Here Are The 2015 Best Program Directors In America

5-7-2015

The radio mantra over the past few years has been "It's all about the content." Without compelling content, radio, they say, will lose the battle for the ear of the consumer as waves of new content delivery systems nibble away at our TSL and prey upon our revenue supply. That means making every break sound compelling, every voicetracked shift, every newscast, every weather report, and on and on. And, oh yes, let's not forget fitting that all into a format pleasing to the PPM gods. To make all that happen, you must have a programmer who not only gets all of the above, but can multi-task more than ever before. There's the talent to manage, the events to produce, the brand to protect, the digital, social media, texting ? you get the picture.

You'll recognize most of the names on this list: These highly respected individuals continue to program some of the most brilliant-sounding radio stations in America.

Producing this list isn't easy. It all starts with a nomination, typically from someone who ranks higher in the company than the nominated PD. We go from there, with a questionnaire and a look at ratings, experience, awards, and several other factors. We reach out to programming experts in the industry for input, in all formats and in all market sizes.

But more important than exactly where each PD ranks on this list is what they can tell us about their jobs, their daily lives, and how they manage to get through their mile-long daily checklists.

We pepper them with questions; this year on whether live and local still matters, what a great-sounding radio station sounds like, and how a young programmer reading this list might wind up in these pages in the years ahead. We?re very excited to present them to our readers: the Best Program Directors in America for 2015.

MAJOR MARKETS (1-10)

#1) CHRIS CONLE Y
WLTW/New York
iHeartMedia
chrisconleynyc@iheartmedia.com
Year in Radio: 37
As a PD: 25

#2) JIM RYAN
WCBS-FM/New York
CBS Radio

#3) KEVIN WEATHERLY
KROQ/Los Angeles
CBS Radio

#4) SKIP DILLARD
WBLS & WLIB New York
Emmis Communications
sdillard@emmisny.com
@mixcom
Years as a PD: 22

#5) MIKE THOMAS
WBZ-FM & WZLX-FM/Boston
mike.thomas@cbsradio.com
@mikethomasmt8
Years in Radio: 33
As a PD: 21

#6) MARY ELLEN KACHINSKE
WTMX/Chicago
Hubbard Radio
mkachinske@wtmx.com
Years in Radio: 32
As a PD: 21

#7) MARK CHERNOFF
WFAN/New York
CBS Radio
Years in Radio: 40
As a PD: 36

#8) CHUCK KNIGHT
WBEB/Philadelphia
Jerry Lee Radio
chuckk@morefmphilly.com
@chuckkmedia
Years in Radio: 25
As a PD: 25

#9) BEN MEVORACH
WINS-AM/New York
CBS Radio
mevorach@wins.com
@benmevorach
Years in Radio: 30
As a News Director: 15
As a PD: 6

#10) BILL WESTON
WMMR & WMGK/Philadelphia
Greater Media Inc.
bweston@greatermediaphiladelphia.com
@wmmrpd
Years in Radio: 37
As a PD: 21

#11) ANDY BLOOM
WPHT-AM & WIP-FM/Philadelphia
CBS Radio
andy.bloom@cbsradio.com

#12) JEFF KAPUGI
WUSN/Chicago
CBS Radio
jeff@cbsradio.com
@jeffkapugi
Years in Radio: 35
As a PD: 21

#13) TIM SCHELD
WCBS-AM/New York
CBS Radio
tscheld@wcbs880.com
Years in Radio: 32 years
As a PD: 12

#14) JOHNNY CHIANG
KHPT, KGLK, KKBQ & KTHT/ Houston
Cox Media Group
johnny.chiang@coxinc.com
@jchiang68
Years in Radio: 25
As a PD: 16

#15) ARTURO SOSA
WSKQ-FM/New York
Spanish Broadcasting System
Years in Radio: 26
As a PD: 17

#16) MIKE BROPHEY
WKLB/Boston
Greater Media
mbrophey@greatermediaboston.com
@mikebrophey
Years in Radio: 43
As a PD: 19

#17) LEE HAMMER
KNBR 680 and KNBR 1050/San Francisco
Cumulus Media
lee.hammer@cumulus.com
Years in Radio: 35
As a PD: 17

#18) PETE SPRIGGS
WSB-AM and WSBB-FM/Atlanta
Cox Media Group
Years in Radio: 33
As a PD: 25

#19) STEVE DAVIS
WIAD-FM & WPGC-FM/Washington, DC
CBS Radio
steve.davis@cbsdc.com
@sdavis947
Years in Radio
As a PD: 30-plus

#20) MARK McCRAY
KBFB-FM & KSOC-FM/Dallas
Radio One
mmccray@radio-one.com
@mccrazy945
Years in Radio: 24
As a PD: 17

#21) "CADILLAC" JACK McCARTNEY
WBOS-FM, WBQT-FM, WKLB-FM, WMJX-FM & WROR-FM/Boston
Greater Media Inc.
cjack@greatermediaboston.com
@iamcadillacjack
Years in Radio: 32
As a PD: 21

#22) ROBIN BERTOLUCCI
KFI-AM & KEIB-AM/Los Angeles
iHeartMedia
Years in Radio: 28
As a PD: 20

#23) "HURRICANE DAVE" SMITH
WHAT &WAMJ/Atlanta
Radio One
Years in Radio: 43
As a PD: 20

#24) LESLIE WHITTLE
KRBE/Houston
Cumulus Media
Leslie.whittle@cumulus.com
Years in Radio: 20
As a PD: 17

#25) J.R. SHUMANN
KSCS & KPLX/Dallas
Cumulus Media
Year in Radio: 9
As a PD: 5

LARGE MARKET (11-25)

#1) KEVIN CALLAHAN
KSON & KBZT/San Diego
Lincoln Financial Media
(Soon to be Entercom)
kevin.callahan@lincolnfinancialmedia.com
@kevinbrews
Years as a PD: 19

#2) TIM ROBERTS
WYCD, WOMC & WDZH/Detroit
CBS Radio
tim.roberts@cbsradio.com

#3) PHIL MICHAELS-TRUEBA
WHQT/Miami
Cox Media Group
phil.michaels-trueba@coxinc.com
Years in Radio: 24
As a PD: 16

#4) DAVE RICHARDS
KISW, KNDD, KHTP & KKWF/ Seattle
Entercom Communications
drichards@entercom.com
@hairclubkisw
Years in Radio: 33
As a PD: 30

#5) MARK PENNINGTON
WRIF/Detroit
Greater Media
mpennington@greatermediadetroit.com
@theriffboss
Years in Radio: 25
As a PD: 7

#6) ROB SIDNEY
WLYF-FM & WLYF-HD2/Miami
Lincoln Financial Media
rob.sidney@lincolnfinancialmedia.com
@rob_sidney
Years in Radio: 36
As a PD: 22

#7) JIMMY POWERS
WXYT-AM & FM/Detroit
CBS Radio
james.powers@cbsradio.com
@jppowers2010
Years in Radio: 21
As a PD: 11

#8) JEFF WYAT T
WKKT-FM/Charlotte
iHeartMedia
jeffwyatt@iheartmedia.com
@radioez
Years in Radio: 43
As a PD: 25

#9) SCOT T JAMESON
KQRS, KXXR & WGVX/Minneapolis
Cumulus Media
scott.jameson@cumulus.com
@sjamesonmedia
Years in Radio: 35
As a PD: 31

#10) TEE GENTRY
WQYK & WRBQ/Tampa
Beasley Media Group
tee.gentry@bbgi.com
Years as a PD: 20

MEDIUM MARKETS (26-50)

#1) CHARLIE COOK
Cumulus Nashville
charlie.cook@cumulus.com
@charliecooknash
Years in Radio: 45
As a PD: 40

#2) BOB RICHARDS
Emmis Communications
Indianapolis
brichards@indy.emmis.com
@bobathankfm
Years in Radio: 27
As a PD: 25

#3) LISA McKAY
WQDR/Raleigh
Curtis Media
lisamckay@aol.com
@lisamckay947
Years in Radio: 33
As a PD: 20

#4) KEITH HASTINGS
KISS & KTKX/San Antonio
Cox Media Group
keith.hastings@coxinc.com
@keithhastings
Years in Radio: 38
As a PD: 29

#5) CHARESE FRUG?
CBS Radio
Las Vegas
charese.fruge@cbsradio.com
@charesefruge
Years in Radio: 21
As a PD: 14

#6) CHRIS EDGE
WDCG/Raleigh
iHeartMedia
chrisedge@iheartmedia.com
@chrisedge_
Years in Radio: 26
As a PD: 16

#7) DREW ANDERSSEN
WDBO-AM & FM/Orlando
Cox Media Group
drew.anderssen@coxinc.com
@drewanderssen
Years in Radio: 26
As a PD: 16

#8) SCOTTY MAC
WSPK/Hudson Valley, NY
Pamal Broadcasting
smac@k104online.com
@k104smac

#9) TOSH JACKSON
KHHM-FM & KNTY-FM/ Sacramento
Entravision
tjackson@entravision.com
Years in Radio: 17
As a PD: 6

#10) SCOT T REINHART
WLW-AM/Cincinnati
iHeartMedia
sreinhart@iheartmedia.com
Years in Radio: 21
As a PD: 18

SMALL MARKETS (51+)

#1) JEFF DAVIS
WKSF/Asheville, NC
iHeartMedia
Years in Radio: 37
As a PD: 25

#2) M. FL ETCHER BROWN
WXFL-FM/Florence-Muscle
Shoals, AL
Big River Broadcasting
fletch@kix96country.com
Twitter: @fletch_brown
Years in Radio: 18
As a PD: 9

#3) SCOT T ALLEN
KSTZ & KMYR-FM/Des Moines, IA
Des Moines Radio Group (Saga)
sallen@desmoinesradiogroup.com
@onairscott
Years in Radio: 17
As a PD: 10

#4) CARL CRAFT
WRAT/Monmouth-Ocean, NJ
Greater Media
Years in Radio: 30
As a PD: 18

#5) ERIC ROSADO
WBTT & WZJZ/Fort Myers-Naples, FL
iHeartMedia
ericrosado@iheartmedia.com
@ericthefunky1
Years in Radio: 19
As a PD: 2

#6) JOE BONADONNA
WHAM & WAIO/Rochester, NY
iHeartMedia
joebonadonna@iheartmedia.com
@joebonadonna
Years in Radio: 42

#7) ALEX DURAN
Entravision Radio
McAllen-Brownsville Texas
aduran@entravision.com
Years in Radio: 23
As a PD: 17

#8) BOBBY IRWIN
Cumulus Media
Colorado Springs, CO
bobby.irwin@cumulus.com
@bobbyirwin
Years in Radio: 45
As a PD: 35

#9) JEREMY ?NIC? NICOLATO
KQXR/Boise, ID
E.W. Scripps
nic@xrock.com
@xrocknic
Years in Radio: 18
As a PD: 8

#10) CATHE BARLOW
WDLT/Mobile, AL
Cumulus Media
cathe.barlow@cumulus.com
@catheb983
Years in Radio: 32
As a PD: 3

(5/8/2015 2:39:00 PM)
Surprised that there is no WKKO or WIVK Program Directors. Super boss ratings must not transfer into "best" talent. Also time in the business may not either.

Hint: Treating your employees great might be one reason for these guys getting recognized here.

I know Tim Roberts (CBS Detroit) treats his peeps well and fairly. Congrats Tim!

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Jeff Kapugi -- America's Top Program Director

2-25-15

In 2014, WUSN in Chicago was the largest-cume-ing Country station in the U.S. 2014 was also the first full year the station was 100 percent live and local from 5:30 a.m.-midnight. As we polled our top Country programmers for 2015, Jeff Kapugi was listed as the number one program director by more than half, with most others putting him in the top five. He was clearly the dominant choice as the number one PD in Country radio for 2015 ? a remarkable accomplishment.

CBS Radio EVP/Programming Chris Oliviero says, "Jeff is truly a model for the modern Country programmer. He has embraced all the energy, excitement, and buzz of today's country and has crafted a contemporary sound that stands out on the dial. Jeff has also earned the respect of both Nashville and his fellow programmers, which makes him our ideal leader for CBS Radio's major-market country footprint coast to coast." CBS Radio Chicago SVP/Market Manager Rod Zimmerman echoes those sentiments, saying, "Jeff has all the qualities you look for in a program director. He's smart, strategic, experienced, driven, connected, competitive, and he's a problem-solver. Jeff has the confidence of the entire staff, and his leadership skills make everyone around him 'raise their game.' Radio Ink's recognition of Jeff is well earned and well deserved."

Thursday night in Nashville, Radio Ink and Sony Nashville will honor the best country program directors in radio with a special plaque during a star-studded country music event, with most country music program directors in attendance. Congratulate Jeff on being chosen America's top country program director at jeff@cbsradio.com

This year's list of top Country PDs started, as always, with nominations made by radio-industry managers, country music experts, and record label executives. Nominees were asked to respond to questions about their stations and themselves, and they were asked to rank their colleagues as if they were putting together this list themselves. All that information was used by the Radio Ink Country Radio Editorial Committee to determine the 2015 Best Program Directors in Country Radio.

Here's a look at the Top Country PDs list as it appeared in Radio Ink magazine
Below is the 2015 list...

#1) Jeff Kapugi
WUSN/Chicago
CBS Radio
jeff@cbsradio.com
@jeffkapugi

#2) Johnny Chiang
KKBQ/Houston
Cox Media Group
johnny.chiang@coxinc.com
@jchiang68
Years Programming Country: 14

#3) Mike Brophey
WKLB/Boston
Greater Media
mbrophey@greatermediaboston.com
Years Programming Country: 30

#4) Shelly Easton
WXTU-FM/Philadelphia
CBS Radio
shelly.easton@cbsradio.com
@shellyeaston
Years Programming Country: 20

#5) Tim Roberts
WYCD-FM/Detroit
CBS Radio
tim.roberts@cbsradio.com
Years Programming Country: 36

#6) Steve Stewart
WEBG-FM/Chicago
iHeartMedia
stevestewart@iheartmedia.com
@BigSteveRadio
Years Programming Country: 13

#7) Gregg Swedberg
KEEY/Minneapolis
iHeartMedia
greggswedberg@iheartmedia.com
@thatsalottags
Years Programming Country: 22

#8) Mike Preston
KKWF-FM/Seattle
Entercom
mpreston@entercom.com
Years Programming Country: 5

#9) Meg Stevens
WMZQ-FM/DC
iHeartMedia
megstevens@iheartmedia.com
Years Programming Country: 17

#10) Wes Poe
KDAF-FM/Kansas City
Entercom
wpoe@entercom.com
Years Programming Country: 10

#11) DJ Stout
WSOC-FM/Charlotte
Beasley
donald.stout@bbgi.com
@stoutman01
Years Programming Country: 12

#12) Bob Richards
WLHK/Indianapolis
Emmis
brichards@indy.emmis.com
@hankfm
Years Programming Country: 25

#13) Jeff Garrison
KCYY-FM/San Antonio
Cox Media Group
jeff.garrison@coxinc.com
Years Programming Country: 24

#14) Lisa McKay
WQDR-FM/Raleigh
Curtis Media Group
lisamckay@aol.com
Years Programming Country: 12

#15) Mike Kennedy
KBEQ/Kansas City
Wilks Broadcasting
mkennedy@wilkskc.com
@MikeKennedyQ104
Years Programming Country: 21

#16) Mark Anderson
WDSY/Pittsburgh
CBS Radio
mark@y108.com
@mark_a_anderson
Years Programming Country: 5

#17) Mike Moore
KWJJ/Portland, OR
Entercom
mmoore@entercom.com
Years Programming Country: 20

#18) Bruce Logan
KILT-FM/Houston
CBS Radio
bruce.logan@cbsradio.com
Years Programming Country: 22

#19) Eddie Haskell
KYGO/Denver
Lincoln Financial Media (soon to be Entercom)
eddie.haskell@kygo.com
@haskell99
Years Programming Country: 17

#20) Travis Daily
WFUS-FM/Tampa
iHeartMedia
travis@us1035.com
@us1035travis
Years Programming Country: 22

#21) J.R. Schumann
KSCS & KPLX/Dallas
Cumulus
jr.schumann@cumulus.com
@JRSchumann1
Years Programming Country: 7

#22) Kevin Callahan
KSON/San Diego
Lincoln Financial Media (soon to be Entercom)
kevin.callahan@lincolnfinancialmedia.com
@KSON973
Years Programming Country: 5

#23) Julie Stevens
KRTY/San Jose
Empire Broadcasting
jstevens@empirebroadcasting.com
Years Programming Country: 33

#24) Kerry Wolfe
WMIL/Milwaukee & WMAD/Madison
iHeartMedia
kerrywolfe@iheartmedia.com
@fm1061 and @963starcountry
Years Programming Country: 30

#25) Tosh Jackson
KNTY/Sacramento
Entravision
tjackson@entravision.com
Years Programming Country: 5

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Steve Stewart to Program Chicago Big 95.5

1-9-2015

iHearMedia's new Country station in Chicago has a new PD, Steve Stewart. Steve was a top-5 pick for Radio Ink Country PD of the year in 2014, and he's now in place to lead Big 95.5's Country battle in the Windy City.  He most recently served as Regional Program Manager for iHeartMedia St. Louis and Program Director of 93.7 The Bull. Under Stewart, 93.7 The Bull logged its highest ratings in the station's history. KSD 93.7 The Bull's PD chair is currently empty following Stewart's departure. He has also held programming and on-air positions in Grand Rapids and Providence.

Tommy Austin, Vice President of Programming for iHeartMedia Chicago says, "Steve Stewart brings a wealth of experience to Big 95.5 and we look forward to him providing his tremendous programming expertise to the station."

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Diaz To Program KLIF-FM

9-1-14

Cumulus Dallas is bringing in Louie Diaz as program director for Top 40 KLIF-FM (i93.3). Diaz was most recently PD at Alpha Broadcasting?s KBFF and KUPL in Portland, OR. A native of Queens, NY, he started his radio career at the age of 16 at WPLJ-FM in New York City, where he ultimately rose to APD of the station. Cumulus Dallas Market Manager Dan Bennett said, ?We are excited to have a great talent like Louie Diaz create the future vision of i93 and write the next chapter for our CHR station in Dallas.?

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Houston To Program The Bull In Boston

8-25-14

For the past year and a half, Lance Houston has been PD at WPOC in Baltimore. Prior to that, he spent six years as APD and PM driver at WUBL in Atlanta. He'll now take over programming duties and host middays at Clear Channel's new Country station in Boston, WBWL-FM, "The Bull." Houston said, ?I?m ready to lead the team in Boston into a battle, much like we did successfully in Atlanta. America?s greatest city deserves a young and hip Country station.?

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WGN Tells Listeners Get With The Program

5-22-14

Listeners upset that Gary Meier was moved from WGN to WGN.fm did what most listeners do when their favorite radio station makes a change. They turned to Facebook. In most cases, radio stations just ignore the complaints, but WGN management decided to respond with humor and mock disbelief. Answering the question, "Why did you kill Garry?" the station answered, "We didn't kill Garry. That's real messy. Garry is alive and living on WGN-AM this afternoon from 3-7 p.m.. Tune in for proof of life." Then the station tackled the question, "What if I don't have a computer, tablet, or smartphone?"

That answer required a little more detail. "First off, we marvel at your ability to avoid all forms of modern technology. That's no easy feat in this day and age. May we gently suggest that modern technology is something you may want to try." And finally, the WGN management tackled the question, "Why do you want to anger your listeners by changing your lineup?" The answer..."If radio stations never changed their lineups, we'd all still be listening to Orson Wells scream at us about Martians and Rick Dees gushing over Kool & The Gang."

Listener Jessica Mikrut was not amused. "This is insulting. As for #5 ~ perhaps you should consider not 'throwing the baby out with the bath water'! The station, in its attempt to be 'Hip, Cool, Trendy,' has completely forgotten about the Human Beings who put their station on the map and keep them there. WGN used to feel like a 'community' and the hosts were 'friends'. People called in, there were real conversations. The world may change technologically ~ but Human Beings' desire to connect as a community will never change. WGN has been successful at one thing ~ joining the Hip, Cool, Trend of reducing people to numbers. When I listened, months ago, I could not believe my ears when people who had texted or tweeted were referred to by their AREA CODE! Really! So much for Hometown radio. There must be a way to incorporate technology and Humanity. Good luck to you. Perhaps with John's returning ~ HE can discover the balance ~ HE seems to understand the need for a personal / Hometown format."

(5/23/2014 1:16:05 AM)
Gary and Nick were the two hosts I really enjoyed. I guess it's back to all sports again. I thought you were suppose to listen to a radio,not your computer. Gary really was good, found myself really enjoying the G as Gary calls it. Took me a while to start listening after spike left. Guess I'll turn off the station again . That's management.
(5/22/2014 8:31:38 PM)
Who are you listening to??? Garry and Elton Jim are the only fresh air on the station...except for the 2 hours a week of Kathy and Judy.
Cochran only knows the words.. I and me. Listen to his show. 
The two other shows with the men/women co-hosts are beyond pathetic. Who do they appeal to?
Where did you get your management skills??

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Mann To Program "The Wolf" In Greenville

2-4-14

NextMedia says cluster operations manager Chris Mann will fill the Program Director?s chair at WQSL ?The Wolf? which serves the Greenville-New Bern and Jacksonville-Wilmington, N.C., markets with a dual-signal simulcast. The staff will be rounded out with APD Jaime Andrews in middays and Gare ?The Spider? Stevens in afternoon drive. The station carries The Bobby Bones Morning Show and Whitney Allen evenings.

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Long to Program KOGO and XTRA in San Diego

1-6-13

Clear Channel San Diego names 15-year radio veteran Brian Long PD for AM 600 KOGO and XTRA Sports 1360 AM (KLSD).  Long's career in spoken word formats began in his hometown of Kansas City at the heritage KMBZ.  In 1998 Long headed to California for stints in Palm Spring, Bakersfield and Los Angeles.  During his time at ESPN in Los Angeles, Long was part of the programming management team and also hosted a variety of on-air programs.

"Brian will bring a diverse perspective from multiple markets and stations to our spoken word brands," said John Peake, Vice President of Programming, Clear Channel Media and Entertainment San Diego.  "We?re excited to add Brian?s management and broadcasting experience to the San Diego programming team and are confident that KOGO and XTRA Sports will prosper under his tutelage."

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(SALES) Get With Somebody's Program

9-27-2013

Readers of a certain age will remember a young sales trainer who burst onto the scene with a seminar he called Radio Sales $101. It was basic training for the brand new radio sales rep and a refresher course for the slumping veteran.

Here?s the story you?ve never heard:

When Sarah McCann and I started our company, we sublet a couple of offices from a friend in Madison, Wisconsin?s Tenney Building. Our rent was $110 a month. Our little company was growing, however, and we needed a couple more offices. Sarah went looking for new space.

She found it. However, the new rent was going to be $800. I protested, which didn?t work as those of you who have negotiated with Sarah over the years have learned. She already had a plan.

?Chris, we are in First Realty?s building. They have a training room they use once a month. We can use it for free to hold seminars and you can travel less,? Sarah said.

?But what kind of seminar would we hold?? I asked.

?Radio has a lot of turnover. We could run a seminar for new people. I bet we could get people to drive a hundred miles or so,? one of us said. Don?t recall who.

?We could call it Radio Sales $101 with a dollar sign to communicate an entry level course and the price,? another one of us said.

And that?s how we birthed that little cash cow.

We held it once a month in Madison and that seminar paid our rent for the next four years. Even budget-conscious managers would invest $101 to train a new rep.

I also started travelling with it and ended up conducting that seminar nearly five hundred times. We advertised in Radio Only with a map of all the cities we would be visiting. We sent direct mail. We hired telephone sales reps to get the word out.

It was a little money machine. And all of your new favorite sales consultants and most of the sales writers in this magazine attended it or a later version. Yes, I?m old enough to have trained nearly all of my competitors. (You know who you are. It?s not as easy as it looks, is it?)

Now Radio Sales $101 had a 180-day money-back guarantee. One day, three women left the seminar at noon demanding their $101 back. I handed them $303 in cash and called Sarah to tell her. She called their manager and let him know that their salespeople had not liked the seminar and were coming back with the cash. But the three of them had conspired to grab the cash and go shopping that afternoon. When they got back to the radio station without their refunded money, they were quickly fired.

Another ?incident?

A manager called Sarah and said that one of his reps had turned in her resignation in the car on the way home from Radio Sales $101. ?Would you like a refund?? Sarah asked. ?No, she told me she didn?t want to work that hard. Spending $101 on her training saved me at least twelve grand. She might have held on for six months and then quit.?

Training makes successful people successful sooner, or it reveals which salespeople won?t make it, thus saving you salary and the station?s reputation.

Alas, I have had conversations at radio?s executive level and heard, ?We don?t like to invest a lot in our salespeople?s training unless we?re sure they?re going to make it. So we put them on the street for three to six months and then train them.?

Brilliant! Imagine telling that to the advertisers they?re calling on.

I urge you to think more like the manager who thanked me for revealing his salesperson?s lack of drive for a mere $101.

Get with somebody?s training program. Please, just not the old Jason Jennings video tapes on VHS. Playing VHS tapes or even having a VHS player in your radio station tells young people this isn?t the place to be. If you?re still playing my old cassettes on a boom box in your sales meetings, then you?re behind the curve. (And you know who you are.)

Whichever program you choose, it should impart the following three foundations:

1. Since 95 percent of your sales team did not plan on a career in sales, your training program has to install a repeatable selling system. The most important selling skill for new people to learn is approach and involvement of the prospect. Most untrained salespeople can?t open the sale properly or keep it open long enough to get it closed.
2. Since 97 percent of the audience members I?ve surveyed for the last 30 years don?t have a degree in advertising and/or marketing, your training program needs to impart a philosophy of advertising and do it quickly. Run-of-the mill radio reps spend 80 percent of their time talking about rates, ratings, and format. Your success strategy should be making sure your reps are spending 80 percent of their time talking about how to advertise and what to advertise.
3. Your training program has to show salespeople how to get results for your advertisers. It needs to get them to believe they can help advertisers build their businesses. Larry Wilson was on the panel of the Leadership Breakfast in Orlando a few weeks ago. He said that radio is going to be okay as long as it?s live and local and as long as we keep getting results for our advertisers. As long as we sell their stuff, they?ll keep buying our stuff. So, get them up to speed on what needs to be in a commercial to sell something. I know ?branding? is all the rage, but listeners buy shoes, cars, and hamburgers not shoe stores, car dealers, and hamburger stands.

So get with somebody?s program.

I know, you think you can do it yourself. But here?s the problem with that: You?re the manager. And all of the training you do is filtered through the ?boss? filter. You have power over them. You hammer them about collections or not making enough calls. Then, you put on your training hat and run a meeting. They see that you still have on your boss hat.

This is the same phenomenon as telling your kids something over and over again. Then, when they get back from college, they are talking about this amazing thing they learned about life from a new professor. Of course, it?s what you?ve been telling them for years. But you were wearing the Mom or Dad hat when you told them, so your wisdom didn?t get through to them.

Finally, think of doing sales training the way you would tell advertisers to run an advertising campaign. There would be a big grand opening. Then you would schedule big events like anniversary sales and holiday promotions. And, of course, you would have a weekly maintenance schedule. A business that?s open 52 weeks a year should be inviting its customers to do business with it 52 weeks a year. Radio stations that are on the air 52 weeks a year ought to be continually improving their salespeople. You should never start an advertising campaign, an exercise program, or a sales training initiative with the intention of ever stopping.

Chris Lytle is the founder of Sparque, Inc. This well-traveled speaker has conducted more than 2200 seminars on three continents. He?s the best-selling author of The Accidental Salesperson and The Accidental Sales Manager.
Reach Chris by e-mail chris.lytle@sparque.biz

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Brian Figula To Program KOIT In S.F.

9-3-13

Entercom's KOIT-FM will be programmed by Brian Figula as of September 10. He replaces Andy Holt who left the station in July after 13 years. Figula comes to KOIT and Entercom with over 10 years of music and programming experience in the Michigan radio market. His experience includes program director for WMGC- Detroit, WGER-Saginaw, and WDVD-Detroit.

GM Dwight Walker said, ?We are thrilled to have Brian, one of the premier AC programmers in the country, join us to build on the outstanding legacy left by Andy Holt at KOIT. Brian has demonstrated creativity and innovation in connecting with listeners in Michigan. Now KOIT?s 1.5 million Bay Area weekly listeners are about to experience it."

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Andrews To Program KSLZ And KBWX St. Louis

8-6-13

Clear Channel St. Louis promotes Brett Andrews to PD of the two St. Louis stations. Andrews has been afternoon drive host and APD for KBWX and KSLZ. He said, "I am incredibly honored and humbled to take the lead of legendary call letters such as KSLZ. I?m excited to continue working with Regional Program Manager Steve Stewart, Market President Beth Davis, and Sr. Vice President Tony Coles to grow both Z107-7 and the new WILD 104-9."

Andrews began his radio career in 2001 when he worked as a weekend host at WVBO in Oshkosh, WI. Clear Channel Regional Program Manager Steve Stewart said, "Brett has shown incredible talent since coming on board from Portland a year ago. We are excited for him to oversee the continued success and growth of these two great stations? programming.?

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Mick Lee To Program My FM In Chicago

8-1-13

Clear Channel Chicago makes this announcement. Lee will also host the PM drive shift at My FM. Lee moves to the Windy City from Clear Channel Baltimore where he was programming WZFT. He's also worked in Albany and Portland. Lee fires it up in Chicago starting August 19.

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Gardner To Program KRNB In Dallas

7-30-13

On Tuesday, Service Broadcasting Director of Operations Michael Erickson introduced Kevin Gardner as the new PD for Urban AC Smooth R&B 105.7 (KRNB-FM). "We are so fortunate to have found someone who is experienced, instinctive, creative, and constantly growing stronger. Kevin?s character, leadership, and commitment to the community made him stand out from the competition, and an ideal fit to help move our company forward.? 

Gardner has previously served as an Operations Manager, Program Director, Music Director, and On-Air Talent at Cumulus, Beasley, Radio One, and Cox.  He has worked in Denver, Philadelphia, Orlando, and Washington D.C..  He begins his new job Monday, August 19.

Gardner said, "I am eager to be joining the Service Broadcasting family. Michael Erickson, along with Hymen Childs and Geo Cook, have built two very strong radio brands in Dallas. I?m looking forward to working with them, the talented on-air staff, and all of the passionate people who contribute daily to making Smooth R&B 105.7 the #1 UAC in the market. We will continue to win and have BIG fun doing it. The way I see it, they've already painted most of the Mona Lisa, my job is just to give her some finishing highlights."

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Ruiz To Program WLEY-FM

7-25-13

Cesar Daniel Ruiz has been hired to program SBS's WLEY-FM ?La Ley? in Chicago. Ruiz will oversee all on-air and digital for the regional Mexican station. SBS COO Albert Rodriguez said, "Cesar's broad knowledge and extensive experience in radio programming make him a tremendous addition to our team. His expertise as the executive-in-charge of many successful programs and understanding of our audience will be a strong asset as we build on the success of our programming in Chicago."

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Madden To Program KLOS L.A.

7-8-13

Cumulus says Derek Madden will now program KLOS in Los Angeles. He's been PD at 107.7 THE BONE (KSAN-FM) in San Francisco for the last two years. Prior to The Bone, Madden programmed KSJO/San Jose, served as MD at KLLC/San Francisco, and spent nearly a decade on-air at KITS/San Francisco. He's also programmed WXZZ/Lexington, WRXR/Augusta, and WVBR/Ithaca.

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Rude To Program WSSX Charleston

7-2-13

WSSX in Charleston has promoted Yonni Rude to PD at WSSX. Rude replaces Mike Edwards who left last month. Rude moves to the position from the APD post on sister station WWWZ/Charleston. Rude began his career at Radio Antilles in the Caribbean when he was only 12 as a part of the pre-teen show Children?s Hour. As an undergrad, he volunteered at NPR station WFSS-FM before he joined Urban mainstream WZFX in Fayetteville, NC, and quickly moved up the ranks to MD/Afternoons. 

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Chris Conley Named Best Program Director in America for 2013

4-17-13

One of the most highly anticipated annual lists from Radio Ink Magazine, The Best Program Directors in America, comes out officially on Monday. This list may soon be called "The Best Brand Managers in America." From our research we learned that's the way the position is headed. And, in fact, that's exactly what they're called at Saga Communications. The job of a PD today entails so many things: the product that on the air, the product that comes out of a device, that sits on the Web, delivered on Twitter and Facebook and Pinterest and Instagram. It?s the videos, the podcasts, the apps, and however else the product is delivered today, or might be delivered tomorrow. And let us not forget about the original PD tasks of managing and developing talent, listening to music, managing the GM, working with sales, and stressing about ratings. Who earned that top spot for 2013? Chris Conley from Clear Channel's WLTW in New York.

Conley has been in the radio business for 34 years, 22 of those years as a PD. WLTW in New York is a ratings powerhouse and the station has had an incredible run over the past 18 months with record audience shares. Conley is a great strategist and a respected coach and says he still gets a rush downloading the ratings every Monday.

Being a successful PD in 2013, according to Conley, means having the discipline to make the right decisions at the right time. ?A series of wrong decisions, whether it be music choice or direction, marketing or talent, can sink a brand,? he says. ?That has always been the case in our business. With reduced marketing budgets, it?s  ore important than ever to really be sure about every single decision that involves the brand. Today it takes a more versatile skill set and knowledge base than ever before. Today?s PD should grasp social and digital strategies, know marketing that moves the needle, and understand how to really coach talent.?

Congratulate Chris for being the 2013 King of the PD Hill ChrisConleyNYC@clearchannel.com

Here are a few stats from our 2013 Best PD List (Major Markets)
- Clear Channel scored five of the top ten spots
- CBS had three of the top ten positions
- Two of the top five PD's are females

For young programmers looking to learn from the best, each and every PD on our 2013 list has advice on how to become a great PD in 2013 and beyond. This is extremely valuable information during a time in our business these positions are dwindling. To subscribe to the Digital edition of Radio Ink (for only $49.00 per year for 20 issues) in time to receive this issue GO HERE.

To receive your own digital copy (PDF) of this list you can cherish forever for $9.95 call 561-655-8778.

(4/18/2013 2:18:54 PM)
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This honor is more than well deserved!

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How to Program A Winning Heritage Rocker

4-5-13

Greater Media's Rock station WMMR in Philadelphia turns 45 this year. A great accomplishment for any radio station. Radio Ink will profile WMMR's 45th in an upcoming issue. Along the way the station has had some big names program that station, including Jeff Pollack, Charlie Kendall and current PD Bill Weston. WMMR has become "part of the fabric" of that city according to Market Manager John Fullam.  Kendall was there from 1980 to 1983 before he was shipped to New York to take over WNEW. We asked Kendall what it was like to program a radio station that has become a nationally recognized set of call letters and a totally dominating rock station.

"Programming WMMR was a fabulous experience for me.  The stations was owned by people who empowered their Program Directors to actually ?program? the radio station.  A proud tradition that continues under the ownership of Greater Media.  Jeff Pollack was my predecessor and he had done a good job of giving the station good formatics.  My job was to move the average age from 19 to about 27.  Quite simply, we removed the ?teen? focus of the station and targeted ?young adults?.  We made WMMR ubiquitous at every concert, stadium, club and bus stop in Philadelphia.  We took the station live on location as much as possible. Lots of live concert broadcasts and even when we weren?t live, a WMMR DJ introduced the band and our promotion team put something with out logo in the hands of every person there.  We embraced the local music scene and supported them whenever possible.  This gave us the opportunity to do live Block Parties on Chestnut street, at the shore and elsewhere and drew tens of thousands of people at virtually no cost.  We were the party.  None of this would have been possible without the blessing of our General Manager, Hal Smith.  He let us try and succeed at some stunts many would have said no to.  It would also not have been possible without some truly exceptional talent.  I was lucky enough to find Piere Robert and John Debella to add to Joe Bonadonna, Bubba John Stevens, Anitia Gevenson, Steve Sutton, Michael Tearson,  Steve Lushbaugh, John Bloodwell, Kevin Gunn, Tom Sheehey and more my ancient brain can?t remember right now."

Reach out to Charlie Kendall HERE
We'll have more from Kendall, Weston and John Fullam in an upcoming issue of Radio Ink as WMMR celebrates 45 years.
To subscribe to Radio Ink in time to receive this issue, call 561-655-8778
To subscribe to Radio Ink on your iPad or other device for only $48.00 per year, GO HERE
Listen to WMMR HERE

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JT Bosch To Program Austin's KASE And KVET

4-4-13

Clear Channel moves Bosch to Austin from Pennsylvania where he was Ops Manager and Regional Program Manager for the Harrisburg, Lancaster/Reading, Williamsport, and Allentown markets. Bosch has been in radio since 1988 and began his career at WUPE, Pittsfield, Mass. He took his first PD gig at WRHT in Greenville, N.C. He then became Assistant PD and Music Director for WLAN in Lancaster, Pa. and was later named PD.  From there Bosch became the PD for WHKF in Harrisburg and in 2008 was named PD for WRBT. 

Bosch said, "My first gig as a PD was at WRHT Greenville, N.C. Several years before, I had started there as the overnight guy, but it was one of the most amazing experiences a young PD could have. Fast forward to my time in Harrisburg, which was one of the most challenging and rewarding jobs. I'm looking forward to starting this next chapter in my radio career and am excited to take KASE and KVET to the next level."

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Greater Media VP of Program Development Buzz Knight

3-29-2013

How I Got Into Radio is Sponsored By Local Focus

The wonderful advantage of being in the radio business is the incredible access we all have to rock concerts. Like many of you, I have enjoyed all formats of music, but the difference in going to a rock concert is a nefarious substance wafting through the air causing a cloud that hangs still and causes many of use to relax and enjoy the concert at a different level. It is that contact with the atmosphere that have caused many of us to forget much of what happened in the 70s, 80s and 90s. This loss of memory leads me to explain how it is that I can?t remember when or how I met Buzz Knight. It might have been in Chicago in the early 80s at the NAB or when I spent many hours trying to place a morning talent at WZLX. Either way, we have known each other forever.

There is not much about the radio business that Buzz doesn?t know. He is an encyclopedia of radio history and applies what he knows brilliantly. But, most importantly, Buzz is one of those wonderful people whom you look forward to seeing and sharing time and conversation with. He is smart, clever, fresh, interesting, and never boring; gosh I wish there were more of him in the world.

Now let me hand it over to Vice President of Program Development for Greater Media Buzz Knight...

My earliest memories of listening to radio had a transformative impact on my relationship with the medium that I still love today.

While growing up in Stamford, Connecticut, I had New York radio in the background on a regular basis as a part of my life. The fabulous energy of WABC was constantly abuzz wherever you went in the community.

I?ll never forget the instantly recognizable news sounder that WNEW-FM ran at the top of every hour. With my head on my pillow I?d sneak a listen to Jean Shepard on WOR radio while he brilliantly communicated his neurotic life.

All of these feelings and emotions instilled a curious love for this business of talking into a microphone. I applied for an internship at our local station WSTC-AM and went to see Program Director Don Russell to try and sell myself into his station.

Mr. Russell had zero interest in taking on the burden of an intern and he passed. But I wouldn?t give up.

As a major sports fan I was fond of the Len Gambino sports call-in show on that same station and I quickly weaseled my way into the ?chief schlepper? role during his program.

Len would eventually give me my first shot on the radio as a guest on his show, heartily proving the adage that, for hosts of shows, sometimes no guest is better than throwing the dopy high school kid in! That point would be made completely clear when Len quizzed me (a diehard baseball fan!) on the nuances of hockey and I essentially clammed up saying "Sorry Len, I'm a baseball fan."

This moment would give me the bug as I somehow had to prove that I could be on the radio for a living. I still remember the moment I was driving by my high school and my inner voice said ?Go for it! Choose radio as a profession!?

From Stamford, Connecticut, I migrated to the University of Dayton in Dayton, Ohio, to pursue a communications degree.

UD had many things going for it (including the parties) but among the biggest draws was the commercial station they owned, WVUD-FM, and my sights were set very specifically on getting hired to be a part of the operation.

I would ultimately work weekends, overnights, and eventually the signature 6-10 p.m. show called ?The Wax Museum.? The bond with radio was locked forever.

Lisa Miller is the President of Miller Broadcast Management in Chicago. She's also one of Radio Ink's Most Influential Women in Radio. Miller can be reached at Lisa@millerbroadcast.com or 312-454-1111. So, how did you get into radio? We'd love to hear the story about why you're passionate about radio. Read how Dan Mason, Don Benson, Scott Herman, Ed Christian and many others got into radio HERE

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