Dealers' Advice For Radio On The Connected Car

9-24-14
Radio has long been intimately involved with cars and car dealers, and it's been a great relationship. But now it's time to take a look at car buying, and the whole ownership life cycle, from the perspective of today's connected consumer. How will these savvy consumers research, buy, and get service for  their vehicles going forward? And how can radio keep its place as a key part of the process? What new services can radio offer to consumers and to those all-important auto-dealer clients?

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

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

Moderator:

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

Panelists:

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

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

Special Presentation:

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

DASH 2014
October 15-16
Westin Detroit Metropolitan Airport Hotel
Detroit, MI
www.dashconference.com

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Agency Head Has Advice For Radio Bigs

2-22-2012
Mark Storie is the President and Southeast Regional Director of ViaMark Advertising, an agency he created in Eastern North Carolina. Storie, who started out in radio, launched the company in 1995, and ViaMark has been growing ever since. It's always a good thing for radio to have someone on the agency side -- someone who knows how to use radio, and knows it produces results.

Storie makes sure his clients are heavily involved with radio. "We use it to drive many of our traditional, promotional, and digital initiatives," he says. "Radio remains one of our most potent and effective marketing weapons." We caught up with Storie recently and asked him for his perspective on the evolution of radio over the last decade.

What is your impression of our industry now, compared to 10 years ago? 
Small and medium markets are where radio can still flourish and remain relevant. My overall impression is that radio remains strong, but in markets where mass firings in sales and programming loom, radio will be weakened. The industry is more predatory and less people-kind. It's more inwardly focused. Here's a major difference: Shareholders come first, the station comes second. Clients come third. That's radio's new pyramid. 

If I worked for Clear Channel or Cumulus, I'd be seeking an opportunity with Pandora. Side note: Pandora is a game-changer in markets where local radio is being replaced by repeater efforts. IHeart all you want -- Pandora is the master.    

What's your biggest pet peeve with radio? 
The mass firings prompted by the greed and stupidity that now control the largest radio companies. Radio's biggest asset has always been its people. I guess that can be said of many industries, but it's especially true in radio. 

Do you believe radio is keeping up with the ways consumers receive information and entertainment? 
I have always maintained that radio is a social media -- if it is local, connected, and relevant. If, however, it does not maintain its local position of relevance, it is an easily replaced commodity. So, yes, consumers still turn to radio for information and entertainment. While we have more choices, radio still has a unique position in our lives.

The radio sales reps you deal with -- tell us about them. 
The reps that have been around for more than a decade are working harder for less money. For the most part, these radio veterans are educated marketing professionals doing the best they can. The newbies are run through stations like a packing house, here today, gone tomorrow. Let's be honest: Why would you go to work in radio today, really? 

What do you want to see more of from radio? How can radio be better for you and to your clients? Here's a complete waste of my time, but how about investing in people again? How about a local airstaff instead of an iPod wannabe. Really? You own a radio signal, and you are comparing yourself to an iPod? That rationale borders on lunacy. It also says you are no longer an innovator. I want to see more humility and less arrogance. Park the jet, you deserve a coach ticket at best! 

As a consumer, what are your thoughts about what you hear from radio when you get in your car? 
It depends on the market you live in. In a market like Eastern North Carolina, most of the stations are still live and local, thanks to Beasley and NextMedia.  I hear what's going on where I live. A recent event at East Carolina University, where a suspected gunman was seen near the campus, was covered by local radio immediately. While the gunman turned out to be an umbrella-toting student, local radio was all over it. In markets dominated by the likes of Clear Channel and Cumulus, I suspect you would not have heard a single word about that incident until the following morning's news.

Mark storie can be reached HERE or you can leave your thoughts below.

(2/22/2012 11:28:08 PM)
Mark!!!!

My hero. I preached this same concept for years...and I am now reluctantly retired.

Donna James

(2/22/2012 3:18:11 PM)
Based on David's observations, I now know of TWO kindred spirits!
(2/22/2012 9:32:07 AM)
In Mark's radio pyramid, he left out the most important leg...the listeners. Listeners complement advertisers. Advertisers complement listeners. Passionate radio employees are the crucial third leg.

It's been the shareholders who have made radio irrelevant the past decade-plus. They've replaced the "passionate radio employee." I guess the shareholders role is to drive radio into oblivion.

(2/22/2012 7:19:35 AM)
Seems I have found another kindred spirit in N.C. Thanks, Mark... for the straight goods.

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Digital Guru Has Harsh Advice For Radio

12-8-2011

Shelly Palmer is one of the most recognizable and respected names in the digital world. His digital radio report, syndicated by USRN, is now heard on over 25  stations. His creds include a weekly half-hour television show about living and working in a digital world, he's Fox 5 New York?s on-air tech expert and the host of Fox Television?s monthly show Shelly Palmer Digital Living. He's also authored several books, has a very popular website and blog and is followed by thousands on both Twitter and Facebook. His advice to radio: figure out how to empower listeners to be your brand ambassadors because you're not doing it now.

Palmer was the keynote speaker at Forecast 2012 and thoughts on how radio was embracing digital surely ruffled some feathers. He said music on the radio has no business existing today. He explains his reasoning behind that statement in the video below. Palmer also said Proctor & Gamble has set a goal of becoming the most digital company on earth. They want to buy media that actually works for them, not demos, to help them gain market share.

Palmer says Radio as a platform as some serious challenges in the 21st century, "adding it's never about the music, it's about you." He recommended radio stations spend more time replying to tweets from listeners and less time tweeting out. Palmer said content is key and "radio station websites suck." Palmer said all listeners have smart phones and will have Internet in their cars. "They have a trust circle. How are you empowering them to be you brand ambassadors? You're not."

Here is our interview with Palmer from Forecast this week.

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Advice on Finding Your Next Gig

by Randy Lane

Take care of yourself first. Take the time to process what has just happened. Embrace your feelings whether they be shock, hurt and disappointment. Then as best you can release those feelings and let them go. The next stage is likely to be anger. Embrace anger and then let that go as well. Connect with family, friends and business people who support you.  Take a deep breath (ok, several) and remember: this is not the end of your world. If you've worked in radio long enough - you've been here before. You got it through it then.  You'll get through it again."

Take a vacation if you're lucky enough to afford one. If sitting on the real beach just isn't your style then the 1st thing you should do is: see previous. Take your life back before you give it away again. Don?t panic! Take a deep breath and spend some time with your family. Take your kids to school; enjoy the gift of time with the people you care about. Then develop a system of looking for a job. This way, you focus on the process without having to worry about the results. Keep track of the calls you make and the interviews you get. That way you can follow up on the interviews."

Prepare an mp3 demo no longer than 5 min and perhaps a one sheet to accompany highlighting successes such as past ratings, web traffic increase, etc. See 4. Future note: Save and archive every show you do. Put together your best moments on the air for a demo. Find your best show or your best two or three hours so you?ll have a long form aircheck that most programmers will want to hear in addition to your edited demo. Assemble your resume and bio.

Start a blog if you haven?t already and post your resume, bio and demos. Blog on topical stories. Danny Czekalinski, most recently WRMF West Palm, says, ?Once you are up and running promote your blog through other avenues in social media. Send a RSS feed to your Facebook page. You can set it up so that when you update your blog your Twitter followers will know there is new content.  Find other blogs that interest you and comment on their content. This will only increase exposure to YOUR blog. Gaining exposure is just like gaining listeners; you can never have too many or too much.

If your last aircheck was on reel to reel OR you don?t have anything relevant, create one. If you don?t have a home studio, the investment in audio equipment and editing software will pay off. You can buy adobe audition, a decent microphone and USB audio interface (for use with a standard condenser microphone) all for under 500 dollars and be able to execute broadcast quality audio and create a demo worthy of your ability. USB microphones run around 100 to 150 dollars. They are good for podcasting but not for broadcast quality material and will do for demo purposes.

If you use a Mac, you already have the editing software. Pull the songs off your collection or from I-tunes and produce a 3 to 4 minute demo.Show your character NOT just liner card reading. Who should I reach out to right away? I'm kind of lost? Start networking and make connections you have with programmers, managers, corporate people and consultants when you are mentally and emotionally ready. Use social media, email, text and your phone to connect with people. Friends who have left the business (probably because they were sick of being fired) and are living a successful life without radio. It's a good reminder there is more to do outside of radio. As For work: consultants always know who's looking and for what.

Here?s a link to 30 sites you can mine for broadcast job opportunities:
http://journalismdegree.org/2011/top-30-job-sites-for-careers-in-broadcast-journalism/

Know that you are a personality brand. Define your brand?what do you stand for? What are you known for? Target jobs that play to your strengths. Be creative with your package and make it stand out. Create a business card and attend industry conventions. Create a website that contains a few demo samples, any press and include information that highlights your successes such as ratings, web traffic and sales/client satisfaction. Send a link to any and all PD's with a quick note to check it out. A digital resume of sorts. Keep it simple. Keep it real. PD's are busy so a quick n easy with a link to your site will stand out.
You need stories that illustrate your career successes. What is it that you can offer that others can't? Do whatever it takes. Which is worse: Working really hard at a number of different jobs or not being able to pay your bills? Remember, the job you get today is not necessarily the job you will have forever. Take care of yourself and your family first. Use future based language (yes, positive thinking). Imagine yourself already getting the job you?ve always wanted. How does it feel? 

Looking for a job IS your job, pick up the phone, and go to work. Next to dealing with the death of a spouse, child or parent, the fourth most emotional thing we do is look for a job. According to an on line poll, almost 70 percent of people only do two things when they look for a job: They either call their friends or look on the Internet. Increase your odds. Mine your social media, LinkedIn, Facebook, past employers, co-workers past and present.

You will land a job if you are a highly defined character; you have a reputation as a team player who can contribute content that connects with listeners. You will increase your chances of landing a new job if you have additional skills beyond your abilities on air. Experience in production, music, research, promotion and marketing will increase your chances of gaining employment.

First and foremost you must possess a gut instinct for what makes for compelling content. You need to know news and pop culture inside and out! After that, in no particular order: digital editing, social media management, booking A-level guests, write copy, manage talent, solid editorial skills (selecting news worthy and relevant issues that fit your brand and appeal to your demo) strong call producing skills. And knowledge of adobe editing, prophet, and how to run a board are sure ways to lead the pack ahead of the average producer who just books guests and screens calls... The list goes on and on these days. The question should be: what skills don't I need.

Take this gift of time to read everything you can about improving your ability to guide and interact with people.
Being skilled in multiple areas makes you more indispensible.

Email randy@randylane.net Read more at his website
Like to The Randy Lane Company on Facebook facebook.com/TheRandyLaneCompany
Follow Randy Lane on Twitter www.twitter.com/TheRandyLaneCo

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Chris Witting Has Advice On A Possible Chicago News Battle For Randy Michaels

June 24, 2011

Will Merlin take on CBS's WBBM and the other news stations in Chicago? The speculation and guessing involving those who love the inside baseball chatter is rampant. Chris Witting is the founder and CEO of Syndication Networks, a Chicago-based radio syndication company. He is also the CEO of TalkZone.com Internet Radio.  Witting also has extensive experience inside the radio industry, being one of the youngest general managers in CBS Radio history, he managed and programmed stations in New York, Philadelphia, Chicago, Pittsburgh, and other markets. Based in Chicago, Witting has a home field view of the speculation swirling around what Randy Michaels and Merlin Media might do once they take full control of Q101 and the LOOP.

"With Randy Michaels reserving the '1011WIIN' domain, and now hiring Greg Janoff, a former WINS New York executive, I can't help wondering if he plans to do some variation on the 1010 WINS news format here. That format consists of three 20-minute news cycles per hour. If so, is he aware that WMAQ first tried the 20-minute news format against WBBM, only to have it fail? I was at WBBM at the time. In our first head-to-head trend against WMAQ, WBBM scored a 7.1 share against maybe a 2 share for WMAQ. The research showed that Chicago prefers a thirty minute news format. The ratings seemed to prove that."

"Some years later I was at WMAQ, and now trying everything to beat WBBM isn't that a commentary on the crazy radio business. We now had WMAQ running a thirty minute news cycle with energetic production and writing, and fairly aggressive on-air promotion. We even brought back 'WMAQ's Gonna Make Me Rich'. All that plus the kitchen sink finally enabled WMAQ to beat WBBM, two books in a row. In one of those books, WMAQ had top cume in the market. Also helping MAQ beat BBM was midday stunting with the OJ trial and a hot Bulls team. Will be interesting to see what ratings boosters Michaels may try in non-prime dayparts, if any."

(6/24/2011 4:12:25 PM)
Chris, although you make an interesting point, I would point to the PPM which says that the average listening experience to any radio station is 8-11 minutes, and that the key to TSL is no longer "keeping them through the break" but instead getting them to come back more often.

And, if you take apart the Chicago PPM, you'll find Chicagoans are right there with everyone else. In fact, I'd venture a guess that WBBM per occurrence listening is in that same range. So shorter could be a play

(6/24/2011 1:51:38 PM)
@Radio Truth,

My point has little or nothing to do with AM vs. FM, or which generation is listening.

All news radio, by its very nature, must have some type of information cycle. You need to repeat the top stories at some point in the hour. If all news radio still exists in the year 2025, I believe a repeating news cycle will still be in use.

WMAQ beat WBBM back in the 90s by being more "aggressive" and by sounding younger. That should be very easy for Michaels to do, and that part is a no brainer.

But if he tries to do it using a shorter news cycle, that may not fly with Chicagoans. That was my point.

Don't drop that Kindle in the bathtub.

(6/24/2011 12:57:27 PM)
Chris may have been a young GM, but he's clearly an old thinker. Using the example of another AM station trying to beat out a heritage AM station isn't relevant to the discussion.

We're talking FM here and the opportunity to present aggressive news and information to a generation of listeners who either don't listen to AM or spend little time with it.

Wake up and smell the coffee Chris, put away your hard copy books and buy a Kindle.

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