Industry News

TALKERS News Notes

Florence, Alabama news/talk/sports WBCF-AM notifies the FCC that it will cease broadcast operations effective December 31, 2023 and will go silent. The station, owned by Benji Carle, simulcasts on translator W246BS at 97.1 FM, also licensed to Florence.

Radio programmer Michael Czarnecki leaves his position with Binnie Media as vice president of programming for that company’s Maine radio stations and “The Pulse of New Hampshire” network of talk stations to join Saga Communications as PD for WMLL, Manchester, New Hampshire “96.5 Live Free Country.”

The OutKick digital sports media platform says it saw strong growth month over month in November 2023 with over 6.4 million total multiplatform unique visitors (up 6% versus the prior month), 24 million total multiplatform views, (up 2% versus the prior month), and 23 million total multiplatform minutes (up 1% flat versus the prior month), according to data from Comscore. On Facebook, X (formerly Twitter), and Instagram, OutKick saw over 1.3 million total social actions in November 2023, up 48% versus the prior month and up 93% versus November 2022.

Josh Krulewitz is named ESPN SVP, communications and assumes leadership of ESPN’s communications department effective December 31. Krulewitz takes over for Chris LaPlaca who is retiring at the end of the year after more than 43 years at ESPN.

VSiN adds two new affiliate stations to its roster as WKCT-AM and WDNS-AM in Bowling Green, Kentucky and WTKG-AM, Grand Rapids, Michigan are now airing content from the network.

Industry News

Yesterday’s (12/19) Top News/Talk Media Stories

The Colorado Supreme Court rules former President Donald Trump is ineligible to serve as president; the 2024 presidential race and President Joe Biden’s low polling numbers; Trump’s rhetoric on illegal immigration and the negotiations in the Senate to address immigration and national security along with aid for Ukraine and Israel; the pressure on Israel to temper its Gaza operations; the Houthi attacks on commercial vessels in the Red Sea; abortion legal battles; the report card on the 118th Congress as the “most unproductive” in recent history; and the proposed sale of US Steel to a Japanese firm were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Features

Ladd Have Mercy

imLOS ANGELES – As students, enthusiasts and caretakers of this wonderful medium, we’re keenly aware that radio’s “Golden Age” boasted an incredible array of entertainers and broadcasters.

With lifestyles, technology and society being what they are today, it’s almost inconceivable to imagine that families would actually gather around the radio and attentively listen – and indeed hang onto – each and every word that emanated from that mysterious entertainment-laden box sitting in the living room.

Fundamentally important back then, of course, was a concept known as “Theater Of The Mind.”

No one embodied and personified it better than one of the bigger-than-life talents of that era: Orson Welles.

Most are familiar with his epic “War Of The Worlds.”

Pictures Set In Songs

The list of other outstanding “Mercury Theater” presentations Welles was responsible for is much too lengthy to cite here, but his legendary “Theater Of The Mind” mystique lived on nightly in Los Angeles, where Jim Ladd was a welcome guest for Southern California listeners dating back to 1969 and hosted a regular show on SiriusXM’s Deep Tracks channel the past 11 years.

Theater Of The Mind so perfectly describes what Ladd tried to do, although it’s not radio drama in the pure sense. “What I [attempt] at night is to show you pictures and do that by playing sets of songs,” the (then) highly popular KLOS-FM, Los Angeles 10:00 pm – 2:00 am personality remarked to me. “If you follow the lyric content of each song, as well as the song’s emotional feel, it should tell you a story with a beginning, middle and end. Thus, it’s theater.”

Throwback To Creativity

In addition to providing his special spin to Theater Of The Mind, Ladd was also responsible for keeping another bit of radio history on life-support.

Most air personalities are required to adhere to strictly enforced music lists, but Ladd’s nightly, four-hour, Los Angeles air-shift was a throwback to the days of “free-form” radio.

The result was similar to what existed in April 1967, when a new phenomenon started taking shape. “That was the beginning of FM and this multi-billion dollar industry,” Ladd recalled. “[Free-form] started on a station [KMPX, San Francisco] where the phone was literally disconnected, because they couldn’t pay the bill. [Tom Donahue] had an idea; he went there and it took off. For a while before deregulation, that’s what all FM radio did in any market. Free-form worked great, until they killed the golden goose.”

Right Place, Right Time

Southern California native Ladd was extremely fortunate to have been able to launch his radio career in the country’s second-largest market. “Part of it was timing,” he admitted. “I was at a little station in Long Beach [KNAC-FM] that decided it was going to try this new, hippie, underground thing. They didn’t know what it was, but [the feeling was to] hire some hippies and see if they could make some money with it. I happened to be right there at that time.”

A frustrated musician, who wanted to be a songwriter, Ladd recounted a life-altering conversation he and a buddy had in a car. “My friend said that I should be in radio. I was 19 or 20 at the time and your friends at that age seldom notice anything but themselves. For some reason, that stuck with me. Thank God, FM was in its infancy and they’d take complete novices like me off the street and give us shows. Owners didn’t know anything about the Grateful Dead or The Who, but we did.”

Check Mate

Instead of walking into a studio and following a computer-generated music log, Ladd was given freedom to use his imagination. His only preparation was what was happening in life.

Resulting sharp, clever music sets he composed weren’t written out in advance. “The way I work is to turn the music up loud and get the song working on me,” he commented. “Once [that happens], it keys in my mind what will fit next.”

Such an intricate process included a mental checklist. “I’ve figured out the lyrics will work, but I need to know how the song I’m playing ends and how the next song begins,” he explained. “If I’m playing a balls-out rocker, I can’t go into some acoustic piece. In that way, it’s really like a chess game. I have to plan these things to start every single segue as I’m doing it. That’s the way that works best for me.”

There were nights, however, that Ladd knew that he “[didn’t] have it,” but as he maintained, “I’ve been doing it long enough to put on a good professional show. Sometimes, I don’t have what I’m striving for, which is to make a connection with the audience. Without having to prompt them or explain anything, my audience lights up the phones. They call because they get what I’m doing. Once that connection is made, then look out, because the rocket is taking off.”

Gracefully Handling The Tragedy

Recalling the horrific September 11, 2001 “Attack On America,” Ladd noted that although it was one of the country’s greatest tragedies, “It was easy to immerse myself into something like that. It so moved me that I had no problem thinking of songs to play or what I wanted to say.”

Judy Collins’ version of “Amazing Grace” was the first song he played when he went on the air that night. “Believe it or not, it set the tone for what I did for … the next two weeks.”

As it usually did, the audience – even or perhaps especially in this painful period – stepped up to the plate. “This is the thing about free-form radio that’s so precious to me,” Ladd emphasized. “Nobody called me on 9/11 with an idiot request. When I played sets of 9/11 songs, everybody was calling in with [appropriate] suggestions. Second only to dealing with the tragedy, the hardest part was to know when I could play groups like AC/DC again. I found that very difficult; you can only feel your way through it.”

 Loyal Listeners

In his third tour of duty at (then ABC-owned) classic rocker KLOS, Ladd was a legitimate cult figure in the Southland for his work at legendary cross-town rocker KMET.

Southern California listeners were stunned on Valentine’s Day 1987 when the “The Mighty Met” (now Audacy smooth AC KTWV) – became smooth jazz “The Wave.”

Also on Ladd’s impressive resume were stints at Los Angeles outlets KLSX and KEDG.

The notion of an air personality “connecting” with the audience is both elementary and elusive. Ladd was a rare case of a non-drive time music personality who amassed a loyal, vocal following.

Grateful for such audience allegiance, Ladd didn’t take it for granted. “My audience has been that loyal from KMET to KLOS and all the [other] stations in between. My part of the bargain is that I won’t lie to them or let them down by doing a format. I was off the air twice in my career for two years each. That was very difficult, but because I did that, I’ve earned the right to do this and I think the audience responds to that.”

Offered jobs by stations that wanted the “Jim Ladd” name, he opined, “They didn’t understand what that meant. They thought they could just plug in my name, not let me do what I did and it would be the same thing.”

Your Attention Please

Evenings and nights were Ladd’s domain throughout his career. “I wouldn’t want to do middays or afternoon drive,” pointed out the personality known for his “Lord have mercy” exclamations. “Listening habits are such that you can’t sit and listen like you can at night. People are working, picking up the kids and doing life.”

Much like Welles’ Mercury Theater, Ladd’s show required attention. Otherwise, it was just like playing one song after another, without making that all-important connection. “The audience’s side of the bargain is that they have to bring their attention to the show,” he insisted. “I’ve done [6:00 pm – 10:00 pm] in my career and that worked out very well. The show is a bit different, in that, it’s not quite as eclectic. I don’t know if I’d be playing Judy Collins and Johnny Cash in [that time]; maybe – but maybe not.”

Convinced his free-form style could be utilized elsewhere, Ladd, nevertheless, pondered that to his knowledge, “I’m the Alamo – the last guy standing. That’s certainly the case in a major market. The big tragedy is that there are so many talented [personalities] who, although they wouldn’t do the same show that I do, could do free-form radio. We’re losing all that talent. I’m not the only guy in the world who can do it. I’m the one who was stubborn enough to say that I won’t follow a list – I just won’t do it.”

Powerful Trinity

Among those who influenced Ladd’s on-air style were former MTV personality and ex-KEDG program director J.J. Jackson; veteran Los Angeles air talent Raechel Donahue, who went on to do 7:00 pm -12:00 midnight in Denver at KQMT “The Mountain”; longtime KMET personality the late B. Mitchel Reed; KMET’s Pat Kelley; Cynthia Fox; Jack Snyder; and the late, underrated Mary Turner. “The wonderful, beautiful part of free-form radio – and most importantly – at KMET was that it wasn’t about being a star,” Ladd asserted. “What we were doing was our part of the ‘social revolution’ at the time. It was like a triad: The people on the street, the music, and us. We took the message of Dr. [Martin Luther] King and combined it with the music of Bob Dylan.”

One highly significant aspect in noting those former KMET staffers was that they’d each listen to everyone else’s show and it elevated their own game. “I’d hear Cynthia do a great segue, or Mary would do a great segment and that would inspire me,” Ladd enthused. “What I miss most is that kind of camaraderie – it’s just me now. I can’t tune in to hear someone else’s great segue. When I heard one of my colleagues do something that touched me, the first thing I wanted to do was to call them and tell them it was great. The second thing was that – from their subject matter – I got 15 different ideas to use when I got to work that night. That was the beauty of it.”

Role Model

National audiences became aware of the iconic Los Angeles talent through shows such as “Innerview,” “Headsets,” and “Jim Ladd’s Living Room.”

Considerably more than someone who voiced a script for a syndicated show, Ladd spent a great deal of time scrutinizing the fine art of interviewing. “I ripped off just about everything I know about interviewing people from Elliot Mintz,” he confided to me. “Elliott was my role model. He’d interview the Shah of Iran one week and John Lennon & Yoko Ono the following week. He’d talk with everyone in a warm, low-key and intelligent manner. It was completely unlike anything [else] I’d heard at the time and that really impressed me.”

The “Innerview” show had an 11-year run and was carried by 160 stations. “It was the first of its kind,” boasted Ladd, whose other syndication work involved voiceovers for an overseas television show. “I’m very proud of the work we did [on ‘Innerview’]. I did 99% of the interviews in the front room of my house in an artistic community in Laurel Canyon. People would immediately be put in a very comfortable place. It’s not a studio – it’s my home.”

The Work Is The Key

Another reason why people felt at ease was that, instead of focusing on a person’s life, Ladd addressed their work. “They loved that. Rather than talking about how many girls they had, what kind of drugs they did and life backstage, I studied every word of every lyric of the new album they wanted to talk about and grilled them about their songs on the environment. It would require six to eight hours of preparation. Then there was another 20 – 25 hours to write the one-hour show; it was a lot of work.”

Writing became such a worthwhile experience that, in 1991, he penned “Radio Waves: Life And Revolution On The FM Dial.”

As a result of these syndicated projects, this immensely respected rock personality diversified himself; the book became a big hit. “I guess I’m a radio guy who learned how to become a writer,” Ladd mused. “In order to get up enough courage to write my book, I read authors I like. I was required to do a great deal of writing for ‘Innerview’ and would write out what I’d say – which is something I never do [on my live show]. You’d also end up with two hours of tape and pick out what the person was going to say, how I was going to introduce it and what song would follow it.”

A Distant Second

Whenever anyone asked Ladd to name his favorite band, he qualified his answer by separating the Beatles.

The quartet, he stressed, had to be placed in a completely different category.

After that’s been done, he named the Doors as his favorite.

The same applied to his most memorable radio experiences, with KMET being the Beatles’ equivalent. “We were at the right place at the right time with the right people. We loved each other and there’s never been anything else like it.”

Nonetheless, he quickly stated that his favorite time is the next time he was able to sit behind a microphone. “The reason for that is [KLOS’-then program director] Rita Wilde,” he proclaimed. “I don’t know how I got so lucky to have a boss who was [such a great on-air personality] and so supportive. If it weren’t for Rita Wilde, I wouldn’t be on the air – that’s just a fact. I want to keep free-form radio alive for the audience, but I also owe her to make this happen. She’s under a lot of pressure [when it comes to my show]. When I go in at 10:00 pm, the format literally stops. I can’t think of another boss in the world who would understand that.”

Numbers Game

His multi-decade Los Angeles track record and loyal following notwithstanding, Ladd still realized that ratings played a role in dictating his employment; however, as he declared, “Rita is one of the first people I’ve ever worked for in this business I trust when she says the numbers are up or down.  Sometimes in my career I’ve found out from people who didn’t work at the station that my show was doing great. When there’s a down book, [management is usually] right there.”

Ultimate People Skills

Certain managers and programmers, he claimed, kept good books a secret from him; however, “Rita calls immediately when I have an up book. If I have a down book, I don’t hear from her; I have to call her. That says volumes to me. We’ll deal with a problem, but she doesn’t want to get me upset. She might tell me that I’m playing too much of this or not enough of that, but she never says anything [threatening]. It’s always from a helpful and suggestive [stance]. When the numbers are good, she leaves me totally alone. From my perspective, you can’t ask for more than that. Her people skills are unbelievable.”

In addition to have wanted to keep free-form radio alive as long as possible, Ladd disclosed that he wanted “to walk away before I can no longer do my job. I don’t know when it will happen, but the next stage in my life will probably be to write fulltime – I’m working on it.”

Contact TALKERS Managing Editor Mike Kinosian at Mike.Kinosian@gmail.com

Industry News

Yesterday’s (12/18) Top News/Talk Media Stories

The pressure on Israel to temper its attacks in Gaza; the 2024 presidential race; the legal battles facing former President Donald Trump; former Trump chief of staff Mark Meadows loses bid to move Georgia case to federal court; the Houthi attacks on commercial vessels in the Red Sea; the U.S. migrant crisis and the negotiations over immigration legislation in exchange for Ukraine aid; Georgia election workers sue Rudy Giuliani again; the Hunter Biden tax evasion case; the Florida GOP-Moms for Liberty scandal; and a Japanese company is set to buy US Steel were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

JVC Broadcasting Stations Hold Holiday Toy Drives

The six JVC Broadcasting stations on Long Island and its Ft. Walton Beach station Highway 98 held holiday toy drives last Saturday (12/16). The New York radio stations – including talk stations “LI Newsim Radio 103.9” and “EnVivo 93.3” – broadcast live from Brookhaven Town Hall to promote the Town’s INTERFACE Toy Drive. This year’s event collected 14 bikes, 4 TV’s $2,900 in donations and over 2,000 toys. The Bikes or Bust! Event in Ft. Walton Beach collected 400 bikes, a storage pod and a half of toys and helmets, and over $26,000 in donations. JVC CEO John Caracciolo says, “I am so proud of the JVC teams, this is truly local radio at its finest. You don’t see Pandora, Spotify or XM doing stuff like this. That’s why I totally agree with Harry Von Zell, live and local radio is the most intimate and socially personal medium in the world.”

Industry News

Top News/Talk Media Stories Over the Weekend

The negotiations in Congress over immigration and border security; the push by Israel’s allies for it to use restraint in Gaza; the 2024 presidential race and former President Donald Trump’s speech in Nevada; the Rudy Giuliani defamation case; the Florida Republican Committee scandal; the post-Roe v Wade legal battles by women with troubling pregnancies; the Houthi rebel attacks on ships in the Red Sea; and a car slams into President Joe Biden’s motorcade were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Industry News

Top News/Talk Media Stories for Week of December 11-15

The Israel-Hamas War was the most-talked-about story in news/talk media during the week, landing atop the Talkers TenTM. At #2 this week was anti-Semitism tied with the college deans blowback, followed by the 2024 presidential race at #3. The Talkers TenTM is a weekly chart of the top stories and people discussed in news/talk media during the week and is the result of ongoing research from TALKERS magazine. It is published every Friday at Talkers.com. See this week’s complete chart here.

Industry News

Executive Promotions at FOX News Media

FOX News Media promotes three senior executives on its digital leadership team. Jason Klarman is named chief digital and marketing officer and continues to report to CEO Suzanne Scott. Porter Berry is promoted to president, FOX News Digital and editor-in-chief, dually reporting to Klarman and FNMim president & executive editor Jay Wallace on editorial. Lauren Petterson assumes Klarman’s former role as president of FOX Nation while also continuing as president of talent development and will relinquish her role as president of FOX Business Network. She reports dually to Scott on talent development and Klarman on FOX Nation. Jay Wallace assumes oversight of FBN and continues reporting to Scott. Additionally, Megan Albano is named EVP of morning programming & program development and Gavin Hadden is named SVP of FOX Nation. Suzanne Scott says, “As we move our thriving business forward, we are reimagining the roles of some of our most talented executives to solidify our incredibly successful digital platforms for further growth and expansion. Jason, Lauren, Porter, Megan, and Gavin are each uniquely suited for these positions, and I am confident they will grow each of their respective areas of FOX News Media to new heights.”

Industry News

Yesterday’s Top News/Talk Media Stories

The House formally votes on a Joe Biden impeachment inquiry; the Israel-Hamas war and the growing rift between Biden and Benjamin Netanyahu over Israel’s tactics; the 2024 presidential race; the defamation case against Rudy Giuliani; the Fed’s anticipation of interest rate cuts in 2024; Hunter Biden to defy House Oversight Committee’s subpoena; SCOTUS to hear challenge of federal obstruction charges related to January 6; and the Trump Organization civil fraud trial were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

KNX, Los Angeles Addresses Retail Theft in Town Hall Broadcast

Audacy all-news KNX, Los Angeles held a live, one-hour town hall event before a studio audience in the  Audacy SoundSpace on L.A.’s Miracle Mile last night (12/12) titled, “Smash and Grab: Stealing theim Season.” The station says it “featured an informative, spirited, and sometimes fiery debate about the growing problem of organized retail theft and what can be done about it.” Appearing on the panel of experts were Todd Spitzer, Orange County district attorney; Marc Beeart, director of fraud & corruption prosecutions at the L.A. County District Attorney’s office; Lt. Sergio Perez, coordinator of the California Highway Patrol retail theft task force; Tinisch Hollins, executive director, Californians for Safety and Justice; and Charis Kubrin, criminologist, UC Irvine. Check out the program here.

Industry News

Yesterday’s (12/12) Top News/Talk Media Stories

The Israel-Hamas war and the UN’s vote for a Gaza ceasefire; anti-Semitism and college deans under fire; the 2024 presidential race and the Ron DeSantis CNN town hall; U.S. House to formalize the Joe Biden impeachment inquiry; the negotiations in Washington for stricter border policies in exchange for Ukraine aid and Volodymyr Zelensky’s visit to DC; former President Donald Trump’s legal battles; and the COP28 summit calls for moving away from fossil fuels were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

KFI, Los Angeles’ Pastathon Raises $1.3 million and 81,000 Pounds of Pasta & Sauce

iHeartMedia’s news/talk KFI, Los Angeles raised more than $1.3 million and 81,000 pounds of pasta and sauce to benefit Caterina’s Club during its “KFI PastaThon” that took place took from November 15 through December 3. Caterina’s Club provides more than 25,000 nutritious meals every week to childrenim in need in Southern California. The charity also helps families get back into stable home environments and teaches teens the skills they need to work in the hospitality industry. This year, all 168 Wendy’s restaurants in Southern California continued their partnership and offered customers the opportunity to donate. KFI program director Robin Bertolucci says, “Once again, the KFI audience has come through with incredible generosity and kindness. This is our 13th year and every year we are touched by the giving spirit of KFI listeners. A huge thank you to them and to our partners, Smart and Final and Wendy’s for giving our listeners another way to give back to the community.”

Industry News

WABC Celebrates Sinatra Birthday with Live Event

im

On Sunday night (12/10), WABC, New York presented “The 77 WABC/Bulova Frank Sinatra Birthday Bash” at the station’s Studio 77 event space that the station says was “transformed into a glittering nightclub that would have made Ole Blue Eyes proud.” It was hosted by Joe Piscopo, who also hosts the station’s “Sundays with Sinatra” show. Pictured above is Piscopo with the team from Bulova.  

Industry News

Yesterday’s (12/11) Top News/Talk Media Stories

The Israel-Hamas war and the humanitarian crisis in Gaza; anti-Semitism and the blowback against college deans; the Texas abortion battle; Jack Smith petitions SCOTUS on Donald Trump’s immunity defense; the 2024 presidential race; Volodymyr Zelensky’s trip to Washington; the Rudy Giuliani defamation case; the Trump Organization civil fraud case; U.S. immigration reform; and Google loses anti-trust case were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

Top News/Talk Media Stories Over the Weekend

The 2024 presidential race and the latest polls; former President Donald Trump’s legal battles; Penn president Liz Magill resigns and the fate of other college presidents in the aftermath of their anti-Semitism testimony; the pressure on Israel to end its Gaza operations; Hunter Biden is indicted on felony charges of tax evasion; Volodymyr Zelensky’s pending trip to Washington; U.S. immigration policy; and the deadly tornadoes that swept through Tennessee were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Industry News

Brian Kilmeade is This Week’s Guest on Harrison Podcast

FOX News Radio and FOX News Channel talk media star Brian Kilmeade is this week’s guest on the award-winning PodcastOne series, “The Michael Harrison Interview.”  Kilmeade, ranked number three on the TALKERS Heavy Hundred, is seen every morning as one of three co-hosts on the popular FOX News Channel TV show “FOX & Friends” and heard on numerous stations across the country hosting his own daily midday program on FOX News Radio…among a number of other FOX projects and programs including the weekend, “One Nation with Brian Kilmeade.” He is the author of eight books – two about sports and he’s just published his sixth about key figures and stories in American history. Subscribing to the tried-and-true adage, “Those who do not learn history are doomed to repeat it,” Kilmeade brings new insights into the lives, times and impact of icons such as George WashingtonThomas JeffersonAndrew JacksonSam HoustonAbraham Lincoln, and Frederick Douglass. His latest book is titled, Teddy and Booker T: How Two American Icons Blazed A Path For Racial Equality (Sentinel, 2023) referring to the relationship between Theodore Roosevelt and Booker T. Washington and its impact on race relations in America. Listen to the podcast in its entirety here.

Industry News

Top News/Talk Media Stories for Week of December 4 – 8

The 2024 presidential race was the most-talked-about story in news/talk media this week, landing atop the Talkers TenTM. At #2 this week was Wednesday’s GOP debate tied with Sean Hannity’s Donald Trump town hall, followed by the resumption of the Israel-Hamas war at #3. The Talkers TenTM is a weekly chart of the top stories and people discussed in news/talk media during the week and is the result of ongoing research from TALKERS magazine. It is published every Friday at Talkers.com. See this week’s complete chart here.

Industry News

Dan Bongino Renews Deal with Westwood One

Cumulus Media’s Westwood One announces that talk host Dan Bongino extends his contract to host both his eponymous syndicated daily radio program and his podcasts, including the unique podcast “The Dan Bongino Show,” on the Cumulus Podcast Network for multiple years. This comes a couple of years after Bongino said he would not renew his contract when it ran out because of his very public protestationim over Cumulus’ mandatory COVID-19 vaccine policy. Bongino says, “It’s been a fascinating couple years of ups and downs both personally and in the political space. I love what I do, and I’m ecstatic that we’ve agreed to move forward with the show after changes were made. I want to thank all the shows’ supporters, the stations, and program directors for their continued support. I promise to keep my foot on the gas pedal.” Westwood One president Suzanne Grimes states, “‘The Dan Bongino Show’ is one of the greatest growth stories in network syndication, with Dan delivering programming unlike anyone else. As we head into what will surely be an unpredictable election cycle, we know Dan will be always insightful, sometimes provocative, and never disappointing, which is why our listeners are wildly engaged, and our advertisers have flocked to the show.”

Industry News

Report: Middleton Interviews for WBZ-FM, Boston Morning Gig

A Boston Herald piece by Rick Sobey reveals that WBZ-FM, Boston “98.5 The Sports Hub” personality Kendra Middleton has interviewed for the open morning drive position on the station alongside Fred Toucher. Rich Shertenlieb parted ways with the company last month. However, Middleton appeared onim afternoon drive host Mike Felger’s Facebook Live “Off-Air Show” and said she doesn’t think she’ll get the gig. When asked why she said, “Just because I think that I’m young and new. I think [program director] Rick [Radzik] took me very seriously. It’s just I think that there’s probably someone who, I don’t know, I think that I’m qualified. It’s just I haven’t been here very long, so I don’t know.” Station afternoon personality Jim Murray has said he’s not interested in the position. The piece notes that midday personality Rob “Hardy” Poole is being talked about as a candidate for the morning show post. Read the Herald story here.

Industry News

No Changes in Top Tier of Podtrac’s November Top Podcasts Chart

Podtrac releases its Top Podcasts, Publishers and Sales Networks charts for the month of November and the Top Podcasts chart – based on unique monthly audience – shows no movement among the topim five, with The New York Times’ “The Daily” remaining in first place. NPR’s “Up First” is #2 and NBC News’ “Dateline NBC” is #3. Commercial radio-related podcasts of note in the top 20 include The Daily Wire’s “The Ben Shapiro Show” – down two spots to #8 – and Dan Bongino’s “The Dan Bongino Show” – down two spots to #11. FOX Audio Network’s “FOX News Hourly Update” slipped one place to #16.

Industry News

Yesterday’s (12/6) Top News/Talk Media Stories

The 2024 presidential race and Wednesday’s GOP debate; Israel’s resuming its mission to eliminate Hamas and the humanitarian crisis in Gaza; the Senate impasse over aid for Ukraine & Israel and the demand for border security measures; Kevin McCarthy announces he’ll exit Congress at the end of the year; Sean Hannity’s Donald Trump town hall broadcast; Iran-backed Houthi attacks on ships in the Red Sea; the deans of Ivy League schools under fire for dodging questions about anti-Semitism on campus; the deadly shooting on the UNLV campus; and Norman Lear dies at 101 were some of the most-talked-about stories in news/talk yesterday, according to ongoing research from TALKERS magazine.

Industry News

Yesterday’s (12/5) Top News/Talk Media Stories

The Senate battle over aid for Ukraine in exchange for U.S. border security measures; Israel’s resuming its mission to eliminate Hamas; FBI Director Chris Wray warns of U.S. terror threats; college deans grilled in Congress over anti-Semitism on their campuses; the 2024 presidential race; former President Donald Trump’s legal battles; Sean Hannity’s Donald Trump town hall program; and military promotions are approved as Senator Tommy Tuberville ends his blockade were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

WMAL-FM, Washington Raises $400k-plus for Fisher House

Cumulus Media’s WMAL-FM in Washington, DC raises more than $413,000 during its 21st annual “WMAL Operation Fisher House Radiothon” held on November 30 and December 1. The broadcast event featured WMAL hosts’ interviews with families of injured veterans that have benefited from the donations made in past radiothons. Over the past 21 years, WMAL listeners have donated more than $8.7 million to support the efforts of the Fisher House Foundation, which provides housing to familiesim of injured military members and veterans who are undergoing treatment. Group homes at Bethesda, Walter Reed, the VA, Dover AFB, and at military and VA medical centers around the world offer a comfortable place for loved ones to live while remaining close to their injured family members. Fisher House Foundation chairman and CEO Ken Fisher says, “For an incredible 21 years, WMAL and its audience have given to military and veteran families through Fisher House Foundation. We are overwhelmed and grateful for the dedication and incredible generosity in support of our nation’s heroes and their loved ones.” WMAL PD and Cumulus Media VP of news/talk Bill Hess comments, “Year after year, our listeners step up with support for injured veterans and their families. As the Fisher House Foundation approaches its 100th house worldwide, it’s rewarding to know our listeners play such a large role in the organization’s ability to serve the families of our wounded servicemen and women.”

Industry News

Yesterday’s (12/4) Top News/Talk Media Stories

Israel resumes fight against Hamas as UN warns of “apocalyptic” humanitarian crisis in Gaza; the 2024 presidential race and Wednesday’s GOP debate in Alabama; Liz Cheney considering third party run for president; former President Donald Trump’s legal battles; Senate Republicans demand U.S. border policy changes in exchange for approving Ukraine and Israel funding; and the SCOTUS to hear tax case on what is income were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry Views

Pending Business: When the Package Doesn’t Work

By Steve Lapa
Lapcom Communications Corp
President

imIt happens to everyone at least once.

You present your package with every asset at your disposal to make the campaign a winner – host read radio, podcast, X(Twitter), Instagram, Facebook, YouTube, and anything else at your disposal. You work with your manager for pricing, coordinate the digital team for input, and touch base with your business department for the all-clear. Your presentation is an award winner, your enthusiasm is contagious and the deal closes. The campaign launches and to your shock and dismay the feedback from your client is utter disappointment as results are anemic. You verify everything is running properly, digital and social media are coordinated, yet the anticipated tsunami of results is barely a rain shower.

Are you kidding me right now? What in the world happened? A little history and a little reality will help you right the ship.

It’s been 60 years since Marshall McLuhan taught us the “medium is the message” and arguably became the original disruptor. He was so far ahead of his time, Musk, Zuckerberg, and Altman would be challenged. The bottom line is McLuhan got it right as we still stumble our way through the performance side of the ads.

Let us examine how we package and sell 60 years later.

Mistake #1- All creative is the same. In the example above, I listed 6 common platforms many local hosts utilize daily to spread the word.

A) Sellers focus on packaging scale, competitive efficiency and closing the business.
B) Hosts focus on product and content acceptability.
C) Managers focus on deal points.
D) Traffic and business focus on integrating systems.
E) Production is ready to deliver the deadline.
F) STOP!!!! Who is focused on matching the platform or medium with high impact creative messaging? “50% OFF” is an empty value proposition when there is no product sell-in. Who is making sure EVERY asset is delivering the creativity that engages and motivates the listener/viewer for each medium?

Mistake #2. I got this. Wake up! The multi-platform package is more complicated than the beta binomial curve for duplication. Oops, did I lose you? The concept is the radio listener may or may not be the podcast listener who may or may not be the YouTube viewer, who may or may not be the Facebook follower, and so on. You are the sales pro who put this package in motion, yet did you stop to think through: Does each medium have a unique campaign with different frequency, creative updates and feedback loops? Do you have any idea how many daily tweets it takes to sell that product or service? Or are you applying branding metrics to sales goals? And that is just the beginning.

We often forget, YouTube, Facebook, Instagram, are barely 20 years old and we are still learning. Yet our terrestrial radio station heritage goes back over 100 years, so you think, “I Got this.” To paraphrase the great Marshall McLuhan, don’t drive into the future using only a rear-view mirror.

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.

Industry Views

Monday Memo: Time Management? Don’t Even Try

By Holland Cooke
Consultant

imNews flash: Time cannot be managed. But tasks can.

As we install a new PD at a client station, I will share with you what I’m sharing with him: Four techniques I myself have found EXTREMELY helpful over years of dancing-as-fast-as-I-can in several management positions.

1. “Map” your week. Use a spreadsheet, to create a schedule that doesn’t change week-to-week. Slot-in items like:
a) If you’re on-air: Your show + prep + when you do your daily promo/blog, post/social media, etc.
b) Talent meetings.
c) Regularly-scheduled Boss Time (see “folders’) below.
d) Is there a weekly staff meeting or department heads meeting? Do you routinely meet with sales? Slot it in.
e) In-bin and phone time (see below).
f) Days you’re available to do-lunch, or for sales calls.
g) MBWA time (“Management By Walking-Around”). Build it in.
f) What else?

Tip: Round-up. If something takes 45 minutes, slot-in an hour, to allow for bathroom breaks, checking voicemail, or running-across-the-street for a cuppa cawfee. Consider doing so even if there’s free crankcase coffee there at the station. It’s fresh air. Building in a couple short walks each day can really help you clear your mind between events.

This map you are making is “a living document,” subject to ongoing revision. But plan-your-work-and-work-your-plan, and you’ll find that lots more gets done. You’ll also find that people respond by being more punctual for you.

Tip: Find a hiding place. Always-being-in-your-office tempts interruptions. Two decades of management – and 23 years as a landlord – taught me how some issues that seemed “urgent” to people seeking your attention tend to resolve themselves before the would-be interrupter finds you.

2. Show your boss two file folders, one with your initials on the tab, the other with his/her initials on the tab. Give him/her the one with your initials, and keep the other one. Then, schedule a regular meeting (that goes on your map). The meeting can be weekly, daily, Monday/Wednesday/Friday, whatever. Lock it in, show up on-time.

Pledge to each other that you will avoid ad hoc, single-topic conversations. Unless someone is bleeding or something is on fire, the conversation can wait for a scheduled meeting. Toss a note, or pertinent document, into the folder.

I started doing this when I worked for a particularly “spontaneous” GM. NO NAMES. His half-dozen daily “Got a minute?” interruptions were extremely disruptive. And he was flattered when I showed him the respect of blocking-out Quality Time for issues we shared. Sure, he’d back-slide from time to time. When he did, I would ask, politely, “Do we need to handle this now, or should I put it in The Folder?” He took the hint; and praised me later, during my Performance Review, for suggesting the idea, which he instituted with the sales manager, business manager, and chief engineer. THANK ME LATER FOR THIS ONE.

3. Don’t answer the phone! That’s why there’s voicemail (and caller ID). Phone calls about every little thing are a torturous pause button and invite long workdays and more and taller piles of half-finished tasks. Set aside two times per day to schedule and return calls. Quality Time. Try it, and you will REALLY thank me. And I saved the best for last…

im

4. Touch each piece of paper ONCE. See “In-Bin time” in your weekly map above. Do one-of-the-following with every piece of paper or email that finds you:
a) Deal-with-it instantly (i.e., scribble a response and return to sender), or otherwise bring the issue to closure; OR
b) Send it to someone else (“delegation” in management lingo); OR
c) File it; OR
d) Circular-file-it (sort your mail over the wastebasket); OR
e) There is no e).

Ritualistic as all-of-the-above may seem, YOUR LIFE WILL CHANGE if you take these suggestions literally. Things are busy enough that no routine less structured will suffice. And conducting yourself accordingly will send an important message to the people you work with.

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author of “Close Like Crazy: Local Direct Leads, Pitches & Specs That Earned the Benjamins” and “Confidential: Negotiation Checklist for Weekend Talk Radio.” Follow HC on Twitter @HollandCooke

Industry News

Cumulus/Signal Hill Release Podcast Download – Fall 2023 Report

Cumulus Media and Signal Hill Insights are releasing the Podcast Download – Fall 2023 Report that looks at the latest podcast audience trends. Some of the findings include: 1) Podcast consumers continue to embrace YouTube as the number one podcast platform, especially with podcast discovery;im 2) Audio is powerful. Podcast consumers spend a significant amount of time on YouTube listening to podcasts without watching the video; 3) Since 2019, YouTube and Spotify have been growing among podcast newcomers at the expense of Apple Podcasts; 4) More than half of the weekly YouTube podcast audience say they have listened to the same podcasts in another place; and 5) Podcast consumers who watch video podcasts often have eyes on the screen. More than 6 in 10 look at the screen at least some of the time, even during ads. Since October 2021, podcast watchers have been increasing their time spent with eyes on the screen. See more about the study here.

Industry News

TALKERS News Notes

Paramount’s CBS Audio Network and Skyview Networks announce a multi-year renewal of their distribution and network audio sales partnership. Skyview president and CEO Steve Jones comments, “I’m excited that CBS and Skyview are actively exploring additional news and entertainment content for audio consumers. By working closely together, we will increase revenue, enhance listener engagement, and expand our dominant position within the audio space.”

SiriusXM announces that electric vehicle manufacturer Rivian offer SiriusXM’s service in new and existing Rivian R1T and R1S models in the U.S. in 2024. Upon launch next year, all new and existing Rivian owners will be able to opt in and activate a three-month SiriusXM trial subscription directly on their vehicle’s center display.

Industry News

Top News/Talk Media Stories Over the Weekend

Israel resumes war against Hamas; the 2024 presidential race; the U.S. economy and dissatisfaction with Bidenomics; the NewsomDeSantis debate aftermath; Trump legal battles; George Santos expelled from Congress; US shoots down Iran-backed drones over Red Sea; and SCOTUS to hear Sackler opioid case were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Ratings Takeaways

November 2023 PPM Ratings Takeaways – Part Four

imNovember 2023 PPM Data – Information for the November 2023 survey period (October 12 – November 8) has been released for Austin, Raleigh, Indianapolis, Milwaukee, Nashville, Providence, Norfolk, Jacksonville, West Palm Beach, Greensboro, Memphis, and Hartford.

The only requirement for a spoken-word station to be included here is that they be a Nielsen Audio subscriber – there are no share or rank thresholds.

NFL; NBA; and NHL team names of corresponding spoken-word flagship(s) are bolded.

DNA – DNA = Did Not Appear – Does Not Appear

Comparisons are October 2023 – November 2023 (6+). 

AUSTIN

News/Talk

KLBJ-AM 4.7 – 4.3, #5 – #6

KJCE .4 – .3, #28 – #28

News

None

Sports Talk

KVET-AM 1.3 – 1.0, #22 – #22

KTAE .7 – 1.0, #25 – #22

KBPA-HD2  .5 – .5, #27 – #27

Public Radio News/Talk

KUT 5.6 – 5.8, #4 – #4    

RALEIGH

News/Talk

WTKK 8.2 – 6.9, #3 – #3

WPTF .7 – .8, #20 – #19

News

WRAL-HD3  .1 – .3, #23 – #24

Sports Talk

WCMC-FM 3.5 – 3.0, #11 – #12 (Carolina Hurricanes)

Public Radio News/Talk

WUNC 9.4 – 9.8, #2 – #1

INDIANAPOLIS

News/Talk

WIBC 6.9 – 7.3, #3 – #2

News

WOLT-HD2  .1 – DNA, #24 – DNA

Sports Talk

WIBC-HD2  4.3 – 4.0, #12 – #12 (Colts)

WNDE .9 – 1.0, #21 – #20

WXNT .1 –.1, #24 – #24

Public Radio News/Talk

WFYI 4.6 – 4.3, #10 – #11

Note: Sports talk WFNI (DNA) is the flagship of the Pacers.

MILWAUKEE 

News/Talk

WISN 9.7 – 10.7, #1 #1

WTMJ 9.6 – 7.7, #2 – #2 

WLIP .1 – .2, #28 – #23  

News

None

Sports Talk

WRNW 2.6 – 2.8, #14 – #14 (Green Bay Packers)

WKTI 1.0 – 1.2, #18 – #19

WOKY .4 – .3, #22 – #22

WSSP .2 – .2, #25 – #23

Public Radio News/Talk

WUWM 3.0 – 3.1, #13 – #12

WHAD 1.7 – 1.6, #17 – #17

WGKB .1 – .1, #28 – #27

WHAD Stream  DNA – DNA, DNA – DNA

Note: Whereas news/talk WISN’s +1.0 (9.7 – 10.7) represents Milwaukee’s largest October 2023 – November 2023 increase, similarly-formatted WTMJ’s -1.9 (9.6 – 7.7) is the market’s largest October 2023 – November 2023 decrease; the two rivals remain first and second (6+).

NASHVILLE

News/Talk

WWTN 5.7 – 5.7, #5 – #5

WLAC 1.4 – 1.5, #19 – #19

News

WNRQ-HD2 DNA – DNA, DNA – DNA

Sports Talk

WGFX 7.3 – 7.4, #3 – #3 (Tennessee Titans)

WPRT 1.9 – 2.0, #17 – #18 (Predators)

Public Radio News/Talk

WPLN 4.1 – 4.4, #10 – #10

WPLN-HD3 Stream .2 – .2, #23 – #23

PROVIDENCE 

News/Talk

WPRO-AM 6.5 – 6.8, #5 – #5

WHJJ  .3 – .5, #18 – #16

News

None

Sports Talk

WBZ-FM 3.6 – 3.4, after thirteen consecutive months at #8, slips to #9

WVEI 2.4 – 2.0, #9 – #11

WPRV DNA – DNA, DNA – DNA

Public Radio News/Talk

WGBH 2.4 – 2.0, #9 – #11

WNPN 1.4 – 1.6, seventh straight month at #14

WCAI .1 – .1, #20 – #20

NORFOLK

News/Talk

WNIS  3.3 – 3.0, #12 – #13

WGH-FM HD2  .2 – .2, #22 – #23

News

WNOH .3 – .3, #20 – #20

Sports Talk

WVSP 2.9 – 2.4, #13 – #14

WTAR .2 – .3, #22 – #20

WGH-AM .3 – .2, #20 – #23

Public Radio News/Talk

None 

JACKSONVILLE

News/Talk

WOKV-FM 7.5 – 8.3, #3 – #3

News

None

Sports Talk

WOKV-AM .2 – .3, #22 – #21

Public Radio News/Talk

WJCT 2.8 – 2.4, #12 – #13   

Note: Sports talk WJXL-AM (DNA); sports talk WJXL-FM (DNA); and country WGNE are the flagships of the Jaguars.

WEST PALM BEACH

News/Talk

WFTL 2.3 – 2.7, #9 – #9

WZZR 1.8 – 2.0 #13 – #11

WJNO 1.2 – 1.2, #14 – #15

News

None

Sports Talk

WMEN .4 – .5, #18 – #16

WBZT .4 – .3, #18 – #18

Public Radio News/Talk

WLRN 2.5 – 2.9, #8 – #8

WLRN-HD2 Stream .2 – DNA, #21 – DNA

GREENSBORO

News/Talk

WPTI 4.9 – 4.4 #7 – #8

News

None

Sports Talk

None

Public Radio News/Talk

WFDD 3.5 – 3.6, #9 – #9

WUNC 1.7 – 1.5, #14 – #14

MEMPHIS

News/Talk

WREC 2.4 – 2.4, #9 – #9

KWAM .2 – .4, #13 – #13

News

None

Sports Talk

WMFS 3.0 – 2.8, #7 – #7 (Grizzlies)

WMFS Stream .2 – .2, #13 – #15 (Grizzlies)

Public Radio News/Talk

WKNO 1.9 – 2.0, #10 – #11

HARTFORD

News/Talk

WTIC-AM 5.1 – 4.8, #6 – #6

WDRC-AM 1.9 – 1.9, #15 – #15

WTIC-AM Stream .8 – .6, fifth consecutive month at #17

WPOP .2 – .2, #22 – #23

News

None

Sports Talk

WUCS 2.5 – 2.3, #11 – #13

Public Radio News/Talk

WNPR 3.8 – 4.0, #9 – #9

WFCR .8 – .6, #17 – #17

Mike.Kinosian@gmail.com

Industry News

Mike Hulvey to Take Over for Erica Farber at RAB

The RAB announces that Mike Hulvey – CEO of Neuhoff Media – is named the new president and CEO of the organization, assuming the role from Erica Farber, effective April 1. The news was announced by RAB board chair and Connoisseur Media CEO and founder Jeff Warshaw. Farber, who has led the RAB for the past 12 years, “decided it is time to step down and pursue other interestsim including continuing to participate in RAB’s Rising Through the Ranks leadership development training and National Radio Talent System, a wholly owned subsidiary of the organization.” The organization goes on to say, “Under Farber’s stewardship, the RAB has reshaped the organization into a full-service integrated membership, business development and training concern as well as forged strong relationships within the advertising marketplace. Additionally, she has diversified and re-invigorated its board of directors to ensure the future of the imtrade association.” Speaking about Hulvey, Warshaw says, “Mike is an excellent selection with the relevant skills and expertise to lead the RAB. He has an impressive track record in corporate management and local radio expertise. In addition, as a past chair of the RAB he has a clear understanding of the organization and what the broadcast industry requires from RAB. He has a tremendous passion for the industry which will serve us all well.” Warshaw adds, “We thank Erica for her leadership over the past decade in helping to shape an organization that meets the needs of broadcasters today as well as for the future of the audio industry. She’s left an indelible imprint on the industry, and we can’t thank her enough for her commitment and passion to radio. It’s been an honor and a privilege to work with her.” Hulvey will work with Farber to ensure a smooth and successful transition during the next few months as her last day with the RAB will be April 30, 2024.

Advice

Welcome to No-Brand Land!

By Gary Begin
Sound Advantage Media

imBroadcasting executives spend millions building their radio station’s brand in the marketplace. But is it being spent in the right place?

The frontline salesperson is a marketer’s greatest asset in creating brand justice and impact. But if you ask brand managers to look at their brand-building budgets, you’d probably see expenses allocated opposite to what drives brand purchase decisions.

Brand marketers continue to pump big bucks into extensive ad campaigns while doing next to nothing to deliver relevant, brand-supporting messages at the all-important, more significant level—the distance between a company’s sales voice and a prospect’s purchase decision.

What’s the answer?

It probably lies somewhere between (1) the unwillingness of radio stations and brand managers to go further “downstream” with their strategic recommendations and (2) the lack of useful tools to get them there.

Welcome to No Brand’s Land

Increasingly, a company’s branding success depends less on what they sell and more on how they sell it. Selected experts in branding seem to be coming around the idea that the power to make or break your brand-building effort lies not in the quality of your advertising but in the customer’s experience at the point of sale. In radio, that’s your over-the-air product and how your ad rep handles the advertiser.

On one side of No Brand’s Land, brand marketers can control all the implementation, ensuring the advertising campaign is right on, the media coverage generated by your on-air promotion is consistent, your Web site looks the same, and your corporate design is in place.

But on the other side of the No Brand’s Land, salespeople are still doing their own thing. They are cutting and pasting old proposals with outdated information and incorrect messages. They’re fabricating homegrown collateral tools and PowerPoint presentations that are, at best, inconsistent with corporate positioning or, worse, downright inaccurate.

The most frightening thing for brand marketers is that these cobbled-together documents must walk the halls of prospective customers, representing the company’s brand at the most critical points in the sales process. Ouch.

Adding insult to injury, the field-fabrication virus spreads exponentially as this lousy information is perpetuated across the channel on the brand’s intranet.

Crossing Over No Brand’s Land

To navigate and successfully cross No Brand’s Land effectively, marketers must start by adapting brand message creation and delivery to today’s strategic sales processes. Two trends will drive marketers’ efforts to create brand-supporting content that helps salespeople sell.

Trend #1: Value Selling

For more than a decade, sales training and methodology experts have focused on improving the consultative selling skills of salespeople—especially in complex selling environments. The concept is simple: first, salespeople identify customers’ needs; then, they demonstrate the ability of a solution to respond to that customer’s specific needs successfully.

Often called Value Selling or Solution Selling, this dynamic and interactive sales process replaces previously static, one-way techniques that debate the merits of competing features and functions.

While salespeople move toward creating a much more customized sales experience for each prospect, most marketing departments continue to deliver generic messaging using static collateral tools—a one-size-fits-all approach for a one-to-one world. No wonder salespeople are forced to scramble to create custom content, piecemealed from various sources, to demonstrate they have listened to the customer.

The first thing brand managers can do to help is translate their high-level positioning into street-ready value propositions and solution messaging that speak to customers the way salespeople have been trained to sell:

  • Create customer empathy by identifying and demonstrating a proper understanding of the critical do-or-die issues facing your customers. Do that for each level of the decision-making team and link it back to how they do their jobs today.
  • Next, determine and articulate the risks if they do not address these issues. Also, firmly establish and highlight the rewards if they do act. Take special care to find out how your customers will define success—determine what they want to brag about if they are successful in achieving positive results.
  • Then demonstrate how your company’s solution helps them respond specifically—and successfully—to their key do-or-die issues.

Trend #2: Dynamic, Personalized Collateral Building

Value selling has raised the bar, forever changing customer expectations about sales experiences. Customers expect company interactions to be personal, relevant, and tailored to their specific needs.

Meanwhile, marketing departments have tried to keep pace by adopting segmentation strategies, doing their best to tailor messages and create more customer-relevant positioning. However, the tools to deliver these increasingly sophisticated messages through the sales channels have lagged. So, we’ve seen a proliferation of static collateral tools designed to fit every occasion.

Unfortunately, salespeople are neither warehouse managers nor librarians, and they have difficulty tracking and finding suitable materials when needed. In response, marketers have set up sales intranets to supply 24×7 access to support materials.

While these intranets improve accessibility to materials, they don’t resolve the most significant issue facing today’s value-selling salespeople: the need to provide prospects with dynamic, personalized sales communications. With only static documentation, salespeople begin creating unique, customized documents for each sales situation.

Typically, this happens at the expense of the brand and the company. The lack of consistency between radio stations and from salesperson to salesperson—undermines the millions spent on brand awareness advertising. The extra time spent by salespeople crafting these personalized proposals, presentations, and collateral pieces keeps them from time better spent with customers.

Marketing’s big win is that every radio salesperson, even within a multi-entertainment environment, will now communicate a consistent company message. Imagine the brand-building power unleashed when sales reps begin delivering a persuasive, powerful, and pre-approved message at every point of customer contact.

Gary Begin can be contacted at: garybegin10@gmail.com.