The Blue Page - INSIDE RADIO

2009-12-10T11:25:00.000-08:00

Quick Guide to PPM Marketing Success

After three conversations with Tim Bronsil and Rob Klemm at Point-To-Point Marketing, we asked for the questions most frequently asked by their clients. What we received is a quick read on how to make your marketing more effective in a PPM world.

“How Does Household Targeting Change With PPM?”

Compared to the Diary, the number of zip codes and resulting households that move the ratings needle is reduced with PPM. Because PPM is ongoing and people carry devices over long periods of time, the geographical area of influence is more consistent. In the diary world a household only had involvement for one week of the survey process. With PPM, they impact ratings for up to two years. Direct Marketing campaigns reach the targeted households often so that the compatible audience recognizes the benefits of listening.

“Who do you target with your marketing messages?”

Survey-Friendly listeners are “information seekers.” Focus on Survey-Friendly households and give them something with which they can spend time, satisfying their interest for information. Reinforce the reasons why your primary users listen to you, and grow recognition for those values for more listening occasions. Increase Average Daily Cume and you will improve the possibility for bigger Average Quarter Hours.

“Why choose direct marketing over boards?”

Direct Mail is something the information seeker can spend as much time viewing as they like. The prospect has time to absorb the message, and values and brands are made stronger. Outdoor advertising makes it difficult to communicate product details, competitive advantages, and specific consumer benefits. When there were diaries, billboards helped increase recall. With PPM, recall is not the critical path to success…it’s about increasing actual usage. Direct Mail gives people time to see reasons to use you more, billboards do not.

“Why use direct marketing over TV?”

PPM is an ongoing survey that requires feasible ongoing marketing. TV is too costly to realize such a goal. TV is a 30-second message that must cut through 38 units of “noise” per hour from advertisers with 30 times a station’s budget. Think of it this way…using television to reach households that influence the small number of meters in your market is like buying national TV to influence people in Jackson, Mississippi.

“What are your specific products/services that help a station?”

Every campaign is custom and tailored to the specific needs of our clients. The programs we use are often a mix of the following three campaigns:

Qualified Prospects®: By making calls to the targeted area, we find those homes most likely to participate in a survey about radio. We then compartmentalize these essential survey-friendly households to identify those compatible with each station in your cluster. Messages are ongoing for the Continuous PPM survey periods. We include PPM-friendly appointed listening techniques and set barriers against the competition. There is an ongoing benefit to “dating” the other station’s primary and secondary users. Therefore growing usage and greater recognition for your attractions.

TV Replacement®: Because PPM provides a focused target, we feasibly mail important households frequently. We reach cell-phone-only households in addition to others. There is less waste than with other methods of marketing because we go directly to where the devices are located.

Blitz®: We isolate only an audience at workplaces likely to be interested in listening to the station’s format. Therefore, there is less waste than with other telemarketing methods. The quick call may be pre-recorded with live assist, allowing big personalities, artists, and other stars to leave the message. We set appointments to listen at workplaces where PPM devices may record usage.

Tim Bronsil Tim@ptpmarketing.com — 513-231-0344
Mark Heiden Mark@ptpmarketing.com — 970-472-0131
Rob Klemm Rob@ptpmarketing.com — 815-369-2121
Rick Torcasso Rick@ptpmarketing.com — 972-661-1361 www.PTPMarketing.com

Series Links > Part I | Part 2 | Part 3 | more

The right way to use marketing resources

2009-11-13T11:07:00.000-08:00

In the final part of our conversation with Point-To-Point Marketing’s Tim Bronsil and Rob Klemm, Inside Radio’s Blue Page asks about the ultimate keys to success when executing a marketing campaign. On the flip side, we also ask about the mistakes some stations make.

“Let’s start with the mistakes some stations make with their marketing. Do you have an example?”

Rob Klemm: The biggest mistake we have seen, especially in this economic environment, is failure to focus. Stations need to recognize that PPM makes precision targeting more effective and important than in the past. Marketing radio with a mass-marketing approach wastes substantial resources. Think of it this way…using television to reach households that influence PPM in your market is like buying national TV to influence people in Jackson, Mississippi.

Recognize that not all listeners are equal, and that Survey-Friendly households are king, and focus your message. By doing that you can move station-compatible listeners from neutral to positive, and up the ladder to high usage.

Tim Bronsil: To follow up on Rob’s point, since dollars must deliver a bigger ROI than in the past, another mistake we see is spending in “chunks.” The central issue with marketing for PPM changes to one where you focus on growing reasons to USE the station more often. Simply recalling the station is no longer the central issue, as it was with the diary. Now real usage becomes king. Ongoing marketing provides substance needed to benefit from changes in the landscape and continually reinforce values. Instead of spending in chunks, find the right homes and businesses compatible with your station. Use a message with which Survey-Friendly “information seekers” can spend time. Reach people frequently with substantive “time-spent-viewing” oriented marketing.

RK: Working recently with a Top 10 market station, we analyzed the zips that mattered in diary versus PPM. We saw there are 20-25% fewer zips that matter in PPM as opposed to diary. This gave them a very manageable geography to own.

“In conclusion, let’s talk about Point-To-Point’s Keys To Success. Will you summarize?”

TB: We have three basic axioms. First, recognize that listeners are not all equal. Some will participate in the survey-meter process, some won’t. Second, always use marketing with which information seekers can spend time. Third, grow the average daily cume. By following these, we’re focusing on those Survey-Friendly households and giving them something with which they can spend time, satisfying their interest for information. We reinforce the reasons your primary users listen to you, and grow recognition for those values on behalf of others for more listening occasions. By increasing average daily cume, you improve your possibility for bigger average quarter hours.

Tim Bronsil Tim@ptpmarketing.com — 513-231-0344
Mark Heiden Mark@ptpmarketing.com — 970-472-0131
Rob Klemm Rob@ptpmarketing.com — 815-369-2121
Rick Torcasso Rick@ptpmarketing.com — 972-661-1361

www.PTPMarketing.com

Series Link > more

Intuitive, Easy to Use Media Sales Solution Software.

2009-11-06T14:24:00.000-08:00

Have you heard about Efficio? It’s a web-based account management and CRM system specifically designed for media sales. They take components of the ad sales organization and centralize it into a web based environment. It’s easy to use - so you’ll use it more often.

“The more office work a salesperson does, the fewer sales calls they can make.”

It’s a matter of time. More presentations during the day will result in more sales, and more money for your station. Efficio is efficiency! It’s web-based, not PC based, so everything a sales rep needs is with them at all times. No need to come back to the station for updates. No need to wait for the vendor to update software and no need for your IT department to install anything. But convenience is only the beginning.

Efficio co-president David Einstein talks with enthusiasm about the benefits. “Efficio offers so many conveniences; it’s hard to know where to start. It’s a very easy-to-use interface that puts every aspect of a salesperson’s business at their fingertips. And the same information is available at any time to sales managers, and rolled up to the corporate office.”

“We create robust sales funnel reports, tracking what is in the funnel, what is pending, and percentage of confidence and sales. Efficio will track closing ratios, packages and events, number of new businesses contacted, how many were closed, and how many were lost. And, all the reports are in Microsoft Excel, so you can edit and forecast with ease. No static PDF reports!”

“A unique dashboard summary greets salespeople on their computer. Everything they need is on that one page so they can track appointments, billing, aging, prospects, top ten advertisers, billing verses last year and much more. Efficio synchs with your traffic system and with Outlook. You don’t have to be in the office to get this information. It’s available 24 hours a day, no matter where you login. You get everything in one place.”

There are even more benefits. David points out, “billing, activity and history follows the client, not the rep. So if a sales manager moves an account, that’s not a problem. The billing and every other piece of client information follows the advertiser to the next AE. No other software does it that way. ”

Since we can provide aging updated daily, a seller doesn’t have to wait for next week’s aging report. “We’re shaving weeks off the collection process. So, money can be collected faster. Our clients have proven that. ”

“Efficio adds new tools and enhancements often. Even my suggestions have been added. They really listen to their clients!”

Other benefits include a state-of-the-art e-marketing tool that allows the seller to deliver CAN-SPAM compliant personalized, unduplicated email. Send the same message to 100 people and each is personalized. And you can include video! Send a newsletter, a ratings overview, show preview, promos; anything up to 1.5mb.

And Efficio keeps adding more tools including their Yield Management solution, which can be used with Efficio or as a stand alone system. Managers can setup demand curves for their inventory and create dynamic rate cards that sellers have immediate access to. It comes with plenty of analytics and it updates daily from the traffic system so it’s always up to date.

All you need is Microsoft Office and Internet Explorer to use Efficio. And with 128 bit encryption, it’s got the same security offered by your bank.

“The account management tools are awesome and save me a ton of time!”

We get comments like that every day from happy clients. We’ve been in business since 1999 and work with over 600 media stations in 33 states and three countries.

Try Efficio and you’ll never go back to a PC-based customer management program. Call for a demo and ask about their seasonal discounts.

Contact
David Einstein, co-president
877-EFFICIO (877-333-4246)
deinstein@efficiosolutions.com
efficiosolutions.com

Maximizing the Return on Investment

2009-10-18T11:22:00.000-07:00

In the second part of our conversation with Point-To-Point Marketing’s Tim Bronsil and Rob Klemm, Inside Radio’s BLUE PAGE delves into specific results from recent direct-marketing programs. What works? Why? We also ask PTP to compare the returns to other forms of marketing.

“Let’s get into specifics. What is a success story that you can share?”

Tim Bronsil: Obviously marketing is one part of the success. It’s not the only part. That being said, a client of ours (a heritage AC in a large PPM market) found themselves with a direct competitor out of the blue. Over the course of the first three weeks of the competitor’s existence, our client lost 35% of their AQH with Adults 25-54. In week four, the marketing began.

The program was a combination of calls to AC-friendly businesses prioritized by Standard Industrial Codes influencing meter keepers at the time of decision, and postcards to the small sliver of the marketplace that is research-friendly. The relatively small investment helped propel the station back to their previous AQH level. The station has not faltered since. Point-To-Point has worked in every PPM market with success stories in almost every format. We’ve been fortunate to track what works and build upon that for our clients.

“Do you see more stations using at-work marketing?”

Rob Klemm: In the PPM world, we’ve seen AQH levels that are nearly twice as high for people who work full-time versus people who do not work. So, at-work marketing (and the ability to attract immediate listening or sampling) has become an increasing focus for many of our clients. Plus, the ability to target key businesses within a realistic budget makes perfect sense in today’s economic environment.

“When compared to other marketing, what’s the advantage you see for direct marketing?”

TB: It’s rare that a station has a meaningful TV budget these days, so that’s a moot point. Plus, that would be the last medium when such a very small portion of the population actually determines the ratings. We see many stations converting their dollars from billboards to direct marketing. With direct, we find the right homes and the messages are PPM friendly because they are ongoing.

With direct marketing, strategic & tactical adjustments can be made quickly. Messages may include PPM-friendly appointed listening techniques. Stations have the ability to set ongoing substantive barriers against competition and future rivals with the ongoing benefit to “date” the other station’s primary & secondary users. Billboards only reinforce the brand. In a diary world, reinforcement and awareness were all you needed for greater recall. In the PPM world, you must generate reasons to increase usage. Recall simply does not matter with PPM – it’s about usage.

RK: To that point, boards have relatively low Recall.Exposure can be very brief, minimizing message retention. Direct Mail generates high recall with those people interested in the message because they can spend time viewing the mailer. This grows the barriers Tim mentioned and ultimately increases recognition about station attractions so the station is able to take advantage of changes in the listening landscape as they happen. We know survey-friendly people are “information seekers,” and Direct Mail provides these people with the desired substance. Direct Mail allows more complete messages that include tried and true tactics compatible with PPM measurement. Tactics such as appointment listening techniques, relative advantage demonstration, and redirection to interactive media and clubs are easily executed with direct mail campaigns.

Tim Bronsil
Tim@ptpmarketing.com — 513-231-0344
Mark Heiden
Mark@ptpmarketing.com — 970-472-0131
Rob Klemm
Rob@ptpmarketing.com — 815-369-2121
Rick Torcasso
Rick@ptpmarketing.com — 972-661-1361
www.PTPMarketing.com

Accountability on Steroids: The Pickle Solution

2009-09-22T15:21:00.000-07:00

Pickle Programs’ newest software can give your station or cluster a huge competitive advantage — you can give the client or agency exactly what they want... a timely post buy analysis that proves you delivered exactly what you promised. And THAT will likely get you a larger share of more buys.

“Deliver accurate, reliable, timely ‘Proof of Performance’ information to agencies and advertisers.”

“Advertisers want their spot times. And, they want and need to be able to produce a post buy analysis for their clients. Pickle Programs allows the station to deliver the information as an Excel or PDF email attachment, marrying PPM data with actual spot times, within a couple weeks of a schedule end date,” says Pickle Programs Executive Vice President of Sales and Marketing, Chancey Blackburn. “Our software gives you the tool to give your clients exactly what they want from your station — Accountability.”

“There are ad agencies that won’t give radio a substantial budget because of the industry’s position of not guaranteeing point delivery. Stations that want to compete for a substantial portion of these budgets need to compete at a different level. Before we developed this software, posting was viewed as a huge project that had to be done manually. Even stations that had good intentions of delivering the right info had an onerous task to deliver a post buy. So providing them an automated solution seems to make sense. There have always been stations that don’t want to provide proof of performance, but I see that changing.”

“If you want a shot at the big dollars, you have to compete with the other media, like TV, that can already easily and quickly deliver post buy data.”

“Our report is tight, easy to read, delivers all the vital data and the software is very affordable.”

Take a look at a sample report by clicking on the image below:

“Even if your advertisers aren’t yet asking for posting, there are advantages to using Pickle Program software.”

You can pro-actively go to the client or agency and say “Here’s something I’m supplying you with to validate what my stations are delivering…so I’m expecting a bigger share of the buy next time, and can now prove we are worth it!”

“Internally, your AEs can determine week to week, or even day to day, how an important schedule is performing, so you can make adjustments along the way, to guarantee delivery of points. No more waiting for the ‘invoice surprise’ at the end of a schedule. And, since spots may be bought using a wide daypart, it’s important to review rotation. Just because the 10 am until 3 pm daypart delivers a 1.5 rating doesn’t mean each spot does. Better to know how you are doing before the end of the schedule, so you can improve performance by adjusting spot times or rotation, and come in on target, with the points you promised to deliver.”

“Pickle Programs gives you the competitive edge in your market, with the big advertisers.”

“It’s a tool that will help you get more buys from more clients. What have you got to lose?”

Contact:
Chancey Blackburn
chancey@pickleprograms.com
210.861.4567
www.PicklePrograms.com

Improve Your Brand Stature And Barriers Against Rivals.

2009-09-18T09:36:00.000-07:00

On September 1st, Rob Klemm joined Point-To-Point Marketing as VP. The expansion of PTP’s strategic team presents an opportunity to learn more about direct marketing’s role in this new economic environment and new ratings measurement. Tim Bronsil, PTP’s President, and Rob Klemm recently sat down with Inside Radio to discuss these items.

“Isn’t marketing one of the first things to go in a tough economic environment?”

Tim Bronsil: The attrition a station experiences when they stop marketing can be devastating to the brand. A 20% AQH loss is far more expensive than the minimal savings recognized by cutting the marketing. The best brands continue to engage their audience through direct marketing. One GM said to me: “How can we stop advertising when it’s EXACTLY what we tell OUR clients not to do?”

Rob Klemm: Many stations did cut back and have witnessed listener erosion. Most of the top performing stations/clusters have continued to invest in their brand.

“How are stations spending their marketing dollars more effectively?”

RK: They are communicating more frequently with a smaller group of listeners…those that are willing to be engaged. And, tailoring the message to real interests of their listeners. The best programs support reasons to increase usage to the stations. Don’t waste resources on people that have no chance to move the ratings needle.

TB: Only meter keepers or diary keepers move the ratings needle. By utilizing the tools available through the ratings services, PTP can identify the households which will deliver the greatest return on investment. If a fraction of the market participates in the ratings process, why use a mass media like TV or boards? Focus the target to maximize the results.

“What are the best case studies of when direct marketing has been effective?”

TB: Here’s one: We built a database for a client hat contains tens of thousands of households. Each member is categorized by P1-P5 status, demo, daypart usage, time with radio, etc. Over the period of ten weeks, 25-54 P1s to the primary competitor who use radio more than an hour a day received four personal letters from our client’s morning show. With a cash contest outlined in each letter, we were able to grab quite a few QHRs of listening throughout the rating period with a minimal investment.

RK: Stations that build and communicate with their database perform very well and are able to do so over the long haul. Survey-friendly listeners are “information seekers.” Focus on survey-friendly households and give them something with which they can spend time, satisfying their interest for information. Reinforce the reasons your primary users listen to you.

“What’s different now than when you first started direct marketing for radio stations?”

TB: Gone are the days of “spiking” the ratings. Now, we’re working on plans to maximize the impact of the marketing dollars by improving the affinity for a station on behalf of the compatible audience and therefore growing real usage. Especially with PPM, the process is ongoing, so we usually develop programs for all stations within the cluster (not just one), and impact every month of the year.

RK: Stations are now looking for their marketing to do more than just reach listeners. They are focused on getting a return on their investment…and for the investment to last longer than a “book.” Ongoing marketing provides you the brand substance needed to benefit from changes in the landscape and continually reinforce values.

Contact:
Tim Bronsil, President:
Tim@ptpmarketing.com, 513-231-0344
or Rob Klemm, Vice President:
Rob@ptpmarketing.com, 815-369-2121
www.PTPMarketing.com

Curtis Sliwa - From the Streets to the Suites!

2009-09-14T10:00:00.000-07:00

Curtis Sliwa is a host who grew up loving radio, and is out to prove he knows how radio works, by being the most unique syndicated talent in your market. You may know him as the founder of the Guardian Angels, and from the John Gotti story, but Curtis wants to convince you he’s a radio guy.

“I’ve been a talk radio fan since the days of Long John Nebel and Candy Jones.”

Until his death in 1978, Nebel (with wife and co-host Candy Jones) was a fixture on New York radio, the last several years on WMCA-AM. And as a teenager, when friends were listening to music on FM, Curtis was studying AM talk hosts. “I used to tell my friends that AM stood for “Active Minded Radio” while FM stood for “Freakin’ Morons!” But AM talk shows back then were for old people’” said Curtis.

“I got the radio bug after being interviewed by Arlene Frances on WOR AM because I won ‘newspaper boy of the year’ and got the award from President Richard Nixon. But my first time as a guest on radio was with the great Bob Grant on WABC. I had started the Guardian Angels and my wife Lisa was working with me; We were controversial and Bob would have us on the air. WE filled in while he was on a cruise one week. Response was pretty good, and we were invited back a few times. We also hosted morning drive a few times, and then got the slot full-time after the morning guy imploded. Doing mornings on WABC was a dream come true. People all over the nation wanted that job, and it kind of fell in my lap. It turned out to be a great career.”

“We used to do a morning drive segment called Mob Talk...”

On June 19, 1992 Sliwa was shot and nearly kidnapped by two gunmen after entering a taxi in Manhattan. Sliwa jumped from the front window of the moving cab and escaped.

Prosecutors eventually charged John A. Gotti, the son of Gambino crime family leader John Gotti, with the attempted murder. “Apparently John Senior was not a fan of the Mob Talk segment and wanted me dead.”

Curtis had a second stint on WABC as co-host of Curtis and Kuby. “When Citadel bought the station, we kind of thought some changes were coming.”

“But the changes worked out well.”

A night-time show on WABC led to interest from major markets, and a new syndication deal. “Curtis Sliwa Live” airs on WABC in New York, WMAL in Washington, DC, WBAP Dallas, WTKK in Boston and other stations. So far ratings and response has been terrific.

“The show is intentionally different”

“I try to deliver not only a small daily dose of politics, but go into culture, sub culture, social networking, daily news, movies, music, gangs, crime; whatever is hot. It’s a niche – we give you the politics and main issues, but we go to subjects not heard right now in talk radio.”

“I know how to take care of the listeners and the clients.”

“If you’re going to consider our show for your station, be sure of this; I can bring in listeners AND client. I can sell product, secure relationships and make partnerships with clients. And I deliver video and audio content, and the demo. Nobody can sell like me.”

How is the show doing? With The Curtis Sliwa Show, WTKK Boston saw its M25-54 share jump from a 3.5 (July) to a 7.0 (August), #2 in the market. P25-54 increased from a 2.3 (July) to a 4.1 (August).

Curtis Sliwa Live airs live Monday through Friday from 10 pm until 1 am/ET.

ContactTamara Karcev,
Citadel Media - 212-735-1153
tamara.karcev@citcomm.com
http://www.curtissliwa.com

NAB RADIO SHOW 2009

2009-09-08T08:48:00.000-07:00

THE DIAL AND BEYOND
Profit from what’s now and what’s next

The NAB Radio Show is always a fun event, but this year, the NAB is bringing together the top talent in the industry for three days of unique seminars and sessions to help radio produce more revenue during these tough times. Having trouble fitting the trip into your budget?

“You’re going to leave with enough revenue generating ideas to pay for registration and the trip.”

NAB Spokesman Dennis Wharton says that’s always the goal when planning the annual convention. “When we put the event together the uppermost concern is what we are going to do to justify the expense. If we can’t come up with ideas for people to execute at home, we haven’t done our job. This year will feature multiple sessions designed to help stations generate revenue in a challenging economy, along with sessions that will provide tips on how advertisers can increase client revenue on a reduced budget.”

“We’ll have workshops on how to utilize new media like Twitter and Facebook to help stations tap into a younger demographic, and a session on how tech-savvy salespeople can utilize social media, streaming and mobile devices to grow advertising revenues.”

“If it’s important at your cluster, it’s important to the NAB.”

“The sessions and seminars address the major issues that affect all of us in radio. There will be a PPM discussion featuring John Boyne, VP of Coleman Insights and Gary Marince, VP/Programming Services and Development with Arbitron. We’ll also be focusing on the “performance tax” fight in Congress during a session entitled “The Day The Music Died? Performance Tax and Other Copyright Issues.” And as always, it’s a great place to network and see old friends from around the country.”

“Radio professionals between jobs deserve a price break.”

This year the NAB is offering what Wharton calls the $179 “free agent rate” for former radio industry professionals now “in between jobs”. The rate is more than $600 off the non-member fee. “That gets you into all the sessions and keynote speeches, etc.,” so you can continue to sharpen your skills and be trained in the latest technology when the next opportunity comes along.

Other NAB show highlights include:

The Jacobs Media Summit: Featuring a discussion with Citadel Media syndicated personality, Joe Scarborough (also of MSNBC’s “Morning Joe”) and radio co-host Mika Brzezinski; Terry Gross, host of the popular NPR show “Fresh Air”; and Scott Goodstein, former external online director of the Obama for America campaign.

FCC breakfast: Gain valuable insight into the ways of the Washington portals. A conversation between FCC Commissioner Meredith Attwell Baker and NAB’s Steve Newberry.

Marconi Radio Awards: Laura Ingraham is the host and Brian McKnight is the entertainment for the always-enjoyable Marconi Awards dinner and show.

Digital Think Tank Super Session: Find out which digital platforms generate the most revenue, and learn how to create an effective integrated digital strategy.

The NAB is indebted to Joe Schwartz, president and CEO of Cherry Creek Radio. As NAB Radio Show Steering Committee chairman, Schwart has helped coordinate a terrific event. It’s not too late to plan your trip to Philadelphia! Register online today...

The NAB Radio Show
September 23-25, 2009
Philadelphia Convention Center
www.nabradioshow.com

2009-08-16T16:37:00.001-07:00

Slow pay and no pay—get help from media collection professionals.

In the past year as local businesses began reeling from the economic downturn, many clients reduced their ad budgets. But some didn’t change their spending levels fast enough to keep up with cash flow. Businesses were paying media bills later and later, and some – not at all. Many radio and TV stations found the need for a collections professional.

As the president of Szabo Associates Inc., a media collection company, Robin Szabo has seen similar business cycles in the past. “This is actually the 5th recessionary period we have weathered in the media collection business. But this one is doubly tough. Consumers are just not spending, and that has affected every category. Radio is not alone in its need for help with collections.”

In 1971, Pete Szabo, Robin’s older brother, launched Szabo Associates in Atlanta. “The company’s first client was a local AM/FM/TV combo, and the broadcast business grew quickly. Pete started the business because there was nobody specializing in media collections. He saw a void and filled it.”

The company quickly moved into newspaper collections with The Washington Post as our first print client; followed by adding outdoor, magazines and cable. Robin adds, “I joined the business after college and became president when Pete passed away in 2006. We’re always busy, but collections seem to be a challenge for everyone right now.”

“So how do stations deal with good clients who no longer pay on time?”

“Many clients have developed bad habits on paying. Resell the benefits of the medium and reinforce your payment policy. It’s a hand holding relationship and the sales department must take the lead on this one.

The worst thing is waiting until 60 or 90 days before thinking about the problem or potential problem.”

“So what can stations do to improve collections on their own?”

“Always have a plan for new customers and stay on top of them. They need to know the rules up front, and your billing has to be on time. The salesperson can help with clear communication. And make sure you know how to follow the invoice through the client’s system. ”

“Are collection problems worse than ever?”

“The problems really aren’t significantly worse than during other recessionary times, and our approach hasn’t changed this time around either.

We work to collect the debt but keep your relationship intact when possible. It’s not easy to do, but 75% of our issues are resolved within 90 days. That doesn’t mean we always collect every dime, but the issues are resolved on a timely basis.”

“Now, technology can help you too.”

Debtornet is a tool that we provide — it helps you determine whether to grant credit to a customer. Debtornet contains history on about 400,000 clients so the station can see how the they have resolved issues in the past, if there have been any recorded. It’s a tool that helps in the credit granting process.

This is a tough time for the media industry, but we have the history and the experience to help stations collect. This recession will pass, but there will always be a need for a media collection service like ours.

Contact: Robin Szabo
Szabo Associates, Inc.
404-266-2464 or info@szabo.com
www.szabo.com

2009-07-17T09:17:00.000-07:00

Helping broadcasters in times of need.

When a veteran broadcaster suffers a stroke and hasn’t got the financial resources to pay for his care, the Broadcasters Foundation of America is there.

When a broadcaster dies suddenly, leaving two young children and a wife who, tragically, is diagnosed with multiple sclerosis just weeks later, the Broadcasters Foundation of America is there.

The Broadcasters Foundation of America reaches out across the country to provide financial assistance to radio and television broadcasters who are in acute need because of illness, advanced age, death of a spouse, accident or other life-altering misfortune.

The president of the foundation, Jim Thompson says the charity was formed over 60 years ago by broadcast pioneers who met at lunch one day and decided to help a colleague. “They all threw money on the table to help a broadcaster who was out of work, and an idea was hatched. Around 15 years ago a group took the idea to a national scale.”

“What we do now is help broadcasters who have fallen on hard times. We come in as a giant safety net to allow them to live out their life with dignity.”

“The Foundation Has Helped More Than 400 Individuals Over the Years.”

Thompson reports, “We’ll apportion over $500,000 dollars in 2009. Every broadcaster is eligible. A TV or radio employee, no matter what department they work in, can go through our process to see if they qualify for help. Help is available for illness, but not unemployment.”

“You Can Make a Difference When It Matters Most.”

As broadcasters, you know how it feels to make a difference in the community and in the world. When a member of our own ranks is in need, the Broadcasters Foundation of America is there to make a difference in the life of a colleague. There are many ways to contribute to the mission...

Become a Member:
Membership serves a valuable purpose beyond your financial contribution. You can help us identify colleagues who need our assistance. Membership for working broadcasters is $150 per year.

Give an Individual Gift:
The endowment is used exclusively to support the benevolent outreach of the Broadcasters Foundation of America.

Corporate Contribution and support of annual events:
Corporate sponsorship of annual events have provided a substantial portion of the resources for the Broadcasters Foundation of America.

“We’re There When Bad Things Happen to Good People.”

The Broadcasters Foundation of America wants to help every broadcaster in need. Your membership, individual gift or corporate contribution will make a difference. To learn more, please visit our website.

www.broadcastersfoundation.org

2009-07-13T11:40:00.000-07:00

CLOSING THE SALE WITH GREAT CREATIVE!

Creating commercials that sell may seem to be a difficult process, but it doesn’t have to be that way. Bad radio commercials are usually the result of a salesperson sitting at their computer at 3:00 in the afternoon trying to develop a campaign that starts the next day. More often than not, the person who is responsible for writing the copy of a $5,000 or $50,000 order has no experience in strategic copywriting and no idea how to make the phone ring for the client. And then there’s the overworked production department, staffed with fewer and fewer people these days...

“Radio commercials should be the glue that holds your station's format together. ”

D.J. Williams, President of The Jetset Media Workshop and author of the forthcoming book, “soundBAIT: Creative Weapons of MASS Distraction”, has watched this situation happen time and time again. “Sales, production and traffic are all running on different schedules, and because of a lack of communication, accountability and efficient process between all 3, there are too many opportunities for missed deadlines and mistakes that can contribute to a client saying those 8 deadly words— I tried radio once and it didn’t work.”

“Jetset can help improve the communication between sales, traffic and production. ”

The Jetset Media Workshop is a team of creative writers, producers, voices, actors, singers and salespeople that know how to play a supporting role and assist account executives in the opening and closing of deals through the use of “soundBAIT” SPEC Spots. Williams points out, “Everyone has their own style and comfort level during the prospecting phase of a sale, so we’ve decided to go beyond just developing commercials and are now offering several different tools, including creative department management, advergame solutions and the customization of insured contests that can be introduced and implemented into your own day-to-day routine.

“Jetset can help your station toss out the traditional production order. ”

Williams says “We offer stations a safe, security protected, online solution that is accessible from anywhere and doesn’t require the purchase of any hardware or software. It’s a really good way for a station to stay organized where your commercials will not only sound better, they will sell better.” SoundBAIT can help radio stations...

* introduce a cost-effective, creative workflow management system
* see an immediate increase in production efficiency and content quality
* build an in-house/intra-company roster of shared company talent
* eliminate missed deadlines and overflow problems
* accommodate special projects and keep sellers where they belong…on the street selling

Why Stations Love It:

* manages script writing, voice talent and production
* saves on consumables (paper, ink, fax)
* connects company resources/integrates vendors
* no IT burden/ free help desk
* affordable monthly fee/no contracts
* work is never removed/always backed up
* production orders will be properly filled out
* in-house producers will not be interrupted
* more time to be creative

Is your station or cluster in need of help in the sales, traffic or production department? Maybe all three? Find out what The Jetset Media Workshop can do for you.

Contact: D.J. Williams
President, TheJetset Media Workshop, Inc.
Author,“soundBAIT: Creative Weapons of Mass Distraction”
404-291-9452 or info@soundbait.com
www.soundbait.com

LIVE VIDEO STREAMING WILL INCREASE YOUR REVENUE!

2009-07-06T07:27:00.000-07:00

Think you can’t find new revenue in a tough market? Radio stations are producing content 24/7 that can be leveraged on the Internet to expand their audience and grow revenue. Live streaming and original content on your station Web site gives advertisers and live remote sponsors new opportunities, excites your listeners and breaks down geographic boundaries. The latest technology means there is no time like now to see how to add live video streaming to your promotional tools.

“Leverage your existing content with live video streaming.”

Now, you can easily deliver live video content to your Web site such as morning shows, remotes, concerts, client events, or anything else and keep it archived for on demand viewing. The technology is so simple, anyone can use it to do a network-style, multi-camera shoot, add graphics, logos... anything, right in your station. Want to learn more?

“Live video streaming is a great way to find new advertisers.”

“Radio stations ARE making money using live video online”, according to Pat Baker, the radio rep for San Antonio based NewTek. “Our product, TriCaster™ is what we call a TV studio in a box, and makes the process so easy for radio. With TriCaster, anyone can produce a live video stream in or outside of the studio. A single operator or small team can produce a live show while switching between as many as six cameras with two DDRs, multi-channel effects and NewTek’s proprietary LiveSet™ virtual sets.”

The process of creating live, network-style television used to be very costly and require massive amounts of expensive equipment and a large crew of people. TriCaster changes all of that. In one lightweight, portable system (small enough to fit in a backpack), you have all of the tools, including live virtual sets on select models, required to produce and live stream your show.

“Our mission in product design is to make it possible for anyone to create and deliver network quality television and TriCaster delivers exactly that. The only restriction is your imagination.”

“Radio is already making money with TriCaster.”

Clear Channel Boston, CBS Radio, Steve Harvey Radio, ESPN Radio, Leo Laporte and others have added live video streaming with TriCaster to their program offerings. They have gained new advertising revenue, sponsors and brand exposure. Additionally, audience share, time spent listening and hits to their Web sites have increased.

Learn about NewTek TriCaster and how to use it to grow your revenue and audience. The FREE WEBCAST is this Thursday July 9 at 3 (eastern) in the afternoon.

The live video Webcast, produced using NewTek TriCaster portable live production and streaming system will include online content managers from Clear Channel Boston, who will describe how they capitalized on streaming live video online. The session will also demonstrate how stations can build closer relationships with listeners and create new revenue opportunities through advertising and sponsorships. To register visit: www.newtek.com/webinar.

NewTek invites all radio station chief engineers, general managers, marketing managers, operations managers, program directors, sales managers and web masters to sign up and learn more. Early registration is encouraged as space is limited. www.newtek.com/webinar.

See you this Thursday - but sign up now.

Contact: Pat Baker
Manufacturer’s Rep - Radio Market
210-370-8203 or pbaker@newtek.com
www.newtek.com

2009-06-09T15:47:00.000-07:00

John Tesh presents
"Intelligence For Your Life",
Ratings For Your Station

The host of “The John Tesh Radio Show”, heard on over 300 radio stations, is a multi-media star, author, musician and Emmy winner. But it all started with a radio show.

"I loved radio from the start."

“My first on-air experience was on the campus radio station at NC State in Raleigh. And my first job at a commercial station was doing weekends on WKIX “The Big 85”, where Rick Dees was on mornings, and Steve Roddy, now the CEO of Scripps Howard, was on afternoons. I fell in love with radio. They had to lock the doors to keep me out of the station."

Over the next several years, Tesh had success on TV, as an author, and composer. But radio became a priority again after sitting-in for for Casey Kasem on Casey’s Top 40. “I started my own weekend countdown show and developed a following. Consultant Mike McVay was the person who suggested we go from a weekend show to a five hour daily show.”

“The success we’ve had can be attributed to so many people, including all the researchers and writers we have, plus the guidance and friendship of show executives Scotty Meyers and Betsy Chase. I don’t know what I would do without them.”

“We deliver a purpose driven show.”

“What we do is determine how we can move life forward during the next two minute break. How can we improve life for the listener? We don’t think about time and temperature. We offer the program either with or without music...letting the stations pick, so it will fit with the format.”

“We focus on giving the listeners information they can use in their everyday lives. There are a lot of people who don’t want to listen to nonsense anymore,” so we concentrate on delivering ‘Intelligent Talk For Your Life,’ and that’s how we got the name for the show.”

“Our show fits every format.”

The John Tesh Radio Show is heard on stations that program christian, AC, Hot AC, rock and other music. So the elements can fit in any station in any market. The show is also one of only a few successful radio programs that is self-syndicated. Dial Global handles ad sales, but John’s team takes care of affiliates.

“We deliver ratings in every daypart.”

KMGA Albuquerque scores a 7.5 AQH share in afternoon drive with The John Tesh Radio Show in the W25-54 demo, making it the #1 show in that demo. The show is consistently a top 5 with A25-54 too.

The show is a clear winner in Panama City, Florida. WVVE-FM (Wave 100.1) PD Chris Alan says the show was running in evenings when he joined the station. “I moved John to morning drive and ratings have skyrocketed. In the W25-54 demo, the station moved from #8 to #2 in only one book, and we’re consistently top 1, 2 or 3 in every book.”

Consultant Mike McVay explains why the show works; John Tesh presents “Intelligence for Your Life” as a way to make the listeners life easier and to take entertainment beyond an escape. This man’s program is purpose driven. It’s compelling. It does what all programmers want... “Programming that creates day-to-day tune-in.”

Give your listeners an intelligent radio show and watch your ratings, revenue and recall grow, with “Intelligence For Your Life Radio.”

To find out if John's show is available in your market, contact:
Scotty Meyers
The TeshMedia Group
888-548-8637
scott@meyers.net

DAVE RAMSEY PRESENTS: Town Hall for Hope

2009-04-20T10:06:00.000-07:00

Dave Ramsey is on a mission. While on a media tour in New York last year, he was bombarded with negative messages from the media at every turn. As he digested the doom and gloom, Dave began to feel tired, listless, and cranky. Then, he suddenly realized what was happening: he was giving in to the fear that he was hearing. From then on, he was determined to eliminate this fear from his life - and share the hope with listeners. The culmination is this week’s huge webcast - Town Hall for Hope.

“What is Town Hall for Hope?”

Dave describes it this way; “It’s a 90 minute town-hall style gathering designed to eliminate fear and spread the truth. It’s straight talk about what’s really going on in the economy. We’re going to blast through the fear and rhetoric that is being broadcast in the news media and empower American families with hope—hope to change their families, and hope to change their personal economies.”

“The current economic situation is certainly not great, but it’s not as bad as you hear on the news. In order to understand what’s going on around you, you have to understand how we got here. I’ll walk people through some American history and the events that led to this economic mess. And we’ll examine important issues for the future like housing, investing and taking care of your own household.”

Town Hall for Hope is a special, one-time free event that will be webcast around the country this Thursday. Almost 1 million people have signed up to view the event in small towns and big cities across America.

“The power of radio is at the heart of this story.”

Event planners expected to webcast from about 500 locations, not 6,000+. They hoped for 250,000 people would attend, not a million. But spreading the message on Dave’s show, heard on over 400 radio stations, proved the need for the event, and the need for hope.

“What do we hope to accomplish through this event?”

“Town Hall for Hope is not a political rally—or an investment seminar. This is an opportunity for Americans to turn off the bad news, get away from the dramatic headlines, and join with others in their community to truly regain perspective on the current economy and what it means for their families.”

“This is a totally free event. We’re giving small businesses the opportunity to help support the costs associated, but we aren’t keeping a single dime of the money. Any money left over after covering the costs of the event will be donated to Operation Homefront, a non-profit organization devoted to helping military families.”

“Why is Oklahoma City the live broadcast location?”

“If you look at Oklahoma City on a map of the U.S., you’ll see that it is almost exactly in the center of the nation. We like that. We don’t believe that the answers to all our problems will come out of Washington, D.C., New York City, or Los Angeles. ‘We the people’ aren’t waiting for the big cities to bail us out.”

“Instead, we think hope will come out of the hard work, traditional family values, and good attitudes of everyday American men and women, from those who get up, leave the cave, kill something, and drag it home—every day. For that reason, we love the idea of basing this national town hall meeting in the middle of America’s heartland. After all, that’s where hope comes from—the heart.”

Don’t miss the webcast, Town Hall for Hope, this Thursday, April 23rd.

To find a host location in your area, visit
www.townhallforhope.com
For affiliate info contact:
info.radio@daveramsey.com

MONETIZE YOUR REMNANT INVENTORY the PROVEN WAY!

2009-04-13T07:23:00.000-07:00

You can make money even now in your market using remnant inventory and RegionalHelpWanted.com. Over 1,800 radio stations have earned MILLIONS by taking money away from the traditional newspaper classified section. What are YOU waiting on?

“Even now, employers are looking for a service like this one.”

RegionalHelpWanted.com started ten years ago with only one site, HudsonValleyHelpWanted.com, and has grown to over 360 websites in the U.S. and Canada. And, it’s easy; RegionalHelpWanted.com takes care of EVERYTHING... maintaining the site, billing and collections. “The only thing the stations have to do is run the spots,” says Bill Cloutier, EVP and General Manager of the company.

“RegionalHelpWanted.com partners with local broadcast stations to design, build and maintain web sites throughout the country. The goal of this partnership is to capitalize on the fact that most help wanted advertising is local (not national) and to get our unfair share of the daily newspapers’ $8 billion in annual help wanted revenues.”

“How much money can my stations make?”

“Even in a small to medium-sized market, a group of stations working together can make many thousands of dollars each month, up to hundreds of thousands of dollars each year. If your cluster picked up an additional $300,000 in the next year, would that help you make your budget?”

“Check out www.HudsonValleyHelpWanted.com. The site is for employers in the Poughkeepsie, New York are — a market of approximately 500,000 people — it’s our oldest site. It’s generating over one million page views and about $100,000, per month. And it’s not difficult to bring in that kind of cash. All you have to do is run the commercials on your stations, and partner with another radio or TV group. We do the rest.”

“Who sells the ads to the Employers/Recruiters?”

It sells itself. Once employers hear the spots they go to the site themselves and place their ad. RHWC also has an in-house telemarketing sales team to convert newspaper advertisers to the web.

One reason our program works so well for stations and for employers is the creative. “The spots we supply to the market are produced by Dick Orkin’s Radio Ranch- the best creative talent in radio. The commercials really stand out and produce results.”

“How many commercials do stations air to make the program work?”

“In each market, we partner with 2 to 4 radio and/or television groups and we ask for commercial time to promote the site. Specifically you commit to run twenty-four spots per week per station, on a 24 hour rotation.

“Does it really produce revenue?”

“The entire staff at RegionalHelpWanted.com is responsive and cooperative. The program has given us an opportunity to turn unsold inventory into extra revenue. I’d highly recommend the program.”
— Peter M. Frisch, CitadelMedia, Minneapolis-St. Paul

RegionalHelpWanted.com provides an important source of new revenue for our stations. I like the fact that our people are not required to be involved in the effort because we have enough on our plates already. This is the easiest source of non-traditional revenue that I’ve ever experienced. I have encourage all our stations to get involved.
— Gary S. Rozynek, President/COO, Maverick Media

Contact Bill Cloutier
303-562-0150
bill.cloutier@ontargetjobs.com
www.regionalhelpwanted.com

VIRTUAL EVENTS REALIZE REAL REVENUE!

2009-03-03T08:10:00.000-08:00

From purchases to employment decisions, studies show people are researching major decisions prior to taking any action. The primary reason is the 24/7, convenient, multi-sensory experience that this medium provides. So why not go where the people are when you’re looking for new radio revenue?

Virtual Events offer radio a chance to reach out to consumers and create:

• Year-round consumer relationships...
• One destination to experience all of a client’s products, services, history and even media...
• Client site “stickiness”...
• Targeted marketing...
• Lead-cultivation, then lead-nurturing...

Quench your thirst for relevant content on your website while engaging your audience to participate with your brand and clients with a Virtual Event.

“It’s the epitome of integrated solutions for the client, says Triton Innovative Marketing President Jay Freedman. “A Virtual Event draws all your clients best marketing pieces into one concise, organized display, without the expense of renting a conference hall, erecting pipe & drape booths, requiring your clients’ best representatives to leave their company to sit at a table waiting for passers-by, creating printed flyers to draw attention, hospitality, man-power, etc. And, your listeners can participate when THEY are available, without hourly confines, parking fees, etc. This is truly a WIN-WIN-WIN- to infinity!”

How is a Virtual Event different from a Virtual remote?

Virtual Events can be a virtual remote, depending on the timeframe you make it live. However Virtual Events are so much more encompassing than a “remote.”

Virtual Events can be created for almost ANY theme. You can have clients from multiple sectors working into that theme, i.e. Bridal Event, Green Expo, Job Fair, Auto Show, and Pet Fair.

What information does a client provide?

“As much as possible. This program is designed to be a 1-stop showcase of video, audio, pictures, digital links and content; all housed in one “booth” for the consumer/prospect to access on-demand. Now all of your marketing materials are a mouse-click away from your target audience.”

Are analytics available to clients?

“They will get a full time stamped database of everyone ‘entering’ the show floor. Demographic and qualitative information requested from attendee is customizable for each show. Every visit and click within the floor is tracked to show your client the success of the booth or display,” says Freedman.

Can we generate a database from the attendees? Can I share with my clients?

“You, as our client, will receive the full database of all attendee info from each Virtual Event. Your core consumer entered the event from your site, therefore you have their trust; we recommend you send correspondence FOR YOUR client with information, promotions, etc. on their behalf while protecting the information your audience gave to you.”

Best of all - it works!

“We are making more money and advertisers recognize that the fixed pages online combined with the radio spots are a highly effective combination.This creates a win-win scenario for our listeners, the employer and the station.” -- Vic Savelli, Executive Vice President, Digital Media, Gap Broadcasting, LLC

Contact Jay Freedman,
jfreedman@tritoninnovative.com
www.tritoninnovative.com

Broadcast Equipment: There’s only one real expert.

2009-02-17T08:13:00.000-08:00

For over 30 years, Southern Coastal Marketing Services has been the leader for Broadcast Equipment, rentals, used products and above all else, customer service.

What makes SCMS different?

Southern Coastal Marketing Services is a family-owned company that has been providing equipment and service to the Broadcast and Professional Audio industries since 1976.

Company President and General Manager Bob Cauthen was looking for a business to start after graduating from Clemson in the 70’s. “I had worked at the college radio station and really enjoyed the industry. But my only goal at the time was to stay in the Southeast. I gravitated toward radio and picked Charlotte as a headquarters because it was regional.”

We started the business by driving up and down interstates and highways, visiting every small or large radio station we could find. The business has really changed since those early days.

And the company has changed with the times too. “When we started, we had reps selling new equipment on a commission basis. But these days it’s a buy and resell business.”

“We grew through acquisitions.”

SCMS now has 14 field offices with representatives in every part of the country. Cauthen says “We’ve really grown in the past few years. In July 2007, we purchased the Harris Broadcast Center from Harris Corporation” — that grew our business quite a bit.

“And in December of last year we purchased Bradley Broadcast, they were a competitor located in Maryland. Bradley Broadcast and Pro Audio was a full-line dealer of broadcast, professional audio, and audio-for-video support products. They are a 30 plus year old company...a good company that was concentrating on professional audio and government business, so the acquisition gives us a new client base.”

“We kept two of the Bradly veterans. Bob Eburg and Art Reed are a great addition to our company.”

Much of our business these days is rental, used equipment. “We have the largest inventory in the country. SCMS offers free loaners if you have an off air emergency.”

“We keep in touch with our customers and their needs. We just attended the National Religious Broadcasters convention in Nashville. We’ll be at the NAB in April...and a number of other convnentions so we can stay in touch face to face with our clients.”

“Future growth for the radio industry will come from HD Radio®.”

HD is the ‘next big thing’ for radio. “Unfortunately, radio has been a shrinking industry, at least until HD came along. HD is giving radio a chance for growth. The FCC has not made a decision on final power level for HD Radio, and because of that its put the brakes on HD development and implementation.”

The commission just needs to make a decision. Whatever they do, it should be an improvement and make it more equal. Nobody is going to be happy with the final decision from the FCC. But that’s the salvation of radio, in my opinion. Without extra data channels there is no room for growth.”

Cauthen says “Whatever happens to radio in the future, SCMS plans to remain the top broadcast equipment company. We’ll be here to help.”

Southern Coastal Marketing Services
President - Bob Cauthen
800-438-6040
bobc@scmsinc.com
www.scmsinc.com

Interactive Revenue— It’s recession-proof

2009-02-10T08:04:00.000-08:00

It’s clear that radio stations must develop a digital strategy to grow revenue. It may be the only category that radio can rely on for growth in the near future. In fact, digital revenue streams MAY be immune to dips in the economy, but don’t start panning for gold without a clear strategy.

“Training is the key to success.”

“An investment in interactive builds a path to a new revenue stream.” Deborah Esayian, Co-President of Emmis Interactive, Inc., adds “Radio needs to advance to where the new revenue opportunities are. And digital/interactive is where spending is up, even in this economy.” But don’t approach the client without a clear strategy. “In most cases, you will be educating your client, so you need to know what you are saying.”

The key: Train the sales staff on this new inventory. “They won’t just ‘pick it up’, and it doesn’t mirror the broad interactive marketplace.” The way radio traditionally makes money is very different from how the web makes money, so a clear understanding is vital.

Esayian adds, “We’re focused on a commitment to technology and training. We teach your entire staff, not just sales, how to get comfortable with this new inventory. People don’t sell things they are not comfortable with.”

“Today, the station website must deliver what the listener wants, when and where they want it.”

“When you have great interactive capability, radio becomes fun again.”

“Radio is entertainment. And your advertising must be entertaining and personal in order to deliver a return. Our sytem allows our clients to use technology to shift thinking. Here’s an example of how to use technology to get better results for the client: If your station currently offers live remote broadcasts, think about the impact of a Cyber Remote ®. Use the power of the internet and you wouldn’t believe how much more successful a remote can be for the client. A Cyber Remote ® takes away the time and geographical restraints. It’s a real win for the station and client. We’ve built, tested, and proven the model.”

“Standard website display advertising is not enough.”

“Standard size display website ads are not the model for success on a geographically and demographically targeted website like a radio station. But we have turned that into an advantage. Advertisers will actually pay MORE for a targeted ad.”

Stations must make tough choices these days on where to invest. To keep pace and take advantage of the marketplace, you must turn to the internet. “Clients are interested in spending in the interactive area, even though they may be cutting back with other spending.” Why? “Mainly because it’s measurable.”

Our clients are buiding profitable, sustainable businesses, and we’d like to help others do the same.

“Interactive is creative, flexible and limitless.”

Emmis Interactive offers the tools, training and industry insight to help you manage each step of the process to becoming an expert in Interactive. From on-site sales consulting to online video training, we’re committed to your success. We truly do enter into a partnership with the stations we work with. Our success as a company is only achieved when our clients succeed.”

“If you’re ready to build a significant interactive business, contact Emmis Interactive.”

Contact: Chris Campbell
Director of Sales Marketing
Emmis Interactive, 312-986-7338
chris@emmisinteractive.com
www.emmisinteractive.com

RAB 2009: Worth The Investment?

2009-02-03T07:42:00.000-08:00

INNOVATIVE IDEAS ABOUND! That’s the promise of the Radio Advertising Bureau for the upcoming RAB Conference, March 16-18 in Orlando. With all of radio feeling the economic pinch, is this the right time to invest in your people and the RAB?

“NOW is the time to focus on core values.”

RAB President Jeff Haley tells the story of a radio company that was asking the same question last year. Should they be spending the money to send employees and managers to the RAB conference?

“This particular broadcaster did make the investment, and we’re glad they did. The company decided to send 44 employees to the conference. And those 44 decided to split up so they could attend every single session. Then, to help those who did not get to attend, they actually developed a blog where they could share ideas and stories.”

Those people met at the end of the day to swap information before blogging to the ‘folks back home.’ “They shared ideas. They swapped stories. Bottom line is, there were money-making ideas to put in use once they got back to their stations.”

“Any radio company can do the same; send some of your managers and salespeople. With over 45 sessions planned during the conference, there will be plenty of ideas to share...ideas that will make money.”

Haley points out, “Now more than ever it’s time to focus on the core values of what drives the business. Our sessions are very focused on those things that will make a difference to stations, like digital advancements.

One panel focuses on how agencies work, so you’ll have a better understanding of what they need, and when.” Sheila Kirby, chairperson for RAB 2009 and CEO of Morrison & Abraham says: “Education is the key to success for salespeople. And education is what we offer at this year’s conference. What categories will be most active in 2009...how do salespeople sell in a digital world? Training is tough on a local level, so one of the best ways to educate your team is to send them to the RAB conference, where they get exposure to new ideas and to the best training sessions available.”

“Succeed in a digital world.”

“If you want your sellers to be recognized as experts in the digital field, the conference is the place to make that happen because RAB is now offering the Certified Digital Marketing Consultant (CDMC) program.

This new designation for radio sellers is designed to recognize expertise in new media marketing. “Training starts on Sunday March 15th, just before the opening of the conference, so attendees won’t miss any of the important sessions.” The RAB will offer the complete CDMC course as an option for conference attendees. “CDMC is just another reason to attend this year’s conference.”

The keynote speaker for 2009 is Andy Stefanovich, the founder of Play, an innovation consultancy. Andy will share a message about innovation, fearlessness, and the power of possibility.

“Every year, RAB conference attendees generate significant ROI within days of returning to their stations because of the ideas they take back and implement immediately.” And that’s what it’s all about.

“We’ve always said that (attending the conference) should put dollars back in your pocket, and we really believe the sessions, panels and networking in Orlando will do just that.”

Is your station struggling with a format that just doesn’t deliver the true money?

2009-01-27T07:51:00.000-08:00

It’s time to consider a change to a format that attracts a more desirable demographic; People with the most disposable income! Even in these challenging times the Boomer generation that is doing well and driving the economy. Even some of the “top brass” in television have acknowledged that 18-49 may not be the “holy grail” of advertising anymore.

Broadcast Architecture’s® Smooth Jazz Network® is a hit with programmers and listeners. Company President Allen Kepler confirms “It’s the best kept secret in radio. The demo is a great one to sell. Ad buyers are looking for our listeners.”

“Broadcast Architecture has been in business since 1988. We’ve perfected the smooth jazz format through years of research and experience. But producing the Smooth Jazz Network and The Smooth Jazz Top 20 Countdown show is only part of what we do.”

“We are a programming AND a research company. Broadcast Architecture started in research (music, features, talk, etc.), which is a major part of our core business. Our research division provides services to all formats, both in the U.S. and internationally.”

BA is a leader in research innovation.

“BA was the first firm to introduce ‘dial’ technology, and we still use it. We also have other proprietary tools that make us the leader in research for stations.”

Kepler, who joined Broadcast Architecture in 1990, adds, “With the proliferation of broadband in most homes, much of our research has moved online. We’re finding it more practical to get a typical radio consumer to take part in a project when we ask them to sit in front of their computer instead of driving to a hotel ballroom.

“BA’s business is pretty evenly split between research and programming…meaning about half of what we do is research for stations of all formats, and half comes from the full time Smooth Jazz Network, and from our weekly 2-hour short-form program, the Smooth Jazz Top 20 countdown™. It’s the only show of its kind in this format.”

“We launched the format two years ago, and now have 36 network affiliates from markets as large as Chicago and as small as Sun Valley, Idaho. We’re personality driven; Ramsey Lewis, Kenny G, Dave Koz, Norman Brown, Brian Culbertson and Paul Hardcastle are stellar on-air talent, as well as superstars as Smooth Jazz musicians. Miranda Wilson, Maria Lopez and Billy Raven are nationally renowned format air talent who round out the veteran talent lineup.”

How are ratings for the Network?

Smooth Jazz Network affiliate WSJT/Tampa switched from local programming to our network in October. In Summer ‘08 they were 18th among 25-54 adults. In Fall ‘08 they quickly rose to 9th. In the December monthly extrapolation, they jumped to 2nd 25-54. This vividly displays that this format can deliver ratings, and still sound local. We do a huge amount of localization in each market.

“Our mission is to significantly enhance and strengthen our client station’s market position by providing the most advanced research and strategic consultation available. Our success is measured by transforming accurate and actionable data into an effective strategy that will deliver superior programming, improved ratings and higher revenues.”

Need a format that delivers ratings & revenue? Need state-of-the-art, cost-effective research services for any format, in any corner of the world? Call us.

Contact: Allen Kepler, President
818-461-8016
AllenKepler@broadcastarchitecture.com
www.broadcastarchitecture.com

Marketron Exchange: Making Radio Easier to Buy.

2008-12-01T09:28:00.000-08:00

Marketron Exchange is an e-commerce platform that allows nearly 6,500 radio stations using Marketron, Visual Traffic, or DeltaFlex business systems to communicate electronically with media buyers. It enables orders, invoices, and proof-of-performance data to flow electronically—eliminating the need for manual processes, reducing discrepancies, increasing radio’s accountability by delivering accurate proof-of-performance to buyers, and bringing more revenue to radio by making it easier to buy.

In early December, Marketron and Katz Media Group will announce that in early January, national orders will be distributed to Marketron stations electronically using this new platform.

“The ability to distribute Katz orders electronically is the first milestone in one of the most important industry-wide initiatives ever.”

“Marketron Exchange is a giant step forward for Radio, says Pete D’Acosta, Marketron CEO. “Beginning with national business and expanding to all radio, sellers now have a process that will eliminate discrepancies, reduce operational costs, and open the door to buyers of all traditional and non-traditional radio inventory.”

D’Acosta has participated for nearly a decade on industry committees formed to establish standards for electronic communication between media buyers and sellers. This experience convinced him that the only way to overcome radio’s communication gap was to develop a single platform to build bridges between proprietary buyer and seller systems.

“The industry has no transportation infrastructure, therefore no industry-wide connectivity. Our goals were clear; eliminate the barriers between buyers and sellers. Create a consistent way to do business in Radio.”

D’Acosta adds that, “We can’t overlook the importance of this initiative. Every major industry in the U.S. has moved to electronic commerce. Banking, retail and travel have realized extraordinary benefits from the accuracy and immediacy of e-commerce. The bottom line is that Radio needs the efficiencies that this technology brings. We want to work with all companies involved in buying or selling radio to move our industry forward and make radio easier to buy.”

Clicking a single button delivers orders to nearly 6,500 radio stations.

Making stations more accessible means new revenue for Radio. Stations previously left off of national buys because they were too difficult or time-consuming to buy are now as easy to reach as the largest station in the largest market. Stations control the acceptance of all orders, confirming electronically and moving them seamlessly into their traffic system. Invoices are returned using the same electronic pathway saving labor, paper costs and postage.

Eliminate discrepancies, reduce operational costs, and open the door to all radio buyers.

Orders received electronically do not need to be re-keyed into the traffic system, reducing labor, discrepancies and communication errors. Proof-of-performance gives buyers immediate accountability ensuring a stronger relationship with stations. Electronic invoices mean faster payment and reductions in paper, postage and labor costs.

Marketron is committed to advancing our industry through better communication. Sign up for Marketron Exchange today, risk free. We guarantee that if you don’t see the benefits, you don’t pay.

Call 208.788.6800
sales@marketron.com
www.marketron.com/exchange

VMIX Video Solution

2008-11-24T07:40:00.000-08:00

YOUR WEBSITE. YES, IT CAN...
SHOW YOU THE MONEY!

Just one year ago, under one-third of online households had watched online video. Today, that number has risen to more than six out of ten. Video has gone mainstream; and if your station web site isn’t leveraging this interactive and engaging medium and making money at it, you should be! VMIX will show you how.

“In these changing and challenging times, we must look for new opportunities that produce revenue immediately”, says VMIX President and CEO Mike Glickenhaus. “I have seen firsthand how newspapers and television are making significant revenue with their websites. I am a ‘radio guy’ who wants to help radio even the score! VMIX will bring your website to life with video you and your listeners’ control, which stays on your site so you can monetize it. Video content takes radio beyond the theatre of the mind and gives you a brand new medium and new revenue stream.”

“The internet is the only area that is generating more and more in ad dollars every quarter, and if your strategy is not on target, or if you don’t have a strategy, you are simply missing the cash!”

“You need the web – but where’s the money?”

Mike adds, “You know you need your web site – it’s a powerful marketing tool, an important resource for listeners, and most importantly, you know you should be making money from your web site… but how?”

The easy-to-use VMIX video solution for radio provides the tool you need to add video content - and multiple ways to make MONEY. You have a bond with your listener; engage them further with your website. Connect your advertisers with your audience directly on-line.

VMIX has worked with over 200 local media outlets, in markets large and small, to not only provide online video, and photo solutions, but to provide an overall revenue strategy for your web site and your sales team.

“Why do I need video on my station’s web site?”

Your business relies on advertising revenue – so you need a strategy to monetize your web site – not only the video on your web site, but the audience you are building, too. Recent studies by the Interactive Advertising Bureau (IAB) show that online video ads are on average commanding three times the rate of display (banner) ads.

“Why is VMIX the best video solution for my company?”

WE ARE RADIO PEOPLE! VMIX is more than a technology provider – we supplly a unique combination of cutting-edge technologists and seasoned media professionals. Mike says, “We are the only company that can bring a team of radio professionals with over 80 years of combined sales and/or management experience to your disposal! We understand not only our digital world, but most importantly your radio one!”

“I really can’t afford any more expenses. How can I do this?”

“We understand times are tough, that is why our solution is scaled for the size of your company from small markets to major groups we can create a unique pricing strategy for you.”

Having video on your site is just the start, knowing how to make money with it is the key. That’s why you need an expert team like the experienced media professionals at VMIX to assess your market and potential, advise you on successful “Best Practices” strategies with PROVEN RESULTS, train your sales team, and help you to effectively make money from your web site.

Video is the key to helping your websites make 2009 a homerun - VMIX can show you how! If you’re ready to cash in for 2009 call VMIX!

Contact:
Mike Glickenhaus, Pres/CEO, 858.792.8649 x 157
Dan Charleston, SVP, 858.252.2222 x 163
visit: www.vmix.com

Emmis Interactive

2008-11-18T08:38:00.000-08:00

DEVELOPING A PROFITABLE
DIGITAL STRATEGY

Over the past decade, most radio stations have established a website, but very few have made any money with them. Emmis Interactive, Inc. helps radio develop a digital strategy and build a profitable, sustainable business that will make money for you and your clients.

“Are radio stations making money off the internet?”

“YES - but not just off the internet”, says Rey Mena, Co-President of Emmis Interactive, Inc., who reminds us that 5% of Emmis’ domestic radio revenue came from their digital programs last year. “We were asked by other broadcasters to share our success with the entire industry, and Emmis Interactive, Inc. was born. The company has partnered with over 120 radio stations in the U.S. and Canada to help them find solutions for advertisers who want to go beyond spot radio, but don’t know how.” Mena adds, “We help managers and sales people think differently about their radio properties. With all the digital channels available to them today, it’s imperative that they go beyond the one-dimensional experience of broadcast radio. We help them understand how to operate and sell in the interactive space.”

“The key to making your digital strategy work is ‘engagement’.”

“Today, just having a website that displays your basic station information, such as music news, concert info and jock pages is not enough. The market has matured and your listeners expect much more. That is why we developed BaseStationTM, our proprietary Content Management System. It helps our clients develop websites that ENGAGE their audience.” Rey adds, “It’s all about building a relationship with listeners. It’s about having a conversation with them rather than just talking to them. It’s also about helping stations develop a 360-degree brand experience that engages the listener on how they want to and where they want to.”
“We empower you to create unique ideas for your clients that in turn, create new revenue for you.”

“We have plenty of success stories we share with our clients. For example, our work for Ryland Homes in Phoenix. The company wanted standard radio stuff, spots and a Saturday remote. But we knew a digital approach would be more effective. So we suggested taking a different approach and created an online Cyber Remote. It made it convenient for the listener and more effective for the advertiser and less expensive for the station. Anyone interested had the opportunity to do a walkthrough of the properties from the comfort of their home, see if they were interested and sign-up to get more information.”

The Bottom-line is…”they received 185 qualified leads and sold 6 homes which resulted in a huge profit for the client and a very satisfied client for the station.”

“Our strategy works in any size market, from New York to Terre Haute, IN.”

Emmis Interactive builds interactive strategies that will attract new listeners, new clients and more money, no matter what size market you operate in. Mena states, “We believe radio is perfectly positioned to take advantage of the interactive space, and we provide the training and leadership to get you started.”

“We offer the tools, training and industry insight to help you manage each step of the process. From on-site sales consulting to online video training, we’re committed to your success. We truly do enter into a partnership with the stations we work with. Our success as a company is only achieved when our clients succeed.”

“If you’re ready to build a significant interactive business, contact Emmis Interactive.”

Contact: Chris Campbell
Director of Sales Marketing
Emmis Interactive, 312-986-7338
chris@emmisinteractive.com
www.emmisinteractive.com

CUT YOUR SALES BUDGET. DUMP YOUR WORST SELLER!

2008-10-14T07:17:00.000-07:00

Budgets must be cut. Replace the salaries of non-productive sellers with the new media power of a Radio Sales Website from www.salesimaging.com.

Sales Imaging’s Supersales Website {+eBlaster} is a game changer. It combines the power of today’s internet and email marketing to generate new business and substantially improves the relationship between your radio station and local advertisers.

A Supersales Website {+ eBlaster} delivers your radio sales department a big-market online presence at a small market price. Best of all, there’s no commitment. It’s 100% maintenance free, and you can try it free for the rest of 2008 with no strings attached.

Sales Imaging is led by former DOS, RAB/NAB Speaker, and creator of RadioSalesBlog.com, Gregg Murray. Gregg has taken his radio sales, management, and marketing experience, and combined it with a saturation of new media expertise; including all manner of online and email B2B behaviors. His bookshelves, audiobook, and podcast collections include all things regarding modern sales, marketing, branding, presentation, and technology.

Your Radio Supersales Website {+ eBlaster} is a radio sales machine for your station(s) or cluster. It generates new advertisers and gives you instant credibility with today’s hard-to-impress decision makers. And it’s completely branded with your station logo(s) and company identity.

Your Supersite includes fast-opening flash and PDF versions of your media kits, as well as a home page audio greeting from the Market/General Manager and audio introductions for each of your station(s). It’s all online for clients and prospects to view and hear 24/7.

You also receive promotional tools that drive new business to your Supersite including: pre-produced promos (for on-air), web banners (for your programming sites), and Google, Yahoo!, and MSN search engine optimization.

Here is how over 200 radio stations in 40+ markets are generating new revenue by modernizing their sales department with their new Supersales Website {+eBlaster}:

Web Leads: Web Leads are emailed to you after a prospect has filled out one of the contact forms throughout your Supersite. Your sales team turns those prospects into clients. Over 10,000 new radio advertisers have been generated through these Supersales Websites.

Call-in Business: After visiting your Supersite, some prospects choose to pick up the phone instead of filling out a form (these aren’t warm leads...these are hot leads).

Respect (= Revenue): Advertisers view your sales department as progressive, modern, and professional. This means more confidence to spend more on radio.

Online Sales Calls: When your sales team can’t get in front of a prospect/client, they can use your Supersite for an online sales meeting. Perfect for out-of-market agencies or out-of-the-way advertisers.

Does it work?

Visit www.salesimaging.com and listen to the 25 audio testimonials from managers just like you, as well as 15 real world scenarios of how new revenue is being generated.

Try it FREE for the rest of 2008. No strings attached.

No budget? No problem. Try your own Supersite {+eBlaster} for the rest of the year FREE. If you like it, you can add it into your 2009 budget. If not, walk away. No questions asked.

Go to www.salesimaging.com for the free list: “15 Ideas to Moderize Your Sales Department”

SAVING $$ MAY NOT REQUIRE A SHARP PENCIL AFTER ALL!

2008-09-30T07:54:00.000-07:00

Attention Market Managers and Group Heads:

No doubt you are scrutinizing your budget, looking for ways to cut expenses in the next fiscal year. After years and years of cuts, it’s getting harder and harder to find anything to cut that won’t have a negative impact on your cluster.

Here’s one way to cut expenses and improve your cluster’s performance.

TM Studios has a solution for you. A way to save money AND improve the sound of your station.

TM Studios will license both our Audio Architecture production library and our Imagio imaging library to ALL the stations in your cluster for the cost of just one station license.

These libraries are the best in the business. There isn’t another production or imaging library that can hold a candle to the quality, quantity and technological prowess of these libraries, and of course, they’re backed by TM Studios’ world famous customer service.

Both libraries are pan-formatic. No matter what your formats, no matter what your production needs, Audio Architecture and Imagio deliver. Have multiple production studios? Not a problem, multiple libraries are available for clusters with more than one production studio. The libraries are available on CD, CD-ROM, Hard Drive and On-Line.

Your cluster can save thousands, and perhaps tens of thousands of dollars.

If you’re running a multi-station cluster, you may be paying for two, three or even four libraries. Maybe even
more. Our product works with all formats. So by subscribing to the TM Studios production library and imaging service, you will cut a huge expense from your operating budget, adding thousands and perhaps even tens of thousand of dollars to your bottom-line.

TM Studios President David Graupner suggests you take a look at your budget and find out how many services you are paying for now. “You might be surprised to find the savings of switching to TM Studios could be substantial. And you get a great product that fits all stations.”

Why are we doing this?

Graupner answers: “The nation may not technically be in a recession, but radio sure is. And, after years of working with the best in radio, we want to help with a solution that meets the needs of the industry.”

“Since many of our contracts are barter, you may not save cash, but several minutes per week are returned to your inventory to sell. Either way, the station and cluster will benefit.”

“Now you can pay for one service, save a ton, or create new inventory to sell, and still get the quality product you need for all your stations. It’s easy to say yes!”

“Like all of our products, Audio Architecture and Imagio are available for cash or barter. We can’t solve all your budget problems, but we can save you a big chunk of dough when it comes to production and imaging. It’s cluster balm for executives working with long knives.”

TM Studios will license both our Audio Architecture production library and our Imagio imaging library to ALL the stations in your cluster for the cost of just one station license. Call us and start saving money immediately!

Call or click here to learn more:
(972)406-6800
Budgets@TMstudios.com
www.TMstudios.com

Full Color Coverage Maps At An Affordable Price.

2008-09-09T08:02:00.000-07:00

Remember when every radio station used a coverage map? Many had them on the wall of the reception area, or in the studio of every station. Radio Illuminated is helping coverage maps make a comeback with quality maps at great prices.

“Not just a black and white picture with a circle in the middle!”

Radio Illuminated provides highly accurate full color AM and FM radio coverage maps to aid sales, engineering, owners, brokers, or anyone else in the broadcast business. The parameters to draw these maps come directly from the FCC database so accuracy is assured.

Radio Illuminated owner Debbie Webber knows what the customer wants. “I’ve been in the radio business all my adult life in one capacity or another. My qualifying experience comes from working with the software for the last ten years and from being mentored by a life-long broadcast engineer who saw that I had the capacity for the work.”

“Everyone needs the diverse information these maps offer, and no one else offers these types of maps on an as-needed basis. A basic map offers a beautiful color topographic background with population count, with the capability to add as much information as desired depending on the use of the map.” And prices are very reasonable. “You can order a basic map starting at just $135. Most stations don’t have a research person who can find the information we supply and most mapping companies don’t offer the level of quality we do at the low price we offer,” according to Debbie. “These maps look great in an office, in the lobby, or in the studio and you can use the map on rate cards, on the station website, on engineering reports, or anywhere else you need accurate information regarding coverage.”

“Media brokers are our biggest customers, followed by GMs/GSMs at the station. Accuracy is our specialty along with the ability to customize any map.”

Click below to open a sample full color, contour and population map.

In addition to basic maps, options include:
• FM Longley Rice Signal Mapping with population data at varied signal strengths
• AM Nighttime IFRSS Calculated Contours
• Ethnic population counts
• Studio to Transmitter Path Analysis
• Contour Overlap population analysis
• Zip Code Listings
• Simulcast Compliance Studies
• Comparison Studies - Chart two or more radio stations on one map to compare population

Need a map? Call us, or visit our website for info.

Contact Debbie Webber,
Radio Illuminated - 805.484-4637
radioilluminated@gmail.com
www.radioilluminated.com

How do you call ANY revenue non-traditional?

2008-08-12T09:05:00.000-07:00

Have you noticed that “non-traditional” is the category which, for radio, continues to grow every single month? Regardless of what you call it - the money is still GREEN! And most stations and clusters need more of it. Fusion Innovative Marketing has proven ideas that will get your clients (and prospects) to spend more money with your radio station.

“We create turnkey integrated programs that your advertisers will buy.”

Fusion Innovative Marketing President Jay Freedman says, “Why swim with all the sharks (competition) in the red water? Fusion is designing new ways to go after dollars that take you from the red water to the blue water!” Freedman is part of a team that has orchestrated more than 3,500 customized sales programs and promotions for over 600 radio stations, advertisers and marketing groups in 300 markets. These programs have generated over $40 million at the local level for its clients.

What kind of programs? “We’re all about delivering programs that are online and out-of-the home focused. The kind of program depends on the needs of the station and its client. “We conduct a needs analysis before suggesting a specific program for a station or client.” Jay adds, “Our experience shows there are so many ways to bring the dollars in. And there is nothing ‘non-traditional’ about it. “Today, its about the “R” (Revenue), and stations need to find it in as many places they can.”

“The primary focus is helping stations get incremental dollars beyond spot.”

Freedman adds, “Whether the station uses our print elements or online content through their website, reading our E-book or Microsite editions, we’ve got countless themes that pair up with every sales category. And historically our 4th quarter programs are some of the most successful, with a focus on holiday initiatives for all formats.
For stations that are event savvy, we provide a 360 degree approach with our Virtual Events application, online event content, e-magazines and tangible guides that collectively drive results and revenue for stations.

Our Virtual Career Fair provides a website that looks just like you are walking into an exhibit hall. “Users can visit a booth, submit resumes, chat live, watch a video about the client; we’re able to put users right there. For sports stations we created a Pro and College Pick’m game that is 100% locally customized to a station and its advertisers. It carries a large grand prize and is built to keep listeners coming to your website week after week.”

“Building non-spot radio revenue is the single most important goal today.”

The sooner you evaluate all of the attributes of our program the sooner you can realize its growth potential!

Jay reflects, “Radio salespeople and managers are doing so many things right, and the single biggest challenge is having too much on their plate. Our specialists have extensive experience and success delivering ‘How to do it’ in a box, so all a station has to do is go out and sell.”

Fusion now offers a barter program designed for maximum station revenues with zero expense falling onto your budget. Our annual program combines three or more Fusion programs, complete with the same great content, flexibility and service as a CASH program, paid via a weekly schedule on one or more of your stations for 52 weeks.

How are you going to deliver your budget numbers this quarter? Fusion Innovative Marketing offers solutions for all revenue lines, event marketing, internet revenue, even spot revenue increases. Call for details and we’ll explain how we can deliver new revenue.

Contact Jay Freedman,
Fusion Innovative Marketing
jayfreedman@fusioninnovation.com
www.fusioninnovation.com

Video, print and web -- Outstanding design services for the radio industry!

2008-08-06T09:38:00.000-07:00

Does your radio station have a really good website? Are all your pictures, graphics and visuals up to date? And do visitors come back again and again? Video is becoming as important as audio for attracting people to your website. Radioglue can make your website ‘sticky’.

“RadioGlue will help your website and presentations come to life!”

It’s important for a station to look as good as it sounds. The online world is invading every industry and radio is no exception. Your clients and listeners are now looking at radio in an all new way. How your station is represented visually has never been more important.

Well produced video segments give visitors a reason to return to your website. Need pre-roll ads created for your internet stream? Did your promotions team just shoot raw video footage at an event? Want to create an online video segment using your on-air personalities? Radio Glue will edit it to perfection.

Radio Glue partner Tom Stark spent a dozen years in radio before noticing a niche where he could serve the entire industry. “Radio staions need good web content and better print presentations, but often try and save a few dollars by giving the creative job to in-house personnel that don’t have the time or talent to build impressive, appealing collateral. RadioGlue can give you a professional look at a reasonable price. Your listeners will truly be entertained, and advertisers will be impressed.”

“Online (or emailed) media kits tell you story 24 hours a day.”

Local media buyers may know all about your station, but out of town buyers don’t have the same resources. RadioGlue can help. Tom says “ We produce online media kits that tell your story and provide 24 hour a day access to all the information buyers need.”

“Have a brilliant idea for a billboard but need someone to create it?”

Visuals have never been more important to the radio industry. Tom remarks, “RadioGlue’s primary goal is to make your station’s visuals look every bit as good as your station sounds. With over 15 years of radio experience, our designers know a thing or two about the radio industry, and how to create a good look.

Good video on your website really enhances the website experience for the listener. Get the most out of your personalities by featuring interesting video on your website. Stark comments “It’s got to be related to the personality. Show your morning team interviewing artists, or working for the charity they always talk about. Listeners will love it.

“One of our clients, a rock station in New Jersey embraced video and had each DJ produce their own segment. They talk about their lifestyle, music news and artist news. They talk about local bands, local clubs; The afternoon guy did a segment on his fantasy football league and did updates. It’s a real hit.”

“Radio is local - so make your website local too.”

You can make local look good! RadioGlue will take your raw video and return segments with logos and graphics, ready to post on your site. “We also produce pre-roll commercials for your streaming site at an attractive price,” Tom added.

RadioGlue is set up to handle all of your visual needs, from video, to print, to web design. And we offer free estimates. Look at your website, your sales presentations, and your station collateral. If you need a new look, call us. We’ll make your station, and your website, sticky!

RADIOGLUE
Contact Tom Stark, Partner
732.416.0900
info@radioglue.com
www.radioglue.com

Don’t fear the future...There’s too much to do today!

2008-07-29T09:16:00.000-07:00

Sounds like unusual advice, right? Yes. HD, the internet, and podcasting are important, but we need to keep our eyes on the main revenue stream - our terrestrial signal. AC Radio consultant Gary Berkowitz has been showing folks how to do just that for over 30+ years.

Today, AC Radio is still one of the steadiest and most listened to formats in America and Gary says it’s time to look at all of the positives of the business and not allow the negatives to get in the way of success. For him it’s about working in partnership with stations on new programming and fresh marketing ideas, while embracing the new technologies available. Berkowitz says “Programming and sales need to work together more than ever to raise both ratings and revenues.”

“I specialize in one thing: Helping AC radio stations improve their 25-54 ratings.”

Berkowitz works with some of the most successful AC stations in the country. He begins with custom strategies based on the market and then works with program directors and general managers on every aspect of the product. Programmers busily work with talent, websites and a variety of other issues while Berkowitz stays focused on the station’s sound. “Many of the PD’s I work with look at me as their co- PD who is only a phone call away. Since I work for a limited number of stations, you get my total attention to detail.”

“When you hire Gary Berkowitz, you get Gary Berkowitz.”

When you hire Gary, you get Gary. No associates. No second stringers. Berkowitz feels this personal, one on one attention is a key success factor in his client-consultant relationships.

“How do you advise stations on marketing and research when there is no available budget?”

There is a way. Working one on one with each station, we find ways to do the research and conduct good old fashioned no cost/low cost grass roots marketing. From effectively using database communications, fully utilizing interns, to making sure the station van is out of the station parking lot and out on the town as a moving billboard! Small things make a huge difference.

“Satisfied clients say it best.”

Berkowitz currently works in all size markets. One of his most successful partnerships is with Greater Media’s WMJX, Boston. VP/Program Director Don Kelley comments “Gary tells you he specializes in helping AC stations improve their 25-54 numbers - and we’re a perfect example of how true that is. Gary has been our consultant at Magic 106.7 for 11 years. During that time, we’ve been #1 25-54 Adults 39 times. We’ve been #1 25-54 Women 48 times. I’m talking books, not trends. He is myopic about helping AC’s win 25-54 and he is very good at it.”

Opus Broadcasting President Jim Shea comments on Gary’s work in smaller markets. “As a small market owner, we use Gary to help us keep our AC in Monroe, Louisiana at the top of the ratings. We always feel that Gary is focused on our success. Calls are returned quickly, and there is a lot of attention to detail. “

Another ratings report card is just around the corner. “When you look at the cost and worth of your station, and the potential increase in revenue with better ratings, the fee for hiring me is a small investment.”

Contact Gary Berkowitz
Berkowtiz Broadcast Consulting
248-737-3727
gary@garyberk.com
www.garyberk.com

Doug Stephan’s GOOD DAY

2008-07-15T08:45:00.000-07:00

Real People and Real Talk
Doug Stephan’s GOOD DAY!

If content is really king on radio, then put the crown on Doug Stephan. Affiliates in almost 400 cities agree. They are fans of his “major market” sound and production.

“We succeed because we know our target – adult women who want to start with a ‘good’ day’,” remarks Stephan, “To make their day even better, we’ve expanded `Good Day’over the years adding fabulous co-hosts, all brought on board to appeal to listeners who want news, laughs, information and community. They like our team who really enjoy sharing the fun, foibles and frustrations of day-to-day life, We do a great job reaching our audience and keeping them as active listeners and participants in our show.”

Good Day hosts: Maria Bailey, Ken Kessler, Doug Stephan, Roberta Facinelli, Jennifer Horn, Rich McFadden.

“We’re up 200% among women listeners in some markets.”

Adults 35-54 are Stephan’s target, but “Good Day” is also designed to appeal to a wide audience and boasts excellent station success stories. “With a large ensemble cast like we have, it’s easy to find something you like,” Doug says. While primarily Talk, ‘Good Day’ also works with some music formats. So how did Doug decide on a career in radio? “I wanted to lose my harsh Massachusetts accent. I was constantly teased in high school because of my New England twang. So I needed to change my sound and the GM of my college radio station agreed to help me. I lost the accent and got an on-air shift. That was in 1964 and I’ve been on the air ever since. It’s hard to believe there are only 3 shows on radio that have been on the air longer than Good Day.” (Rush Limbaugh, Bruce Williams and Dr. Dean Edell)

While Stephan’s “Good Day” morning show and three-hour weekend “TalkRadio Count Down” now air on a combined 400+ stations, becoming a talk host is something he actually stumbled into. “In 1974, I was doing mornings on WKOX in Boston,” he recalls. “Both mercury switches for our turntables failed and I couldn’t play records. We had no music on cart so I started talking. I followed local politics/issues and always had an opinion but until then, my boss had told me to be quiet and play the records. Well, I had to talk that day and haven’t played music on the air since.”

When he’s not on-air, as owner of Eastern Massachusetts’ largest dairy farm, Doug is usually on a tractor planting corn, bailng hay and working on a bio-diesel plant he’s building. But his heart is in radio. He says, “The best part of my day is being on the air with my co-hosts and friends and the listeners.”

“I want to help my affiliates make money and keep listeners.”

Acutely aware that stations need high quality affordable programming, Doug points out, “Our show is all barter - but with major market talent. We know the goal is to sell spots at a high rate. We do everything we can to help stations make money.” Doug’s General Manager Bob K says “Doug wants the stations to be totally connected with the show and we want to help. Doug can become the voice of the station and is happy to cut promos, contest information, liners, weather and anything else the station wants. We grow when the local station does. It’s really a team effort.”

Real People and Real Talk
Doug Stephan’s GOOD DAY
Contact Bob K
Stephan Multimedia – 877-541-5250
bobk@dougstephan.com
Hear our demo at:
www.dougstephan.com/affiliate

ABOVE THE NOISE!

2008-06-24T08:51:00.000-07:00

Jimmy de Castro and Dan Patrick
tell you how to get ABOVE THE NOISE!

In sports, every generation has a voice and personality who stands out from the pack and is uniquely capable of transcending “the noise.” For years it was Howard Cosell with his “Speaking of Sports” Now, Dan Patrick has emerged in that rarified air and tradition with the appropriately titled “Above The Noise.”

“Unique voice, credibility, insight, funny, connected and hip — Dan has it all.”

Radio innovator Jimmy de Castro is building a business around larger-than-life sports personality Dan Patrick. The Content Factory is the name of the former AMFM CEO’s new entity and it has ambitious plans for Patrick with radio at the forefront.

After seventeen years of being the face of ESPN’s flagship SportsCenter and ten years on ESPN Radio, Patrick last year launched his Content Factory morning radio show and it’s already on about 115 outlets. “The Dan Patrick Show has now found yet another niche,” declares de Castro. “Dan offers his thought-provoking sports and entertainment `Above The Noise’ commentary in stand-alone segments.”

The daily series of Patrick’s fresh, sharp 60-second insights debuted earlier this month on over 100 stations and is already an instant hit. “We got immediate clears on Sports stations around the country in all-size markets, including L.A., Chicago, San Francisco, RIchmond, Norfolk and Minneapolis.”

“It’s a great extension of a really well-known brand.”

Many stations carrying “Above The Noise” are “Dan Patrick Show” affiliates. “It’s a great extension of a known brand,” Chris Crane, Managing Partner, comments. “The feature can run as many times as you like and can also be highlighted on a station website.”

An early believer is Chicago’s “Score” — CBS Radio’s Sports WSCR – where “The Dan Patrick Show” airs at night. PD Mitch Rosen says “Our listeners love Dan and enjoy his insight on timely topics.

PD Mitch Rosen says “We air ‘Above The Noise’ in afternoon drive and I’ve noticed our local host will extend Dan’s topic into an on-the-air conversation. It’s also becoming popular on our website. We’ve already noticed an increase in visitors and downloads.”

“Dan knows how to entertain listeners and knows what they are thinking.”

Meanwhile Entercom Sports KCTC/Sacramento airs the full “Dan Patrick Show” in afternoon drive and slots “Above The Noise” in the 11am hour.

“Dan is a big asset for the station,” comments PD Brian Lopez. “He’s so well respected because when he comments on something it’s usually what the audience is thinking but can’t put into words. `Above The Noise’ is a solid feature.”

“Not just for sports stations!”

According to de Castro any male-oriented station— not only all-Sports facilities — should consider the feature. “Dan is very knowledgeable and entertaining and comments on a variety of subjects,” de Castro remarks. “His commentary includes entertainment in addition to sports.”

CBS Radio/Baltimore’s FM Talk WHFS (106.7) has just added the feature to it’s all star talk — not sports — lineup and de Castro advises, “If you want this type of credibility on issues male audiences want, you should get it...before someone else in your market does!”

“ ‘Above the Noise’ is about telling great stories and offering opinions that will stick with listeners all day long.” —Dan Patrick

Contact Karen Peterson
The Content Factory - 214.221.7979
kpeterson@thecontentfactory.com
Demo: www.thecontentfactory.com/abovethenoise

Strategic Radio Solutions

2008-06-17T08:38:00.000-07:00

Not Just Research...

It takes more than luck or instinct to create winning content for your radio station. Creativity, content and quality research will help deliver the highest ratings and the most revenue. Strategic Radio Solutions is a partner that can help you with ratings and revenue.

“Strategic Radio Solutions was founded because its partners saw a need to provide radio stations with new kinds of research designed to deepen relationships with listeners.”

Founder Kevin Cassidy explains: “When you look back, radio research had not changed substantively in 15 or 20 years, yet media habits are changing at a rapid pace. We have developed some new research practices and tools designed to give more actionable information in this new media environment.”

SRS does a lot of moment-to-moment content testing with electronic dials. With PPM knocking on the door, this tool is invaluable for programmers and talent in learning how the audience will react to their content in real time. Cassidy adds, “Someone actually called our system ‘The Personal People DIAL’. It’s like WATCHING someone use the radio, only in this case, we can follow-up and discuss WHY they reacted as they did.” We use our “personal people dials” for testing personality content, station imaging and music flow. “Our dials even have a ’tune-out button’ to show exactly when a listener would actually leave the station during a talk break.” SRS also has a special test to measure the effectiveness of commercials running on the station – the advertisers love that!

“We pioneered the Brand DNA study.”

SRS pioneered radio’s first brand-centered research with the Brand DNA Study. Hal Rood, a partner at SRS, continues: “When we studied how other industries research their brands and measure brand strength, we realized we could leverage

that into a deeper form of strategic research and brand development for radio. This study is not just about the programming attributes of the station, but about all the perceptions that are fueled by marketing, peer and family influence, positive and negative experiences with the brand, etc.

“Finding strategic solutions is our specialty.”

One of the founding principles of Strategic Radio Solutions is to not just provide research to clients, but to provide solutions to help a station achieve its ratings and revenue potential. As every broadcaster knows, research dollars are becoming more scarce; every bit of your research budget needs to be impactful. Based upon market perceptions and tastes, SRS works with broadcasters to develop a strategic plan that helps the radio station reach its goals.

The most important part of research for a radio station is that the results are actionable. “Our clients have told us that what sets us apart from other research companies is that we build a detailed plan that will bring measurable results. Hearing those words makes us so proud, because that is what we strive to provide each client,” says Rood.

“A Strategic Market Study is the best place to start because these studies help dictate the overall strategy of the radio station,” explains Cassidy. “This study will get everybody focused on the one or two things that are critical for a station to do in order to achieve its goals. This plan is the living, breathing strategic document that helps guide the day-to-day work of the station to ensure the station stays focused on how best to achieve the goal.”

Strategic Radio Solutions currently works with leading stations and broadcast groups across the US and in 24 countries worldwide.

Contact Kevin Cassidy, President
206-347-2188
Kevin@strategicradiosolutions.com
www.strategicradiosolutions.com

McVay Media Partners

2008-06-03T09:04:00.000-07:00

You’re not in the radio business...
You’re in the MEDIA business!

McVay Media President Mike McVay confirms it takes more than terrestrial radio to compete in today’s crowded media world. To reach every potential listener, your product mix must include, among other things, terrestrial radio, Internet radio, podcasting, websites, text messaging and much more.

After all, your listeners are using radio in a completetly different way than ever before. And not all are using a “radio”.

“People hire me to get the biggest ratings possible — only then can a station get the highest rate for its commercials.” McVay is a 35-year radio veteran and has been an owner, general manager, program director, sales representative and air personality. The full-service consultancy bearing his name has more than 20 years of service to broadcasters worldwide.

It is McVay’s contention radio remains quite healthy. “We look at radio as being part of media. All of media is being used differently than 25 years ago. Listening habits have changed over the years, but according to Arbitron rating reports, radio has not lost significant cume. People are using traditional radio less, but if you produce a good product, people will listen on the device they prefer.” McVay adds “Compelling entertainment no matter where it comes from is still successful.”

“Why do I need a consultant?”

Operating a top five station in almost any market requires help with promotions, marketing and sales. “Today’s station managers work hard on day-to-day operations, while we work hard on the details.” McVay comments, “We’ll work on a short and long-term strategy to get you to better ratings. An increase in ratings will get you a higher cost-per-point and more bottom-line revenue. Your long term goal should be to get a big enough rating and share to scare away competitors and keep them away from your format.” McVay says, “Being #1 in your target demo is never enough!”
Great attention to detail is McVay’s unique selling position. “Local market managers and programmers don’t have the time to watch and analyze every detail like we do,” he explains. “We don’t just tell you what’s wrong, we tell you how to fix and how to improve it. We’re in the solutions business.”

“How do I use new media to improve my ratings and revenue?”

You might not be able to change listeners’ preference of an iPod to radio, but McVay suggests “You can give them content they’ll like through podcasting. Offer content that will develop new listeners, bigger ratings and more revenue.”

“Think about it: You can expand your audience by giving people more of what they want through the listening device they want to use! You can’t always do long bits or always put edgy material on the air. But if it’s in keeping with the style of your morning show, offer the segments as a podcast. Your audience will listen. And the more listeners are entertained, the more they will bond with the radio station.”

“Market size doesn’t matter. It’s time to get in the MEDIA business.”

McVay Media consultants have helped stations in major markets like Denver and also have success stories in smaller metros like Ft. Wayne. “We work with broadcasters on everything from developing online content to recruiting their sales teams and training their executives,” McVay remarks. “We have specialists in all formats and have a long list of happy clients and success stories.”

This is a critical time, McVay says, for stations on two fronts. “Programming needs to be at the top of its game to retain listeners, and sales departments need the best people and training. Having a consultant to help is a very small expense compared to the money we can generate.”

Contact Mike McVay, President
440-892-1910
mcvaymedia@aol.com
www.mcvaymedia.com

2008-05-19T12:04:00.000-07:00

THE MILLION DOLLAR MEDIA REP. ( LOOK IN THE MIRROR! )

If you already bill $1 million or more as a radio sales rep, congratulations! But wouldn’t you like to bill $2 million or more? You CAN do it - even in a sluggish economy. Radio sales can be a great and rewarding career. Don’t just wait for success to happen. Commit yourself to applying the skills that will lead you to become a million dollar media rep!

"How do I become a million dollar media rep?"

Business consultant, former station manager and author Michael Guld has heard the question often. "When I first started training salespeople in radio and TV a decade ago, the goal mentioned by many of them was to become a million-dollar-a-year seller. But often there was no clear path — no real explanation of the skills needed to go from ‘new seller’ to ‘successful seller’. I spent two full years interviewing owners, GM’s, sales managers and salespeople before writing The Million Dollar Media Rep. And the results and feedback are both measurable and very satisfying. I believe this book has a positive effect on every seller that has read it. For a veteran or a new media rep, the fundamentals for success in sales and marketing are the same."

"The only way to transform the business is to transform your knowledge."

"There is no magic bullet or secret path to a successful career in sales. But there are many proven methods to advance your career, make more money and become a million dollar media rep, or to bill $2 million, or more," says Guld.

"To be a sales leader you must become a business development specialist. For your direct accounts, you are their ad agency, marketing consultant and trusted advisor. This book teaches beyond the tools of our medium. A successful seller needs to know more than :60s and :30s. This book equips every seller with essential tools for a rewarding career."

"In a multi-tasking sales environment, we know radio sales managers don’t have time to teach selling techniques, so try giving this book to your sales team. It will help them set goals, prospect better, and more importantly, learn what to do once you get in the door."

"It’s about being brilliant at the basics."

Clear Channel Radio Riverside, CA Director of Sales Scott Welsh says "This book is the best primer I’ve seen for learning the basics of selling in our industry."

"When I read the book, I had already been a station manager for 12 years. I discovered that Michael had finally put into words what I have been saying for all that time!" Welsh adds "You don’t have to be the most creative person or the best numbers cruncher. Just listen for the needs of the client, then understand and meet their needs. Have the desire to understand and ask the right questions — become useful to them."

"Clients don’t care how much you know, but they will eventually know how much you care. Are you talking with them about their business? Or are you talking about your morning show? Get back to the basics and watch your billing increase," adds Welsh.

"The book is a great foundation for under- standing how to sell radio."

Bill Price, GSM for KKLA in Los Angeles adds, "I read the book and immediately bought a copy for everyone in my department. It’s helping new and established sellers be more focused and successful. It’s something they can read many times for inspiration and advice."

"It’s a great investment in your people. The VALUE of exposure to the ideas and methods in this book is significant and invaluable."

To read excerpts of The Million Dollar Media Rep: How to become a Radio or TV Sales Superstar or to buy a copy go to themilliondollarmediarep.com. The price is $25 plus S&H.

Contact Michael Guld, Author and President,
Guld Resource Group - 804.360.3122
mike@guldresourcegroup.com
www.themilliondollarmediarep.com

Advantage Systems

2008-04-23T09:17:00.000-07:00

$400,000 in new direct business in only eight days - plus, 60% renewals!

Generating new local-direct revenue is critical to the life of radio. Advantage Systems Inc. has a long and impresive track record of creating new dollars for radio stations.

“Advantage Systems can make a big difference at your stations by finding new clients.”

After a successful career selling for, and managing, radio stations, Mike LoConte founded Advantage Systems Inc. 11 years ago. In short, Advantage Systems has a plan for new business that works. “Last year, we helped radio stations in 104 markets bring in over 35 million dollars in new direct business. We’ve created almost 185 million new dollars for radio since we started,” LoConte notes. “Sales managers always say they have a problem bringing in new revenue. Our program has proven to work in almost any size market.”

Advantage Systems averages $400,000 per market in new direct revenue from categories you probably don’t currently call on. The return in many markets can be even greater. Triad Broadcasting, Hilton Head SC/Savannah, GA was LoConte’s first client and it’s a cluster where he still works. “We’ve produced over $10 million in local direct business in the past 11 years there. We’re invited back every year and have about a 70% renewal rate in that market.”

“How does it work?”

Advantage Systems reps are not only experienced in finding new revenue, more importantly, they discover it in only eight days.

Here’s how: “It’s a numbers game,” LoConte says. “Our program uncovers hundreds, and in some markets thousands of potential advertisers in a number of different categories. We invite the potential client to see a powerful presentation that we make on behalf of the stations. In the end, we close about 28% of the businesses that come to see our presentation.” The program produces an average of 30-40 NEW clients, and as LoConte says, “It’s an intense program.”
“We deliver annual contracts.”

Imagine having 40 NEW annual contracts. Could that make a difference in your bottom line? And these aren’t national clients, but are clients in your backyard. Businesses where you have a real impact. “The average renewal rate for a client discovered through our program is 60%, sometimes more,” LoConte explains. “So this isn’t a onetime ‘fix’ for a market. It’s a program that some companies now include in their budget since we’ve proven it works so well.”

“Why can’t we just do it ourselves?”

The truth is you CAN - but in today’s busy stations, there’s so little time to concentrate on new business. “Stations create ‘new business’ goals for each salesperson for the year,” LoConte remarks. “But Advantage Systems can achieve or beat that goal in only 8 days. We’re very focused and driven to create new radio clients, because we get a percentage of the success.”

“This program will MAKE your year!”

Just ask Hall Communications Executive Vice President Bill Baldwin Sr. “We’ve been with Advantage Systems since 2003 in all of our markets,” he states. “Last year we wrote over 3 million dollars in our markets. We’re projecting over 4 million this year. We’ve billed millions since we started. We love the program and highly recommend it.”

Baldwin continues “It’s been a godsend for us. Our salespeople get behind the program because 99% of the new clients are new local direct. And the advertisers really love it. We have five or six clients come to every new presentation to deliver testimonials. About 60% of these new clients renew each year. They continue to get great results.”

“This program really does work”, Baldwin adds. “And maybe best of all, it has nothing to do with ratings.”

Contact Mike LoConte, President
843-342-5264
mike@advantagesystemsinc.net
www.advantagesystemsinc.net

--THE BLUE PAGE is published by INSIDE RADIO, www.InsideRadio.com