healthy snacks, fully stocked refrigerators
? Pet-friendly workplaces ? ability to bring Fido to work with them
? Wellness emphasis ? gym memberships or on-site workout rooms, ping pong tables, yoga classes, etc.
? Team outings ? fun, creative team-building outings from movies, bowling, golf, spa days, etc.
? Employee-of-the-month award/recognition still a high interest
? Continual reminding of the strength and success in the company.

Companies who are promoting these benefits in their recruiting are all about making their employees happy, to build loyalty and productivity.
While not all of these perks may work for you, I challenge you to really review what can be updated to appeal to more potential employees.

Laurie Kahn is Founder and President of Media Staffing Network and can be reached at 480-306-8930 or via e-mail at laurie@mediastaffingnetwork.com. Visit the Media Staffing Website www.mediastaffingnetwork.com

(11/21/2014 1:53:22 PM)
Not from any radio station or broadcast group I'm familiar with. Good thought, though. It's like the Emerald City, way off in the distance...

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Jeff Davis Adds Duties For Cumulus Corporate

11-20-14

Davis is promoted into a newly created post at Cumulus Media, where he's named national director of Stratus Music scheduling. He's a 26-year industry vet who's been programming Hot AC/Top 40 hybrid WQSM/Fayetteville, NC, for the past eight years and will keep those duties. Cumulus' proprietary Stratus Music Scheduling System is in use at more than 450 stations in 89 markets.

Davis has worked with Corporate PD and VP/Stratus Music Programming Emily Boldon on developing and testing Stratus upgrades since he joined the company in 2006. Boldon says, "Jeff Davis is a consummate programmer and professional. He is a progressive and innovative thinker, and he asks incisive questions that allow us to continually improve our music-scheduling platform for the benefit of our stations and listeners. In this new role, Jeff will be a huge asset to our Stratus Music team."

Davis says he's "thrilled" to be working even more closely with Boldon, SVP/Programming Mike McVay, and CTO Alfred Lutter "while staying embedded in my local market at WQSM."

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Bobby Bones Raises $60K For St Jude's

11-21-14
This past Tuesday, Bobby Bones and his band The Raging Idiots played a special charity concert to benefit St. Jude Children's Research Hospital. Jason Aldean crashed the show held at Marathon Music Works in Nashville, helping raise more than $60,000 for the hospital. In addition, country music singer/songwriter/guitarist Lindsay Ell performed with The Raging Idiots, and St. Jude patient Caleb served as guest announcer for the evening. During a recent interview with Bones, Aldean agreed to play a charity show with the band if they could raise $50,000 for Susan G. Komen. The program used any and all means to reach their goal ? from putting Lunchbox in a room with a snake, to offering shirtless pictures of the guys to generate donations from listeners.

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(SALES) Why Salespeople Lie To Their Managers

11-21-2014

As a new manager I made lots of mistakes. One thing I did, unintentionally of course, was to suck the motivation right out of my sellers with what I thought was a typical and harmless question: "What did you sell today?" This was a question sellers became used to as they passed me in the hallway. I also started off our Monday morning sales meeting by doing a quick "whip around" the room asking, "What did you sell last week?"

As I matured as a manager and got better, I realized how damaging that question was to my sellers, their morale, and their motivation. Sales is a series of rejections and advances. Each day your sellers are being rejected by some and advancing the sales process with others. If the only thing you measure is the end result, you are not building up the motivation and morale of a seller; you are actually killing it. They get beat up on the phones and the street every day. The last thing they need is to be beat up by their manager when they are in the office.

When you ask, "What did you sell today?" you force your sellers to either feel like a loser, lie, or, on rare occasions, provide a truthful answer. If they didn't close a deal, they are not likely to look you in the eye and say, "nothing" when you ask that question. If they do, the look on your face says it all. You know the look. It's the look that says, "You?re a loser, why did I hire you, why am I paying you, why aren't you better at this?" If you truly feel that way about one of your sellers, we have bigger issues to talk about.

Salespeople want to be successful. They crave it, they are driven by it. That passion and energy is what helps them become more successful. When they are forced to answer a direct question that might make them feel less than successful they may lie. Here are some common lies that sellers give in the face of the question, "What did you sell today?"

? "I had a great meeting with a client today, they said yes to the proposal but need a few days to get the paperwork approved."

? "It was great presentation, all we have to do is finalize the copy (details)."

? "I had a great meeting scheduled but the client had to cancel."

All of those answers are at best "skirting the truth" that a sale was not consummated that day.

W. Steven Brown?s book, 13 Fatal Errors Managers Make and How You Can Avoid Them provides this:

In all of industrial history, we have developed only three approaches for getting employees to produce more. Every motivational scheme falls into one of these three broad categories:  Fear, Reward and Belief Building?

As a sales manager, "belief building" of your sellers is critical. Belief in the product they are selling, but also belief in themselves. Plenty of things happen to them on the streets in the sales process that might cause them to lose faith in their abilities.

Belief building for me was simply changing the question. Instead of asking, "What did you sell today?" I began asking, "What successes did you have today?" This also affected our Monday morning meetings. The "whip around" was about the "greatest success" that a seller experienced the previous week. I defined success as an "advance" in the sales process. A seller lands a meeting with a prospect they've been chasing for weeks -- that's a success. A seller gets a return call from a prospect that they've been trying to set up a meeting with -- that's a success. At last count, there are about 16 steps to the sales process. Each of those provides an opportunity for success before a sale is made.

When you define success as any advance in the sales process, you give your sellers much more opportunity to "win." When you give them opportunities to "win" they feel rewarded, appreciated, and like winners. Of course, if they have enough advances, it will lead to making a sale.
Nothing is more motivational than achievement. When a seller makes a sale, generally the first thing they do is go to the manager's office and tell the story. They don't wait for you to ask. They are excited, "pumped up," and want to share it with you.

"What did you sell today?" vs. "What successes did you have today?" Two simple questions, two dramatically different results, and impact on the morale of your sales team. The second question also transfers your belief in your sellers. You expect them to be successful or you wouldn't be asking.

You want the truth? Start asking questions that allow sellers to stay motivated and feel like winners.

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

Twitter: @JeffreyASchmidt
LinkedIn: linkedin.com/in/schmidtjeffrey

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WABC's Rita Cosby Celebrates Wounded Warriors

11-21-14

This week, Fox News' Geraldo Rivera emceed an evening that supported the Wounded Warrior Project at the Edison Ballroom in New York City with about a thousand attendees. The night included a special 50th birthday celebration for Cosby, whose dad was a POW in German during World War II. The evening included a program that opened with a performance by the Navy Color Guard and NYC Shield Pipe band. Dionne Warwick (pictured here with Cosby) and her granddaughter Cheyenne Elliott debuted their latest duet, entitled "Let There Be Love."

The event committee included: Donald Trump, Mark Burnett, Roma Downey, Dennis Miller, Michael Bolton, Karolina Kurkova, Peter Fonda, Vince McMahon, Susan Sarandon, Gary Sinise, Joe Mantegna, Tony Orlando and Joe Theismann.



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Monday, November 24, 2014

Cate Joins Media Services Group

11-20-14

Media Services Group has added long-time broadcaster/broker, Sunbelt Media's Bill Cate. MSG Managing Director George Reed said, "We are extremely pleased to add Cate to our roster of media specialists. He brings with him a background of station ownership, as well as 36 years of media brokerage." Cate is the former co-owner and president of Chapman Associates. He said, "I am extremely pleased to be joining Media Services Group. Many of the partners go back to my days with Chapman Associates, and it'll be great to be back working with them."



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Slacker Expands To Toyota And Lexus

11-21-14

The new Slacker Radio app is available now to owners of select Lexus models and coming soon to select Toyotas from model years 2011 to 2015. Slacker will be added as part of an update for select Toyota Entune and Lexus Enform App Suites. The new app adds deeper functionality and access to the Slacker Radio service, giving Toyota and Lexus owners the ability to create uniquely personalized radio stations, and tune into hundreds of curated radio stations (including comedy and programming from ESPN and ABC News).



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Hubbard Moves Digital Up the Priority Ladder

11-20-14

The new division called 2060 Digital was actually started by Hubbard in Cincinnati in 2012. James Bryant led the Hubbard Radio group in that city as market manager and was instrumental in the development and launch of 2060 Digital. He'll now lead the division company-wide. Hubbard Radio Chair and CEO Ginny Morris said, "We have long looked to Jim for leadership in this space and we feel fortunate that his full attention will be focused on helping us find comprehensive solutions for our advertising partners. We look forward to bringing Jim's entrepreneurial approach to 2060 Digital to the rest of our company."

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Heinemann Joins CRN International In Sales Post

11-20-14

Leslie Heinemann, formerly with Radio Disney in Detroit, is joining the sales team at marketing and promotions provider CRN International. She'll be based in Detroit and will hold the title of director of strategy and development, reporting to CRN Managing Director/Strategy & Development Robert O'Mara.

She'll be handling "a wide range of territories and market segments for CRN," the company said, "including but not limited to the automotive, restaurant, and telecommunications industries." In her previous post at Radio Disney, she supervised sales, marketing, new-business development, promotion, and engineering in Detroit. She's also held sales and leadership roles at Citadel, Interep, and Katz Radio Group.

O'Mara said, "We couldn't be more excited about adding another true professional to our sales organization."

Radio Disney earlier this week sold WFDF-AM in Detroit to the Word Network.

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Centennial Raises $36K For Kids

11-21-14

Mark Bass is the Market Manager for Centennial Broadcasting in Fredericksburg, Virginia. "We are happy to be involved with such an important institution like Children's National that serves so many families in our listening area. The expression of support by our audience was superb and we look forward to making it bigger and better each year."

The company's first-ever Care-athon for Children?s National netted $35,559.15. The money will go directly to Children?s National in Washington, DC, to support ongoing medical research and help assure no child will ever be turned away for care regardless of ability to pay.



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Egan to NASH Nights Live As Exec. Producer

11-21-14

Brian Egan moves to Nashville from Charleston, WV, where he was program director and morning personality for Country-formatted WKWS (96.1 The Wolf) owned by the West Virginia Radio Corporation. Egan was co-host of the CMA Award-winning morning show, the Ben & Brian Show, at KMLE in Phoenix and at WMZQ in Washington, D.C. Cumulus Senior VP of Programming Mike McVay said, "This is a rare opportunity for us to have a great talent in his own right who can program and produce one of radio's fastest-growing shows."

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Sunday, November 23, 2014

What A Way to be Fired

11-21-14

By now you've probably heard that Tribune Media pulled the plug on "87.7 The Game in Chicago." In fact, you may have even heard about it before some of the on-air staff did. Ben Finfer and Alex Quigley learned they were fired while they were on the air. According to The Sporting News, Finfer said, "We're doing a live show here. And to be told this way, it's really a letdown. We're getting screwed on this one ... We just found out on Twitter a half hour ago that the station is being taken off the air. We were not told about this ahead of time. We didn't know anything about it. We were coming back from a break and saw on Twitter from Robert Feder that the station is being taken off the air. Can you believe that? A lot of really talented people were hired to work at this station and found out through Twitter they were fired. Nothing from the bosses."

Tribune Media launched The Game 87.7 last February on a low-power television frequency that doubles as an FM radio signal. Also out are Jonathon Brandmeier and Garry Meier. Brandmeier's morning show aired on The Game 87.7 and the online streaming site wgn.fm. Meier's afternoon show aired only on wgn.fm. Robert Feder broke the story.

Finfer added, "You would assume you tell the employees before the media. You assume they have the common courtesy to let some hosts on the air know that something might be coming so you don't find out when you're coming back from a commercial break. I've never heard of such a thing. I've heard of of some pretty crappy things in this business. You talk to radio people and you'll hear awful stories about the way they've been treated. I'm not sure I've ever heard anything like this. Who would have though Marc Trestman would make it past mid-season and not us?"

(11/21/2014 5:39:15 PM)
Ah the radio musical game of chairs begins.. Let's see where Brandmeier and Meier land. Maybe the Loop?

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Kasem's Wife Wins Court Fight

11-21-14

NBC News reports that a Los Angeles judge has denied a request from Kasem's children that the remains of their father be returned from Norway for a California burial. Kasem died five months ago and has not yet been buried. The children have also requested that Norway deny Jean's request to bury the disc jockey's body in Oslo.

Government officials told NBC News they have decided to hold off on a decision until the Santa Monica police investigation of Jean Kasem on elder abuse allegations is completed. Those allegations stem from Jean Kasem's removal of her husband from a healthcare facility in May.

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Fredrick Replaces Bryant As Market Manager

11-21-14

Hubbard Radio President/COO Drew Horowitz announced that Mike Fredrick will be the new VP/market manager for Cincinnati, replacing James Bryant who will run the new Hubbard digital division. Horowitz said, "Mike has been an extraordinary leader at the Cincinnati cluster for a significant portion of his broadcast career and I can't think of anyone more prepared for this exciting next chapter. I am thrilled to add Mike as a market manager to our team of outstanding broadcast professionals."

Fredrick is a 30-year veteran of Cincinnati broadcasting and was most recently the VP/general manager and director of sales for Hubbard Radio in Cincinnati. During his career in radio, Fredrick has worked as an intern, AE, general sales manager, DOS, and general manager. Fredrick is currently on the board of the Ohio Association of Broadcasters and is a youth mentor through Cincinnati Youth Collaborative, where he was named a 2012 Outstanding Volunteer of the Year. Hubbard Radio operates four radio stations in Cincinnati: WUBE 105.1 FM (B105.1), WKRQ 101.9 FM (Q102), WYGY 97.3 FM (97.3 The Wolf), and WREW 94.9 FM (The New 94.9).

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NYMRAD Party To Be Held Friday December 5


11-21-14

The New York Market Radio Association has announced its 2014 Holiday Party will be Friday, December 5, from 1:00 to 4:30 p.m. at the Rooftop Lounge of the Empire Hotel on West 63rd Street. The annual NYMRAD Holiday Party attracts representatives from radio stations, national representation firms, networks, agencies, and advertisers from across the New York metropolitan area. For the second consecutive year NYMRAD will cover the cost of admission for advertisers and their agencies. Executive Director Deborah Beagan said, "We saw an uptick in client attendance from that investment, and we expect even more this year. By covering the cost of admission for advertisers and agencies, radio stations can bring more employees to join the revelry."

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MIW Mentoring Program Details Released

11-19-14

The Mentoring & Inspiring Women in Radio (MIW) Group has announced details for the 2015 Mildred Carter Mentoring Program which matches up-and-coming women in the radio industry with female professionals recognized as leaders in all aspects of radio.

"This is a wonderful opportunity for mentees to gain valuable insight, knowledge and access to some of the most influential women in radio," said Lindsay Cerajewski, chair of the 2015 MIW Radio Group's Mentoring Committee and general sales manager at CBS Radio?s WUSN-FM in Chicago. ?We look forward to another outstanding program in 2015."

A total of four candidates from the radio broadcasting industry -- within the sales, marketing, programming and digital disciplines -- will be selected for the 2015 program. Of those, at least one spot will be designated for a programming candidate, and one spot designated for a digital candidate.   For mentee criteria and instructions on how to apply, please visit http://tinyurl.com/miwmentee. The deadline to apply is Friday, December 12, 2014.

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Bengals Extend Radio Deal

11-19-14

The NFL?s Cincinnati Bengals have entered a new five-year deal that will see them remain on the same three stations through 2019: WLW-AM (700), WCKY-AM (ESPN 1530) and Rock station WEBN-FM (102.7).

WCKY-AM and WEBN-FM will carry all games while the "Big One" will air the Bengals games that don't conflict with Reds broadcasts.


Except for a brief fling on Bonneville's Country WUBE-FM, the Bengals have been heard on Clear Channel/iHeartMedia stations for more than two decades.

Read more HERE.

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Saturday, November 22, 2014

Who's Cool? CBS Detroit Radio

11-19-2014

That's according to Crain's Detroit Business, which has featured CBS Detroit Radio as one of its "coolest places to work" in metro Detroit, in the large workplaces category. The cluster includes WWJ-AM (Newsradio 950), 97.1 The Ticket, WOMC-FM, WYCD-FM, and 98.7 FM AMP Radio. What makes it so cool? An intra-company website that lets employees nominate each other for recognition -- employees can win sports or concert tickets, gift cards, and more.

Crain's chose 75 local companies for its list, based on employee surveys, as they looked for employers with an "employee-friendly culture."

Read the Crain's story here:
http://www.crainsdetroit.com/section/cool_places_to_work2014

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Chip Franklin Gets KGO Talk Show

11-19-14

Cumulus has announced writer and comedian that Chip Franklin will host a weekday talk show on KGO (810 AM) debuting December 8 from Noon to 3:00 p.m. Pacific. Franklin has written for and appeared on shows and networks, including Saturday Night Live, The Tonight Show, Conan O'Brien, The Situation Room, Larry King, The CBS Morning Show, CNN, HBO and Showtime. He is also a winner of seven Edward R. Murrow awards for radio and television writing.

Franklin hosted mornings on KOGO from 2007-2013, and writes position pieces and prep for guests on Real Time with Bill Maher, Good Morning America and Face the Nation. He also regularly appears at comedy clubs across the U.S.

John Dickey, executive vice president of content and programming for Cumulus said, "KGO strives to inform and entertain the Bay Area with relevant news and compelling talk hosted by big personalities. Chip Franklin's point of view, intelligence, and wit are going to drive some amazing conversations on KGO."
Franklin said, "The current narrative is that San Francisco is all liberals, progressives, and Democrats mixed in with the occasional 4.9. Maybe, but I see it more as a city that simply embraces freedom and more to the point, the free expression of ideas regardless of ideology. Whether it's politics, art, music, or comedy, it all starts with a passion for discovery ? discovery of life here in the Bay area, the wider world, and our inner lives."

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Pai: "First Amendment Under Assault"

11-19-14

FCC Commissioner Ajit Pai, speaking at a Media Institute Awards banquet Tuesday evening, said the First Amendment "is regularly under assault by government at all levels." He added: "At a time when prosecutors threaten reporters with jail time for doing their jobs and when public universities impose speech codes on students, it is ever more critical for us to be vigilant in protecting our most cherished liberties."

Pai made waves last year when he spoke out vigorously against a proposed "Critical Information Needs" study by the FCC. As Pai characterized it, the study would have had researchers asking newsroom employees about their story-selection process and asking them how they intended to be sure the community received information the commission decided was "critical." Pai told the Media Institute crowd, "This government-sponsored intrusion into the newsroom would have been completely inappropriate, especially by the agency that licenses radio and television stations. Fortunately, when the issue was brought to light, Americans across the political spectrum raised their voices in opposition." The study was ultimately canceled.

But Pai said that defunct study hasn't been his only concern -- and cited the controversy over the name of the Washington Redskins football team. He didn't offer his own opinion on the name, but said, "I do find it disturbing that there's an eager constituency urging the federal government to ban the team's name from our nation's airwaves." If the FCC were to do that, he said, "We would be squelching public debate about an issue of public concern. We would be standing in the way of media outlets reporting the news. And we would be prohibiting speech simply because we disagree with the viewpoint that is being expressed. No federal agency should cross that line."

After some remarks on campus speech codes, Pai concluded, "The past few months have shown that the American people treasure and will defend the First Amendment. That means we can win these battles so long as government overreach is exposed to the light of day."

(11/19/2014 7:42:04 PM)
How about fines for indecent content? I know, those largely came under previous administrations, and to be fair, the commission has really backed off on them over the past few years. But the rules are still on the books, enforced incorrectly to include all broadcasts (though they're written for cable only). Let's work toward repealing them before commissioners go out preaching about First Amendment rights. It'd be an act of not only goodwill, but getting rid of unconstitutional federal policy.

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WLIQ Flips To Classic Country

11-19-14

Townsquare Media Quincy-Hannibal General Manager Dave Greene announced today that 1530 AM (WLIQ) will now air Classic Country and be known as KICK-AM 1530.

"The number-one request we get on KICK-FM is to air more country hits from the past," said Greene. "Flipping 1530 to Classic Country gives us the opportunity to do just that, and we can now serve the entire country music audience between today's best hits on KICK-FM and 979kickfm.com, and the best country hits from the 60s, 70s, 80s, and 90s on KICK-AM and on kickam1530.com."

"Whenever we take requests, we always hear from someone wanting to hear Willie (Nelson), Waylon (Jennings), Hank (Williams, Jr.), Dolly (Parton), or Alabama," said KICK Brand Manager and morning host Brian Myles. "Now, we can just let people know that if they want to hear the classics, they can flip over to 1530."

To promote the changeover, KICK-FM will be airing one classic country song per hour during the day to give listeners a feel for what they can hear on KICK AM.

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Political Advertising Was A Downer In 2013

11-20-14

With all the major players in the house at Forecast, we got a real good sense about political ad spending in 2013. And the consensus was, compared to 2010, it wasn't what the industry expected. The overall political spend was flat, which means radio lost share. There was a lot more action in smaller markets, where a ton of spots were being sold, but those are at much cheaper rates than major markets would have seen. And some of the political money radio was expecting went to digital.

Expect 2016, the year of the next presidential election, to be a huge year for political advertising. But how much of that will come to radio, nobody was willing to say.

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Sun Broadcast Anniversary Milestone

11-19-14

Sun Broadcast Group is celebrating its sixth anniversary with the news that, with programming additions to its 2015 lineup, it will now reach over 142 million listeners on over 5,500 general-market affiliates. Sun Latino has also grown its listening audience to over 35 million listeners, making it one of the top three Hispanic networks in the country.

"Talk about a wild ride," said Jason Bailey, CEO of Sun Broadcast Group. "Our revenues have more than doubled year over year, we were honored by Inc. Magazine as one of the fastest-growing companies in America, and now, on our sixth birthday, we are able to announce such mind-blowing numbers. My sincere thanks to the great programming partners who have chosen us as their network rep, and to the amazing team here at Sun who work tirelessly, day in and day out to make us the very best network in radio!"

Last month Sun announced major 2015 lineup additions including Shazam for Radio, Entercom morning man Fitz and his nationally syndicated countdown show Powered By Country,  SupeRadio?s Weekend Throwdown with Jagger, and Retro Pop Reunion with Joe Cortese. Joining Sun?s ever-expanding country music offerings are the popular weekend dance show Country Club with Dee Jay Silver, SupeRadio's Retro Country USA, and Buckwild Saturday Night, as well as Gen3 Entertainment's newly expanded Nashville Minute with Fitz. Sun Latino welcomed new partnerships with vCreative Hipsanic, Yahoo Deportes, and PromoSuite Latino Network.

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Friday, November 21, 2014

Several Groups Testing Online Measurement

11-20-14

In a perfect world advertisers would know exactly how many listeners your radio station has, whether they?re listening over-the-air, on their computers at work or on their phone walking down the street. The radio industry acknowledges listeners are migrating to digital devices, and the industry also knows how vital it is to measure those listeners as companies like Pandora chip away at their revenue. Nielsen is working toward making online measurement happen. Nielsen?s EVP & Managing Director of Local Media, Matt O?Grady told the Forecast crowd on Thursday that a new software development kit, that will measure digital listening, is being tested with several radio groups.

The software is installed on the radio station?s streaming player and/or app. And, through a partnership with Facebook, Nielsen collects demographics to provide overnight numbers. When the system becomes widely available to radio, stations will be able to provide reach, demos, duration of listening and location of online listening to advertisers. O?Grady says even if the money is not there yet, the audience is there and there?s enormous value in front of radio.?

We'll have more coverage of our Forecast event Friday morning in our morning headlines

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