Ten Questions For Pandora

3-5-15

There's no denying that Pandora is making great gains with consumers. It's second to none when it comes to online listening. Happy consumers is certainly a good thing but it's not the only thing that translates into a successful business. On Thursday, Pandora held it's second annual analyst day, and on his blog BTIG analyst Richard Greenfield had 10 questions for the online pure play. They range from increasing spotloads to its marketing effectiveness to why Pandora does not use the geolocation features embedded in smartphones to determine a user's location for ad-targeting? Read Greenfield's blog HERE

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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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5 Questions With A Great Streetfighter

8-28-13

Christy Wilson is a 13-year radio veteran with Cromwell Radio in Nashville. Now, as a Senior Account Executive with the company, she has a very ambitious goal. "The main goal is to be known as the marketing specialist (in all media) for my current or prospective clients. I want my name to be the first name thought of when a client is looking to advertise or market their product or service." Wilson is a 2013 Radio Ink Radio Wayne finalist thanks to her hard work and dedication to the radio industry. Her selling successes have landed her in the company of other elite radio sellers from around the company. How did she get here?

Cromwell Market Manager Tincy Crouse says, "Christy consistently develops multi-platform marketing plans for clients to incorporate all of our assets: commercials, promos, on site, and digital. She sells our Rock, Sports, and Gospel stations to provide our customers with the best opportunity to grow their business. She has the ability to partner several clients together to maximize success for all. As a million-plus biller she is a true rockstar and a leader on our sales team."

Wilson adds, "I strive to go the extra mile to make sure that I am over delivering in customer service for my clients.  I want to be seen as a knowledgeable and helpful coworker to not only the other sellers in the company, but also to the other departments. 

What is the key to being a successful seller today?
1.) Work for the client, not for yourself!
2.) Be completely honest to your clients, yourself, and your coworkers.
3.) Continually educate yourself about the ever-changing radio (and marketing) industry.
4.) Know your clients' needs and expectations when presenting a campaign.
5.) Don?t let a ?bad? day deflate or defeat you!  

What are the challenges of being in radio sales?
The ever-changing realm of radio is the most challenging. We do not just sell ?air? but multi-platform campaigns that include digital media and creative programs. If a seller can offer a client a strategy that will help them overcome their objectives, then ratings and quantitative become irrelevant.

What is your philosophy on dealing with clients?
Clients should receive the highest quality of customer service and an over-the-top experience throughout the sale, not just before the sale. We should listen to the client?s suggestions, but have the confidence to advise them on other marketing options based on our expertise, knowledge, successes, and failure.

Give us an example of a success story you had selling radio recently.
Yuengling partnered nationally with Harley Davidson for a motorcycle giveaway. I brought in a local Harley dealer and Yuengling offered the Nashville market a motorcycle. The local dealer added $5,000 in prizing. The local dealer gets to keep all the local entries, giving the dealer a great lead source.

Who do you admire (outside your family) and why?
I admire Bayard (Bud) Walters, the owner of Cromwell Radio. Bud balances his family life with ownership, membership in many radio associations and boards, and his involvement with radio advocacy. Bud knows every employee personally and is appreciative of the work that we all do. 

Email Christy and congratulate her on her selling successes at cwilson@cromwellradio.com

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5 Questions With a Great Market Manager

8-27-13

Mac Edwards has been with Beasley Broadcasting as a PD or manager since 1988, that's quite a run. Since 2007 he's the market manager for the company in Fayetteville, NC running six stations. Edwards is a 2013 Radio Ink Radio Wayne finalist. The awards will be presented at the Radio Show in Orlando next month. What makes a 39 year radio veteran and Radio Wayne Award Finalist tick? Let's find out.

25 year Beasley GSM Terry Ratliff says, "Edwards is the consummate team leader. He's a planner and challenges his staff to think strategically. The most important trait Mac possesses is the ability to empower his management team to lead and be responsible for their own destiny while being there for support and guidance.

Here are 5 Questions for Mac Edwards

What attracted you to management?
I?ve always had the desire to grow.  As program director, I reached out to the sales department, the engineers, and the business office to offer assistance and acquire a better understanding of their duties and the challenges they faced. When Beasley gave me the opportunity in 1996 to move from PD of WKML-FM to become GM of newly acquired WFLB-FM, I jumped at the chance.   
What is the key to being a successful market manager today?
Knowing and growing your team.  As the industry takes major evolutionary steps, it is imperative that you rally your talent (on-air, sales, engineering) to embrace the changes and see the opportunities that are on the horizon for their stations, their clients, and their audience.  It is a huge change in mind-set for many, and often requires individual coaching for maximum understanding and achievement.      

What are the challenges of being a Market Manager?
Time.  Time to comprehend new digital technologies and opportunities. Time to integrate these opportunities with traditional marketing plans for our advertisers and listeners.  Time to give each member of our staff the attention they deserve to help them grow ? therefore growing our stations. More time in front of our clients.  And, time to look forward with an eye on being at the forefront of the next wave of changes in our business.  
What is your philosophy on dealing with and leading people?
It?s very old school ? treat your staff the way you expect to be treated. Be direct when setting expectations or when disciplining ? but be respectful. Be quick to cheer a job well-done ? and do it loudly ? watch ?em smile! Quietly and privately correct performance issues ? no one wants to be embarrassed. Don?t be afraid to show or tell members of your team that you believe in them. (You may be the only source of such encouragement in their life!) Take time to listen to your people ? you?ll learn something! Don?t let personnel problems simmer -- they only get worse----always. 
Who do you admire (outside your family) and why?
George Beasley who is the perfect example of how to believe in yourself, work hard, be daring, and achieve the American dream!  Former GM?s Ron Brown and Danny Highsmith who encouraged and cajoled a young programmer to embrace sales & clients, get involved in my community, and learn how to construct a budget! And, the late Jeff Brock (partner in Graham-Brock Engineering Consultants ? deceased  October 2012) who was brilliant, engaging, funny, and dedicated to success in everything from his business to his kid?s softball games!   A good man ? a best friend ? and  deeply missed by many in our industry.

Reach out to make to congratulate him on his nearly four decades of radio success mac@bbgi.com

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Five Questions With a Successful D.O.S.

8-21-13

Beth Coughlin is the VP of Sales for Ed Levine's Galaxy Communications. Luckily for Radio, after 14 years in Television, Coughlin decided radio was the place to be. "Radio was definitely more creative and offered more value for my local client base than television. Creating local promotions/events was definitely a hot button for me and radio was the best place for execution of those types of successful marketing campaigns." Coughlin is one of Radio Ink's Radio Wayne finalists and is competing against several Sales Executives across the country to be named the top D.O.S. in the country. The Radio Wayne awards will take place next month in Orlando at the NAB/RAB Radio Show.

Galaxy CFO Michael Lucarelli says in a short period of time Coughlin has taken the best of what she learned in the television business, inventory management and growing a client base, and merged it with the inherent creativity of radio.  "She has truly become a radio professional that wonders now how she ever did it in TV without the creative aspect. When Beth took over the DOS job in 2008, the sales staff was in need of make over.  She managed to make the necessary changes, without disrupting a successful sales operation.  The net result is that the five year CAGR is 8.2% for net revenue and through the first half of 2013, the local revenue has grown 12.7%. Beth has an incredible knack for being able to see the entire playing field in front of her, while drilling down to the smallest client account.  She holds herself accountable everyday, every week, every month, to her staff and her clients.  This never wavering attitude resonates with her staff.  She is a "do as I do" leader, who leads by example."

Here are our five questions for Galaxy VP of Sales Beth Coughlin

What is the most important quality you look for in your sales team?
Honesty, personal integrity are important qualities. When our stations started out, we were #1 ? when you turned the ratings book upside down! That start up mentality hasn?t changed. I understand that our ratings have improved since then, however, since we don?t subscribe to the ?big? ratings service, I can only confirm those increases in our Eastlan results.

How do you encourage seasoned reps to aggressively go after new business?
This year, we developed a new innovative combined monthly sales incentive. With combined budget hit, everyone shares a pot of money over $15k. Sellers away from the ?me? mentality; ?well, I?m at budget?.  This teamwork has led to budget delivery ytd +4.2%.

What characteristics do you look for in hiring a sales manager or account manager?
They have to be creative.  Being an entrepreneurial company, a  Galaxy employee is creative, thinks beyond what?s been done, and has a sense of humor.  Our motto, ?Have fun, make money!?

Beyond media, are there any professions you look to for fresh faces?
We look to bar/restaurant wait staff.   A waitress or bartender is on the front line of customer service and has to deal with demanding, drunk customers.  We figure, if they can handle them, they can handle our radio clients who are typically sober.

How many client visits do you attend with your sales team on a weekly basis, and what is your objective in doing so? I see clients every day.  My objective is simple:  Enthusiasm is contagious.  From the top down, we have fun in our company and celebrate the wins.  With net local revenue up 13%, on average, over the last five years, there?s a lot to celebrate!

Reach out to Beth and wish her good luck in the upcoming Radio Wayne competition. bcoughlin@galaxycommunications.com

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5 Questions With a Great Sales Manager

8-22-13

WCBS and WINS in New York City are iconic call letters, so well known to the residents of that huge community. So what's it like to be the sales manager of two outstanding brands. Chad Lopez can answer that question because he's the person who occupies that chair. And, his success at his craft has earned him a spot as a 2013 Radio Wayne finalist.

CBS New York D.O.S. Jenn Donohue says Chad is one of the best sales executives I have ever worked with.  He has a natural ability to manage and motivate sellers and clients. Chad gets in front of clients and agencies and continues to discuss big ideas and opportunities. He makes radio relevant and never presents the same old information.  He also manages a huge sales force made up of nearly 50 sellers for both All News properties in New York and Yankees play by play. Chad is great at taking the ball and not only running with it, but bringing all players along with him.  He makes our team better and he makes his sellers better every day." That is a huge compliment coming from one of Radio's Most Influential Women.

What is the key to being a successful sales manager today?
A manager?s success is measured by the attitude and success of his team.  My team is a reflection of me.  I make sure to impart ethics and business strategies that I have used and continue to use in my career.

What are the challenges of being a Sales Manager in 2013? 
Radio as a medium is constantly evolving.  We don?t just sell ?spots?.  It is challenging trying to keep up with the evolution of radio.  Radio in 2013 is much different from radio in past years.  I make sure to be the Sales Manager of 2013 and beyond with my creativity and leadership.

What is your philosophy on dealing with and leading people? 
I believe the key is to listen.  Listening is one of the most effective tools in business whether you?re listening to a client or an employee.  You learn much more when you listen.  I also lead by example.  If I ask my employees to be in the office at 8am daily I am in the office at 7:30am.  It is important for them to know that I am equally as committed.

Give an example of a success story regarding you and one of your salespeople you are most proud of.
One of my AE?s calls on Cancer Treatment Centers of America.  They consistently spend moderately on our station.  Even so, this AE came to me with an idea of expanding their message on our property.  We flew to Chicago to CTCA headquarters to meet with the CEO and VP of Marketing.  It was a brilliant conversation not just about radio but about the industry as a whole and the direction in which it was headed.  We pitched an ?Ask the Expert Takeover? feature in which the top doctors at CTCA would deliver informational tips related to research and the treatment of Cancer.  This was a weekend only campaign which netted $425,000 over the course of eight (8) weeks.  Knowledge of our brand and their industry certainly helped close this deal.  I was proud of my AE for thinking outside of the box to secure untapped dollars from a consistent client.

Who do you admire (outside your family) and why?
I admire Dom Camera.   He has been my mentor since we met in 1995.  I worked as a buyer for Dom Camera Associates for five years during which Dom took me under his wing and taught me how to be a respectable businessman.  I learned how to be a man of integrity in business while getting the job done from Dom Camera.  He is a family man who managed to make both his personal and his profession his priorities.  That was a valuable lesson that I certainly try to pass on to others. 

Reach out to Chad and congratulate him on a job well done at WCBS and WINS in The Big Apple at chad.lopez@cbsradio.com

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Five Questions With a Successful D.O.S.

8-21-13

Beth Coughlin is the VP of Sales for Ed Levine's Galaxy Communications. Luckily for Radio, after 14 years in Television, Coughlin decided radio was the place to be. "Radio was definitely more creative and offered more value for my local client base than television. Creating local promotions/events was definitely a hot button for me and radio was the best place for execution of those types of successful marketing campaigns." Coughlin is one of Radio Ink's Radio Wayne finalists and is competing against several Sales Executives across the country to be named the top D.O.S. in the country. The Radio Wayne awards will take place next month in Orlando at the NAB/RAB Radio Show.

Galaxy CFO Michael Lucarelli says in a short period of time Coughlin has taken the best of what she learned in the television business, inventory management and growing a client base, and merged it with the inherent creativity of radio.  "She has truly become a radio professional that wonders now how she ever did it in TV without the creative aspect. When Beth took over the DOS job in 2008, the sales staff was in need of make over.  She managed to make the necessary changes, without disrupting a successful sales operation.  The net result is that the five year CAGR is 8.2% for net revenue and through the first half of 2013, the local revenue has grown 12.7%. Beth has an incredible knack for being able to see the entire playing field in front of her, while drilling down to the smallest client account.  She holds herself accountable everyday, every week, every month, to her staff and her clients.  This never wavering attitude resonates with her staff.  She is a "do as I do" leader, who leads by example."

Here are our five questions for Galaxy VP of Sales Beth Coughlin

What is the most important quality you look for in your sales team?
Honesty, personal integrity are important qualities. When our stations started out, we were #1 ? when you turned the ratings book upside down! That start up mentality hasn?t changed. I understand that our ratings have improved since then, however, since we don?t subscribe to the ?big? ratings service, I can only confirm those increases in our Eastlan results.

How do you encourage seasoned reps to aggressively go after new business?
This year, we developed a new innovative combined monthly sales incentive. With combined budget hit, everyone shares a pot of money over $15k. Sellers away from the ?me? mentality; ?well, I?m at budget?.  This teamwork has led to budget delivery ytd +4.2%.

What characteristics do you look for in hiring a sales manager or account manager?
They have to be creative.  Being an entrepreneurial company, a  Galaxy employee is creative, thinks beyond what?s been done, and has a sense of humor.  Our motto, ?Have fun, make money!?

Beyond media, are there any professions you look to for fresh faces?
We look to bar/restaurant wait staff.   A waitress or bartender is on the front line of customer service and has to deal with demanding, drunk customers.  We figure, if they can handle them, they can handle our radio clients who are typically sober.

How many client visits do you attend with your sales team on a weekly basis, and what is your objective in doing so? I see clients every day.  My objective is simple:  Enthusiasm is contagious.  From the top down, we have fun in our company and celebrate the wins.  With net local revenue up 13%, on average, over the last five years, there?s a lot to celebrate!

Reach out to Beth and wish her good luck in the upcoming Radio Wayne competition. bcoughlin@galaxycommunications.com

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5 Questions With a Great Sales Manager

8-22-13

WCBS and WINS in New York City are iconic call letters, so well known to the residents of that huge community. So what's it like to be the sales manager of two outstanding brands. Chad Lopez can answer that question because he's the person who occupies that chair. And, his success at his craft has earned him a spot as a 2013 Radio Wayne finalist.

CBS New York D.O.S. Jenn Donohue says Chad is one of the best sales executives I have ever worked with.  He has a natural ability to manage and motivate sellers and clients. Chad gets in front of clients and agencies and continues to discuss big ideas and opportunities. He makes radio relevant and never presents the same old information.  He also manages a huge sales force made up of nearly 50 sellers for both All News properties in New York and Yankees play by play. Chad is great at taking the ball and not only running with it, but bringing all players along with him.  He makes our team better and he makes his sellers better every day." That is a huge compliment coming from one of Radio's Most Influential Women.

What is the key to being a successful sales manager today?
A manager?s success is measured by the attitude and success of his team.  My team is a reflection of me.  I make sure to impart ethics and business strategies that I have used and continue to use in my career.

What are the challenges of being a Sales Manager in 2013? 
Radio as a medium is constantly evolving.  We don?t just sell ?spots?.  It is challenging trying to keep up with the evolution of radio.  Radio in 2013 is much different from radio in past years.  I make sure to be the Sales Manager of 2013 and beyond with my creativity and leadership.

What is your philosophy on dealing with and leading people? 
I believe the key is to listen.  Listening is one of the most effective tools in business whether you?re listening to a client or an employee.  You learn much more when you listen.  I also lead by example.  If I ask my employees to be in the office at 8am daily I am in the office at 7:30am.  It is important for them to know that I am equally as committed.

Give an example of a success story regarding you and one of your salespeople you are most proud of.
One of my AE?s calls on Cancer Treatment Centers of America.  They consistently spend moderately on our station.  Even so, this AE came to me with an idea of expanding their message on our property.  We flew to Chicago to CTCA headquarters to meet with the CEO and VP of Marketing.  It was a brilliant conversation not just about radio but about the industry as a whole and the direction in which it was headed.  We pitched an ?Ask the Expert Takeover? feature in which the top doctors at CTCA would deliver informational tips related to research and the treatment of Cancer.  This was a weekend only campaign which netted $425,000 over the course of eight (8) weeks.  Knowledge of our brand and their industry certainly helped close this deal.  I was proud of my AE for thinking outside of the box to secure untapped dollars from a consistent client.

Who do you admire (outside your family) and why?
I admire Dom Camera.   He has been my mentor since we met in 1995.  I worked as a buyer for Dom Camera Associates for five years during which Dom took me under his wing and taught me how to be a respectable businessman.  I learned how to be a man of integrity in business while getting the job done from Dom Camera.  He is a family man who managed to make both his personal and his profession his priorities.  That was a valuable lesson that I certainly try to pass on to others. 

Reach out to Chad and congratulate him on a job well done at WCBS and WINS in The Big Apple at chad.lopez@cbsradio.com

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More Questions About Where Radio Goes Next

7-31-13

(Radio Ink Publisher Eric Rhoads) The mantra, it seems, is "Stay strong, deflect criticism, remain positive at all times, avoid conversations about change, and understand that we will remain strong no matter what we face." Sometimes radio sounds like a politician, remaining blindly committed to a position even when times have changed.

Today's radio CEO, whether the company is public or private, big or small, is faced with a difficult challenge. For the sake of the continued health of their business, they must keep investors, advertisers, and employees engaged and interested in radio, and they must deflect all the hype about the shiny new objects popular in the media at the moment.

Since I got into radio in 1969, the threats have been the 4-track in-dash tape, the 8-track tape, cassettes, the CB radio (almost every teen had one in the ?70s),  CDs, satellite radio, and the smartphone. It?s no wonder many radio CEOs don?t seem to believe the predictions of radio?s demise. Each of those technologies  was supposed to destroy radio, yet it?s remained strong.

But is it different this time? My friends in Silicon Valley say an era of self-selection and ubiquitous wireless signals does not bode well for radio?s future. That  said, keep in mind that Silicon Valley is targeting radio because online audio services want what radio has: loyal listeners, mass audiences, and billions in ad  revenues. It is in their interest to say that radio will become irrelevant.Though evidence exists that online audio listening is growing and that a fairly high  percentage of consumers are using these services, there appears to be no indication that radio listening is on the decline.

But that does not mean radio CEOs can play ostrich. At the moment, radio is all but ignoring Pandora, which claims to have amassed an audience equal to a top -rated large-market station. Many don?t believe its business model is sustainable. But Pandora is building out offices in 50 top markets and hiring top local sellers  from radio. One Pandora seller told me of taking 80 percent of a big local radio budget in a major market after the advertiser conducted a brief test. And  Pandora is on over 1,800 devices and has a position on the dash of every new Internet-enabled car. Can it be safely ignored?

As an industry, I think we have to seriously consider the two biggest movements in consumer adoption: the smartphone and the connected car. By 2014, there  will be more users accessing the Web through mobile than the desktop. In 2012, 600 million smartphones were sold, and smartphones are now outselling PCs.  One expert tells me that the typical 15 hours a week of radio listening, along with normal Internet usage, will not exceed what?s allowed under most data plans.  Many in radio insist data costs will slow online audio consumption -- yet 68 percent of Pandora?s monthly 1.4 billion listening hours are on mobile devices.

The connected car not only has Internet access, most can access a smartphone and replicate it on the dashboard. Though AM and FM still have a place in the  car, the consumer will have more choices than ever -- apps for Pandora, TuneIn, and iHeart will be in almost every vehicle. Local stations will need a strategy to  make sure they have an icon on the dash, or that they get a precious ?favorite? spot on one of the aggregators.

I?m not anti-radio, nor do I want to see this industry I love suffer a moment of decline. Yet I believe it?s important to embrace change, understand it deeply, and  have a solid strategy in case some of the prognosticators are right.

Months ago I wrote a piece saying some automakers were planning to drop AM and FM from their vehicles. I later retracted that, because my facts were slightly off. But I felt the need to get exact answers, and to help radio understand the looming reality of the connected car. That is why we have created a new  conference.

We have partnered with Jacobs Media and Shuman Consulting Group for the first Radio Ink conference designed to bring radio, automakers, online radio  companies, and advertisers together for a dialogue, and a chance to become aware of each other?s most important needs.

DASH: The Connected Car AudioTainment Conference will be held October 23-24 in Detroit. One and a half days away from the office, to gain a real  understanding of what you need to know right now. DASH will deal with the issues of mobile and in-dash Internet audio, explain how you can make money on  new interactive components, and pin down the exact realities radio is facing from the auto manufacturers.

This will be an important moment in radio history, and one we believe will impact your business quickly and help you prepare for what is happening right now.  To learn more, visit www.dashconference.com.

DASH Conference
October 23-24, 2012
Westin Metropoitan Airport
Detroit, MI
www.dashconference.com

(7/31/2013 5:03:46 AM)
Eric, where's your pitch for HD Radio?

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(COPYWRITING) Seven Critical Story Questions

6-26-2013

Let?s say you?ve unearthed lots of stories from your memories or from your clients' recollections. You?ve turned the best of them into story commercials, but they could still use some tweaking.

Here are Seven Questions to ask yourself to help you find the focus in your stories. These are variations on the ones I got from my friend Andy Goodman www.agoodmanonline.com.

1. Who?s the protagonist?

Just as a car needs a driver to get it where it?s going, stories need someone, a main character, to drive the action. This person (or group of people) is called the protagonist, and traditionally structured stories follow protagonists in pursuit of clearly defined goals. Ideally, make the protagonist the audience member or someone with whom your audience will identify.

2. What?s the hook?

Want to draw in listeners? Begin the story where the audience is. This is your story?s ?hook?? the description of a place, circumstance, or premise that everyone understands and with which they readily identify.

3. Have you kept it interesting?

Predictable stories and predictable radio commercials are boring. If the audience members get bored, they?re gone. Have your characters change or evolve during the commercial. Let your dialogue demonstrate the transitions. Don?t describe them.

4. Where?s the conflict?
 
There is no drama without conflict or contrast, and comedy, for that matter, also falls flat without it. Unfortunately, most ads have no conflict, and lose listeners.

5. Have you included telling details?
 
Good stories have enough detail in the music, sound effects, dialogue, and delivery to set the scene and bring life to the commercial. Specifics are more powerful than generalities.

6. What?s the emotional hook?
 
What emotional need(s) does the advertiser solve for the listener?

Your audience subconsciously enters into a contract with the storyteller. They want an emotional experience that makes their time worthwhile. An emotional story will imprint more strongly in the listener?s memory.

7. Is the meaning clear?

Finally, your story should have a crystal clear reason for taking this particular journey. Listeners don?t need more information, they need to know what it means. Your commercial story should make listeners feel like they fit in there somewhere and make it clear what they can do to benefit.

Wouldn?t it be nice if you could apply seven questions and find focus in your life? Thankfully, you can at least do it with your radio commercials.

Jeffrey Hedquist has used these questions to find focus in commercials and in life at Hedquist Productions, Inc. Got a question, challenge or comment about commercial creative? Email jeffrey@hedquist.com. http://www.hedquist.com

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10 Questions With Beau Phillips

Why did you resign?
On paper, it makes no sense to leave a good salary. But I was repeating myself, painting in one corner of the canvas over and over. I?ve taken DG?s products as far as I can ? and am leaving the company is very good shape. I am inspired by growing things, exploring new ideas, and developing creative solutions. So, I intend to combine all of my skills and reinvent myself. I?m a product guy with good marketing instincts. I am a proven leader with a history of winning. So, I hope to bundle my skills and dive into an exciting, new venture.

How long were you with DG and what were your responsibilities?
I joined Dial Global in 2008 to oversee all of the company?s programming. I led a staff of 150 programmers, jocks, and imaging and promotion people. On my first day, DG acquired Jones Radio Networks. So, my first job was to merge their 24/7 formats business with Dial Global?s. I did the same when we acquired the Waitt Networks. I was responsible for programing 20 formats, delivered to 1650 stations. Dial has an 80 share of the formats business.

I?ve also been responsible for sharpening all of DG?s shows and services. Most recently, I?ve been retooling the programming we inherited from Westwood One.

How are you leaving your position? Is someone taking over or is that position being eliminated?
The EVP Programming role is being eliminated. My job duties will be spread among Kirk Stirland (President), Phil Barry (VP/GM), and my Programming VPs (David Felker, Tim Maranville, and John Paul). That said, DG's programming is in great shape and I?ve assembled a great team who?ll continue the mission.

Are you leaving the company on good terms?
Absolutely. I don?t burn bridges and chose to leave on a high note. Spencer Brown, David Landau, and Ken Williams have been great to me. And I leave feeling proud of what I?ve built for DG. So, I?m making a seamless transition and intend remain friends with the company. I remain their biggest fan.

What is your opinion of the network business?
Stations have fewer resources now. So, Dial Global?s philosophy was to deliver what stations need, but can?t do on their own. We evolved the definition of radio syndication beyond late-night filler programs. So, I spent a lot of time talking with programmers to better understand their challenges. Then we?d go to work developing must-have shows, services and products to suit stations? needs.

What were your biggest accomplishments at Dial Global?
1) The company entrusted me with the creative reins to shape our 24/7 formats, shows, and services. So I led the charge to make Dial Global?s products be the gold standard. Today, DG?s formats are heard on 1600-plus stations, with an 80 share of the formats business. They sound great and can compete in any size market.

2) I managed DG?s programming through a tremendous amount of change. The company has quadrupled in size over the last four years. I was the architect who recruited and reorganized the programming team, while setting high quality standards for all of our products.

3) Along the way, I was asked to manage Dial Global?s Marketing and Promotion departments (in my spare time). I restructured those teams and established a vision and wove them into our programming and sales

4) I recently installed a plan to reinvigorate TM Studios, including a new line of 360 Imaging packages. Also evolved our MTV Networks prep services with a video-centric approach. I am most inspired by reading the marketplace and launching exciting new products to fill those needs.

Where do you think DG will be five years from now?
Dial Global has a strong management team who?s already pursuing other revenue streams to supplement spot sales. That will be a big priority, I suspect. Strategic partnerships are likely, Now with DG?s sports assets (NFL, NCAA etc.), you may see an emphasis on event marketing.

Give us your thoughts on the radio industry as a whole right now?
- I am a product guy, so I am biased. But I believe that many broadcasters are focusing on the wrong things. Our problems will not be solved by getting FM chips in mobile phones, station apps, or streaming channels. To paraphrase Bill Clinton, ?It?s the content, stupid." Without compelling personalities and relevant content, the distribution doesn?t matter.
- Ratings don?t matter if you can?t deliver for your advertisers. Clients have too many options that quantify who they?re reaching, and their effectiveness. Our six-minute "bowtie" spot sets can?t compete with page views and click-throughs.
- I love Bob Pittman?s enthusiasm. And I know that many people like radio. But I wonder how many love it? To me, that?s what missing on many stations.

What should radio concentrate on?
I would start with:
- Build a lasting brand. Radio jukeboxes can?t compete against stations who create an emotional bond with listeners. Engage listeners and create loyalty through clever personalities, topical and timely info, and music discovery.
- Stop trying to outsmart PPM.
- Invest in personalities. They are our biggest competitive advantage. Not one station in the Top 50 markets wins with ?more music? in AM Drive.
- Focus on adding great content. Too much attention is being paid to eliminating anything that listeners might tune OUT. But not enough effort is made to add exciting content to encourage tune IN. The game is all about creating more listening ?instances."
- Realize that you can?t "cut to success." Now that broadcasters are running lean operations, it?s time for Act II -- Growing The Stations. Look to brilliant stations like WTOP, KISW, and WBEB as your beacon. Successful companies know the winning formula is People, Product, Promotion, Profit?in that order. The shrink and starve approach just can?t sustain. You can?t, and will drive yourself crazy trying.

What do you plan to do next?
I am naturally drawn to innovation and creative ideas. So, I plan to follow my entrepreneurial spirit. I am excited by digital products, mobile gaming, and social media opportunities. If there?s a music, entertainment, or media angle, all the better. I?ve got a proven history of leadership. From creating the vision, developing a plan, motivating my team, and leading the charge. So, I am considering several options and may not take one job. I might get involved in several ventures until one takes off. It would take something extraordinary to keep me in radio.

Reach out to Beau at beau.phillips@gmail.com

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5 Questions With Cox GM Debbie Morel

Why retire?
Because I can and fortunately I?m still young enough to enjoy!  Seriously, I wish there was another word to replace retirement, it sounds so old and over!  I?m moving on from a very blessed and fulfilling career of 33 years in the radio business and 28 years with the best media company ever!  I am very proud and grateful for all the opportunities and all the people I have worked with and befriended over the years.  Now it?s time for my husband, Marc, who?s been retired since we moved to Orlando, and I to enjoy the next, most exciting time of our lives!  Our roots are calling us back to Chicago and the Desert Sun is calling us to Arizona, so, the plan is to live our dream by dividing our time between Arizona and Chicago while traveling around the world as much as possible?God willing. 

What has changed since day one on the job as a GM compared to today?
Everything!  Change is good and should be embraced.  With that said, there are some things that should never change.  The ?Values? that you instill and build a culture around are the foundation for everything else.  Talent, research and development along with the ?fun? factor helps to create our brands.  And, developing custom and creative marketing campaigns for our brands and customers? brands remains a priority which ultimately allows us to achieve our profit goals. 

But, the key is having the right Talent and knowing that People are what differentiate you from your competitors.  ?People are our Greatest Assets? has been the mantra of Cox since day one and something that I have always embraced.  When I was promoted to VP/GM, Nick Trigony, President of Cox Radio and Television, told me that a successful GM doesn?t have to be an expert in every aspect of the business, however, you do have to be an expert in surrounding yourself with those whom are experts that you can trust and share the same vision.

I think the most significant change speaks to the resources available through the advances in technology and how we decide to maximize and monetize those resources to improve our brands along with our customers? businesses.  At the end of the day, we?re all creating ways in which we can be better operators, increase profitability and remain relevant.  I believe we are all trying to figure out what is the most effective and efficient structure of people and resources to be the best.

What 3 tips/pieces of advice can you give radio folks who have set a goal to become a GM?
That?s the million dollar question!   I would say?Remember the importance and contributions of others in that you are only as successful as the People who work with and for you; Always do the right thing, your reputation is the only thing you have control of and will be with you forever; Try and hook up with a great company and always have confidence in yourself and your abilities. 

What is the most important part of a GM's job today?
I believe the most important part of a GM?s job is being a great leader of People in a creative and thriving environment, working together toward a shared vision.

Is the Radio industry in a good place in your opinion?
Absolutely!  As the Radio Industry continues to identify ways to be relevant, radio will continue to be a part of everyone?s life.  The most successful radio professionals are those with the ?Radio Gene?!  The passion and creativity levels are unmatched to those who have dedicated themselves to the most fun and competitive industry I know!  I hope that Radio will continue to recruit the talent that?s necessary for Radio to thrive in the future!

Congratulate Morel on her wonderful career Debbie.Morel@coxinc.com

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5 Questions With Programmer Jack Silver

Nothing lasts forever, as they say, and last week Cumulus and Jack Silver parted company. Silver had been the long-time programmer for KLOS and KABC in Los Angeles. He has many years of programming knowledge and experience under his belt, having gotten his first PD gig when he was in his 20s. He also worked as a producer for Rick Dees at KIIS-FM. Silver says that opened the door to his talent coaching business and eventually running FM talk stations and music stations with major morning shows like Brandmeier, Stern, Carolla, and Mark & Brian We wanted to pick his brain and help spread the knowledge, so here are five killer questions with Jack Silver. 

How has programming a station changed since your first year compared to this last year.
The basics of programming haven't really changed but the game has. PPM changed the game in many ways. It rewards solid programming basics like clock management and playing the hits. Also, the ownership changes  have evolved the business as well. Finally, the people part of the job is still the best part... working with talent on a daily basis is my favorite part. Worrying about "making the quarter"? Not so much.

What were/are the three greatest accomplishments as a programmer for you and why?
Just recently, the growth I was able to accomplish at KLOS was pretty amazing. I hadn't done music radio in  a while, but I just used the tactics I learned from guys like Steve Rivers and Kevin Weatherly and they worked! Increases in all demos and dayparts. Then, the growth of 97.1 The FM Talk Station in Los Angeles was damn fun. After Howard Stern dubbed the station "Radio Hindenburg," everyone thought I was crazy to accept the programming job. But in the end, we built a strong station after Howard with great talent like Tom Leykis, and the station was a monster in adults and men. Plus, one year we billed $50 million! And I guess back in the day, being part of flipping KMEL in San Francisco to Top 40 was pretty cool. Today, KMEL is one of the best music stations in America and I got to be a part of that switch with Rivers and Keith Naftaly until I moved on to KFRC!

What's the pressure like programming in market 2?
I've been lucky to do radio in large markets so I don't know the difference! I like "major market sounding" radio so the stations I'm involved in fit the big-city profile. Actually, radio in Los Angeles can be easier as there are so many ad dollars available. But you need a strong sales staff and managers like Bob Moore and others who can cash in on the available revenue. 

Is PPM good or bad for radio?
Having followed the system since it was first announced and debuted in Philly, all I can say is that it has its pros and cons. The pros are that you see how people really use radio: they pop around, they push buttons, they are fickle.  But we always knew that, didn't we. The other positive is that you can see results or lack of results quicker in PPM than in the diary world. I think the con of PPM is that now everyone just wants to be the "exposure listening station," playing in retail establishments etc., so they get credit when, in reality, I like stations that are very foreground, and are chosen by the P1s by their choice. Either way, the methodology is here to stay and you have to learn the tricks in order to cash in on a PPM world.

Who should young people follow and look up to these days?
I have two sons. One who just graduated college and is now working in the digital space for a company, and the other who is headed to college to study computer programming. I tell them to look up to companies like Apple, Berkshire Hathaway, and the Disney company, and follow their growth and corporate culture. As for the stars in our industry, I think Ryan Seacrest is a good example for young people in that he created a brand and a business model that will work under any ownership changes that may be coming our way. 

Silver is not retiring. He says he has a passion for the business and making great radio on a daily basis. He plans to be back in the game soon. And make sure you look for programming articles from Silver in upcoming issues of Radio Ink magazine. Reach out to Jack via e-mail: jackesilver@aol.com

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NAB: Verizon Auction Raises Questions About 'Spectrum Shortage'

April 18, 2012

In light of an announcement by Verizon, the NAB is expressing further skepticism about a "spectrum shortage" that raises the need for TV broadcasters to participate in "incentive auctions" to sell off their airwaves. Verizon said it will "conduct an open sale process for all of its 700 MHz A and B spectrum licenses in order to rationalize its spectrum holdings," adding, "The licenses cover dozens of major cities across the country, as well as a number of smaller and rural markets." Verizon acquired the spectrum in an auction in 2008.

NAB EVP/Communications Dennis Wharton said, "Today's proposal by Verizon to sell reallocated broadcast TV spectrum involves airwaves in the largest urban markets in America that it purchased more than four years ago. The fact that it has warehoused this 'beachfront property' raises the fundamental question of whether a spectrum shortage actually exists. Rather than simply take at face value the specious claims of wireless broadband providers, policymakers should heed the words of Martin Cooper, the inventor of the cellphone, who disputes the notion of a spectrum crisis."

The Verizon sale is conteingent on government approval of its purchase of spectrum from SpectrumCo.

FCC Chairman Julius Genachowski, speaking at the NAB Show this week, urged TV broadcasters to participate in voluntary spectrum auctions, while NAB President/CEO Gordon Smith counseled caution. 

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ALES MANAGEMENT- Seven Questions to Ask SM's

1-5-2012
by Sean Luce

Sales Managers I work with complete a weekly questionnaire. In addition, they forecast 3 month rolling projections for their sales staff. The recaps give me a chance to prepare for weekly conference calls that keep the consultant and management on the same page. The goal is to identify the problems before they occur.  Some of the typical questions include how much time the managers spend in the field with their sales reps. The recap also includes such questions as what training items the manager used in sales meeting and if they will attain their monthly sales goal.

For the 1st week of 2012, we decided to change some of the questions for sales managers. Here are the questions being asked this week. The questions are  helpful for any sales manager going into the New Year.  I'm including some commentary on the questions, and why there were asked.
1. What was the one thing you were most proud of having accomplished in 2011?
SL:It is always good to review the one thing you are most proud of accomplishing. The small win approach works wonders. It helps us build towards the big win.

2. Do you have a full complement of sales reps going into 2012? If not, why not?
SL: There is no excuse for a sales manager not having a full staff for 2012. However if the sales staff is not at full capacity, please see question #3.

3. Is your bench for sales reps on your staff? If not, who is on your bench?
SL: I am a big proponent of having ?one extra? on the sales staff. It is much easier to promote from within versus looking outside the building. The extra rep will also save an untold number of dollars when a rep resigns.

4. What business book did you read in 2011 that most influenced you?
SL: What things did you from learn from the book that you have incorporated into daily work? Reading it is one thing, but actually taking an idea and executing it is another.

5. What is the one business goal that is the most vital to you and your reps in order to accomplish the 2012 sales goal?
SL: Hitting a sales goal is obvious. Give me something else.

6. What is the #1 new business feature that can be executed to get sales dollars from a non-traditional area?
SL: Could it be a real focus on digital versus just dabbing in it? Could it be a focus on different categories of business that are not normally targeted?

7.  What is the #1 thing you will train your staff how to do better in 2012, that can dramatically increase our chances of exceeding our sales goal for 2012?
SL:  Training your reps will increase the chance of hitting the sales goals since most sales staffs are not trained properly. Just having a focus on training is vital to developing a staff, and I would be partial here of course!

Below is an actual LPG recap this week though names and places have been taken out.
1. What was the one thing you were most proud of having accomplished (business) in 2011?
Made the decision to come back to *&*&( after almost 5 years in *(*&)*(.
2. Do you feel you have a full complement of sales reps going into 2012? If not, why not?
Nope. Getting close on hiring my 6th (within 2 weeks) with some good options for a 7th rep to join the team sometime in late February.
3. Is your bench on your staff? If not, who is on your bench?
Bench: 4 people. Names withheld of course.
4. What business book did you read in 2011 that most influenced you? What things did you take out of it that you made a part of what you do every day?
Re-read "Good to Great" and "The Long Tail" - must always find points of differentiation between you and competition.
5. What is the one business goal that is the most vital to you and your staffs accomplishing their sales goal in 2012? The most important goal for 2012 is to make sure that I'm always staffed with at least 7 reps. This will take some of the pressure off of &()* and &)()* and allow them to sell without feeling like they have to carry the team (which they've had to do the last couple of years).
6. What's the #1 new business feature you think we can execute that will help us pick up money where we normally wouldn't?
Digital is definitely an area with the most potential for growth. (*)*).com has started strong and should allow us to go over more (category) dollars in 2012. Our goal is to double (&)(*)*( revenue in 2012.
7. What is the #1 thing you will train your staff how to do better in 2012, that can dramatically increase our chances of exceeding our sales goal for 2012?

Better negotiating. This will be an on-going training subject. We need to get better negotiating on agency buys (not leaving $$ on the table) as well as negotiating with local direct advertisers. The &()*(* mantra, "They ask for something, we ask for something."

Sean Luce is the Head National Instructor for the Luce Performance Group and can be reached at sean@luceperformancegroup.com.

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Social Media Database Questions To Ask Yourself

by Loyd Ford

Since I get asked about database and social media a lot, I thought I would lay out some simple questions to make it easy for anyone to use self-assessment to see how they are doing with these amazing tools right now.  These two items have a lot more in common if you do a good job of using both to draw important listeners closer to your brand.

Are you taking advantage of the right opportunities with your database and your social media efforts to maximize relationship growth with the listeners that are most likely to move the needle in the most meaningful ways for your radio station? Let?s see.

Database
- Do you know about the listening habits of those people in your database today?
- When you look at emails sent to listeners in your database, are those emails about items that your core target is interested in?  (They are not simply about your desire to have listeners listen more, right?)
- Do you know where the listeners in your database work? 
- Do you know anything about those at work environments?
- Do you have a plan to find out who the most influential listeners are in your database and how to engage them separately from the mass database?
- Do your emails to listeners in your database have any depth to them or are they shallow advertisements often not even about the radio station (but sold or given away to a client as added value)?

Social Media
- Are your postings on Facebook about much more than contesting on your radio station?
- Do you have a plan about what percentage of each type of content your personalities post on Facebook?
- Are you engaging listeners in multiple social media platforms?
- Are you posting unique video footage using good content with your best talent?
- Is your brand visible with pictures and content in social media that relates to your format and radio station?
- Are you allowing and encouraging listeners to post pictures on Facebook that reflect well on your format and your radio brand?
- Does your company put any real and consistent effort into relationship building in social media?

I very purposefully avoided answering any of these questions because these questions are really for you if you want to help determine real value in your efforts in social media and database.  Spend a little time with these questions today and you will know for sure how you are really doing. If your answers are all ?yes? to the questions listed above, you are probably having a good time with listeners and there is probably already payoff.  If you answered ?no? to these questions, you will have some work to do and some philosophy to think about in relationship to how database and social media really fit into your work. 

It's amazing how little most people put into the real work that can be so beneficial for a radio brand with a little attention to detail.  So, if you are off course, this is a great time to do what most people won?t to experience great progress and real world results that will actually matter to your success.   Look at the work being done and you will know if you have an actual plan or if your team is flying by the seat of their pants. If you don?t have a plan or roadmap, you will probably end up somewhere other than your original destination of intent.  That would be a shame in an era where so many free tools are at our fingertips to engage and grow closer to those most likely to help us experience more success.  If you have a plan and are working it with consistency, that is wonderful for your brand.  Reviewing these questions is a great start to strengthening your designed path for continued success.

Loyd Ford programmed very successful radio brands in markets of all sizes for years, including KRMD AM & FM in Shreveport, WSSL and WMYI in  Greenville, WKKT in Charlotte and WBEE in Rochester, NY.  Learn more about Loyd here:  http://about.me/loydford.  Reach out to Loyd via e-mail HERE

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Investor Questions Westwood One Merger

In an unusual and short conference call this morning Westwood One CEO Rod Sherwood (pictured) was grilled for about 15 minutes by a representative of Greenbridge Capital. It's odd you see a conference call held to discuss a deal yet to close for this exact reason. The investor questioned why more information wasn't available to shareholders about a second offer that was made (for $5.68 per share) and whether or not Westwood was really seeking the best offer. Westwood One?s stock jumped when the deal was announced on August 1, rising to $6.19 a share that day from $5.85 the previous trading session. But it has since sagged, starting the day today at about $4.30.

Sherwood said part of the decision to go with Dial-Global was based on cost and revenue synergies that they were not going to disclose today and would be aggressively pursued once the merger closed. The investor shot back that that's "hard to quantify and we've been kind of left in the dark on this." He also went on to criticize Sherwood for not providing enough information for anyone else to submit a competing proposal for the company. "There was no information available for anyone to submit a proposal." Westwood's attorney responded by saying everyone was aware of the merger since the 8K was filed with the SEC on August 4th.

The arrangement to merge Westwood and Dial-Global into one company is expected to close some time during the 4th quarter. It has already been approved by D.O.J. It's not expected that Sherwood will be a part of the new company although no official announcement has been made.

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Police Union Questions Quick DWI Dismissal of Emmis Austin Talker

June 23, 2011

According to thestatesman.com Sgt. Wayne Vincent questions whether certain suspects are getting preferential treatment. Vincent said he's troubled by the dismissal of a DWI charge against Emmis' popular KLBJ-AM host Jeff Ward. After Ward called the Police Chief from jail, who is a frequent guest on Ward's show, the video of the arrest was reviewed and charges were dropped. Vincent told the paper, "It's extremely concerning when charges of DWI get dismissed in a day or so. The majority of police officers that work here think it just smells bad."

Police Chief Art Acevedo

told the paper  "Vincent's charges are "not even close" and that the department followed its policy of reviewing high-profile arrests before the county attorney decided not to pursue the case." Ward was arrested June 9 after emceeing an event downtown, where he said he had two beers in four hours and was not intoxicated. Officers say he failed a field sobriety test. Ward's charges were dropped four days later when the County Attorney said there was not enough evidence. Vincent says, "The process did not play out the way it was supposed to." Acevedo disagreed telling the paper that "officers frequently review the arrest videos for elected officials, celebrities, athletes, police officers and other high-profile cases."

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