Industry Views

SABO SEZ: Five Golden Actions for 2024

By Walter Sabo
Consultant, Sabo Media Implementers
A.K.A. Walter Sterling
Radio Host, “Sterling On Sunday”
Talk Media Network

imResearch 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.

1. Radio should be easy to buy. It’s not. Easy fix: Look at your website. Based on the website how would you buy time on your station? It should be as simple as a realtor’s website. Put up pictures of your salespeople with ALL of their real contact information – not a FORM. Offer their email and cell number. Offer a “tour” of the offerings with information about the talent and the audience. What does the host sell best? How about a very brief audio message from each host to your potential advertiser?
2. Every medium creates its own stars. Example – David Caruso, good on TV, bad in movies. Your hosts, good on radio, lousy at original podcasts.  Sure, edit up the interviews or bits and make them into a podcast. But don’t ask a host to get off the air and make brand new content for a podcast. Engage locals who are good at making original podcasts and offer them a stage.
3. Sell the biggest number. Your morning show probably has more listeners than the “Tonight Show” has viewers in your city. 1010 WINS has more listeners in New York than FOX News has viewers nationwide. Go check. Those are the numbers that put radio in perspective!  Stop selling the smallest number, TIME SPENT LISTENING. Who came up with that!?
4. Don’t make potential advertisers jump through hoops. If you have spent your career in programming, you may not know the tyranny of MEDIA CREDIT. New radio advertiser: Good buy, high rate, longterm business. Sounds great. Not so fast. At most companies, new business still has to go through the gauntlet of a MEDIA CREDIT CHECK. End that.
5. What’s wrong with the hosts? Many hosts use a content formula that MUST generate a diminishing audience size and older and older and older demos.  Repeat. WHY? If you start to trust that what you talk about socially, with your friends, your audience will grow and grow younger. Be more like Bruce Collins, PD at WBAP, Dallas. Bruce just hired James Parker who has been featured for years on “Sterling On Sunday.” James is going to talk about life, fatherhood and funny. He joins “New Jersey 101.5” alumnus, Casey Bartholomew, 10:00 am – 12:00 noon, who talks about life, fatherhood and funny.  It’s working so well that WBAP will now be simulcast on Class C2 FM, KLIF.

Five bullet points. Goals: HAPPY NEW YEAR!

Walter Sabo was a founding architect of SiriusXM and began the recruitment of Howard Stern. He has consulted RKO General, PARADE magazine, Hearst Broadcasting, Press Broadcasting, and other premium brands. He launched the first company to engage online video influencers, Hitviews. As an executive, he was EVP of NBC FM RADIO giving Dr. Ruth Westheimer her first media job and fostering the creation of adult contemporary. As VP ABC Radio Networks, Sabo hired Ringo Starr to be a DJ for a 24-hour special.

Features

“The Greatest Game Ever Played”

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Baltimore’s Alan Ameche plunges over the goal line for the winning touchdown!(courtesy YouTube/NFL Films)

On the field? Maybe. In its impact on pro football and sports broadcasting? Absolutely!

By Mark Wainwright

imIt was one of those indelible moments in sports history: The 1958 NFL Championship, played on December 28, 1958 at Yankee Stadium in New York. The Baltimore Colts defeated the New York Giants 23-17 in sudden death overtime. 65 years later, the events of that Sunday afternoon still resonate throughout pro sports and sports media.

In 1958, the National Football League was far from the huge phenomenon we see today. Americans generally had much more interest in baseball, and during the Fall, college football captured the attention of sports fans on Saturday afternoons. The annual Army/Navy and Harvard/Yale clashes were national news stories, and fans followed the exploits of powerhouses like Notre Dame and Michigan. For most fans, pro football was an afterthought. Even in cities with pro franchises, the NFL clubs often played runner-up to the local baseball teams.

Baltimore and New York were two exceptions. The Colts were upstarts — Baltimore didn’t get an NFL team until 1953 — and the city quickly fell in love with the Colts; on game days, Baltimore’s Memorial Stadium was described as “the world’s largest outdoor insane asylum.” Meanwhile, the Giants had been part of the NFL since 1925, and they were considered the league’s most glamorous team, located in the world’s media capital. Two very different teams, both with passionate fan bases, playing a nationally-televised title game in New York City… indeed, America was destined to notice pro football that day.

Seventeen Pro Football Hall of Fame inductees were in the stadium that afternoon, along with a Heisman Trophy winner (Baltimore running back Alan Ameche). The Colts were led by quarterback Johnny Unitas and defensive end Gino Marchetti. The New York offense revolved around halfback Frank Gifford, while linebacker Sam Huff anchored the defense.

There were all-stars in the broadcast booths, as well. NBC’s national telecast was assigned to Chris Schenkel and Chuck Thompson; both of these gentlemen are now legends of their industry. Joe Bolan and Bill McColgan called the game for NBC’s national radio feed, while Les Keiter did the play-by-play for WCBS Radio in New York. And Bob Wolff did the radio call for Baltimore’s WBAL. Wolff was assisted by an eager teenager who worked as his spotter… a young man named Maury Povich (yes, that guy).

The first half, frankly, wasn’t anywhere near “greatest game” territory. While both defenses played fairly well, the offenses looked sloppy and disorganized, and the two teams combined for six turnovers in the first thirty minutes. The Giants managed only a Pat Summerall field goal, while the Colts — almost in spite of themselves — took a 14-3 lead into halftime. It could have easily been 17-3, but Sam Huff blocked a Baltimore field goal attempt.

So, what was the halftime entertainment? Over the years, Super Bowl halftimes have featured performers like Lady Gaga and Michael Jackson. What 1950’s superstars would perform in the “super bowl” of 1958? Elvis Presley? Brenda Lee, maybe? Nope. It was the Baltimore Colts Marching Band, with their prancing majorettes looking quite fetching in their red leotards and reindeer antlers…

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The Baltimore Colts Marching Band majorettes, in “reindeer” mode!  (courtesy YouTube/NFL Films)

Baltimore’s offensive woes continued into the second half. Early on, the Colts drove the ball to New York’s 1-yard line, but Alan Ameche was stopped for no gain on third down, then Ameche was tackled for a loss when he attempted to run wide on fourth down. In an interview decades later, Baltimore’s Lenny Moore revealed that Ameche botched the play; it was supposed to be an option pass, but Ameche didn’t hear Johnny Unitas’ signals correctly, and he ran instead of throwing a short pass to a wide open Colts receiver.

That goal-line stand awakened New York’s offense, and they needed only four plays to score their first touchdown to make it 14-10. The Giants then took a 17-14 lead early in the fourth quarter on a Frank Gifford touchdown reception, and while the Colts responded with two effective drives, they came up empty on both possessions; one ended with a missed field goal, the other ended when Unitas was sacked twice, taking the Colts out of scoring range. The Giants’ offense only needed a first down or two to ice the game, but Frank Gifford was stopped on a critical third down run. For decades, Gifford insisted he made the first down; Baltimore’s Gino Marchetti suffered a badly broken ankle in the pileup, and Gifford often said that amidst the chaos and confusion of tending to Marchetti’s injury, the officials did not spot the ball properly. However, when ESPN restored the footage for a 50th anniversary broadcast in 2008, an accident reconstruction expert analyzed the images and determined that Gifford was, indeed, just short of the first down (more about that ESPN program in our Epilogue). The Giants chose to punt the ball, and the Colts took over on their own 14-yard line.

This was the moment when Johnny Unitas began his ascent to legendary status. With just two minutes left, he moved the Colts downfield quickly. While there were several misfires, he made four critical completions, including three straight passes to his star receiver Raymond Berry. Those last three plays moved the ball 62 yards to the Giants’ 13-yard line, and with just seconds remaining, the Colts rushed Steve Myhra out to attempt a tying field goal. Myhra had struggled with field goal attempts all season, and Baltimore fans held their collective breath until the ball went through the uprights. The fourth quarter ended tied 17-17.

So… what happens next? Many of the players and coaches weren’t sure. It was not unusual for football games to end in a tie, but this game was for the NFL title. Would the teams be declared co-champions? Fortunately, the NFL had recently instituted an overtime rule for championships, and it would be decided on the field. The teams would play pure “sudden death.” The first team to score in any manner would win, and they would play for as long as it took.

The Giants won the toss and chose to receive, but they were not able to mount any kind of drive, and they punted the ball back to the Colts. Unitas now had all the time in the world, and Johnny U methodically moved the Baltimore offense to the New York 8-yard line. It was first-and-goal, and then, suddenly… the NBC Television feed disappeared! Nothing but snow on the screen!

This caused immediate panic in NBC’s control room, not to mention in homes across the nation, as viewers — particularly in Baltimore — bolted from their living rooms and scrambled to find the nearest radio. It was one of the worst possible moments to lose the live feed of a TV broadcast. And then…

A fan ran onto the field! Play was halted for nearly a full minute before New York’s Finest chased him down and escorted him to the sideline. Over the years, there has been endless rumor and speculation about this incident. Photographs show the fan was well-dressed and appeared very cooperative when the cops took him away; he certainly didn’t look like a drunken lout. Who was this guy?

Whoever he was, he is now the stuff of sports broadcasting legend. More than six decades later, it is widely believed that he was an NBC employee who realized the broadcast was interrupted and ran onto the field — or perhaps was told to run onto the field — to delay the game long enough to give the TV crew enough time to find a loose cable and fix the connection. As far as I know, he was never identified and the story has never been confirmed. One hopes the fellow received a bonus and a promotion for his quick thinking!

When the game resumed, the Colts ran two plays to reach third-and-goal from just over a yard away. A field goal attempt might have been the obvious choice, but Baltimore coach Weeb Ewbank was leery of sending a struggling Steve Myhra in to kick. Meanwhile, the coach trusted Unitas completely, and he left Johnny U and the offense on the field. A routine handoff to Alan Ameche secured a 23-17 Baltimore victory.

The game was breaking news nationwide. It was a big topic of Sunday afternoon dinner conversations, and it was headline news on front pages and in sports sections the following day. NFL and television executives soon realized that professional football could become a very valuable property, and they started making plans for increasing television coverage and boosting marketing exposure for the teams, the star players, and the sport overall. And down in Dallas, Lamar Hunt — a son of oil tycoon H.L. Hunt — started thinking about owning his own football team. Those dreams eventually led to his role in establishing the rival American Football League, which merged with the NFL just over a decade later. Historians and sportswriters have studied the 1958 title game, and they generally agree that event was the start of professional football growing into the colossus it has since become. It was the aftermath and the impact  — as much as the drama of the game itself — that led them to calling it “The Greatest Game Ever Played.”

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EPILOGUE

As I’ve mentioned in previous articles, television did not put a high priority on archiving sports events back then. There is no known videotape of the game; videotape was in its infancy, and while NBC presumably had one or two of the early machines available, it seems nobody bothered racking them up. There is no known kinescope film recording of the television broadcast, either. Fortunately, there was plenty of film footage of the game, both from overhead and from sideline views. This footage was shot by NFL Films, as well as various newsreel cameramen working for different organizations.

On the 50th anniversary of the game in 2008, ESPN produced a special documentary that used the old footage to re-create much of the action. The historic clips were colorized for broadcast, and the action was interspersed with comments and memories from players, fans, and broadcasters who were there. (Sadly, many of these gentlemen have passed away in the fifteen years since.) Most of Bob Wolff’s Baltimore radio broadcast was saved, and the NBC national radio call was saved almost in entirety. This historic audio was used in conjunction with the preserved video. Several versions of the ESPN special can be found on YouTube; here is a link to one of those.

Others have collaborated on an almost-complete reconstruction of the game, using the original newsreel and NFL footage, some of the colorized ESPN content, stock footage, and still photos. The audio portion uses the NBC national radio call by Joe Bolan and Bill McColgan (complete with vintage commercials!). There are several uploads of this project on YouTube, and there is also a version on the Internet Archive, available here. If you’ve never seen any of “The Greatest Game Ever Played,” punch it up on your laptop and enjoy!

Mark Wainwright is a long-time radio personality and voiceover performer. He was most recently the morning host at WSYR in Syracuse; he is also a Baltimore native and life-long Baltimore Colts fan (and he still hasn’t gotten over the Colts leaving town and moving to Indianapolis decades ago!). He can be reached at: markwainwright@earthlink.net

Industry News

Jimmy Failla Named Host of “FOX News Saturday Night”

FOX News Channel names Jimmy Failla host of “FOX News Saturday Night with Jimmy Failla,” premiering on Saturday, January 13 and airing from 10:00 pm to 11:00 pm ET. FNC EVP of primetime programming Meade Cooper says, “As a former New York City cab driver, Jimmy is a classic Americanim 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.

Industry Views

Pending Business: Welcome to 2024

By Steve Lapa
Lapcom Communications Corp
President

imWhat do your New Year’s resolutions look like?

Chances are your resolutions included what I call the old reliable “mores.” Earn more, save more, exercise more, eat more of the healthier foods. Sound familiar? Do you break down the resolutions into daily goals? As in here is what I need to do today to meet my goals and fulfill my resolutions. How about the “less” category? Do you spend any time thinking about what you want to do less often? Let us start with some obvious candidates.

A recent survey by Frequence.com indicated 84% of respondents in marketing and advertising felt stress on the job. Maybe the other 16% had just taken their morning meds. Seriously, can you blame the stressed-out thousands who have spent a career working for companies that stand on the brink of financial peril, delist from the stock exchange, or initiate short-notice personnel cuts? Has anyone in the radio business reading this column ever experienced a fully stress-free experience for over 36 waking hours? If it is not work, maybe it is friends, family, travel issues, or anything else that you simply cannot stop thinking about.

“Less” resolution #1. Less stress on the job, unless you are in the parachute business or an air-traffic controller or emergency room doctor in New York or Chicago, you get where I am going with this.

The same survey showed 72% of respondents work for organizations expecting them to deliver more with less support. The last time I worked for a broadcast company that provided me with my own dedicated assistant, the Cowboys won the Super Bowl in the first ever televised in prime time. Please raise your hand if you are a seller or sales manager with your own dedicated assistant. Anybody? How about in the past 10 years?

“Less” resolution #2. Less is more. The slogan takes on new life in the remote work environment that is a norm for many in the media buyer-seller relationship. Everyone in the chain is being asked to do more, reach increased goals, and perform to a higher standard with less support. You are either on the income money flow line or the expense side. Pick your lane and try your best to deliver measurable results.

Technology is driving change in every corner of the workplace. New strategies and technologies designed to monetize media impressions are part of our culture. Surveys show anywhere from 52-70% of sellers and marketers are challenged with keeping up.

“Less” resolution #3. Prioritize your upskilling. Pick the one area that will allow you to hit your most important “more” goals and master it. Never stop learning, just adjust your learning curve to what works best for you.

Here’s to a more productive and prosperous New Year!

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 News

Beasley and GKB Partner for Knicks and Rangers Games in New Jersey

Beasley Media Group partners with Good Karma Brands and “ESPN NY” to broadcast live Knicks and Rangers games across the Garden State. Beasley Media New Jersey will air the games on WMTR, Morristown; WCTC, New Brunswick; WRAT-HD3, Point Pleasant; WJRZ-HD3, Manahawkin; and on WJRZ’s translator in Toms River at 100.5 FM. Beasley New Jersey SVP and regional market manager Daniel A. Finn states, “We are so excited to provide our listeners and fans of these iconic teams broadcast coverage across the state of New Jersey. Offering access to these franchises through ‘ESPN NY’ and Good Karma Brands is just phenomenal.”

Industry News

FOX News Media Loses Two Staffers

Just before Christmas, FOX News Media announced that two of its staffers had passed away. Director of Chicago bureau operations Adam Petlin passed away at 58 after a long illness. He was a FOX Newsim original, starting with the company in August of 1996 as one of the first six field photographers hired. He led the first FOX camera crew on scene in downtown Manhattan on September 11th and captured the devastation that immediately unfolded that day, delivering the very news that changed the world to millions of viewers. The organization also lost Matt Napolitano, who passed away after a brief illness at age 33. Napolitano began his FOX career in 2015 as a writer for SiriusXM news channel FOX News Headlines 24/7. He soon became a sports reporter for the service and further excelled in that position. He also appeared on FOX Business Network’s “Cavuto Coast to Coast.”

Industry News

SRN’s Mike Gallagher Raises Funds for Prison Fellowship

Salem Radio Network nationally syndicated talk radio host Mike Gallagher and his listeners have helped raise funds for the Prison Fellowship this holiday season. Gallagher tells TALKERS magazine, “Years ago, I came home from work one day very grumpy and my wife Denise said, ‘Why don’t you start doing good for people on your show? You could take the passion that your audience has all bottled upim and help people instead of just jawboning and complaining about everything.’ And she was right. So ‘Gallagher’s Heroes – The Fallen Officers Fund’ was created (which assists the families of law enforcement killed in the line of duty and publishes The First Responders Bible) as well as several other charities we help on an annual basis. Each holiday season we partner with Prison Fellowship and get Christmas presents, Bibles and a personalized message from an incarcerated parent delivered to thousands of children. So far this year, my audience has donated over $160,000 which will benefit 6,400 children of prisoners. Over the last few years, my listeners have contributed over $2.5 million to Prison Fellowship. I’m so humbled and blessed to have such a loving, generous audience. It makes it a joy to come to work. And I get to carry my late wife’s wish in my heart. I’m a lucky guy.” Gallagher is not the only SRN host helping the Prison Fellowship cause. Sebastian Gorka is also working hard to promote the organization’s efforts.

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

Robert “Hardy” Poole Named Morning Co-Host at “98.5 The Sports Hub”

Beasley Media Group announces that Robert “Hardy” Poole moves from the midday “Zolak & Bertrand” show to morning drive as the new co-host of the “Toucher & Hardy” show on sports talk WBZ-FM, Boston “98.5 The Sports Hub,” effective January 4. Beasley says, “Over the past eight years, he’s played a key role in propelling the ‘Zolak & Bertrand’ show to unprecedented ratings success in theirim midday slot. Hardy has also lent his voice and creative talents to various platforms across the station, including the creation of the wildly popular ‘Fuppets’ videos for Felger & Mazz. In addition, he has been the longtime host of the ‘Sports Hub Golf Club’ show and can also be heard on Beasley’s Rock 92.9.” Morning host Fred Toucher says, “I’ve known Hardy and admired his talent for many years. I’m very excited to begin this new chapter and feel revitalized by the new opportunity.” Hardy comments, “As a lifelong radio guy, I’m thrilled for this opportunity. I’m looking forward to working with Fred and the rest of the morning show crew on what I believe will be a great show.” Station PD Rick Radzik states, “Hardy is one of the most talented and creative individuals I have ever worked with in radio. Teaming him with Fred was just a natural fit for our new morning show. I look forward to them providing great content and entertaining our listeners for years to come.”

Industry News

95.5 WSB and Clark’s Christmas Kids Raises $1.4 million

Clark Howard and Cox Media Group Atlanta’s news/talk WSB-AM/WSBB-FM helped to fulfill the Christmas lists of 8,137 children in foster care in Georgia through the “Clark’s Christmas Kids” program. Now in its 33rd year, the partnership between 95.5 WSB, Clark.com, Georgia Department of Humanim Services, Division of Family & Children Services, The Society of St. Vincent de Paul Georgia, and Walmart, has undertaken the mission of ensuring that every child in the Georgia foster care system has at least one gift on Christmas day. This year the program raised over $1,440,000 which will provide over 24,400 gifts to children in Georgia. 95.5 WSB program director Ken Charles says, “The 95.5 WSB audience is just amazing! For the 33rd year they’ve shown up with an incredible spirit of generosity to make sure the kids have a very merry Christmas. Our entire team supports Clark’s mission to make sure every foster child has at least one toy for Christmas and I’m so thankful our listeners come through every year!”

Industry Views

Pending Business: Ad Count

By Steve Lapa
Lapcom Communications Corp
President

imHow many times will we research the same subject and come to the same conclusion?

This time it is the podcast. How many ads will the average listener consider “appropriate” in a 60-minute episode?

If you read the recent research from Cumulus/Signal Hill, you know the answer. For the rest of you, survey says under four minutes per 60-minute episode. The same survey says the magic number for a 30-minute episode is under three.

How ironic is that? The typical talk radio hour runs more ads in one break than an entire 60-minute episode of a podcast. Could it be because we have been integrating radio commercials into hour-long broadcast content for over 100 years? Have we conditioned news/talk listeners to accept more commercials per hour? Our TV friends have been at for over 80 years with an even bigger hourly spot load. Anyone ever see audience research that says add more commercials?

Seriously, unless you pay for the ad-free experience of Netflix, HBO, Hulu, Spotify, Pandora, etc., like most consumers of media, you are comfortable with the ad-supported media model.

So, how has the podcast world been so successful with a model that would leave most traditional radio and TV owners, execs, and sellers dumbfounded.

Here is some insight from my experience.

1) CPM is higher in podcast. The hard facts are when you work with higher CPM you can adjust the commercial load. Demand for digital/social media and podcasts with marketable scale is greater than terrestrial radio. The demand curve for podcast advertising is greater than terrestrial radio. Time to wake up, shake up and shout out loud about our 100-year-old sleepy giant!

2) Survey said 62% of podcast listeners prefer the host read. Talk radio sellers should improve this pitch every day. Today, podcast sellers are simply better at it. Podcast sellers get the intimate relationship between host and listener better than most radio sellers get host and audience. Podcast hosts seem more one-on-one savvy. What will Joe Rogan’s next guest say? What will we hear when your talk talent interviews their next guest?

3) Quality. When your local production director is overloaded and needs to get commercials completed on the air yesterday, what wins: quantity or quality? Be honest here. Where is the next audio creative genius like Dick Orkin or Chuck Blore? Do you know those names?

4) Can you really compare ad load levels between the 60- or 30-minute podcast episode to the average three-hour daily talk radio show?

Traditional molds need to be revisited regularly. My experience with YouTube is showing me even newer models for monetization, different from audio podcasts. Does your 2024 planner have any room for innovation?

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

What’s a “Bombshell” in a Noisy World?

By Michael Harrison
Founder
TALKERS

imWe live in an increasingly noisy world.  The accelerating advancement of media technology, with its accompanying “everybody is a star” syndrome, combine to make it increasingly difficult to get attention. By that, I mean real attention – the kind of attention that those in the professional media (and related) industries describe as “traction.”

Public conversation, as conducted in today’s media, has fallen victim to the noisy cocktail party syndrome. That’s what happens at social events, catering halls and froofy restaurants where the cruel combination of loud background music, echoey acoustics, and lots of small talk forces attendees to speak louder and louder and louder in order to be heard. The decibel count goes into hyper-inflation. People start screaming at each other saying nothing of consequence. Some folks deal with the inherent discomfort of this scenario by practicing the disingenuous (but extremely useful) art form of faking interest and understanding through confident smiling, eyebrow raising, nodding, grunting and saying innocuous phrases like “ha” and “there ya go” while others just keep on screaming.

Have you noticed how headlines – even when used by the editors of generally reliable platforms – have taken hyperbole to new lows of dishonest click bait in order to get attention?  Beware of two such words that are being spewed through today’s media to cut through the noise only to create even more noise in the process.  In the world of science, it’s “terrifying.”  In the world of politics, it’s “bombshell.”  These ratty words have infested our media sewers and should be avoided unless actually used in an honest and accurate manner.

Michael Harrison is publisher of TALKERS.  He can be contacted directly via email at michael@talkers.com.

Industry Views

Six Reasons Radio Listeners Ignore Your Morning Show

imConsultant Gary Begin of Sound Advantage writes in a piece for TALKERS today about why some morning radio shows fail to launch. He offers six reasons for this that can be avoided if management really wants to create a successful program. Reason number one? Because the hosts are just not that good. See Begin’s complete article here.

Advice

Six Reasons Radio Listeners Ignore Your Morning Show

By Gary Begin
Sound Advantage Media

imYou know the routine.

Your radio station introduces a new morning show, and you sit back and wait for the magic to happen.

And you wait…and you wait.

Still, the audience doesn’t know them, doesn’t care about them, or knows them and still doesn’t care about them.

Why is this happening?

There are six reasons:

One: Because they’re just not that good

It’s true! Radio managers are not famous for spotting and nurturing talent.

And a result: Being good is hard!

There’s a reason why Howard Stern was fired to the top. There’s a reason why it’s a safer bet to plug in Ryan Seacrest than to take a chance on somebody nobody knows (for better or worse). There’s a reason why the freshest young voice with a unique point of view prefers to launch a YouTube channel rather than work its way up the long, hard slog of the radio ladder.

Radio fans know what they like and don’t like, and everything else will likely fall in the vast, bland, vanilla middle. And while that vast, boring, vanilla middle can be tweaked with a bit of coaching or a new producer, there’s an old saying:

“You can’t polish a turd.”

Two: Because they’re not meaningfully different in a crowded field

Guy’s name and Gal’s name in the show title? Check.

Impeccable technical execution? Check.

Show producer/board op? Check.

What about plugging in all the radio morning show best practices? Check.

The problem with formulas for what makes a great morning show is that every station has access to the same procedures. And when every radio station is playing the same morning show game for the same audience at the same time using versions of the same bits, the audience will default to the show they’ve listened to longest, even if it’s not necessarily the best – because it takes a lot of time and effort to find the “best” and no time or effort at all to succumb to habit.

So why should I change the listening behavior that has served me well for years to sample YOUR show?

Three: Because listeners are barely exposed to them

It’s not only about how long a show has been on the air but also about how much exposure that show has had while it has been on.

I have a saying:

Listeners don’t listen to your morning show today; they listen to every episode of your morning show they have ever heard – today.

In other words, listeners bring their relationships with talent to each listening occasion. This makes intense morning shows powerful: They have a longstanding connection with their fans. It’s also why you can stream a market and listen to the dominant morning show without knowing why it’s so successful.

So, when you envelop your show in music, or the host opens the mic to announce a song, do a live read, announce another contest winner, check the weather, or emote some breezy phrase that dissipates into the radio ether within seven seconds, then the audience has less to know and fewer opportunities to realize it.

Why bother?

Four: Because they’re DJs and not humans

While there’s something comforting about a human voice on the radio, not every voice appears human. I’m not talking about voice-tracking here; I’m talking about content.

Humans have three dimensions – strengths and weaknesses, flaws, and blemishes. All on display.

When those dimensions are not displayed in a movie, we call the character “shallow.” And nobody (willingly) makes friends with shallow beings (although we’re happy to laugh at their expense TV).

Five: Because management doesn’t want a great morning show, they want a cheap morning show to be great

Too often, we’re not aiming for greatness; we’re aiming for extraordinary cheapness.

That’s not how Jimmy Fallon got the “Tonight Show” gig or how excellent radio talent is born. We fool ourselves into thinking the cheap voice can be better if only the audience catches on. And then we are disappointed when they never do.

This is not to say you always get what you pay for, but you certainly never get what you don’t pay for.

I recently ran into an old radio friend – a former morning host – now long out of the business. He was approached by a station in his market to do a weekend gig – live. And for this, he would be paid what he described as “the kind of money I made just out of school.”

Either he will say “no,” or the station will get from him what it’s paying for, which is precisely what it wants and much less than it pretends it wants.

Six: Because “liking them” and “listening to them” are two different things

Your new morning host may be a great guy and a model citizen, but if I’ve got 20 minutes of drive-time, I intend to spend it with the most compelling, entertaining, or informative morning show I can find, not with an audio Boy Scout.

Gary Begin can be reached at garybegin10@gmail.com.

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

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

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

Civic Media Adds New Evening Show to Wisconsin Talk Network

According to a report in the Milwaukee Journal Sentinel, comedian and filmmaker Pete Schwaba is now hosting a nightly talk program on the network of news programs and progressive talk shows that Civic Media is airing on its network of stations in Wisconsin that includes flagship station WAUK-AM,im Waukesha. The “Nite Lite With Pete Schwaba” airs from 8:00 pm to 10:00 pm. Schwaba has hosted programs for PBS Wisconsin in addition to his work in the film industry that includes writing for the 2003 film, A Guy Thing, and his own indie comedy film, The Godfather of Green Bay. He also served as a producer on the Jeff Foxworthy TV show, “Are You Smarter Than a Fifth Grader?” He says, “Entertainment, just like sports, helps bring people together, which is more important now than ever. I’m excited to introduce listeners to people I’ve met over the years in the entertainment business, share experiences, and generally celebrate arts and culture in Wisconsin.” Read the Journal Sentinel piece here.

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.

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.

Industry Views

TRUE CRIME: What Would You Do?

By Walter Sabo
Consultant, Sabo Media Implementers
A.K.A. Walter Sterling
Radio Host, “Sterling On Sunday”
Talk Media Network

imWHAT WOULD YOU DO? A very good major market DJ murders his wife and injures her lover upon catching them in the marital bed. An 11-year-old girl was in the house – a witness. The murderer is convicted (second-degree murder/“situational crime”) sent to prison, does his time and is released after a few years for good behavior while incarcerated.

Upon release, the convicted murderer is hired as an on-air talent by at least three publicly held companies, with properties licensed by the federal government and heavily staffed with women employees. “Hey, he’s a good jock!” He works continuously from the time of his release until he retires about 18 years later in 1991.

Within the past decade, major market on-air talent have been fired, chastised, suspended or forced to mumble meaningless public apologies for posting tacky memes, joking about sports sideliner Erin Andrews (at the same time TMZ reporters were making the very same jokes about her on FOX), questioning team owners’ judgements, or posting “inappropriate” remarks on all forms of social media. Entire businesses have been lost because of silly off-air comments by talk hosts or DJs. Dr. Laura is an amazingly great talent.

Many of the job security issues faced by today’s on-air talent are the result of social media posts they made a few years ago – or sometimes things they said a few decades ago. Worse, people in all professions get in trouble for expressions uttered outside of the parameters of their actual jobs. A joke about the boss, a compliment about the attractiveness of a co-worker or mocking a product – in very few words – could easily destroy a career.

Considering this oh-so-touchy environment, would the murderer be hired today, or even allowed in a radio station’s lobby?  No, “Humble” Harve Miller, the murderer, would not be hired today by the very same companies that hired him a relatively few short decades ago.

Based on today’s standards, the CEOs of the companies that did hire Humble Harve should be immediately fired or at least forced to issue written public apologies and be deprived of their bonuses or suffer a claw back of their retirement packages. Immediately. My god! An 11-year-old murder witness! 

Too much? Too late, you say. Not practical? Agree!! Those actions would be just as overwrought as firing or shaming a host about their Erin Andrews joke or meme posted on X.

How likely do you think one of my proudest hires, Dr. Ruth Westheimer, would have a chance to become the number one radio personality in New York City today?

Perspective: memes, jokes, asides, and minor league slander only become big deals when the paranoid company stops time and puts out a public apology. The apology inevitably, not the incident, reaches a much larger audience. The public awareness brought about by the apology or employee firing actually causes damage to all involved.

Walter Sabo has helped some of the largest media companies in the world increase share of audience. Clients have included Conde Nast, SiriusXM, ABC, Gannett, RKO General, American Tower, TuneIn and more. The company he founded, HITVIEWS was the first to identify and monetize online influencers as revealed at the TALKERS New Media Seminar in 2008. His Talk Media Network show, “Sterling On Sunday,” generates significant audience share for stations such as WPHT, Philadelphia; KMBZ-FM, Kansas City; KMOX, St Louis; and KFBK, Sacramento. You can learn about the show at www.waltersterlingshow.com or email Walter at walter@sabomedia.com.

Industry Views

Pending Business: Coffee Talk

By Steve Lapa
Lapcom Communications Corp
President

imHave you tried the $7 cup of coffee at Starbucks?

A recent visit to my neighborhood location was an eye-opener. The demographics were broader than a trip to Disneyland. The service was average, as the baristas gave a hearty Moe’s welcome shoutout, heads down cranking out the orders.

A recent study showed 63% of millennial coffee drinkers are good with that $7 price because the coffee experience made them feel good. I was wowed at the acceptance of the price point. If the average consumer goes to Starbucks 16 times a month, that is over $100 a month on coffee. No wonder there more than 16,000 locations in the U.S. We just can’t get enough!

Yes, I am a student of successful marketing no matter what the product or service is. Tide, Starbucks, iPhone – what is it about the product that drives the value proposition? Quality? My gym socks do just as well in the less expensive laundry detergent. Dependability? My iPhone needs rebooting more than I would like to admit. Consistency? Ever taste Pike Place when it is from the bottom of the canister? No product or service is flawless, yet we consistently pay more for some over others. Is it marketing, packaging, or genuine performance? A little of everything.

Let us connect to our sales world.

1) There is no shortage of Tide. Yet it is still the most expensive brand on most supermarket and big box store shelves. Consumers have paid a premium for nearly 80 years because we trust the product. And therein lies the lesson for talk radio sellers. The trust your audience has in your on-air hosts is hard-earned equity reinforced every day.

2) The sit-down experience and service in a Starbucks is unique. From Manhattan to Carmel, California, locally owned coffee shops try, and some may succeed but the overall sit-down experience and service at Starbucks is consistently high-quality, meeting our expectations no matter where you are and so price barriers come down. Lesson #2 for sellers. Is your buyer-seller exchange always at a consistent important level no matter how close your relationship with your advertiser? Even when business is down?

3) There is no way to Google that answer. Put yourself in the shoes of your advertiser, especially a first-time advertiser when the wrong copy runs, an invoice is incorrect, or another issue comes up. Is it quick and easy to resolve a discrepancy? Will you invest the time and patience to ease the process?

Our talk radio business rarely integrates intangibles when it comes to pricing. Competitive, efficiencies and demand traditionally drive pricing. Yet the talk radio personalities are the ones with all the intangibles. From political influencers and offering emergency weather information to life changing news storylines that need interpretation to become more acceptable. Yet through it all, we are still the $1 cup of coffee.

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

Pending Business: The Dilemma

By Steve Lapa
Lapcom Communications Corp
President

imWhat’s old is new again.

From Jonathan Swift and Mark Twain to Winston Churchill, Peter Allen and Carole Bayer Sager, historic influencers have been credited with owning that phrase as long as I can remember.

That single concept is one of the foundational principles of media sales, even today. If you have been selling or managing long enough to remember pay phones on street corners, in hotel lobbies and airports, you should have a special appreciation for what follows. Let’s start with:

1. The “Golden Choice: Ratings or Results.” Which would you rather be selling? Top-rated content, or content that generates top performance results? No, they do not necessarily go hand in hand. Just because you sell major-scale delivery, doesn’t necessarily mean your audience will meet the advertiser’s expectation of performance. Like many of you reading this column, I’ve had the privilege of representing both sides of the dilemma; top-ranked content in radio, TV, digital and social media that did not meet the Key Performance Indicator requirements and smaller scale content that delivered annual renewals, year after year. I work with content that generates millions of impressions weekly and content that does not participate in Nielsen surveys, or delivers moderate scale, yet the old dilemma of ratings or results seems new to the newer digital/social media sales teams making calls today.

2. Does the creative match the audience? This is one of my favorite questions, especially when it comes to host-reads. The greatest talents I’ve worked with are never afraid to ask for the creative freedom to tweak copy points to match their audience. Every great host knows the audience. Sometimes it pays dividends to allow for creative freedom and sometimes it becomes a fast track to a cancellation. The difference is the confidence the advertiser has in you and the talent you represent.

3. Just say no, or go with the flow? When business is soft, most sellers and managers will take the short-term test dollars. Thirteen-week minimums become two-week tests and thus a product or service is given a short-term ride on what should be a longer-term campaign. But let’s face it, we’ve all compromised somewhere to help make the cash register ring a little louder. With a respectful nod to every seller and manager, that timeless call is totally up to you.

From local radio sales and podcasts to digital and social media sales, what’s old is new again and again.

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 News

Bloomberg: Audacy Gambled on CBS Radio Merger

A piece at Bloomberg by Ashley Carman looks at the $1.5 billion 2017 merger of Audacy (formerly Entercom) and CBS Radio and concludes that the deal has been a back-breaker for the company as Carman writes, “Now, six years later, Audacy is struggling under the weight of $1.92 billion in debt and shriveling demand for radio advertising, an industrywide plague.” The piece goes beyond just Audacy’sim financial struggles and looks more broadly at how radio as a legacy medium is facing “the same headwinds as other traditional media.” Carman adds, “Stations are losing their grip on younger audiences, and advertisers are tuning out. Fresh sources of revenue, like podcasts and streaming audio, are going to new contenders such as Spotify Technology SA or just failing to make up for the lost radio ad dollars.” The U.S. radio business has always touted its reach, but according to Lauren Russo, EVP at ad buyer Horizon Media, broadcast radio faces real problems. “The broadcast marketplace is extremely soft for ’23 and similarly for ’24. The overall audio ecosystem continues to grow from a streaming and podcasting perspective, but at the expense of broadcasts.” Read the Bloomberg piece here.

Industry News

WWO Audio Active Group: Less Is More

This week’s Westwood One Audio Active Group blog shares information about the effectiveness of audio ads from a collaborative UK study by audio distribution service Audiotrack and analytics firm Colourtext that compared ad effectiveness with word density in audio ads. Some of the takeaways from this study lend credence to the notion that when it comes to ad copy, less is indeed more. For example,im the study found that eliminating 10 words of audio copy increases the Creative Standout score by 1%. Creative Standout is achieved when consumers say, “this ad stands out” and rate an ad with an 8, 9, or 10 on a one-to-ten-standout scale. Further it found that eliminating 10 words of audio copy increases web traffic by 0.25%. Creative Standout in audio advertising is strongly linked to ad response via website visits. For each 1% rise in Creative Standout achieved by an audio ad, website response rate increases by 0.25%. Also, the more messages that are included in the ad, the poorer the recall. An ad with four messages will have message recall of only 24%, compared to 43% for ads with just one message. The more messages an ad attempts to communicate, the lower the likelihood of a single message being communicated. See the blog post here.

Industry Views

Ten Things You Need to Know to Be a Successful Talker (on or off the air)

By Michael Harrison
Publisher
TALKERS

im

10. Have a flight plan before taking off on a monologue.  Know where and when you intend to land the plane.  This is true of any point you’re trying to spontaneously make in the course of a conversation. There’s nothing worse than a talker bloviating in search of a point.

9. Know what you’re talking about.  Don’t just go with half-baked information for fear of being late to the party or are desperate to fill time.  You can’t be an effective talker if you are not an equally effective listener. Also be careful about assuming you are the first to notice or know something when you might actually be the last.  Respect the fact that some of the people you are addressing might be more knowledgeable than you.

8. Take an extra fraction of a second to edit yourself.  Loose lips sink careers. Especially today!  The art of being an effective talker is like being a quarterback.  Get rid of the ball quickly… but not too quickly.

7. Don’t try to be funny if you’re not. This relates to the point above.  However, humor is an effective communications tool when used properly.  The key is to use it properly with an honest assessment of your own “talent.”  Everyone needs a director.

6. Don’t pander to your target audience (too much).  The daily dance of affirmation – telling people exactly what you think they want to hear and never deviating – eventually leads to a happier but ever-shrinking audience that will eventually turn on you. Super-serving the wrong-headed beliefs (or bad taste) of the target audience can lead to slow-but-sure audience erosion.  Don’t be afraid to occasionally piss-off the core. Its good for the soul as well as the cume. Always have an exit strategy. Don’t endeavor to deceive.

5. Don’t deviate too far from the course and point of the conversation.  Tangents disrupt the flow of a meaningful conversation and make people forget what they are talking about.  (This is equally important in off air conversations.)  If mid-conversation someone asks “do you have time for a quick story,” your first impulse should be to say no.

4. Don’t interrupt.  And don’t allow anyone to interrupt you.  If you must interrupt, do so with surgical finesse. Avoid conversations with wind bags.

3. Avoid worn out talking points. Be original.  Always bring something new to the table. Otherwise you deserve to be replaced by AI.

2. Don’t waste people’s precious time. In today’s world, time is as precious as money.  There’s no such thing as “free” media.  It costs people time to listen to you.

1. Know when to keep your mouth shut.  This is one of life’s most valuable lessons, on and off the air.

Michael Harrison is the publisher of TALKERS.  He can be emailed at michael@talkers.com.

Industry Views

Monday Memo: How Talk Radio Imitates Lunch

By Holland Cooke
Consultant

imHere’s actual news copy, from Joe Connolly’s business report one morning on WCBS, NY: “One third of all domestic flights are now late, by an average of one hour.”

Note: That wasn’t the headline, it was the entire story. As-much-as half of Connolly’s script is one-sentence stories. Espresso, not latte. Just the factoids, ma’am. The essence. What the listener would likely retain (and quote later) from the story if copy were longer.

Here’s some HC lore – and promo language – that’ll be familiar to programmers and talent I work with:

The first 5 minutes of the hour are for facts.

The next 55 are for feelings.

Your news people, and/or your network, fuss to make 00-05 a handy digest of the-very-latest-about the stories they reckon to be relevant to your target listener. Your on-air imaging should promise accordingly. Invite busy, in-car listeners to make an hourly appointment, “THROUGHOUT YOUR BUSY DAY.”

The people with whom that benefit statement will resonate are high-TSL users who don’t want to feel “OUT-OF-THE-LOOP, WHEN YOU’RE OUT-AND-ABOUT.” And they’re the listeners your local direct retail advertisers want to meet the most. Every time they stop the car, they spend money.

im

What happens at lunch is what should happen on-air

Picture Jerry, Elaine, George, and Kramer at that coffee shop on “Seinfeld.”

Suppose Jerry heard Connolly’s report earlier that morning and mentioned that story. Because ratings are a memory test, this is a home run, even if Jerry doesn’t say “WCBS” when he repeats what Joe reported. Joe made a deposit in Jerry’s memory bank. If Jerry does say “WCBS,” it’s a grand slam.

Then, George chimes in: “AN HOUR LATE???  THAT’S NOTHING!  WAIT’LL YOU HEAR WHAT HAPPENED WHEN MY PARENTS TRIED TO FLY TO FLORIDA LAST WEEK!” Now Elaine and Kramer are engaged; and they too might have stories.

Jerry shared what he heard 00-05, information of interest, facts. George is that first caller you want the screener to put through. Elaine and Kramer are listeners who can relate, might contribute their feelings, and will at least remember.

Because ratings methodology can give you an entire Quarter Hour credit for as-little-as 5 minutes of actual listening, the-most-opportune topics are compelling stories listeners just heard on-hour, which you then offer callers your air to weigh-in-on.

Why? People believe your promos. They stopped-in for their on-hour update. Then, at 05, before an index finger can travel from the steering wheel to the “Kiss” or “Lite” or “Magic” button, engage them.

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 Views

Merchandize Your Show!

Mark Kaye, host of the WOKV-FM, Jacksonville-based “The Mark Kaye Show,” writes today in a piece for TALKERS magazine about the value of selling merchandise to your P1s. He says, “We have a saying around ‘The Mark Kaye Show’ studio: ‘If the audience likes it on the air, they’re gonna LOVE it on a t-shirt!’” He gives examples of how they come up with creative ideas to sell merch to their listeners that strengthens the bond between them and his show. He says, “Merchandise isn’t just an additional stream of revenue, it’s a bond that can connect you and your audience eternally. They love you. They love your show. They love it for the three hours a day you offer it to them. Unless you offer them something tangible that doesn’t drift off into the ether after you turn off the microphone, they can’t show their fandom the other 21 hours of the day.” Read the full story here.

Industry News

Fisher House Veterans Day Weekend Shows Available for Free

Fisher House Foundation is making its Veterans Day Weekend edition of “The Fisher House Story” available for download now for free. Just register here. “The Fisher House Story” is a radio special provided in varying lengths for news/talk radio stations as well as a 30-minute public affairs show for ALL formats in the U.S. and around the world. The three-hour, one-hour, 25 and 30-minute radio specials are hosted by long-time Washington DC radio personality Larry O’Connor and feature stories of our nation’s heroes, the families who serve by their side, and how Fisher House plays a role in their journey. Theim inspiring and patriotic radio show features an exclusive interview with Jessica Lynch who recounts her harrowing experience as a prisoner of war during the early days of the 2003 Invasion of Iraq during Operation Enduring Freedom. She reveals details of her treatment during her captivity, her rescue, the ensuing years of medical treatment and the special role Fisher House played (and continues to play) in her recovery. This informational talk show will leave listeners feeling inspired during Veterans Day weekend and through the holiday season, sharing stories of amazing service members, veterans, and their families. Fisher House Foundation provides a home away from home for families of patients receiving medical care at major military and VA medical centers. Fisher Houses provide temporary free lodging so families can be close to their loved ones during medical care because “A Family’s LOVE is Good Medicine.” For more information on this radio special, available cash and barter free, contact Larry O’Connor at 562-665-9537 or loconnor@fisherhouse.org.

Features

Merchandize Your Content!

By Mark Kaye
Talk Show Host
Cox Media Group

imWe have a saying around “The Mark Kaye Show” studio:

“If the audience likes it on the air, they’re gonna LOVE it on a t-shirt!”

Just last month, after moving to vacate Speaker Kevin McCarthy, Representative Matt Gaetz turned around to a House Chamber full of angry, howling Congresspeople and bellowed back…

“Oh BOOOO all you want!”

As we played that clip over and over on my show, all I could think was, “This would make a fantastic Halloween t-shirt!”

Within 24 hours our online store was printing and shipping shirts and hoodies with an AI-generated Matt Gaetz cartoon character standing before a chorus of screaming ghosts with his newly coined catchphrase lingering above: “Oh Boo All You Want!”

It was the hottest-selling item so far this year.

When the feds raided Donald Trump’s mansion in South Florida, I had a friend create an “Remember the Alamo” themed logo that prompted listeners to “Remember Mar-A-Lago.”

We still get orders for those weekly.

And it isn’t just clothing…

My current book The Untold Story of Christmas was born of an annual holiday tradition that began on my show. Many of my listeners pleaded for a copy they could share with their families and loved ones. Not wanting to disappoint them, I published a beautifully illustrated book this year and offered it to my fans. It’s already in its second printing and is quickly climbing up the Amazon charts! (I expect it to be #1 by Black Friday!) And the best part is, they are thanking me for making it available to them.

People want to show their support for you in any way they can and they will give you money if you let them.

The richest guys at the Trump rally are Donald Trump and whoever is selling MAGA hats outside.

The merch line at the Taylor Swift concert is longer than the Great Wall of China.

And if you attend a major sporting event without your team’s logo emblazoned on some article of clothing, well, you just look weird.

But merchandise isn’t just an additional stream of revenue, it’s a bond that can connect you and your audience eternally. They love you. They love your show. They love it for the three hours a day you offer it to them. Unless you offer them something tangible that doesn’t drift off into the ether after you turn off the microphone, they can’t show their fandom the other 21 hours of the day.

Your listeners want to wear your merch and read your books while sipping your signature energy drink and watching your bobblehead nodding along with them as they listen to your show.

If you love and value your audience, and want to keep them listening as long as possible, then simply give them what they want. Create tangible representations of your content. Let them be fanatical about your show even when you’re off the air.

Mark Kaye is the morning drive host at Cox Media Group’s WOKV-FM, Jacksonville. His program is syndicated to other CMG news/talk stations in markets around the country. He can be emailed at: markkayeshow@gmail.com. 

Industry News

iHeartMedia’s 2023 Third Quarter Revenue Falls 3.6%

iHeartMedia released its operating results for the third quarter of 2023 and reports revenue of $953 million, a decrease of 3.6% over the same period in 2022. The company reports operating income of $69 million compared to the operating loss of $211 million it reported in Q3 of 2022. iHeartMedia reports a net loss of $9 million during Q3 2023, down significantly from the net loss of $310 million it reported in Q3 2022. The company breaks down revenue into three segments – the Multiplatform Group (broadcast radio, networks, and sponsorship & events), the Digital Audio Group (digital excluding podcast, andim podcast), and Audio & Media Services Group. In the Multiplatform Group, broadcast radio revenue was $455 million, down 6.1% year-over-year, and networks revenue was $116 million, a decline of 8.6%. In the Digital Audio Group, digital excluding podcast revenue was $165 million, an increase of 1.1%, while podcast revenue was $103 million, an increase of 12.5%, year-over-year. iHeartMedia chairman and CEO Bob Pittman says, “We’re pleased to report that our third quarter results were at the high end of our Adjusted EBITDA and Revenue guidance ranges. Our Digital Audio Group’s performance reflects the strong flow-through characteristics of the business and Podcasting continues to be a strong growth engine for the Company; additionally, while the Multiplatform Group does continue to be impacted by advertising industry uncertainty, we’ve seen sequential gradual quarter to quarter improvement throughout the year and we remain confident that the Multiplatform Group will be an additional growth engine for the company as the advertising marketplace recovers.”

Industry News

Dr. Daliah Wachs “Smashes Two for the Team”

im

GCN nationally syndicated talk radio host Dr. Daliah Wachs is pictured above getting a mammogram. She tells TALKERS magazine, “Breast cancer awareness isn’t just during the month of October, but all year round and I strive each year to show people how simple, painless and unintimidating mammograms can be (thanks to Steinberg Diagnostic Medical Imaging.)”