Pending Business: Calendar Secrets
By Steve Lapa
Lapcom Communications Corp
President
This column should really be called, “How I got transferred from Buffalo to Tampa.” The storyline will help explain the title and offer you a proven technique that should help you sell and earn more.
Before Zoom, Teams and other video conference platforms that drive today’s daily to-dos, sales teams worked hard to fill the day with “in-person” sales calls. Back then, most managers forgot, or did not account for how weather impacted the number, geography and quality of those money making in-person sales calls, until blizzards, hurricanes and mother nature took her toll on productivity. Those of you who work or have worked in northern markets like Buffalo know all too well what 8 to 12 inches of snow can do to a daily plan. The same holds true for southern markets that experience hurricanes that have devastated communities going back to the hurricanes that nearly destroyed Miami and New Orleans. Now it seems wildfires are becoming a more regular threat in western markets. Having experienced most of the worst, like it or not, weather is an unpredictable yet critical variable in your sales plan.
One of the most destructive blizzards in history hit Buffalo during my first year as a young general manager. Retail contract cancellations, stranded employees, and off-the-air due to frozen antennas were draining revenues. It was December and the calendar was winning. After the ice melted and the snowplows cleared the way, we packaged everything we could before year-end to try and salvage the pacing that was leading to a bonus. The calendar won, annual bonus gone, but the learning curve kicked in.
B.G. (before Google) any research had to be accomplished old school: calls, friends, articles, and experts. We determined the average number of weather impact days, just like the guys in the theme park business. We developed a “real world” budget that accounted for weather days, the accompanying limited staffing, and a set aside percentage of revenues for cancellations.
When we began the year, the “real world” budget was put in place. By November of that year, the radio station had achieved its revenue goal for the full calendar year. The day before Thanksgiving I was summoned to the corporate office and was handed a file with a one-way ticket to Tampa, Florida. Goodbye blizzards, hello hurricanes. As a young manager, the sun was much more inviting than the snow, and I am still in Florida.
The discipline of a sales or planning calendar accompanied by “what if” is a must have.
Oh yes, make sure that pencil has an eraser.
Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at: Steve@Lapcomventures.com.
“105.5 FM/1400 AM has a strong history in Clarksville as a source for trusted local news and exciting national commentary. And now, 5 Star Media Group is excited to relaunch the station in a way that honors the spirit of this city and the people who live here. Welcome to ‘The Patriot,’ Clarksville’s newstalk station, featuring local news from ClarksvilleNow every hour Monday through Friday, along with national news from CBS Radio.” 5 Star Media Group operations director Ryan Ploeckelman adds, “In a community with so many military connections – from active duty to veterans, and all the connected families – Clarksville has a deep spirit of patriotism. We’re proud to honor that spirit with this new name and new look for the station.”
fans worldwide who want more in-depth content about the team and behind-the-scenes access and Bucks+ Audio will provide this with podcasts and on-demand audio. Good Karma Brands Milwaukee market manager Greg Scalzo states, “We are excited to partner with the Milwaukee Bucks and redefine the on-demand listening experience for fans. Bucks+ Audio introduces a new era of immersive sports content, from the episodic allure of ‘Behind the Bucks’ to the passionate ‘Hear District’ and the concise, detailed recaps of ‘Bucks in 6,’ the platform is a perfect audio companion for Bucks and NBA fans.” Additionally, Good Karma Brands is currently seeking an editor-in-chief to oversee content strategy, collaborate with creators, represent the brand, ensure a positive user experience and more for the platform. Learn more here: 
This week, more than a hundred thousand inventors, investors, and techy-nerds from over 150 countries swarm Sin City for CES2024. You’ll be seeing all about it all this week on network newscasts and cable news channels and social media.
dedication and service to the broadcasting industry and to the Foundation’s charitable cause. BFoA chairman Scott Herman says, “The Broadcasters Foundation and the broadcast industry lost a great man. As chairman of the Broadcasters Foundation for many years, Phil left an indelible mark. He was passionate about our mission and one of our biggest donors, giving both time and money to helping colleagues in need.” To honor his longstanding dedication to the Broadcasters Foundation, in 2000 the Board passed a near unanimous vote to rename the annual golf tournament and fundraiser, held during the NAB Show in Las Vegas, to the Philip J. Lombardo Charity Golf Tournament. The one ‘no’ vote was cast by Lombardo. The majority of Lombardo’s storied career was focused on buying, turning around, and selling TV stations for his privately held company, Citadel Communications. In 2003, Lombardo was elected to serve as joint board chairman of the National Association of Broadcasters. He was inducted into the Broadcasting + Cable Hall of Fame in October 2015.
Research shows that readers to trade publications like articles with five bullet points. Here are my five bullet points for 2024. If these were to be deployed, you could be thriving by the end of the year. These actions would increase sales and audience share.
hiring Ernst & Young LLP. Yesterday (1/4), Urban One filed the following with the SEC: “On January 4, 2024, Urban One, Inc. announced that it had received notice from the Nasdaq Stock Market, LLC confirming that it has regained compliance with Nasdaq Listing Rule 5250(c) (the “Periodic Filing Rule”) which requires listed companies to timely file all required periodic financial reports with the Securities and Exchange Commission… with the company in compliance with the Periodic Filing Rule, Nasdaq has ceased any action to delist the company’s securities… Nasdaq has informed the company that it will be subject to a Mandatory Panel Monitor for a period of one year, or until December 29, 2024. If, within the one-year monitoring period, the company again fails to comply with the Periodic Filing Rule, the company will not be permitted to provide the Nasdaq Staff with a plan of compliance with respect to that deficiency, nor will the company be afforded a cure period. Instead, upon the Nasdaq Staff issuing a delist determination letter, the company would then have an opportunity to request a new hearing with the initial Hearing Panel or a newly convened Hearing Panel if the initial Hearing Panel is unavailable.”
New York; KNX-AM/FM, Los Angeles; and KCBS-AM/KFRC-FM, San Francisco. As part of the deal, CBS News Radio provides its full news and programming to the Audacy stations, including top-of-the-hour newscasts, CBS WORLD NEWS ROUNDUP, breaking news, special events coverage, correspondent interviews, and audio. Paramount Global EVP of podcasting and audio Steve Raizes states, “This new agreement ensures listeners in the top markets continue to get CBS News Radio’s award-winning national and global news for years to come. This new agreement continues our long-running relationship with Audacy and its stations.”
recovering from prostate cancer surgery last month. DePetro openly discussed his medical condition with listeners, who have applauded him for the right attitude and shining a spotlight on a difficult subject. DePetro says, “I want to thank the incredible outpouring of prayers and support from listeners, and the tremendous team at Dana Farber Cancer Institute in Boston. Cancer-free in 2024 and it feels great.”
Longtime radio personality and voiceover performer Mark Wainwright writes today in a piece for TALKERS magazine about the 1958 NFL Championship between the Baltimore Colts and the New York Giants – historically billed as “the Greatest Game Ever Played.” Was it, really? Wainwright says, “On the field? Maybe. In its impact on pro football and sports broadcasting? Absolutely!” While the Colts won in “sudden death” overtime, as it used to be called, it’s important to remember that in 1958 the NFL was not the juggernaut that it is today. Major League Baseball and college football were way bigger in terms of fan interest. But this game is looked at by many as the one that began the NFL’s ascendance to its current place atop the American sports media hill. 
New York Times’ “The Daily” at #2 and NPR’s “Up First” at #3. News/talk radio-related podcasts finishing in the top 20 include DailyWire’s “The Ben Shapiro Show,” down one place to #9, Dan Bongino’s “The Dan Bongino Show” steady at #11, and FOX Audio Network’s “The FOX News Hourly Update” up one place to #15. 
success story and a perfect fit for this role. We look forward to watching him make America laugh on Saturday nights.” Failla comments, “‘FOX News Saturday Night’ is a show for everyone who realizes that our country doesn’t need more Republicans or more Democrats, it needs more comedy.” In addition, FOX Nation just released a one-hour special showcasing Failla’s recent standup comedy performance to a sold-out crowd on Long Island, titled, “Jimmy Failla: They’re Just Jokes.” Failla is also the latest author to be published by FOX News Books with Cancel Culture Dictionary being released on January 30. 
the blessing of the lenders, the company will be owned by those same lenders. Audacy’s debt is approximately $2 billion. It began talks with lenders in October after the company sought and received amendments to its credit facilities because it is unable to make interest payments due largely to the industry-wide downturn in advertising revenue. The 2017 acquisition of the CBS Radio assets is cited among industry watchers as the move that pushed Audacy into its currently precarious situation. 
last trading day of its common stock on the Nasdaq Global Market will be on or about January 18, 2024. Further, prior to March 29, 2024, the company intends to file a Form 15 with the SEC to suspend its reporting obligations under Sections 12(g) and 15(d) of the Exchange Act. In June of 2023, Salem lost compliance with NASDAQ as its stock price slipped below the minimum bid price and never regained compliance and consequently Salem’s board of directors determined that the voluntary delisting is in the best interests of the company and its stockholders. Salem says it anticipates significant financial savings because of this decision. Salem expects that its Class A Common Stock will be quoted on the OTCQX or other market operated by OTC Markets Group Inc.
New York City on Friday, March 1 and Saturday, March 2. Harrison’s address titled, “The Next 10 Years of Media and Popular Culture is…?,” is scheduled to take place between 11:00 am and 12:00 noon on Saturday (3/2). Harrison states, “I have always believed that the future of broadcasting, for better or worse, brews on the campuses of America and this observation is truer now than ever before. I am very excited to bring an array of provocative and pertinent observations, predictions and possibilities, born of my perspective as a future-minded immigrant from the 20th century, to such a vital and dynamic group of young communicators.” 
president she’ll continue to lead the sales efforts and is adding oversight of programming and general operations for iHeartMedia Madison, working closely with Dan Lenz, SVP of sales at iHeartMedia Milwaukee. She reports to Jeff Tyler, metro president for iHeartMedia Wisconsin. He says, “I have been nothing but impressed with Monica’s command of company goals and assets and the respect she has earned from every member of the iHeartMedia Madison team. She will be a valuable addition to the overall leadership team of iHeartMedia and a smart, creative partner for our advertising and vendor partners.”
sales. Castor served with then-Entercom Wichita in 2005. Most recently he served as VP of sales and marketing for the ECHL’s Wichita Thunder. Audacy Wichita SVP and market manager Becky Domyan states, “Tommy has an incredible knowledge of the digital space that will help take our revenue to the next level. He has an energy and enthusiasm that is contagious.” Castor who succeeds the recently retired Lisa Crider, also serves as co-host of the “Sports Daily” program on KFH, Wichita. 
million in personal income from the IRS. She has agreed to pay $2.5 million in restitution, plus interest, but is asking for probation or home confinement instead of prison, citing “ongoing health concerns.” But prosecutors say the government needs to send a message of deterrence consistent with the “median length of imprisonment for crimes like the one she committed,” which is 21 months. In pleading guilty, Susan Patrick said her husband and business partner Larry Patrick, and other business partners, were not aware of her actions.