Sabo Sez: Make it Bigger
By Walter Sabo
CEO Sabo Media Action Partners
A.K.A. Walter Sterling
Host, WPHT, Philadelphia
Host, Talk Media Network
When a new restaurant opens, smart owners put the phone on busy so would-be diners believe the joint is hot, packed and hard to get in to. At street fairs we are drawn to merchant booths with long lines. Crowds give us confidence.
My mentor, Ed McLaughlin, as president of the ABC Radio Networks had one dictate when presented with a new idea: Make it bigger.
Last week radio hosted a major event. An event so big that it was covered by all media, except… except… radio and most radio trades. After turning down the Washington Post and The New York Times, the President of the United States gave the longest interview of his tenure to a radio star, Howard Stern. A commercial radio interview. Not NPR. Not MSNBC, not The View. Radio. The president, like hundreds of other leaders and businesses believes radio is the best medium to sell his message.
The president’s choice of medium should now be the first slide on every sales deck of every radio pitch. Today!
The damage of small. Many people in our business sell small and it hurts the industry. It’s easy to be dismissive of the Stern interview of Biden… instead, why not own it? Make it your interview because you share the same playing field.
Smart media executives do everything they can to make their stage seem to earn the largest possible audience. Cable, for example sells “homes passed.” Really. Cable sells the number of homes that can receive the advertiser’s message because those homes have cable. Using cable’s selling logic, radio could win every buyer’s analysis by selling “radios installed.”
About 20 years ago radio sellers started showing their station’s “time spent listening” (TSL) data to media buyers. That is the lowest number. While local TV stations sell their “designated market area” (DMA), radio mines the very tiniest delivery number: TSL
Your website’s first name is WORLD WIDE. Shockingly many radio companies strive to make their website “more local.” Stations have federal licenses dictating that their signal is specifically LOCAL. Your website could turn your station into a world-wide business with pristine world-wide delivery. Rather than grow, many broadcasters fought to have permission to geo-fence their signal, they fought to get smaller.
A major ratings week’s results for FOX News or CNN would get the program director of WLTW, KOST, Z100 or WINS fired. CNN had an average of 601,000 viewers in March. What’s your station’s cume? CNN grossed $1.1 BILLION dollars. They aren’t selling numbers. They are selling their brand: CNN or FOX or MSNBC. Cable networks, all with tiny viewership compared with WCBS-AM, WBZ-AM, or KFI’s cume, deliver ancient demos yet they are grossing a billion bucks by selling their brand and their environment. They sell shows. A show is as big as the seller and buyer can imagine. Imagine bigger.
Put simply: 1010 WINS has more listeners in New York City than the “Tonight Show” has viewers in New York City. There’s your second slide.
Media buyers want a deal. They want radio to bring in the buy. But the CEO of the brand wants an environment for their message that moves product. Your hosts can move product. Your listener can name your hosts, which instills trust and listeners can recall copy points from hosts’ live reads. To an investor, the relationship between your listener and your host is defined as goodwill. Goodwill adds considerable value to your station. Selling the dynamic of listener engagement will justify much higher rates than TSL.
Walter Sabo has been a C Suite action partner for companies such as SiriusXM, Hearst, Press Broadcasting, Gannett, RKO General and many other leading media outlets. His company HITVIEWS, in 2007, was the first to identify and monetize video influencers. HITVIEWS clients included Pepsi, FOX TV, Timberland, Microsoft, and CBS Television. He can be reached at sabowalter@gmail.com. His nightly show “Walter Sterling at Night” is debuting next week on WPHT, Philadelphia. His syndicated show, “Sterling On Sunday,” from Talk Media Network, airs 10:00 pm-1:00 am ET, now in its 10th year of success.
There is something about 40.
Conway and David Flouffe.” PodcastOne says that the weekly podcast – to debut on May 22 – will “go beyond the headlines and bylines driving the heated 2024 presidential race to offer expert opinions and perspectives in the most pivotal presidential campaign in American democratic history.” PodcastOne president and co-founder Kit Gray says, “Kellyanne and David are icons in the political landscape. Their intelligent delivery of data and facts, their dynamic presentation of opinions and strategy and their wealth of knowledge on what it takes to become the next President of the United States is a privilege and a thrill to listen to, and we at PodcastOne are excited to be able to bring this podcast to the public.”
and podcasts are all a part of what we do, so show us what you’ve got. The successful candidate will be responsible for all aspects of programming including scheduling content, coaching on-air staff, station and AM/FM cluster strategy, development of on-air/online promotions and generating associated revenue, oversight and content creation for digital extensions (including streams, websites and podcasts), and have a strong customer service approach towards listeners, staff, & sales. Additionally, the candidate will act as the program director for Legendary News Radio KKOB and KNML The Sports Animal. 
the chief engineer for Cumulus Media in Fort Walton Beach and Pensacola, Florida. Beasley says Ringer will be responsible for transmitter and studio maintenance, troubleshooting and repairs of the market’s RF systems, maintaining and utilizing Wheatstone and WheatNet for audio routing and broadcasting, and other related duties. Ringer comments, “Having been raised in studios and transmitter sites, I feel that broadcast engineering is in my DNA. My father has been a broadcast engineer for more than 40 years and has taught me most of what I know. I credit him with instilling an unwavering work ethic in me as I watched him work tirelessly through my childhood years. I have been working in radio for more than 25 years and love every aspect of what I do.”
the new magazine-style show, “The WORD on the Street,” on Saturdays from 12:00 noon to 1:00 pm. Audacy Greenville SVP and market manager Steve Sinicropi says, “I am thrilled to have Mike return to ‘News/Talk 98.9 WORD.’ Mike is part of the fabric of Greenville; he connects with our audience and will be a terrific advocate for our advertisers. Having Mike and Joey onboard will enhance our incredible lineup and offer listeners live, locally connected talent.” Gallagher comments, “To return to the same station where I started my radio career 35 years ago is mind-blowing. I’m excited to reconnect with Upstate audiences and advertisers on this powerhouse brand. Having my dear friend Joey play a significant role in the show is the icing on the cake. Everyone knows the Upstate is home to me. So, who says you can’t go home again?” Hudson adds, “I’m ecstatic to join the team at this heritage station. It’s especially gratifying to join my longtime friend and mentor Mike as he makes his triumphant return to the Upstate. As a lifelong resident of the area, I’m fortunate to continue serving the community I love as part of The Voice of the Carolinas. Thank you to Steve Sinicropi, Mark Hendrix and the 98.9 WORD family for welcoming me back to the airwaves.” As part of the changes, “Straight Talk with Bill Frady,” now airs from 12:00 pm to 3:00 pm.
after being diagnosed with kidney cancer, worked in the radio industry for 40 years – almost 20 of those years as morning host for WJBC. WJBC states, “Laughlin was a longtime supporter of the Salvation Army, volunteering each year to ring bells and help raise money for the Bloomington non-profit. That included the ‘Cubs vs. Cards’ challenge with his good friend Gary Morefield – and the ‘Scott vs. Scott’ challenge alongside WJBC’s Scott Miller. Last year, the Salvation Army created the ‘Scott Laughlin Spirit Award’ to honor its top fundraisers through the annual red kettle campaign.” Laughlin is survived by his wife Lori.
National Association of Broadcasters. She said, “AM Radio is important to communities across the country not only because it is a cultural, news and sports oasis that educates the public, but also because it is a resilient lifeline during public safety emergencies. To put it as simply as I can, the foremost reason that Congress should care about AM radio is that it is a lifesaver. No other communications medium has the reach or resiliency of AM radio. A single station can be heard as far as 700 miles away. The signal cuts through buildings and mountains. In remote areas where no cell signal or FM station can be found, AM 
is there. When the power goes out, radio stations can still be found on battery or crank radios, or in your car.” She argued that cell phone notifications alone in emergency situations are unreliable as power outages can affect cell service. 
subscriptions to Pandora Plus and Pandora Premium services fell by 64,000. During the analyst conference call, SiriusXM CEO Jennifer Witz admitted that the focus on the company’s new streaming app has been disruptive, but she says they feel good about their goal of getting new, younger subscribers for the streaming-only service. “We are confident that our app platform relaunch and the product improvements coming in the car are putting us on the right path.” She says in a press release, “We have significantly stepped-up the pace of experimentation and innovation, a critical lever in our mission to deliver improved subscriber performance while maintaining a disciplined approach to spending in our focus on profitability.”
To be an expert in marketing requires expertise in how memory works. Early in my consultant practice, I studied and read every book I could find on the processes of memory. The best book is Effective Frequency: The Relationship Between Frequency and Advertising Effectiveness. Put simply, how many times does a consumer have to hear a message before it has impact? The book, a collection of studies, is the foundation for every qualitative study in the field today.
Effect Podcast Network’s top talent for a day of live podcast recordings from the network’s most popular shows including: “Carefully Reckless with Jess Hilarious,” “WHOREible Decisions,” “Black Tech, Green Money” and “Deeply Well with Devi Brown,” featuring special guests John Hope Bryant and Dr. Joy Harden-Bradford. The festival also featured special live recordings of hit shows “Pour Minds,” “The Baller Alert Show” and guests Wallo267 and Gillie Da King. Additionally, the event included the panel discussions “Podcasting 102: Money and Marketing” and “Content Authenticity x Brand Partnerships.”
York market president Chris Oliviero says, “Boomer has become a true cornerstone in the long, storied history of WFAN. He was already the highest-rated morning show in the FAN record books, and now, with this new extension, he will add longest-running to his accolades. And most excitedly, we are certain the best is still yet to come as Boomer begins this new chapter in his career by making a longterm commitment to the FAN, along with a creative vision for elevating the brand together to new heights.” Esiason comments, “For the last 17 years, it has been an honor to be the voice that New York sports fans wake up to. I could not be more excited to continue delivering four hours of entertaining conversation at the most vibrant and storied sports radio station in the country, working alongside the morning crew. I would like to thank Audacy, Chris Oliviero, and, most importantly, our passionate listeners for the opportunity to continue on this incredible ride.”