FCC Field Office Downsizing Confirmed

3-13-2015

Following a rumor that has been widely reported regarding the FCC's intentions to downsize its field office, Radio Ink has confirmed that the Commission is considering the downsizing from an FCC spokesperson. With the Commission taking fewer and fewer actions against pirates, this news will be troublesome for many broadcasters, especially those in markets where pirate signals are still a major issue.

In a very governmental sounding response, an FCC spokesperson responded to Radio Ink's inquires regarding the rumor of downsizing in the field office, "The Commission recently completed a thorough, data-driven review of our field programs with an eye toward improving efficiency while meeting our responsibilities both today and in the future.  The commissioners are considering a proposal that meets these goals."

Radio Ink reported last month that actions against AM/FM and shortwave pirate stations last year were at their lowest level since 2000. In 2014 there were fewer than 200 actions against pirates. Markets including New York, New Jersey, Florida and Boston are still hot spots for pirate broadcast activity.

When pressed by the attendee's at the Radio Ink Hispanic Radio Conference regarding pirate enforcement, FCC Commissioner Mignon Clyburn commented that the reduction in actions on pirate signals was in part attributable to ensuring safety to the field officers. Clyburn said, "Some of the challenges include security for our men and women out in the field. The challenge is manpower and security [for our teams]. It's like Whack-a-Mole. When we shut them down, they pop up again. We need to figure out what makes them popular and profitable and to fulfill those needs in different ways."

Considering the very real issue regarding the safety of field officers, the data showing that the FCC has taken fewer actions against pirates in recent years, and now the conformation of the FCC considering downsizing of the field office personnel, the worry for licensed broadcasters has to be that this "perfect storm" may lead to even more problems, and fewer actions against pirates. 

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A Connected Car Field Trip

1-29-2015

How would you feel about giving your staff the day off to learn about connected cars? Jacobs Media, in a recent blog post, highlights a cluster in Hampton Roads that did just that. Dave Paulus, market manager for Max Media's Hampton Roads/VA cluster, let the staff have a field trip to a local car dealership so they could experience the connected-car revolution first hand.

Autos with connected car in-dash entertainment are rolling off the assembly line, and as Jacobs Media points out, most of the air staff and sales personnel are just not acquainted with the new functionality of the tech. Many of us in radio are still thinking about in-dash entertainment as buttons and knobs. However, as quickly as cell phones became portable computers that we could stuff in our pockets, the connected-car revolution, happening now, is doing the same for the dashboard.

Dave Paulus' solution to get his station personnel first-hand knowledge of the coming connected revolution, was to give his people the "day off" to get acquainted with the tech. Paulus said, "Starting in second quarter, my entire on-air staff gets a free day off on me. The only stipulation is that they have to take 90 minutes and drive the highways, tunnels, bridges, and tolls of the Hampton Roads area during PEAK RUSH HOUR." Paulus goes on to point out, "You should have seen the faces of the announcers when the 'display' pulled up the latest gas prices from the station on the corner. I asked her what are the two most consistent questions asked and she said it's 'How do I hook up my phone?' and 'How do I get my radio stations and Pandora through the display?'"

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Field: "Lincoln Is A Perfect Fit"

12-8-14

After yesterday's announcement that Entercom would be purchasing Lincoln Financial Media's 15 radio stations for $105 million, President and CEO David Field said this purchase is a perfect fit for his company, fulfilling Entercom's disciplined acquisition criteria. "It bolsters our position in Denver and expands our footprint into Atlanta, Miami and San Diego with terrific brands that have significant growth potential."  This purchase puts Entercom at 122 radio stations in 27 markets. So exactly what is Entercom getting?

Atlanta - a new market for Entercom
WSTR-FM - Hot Adult Contemporary
WQXI-AM - Sports
Denver - where Entercom already has three FM's and one AM (Entercom will divest on Denver station to comply with FCC rules)
KEPN-AM - Sports
KYGO-FM  - Country
KKFN-FM - Sports
KQKS-FM - Rythmic CHR
KRWZ-AM - Oldies
Translator - Comedy

Miami - a new market for Entercom
WAXY-AM/FM - Sports
WLYF-FM - Adult Contemporary
WMXJ-FM- Classic Hits

San Diego - a new market for Entercom
KBZT-FM - Alternative
KSON-FM/KSOQ-FM - Country
KIFM-FM - Adult Contemporary

Entercom will begin operating the Lincoln stations under a time brokerage agreement which is expected to commence in late January following the usual Justice Department regulatory review.

(12/8/2014 1:33:03 PM)
Wow. So Entercom picked up 3 FM's in Miami, 3 FM's in San Diego, 3 FM's in Denver, and 1 FM in Atlanta... that's 10 FM stations in major markets, for only about 10 million dollars each ??!! That us a frightening statement about the selling value of radio stations these days. ...How is Clear Channel/IHeart EVER going to get out of 23 billion dollars in debt?... Certainly not by selling the stations, apparently.

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Field Upbeat About Revenue

11-3-14

What a difference a quarter makes. After reporting revenue down 1 percent in the second quarter of 2014 due to sluggish business conditions, Entercom CEO David Field sounded much more optimistic about revenue Monday morning when he stated Q3 was solid. "We are feeling good about the performance of our business." Excluding political revenue, September was up 5 percent and Field said Q4 is pacing up 2.5 percent. On the topic of political, Entercom is the first company we've heard from where political revenue came in exactly as expected. CFO Steve Fisher said, "We suggested political might be $6 million to $7 million and we'll be in that range. Entercom took in $1.5 million in political revenue in Q3 and has $3.6 million booked in Q4."

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Cumulus Nashville Building Toy Field

12-8-13

Tomorrow, along with the Salvation Army, Cumulus Nashville?s 103.3 WKDF, 104-5 The Zone, Super Talk 99.7 WTN, i106, 92Q, and 95.5 FM-WSM will build a toy field for the Salvation Army Forgotten Angel Program. According to the Salvation Army Nashville, several hundreds of those ?angels? will not be adopted. To ensure each child has a special Christmas, the Forgotten Angel shop will provide gifts. It's the 6th year for this community event.

Middle Tennessee listeners and client partners will help fulfill the dreams of many ?forgotten children? as toys are dropped off to LP Field Tuesday between 6:00 a.m. and 7:00 p.m.

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Field Questions Pandora Numbers

9-17-13

It's not unusual for Entercom CEO David Field to give a keynote presentation focusing on the positives of radio. Whenever he has a chance, he consistently tells a story about radio's strong listenership, extraordinary reach, and local consumer engagement. "The sky is not falling for broadcast radio," Field told attendees of Kurt Hanson's RAIN Summit in Orlando Tuesday. "Radio reaches 93% of the American public year after year.? But Field did enter some new territory, going into an area where very few others have been willing to go -- at least in public: He challenged Pandora? listening numbers.

For what seems like years, Pandora has claimed approximately 7% of all radio listening. Those numbers are never questioned or challenged by analysts, and Pandora doesn't provide details on the methodology used to calculate those numbers. Field says they refuse to explain it, adding, "If you measure hours served, does that really mean hours listening? There is a massive audience gap. Broadcast radio has 20 times the audience of Pandora." Field was not done, though. He spoke about radio's local activation, saying, "Pandora does not bring any of that to the table."

And Field took aim at targeted advertising, which Pandora is very big on, and very good at. He said if you place a buy for  the 25-54 demo, that?s all you get. "With radio, if you place a buy in the 25-54 demo, you get all of that and the bonus weight of outside demos." Field was making the argument that when you buy radio, you get more. And he said radio is the single greatest way for consumers to discover music -- another zing at Pandora, which has claimed radio has dropped the ball on discovery.

Field then went back to his pro-radio presentation: "We entertain and inform. We deliver news and information. We set the mood for you. Radio is a community lifeline. Listeners are attached to their radio stations. The future of radio is bright. The opportunity is great. Listenership is growing. Radio continues to innovate at a rapid pace. Radio is playing offense in a bigger way than it ever has before. We are living in the golden age of radio, and our best days lie ahead."

(9/20/2013 5:15:14 AM)
Local is a lie! Even in "the most beautiful small town in America" the AM station & FM translator are 66% owned by out of town interest and the on-air staff is unprofessional. News is ripped off the internet or local newspapers' website. Commercials have no creativity, just " we're the best, come buy from us..." But then again the "local newspaper" is Landmark and it takes millions of dollars out of the community with its cozy little monopoly of cable add insertions, that takes 80% away...
(9/18/2013 11:34:16 AM)
we in radio have nothing to fear from audio/music players. As was stated in earlier comments...reel to reel, 8 track, cassette, CD, thumb drive, ipod, smart phone - music/audio players have always been here...radio is not just a music/audio player. radio is an experience. the radio industry has never stated that everyone is listening...just those individuals (large number) that love what radio does for them. its how the experience is delivered and recieved that is changing.
(9/18/2013 11:26:36 AM)
As a retired commercial and public radio guy I have to respond. Watching the transitions in radio has been sad. Quit worrying about the station I listen to (Pandora) every night when I go to bed, and start working on making real radio work at the local level. Thank the big guys for ruining it and send them on their way. Go back to local relationships and a real sense of understanding your audience. Make it relevent and pay good people who care about good local presentation in content.
(9/18/2013 11:18:15 AM)
Radio is alive and thriving in small market America where the majority of statons are local and are the lifeline to the community. Pandora is not RADIO. Our industry needs to not give them the name. They are an Internet streaming music service and that is how they should be referred to.
(9/18/2013 10:27:47 AM)
"We entertain and inform. We deliver news and information..Radio is a community lifeline...Radio continues to innovate."

Come on. Truth is radio news departments are almost non existant since dereg. Syndication and voice tracking prevail. National program directors -- far aawy from "community" dictate music and features are dictating what goes on the air. "Innovation" seems to be on cost cutting and streaming catch up.

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Field To Co-Chair Radio Ink's Forecast

8-14-13

Radio Ink is pleased to announce that David Field, president and CEO of Entercom Communications, will serve as Radio Chair for Forecast 2014, set for November 20, 2013 at the Harvard Club in New York. Field joins Forecast 2014 Advertising Chair Jim Palmer, CEO of Lowe Campbell Ewald.

"I am delighted to serve as co-chair for Forecast 2014, along with Jim Palmer," Field said. "Radio is thriving. There are more people listening to AM/FM radio than ever before in history, and our marketing solutions for our customers have never been more effective. There are many important issues and exciting opportunities facing the radio industry. We will work to ensure that the conference fosters an open dialogue with top-notch panelists, focusing on the vision and realities for the future of radio."

Radio Ink Publisher Eric Rhoads said, "David is focused on radio growth and a strong future and will bring a world of great ideas to this event."

At Entercom, Field heads up one of the country?s largest radio broadcasting companies, with more than 100 stations in 23 markets. He is an outspoken industry advocate who's been out front on many of the most pressing issues -- and positive opportunities -- radio is facing today.

"I look forward to working with David Field on this year's Forecast," Streamline Publishing EVP/Radio Deborah Parenti said. "As a well respected leader, both at Entercom and within the industry, David will provide the kind of perspective and ideas so important to keeping our agenda focused and fresh."

Radio Ink's Forecast is the radio industry's exclusive financial conference, gathering radio owners, CEOs, CFOs, group executives, and managers with Wall Street and private equity investors and analysts to forecast the upcoming year. Well informed and noted economic, political, and media participants present trends, opportunities, projections, and analytical commentary on the state of business, especially as it impacts media. Now in its 11th year, Forecast has become the premium event in radio financial circles. The event is held at the Harvard Club in New York City and is closed to the press.

Immediately following Forecast, Radio Ink's "40 Most Powerful People in Radio" are honored at an exclusive, invitation-only reception, also at the Harvard Club. Forecast attendees will get the exclusive opportunity to mingle with these industry luminaries. Only registered conference attendees are guaranteed invitations to this premier networking after-party. Attendance is limited to 200.

Forecast 2014
November 20, 2013
Harvard Club
New York
To register, call 561-655-8778 or go to www.radioinkforecast.com.

View the original article here

Field To Co-Chair Radio Ink's Forecast

8-14-13

Radio Ink is pleased to announce that David Field, president and CEO of Entercom Communications, will serve as Radio Chair for Forecast 2014, set for November 20, 2013 at the Harvard Club in New York. Field joins Forecast 2014 Advertising Chair Jim Palmer, CEO of Lowe Campbell Ewald.

"I am delighted to serve as co-chair for Forecast 2014, along with Jim Palmer," Field said. "Radio is thriving. There are more people listening to AM/FM radio than ever before in history, and our marketing solutions for our customers have never been more effective. There are many important issues and exciting opportunities facing the radio industry. We will work to ensure that the conference fosters an open dialogue with top-notch panelists, focusing on the vision and realities for the future of radio."

Radio Ink Publisher Eric Rhoads said, "David is focused on radio growth and a strong future and will bring a world of great ideas to this event."

At Entercom, Field heads up one of the country?s largest radio broadcasting companies, with more than 100 stations in 23 markets. He is an outspoken industry advocate who's been out front on many of the most pressing issues -- and positive opportunities -- radio is facing today.

"I look forward to working with David Field on this year's Forecast," Streamline Publishing EVP/Radio Deborah Parenti said. "As a well respected leader, both at Entercom and within the industry, David will provide the kind of perspective and ideas so important to keeping our agenda focused and fresh."

Radio Ink's Forecast is the radio industry's exclusive financial conference, gathering radio owners, CEOs, CFOs, group executives, and managers with Wall Street and private equity investors and analysts to forecast the upcoming year. Well informed and noted economic, political, and media participants present trends, opportunities, projections, and analytical commentary on the state of business, especially as it impacts media. Now in its 11th year, Forecast has become the premium event in radio financial circles. The event is held at the Harvard Club in New York City and is closed to the press.

Immediately following Forecast, Radio Ink's "40 Most Powerful People in Radio" are honored at an exclusive, invitation-only reception, also at the Harvard Club. Forecast attendees will get the exclusive opportunity to mingle with these industry luminaries. Only registered conference attendees are guaranteed invitations to this premier networking after-party. Attendance is limited to 200.

Forecast 2014
November 20, 2013
Harvard Club
New York
To register, call 561-655-8778 or go to www.radioinkforecast.com.

View the original article here

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Field To Co-Chair Radio Ink's Forecast

8-14-13

Radio Ink is pleased to announce that David Field, president and CEO of Entercom Communications, will serve as Radio Chair for Forecast 2014, set for November 20, 2013 at the Harvard Club in New York. Field joins Forecast 2014 Advertising Chair Jim Palmer, CEO of Lowe Campbell Ewald.

"I am delighted to serve as co-chair for Forecast 2014, along with Jim Palmer," Field said. "Radio is thriving. There are more people listening to AM/FM radio than ever before in history, and our marketing solutions for our customers have never been more effective. There are many important issues and exciting opportunities facing the radio industry. We will work to ensure that the conference fosters an open dialogue with top-notch panelists, focusing on the vision and realities for the future of radio."

Radio Ink Publisher Eric Rhoads said, "David is focused on radio growth and a strong future and will bring a world of great ideas to this event."

At Entercom, Field heads up one of the country?s largest radio broadcasting companies, with more than 100 stations in 23 markets. He is an outspoken industry advocate who's been out front on many of the most pressing issues -- and positive opportunities -- radio is facing today.

"I look forward to working with David Field on this year's Forecast," Streamline Publishing EVP/Radio Deborah Parenti said. "As a well respected leader, both at Entercom and within the industry, David will provide the kind of perspective and ideas so important to keeping our agenda focused and fresh."

Radio Ink's Forecast is the radio industry's exclusive financial conference, gathering radio owners, CEOs, CFOs, group executives, and managers with Wall Street and private equity investors and analysts to forecast the upcoming year. Well informed and noted economic, political, and media participants present trends, opportunities, projections, and analytical commentary on the state of business, especially as it impacts media. Now in its 11th year, Forecast has become the premium event in radio financial circles. The event is held at the Harvard Club in New York City and is closed to the press.

Immediately following Forecast, Radio Ink's "40 Most Powerful People in Radio" are honored at an exclusive, invitation-only reception, also at the Harvard Club. Forecast attendees will get the exclusive opportunity to mingle with these industry luminaries. Only registered conference attendees are guaranteed invitations to this premier networking after-party. Attendance is limited to 200.

Forecast 2014
November 20, 2013
Harvard Club
New York
To register, call 561-655-8778 or go to www.radioinkforecast.com.

View the original article here

(SALES) Get In The Field With Your Sellers

7-3-2013

How important is it these days to coach and develop your salespeople? I think that everyone reading this article would say it?s extremely important. However, if you take a look at the turnover of salespeople at many radio stations, you?ll find it?s extremely high. And when you look at the turnover of new salespeople or people with zero media sales experience, you?ll see it?s even higher. Many sales organizations report that they are experiencing turnover of 30 to 40 percent of their sales departments, year after year after year.

Have you ever stopped to consider the cost of this turnover? Not just the money spent in lost draw or salary, but the time invested, the opportunity lost with accounts not called on ? and let?s not forget the wear and tear on the sales department. It?s a costly mistake when a salesperson doesn?t make it. And if the problem keeps happening year after year, then perhaps it?s about time for a change. After all, doing the same thing over and over again and thinking the outcome is going to be different doesn?t make a lot of sense.

Why is there so much sales turnover? It?s a complex question, and there is no one simple answer. It could be that the person hired was simply not the right person for the job, or the interview process could be in need of repair. Perhaps there isn?t a very large talent bank to choose from, or there was no on-boarding process and the new person ended up just wandering around the building for the first six months. It could be that the account list management system is in shambles, or the compensation isn?t right for new hires ? the list could go on and on.

So, yes, there are many things that can contribute to high turnover in the sales department, but there are also stations that are doing a great job of developing and retaining their sellers. The stations doing it right are succeeding not because of just one thing they are doing, but because they are doing many things exceptionally well, and doing them consistently.

It?s time to start watching your salespeople play, and not just looking at the score! One thing the best stations are all doing is going in the field with their sellers. Managers are riding with them to appointments, asking questions about their plans for the call, giving them feedback on what they did right, and helping them improve where it matters. These managers aren?t going on calls just to do it, but to act as coaches and help salespeople grow.

These are not surprise ride-alongs to check up and micro-manage. These are coaching days that are on the calendars weeks and sometimes months in advance. This is not about catching sellers doing it wrong, but about being focused on helping them get better. The best stations take a lot of pride in the way they spend time in the field with all their sellers.

And the sellers actually like it. Why? Because they are getting good coaching, and they are seeing actual growth. Can you imagine the coach of any professional football team not attending practice or the games? Think about that for just a second. Imagine the coach of your favorite football team never attending a practice or a game, so the only evidence he has to determine how a player is doing is looking at the score.

And then imagine that same coach giving his players input on what they need to do to win or to grow professionally. The players wouldn?t listen to a coach who had never seen them practice or play. So the question is: Are you watching sellers practice and play? Or are you spending most of your time coaching from your office, where all you have access to is the score?

It?s not too late. Those managers who take the time to rearrange their priorities to make sure they are spending time in the field coaching and developing their sellers are seeing big results. And those stations that have the least turnover are seeing revenue success.

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

(7/4/2013 1:44:02 PM)
Forget that. Just pay them a decent base salary and give them those house accounts you are hoarding. Draws? That's why radio sales people are leaving the industry. Draws are a thing of the past. Pay a base salary of at least $70K a year with a commission structure of at least 5% on everything they sell and your sellers will actually go out and sell.

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No Go on iHeartRadio For David Field

8-3-2012

While touting the recent agreement Entercom announced with TuneIn, CEO David Field is not ready to put his stations on the iHeartRadio platform. Entercom remains one of the few industry holdouts not to join iHeartRadio (although it's doubtful CBS will ever join forces with Clear Channel on the digital device). Field said, "sharing our content is a good thing, if the business arrangement makes sense." The business arrangement made sense with TuneIn but apparently not with iHeartRadio. Field did say he's open to continue the discussions with Clear Channel

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Field: "Format Changes Cost Us."

5-10-2012

Never a banner quarter for radio, the first quarter of 2012 was a weak performer at Entercom as it has been for most radio companies reporting to Wall Street. It's still a game of cutting expenses and hoping the economy takes a big bounce, which it clearly has not. Entercom CEO David Field says seven format changes in 2011, including 3 in Boston and San Francisco, continue to be a drag as Q1 revenue at Entercom was down 3%.

For the second consecutive quarter Entercom cut expenses by 4%. Field says after a slow April (-5%), May and June are pacing better. He also expects the format changes to turn positive in Q2 and moving forward. And, he added Q3 looks very healthy. "I'm optimistic about the second half of the year with political advertising and our new brands."

Field told investors that Indianapolis, Greensboro and Memphis were his top performing markets. And, Casinos and Health Care were top performing categories. Political revenue in the first quarter was immaterial at Entercom, although expectations are high that the rest of the year will result in much more political money.

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Coleman Adds Two to The Field

Coleman Insights says Amy Crosby and Martin Schwartz have joined the media research firm as field manager and field coordinator, respectively. Crosby will oversee relationships with the partner firms that recruit and interview consumers for research studies, including those conducted via telephone, online and in-person. Schwartz will serve as a liaison between the Coleman Insights staff and the company?s fielding partners.

Crosby brings more than a decade of project management and research experience to Coleman Insights, having most recently served as project coordinator for FDH Engineering. Crosby holds a bachelor of arts degree in sociology from the Massachusetts College of Liberal Arts and a master of public health degree from the University of Massachusetts. Schwartz has more than 30 years of business experience in a wide variety of settings, including state government, finance, mining and?most prominently?information technology. The graduate of the University of South Carolina most recently ran his own information technology consulting business.

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Field Says Rock Format Thriving

More big names are coming to the defense of the the rock format in the wake of Friday's story. Entercom CEO David Field provides facts and examples of how the rock format is surviving and thriving in his company and others and wants to make sure the opinion piece we posted last week does not send the wrong message. Here is Field's letter.

Last week, in the wake of the CBS flip of WYSP to Sports, you ran a story essentially declaring that rock radio was dying, or at least in significant decline.  Respectfully, I think the story was dead wrong and needs to be corrected. You cited WYSP and a small handful of recent rock stations that have been eliminated to make room for spoken word FM brands.  However, you failed to mention the significant number of stations in other formats that have also been eliminated for the same reason.  In fact, the evidence shows that the only thing these stations had in common was that they were weak performers. 

For the record, here are a number of other recent format flips that demonstrate my point:
Our new sports station in San Francisco, The Game, was country
When we launched KMBZ-FM, we terminated an AC
In fact, we added an additional rock station this year when we put K-Fox on a full San Francisco signal

As for other groups:
o   WTOP-FM was classical
o   WSB-FM was hip hop
o   KIRO-FM was oldies/classic hits
o   The Ticket/Detroit was hot talk

Furthermore, rock stations are thriving in many, many markets.  A significant number of classic rock stations, active rock stations, AAA stations and alternative stations are market leaders in 25-54 and 18-34 demos.  And many markets support more rock stations than AC, country, CHR or any other format. The fact is that rock radio is generally thriving and I would hate to see false perceptions take hold. 

Thanks for listening,
David
------------------------------

There were additional blogs written this weekend about our opinion piece, HERE's ONE in agreement from former Radio guy Doc Searls#

Editor's Note, Editor being Ed Ryan
One of our competitors also decided he needed to defend his favorite format after we got the ball rolling. That's all fine. As I've said we're all big boys and girls and why write if you're not willing to take some criticism. What's silly is when respected writers like Sean refuse to say what they are criticizing. If you are going to call us out, then call us out. In his piece Ross writes "declaring any format dead is hubris." If you actually go back to my opinion piece, there were many question marks, no declarations. Sean, I'm not that full of myself. But if I have to listen to Baby I Love Your Way by Peter Frampton one more time I may drive my KIA mini van into a tree.
- Later this week, more facts and billing figures on the Rock format.

(8/22/2011 6:30:16 AM)
There's not enough room for what I write in my Friday Web column-newsletter about the demise of FM Rock radio. It's title is BYE BYE FM ROCK RADIO. (http://news.jimroseremembersradio.com). Jim Rose; Houston, TX

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Entercom CEO David Field Doesn't Sugar Coat The Truth.

Field said Q3 doesn't look any better after reporting Entercom's net revenue declined 1% in Q2 to $104.7 million. In Q2 of 2010 Entercom reported $105.8 million but that was during a time when it looked like consumers and businesses were hopeful that the economy was on an upward trajectory. Now, all bets are off as the markets are rattled and consumers worry about a double dip recession brought on by Washington's inability to work out budgetary problems. Field said "conditions remain sluggish and Q3 is pacing down." Field began his comments with "we picked a beautiful day for a conference call," clearly a reference to the stock market drop of 634 points.

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