Pending Business: Get Your Head Straight
By Steve Lapa
Lapcom Communications Corp
President
Are you a multiplatform juggler? If you sell or manage for a radio station, the answer is yes.
Why? Because it’s been part of the radio ad sales DNA since radio advertising shrunk to single digit growth.
Maybe someone reading this column can research or remember the last time radio industry pre-pandemic ad sales grew at double digits. It’s a tough putt, for sure.
Radio sellers were the first to reach across the aisle and “cross-sell” event sponsorships, concert tie-ins, publications, prize catalogues, bridal fairs, recruitment fairs, half-off fairs, sports and leisure tie-ins, hurricane guides, meet and greets, and it all started with a simple concept called a “remote.”
Radio ad sales strategy has come a long way since the first five-year plan had no projected double-digit growth. Even worse was the negative growth forecast for many markets. I remember that famous local market slogan “last one out, please turn off the lights.”
Those simple, linear, fun-to-present packages that required nothing more than easy-to-follow graphics, reasonable pricing, and a testimonial letter required little training, re-skilling, and new technical understanding. The toughest questions were about electrical outlets, display details, and when do we load in?
Covid killed some of those income generators, but you can add in pre-pandemic tired, low-energy sellers and managers taking concepts for granted as the final nail in the coffin.
Wait a minute. Aren’t brides still making decisions? Is inflation driving us back to coupons and looking for daily deals? Seems like sports-related advertising always thrives, right?
Some concepts will return, others will be reimagined, and a few are gone forever. Back to the future. Digital and social media sales will shape your sales future whether you like it or not. The digital/social media growth trend is moving at a non-stop, double-digit pace, pushing every competitive sales team to learn more and sell faster.
Smart, energetic thinkers are planning the next move, reshaping the past for what will sell tomorrow. It’s been almost 25 years since the first Blackberry phone. Sometimes innovation leaves iconic concepts in the dust. Here is where all of this goes. Get your attitude ready to learn and earn.
— Your glass is never full. The next time a manager introduces a new opportunity open your thinking
— Ask questions. Remember “new” is a powerful sales world door opener. Be sure YOU know how this new opportunity works. Leave your ego outside the sales meeting.
— Local advertisers like a competitive edge. Procter & Gamble built the most successful package goods marketing in the world with “New and Improved.” Learn from the legacy winners.
Managers and sellers want to win new business. Are you prepared to learn how?
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. Steve Lapa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.
after suffering a cardiac event. Finch was director of sales for Broadcasters General Store. Previously, he held sales positions with Enco Systems and MusicMaster Inc. For many years, he served as an air personality on Gainesville/Ocala, Florida music stations WTRS-FM and WMFQ-FM.
hosted by Barbara Askins, president & CEO of the 125th Street Business Improvement District. The title of the show is “125th Street & Beyond” and focuses on the organization’s mission. WHCR general manager Angela Harden comments, “It is also a show about the relationships the 125th St. BID is building with New York City agencies and with BIDs around the world. Perhaps no neighborhood in New York City is as storied as Harlem, long the capital of Black culture in the United States. It’s a name known around the world. And now 125th Street has its own show. I am honored to host the show and look forward to welcoming many voices that support the betterment of Harlem.”
The fourth of four rounds of ratings data from Nielsen Audio’s April 2023 PPM survey has been released for 12 markets including Austin, Raleigh, Indianapolis, Milwaukee, Nashville, Providence, Norfolk, Jacksonville, West Palm Beach, Greensboro, Memphis, and Hartford. Nielsen’s April 2023 sweep covered March 30 – April 26. Today, TALKERS magazine managing editor Mike Kinosian presents his Ratings Takeaways from this group of markets. In Milwaukee, iHeartMedia’s news/talk WISN is unchanged at a 9.7 share (weekly, 6+ AQH share) but rises from #2 to #1, while Good Karma Brands’ crosstown news/talk WTMJ jumps 1.8 shares to finish the survey with a 9.2 share lifting it to the #3 rank. Cumulus Media’s news/talk WWTN-FM, Nashville dips two-tenths to a 6.7 share and remains ranked #4, while iHeartMedia’s crosstown news/talk WLAC-AM rises three-tenths to a 1.3 share that lifts it to the #17 rank. In Memphis, iHeartMedia’s WREC-AM adds a half share to wrap the month with a 2.8 share and stays locked in the #11 spot, while Starnes Media Group’s crosstown news/talk KWAM is steady at .2 share but rises to the #19 rank. 
Starnes comments, “When I bought KWAM I promised our listeners that we were going to bring fair and balanced journalism back to the radio. I’m incredibly proud of our dedicated and hard-working team of broadcasters at KWAM.” 
and founder of “Our American Stories,” a storytelling radio show and podcast featuring narratives that represent the best of America: history, sports, music, free enterprise, charity, faith, family and more. It can be heard five days a week, two hours a night, on well over 250 affiliates, including many heritage outlets, across the country. And archives of the show are available as an evergreen series of podcasts. In 2021, “Our American Stories” was signed to a syndication deal with Premiere Networks, giving it an added layer of distribution muscle as the property continues to show non-stop growth and display tremendous compatibility with more traditional forms of news/talk radio programming. According to Harrison, “Lee Habeeb is one of the most positive, as well as successful, players in the news/talk radio community with a compelling message of goodness and unity. He is a shining light of hope and growth for our industry and America.” 
custom competitive set in year-over-year growth across multiplatform unique visitors, page views, and minutes spent, according to data from Comscore. OutKick delivered over 8 million multiplatform total unique visitors, up 394% year-over-year, 32 million multiplatform total views, and 36 million multiplatform total minutes. OutKick founder Clay Travis says, “OutKick continues to be the only platform that drives the sports, culture, and political intersection and that separates us from the rest of the field. Our authentic and unfiltered reporting across the board is unmatched which is a direct result of the significant increases we’re seeing every month.”
at FOX’s KSAZ, a producer at PBS’s KAET, and whose voice was prominently featured in the 1989 award-winning documentary, Roger and Me. In 2018, Steve joined Skyview Networks’ Arizona and California News Radio teams, where he covered many news stories, including political elections and a recent interview with newly elected Arizona Governor, Katie Hobbs. Skyview Networks VP, news Jeff Scott says, “In addition to being an outstanding broadcaster and journalist, Steve was a wonderful person, with a kind word and a smile for everyone he encountered. I feel incredibly lucky to have known him for more than three decades, and for having worked alongside him at KTAR, KSAZ, and for the past several years at Skyview Networks. Please keep Steve in your thoughts and know that we will do our very best to carry on his tradition of excellence and service.”
performance by Sofia Carson and Diane Warren. Presenters include 2023 Gracie winner Maria Shriver, Jodi Balfour, Camilla Luddington, and Rachel Lindsay among many others. AWMF president Becky Brooks comments, “Marlo Thomas is not only a true icon of the entertainment industry, but a visionary whose work has left a lasting impact on society. Her groundbreaking role as Ann Marie in ‘That Girl’ shattered stereotypes and opened doors for women in television. Furthermore, Marlo’s charitable and activist work with the Ms. Foundation for Women and St. Jude Children’s Research Hospital has transformed countless lives, making her a beacon of hope and inspiration to us all. She truly exemplifies the ethos of AWMF. We’re proud to honor her with this year’s Lifetime Achievement Award.”
that includes AM 570 WMCA and AM 970 The Answer. Radio broadcasting background is preferred – especially applicants with an already existing book of business and contacts – but not entirely necessary for the right candidate. Interviewing now! 
You’d be joining a dynamic and high-achieving team that likes to play as much as they win. 
moves 
producer and director Justine Bateman. Other panelists include Ramsay Brown, chief executive officer of the A.I. Responsibility Lab, Brandie Nonnecke, co-director of the Berkeley Center for Law and Technology, and others.” Audacy Southern California regional president 
NPR’s “Up First” at #3, bumping Cumulus Podcast Network’s “The Ben Shapiro Show” to the #4 rank. Other commercial radio-related podcasts ranking high on this month’s chart include Cumulus Podcast Network’s “The Dan Bongino Show” (#7), Salem Podcast Network’s “The Charlie Kirk Show” (#17), and Cumulus Podcast Network’s “The Matt Walsh Show” and “Mark Levin Podcast” at #21 and #22, respectively. 
Sports gambling analyst Jason McIntyre in which crosstown news/talk WIND-AM, Chicago personality Dan Proft soon became involved. In the course of this being discussed by hosts on both WIND and WSCR, Riordan said, directing his words to Proft, “Dan, I’ll have sex with your mother,” and then adding, “Dan Proft, you bring your mother over here, and I’ll bone her.” When Audacy was asked for a comment by the Chicago Sun-Times, it declined to comment. 
the late Rush Limbaugh (“no one wants to replace Mickey Mantle”) but agreed to do it anyway. “This thing happened along the way where I really fell in love with the job… I didn’t really want to leave, and I don’t want to go. I didn’t really expect this and it puts me in a really weird spot… somewhere along the way this little marriage between you [the listener] and me… started out rough and rocky and it’s just become nothing but bliss for me and I just really hate to leave it.” Bongino’s addressing the matter came as CHRO and SVP human resources Todd McCarty notified managers about the ending of the mandate via an internal memo. He wrote, “After continued consideration, we’ve made the decision to end the COVID-19 vaccine mandate. Additionally, we are eliminating all prior COVID-19 protocols for employees and visitors/guests to our facilities, with the exception of protocols for those who test positive. These changes are effective immediately and we ask that you communicate these changes to your teams. HR will be adjusting current job descriptions and will eliminate the requirement moving forward.”