Radio's Competition For Political Ad Revenue Increases

8-20-14

More and more radio companies have been looking at political season, and the local, regional and national campaigns election day produces, to bolster flat revenue numbers. Some companies have even hired political specialists to work that business, hoping to grab as many of those dollars as possible. The arena for 2014 political dollars just became a little more crowded thanks to modern technology. DirecTV and The Dish Network are about to battle broadcasters for the a piece of what's expected to be about $3 Billion in political advertising spending later this year. The Satellite providers have been unable to attract any of that revenue in the past because they could not target local ads. That's all about to change.

Dish's senior vice president of media sales Warren Schlichting tells the Los Angeles Times says his company has built a better mousetrap. "Broadcasters have had this market to themselves because they could offer that local reach." New digital technology is helping both Satellite providers match voter registration information with subscriber homes, and are now offering political campaigns the ability to send targeted ads to select households.

Schlichting says, "If they are a satellite TV subscriber, then we can send an ad directly to their house. Just like in the past when people sent a mailer to your home. Now we are mailing a 30-second spot directly to a person's digital video recorder." The Time says, until recently, there weren't enough homes that received digital TV transmissions to make customized ads economically feasible on a large scale. Political ad spending is expected to top $3 Billion in 2014.

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(HIRING) Standing Out In The Competition To Hire!

7-17-2013

We have all written and talked about how important it is to recruit, hire, and keep top quality employees ? not doing so will mean the end of your business, or at least cost you big money and cause lots of undue stress.

One of the most important things you can do is to ensure that your company has a solid reputation. Job seekers today are doing their homework; they have access to online articles, research, and other employees, and they want to find out what working for your company is like before they even agree to the interview. According to a Career Builder Candidate Behavior Report from 2012, which surveyed more than 1,000 full time employees, job candidates search more than 15 resources per job search!

It is important to have a strong online presence and can share stories about your culture with current and potential employees. Some things you can do are to make sure your own website and social media sites includes any unique benefits that you offer; when you gain recognition or positive press, include those on your site; and invite key clients and community leaders to your office to learn more about what it is like to work there.

Having a positive work environment can help in many ways -- it can keep your unemployment taxes low and you save money on separations. High turnover costs you much more than money and time, it also hurts your reputation as not being a solid company so is a killer for recruitment.

What are some things you can do to increase your reputation as a great place to work?

First and foremost, recognition is always a top item that employees want so why not offer more awards, such as reaching a certain level of calls, proposals, or closings? Gift cards can go a long way.

Host pizza parties or have lunch brought in, not only does this create camaraderie, it also helps staff become friends. Studies have shown that having friends at the office is a strong reason to stay in a job and make someone want to come in and do well.

Encourage health and wellness which not only entices people to work for you, it also can keep people working more. Offer health club stipends; bring in a massage therapist one day a month; bring in a yoga instructor once a week.

Most importantly, invest in your people. Think creatively and promote what you do. This is radio, after all, we all can surely come up with some fun ideas!

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

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College Radio Competition Opens

6-4-13

The International Radio Festival announced the launch of the 2nd Annual Search for Best College Radio Jockey, and this year the contest will be expanding to include Canada. The Campus Radio Competition for Best Radio Jockey is open to all college radio jockeys in the United States and Canada who submit a radio show for consideration by the competition deadline of July 15, 2013. The festival is a four-day long celebration of global radio that brings hundreds of radio professionals together to network and share formats and audience preferences. DJs from over 30 countries will convene at the festival to broadcast their contemporary radio shows live September 4-8 in Zurich.

HD Radio developer iBiquity Digital and CMJ are teaming up to send one college radio jockey to perform ?live? at the 4th International Radio Festival in Zurich, Switzerland, September 4-8, 2013. "iBiquity is thrilled that our partnership with the International Radio Festival will introduce the next generation of radio professionals to the enhanced sound and creative possibilities of HD Radio Technology," said Joseph F. D?Angelo, Senior Vice President at iBiquity Digital Corporation.

Entrants can upload their shows to http://www.mixcloud.com/, an inaugural partner of the IRF.

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(PODCAST) Selling Against Increased Competition

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7-27-2012

One of the biggest challenges salespeople face today is closing deals with competition at an all-time high. In addition to newspaper, television and billboard, sellers also deal with every new digital platform that comes along such as Pandora, Groupon, Facebook, Google, and every local coupon company John Q Public launches from his one-bedroom apartment. In our Sales Meeting Podcast Matt Sunshine and Sean Luce tackle that problem, along with a long list of other challenges sent in from salespeople all over the country.

Listen to the Radio Ink Sales Meeting Podcast with Matt Sunshine and Sean Luce

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(PODCAST) Selling Against Increased Competition

Download this show

7-27-2012

One of the biggest challenges salespeople face today is closing deals with competition at an all-time high. In addition to newspaper, television and billboard, sellers also deal with every new digital platform that comes along such as Pandora, Groupon, Facebook, Google, and every local coupon company John Q Public launches from his one-bedroom apartment. In our Sales Meeting Podcast Matt Sunshine and Sean Luce tackle that problem, along with a long list of other challenges sent in from salespeople all over the country.

Listen to the Radio Ink Sales Meeting Podcast with Matt Sunshine and Sean Luce

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Salespeople Challenged by More Competition.

7-26-2012

One of the biggest challenges we hear from radio salespeople is how they have to deal with so much selling competition on the street. In addition to the regular cast of characters from newspaper, television and the yellow pages, sellers also have to deal with every new digital product that comes along such as Pandora, Groupon, Facebook, Google and every local coupon company that John Doe launches from his one bedroom apartment. To help you succeed aster, we've lined up a killer Sales Meeting Podcast that will be available to download tomorrow in our morning headlines and on our website focused on helping salespeople sell more radio right away.

Both Matt Sunshine and Sean Luce will be answering questions that were sent in by our readers. The questions are from salespeople and sales managers, and the challenges and objectives they run into selling radio. If you would like to receive a link to this Podcast later today, before it posts in the morning, please send an e-mail directly to edryantheeditor@gmail.com. Here are some of the topics that will be covered.

#1 More and more competition. Meaning: more avenues to advertise. Newspaper, TV, radio, outdoor, social media, internet, direct mail, etc., etc. Harder to be seen and get the desired and frequency needed to succeed.

-?I tried radio once and it didn?t work?--  Managing your clients expectations because people are very visual and they can?t see their commercials on the radio like they can on TV?Trying to manage the desire for immediate results from the client
- No one says that they are hearing my commercials on the radio
- Since new cars sales are up and successful, what about  satellite radio and Pandora in a virtual dashboard
- Too many different media outlets,  ?I?m confused? with what works best
- Attrition
- Getting the 2nd order from a new client
- Dealing with advertisers who have a little bit of knowledge, all of a sudden are ?experts.?
- Competition painting pictures of what?s a ?must do, must-have media outlet, etc.?
- Clients expect immediate gratification and results.
- Smaller or same budgets, but with more ground to cover.
- The ever changing state of media as a whole.  Outside of radio v satellite radio or even the integration of internet and it?s positive and negative effects on radio, medium, it?s important to stay informed about all the other media you compete against and their changes. (ie. erosion of newspaper readership and why;  cable subscription erosion, DVR and its impact on how television viewing habits have changed, etc.) It?s important for me to understand the positives and negatives of all media because I want to be more than an advertising rep.  I want to be considered a marketing consultant as well.
- Finding new ways to effectively target and come up with relevant strategies for non-traditional advertisers that don?t typically utilize radio as a part of their marketing and advertising plans. 
- Figuring out ways to balancing corporate initiatives and client needs. 

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Does Arbitron Need Competition?

2-28-2012

Arbitron has certainly had its share of challenges and criticisms over the years. However it still stands as the main  service most advertising agencies rely on to place their buys. A point here or a share there could cost a station big money when that young buyer one one city faxes the order to a city she's probably never set foot in. Outside a local direct sales call, the reliability of the Arbitron numbers, whether they are from a diary or a PPM is vital. It's what has either gotten radio to 7% of the advertising pie, or, has kept us stuck there for so many years.

Arbitron has filed its annual report with the SEC. The document reveals many things, including how criticism can affect their business model. It also says several companies are developing a competing technology, it's becoming more difficult to recruit panelists and Clear Channel is to the ratings service what automotive is to radio...a very big egg in the basket.

Here are some of the details from the 133 page document that may interest you. Arbitron stated that it is aware of at least four companies developing technology that could become competitors. "They are: Civolution, GfK AG, Ipsos SA, and Nielsen, which are developing technologies that could compete with our PPM ratings service. Additionally, we are aware of several companies, including Anite plc, Ascom, CarrierIQ, Inc., comScore, Inc., Experian Simmons, Lumi Mobile, M:Metrics, Inc,, M?diam?trie, Nokia Siemens Networks, Nurago GmbH (GfK AG is the majority owner), Spirent Communications, and Telephia (a subsidiary of Nielsen) that compete with Arbitron Mobile's mobile audience services." The company also stated that Eastlan competed with them in 2011.

Arbitron also says Clear Channel Makes Up 1/5 of its revenue. "We depend on a limited number of key customers for our ratings services and related software. For example, in 2011, Clear Channel represented approximately 19 percent of our total revenue. Additionally, although the amount of contract term revenue associated with customer contracts expiring in 2012 is lower, as compared to historical standards, if one or more key customers do not renew all or part of their contracts as they expire, we could experience a significant decrease in our operating results."

Arbitron also stated that gathering participants for the PPM panels and dairies is growing more difficult. "It is increasingly difficult and costly to obtain consent from persons to participate in our research. In addition, it is increasingly difficult and costly to ensure the selected probability sample of persons mirrors the behaviors and characteristics of the entire population and covers all of the demographic segments requested by our clients. Additionally, as consumers adopt modes of communication other than traditional telephone service, such as mobile, cable and Internet calling, it may become more difficult for our services to reach and recruit participants for our audience measurement services. If we are unsuccessful in our efforts to recruit appropriate participants and maintain adequate participation levels, our clients may lose confidence in our ratings services and we could lose the support of the relevant industry groups. If this were to happen, our audience measurement services may be materially and adversely affected."

So, in order for radio to grow past 7%, do you think Arbitron needs Compeition?
Is it not a factor at your station?
Are you happy with the service you receive now?

Stations can read the entire Annual Report HERE

(2/28/2012 7:10:10 AM)
The radio industry is fortunate to have the numbers Arbitron publishes. The radio listening Arbitron reports is inflated and is no where near what the real listening is with Pandora, IPods/Phones, Satellite and the like. Arbitron can't take all that money from CC and others and tell the truth about radio listening or they'd be out of business. They must produce numbers that work for the industry or they're out of business.

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Ford Exec Says Local Content is Key For Radio in Competition For Dash

1-10-2012

Yesterday at the Consumer Electronics Show in Las Vegas, Ford's Jim Buczkowski told Radio Ink that over 3 million vehicles are now on the road with SYNC installed and to compete for the attention of the consumer, radio has to stay focused on producing quality content. "Customers have so many choices. Radio should worry less about technology, as streaming becomes ubiquitous, it's about content. Consumers will be able to get the same content through an internet connection they are now getting via the antennas in local areas. Content is most important. Especially local content, from places I like or places I used to live where I liked the local personalities. That's what it continues to be about in radio." Buczkowski said iHeartradio was a great example of providing the kind of content Ford is looking for. 

Buczkowski  also touted HD Radio. "It's so important because of its connection to local radio. Whatever Sirius can do for national audiences, HD can do for local audiences. I keep reminding people it's a way to enjoy their local personalities. Being able to offer that with a much better, higher quality signal is what HD radio is all about" And, he said the future of the dashboard will include connectivity to the cloud. "Not only for entertainment but for personalization services, to make your ride safer and more efficient. A vehicle connected to the cloud transferring information back and forth is where we see the future. It's about creating a better experience for their customers in a safer way inside the vehicle."

Buczkowski is a Henry Ford Technical Fellow and director of Electrical and Electronics Systems responsible for electronics.

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