CBS Picks Ty Bentli for Mornings att WXRK NY.

6-29-2012
Bentli joins 92.3 NOW from KBIG in Los Angeles. Prior to that, he did afternoons at WKSC in Chicago.  Bentli says ?I?ve been extremely fortunate to enjoy success in the greatest markets in radio and with some of the best programmers in this biz?and it?s almost impossible for me to comprehend that I now will be waking up in the greatest city in the world.  I can?t explain how excited I am to be setting my alarm for six hours earlier than usual, in a time zone that is three hours ahead of my current internal clock. Now if you need me, I?ll be in SoHo aging in dog years.?

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From The Windy City to The Mountain

6-29-2012

Entercom says Matt Munro is heading to Denver to become the General Sales Manafer for KQMT-FM "The Mountain." Munro spent the last 8 years at WGN in Chicago as the local and digital sales manager for the Tribune station. Munro also founded and managed Modrox; an online music promotion company based in Los Angeles. 

Do you have a recent Sales Manager or Account Executive hire?
Send all the details ( and a cool looking photo) to edryantheeditor@gmail.com

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Gary Sullivan Keeps Chugging Along

6-29-2012

Can we get a nice big round of applause for Gary Sullivan please? Sullivan has been hosting the three hour program "At Home With Gary Sullivan" since 1988 and Premiere says he's now over 200 affiliates. Did you know peppermint prevents mice from entering your home by the way? That was the tip of the day on Gary's website Thursday. The 3-hour weekend program added Philly, Cleveland, Phoenix, Louisville, Cincinnati, New Orleans and Milwaukee to top the 200 mark.

Sullivan said ?I?m so proud of the continued growth of At Home. We have wonderful sponsors and affiliate stations that understand the need to educate the homeowner on how to take care of their largest investment - their home.

Nationally syndicated by Premiere Networks, At Home With Gary Sullivan airs live from 9 a.m. to noon ET on Saturdays and Sundays. For six hours every weekend, Sullivan shares his nearly 40 years of home improvement know how with listeners seeking DIY entertainment and advice. At Home With Gary Sullivan originates from Cincinnati, Ohio, and can be heard in major markets across the U.S., as well as iHeartRadio and XM Satellite Radio Channel 168.

For more information head over to  www.PremiereRadio.com or www.GarySullivanOnline.com.

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Stern Finally Gets in Hall of Fame

6-29-2012

On Thursday, after rejecting him four times, Howard Stern was inducted into the Radio Hall of Fame by the museum steering committee. It's been comical, especially to Stern, that for all he's done in his broadcasting career he hasn't been inducted before now. The ceremony will be held on November 10th at the museum in Chicago. 

Feder in Chicago has all the details

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Mark Edwards Joins Tesh Media

6-29-12

John Tesh brings Edwards in as Digital Community Manager, responsible for cultivating the company?s online community. Tesh said, ?Our primary initiative with our Intelligence for Your Life radio brand is to allow people to 'continue the conversation' at Tesh.com.  It's our largest growth area and it's a place in which our advertisers want to live. Mark Edwards is the only person we considered when we decided we needed the perfect person to execute the community strategy. His toolbox includes strategic thinking, blogging, decades of programming experience and he?s all around nice guy. We are fortunate to have him on the team.?

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(MIW SPOTLIGHT) CBS Las Vegas PD Charese Fruge

6-24-2012

Charese Fruge has been in the radio business for over 20 years. She's currently the Program Director of Mix 94.1 and X107.5 in Las Vegas and one of Radio Ink's Most Influential Women of 2012. Fruge's stellar career has been Charese has been the female station voice for KMXB in Las Vegas, Alice in San Francisco and Denver, Star in Los Angeles and Mix in Houston. She says, "I love making a connection between the music and the audience." Her advice to anyone looking to become a success in this business, "be a survivor." Here's more from one of radio's great programmers and one of Radio Ink's Most Influential Women.

RI: How did you wind up at the Mix in Vegas?
FRUGE: I started in promotions and did over nights in Southwest Louisiana at KSMB in Lafayette. My career path is very much like a roller coaster ride. It took me to Beaumont, Texas to do Mornings with Mark Landis at KIOI, then to Baton Rouge to do my own Morning Show at WFMF, where I was then recruited to go to B97 in New Orleans. I did every shift possible on that station until I took a job to work with some guy nameg John Jay Van Es J at KKBQ in Houston. We were HORRIBLE, by the way J. So I moved back to New Orleans to work for Entercom?s WLTS/WEZB/WLMG  and to get in to the Programming/Music side of Radio. From there, I moved to the  ?other City of Sin? Las Vegas to do Midday?s and be the Music Director for Mix 94.1. About a year and a half later I was the Program Director of the station.

RI: Sounds like you were thrown into the fire
FRUGE:  I didn?t know what I was doing, but I was having a BLAST programming simply with passion for the music. We had one of the Top Performing Hot AC?s in the country and we did some amazing events because Vegas was the Entertainment Capitol of the World! After about 5 years in Vegas, Jerry McKenna (My current boss at CBS Las Vegas) recruited me to Program Alice (KALC) in Denver for Entercom. Exactly 1 Year Later I was Programming Star (KYSR) in Los Angeles. Fast forward to now and I will tell you that in the last 4 years, I have moved 4 times and Programmed KSCF in San Diego, KLLC in San Francisco, KMBX, and KXTE in Las Vegas and KZZO in Sacramento (sometimes 3 stations, in 3 different markets at one time, all for CBS Radio). I just recently moved back to Las Vegas to focus on my 2 stations here, take a breath and get a life. I am very lucky and CBS has been very supportive of my decision to settle into one market. I have amazing teams who make my job worth going  to every day.    

RI: Why have you succeeded?
FRUGE: I think it?s because I am driven. I try to focus and pin point what I want, then I go after it. I don?t pretend to have all the answers and I am not afraid to ask questions. I have three older brothers and a football coach for a father. My mother spent the better part of my childhood teaching me not to be afraid and that it was okay to want and achieve a career. I strive to be passionate, open minded and solution based and I understand what it means to play on a team. I surround myself with great people and have a strong desire to help make them successful. If they look good, I look good. I have amazing teams on both KMXB and KXTE and they have contributed immensely to my success. As have the teams I have worked with over the years. No matter what position you play, you can?t win alone and I am very fortunate that I have the teams and the tools in place to be successful.

RI: What do you love about radio the most?
FRUGE: Selfishly speaking, I love breaking new artists and developing and nurturing relationships with the artists. I love making a connection between the music and the audience. I love sitting in my car with the volume all the way up listening to my favorite song play on one of my stations. There is no feeling like it in the world. I also love when Mark and Mercedes and JC (KMXB) make me laugh, or when Dave and Mahoney and DK (KXTE) get me fired up because they are talking smack about my Saints. They are all seasoned pros and I love feeling them connect with the audience and watching them grow and succeed. I started in Morning radio and as much as I prefer being behind the scenes, I live vicariously through them and listening to both shows starts me off with a smile every day.

Any advice for the Radio Ink readers?
FRUGE: Put together a plan and believe you can achieve it. Understand that it won?t happen overnight, but if you take the right steps, build and nurture relationships and look at everything and everyone (good or bad) as a learning experience, you will eventually get there. Also, it?s important to understand that sometimes those goals will change. The one thing you will need to be is a ?Survivor.? This business changes so often, and so fast. The most important lesson you can learn is that most of it is not personal, it?s just business. So when you run into a road block, find another route. You will eventually get to your destination.

What mistakes can you help them avoid?
FRUGE: The three biggest mistakes to avoid in the business: Working in Denial, Letting your EGO get involved and Beating Yourself Up. You MUST learn to choose your battles wisely. We spend so much time fighting things we can?t control because we are in Denial. Take a step back and look at the situation. Is it a communication break down? Is there another option? Or a another way to make it work? Or is it something you just can?t control. If it?s a circumstance, move on and find another option. If it?s a person, agree to disagree and move on. Don?t let egos get involved. Most of the time exercising Ego will only blow up in your face or come back to haunt you. I am a big believer  in Karma and no one wants to work with an egomaniac. And the most Important mistake you should avoid, is beating yourself up. You have to give yourself a break and know when to say when. The people in this industry are a certain type. We beat ourselves up more than anyone else does. Own up to it if you screw up or if you are challenged, but give yourself a break when you need it and celebrate the wins when they come. If you don?t, you?ll wake up one day and ask yourself where your passion and your life went.

Congratulate Fruge for a job well done and representing radio so well HERE

(6/25/2012 5:57:28 PM)
Congtarulations, my daughter, I always knew you would suceed. As always,I am so proud and impressed with you. Hope to see you soon. Love Mom

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(PROGRAMMING) Making Great Radio

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It isn't very often you get to hear from two programming experts who are willing to lay out all of their years of experience - at no charge - so you can go back to your station and make it sound much better than it does now. Our latest Podcast features two of the greatest minds in the radio business, President of Jacobs Media and jacAPPS, Fred Jacobs and Vice President of Program Development for Greater Media, Buzz Knight (right). For 40 minutes Jacobs and Knight give us details on how radio stations should sound. If you want to win in the ratings...if you want to win in the local market...if you want to win in the revenue wars...download this podcast and listen to it as many times as you can. Then, go to your manager and get these ideas implemented. Or, just look at your window and watch the station across the street do it. ENJOY our latest installment of MAKING GREAT RADIO!

LISTEN HERE

Download Making Great Radio Podcast #1 HERE
Here are our guests from Podcast #1:
Lee Abrams is a legendary radio programmer who has also as been XM Radio's Chief Programming Officer
Randy Lane is the owner of the The Randy Lane Company
Dave Richards is the Vice President of Programming and Operations for Entercom in Seattle

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Is Your Station a Brand or Are You Milk?

6-26-2012

Our lead story yesterday featuring marketing guru Al Ries sparked a bit of a debate over whether or not radio is damaging its brand by saturating the airwaves with so many commercials (among other things). Some, like industry vet Walter Sabo, argued that cable TV was playing more ads than radio. "Watch any cable channel and COUNT the ads. You'll count more units than any radio station." That seems to avoid the question of whether we are playing too many commercials. Or the question of how many is too many? Or the biggest real question of, does this really serve our advertisers well? Ries' comments about on our brand were unprovoked. He was giving us his honest opinion as a listener. He's not crazy caller number seven, the guy knows a thing or two about marketing and branding.

                                  
LISTEN TO OUR PODCAST - MAKING GREAT RADIO
One of our readers, Stephen Williams, writes, "Comparing radio's spot load to TV/Cable only shows that heavy spot loads and long commercial breaks are proven to diminish a medium ?especially in a culture that gets what it wants free on the internet right away. Radio has to stay competitive, raise rates, lower time spent in commercials, and deliver better creative. Otherwise, we are strangling the goose that lays the golden eggs."

        JOIN THE CONVERSATION NOW LIVE ON TWITTER #AREYOUMILK

More importantly is the question about how we serve our partners. Are advertisers really getting a fair shake when they are the 4th, 5th or 6th spot in a pod of 8 or 10. And doesn't it defy logic that as consumers move toward devices that entertain more and interrupt less something we are doing may be slightly amiss? Just for discussion purposes if you are a music station (outside morning drive) and you go from a song to a long stopset and back to a song with nothing entertaining or local whatsoever, how do you win with that? How does radio win with that? Doesn't that just become a battle of who has the better music, and the music is all the same!

To enlighten us and educate us on the subject of radio's brand, we wanted to get the opinion of someone not afraid to offer up an honest opinion. That person is the 2012 Radio Ink Executive of the year Saga CEO Ed Christain. In the upcoming 40 Most Powerful People in Radio issue of Radio Ink, Ed Christian makes his 15th appearance on the list. We've been publishing the definitive list of radio Power for 17 years. And, Christian has been running Saga for 27 years now, so it's safe to say he knows the business. "What are the storm clouds on the horizon for radio?  The scary trend of commoditization of radio.  If we don't watch out for ourselves we will lose our brand and become a commodity.  Think MILK...national advertisers already treat us like milk.  Ask yourself a question:  Do I know the brand of milk that I buy or do I even care. It is MILK..all the same isn't it?  (nope..but that's another story).  That's what national thinks about us, and we must guard against complacency so that we preserve the brand with local advertisers, as they are and will continue to be our mainstay."

To subscribe to Radio Ink in time to read more from Ed Christian and in time to receive the 40 Most Powerful People in Radio issue, GO HERE. Or call 561-655-8778

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As Expected Rush Joins Merlin in Philly

Philadelphia -- 6-25-2012

In typical Randy Michaels fashion, the press release announcing the addition of Rush Limbaugh to his station in Philly takes a friendly jab at the station Rush leaves behind. "The Delaware Valley now gets to enjoy Rush Limbaugh without the fading and static that comes with AM. Also, no longer will Philadelphia residents hear Rush Limbaugh pre-empted by baseball." Merlin's IQ 106.9-FM also carries  Glenn Beck, Sean Hannity, Al Gardner and Larry Mendte. 

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(SALES MEETING) Be a Better Sales Manager

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As a Sales Manager your job has never been tougher. Multiple stations, multiple teams, multiple personalities, perhaps you carry a list, you need to manage the GM, you need to train the newbies, the list goes on and on. That's why you get paid the big bucks. In this weeks Sales Meeting Podcast, Matt Sunshine from the Center for Sales Strategy outlines a killer strategy that will put you on the track to success and bringing in the numbers just like the home office expects.

Listen to this weeks sales meeting Podcast HERE

Previous Podcast Sales Meetings
Become a Rock Star Seller with Wayne Ens HERE
Improve your Closing Ratio with Sean Luce HERE
Listen to our sales meeting with Matt Sunshine HERE

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(AUDIO) The Secrets of a Superstar Salesperson

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6-19-2012

Todd Greck has been selling for WQAM in Miami for 21 years. This year he was Beasley's overall winner of the "President's Club," an honor for outstanding achievements as a salesperson. Beasley CEO, George Beasley, says, ?Todd has made exceptional contributions to the station and Miami community throughout his tenure with WQAM.  It is with great pride that we recognize him today for achieving what we consider to be the pinnacle of success for our sales executives.? Life is good when you have the man who created the company heap praise upon you.

Listen to our interview with Greck HERE
Congratulate Todd todd@wqam.com

Greck says, "I'm only as good as what I'm doing today and how I'm getting better tomorrow." We asked Greck to share his secrets of selling success. In our (six-minute) interview he gave us the scoop on spec spots, the best ways to prospect, selling digital, the traits of a top seller, and what newbies can do to succeed.

Executive Vice President of Sales, Heather Monahan, adds, ?Todd is the epitome of a successful sports seller. He is at every sporting event in South Florida, is an avid listener to WQAM, and equally as passionate about selling it.  He has been a cornerstone of this radio station for years and we attribute much of our station?s success to his passion, work ethic, and ability to reach so many business owners.?

The President?s Club consists of Beasley sales executives inducted annually for their abilities to meet or exceed advertising sales budget goals, attain accreditation from the Radio Advertising Bureau (RAB) as Certified Radio Marketing Consultants (CRMC), and surpass goals for numbers of proposals written and for higher price per unit rates. The individual with the highest overall rating is named the ?Overall Winner? of the President?s Club. 

Does your station have a superstar seller? We want to hear all about the best salespeople who are representing radio all across the country. Send all details to edryantheeditor@gmail.com. Have you nominated him or her for our Rising Stars Award?

(6/25/2012 9:41:07 PM)
Even though it's all about radio, this interview would have been better with a visual besides the audio. A congratlatory comment by the interviewer, would have been a nice ending instead of Todd just finishing a reply. Good work Todd, you thrive in the world of sales, where you eat what you kill.
(6/24/2012 9:06:21 PM)
Job well done Todd, Very proud of you, and we woon't tell anyone, I taught you every thing you know ;-)

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Radio One and Others Highlight Strength of Black Media

6-26-2012

Radio One has partnered with BET Networks, HuffPost BlackVoices, Inner City Broadcasting Company, KJLH Radio, Johnson Publishing Company, National Association of Black Owned Broadcasters, Reach Media, Steve Harvey Radio and others to create a black media and marketing consortium. The consortium is launching a #INTHEBLACK campaign (which you can now follow in Twitter) to encourage increased investments in the African American consumer marketplace while helping companies reach the African American audience more effectively.  

African Americans represent over 42 million strong consumers, product talkers and brand influencers with a buying power of nearly one trillion dollars annually. By 2015, African American buying power is estimated to gain a whopping 35% hitting 1.2 trillion dollars, up from $913 billion in 2008.* African Americans are mega consumers beating out all other ethnic groups in the consumption of automobiles, wine & spirits, baby care products, groceries, health and beauty products, personal care products, apparel, electronics, movies and travel and entertainment.

The consortium will use its collective resources and strength to speak to the advertising community and consumer audience to raise awareness and create a sense of urgency around the economic opportunity the black consumer segment presents. African American media has the unique ability to reach the African American consumer base directly and is an important resource in identifying and establishing trends within the black community. #INTHEBLACK aims to amplify the value of engaging African Americans through black targeted media and agencies.

 For more information or to find out how you can help, visit areyouintheblack.org.

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(MIW SPOTLIGHT) Clear Channel's Debbie Wagner

6-11-2012

Debbie Wagner never forgets about the people that helped her along the way. Today, she's a very successful Market Manager for Clear Channel in San Diego, the 17th largest radio market in America. Wagner is also one of Radio Ink's Most Influential Women for 2012. "It?s been a privilege to live and work in some special markets and I believe it?s our obligation to always give back and support the community that has given so much to us. What you give out always comes back." Here is more advice and insight from Wagner. The entire Most Influential Women in Radio list will be released June 18th. 

RI: What advice can you offer readers on how to succeed, to get to the top and reach their goals?
Wagner: Determine what position you would ultimately like to have and seek out a mentorship relationship with someone who has that position.  You can then build your plan on what experience and steps you need to take to get to your goal. Work hard, be professional, positive, honest, inquisitive and always go above and beyond.  Your work and presence should make a difference to your team. Actively seek out and take on new opportunities to learn and get known within your stations, company and market. 

Develop strong relationships and super serve your clients and listeners. They are key members of your team and business.   Appreciate and treat co-workers , especially your support team, with respect as they will always be an important part of your success. Be open to change so you can quickly adapt to our constantly evolving business and market.  Once in a leadership position, you need to effectively communicate your vision, set high expectations, hold the team accountable to goals and celebrate successes. You also can?t be afraid of making tough decisions regarding people, shows, formats or expenses in order to improve your business and results.

What mistakes can you help them avoid?
Take care of your reputation as it always precedes you. Avoid burning bridges- you never know who you will be working for or with in the future. Communicate your career goals to your managers and seek out their feedback on how you are progressing and areas to improve.  Actively pursue upcoming job openings which pertain to your goals and make sure to apply for the openings. Many people think that they will be recognized with advancement for their good work but you need to ask and actively pursue the opportunities you want. 

Why have you succeeded?
Over the years, I have had the honor to put together and work with some really talented mentors, managers, personalities and teams as well as great owners like Clear Channel.  Recruiting, hiring, maintaining and growing the best talent and matching their skills to the right position has been key to my being able to create successful, high performing teams and achieve and deliver results.  We all spend more time at work than at home so I have always strived to create a focused but positive and fun culture where people want to come.  Success is always earned as a team.

I never forget the quote by Althea Gibson:  ?No matter what accomplishments you make, somebody helped you.? Participating and giving back to the community by leading and serving on charitable and industry boards has also been a top focus. It?s been a privilege to live and work in some special markets and I believe it?s our obligation to always give back and support the community that has given so much to us. What you give out always comes back. 

Send a note of congratulations to Debbie directly: debbiewagner@clearchannel.com

Read our previous MIW spotlights:
Weezie Kramer of Entercom. "Being Average Doesn't Cut it."
Nancy Odney of Radio Fargo Moorehead. "Accountable Goals and a Detailed Plan."
Alene Grevy of Clear Channel Charleston. "You Can't Get to the Top Without Goals."
Alex Cameron of Emmis in New York. "Attitude is Everything."

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(LEGAL) What Are Your Legal Liabilities of Internships?

Radio Ink asks:  What are the legal liabilities of a station for having internships, independent contractors, and the like, involved with the operations of a radio station...and how can a station protect itself from such liabilities?

John Garziglia says:  A discussion of interns and independent contractors raises a huge variety of both FCC and non-FCC issues for radio stations. Let's try to briefly go through the issues with the caveat that for confronting any of these issues, the advice of an experienced attorney or human resources person is the next step.

First, must interns be paid? The Fair Labor Standards Act has six criteria for identifying when an intern (usually called a "learner/trainee" rather than an intern) may be unpaid.

Those criteria for whether an intern must be paid include: whether the training is similar to a vocational school, whether the training is for the benefit of the intern, whether the intern displaces regular employees and works under the close observation of a regular employee, whether the employer derives an immediate advantage from the activities of the intern, whether the intern is entitled to a job at the conclusion of the internship, and whether the employer and intern understand that no wages are to be paid.  While not all six factors are equally considered,  generally the internship experience must look more like a training or learning experience than look like a job for an intern not to be paid.

It is also worth noting that while unpaid internships are common in the radio industry, the U.S. Department of Labor takes a narrow view on the issue of unpaid interns. Depending on what the intern does,  it is often difficult to make an airtight case that the internship qualifies as one that can be unpaid.

Past the issue of whether an intern is paid or unpaid, further issues arise as to whether an unpaid intern is covered under a station's workers' compensation insurance. Questions that can arise include whether it is advisable for unpaid interns to sign a hold-harmless agreement, an indemnity agreement, or a release of liability. Unpaid internships can also present issues of employment discrimination, harassment, ADA, wage and hour compliance, unemployment compensation, and other employment-related issues.

With independent contractors, the primary issue is whether the worker is actually that -- an independent contractor.  The more a relationship with a worker looks like an employer/employee relationship, the more likely it is that the relationship will be regarded as employer/employee by courts and taxing authorities.  

Some of the criteria used for determining if a worker is an independent contractor are:  is the worker required to follow specific instructions, are there a set number of hours to be worked, who supplies the equipment needed to accomplish the work, must the work be performed on the employer's premises, is the worker trained by the employer, is the work part of the employer's regular business, how long does the relationship last, can the employer assign additional projects to the worker, is the person paid in the same manner as employees, can the worker hire assistants, does the worker provide services to more than one unrelated entity, does the worker make his or her services available to the general public, is there a written contract delineating rights and responsibilities, can the relationship be terminated at will, and is the worker making any investment into facilities or equipment and will the worker realize a profit or have a risk of loss? 

While none of these criteria as to whether a worker is an independent contractor standing alone are definitive in and of themselves, they usually do point in one direction or another.  For instance, at one end of the spectrum is a radio station's "contract engineer" who divvies up his or her time among a dozen or so different station groups, brings along his or her own tools, and is paid by the project. The station's contract engineer under these circumstances is almost certainly an independent contractor. On the other end of the spectrum, a station's engineer who works only for that radio station, is supplied tools by the radio station and is paid on an hourly or weekly basis, is almost certainly not an independent contractor. 

Regarding a worker as an "intern" or as an "independent contractor" can also have FCC ramifications. The FCC's EEO rule is fairly specific in that any worker in a position whose regular work schedule is 30 or more hours per week working for the station is to be regarded as a full-time employee for EEO wide outreach and record-keeping purposes. While there is not much FCC case law on the dividing line between interns, independent contractors and full-time employees, there will be great FCC woes to the station owner that tries to game the system by disregarding interns and independent contractors who would otherwise be in positions of full-time employment. The FCC will take a dim view of any radio station that regards those who should be full-time employees as either independent contractors or interns in order to evade the FCC's EEO wide outreach responsibilities.

There are tax ramifications for incorrectly regarding a worker as an unpaid intern or an independent contractor. John Pueschel, my law firm's labor and employment guru, warns that "right now, state labor and tax departments are paying a lot of attention to this issue. Due to the tax revenues created by the employment relationship (which are avoided in the contractor relationship), in many places, labor departments and taxing authorities are working together to investigate these contractor arrangements and recover unpaid wages and taxes."

John advises that when either unpaid interns or independent contractors are brought on board, there should be appropriate documentation (an offer letter, internship agreement, or contractor agreement, for instance) so that both parties acknowledge the nature and terms of the relationship. The documentation will be valuable if the relationship is ever challenged in a court or an administrative action.

There are also a variety of other significant issues that can arise. Consider, for instance, the required coverage the radio station enjoys with workman's compensation insurance, and whether the station wishes to be without that umbrella of protection if an independent contractor or unpaid intern gets horribly injured on the job. Or consider the gray areas that arise if a young unpaid intern is harassed or molested on the station's premises since the station's liability insurance may not cover claims made by an unpaid intern.

The closing thought is that the use of unpaid interns or independent contractors as workers at a radio station to do duties that otherwise would likely be performed by regular employees should be carefully considered by radio station managers and owners. Before any such workers are brought on board, knowledgeable legal and human resources advisors should be consulted to be sure that the radio station is not engaging in either questionable hiring practices, or an activity that could subject station ownership to significant unintended consequences or liabilities.  For specific advice in this area, John Pueschel of my firm can be reached at (336) 721-3726.

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Top 100 Advertisers Moving Money Online

6-26-2012 

Here's another reason your sales reps should be learning how to talk the digital talk when they hit the streets with their media kits and Arbitron rankers. Advertising Age is reporting that the 100 biggest advertisers increased ad spending in 2011 by 4.8%. However that money did not go to traditional media like radio, TV and print.

In terms of the traditional media, ad spending dropped .2%. The magazine reports that the money is shifting toward digital, search marketing, online video and some forms of social media in addition to promotions and direct marketing. "The appeal is clear: Marketers are putting money into disciplines that directly connect them with targeted consumers."
Read the entire Ad Age piece HERE

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Boston.com To Launch Streaming Radio Station

6-25-2012

When WFNX in Boston closes down on July 23rd many of the personalities will end up at the streaming station that will be parked at http://www.boston.com/ according to the The Boston Globe. Alternative WFNX is being sold to Clear Channel by Phoenix Media. Most of the staff will be let go after the sale. The Boston.com station will feature a variety of live programming: music, commentary, contests, interviews, and exclusive online content.

Publisher of the Boston Globe Chris Mayer said the station is an extension of what Boston.com already does. ?It?s another way to engage readers or viewers who come to Boston.com looking for all things Boston. As a media company, our strategy is to offer products consistent with our brand that deliver value to advertisers and to our audience.?

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(DIGITAL) Applying Word-Of-Mouth Lessons

6-22-2012

By Chris Miller

If you haven't listened to the Radio Ink interview with word-of-mouth marketing expert Ed Keller, take a half-hour and do so. It's a solid perspective on how social media fits into your whole marketing plan. Keller observes that the value in social media has nothing to do with technology. It's valuable because people are social animals. Many of us want to be involved, on some level, with brands we like and trust.

Keller talks about holistic marketing, which is a great term. Being holistic is not just about being consistent, although it is a benefit to your customer if you've integrated your brand content across all your platforms. It's also important to make sure that what you tell them generally fits what they already know and believe to be important about you, and that it addresses what they are likely to say to themselves (internal voice) or to others about you.

SOCIAL WON'T DO EVERYTHING

What social media really excels at is giving your current fans a way to have more access to you. The first big hurdle in having a social media relationship with your listeners is that they have to choose to follow you. We just don't follow brands we don't know or don't care about, or that don't at least create a real spark of interest in some way. So, as part of your whole marketing mix, social media can have an important role. Make sure you're thinking of it as your "frequent flyer" channel instead of your "let's get some more cume" channel.

LOYALTY MARKETING

Companies that work to have a relationship with their frequent flyers -- their heavy users -- often keep a few key principles of loyalty marketing in mind. One is that you want these people as customers for life. Another is that you want to have the lion's share of their activity in your business category. So, if you're one of two Country stations in town, you want your Facebook page to be working to get your fans to make the overwhelming number of their listening occasions listening to YOU.

Furthermore, we all know the 80/20 rule, and our social media helps identify those people who are more likely to be the 20 percent of our fans who provide 80 percent of our listening. The cost is certainly right; using social media to keep existing fans happy is a whole lot cheaper than trolling for new listeners.

By the way, don't use a selling tone in social media. Think of it as pulling your biggest fans aside and whispering something special to them.

THE MYTH ABOUT ENGAGEMENT

Ed Keller makes the point that even though there's a ton of social media interaction going on, that activity is dwarfed by the amount of word-of-mouth comments that people make to each other about brands they use. Comments and "Likes" on your Facebook brand's page is sort of like callers to a talk show. They're an important part of the entertainment, but any good talk host or programmer knows you don't play to the phones.

The myth about engagement is that it has to happen in social media. Even if you're doing Twitter or Facebook just right, the vast majority of your fans will read your posts and the responses you get, enjoy them, and never respond themselves. If those people then listen more and tell others, in real life, how much they like you, you've accomplished something big.

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

For more articles from Chris Miller go HERE.

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(AUDIO) Is Social Media A Waste of Time?

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6-19-2012

Ed Keller is the co-author of a new book called "The Face-to-Face Book." Keller says real relationships rule in a digital marketplace. While everyone is busy trying to figure out how to increase followers on Twitter and hit their 5,000 like limit on Facebook, Keller says 90 percent of consumer conversations still take place face-to-face. We asked him how radio managers can improve positive word-of-mouth with local advertisers, how to strengthen your social and digital strategies, and to identify specific "talkworthy" brands and how they go there. It's an outside-the-building perspective we all need every now and then.

Listen to our interview with Ed Keller HERE
To contact Keller directly, reach out to Angela Hayes ahayes@goldbergmcduffie.com
To purchase Keller's book, visit the Amazon.com link below.

(6/20/2012 7:03:53 PM)
So many managers remind me of us when we were kids - counting the days when the excitement of Santa's visit would finally culminate somewhere between getting a pair of shoes or a Ferrari... depending on the scope of the story. Then, one day, we were told: "We weren't actually lying to you, kid. We were just bullsh##ing." Sorry"

So it is for any radio-folk who think their chestnuts are about to be pulled out of the fire by their online participation.

For better and more exciting results, see: Programming. (Unless they have been a complicit part of the conspiracy story.)

(6/20/2012 9:51:41 AM)
Although I wasn't crazy about the way he describes social media as a "gold rush" or "frenzy", I did like the point about a people strategy.

He says to start with a people strategy before you develop a social media or online strategy. This is a smart thought. Social media is based on the relationships brands can develop with consumers. If you miss the mark there by ignoring the relationship factor, you aren't likely to reach your social media goals.

(6/20/2012 8:54:38 AM)
Hard to take a conversation about social media serious from someone who thinks there is a 5,000 limit on FB pages and that radio's goal is to hit it.
(6/20/2012 8:41:13 AM)
Agree and disagree. Agree that "high touch" is important. Disagree that it's better than "high tech" as he implies. It should not be one or the other thinking. They are two different things in radios case. Social media is not just about the actual "social" interaction aspects but also search engine relevance and brand awareness. No question personal relationships are important to close sales and build relationships but best to have both working together synergistically IMHO.

(6/20/2012 5:30:09 AM)
I would be very interested to hear Loyd Ford's take on this. Social media is so pervasive, anyone who ignores it, does so at his own peril.

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Driving The Industry Forward

6-20-2012

WBEB Philadelphia owner Jerry Lee says Erica Farber is going to make a great RAB President. "I see Erica methodically putting together a step-by-step plan to drive the industry forward. She has the leadership qualities to grow the industry by at least 25 percent over the next five years." That is a very bold statement from a highly respected and successful independent operator. So how does Farber see the industry transforming? She says we have to think about more than just transmitters. It's about doing a better job of branding our product.

In the latest issue of Radio Ink, RAB CEO Erica Farber is featured on the cover. In the interview we asked her how she sees the radio business transforming over the next five years. "That?s a big question. From the broadcasters? standpoint, it?s gotten bigger than just thinking about your transmitter. The transmitter is critical, but for the first time in my career, we are able to compete with other mediums for budget in a different way. Whether it?s through your computer, handheld, or whatever device, that?s where our consumers are going to be. That is what radio is focusing on. It is becoming more critical than ever."

Farber also says how we brand radio is key because of the number of ways consumers can now access audio products. "We always talk about how important product is, and how important branding is. But more important than ever is what our product is and what our branding is, because the competition is fierce. Getting our products on every device possible, and I know there are many people working to make this happen, is critical. The change that?s occurring is, when you talk to the consumer about radio, their definition of radio is changing. They might be listening to a stream on their computer, but they call it radio. They might be listening to an audio service on a handheld, but they call it radio. When we look to the future, that?s going to be a big issue ? what?s going to be the definition of radio and audio services. It?s important that broadcasters focus on their brands."

And, how important is local? "There is huge importance in local, but local has a broader definition. It?s being the very best you can in your local marketplace. Sometimes that means taking a national brand and including it in your local station. Our challenge is, how do we stay up? How do we communicate? How do we learn? How do we stay ahead of all the new technology?"

We'll have more from our cover story with Erica Farber tomorrow.
You can subscribe to our digital edition RIGHT NOW and read the rest of it immediately on your mobile device or tablet. Call 561-655-8778 to subscribe to our print edition.

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Legendary Marketing Guru: "Radio Playing Too Many Ads"

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It's something we've written about many times but seems to fall on deaf ears inside the radio beltway. Here's one person who hears it loud and clear and has some serious advice for broadcasters. Buzz Knight, on assignment to Radio Ink, picked up an interview with legendary marketing genius Al Ries, the author of "Focus" and "The 22 Immutable Laws of Branding," among other best sellers. Ries, who is all about branding, tells Knight, "I am seriously concerned about radio." He says the number of ads radio plays is not good for advertisers. "I don't see how you can run so many commercials and expect to cut through. It doesn't make any sense." Ries ran an advertising agency in New York for nearly 30 years and now consults with his daughter Laura. Ries also tells Knight radio needs to do a better job getting its message out. Something we've heard many times before.

Listen or download the Buzz Knight/Al Ries interview HERE
Check out the Ries & Ries website HERE

Buzz Knight is the Vice President of Program Development for Greater Media and he can be reached at bknight@greatermediaboston.com.

(6/25/2012 6:35:27 PM)
Maybe it does need to be said. A lot of these guys are not professionals. They are in it only for the money they can grab... today.
(6/25/2012 6:13:50 PM)
A lot of the problem comes from radio station owners/GMs who are business people, not "radio" people. They see every single commercial availability that goes by unfilled as money left on the table.

If they aren't filling 12 minutes per hour (or more) entirely with commercials, they liken it to a grocery store having to throw out fruit that has gone bad. They'd rather oversell the station at 25 cents a spot than risk a day with unsold inventory.

They don't care about "damaging the brand."

(6/25/2012 1:43:49 PM)
Over commercialization was not Al Ries' message! His only reference was to the extreme, i.e, the parade of lead-in spots to celebrity talk shows.

Besides, Cable TV is now stealing Network TV ad
$ despite "insufferable" over commercialization.

Bigger issue: Radio & print come into the discussion only as mediums advertisers can borrow money from to buy more Social Media.

In a forthcoming online RI story (RADIO 2012...
GIVE UP?) I explore Radio's #1 problem, and
what you can do to solve it.

(6/25/2012 1:40:39 PM)
Friends of radio remember when radio was more friendly so to speak. 8 or nine minutes of ads per hour. F R E S H programming whether in music or talk. Accessible DJs and Talk Show hosts that made up a FUN listening environment.
Can we recreate that? Probably, so let's make today's Radio just that....
(6/25/2012 1:34:48 PM)
But---there are hundreds of small and medium market stations who "get it" and do it well.

And, they also limit their commercial load to a reasonable amount----but what they do air is largely local in scope.

AND---although if you asked 100 listeners if they "liked commercials" they would all say NO---they'd miss them if they weren't there---at least in the 10 or so markets I have worked in at stations that "got it".

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(MIW Spotlight) "Being Average Doesn't Cut it."

6-7-2012

"First, understand who you are, what you enjoy doing, and what you do best.  Be honest about it. Go deep on truly understanding your innate talents as well as limitations. Use Strengthfinders testing or available tools to help you better understand your core talent themes. Develop questions to ask potential employers in interviews that will help you understand if your talents are indeed a match for the position. This is a step that most people miss.  They are so focused on ?nailing? an interview that they forget to probe on what talents are really needed for the job. So many people ask lame questions or have none at all when it?s their turn to respond to ?do you have any questions for me??  Strong probing, intelligent or relevant questions about the role often tell me more about candidate than their answers."

"Secondly, the key to success is matching up your talents to roles that allow you to do what you do best every day.  The better the match the more effortless the job will be. People who find jobs that fit them are fully engaged and produce the best results.  As simple as it sounds, it?s the secret to success and growth. No one gets promoted if they have a negative attitude or don?t want to put in the extra effort necessary to stand out. Average does not cut it. It?s impossible to be average when you are passionate and enthusiastic about what you do.  Find the talent/role match up and you will be half way home."

"The second half of the advice is to keep learning every day.  Graduation does not mean stop reading or learning.  Spend at least thirty minutes a day reading something related to your field.  Our world keeps changing at ever faster speeds and I am amazed at how many people resist change vs. embracing it and learning all they can about where the business is headed. Network like crazy and knowledge share with as many people as you can.  Seek out mentors to help you navigate your career.  Many people who have ?made it? did so with help from others and are happy to return the favor."

"Finally, establish goals.  Random is not a plan.  Set your sights on near term goals that are next steps towards a bigger plan.  Early in your career it could be an economic goal, increased responsibility, or to master a new competency.  It helps if one is flexible and willing to leap at opportunities when they appear.  Meaning work late, move to a new city, or take on extra work for no immediate compensation.  Rewards will come for those who take the initiative when opportunity presents itself."

I am a big fan of mistakes.  I am just not a big fan of making the same mistake twice.  Mistakes are how we learn and grow.  No one is perfect.  If we don?t make mistakes it means we are not stretching ourselves or trying new things.  Someone once told me that problems and mistakes will always happen.  The measure of you is not that they do, but how you handle them when they happen.  To me, that?s admitting that a mistake was made.  Understanding why it happened and how it could be corrected.  And not making the same mistake twice.

"If success means loving your career and having energy and enthusiasm for it every day, then I have succeeded.  I have never been bored one day and I get to work with creative, smart, energetic people every day in a business that connects with over 93% of the population through local talent, compelling over the air, digital, social, and mobile content and delivers results for local advertisers and makes a difference in our communities.  What?s better than that?"

Congratulate Weezie Kramer directly at wkramer@entercom.com

(6/22/2012 6:26:21 PM)
Being average looking, honey, doesn't cut it either!
(6/9/2012 6:12:45 PM)
Entercom?...move on, might as well take advice from the postman...
(6/8/2012 2:24:27 PM)
Great advice from someone who practices it every day. Thanks for sharing, Weezie!
(6/8/2012 12:16:40 PM)
Spot on Weezie, great advice for anyone at anytime in their development. I had the good fortune to work with you at Westinghouse 20+ years ago, I knew you were a super star then and continue to be...
God Bless you and good luck going forward you are one of the few common sense people left in the broadcast business. I hope many people are listening to you.

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Journal Closes on Renda's Tulsa Stations

Journal Closes on Renda's Tulsa Stations

Journal Broadcast Group has completed the purchase of KHTT-FM and BOB FM in Tulsa from Renda Broadcasting. The price paid for the two stations was just under $12 million.Journal Broadcast  also owns 98.5 KVOO-FM, KXBL-FM and KFAQ-FM in Tulsa. Journal CEO Steve Smith said, "We are pleased to complete the purchase of these exceptional radio stations allowing us to bring the teams together to continue serving our listeners, customers and the entire Tulsa community."

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(SALES) Are You Sold?

6-20-2012

By Wayne Ens

I recently facilitated a workshop where the host broadcaster felt their sales people's competitive edge was to take a consultative approach to selling rather than a traditional sales approach.

A great concept, but with one major flaw. Assuming your competitors are using old-school sales tactics and not the consultative approach can be a huge mistake.

The reality is, to varying degrees, most of your competitors also claim to be "consultants." They've probably been trained to do a Customer Needs Analysis (CNA), to ask questions, and to sell solutions.

And there is no doubt that consultative selling is the right way to build stronger customer relationships and increase sales for you, and your clients.

But many alleged consultative sellers see consulting as simply a tactic to get a sale. The sale is their goal. Most pay simple lip service to the process and simply ask questions until they see an opening for that sale.

So what do you do to differentiate yourself when everyone is claiming to be a consultative seller?

Here are a few tips:

1. Don't ask the same dumb questions your competitors, or predecessors, asked. I once had a business owner say to me, "If I have one more media rep ask me who my target demographic is, I'm going to scream. I want to work with professional marketing consultants who already know the demographics for my products."

2. Become a category expert. Choose categories to target that a.) fit your station's demographics, and b.) you have a knowledge of, a natural affinity for, or a passion for.

3. Answer a minimum of 90 percent of your CNA before you meet with your prospect. The answers can be found online through your chosen category's trade associations, trade publications, or through personal contacts with the prospect's suppliers, staff, and competitors.

4. Use the pre-call knowledge you acquire to pre-plan more intelligent, relevant, and thought-provoking questions than your cookie-cutter competitors.

5. Don't be a "yes-man"! Traditional salespeople smile and nod with every answer to their questions. True consultants, based upon their knowledge, challenge every answer to every question. Salespeople smile and tell prospects what they want to hear. Consultants tell prospects what they need to hear.

6. Don't take chances with your client's money. True consultants conduct the research and forensics to ensure the likelihood of success of every recommendation they present.

7. Have conviction in your proposed solutions. Sales people present various alternatives, often called "the alternative close" because they don't care what the client buys as long as they buy. Consultants have the knowledge-based conviction to walk away from an order if they know the campaign will not work for the client.

8. Conduct a post-campaign analysis to learn how the campaign was measured and how to make each campaign better than the last.

9. Keep learning about your chosen categories. Your client has to know a little bit about everything: accounting, signing leases, selling, negotiating, hiring staff, ordering fall merchandise, and oh, maybe some "marketing." When you devote your full focus to learning about marketing for their category, you become a valuable resource.

10. Place a value on your consulting and creative services. You might not actually charge it, but in your presentation identify your credentials, and place a monetary value on the time, knowledge, and effort you expend on your client's behalf to ensure more productive campaigns. When you show a total value for your schedule and your expertise, but only charge for the schedule portion, you'll seldom encounter rate issues.

11. Spend at least as much time learning about marketing, and recent marketing trends, as you do learning about how to sell. When asked what they would do differently, two of the richest men in the world, Bill Gates and Warren Buffet, both had the same answer?read more sooner.

12. Most importantly, do not try to create a campaign to sell your clients products or services until you too have been sufficiently sold. Keep probing, digging, researching, and asking questions until the client has convinced you that they are the best place to do business.

Once you're sold, you'll find it much easier to passionately create a campaign to convince your audience to buy from your client.

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

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(MIW SPOTLIGHT) Alex Cameron of Emmis

Last night in New York City, the signature event for HOT 97, Summer Jam, was held in New Jersey at MetLife Stadium. A perfect opportunity for us to spotlight, Alex Cameron who runs the show for Emmis in the Big Apple. Emmis CEO Jeff Smulyan says of his New York market manager, "Alex is one of the most talented people I have met in the radio business. Whether its managing the constant change we have had in New York, overseeing our remarkable Summer Jam Concert', or being one of radio's most vibrant ambassadors to the advertising community, Alex has done a terrific job."

Cameron has been with Emmis for 10 years now. She started out in radio nearly 20 years ago, on the air.

RI: Why have you succeeded?
Cameron: Success is a relative term but I suppose my attitude and outlook have helped. Attitude is something I notice often hinders or helps people regardless of talent. Don?t expect it, earn it? and consider that a privilege. There are no shortcuts in life. If you want something worth having, it will require work. In my opinion, ?balance? is bull! It sounds good and a lot of people talk about it, coach it, and recommend balance, but I don?t know of any top performing athletes, entrepreneurs, entertainers, or really competitive professionals that actually have real balance in their lives.

I believe in striving to one day attain it because balance is something I believe to be a reward. Balance is earned at a certain point in life. To deliver a concentrated effort, great commitment, or perseverance at anything, generally requires sacrificing some balance. Any success I have had has partially come from determination and sacrifice. I?ve spent time and effort to learn something better, work smarter, work harder, work later, squeeze more out of a day, more out of a project, push others harder and myself hardest. My ?balance? happens in waves. I?m not a work-a-holic, I?m a work-a-luv-it, so I go go go until I can?t anymore. I live in a world of organized chaos which is where I thrive. When I need a break, I take a fabulous vacation or do something to get re-energized and re-inspired. I travel to a new country or try to conquer a new sport, or do something that intimidates me until it doesn?t anymore. Life is too short for balance right now. The world is very different today than when I started my career and I?m just as eager. But how I measure success has changed. I think knowing myself and how I?m wired, how I thrive, but understanding that?s individual and not universal is key. I try to learn and respect what works for you and works for me and to leverage the differences appropriately. Ultimately, I seek purpose and richness in my life which is heavily entrenched in loving what I do and the people I do it with.

What advice do you have for others trying to make it to the top like you have?
Cameron: Don?t try to do everything by yourself. Delegating the right assignment to the right talent is an art and good for both parties. I used to hoard work and projects because I only trusted myself to do them ?properly? -- my way LOL -- which was arrogant and a fast way to chronic burn out! We?re all really good at something and we all know someone who?s really good at something else.

Do the thing(s) you?re really good at and spread it, teach it, share it. Engage colleagues or staff in tasks they are really talented in. Whatever you are trying to achieve, the result of a big project or goal will likely be exponentially greater by involving others in the vision, execution, and celebration. Chances are it will also get done a lot faster, more efficiently, and people will appreciate the fact that you trusted them with being counted on and valued with the expertise to contribute.

You will harness the potential of others and your value will extend by being able to do so. Out of that old rule ?do, defer or delegate,? I?m a big proponent of doing myself and delegating the right projects. If it can be deferred, and it?s not worth delegating, it?s probably not worth doing at all! Don?t be a hoarder, or worry too much about buffering, real talent wants to be engaged, accomplish, and contribute. Learn to share the work, to share the love. Be brave. Be willing to take risks when you truly believe they are the right risks. Be prepared to be singularly accountable when they are not, be prepared to share the credit when they are."

Congratulate Alex Cameron directly for a job very well done. ACameron@emmisny.com

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We Need More Advertisers Like Geico

6-25-2012

The insurance category is red hot. SNL Financial reports that Geico spent just under $1 billion on advertising in 2011. That number is a combined expenditure figure including radio, TV, billboards and the Internet. It was an increase of 10% over 2010 for the insurance company. The next three advertisers, in terms of ad spending were, State Farm, AllState and Farmers. Farmers increased its spending by 44%. Geico accounted for one out of every six advertising dollars spent in the property and casualty industry.

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WNYC Radio Hires NY Times Vet as VP of News

6-24-2012
WNYC Radio in New York says Associate Managing Editor at The New York Times Jim Schachter will become Vice President for News beginning July 9th. It's a newly created position which puts Schachter in total control of the WNYC Radio news brand, including editorial decisions. Schachter spent 17 years at the Times, ?WNYC?s talented staff, enterprising spirit and public-service mission make it an incredibly appealing place to practice high-impact journalism. I?m delighted to have the opportunity to join an institution that I have long admired, and humbled to be leading a newsroom that has such deep respect for the intelligence and engagement of its audience.?
New York Public Radio CEO Laura Walker said, ?We are thrilled that Jim is bringing his extraordinary editorial skills and track record of success to public radio. He has a vibrant vision, an appetite for innovation, and a keen understanding of engaging audiences. This will bolster our ambitious plans to grow our news content and increase our reporting capacity across all platforms. We?re delighted that he is joining us at a moment when the need for serious journalism has never been more urgent.?

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Alaska GM May Have Died in House Fire

6-24-2012

According to the Anchorage Daily News the fire marshal is investigating the Saturday blaze in the town of Galena where two bodies have been found. They are believed to be KIYU General Manager Terry Fair and his wife. Terry Fair left the station Friday at 7PM, a few hours before the fire. The couple's cars were parked in the driveway when the fire began and no one else lives at the home. KIYU Operations Manager Jeremy Scott told the paper nobody has seen or heard from the couple since the fire.

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Radio Networks Form New Organization

6-25-2012

American Urban Radio Networks, Crystal Media Networks, Cumulus Media, Dial Global, Premiere Networks and United Stations are part of a newly formed organization designed "to promote effective, reliable reporting and stewardship of network radio audio commercials and programming." The Network Radio Compliance Council?s mission is to establish best practices, providing advertisers, agencies and radio stations with better tools for the placement and reporting of commercial audio.

Meg Montury of Premiere Networks has been elected chair and Chris Buehler of Dial Global as Vice Chair. The Council will host quarterly meetings with invited guests, including radio vendors, ad agencies and additional network radio companies.

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Legendary Marketing Guru: "Radio Playing Too Many Ads"

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It's something we've written about many times but seems to fall on deaf ears inside the radio beltway. Here's one person who hears it loud and clear and has some serious advice for broadcasters. Buzz Knight, on assignment to Radio Ink, picked up an interview with legendary marketing genius Al Ries, the author of "Focus" and "The 22 Immutable Laws of Branding," among other best sellers. Ries, who is all about branding, tells Knight, "I am seriously concerned about radio." He says the number of ads radio plays is not good for advertisers. "I don't see how you can run so many commercials and expect to cut through. It doesn't make any sense." Ries ran an advertising agency in New York for nearly 30 years and now consults with his daughter Laura. Ries also tells Knight radio needs to do a better job getting its message out. Something we've heard many times before.

Listen or download the Buzz Knight/Al Ries interview HERE
Check out the Ries & Ries website HERE

Buzz Knight is the Vice President of Program Development for Greater Media and he can be reached at bknight@greatermediaboston.com.

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Boston.com To Launch Streaming Radio Station

6-25-2012

When WFNX in Boston closes down on July 23rd many of the personalities will end up at the streaming station that will be parked at http://www.boston.com/ according to the The Boston Globe. Alternative WFNX is being sold to Clear Channel by Phoenix Media. Most of the staff will be let go after the sale. The Boston.com station will feature a variety of live programming: music, commentary, contests, interviews, and exclusive online content.

Publisher of the Boston Globe Chris Mayer said the station is an extension of what Boston.com already does. ?It?s another way to engage readers or viewers who come to Boston.com looking for all things Boston. As a media company, our strategy is to offer products consistent with our brand that deliver value to advertisers and to our audience.?

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TuneIn Bulks up The Offerings

TuneIn has added 20 more companies bringing its total offerings to more than 600. Among the latest broadcasters now being offered on TuneIn are FOX News Radio and Bloomberg Radio. The company also said it now carries 70,000 stations, an increase of 52% over the last year and has more than 30 million monthly active listeners.

TuneIn CEO John Donham says, ?We are committed to achieving the varied goals of our broadcast partners, whether they?re growing their audiences, monetizing their streams or growing their digital footprint. Broadcasters have already responded enthusiastically to our current offerings. We will continue to innovate ? as we always have ? to ensure the best experience for broadcasters, and listeners, everywhere.?

Here are other broadcasters and Internet pure plays that have just joined the TuneIn service: GoRadio.com, Monocle 24, Laut.FM, THIRD ROCK-RFC Media, 181.FM, AddictedToRadio, AccuRadio, 977Music.com, Array.FM, Magic Monster Radio, WQXQ Virtual Formats LLC, Double D Media, Radio Paradise, RISK!, KIVA, Grateful Dead GDRadio.net, Sports Byline USA, The Leslie Marshall Show, Progressive Voices, WHB 810, WSRadio, PMB Broadcasting, Syndicated Solutions, Inc. and FCCFreeRadio.

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Plane Hits Radio Tower. One Dead

The incident took place near Morgantown West Virginia. Authorities say one person is dead after a a Hawker Beechcraft BE90 struck a radio tower in Coopers Rock State Forest and crashed. West Virginia Public Broadcasting reports to the local Television station that one of its radio towers was hit and the antenna at the top is gone. The plane went down7.5 miles east of Morgantown. The incident took place on Friday.

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(MIW SPOTLIGHT) CBS Las Vegas PD Charese Fruge

6-24-2012

Charese Fruge has been in the radio business for over 20 years. She's currently the Program Director of Mix 94.1 and X107.5 in Las Vegas and one of Radio Ink's Most Influential Women of 2012. Fruge's stellar career has been Charese has been the female station voice for KMXB in Las Vegas, Alice in San Francisco and Denver, Star in Los Angeles and Mix in Houston. She says, "I love making a connection between the music and the audience." Her advice to anyone looking to become a success in this business, "be a survivor." Here's more from one of radio's great programmers and one of Radio Ink's Most Influential Women.

RI: How did you wind up at the Mix in Vegas?
FRUGE: I started in promotions and did over nights in Southwest Louisiana at KSMB in Lafayette. My career path is very much like a roller coaster ride. It took me to Beaumont, Texas to do Mornings with Mark Landis at KIOI, then to Baton Rouge to do my own Morning Show at WFMF, where I was then recruited to go to B97 in New Orleans. I did every shift possible on that station until I took a job to work with some guy nameg John Jay Van Es J at KKBQ in Houston. We were HORRIBLE, by the way J. So I moved back to New Orleans to work for Entercom?s WLTS/WEZB/WLMG  and to get in to the Programming/Music side of Radio. From there, I moved to the  ?other City of Sin? Las Vegas to do Midday?s and be the Music Director for Mix 94.1. About a year and a half later I was the Program Director of the station.

RI: Sounds like you were thrown into the fire
FRUGE:  I didn?t know what I was doing, but I was having a BLAST programming simply with passion for the music. We had one of the Top Performing Hot AC?s in the country and we did some amazing events because Vegas was the Entertainment Capitol of the World! After about 5 years in Vegas, Jerry McKenna (My current boss at CBS Las Vegas) recruited me to Program Alice (KALC) in Denver for Entercom. Exactly 1 Year Later I was Programming Star (KYSR) in Los Angeles. Fast forward to now and I will tell you that in the last 4 years, I have moved 4 times and Programmed KSCF in San Diego, KLLC in San Francisco, KMBX, and KXTE in Las Vegas and KZZO in Sacramento (sometimes 3 stations, in 3 different markets at one time, all for CBS Radio). I just recently moved back to Las Vegas to focus on my 2 stations here, take a breath and get a life. I am very lucky and CBS has been very supportive of my decision to settle into one market. I have amazing teams who make my job worth going  to every day.    

RI: Why have you succeeded?
FRUGE: I think it?s because I am driven. I try to focus and pin point what I want, then I go after it. I don?t pretend to have all the answers and I am not afraid to ask questions. I have three older brothers and a football coach for a father. My mother spent the better part of my childhood teaching me not to be afraid and that it was okay to want and achieve a career. I strive to be passionate, open minded and solution based and I understand what it means to play on a team. I surround myself with great people and have a strong desire to help make them successful. If they look good, I look good. I have amazing teams on both KMXB and KXTE and they have contributed immensely to my success. As have the teams I have worked with over the years. No matter what position you play, you can?t win alone and I am very fortunate that I have the teams and the tools in place to be successful.

RI: What do you love about radio the most?
FRUGE: Selfishly speaking, I love breaking new artists and developing and nurturing relationships with the artists. I love making a connection between the music and the audience. I love sitting in my car with the volume all the way up listening to my favorite song play on one of my stations. There is no feeling like it in the world. I also love when Mark and Mercedes and JC (KMXB) make me laugh, or when Dave and Mahoney and DK (KXTE) get me fired up because they are talking smack about my Saints. They are all seasoned pros and I love feeling them connect with the audience and watching them grow and succeed. I started in Morning radio and as much as I prefer being behind the scenes, I live vicariously through them and listening to both shows starts me off with a smile every day.

Any advice for the Radio Ink readers?
FRUGE: Put together a plan and believe you can achieve it. Understand that it won?t happen overnight, but if you take the right steps, build and nurture relationships and look at everything and everyone (good or bad) as a learning experience, you will eventually get there. Also, it?s important to understand that sometimes those goals will change. The one thing you will need to be is a ?Survivor.? This business changes so often, and so fast. The most important lesson you can learn is that most of it is not personal, it?s just business. So when you run into a road block, find another route. You will eventually get to your destination.

What mistakes can you help them avoid?
FRUGE: The three biggest mistakes to avoid in the business: Working in Denial, Letting your EGO get involved and Beating Yourself Up. You MUST learn to choose your battles wisely. We spend so much time fighting things we can?t control because we are in Denial. Take a step back and look at the situation. Is it a communication break down? Is there another option? Or a another way to make it work? Or is it something you just can?t control. If it?s a circumstance, move on and find another option. If it?s a person, agree to disagree and move on. Don?t let egos get involved. Most of the time exercising Ego will only blow up in your face or come back to haunt you. I am a big believer  in Karma and no one wants to work with an egomaniac. And the most Important mistake you should avoid, is beating yourself up. You have to give yourself a break and know when to say when. The people in this industry are a certain type. We beat ourselves up more than anyone else does. Own up to it if you screw up or if you are challenged, but give yourself a break when you need it and celebrate the wins when they come. If you don?t, you?ll wake up one day and ask yourself where your passion and your life went.

Congratulate Fruge for a job well done and representing radio so well HERE

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Dickey: "We Respect ESPN But They've Sort of Had it All to Themselves"

From integrating Citadel under the Cumulus umbrella ahead of schedule, to launching Mike Huckabee and Geraldo Rivera, to getting all his stations on iHeartradio, launching an all-sports network with Dan Mason must seem like just another day at the office for Lew Dickey. "We are a natural distribution partner for CBS," Dickey told Radio Ink last night. We are pleased to be doing this. This is a great boost for our network and our sports franchise." And, despite calling it a good product, Cumulus will phase out ESPN on all of its stations and incorporate the CBS Sports brand when all the elements are in place, many of which should be ready to go by the time all the radio brass gather in Dallas at the Radio Show in September. Read more from our conversation with Dickey last night.

Tell us about the discussions with CBS. Do you pick up the phone and call Dan Mason and say "Let's do this deal"?
Dickey: There were discussions at several levels, obviously. It is something they are very excited about. It is a strategic imperative for those guys as it was for us. It is just one of those deals where it just made a lot of sense for each company to leverage its respective assets to create this offering. Obviously, sports was one of our key focus content verticals. It is something that we wanted to leverage the power of our O&O group along with our distribution through our network. It made sense for us to seek a partner and do this. With their lineup, it is a key content focus of CBS, so with their lineup, it just made a lot of sense for us to do this.

You guys have a relationship with ESPN. How does this effect them?
Dickey: I think this has been a gradual evolution for ESPN to take all these functions in-house, and it just makes sense for them to do so. They are a big operation. They have a pretty deep bench. It just makes sense for those guys to be self-sufficient and to do this. This is something that has been in the making for a long time. This is just a natural evolution. With that being said, Cumulus was in the position of having a lot of sports stations and a great network of distribution of content and time sale, so it just made sense for us to seek a partner where we could create a competitive entrant. That's what we did with CBS.

What do you want GMs to know?
Dickey: I think ESPN is a fine product. I think we can put a very competitive product on the field. There is choice now. I think for the first time, there is going to be real choice for not only updates, but a 24-hour network, expert analysis, and features. There is going to be a legitimate competitive offering out there, to offer real choice. I think choice makes everybody better. I think the broadcasters will benefit from this. We have a lot of respect for ESPN and what they've done. I think they have sort of had it to themselves, and this is a real opportunity to offer real choice to both the broadcasters and the advertisers.

What are your thoughts on how big this business has become and how much bigger it can get?
Dickey: Sports, as you know, because of the immediacy, as a content vertical, sports is one of the most lucrative out there. Period. It is something that has been a big focus of ours. This enables us to take it to the next level. For the pioneers who launched those stations 25 years ago, it was a great deal of forward thinking. They are certainly being proven right by the dramatic demand of it by both listeners and advertisers. It is a great content vertical. I think it is great content for radio. We are big believers in spoken word at Cumulus, as you know. This is just another iteration of spoken word radio.

More Coverage of the deal:
The Baltimore Sun
Chicago Tribune
CRAIN'S

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ESPN Not Phased by CBS Announcement

ESPN Radio has pretty much dominated the sports talk radio market in recent years, building itself up into a juggernaut, using the power of its television networks and close connection with professional sports leagues and star athletes. When the CBS network deal was announced on Thursday, ESPN Senior VP Traug Keller said ESPN is used to the competition. "ESPN Audio has built an unparalleled mix of high quality events and national sports talk programming over the last 20 years. We are well-positioned in the marketplace through our diverse audio platforms."

READ OUR COVER STORY WITH ESPN'S TRAUG KELLER FROM MARCH HERE

As of this year, ESPN Radio provides more than 9,000 hours of talk and event content annually to 24 million listeners a week on more than 700 stations, including O&O's in new York, Los Angeles, Chicago, Pittsburgh and Dallas and more than 350 full-time affiliates. In the first quarter of 2012 the five local ESPN websites #New York, Los Angeles, Chicago, Dallas and Boston# are averaging more than 9.2 million unique visitors and 87.2 million total minutes per month, according to comScore.

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(LEGAL) What Are Your Legal Liabilities of Internships?

Radio Ink asks:  What are the legal liabilities of a station for having internships, independent contractors, and the like, involved with the operations of a radio station...and how can a station protect itself from such liabilities?

John Garziglia says:  A discussion of interns and independent contractors raises a huge variety of both FCC and non-FCC issues for radio stations. Let's try to briefly go through the issues with the caveat that for confronting any of these issues, the advice of an experienced attorney or human resources person is the next step.

First, must interns be paid? The Fair Labor Standards Act has six criteria for identifying when an intern (usually called a "learner/trainee" rather than an intern) may be unpaid.

Those criteria for whether an intern must be paid include: whether the training is similar to a vocational school, whether the training is for the benefit of the intern, whether the intern displaces regular employees and works under the close observation of a regular employee, whether the employer derives an immediate advantage from the activities of the intern, whether the intern is entitled to a job at the conclusion of the internship, and whether the employer and intern understand that no wages are to be paid.  While not all six factors are equally considered,  generally the internship experience must look more like a training or learning experience than look like a job for an intern not to be paid.

It is also worth noting that while unpaid internships are common in the radio industry, the U.S. Department of Labor takes a narrow view on the issue of unpaid interns. Depending on what the intern does,  it is often difficult to make an airtight case that the internship qualifies as one that can be unpaid.

Past the issue of whether an intern is paid or unpaid, further issues arise as to whether an unpaid intern is covered under a station's workers' compensation insurance. Questions that can arise include whether it is advisable for unpaid interns to sign a hold-harmless agreement, an indemnity agreement, or a release of liability. Unpaid internships can also present issues of employment discrimination, harassment, ADA, wage and hour compliance, unemployment compensation, and other employment-related issues.

With independent contractors, the primary issue is whether the worker is actually that -- an independent contractor.  The more a relationship with a worker looks like an employer/employee relationship, the more likely it is that the relationship will be regarded as employer/employee by courts and taxing authorities.  

Some of the criteria used for determining if a worker is an independent contractor are:  is the worker required to follow specific instructions, are there a set number of hours to be worked, who supplies the equipment needed to accomplish the work, must the work be performed on the employer's premises, is the worker trained by the employer, is the work part of the employer's regular business, how long does the relationship last, can the employer assign additional projects to the worker, is the person paid in the same manner as employees, can the worker hire assistants, does the worker provide services to more than one unrelated entity, does the worker make his or her services available to the general public, is there a written contract delineating rights and responsibilities, can the relationship be terminated at will, and is the worker making any investment into facilities or equipment and will the worker realize a profit or have a risk of loss? 

While none of these criteria as to whether a worker is an independent contractor standing alone are definitive in and of themselves, they usually do point in one direction or another.  For instance, at one end of the spectrum is a radio station's "contract engineer" who divvies up his or her time among a dozen or so different station groups, brings along his or her own tools, and is paid by the project. The station's contract engineer under these circumstances is almost certainly an independent contractor. On the other end of the spectrum, a station's engineer who works only for that radio station, is supplied tools by the radio station and is paid on an hourly or weekly basis, is almost certainly not an independent contractor. 

Regarding a worker as an "intern" or as an "independent contractor" can also have FCC ramifications. The FCC's EEO rule is fairly specific in that any worker in a position whose regular work schedule is 30 or more hours per week working for the station is to be regarded as a full-time employee for EEO wide outreach and record-keeping purposes. While there is not much FCC case law on the dividing line between interns, independent contractors and full-time employees, there will be great FCC woes to the station owner that tries to game the system by disregarding interns and independent contractors who would otherwise be in positions of full-time employment. The FCC will take a dim view of any radio station that regards those who should be full-time employees as either independent contractors or interns in order to evade the FCC's EEO wide outreach responsibilities.

There are tax ramifications for incorrectly regarding a worker as an unpaid intern or an independent contractor. John Pueschel, my law firm's labor and employment guru, warns that "right now, state labor and tax departments are paying a lot of attention to this issue. Due to the tax revenues created by the employment relationship (which are avoided in the contractor relationship), in many places, labor departments and taxing authorities are working together to investigate these contractor arrangements and recover unpaid wages and taxes."

John advises that when either unpaid interns or independent contractors are brought on board, there should be appropriate documentation (an offer letter, internship agreement, or contractor agreement, for instance) so that both parties acknowledge the nature and terms of the relationship. The documentation will be valuable if the relationship is ever challenged in a court or an administrative action.

There are also a variety of other significant issues that can arise. Consider, for instance, the required coverage the radio station enjoys with workman's compensation insurance, and whether the station wishes to be without that umbrella of protection if an independent contractor or unpaid intern gets horribly injured on the job. Or consider the gray areas that arise if a young unpaid intern is harassed or molested on the station's premises since the station's liability insurance may not cover claims made by an unpaid intern.

The closing thought is that the use of unpaid interns or independent contractors as workers at a radio station to do duties that otherwise would likely be performed by regular employees should be carefully considered by radio station managers and owners. Before any such workers are brought on board, knowledgeable legal and human resources advisors should be consulted to be sure that the radio station is not engaging in either questionable hiring practices, or an activity that could subject station ownership to significant unintended consequences or liabilities.  For specific advice in this area, John Pueschel of my firm can be reached at (336) 721-3726.

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Ryvicker Likes the CBS Sports News

6-21-2012

Respected Wells Fargo Senior Analyst Marci Ryvicker gave the CBS sports announcement a nice thumbs up Thursday. She said, "the new sports radio network could be significant opportunity in 2013." Ryvicker says the sports radio market is about $150 Million. "While the sports radio business is currently dominated by ESPN, we believe that CBS' new network could garner a significant share of the market as early as 2013. Notably, the network will not be airing live sporting events, meaning the related costs should be relatively low. We view today's announcement positively as CBS' new sports network could become a high margin contributor to its local broadcasting segment as early as 2013."

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(AUDIO) Why Did CBS Launch Sports Network Now?

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6-21-2012

CBS and Cumulus made a pretty big splash Thursday with the announcement they'd be working together to build a national sports network to try to take a bite out of the ESPN radio pie. And let's not forget about the NBC Sports/Dial Global plan that was hatched on June 11th. All of a sudden we have some very big names gearing up to compete in a format that didn't even exist 25 years ago. We spoke to SVP for Programming at CBS Chris Oliviero yesterday shortly after the announcement was made. He told us why now, why CBS and what's next.

Listen to our interview HERE
Read the full press release from CBS below.

In an unprecedented move that establishes what will be the nation?s most listened to sports radio network across the Top 50 markets, CBS Corporation today announced it has created CBS Sports Radio, a 24-hour, seven-day-a-week lineup of national programming from premier entities CBS RADIO and CBS Sports.

Cumulus Media, the largest pure-play radio broadcaster in the United States, is the network?s exclusive syndicator and sales partner to secure affiliate agreements and ad sales with radio stations nationwide through Cumulus Media Networks. In addition, Cumulus will make CBS Sports Radio programming available on 67 of its owned stations.

At launch, CBS Sports Radio will reach listeners in nine of the nation?s Top 10 markets, with a cumulative audience reach at debut close to 10 million listeners ? nearly 90% of them located in Top 50 markets.

?As one of the leading media companies in the world, and a dominant force in sports programming, we look forward to bringing to bear the full resources of CBS and capitalizing on an exciting new growth opportunity for the company,? said Leslie Moonves, President and CEO, CBS Corporation. ?CBS Sports and CBS RADIO have been widely recognized for their outstanding contributions to sports broadcasting. This next step in their evolution will serve an ever-expanding audience of sports fans from coast to coast.?

?We are pleased to partner with CBS to deliver the leading entrant into the sports radio market,? said Lew Dickey, Chairman, President and CEO, Cumulus Media. ?CBS Sports Radio is an exciting opportunity for us to offer compelling sports content to listeners nationwide, and unique sports marketing opportunities for our advertisers.?

CBS Sports Radio is designed to enhance CBS?s existing sports properties and extend the national reach of the CBS Sports and CBS RADIO brands to additional outlets across the country. Programming will be led by the award-winning team at CBS RADIO, owners and operators of such #1-rated sports stations WFAN-AM in New York, WSCR-AM in Chicago, WIP-FM in Philadelphia, WBZ-FM in Boston and WXYT-FM in Detroit, among others.

?This is a great day for CBS RADIO and sports fans nationwide,? said Dan Mason, President and CEO, CBS RADIO. ?For more than two decades we have owned local sports radio and appreciate great talent and programming that resonates with listeners and elicits passionate dialogue and debate. We are bullish our expertise and prior achievements will allow us to successfully complement our existing businesses while expanding into what until now has been a largely unchallenged sector of the radio business.?

?In this era of growing multimedia platforms, the addition of a national radio network to CBS Sports' broadcast, cable and digital properties allows us to extend the storied CBS Sports brand to radio listeners across the country,? said Sean McManus, Chairman, CBS Sports. ?We are pleased CBS Sports Radio will allow fans to consume CBS Sports content on a different platform from some of the most recognizable and respected broadcasters in the industry.?

Elements of CBS Sports Radio will include:

24/7 all-sports talk radio lineup to debut on Wednesday, Jan. 2, 2013. Original programs across multiple weekday and weekend time periods will feature expert sports commentary and interviews with major sports figures along with listener calls and fan interaction. All shows will broadcast live with an array of hosts, anchor teams and contributors.Opportunities for affiliates to regionalize their lineup by choosing from select programs currently featured on CBS RADIO or Cumulus sports stations.Beginning on Tuesday, Sept. 4, CBS Sports updates can be heard on all network affiliate stations (see attached list). Headlines, breaking news and scores from the day?s major events and stories will be heard hourly.Contributions from sport-specific experts, as well as a prominent role on the network from CBS Sports, CBS Sports Networks and CBSSports.com?s roster of high-profile personalities delivering analysis, features and special reports.Online streaming of live network broadcasts.The following CBS RADIO stations will add various components of CBS Sports Radio programming to their lineup:

WFAN-AM (New York) WSCR-AM (Chicago) KRLD-FM (Dallas) KILT-AM (Houston) WJFK-FM (Washington, D.C.) WIP-FM (Philadelphia) WBZ-FM (Boston) WXYT-FM (Detroit) WSJT-FM (Tampa) WJZ-FM (Baltimore) WFNZ-AM (Charlotte) KDKA-FM (Pittsburgh) KHTK-AM (Sacramento) WKRK-FM (Cleveland)The following CBS RADIO stations will broadcast CBS Sports Radio programming as their 24/7 lineup when the network debuts on Jan. 2, 2013:

KIKK-AM (Houston) WIP-AM (Philadelphia) WXYT-AM (Detroit) WQYK-AM (Tampa) WJZ-AM (Baltimore) WBCN-AM (Charlotte) KRAK-AM (Riverside) KYDZ-AM (Las Vegas)The following Cumulus radio stations in the Top 100 markets will broadcast CBS Sports Radio programming:

KNBR-AM (San Francisco) KTCT-AM (San Francisco) KTCK-AM (Dallas) WCNN-AM (Atlanta) WGFX-FM (Nashville) WSJZ-FM (Orlando) WHGB-AM (Harrisburg/Lancaster) WJOX-A/F (Birmingham) WBBL-FM (Grand Rapids) WWLS-A/F (Oklahoma City) KNML-AM (Albuquerque) WMTI-FM (New Orleans) KARN-AM (Little Rock) WNML-A/F-WNRX-FM (Knoxville) KCUB-AM (Tucson) WWBU ?FM (Roanoke) WTRX-AM (Flint) WLQR-FM (Toledo) WBGG-AM (Des Moines) WNKT-FM/WYMB-AM (Columbia, S.C.) WUMP-AM (Huntsville) WSKO-AM (Syracuse) KLTD-FM (Waco) WXSM-AM (Tri Cities) KCSF-AM (Colorado Springs) WZAT-FM/WJLG-AM (Savannah)

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