Industry News

Ovies and Giglio Launch Podcast

The Charlotte Observer reports that former WCMC-FM, Raleigh sports talk hosts Joe Ovies and Joe Giglio are launching a podcast venture after being let go by WCMC owner Capitol Broadcasting last week. The duoim have started The OG Live Podcast Co to operate their business. They say the new podcast program, titled, “Ovies & Giglio,” will drop three times a week – Monday, Wednesday and Thursday mornings – on a YouTube channel. Giglio tells the paper, “We’re going to try to do what we’ve been doing, only on our own. The outpouring from both listeners and from our sources — coaches, administrators, commissioners, (Canes owner) Tom Dundon — that part has been overwhelming and obviously super encouraging at a time when we obviously needed it. So that’s kinda why we thought we could do this. We hope we can make the most of the chance that we have.” Read the Observer story here.

Industry News

Daily Soap Operas Being Set for Radio Syndication

A startup radio syndication firm SoapKast launched by Andrew Pemberton-Fowler has developed a soon-to-be-released daily, one-hour program titled, “The SoapKast Hour.”  Each installment of the show consists of two original radio soap operas, “Kingsport” and “Affairs of the Heart,” targeted for what is being described asim “modern audiences.” According to Pemberton-Fowler, “‘The SoapKast Hour’ targets women 24-59 who are looking for daily original, high-quality drama. ‘The SoapKast Hour’ will keep audiences coming back day after day to hear the unfolding drama of ‘Kingsport,’ a story about unhappy people searching for happiness, and ‘Affairs of the Heart,’ an uneasy tale about class, wealth, and money set in a small college town.” The show will be available to stations via barter with 10 local and eight national spots per episode. Interested stations can learn more by calling 323-316-0342 or email sales@soapkast.comListen to a demo here.

Industry Views

Monday Memo: Weekend 101

By Holland Cooke
Consultant

imIt’s the most effective tactic in marketing: Free samples. And the attorneys, financial advisors, real estate agents, veterinarians, and other ask-the-expert hosts who broker time for weekend call-in shows can drum up lots of new business…IF they execute well.

It’s a big “if,” because they’re not career broadcasters. So, technique that’s second nature to us is news to them. And because, at too many stations, there’s little or no coaching. Here are some of the fundamentals I convey to weekenders at client stations, and brokering hosts elsewhere who aren’t getting aircheck support:

— Plan each show. Re-write any news-about-your-topic or other material you will read, rather than reading verbatim paragraph-length excerpts from newspaper clippings or other source material you found on the Internet or elsewhere. That stuff wasn’t written for the ear. Put it into your own words. Practice aloud, to yourself, before the show.

— Remember: YOU are the expert. It’s Greek to them. So, avoid lingo and acronyms. Instead of percentages (“36%”) use fractions (“just over a third”).

— Listen carefully to the caller’s question. Don’t interrupt unduly…but don’t let ‘em ramble either. Once they’ve asked a question or described their situation, recommend what they should do.  Listeners in similar situations will relate.

im

Do’s and Don’ts:

— DON’T squander time at the beginning of the show with long hellos, or small talk about the weather (which aired at the end of the newscast just before your show began), or other off-topic blah-blah-blah.

— DO introduce yourself, and succinctly explain how you can help the listener. I tell weekenders I coach to begin with their elevator speech: “I’m Chuck Thompson, from Chuck’s Auto Repair, and I’m here to help you get more miles out of the-car-you’ve-already-paid-for.” If your business has a slogan, that should also be the mantra for your radio show, to keep your on-air message consistent with your other marketing.

— DON’T wait! Give out the call-in number right-off-the-top, even if your first segment is an interview or you tee-up a topic by reading news/product reviews/etc. During that segment, your call screener can be lining-up callers.

— DO solicit calls overtly. And announce the phone number real slowly, like you’re reading the winning lottery number. Say “call me right now.” And at the end of each call (unless all the lines are lit), offer that “that opens up a line for you,” and re-announce the phone number.

— DO get to the phones ASAP, best caller first. Callers call when they hear other callers, so nothing explains that it’s a call-in advice show like you answering callers’ questions with helpful advice.

— DON’T assume that anyone but you hears your whole show. Listeners constantly tune-in. So DO re-set throughout the hour. Come out of each commercial break as though the show was just beginning. “Welcome back to ‘Larry Explains the Law.’ I’m attorney Larry Jamieson, answering your legal questions right now on WXXX. So, call me! [phone number, nice and slowly, twice].”

All of the above is host technique. And there’s another character, behind the scenes, whose method is critical to brokered hosts’ return on investment: the call screener. Share with yours my 6-minute video at SolidGoldWeekend.com, where I also explain how to warm-up slow phones.

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author “Spot-On: Commercial Copy Points That Earned The Benjamins,” a FREE download; and the E-book and FREE on-air radio features Inflation Hacks: Save Those Benjamins;” and “Multiply Your Podcast Subscribers, Without Buying Clicks,” available from Talkers books.  Follow HC on Twitter @HollandCooke

Industry News

TALKERS News Notes

The 2023 Tennessee Radio Hall of Fame Banquet & Induction Ceremony will take place on Saturday, July 29 with tickets going on sale on June 1. This year, in the Legacy category, longtime WWTN-FM, Nashville personality Phil Valentine will be inducted posthumously, alongside E.G. Blackman (WLAC-AM, Nashville), Dick Ellis (WETS, Johnson City), and Sam Phillips (WREC, Memphis; WHER, Memphis).

Audacy’s all-news KYW, Philadelphia is hosting “Breakfast with the Candidates,” a 90-minute special program featuring five of the Democratic candidates for the city’s mayor, on May 4 at 8:00 am. Moderated by KYW Newsradio morning drive anchor Ian Bush, the event will also feature KYW Newsradio community impact reporter Racquel Williams, City Hall bureau chief Pat Loeb, and education reporter Mike DeNardo in asking the candidates questions about gun violence, schools, housing, leadership and more. KYW news director Kevin McCorry says, “The city is at a crossroads and with only days to go before the primary, no clear frontrunner has emerged. Philadelphians mulling their choice have one final broadcast forum to listen to as the candidates try to separate themselves from the pack, and we’re proud to offer the city this vital resource.”

Industry News

Beasley’s 2023 First Quarter Net Revenue Rises 3.7%

Reporting its operating results for the first quarter of 2023, Beasley Broadcast Group (parent of Beasley Media Group) announces net revenue of $57.8 million, an increase of 3.7% over the same period in 2022 that the company says reflects “a year-over-year increase in digital revenue, local spot revenue and network revenue, partially offset by a decrease in national spot revenue, related to continued softness in the national agency business.” Beasley reports operating income of $400,000 in Q1 of 2023, compared to the operating loss of $2.7 million reported in Q1 of 2022. The company also reports a reduced net loss of $3.5 millionim compared to the net loss of $3.7 million in Q1 of 2022. Beasley CEO Caroline Beasley states, “Beasley’s strong first quarter financial operating results highlight our continued local audio leadership and the ongoing success of our digital transformation and revenue diversification initiatives which are driving top-line and SOI (station operating income) growth. Despite ongoing challenges related to the economy and softness in the national spot market, Beasley generated healthy growth across its digital, local audio, and network revenue sources, as reflected by the 3.7% increase in first quarter net revenues to $57.8 million. Top-imline growth was the primary factor contributing to an impressive 21% year-over-year increase in SOI to $7.1 million. Our digital strategy delivered first quarter digital revenue growth of 27.8% year-over-year and accounted for 17.3% of total first quarter revenue. Similar to recent quarters, strong digital revenue performance was driven by Beasley’s organic content creation initiatives and the roll-out of our tailored web services. Beasley continues to see accelerating demand from consumers for our innovative digital content, with our unique digital users more than doubling over the prior year quarter, resulting in a more than 90% year-over-year increase in sellable digital impressions. We believe we remain on path for this revenue source to reach 20% of total revenue by 2023 year-end.” Total outstanding debt as of March 31, 2023 was $290 million, and first quarter interest expense slightly declined to $6.6 million. Beasley had $35.9 million of cash and cash equivalents on hand at quarter end. We intend to keep our cash on the balance sheet in order to maintain our strong liquidity position, while we monitor the economic environment.”

Industry News

Newsmax Inks Deal to Broadcast in Southeastern Europe

Newsmax Media, Inc announces that it is signing a deal with Telecom Serbia to broadcast Newsmax content to customers in Southeastern Europe. Newsmax CEO Christopher Ruddy says, “Newsmax is excited about its partnership with Telecom Serbia, which has become an impressive player in numerous European markets.im Newsmax saw this agreement as both an opportunity to join with a respected leader in multimedia, Telecom Serbia, but also to strengthen America’s ties with the people of Serbia and the Balkans. The United States and Serbia were allies in both World Wars, share a common desire to overcome the destructive legacy of communism in East Europe, and both continue to support democratic societies. We believe that millions of Americans, Serbs and others will see us as an important source of information that they can trust.”

Industry News

Martha Zoller is This Week’s Guest on Harrison Podcast

WDUN, Gainesville, GA mid-morning host Martha Zoller is this week’s guest on the award-winning PodcastOne series, “The Michael Harrison Interview.” Zoller is a longtime conservative force in Georgia and a regularly sought media “go-to” source across the nation for insight into the impact of Peach State politics. During her formidable broadcasting career, this dynamic wife, mother, grandmother, businesswoman and student has pivoted between holding positions on key talk stations and performing stints in politics and the public sector. These include being State Director of Field Offices for Governor Brian Kemp. She’s also worked for former U.S. Senator David Perdue in senior staff positions. Back in 2011, she announced her candidacy for Congress in Georgia’s new 9th Congressional District and temporarily left the airwaves to campaign full time. She made it to the runoff in that race, but did not win, although her impressive showing was a victory unto itself. Among her many roles, she has served on the Georgia State Board of Education since 2020. Zoller has been designated the TALKERS 2023 “Woman of the Year” and will be presented the prestigious award at the publication’s national conference on June 2 at Hofstra University on Long Island. Listen to the podcast here

Industry Views

Better Than a Tornado – What You Can Control

By Walter Sabo
Consultant, Sabo Media
A.K.A. Walter Sterling
Radio Host, Sterling on Sunday

The whining is non-stop. Many in radio mourn the advent of consolidation, corporate dictates, staff cuts. They miss the way the industry was – before.

A few reminders about – before. Half the radio stations in the U.S. lost money. Voice tracking? Yes, it was called automation, analog automation and it was a technical nightmare. The meta forces that control our industry today were not created by your current boss. They were created by irresponsible venture capitalists who only looked at the fifth-year projections. A budget projected to the fifth year is at best a guess, but it is most probably a lie.

What can you control? If you are a host, you can control your next show. If you are a program director, you can control your next promo, next break, next collection of shows. You control the product and that makes you the most powerful person in the radio ecosystem. You control the product. Let’s improve the product right now. Listeners know or believe that all radio is live. Live means surprises, the unexpected, the urgent!

— Prep the surprises. Rather than sourcing the New York PostDaily Mail and your local newspaper, try throwing them away for just a day and tap brand new, unexpected sources. Search “Siberia news” and “Alaska news.”  You will be stunned at the unique menu of stories and fresh material. Surprise! Did you know the biggest challenge in Siberia is rampant forest fires? How about the fact that melting permafrost has given up well preserved woolly mammoths and new breeds of humanoids? Live means surprise.

— Build the stage. Your station or network has a vast, digital production library that you don’t use. Take the time to sit with that library for a whole day and let your creativity explore the sounds and SFX. You will discover new beds, sounders and dramatic effects to build your show’s image and present the unexpected. Already use production? Scrap it and start fresh.

— Water in the basement is the most urgent news in a listener’s life. Not the debt ceiling or January 6. Water in the basement! Other urgent news is: The moving van is two days late. The mother in-law is speaking. Logan died on “Succession.” Give yourself permission to talk about what happened to you over the weekend rather than what happened in Washington, DC.

Your current list of topics is old news, no surprises, nothing urgent. Stop, it’s not working. The typical talk radio topics reach people who typically cannot stand up to change the dial. Surprises, the unexpected and the urgent could boost the survival probability of the AM band — better than a tornado.

Walter Sabo was the youngest Executive Vice President in the history of NBC. The youngest VP in the history of ABC. He was a consultant to RKO General longer than Bill Drake. Walter was the in house consultant to Sirius for eight years. He has never written a resume. Contact him at walter@sabomedia.com. or mobile 646-678-1110. Hear Walter Sterling at www.waltersterlingshow.comMeet Walter Sabo at TALKERS 2023 on Friday, June 2.

Industry News

Steve Lapa Launches 3 MINUTE PLANNER™, a Sales Education Tool

Steve Lapa, well-known broadcast management & sales expert and TALKERS contributing columnist, has launched a new website, 3MINUTEPLANNER.COM, which provides an innovative platform designed to simplify sales meeting strategies with easy-to-follow “3 Minute” explainer videos and accompanying downloadable eBooks. This video-based re-education is the first of its kind in the industry, providing managers and sales teams with the resources that support their success.

According to Lapa, The 3 Minute Planner™ is designed to help radio managers and sales teams by providing concise, practical strategies that can be applied immediately. The three-minute videos cover a wide range of topics, from sales strategies to account management and client relationship building. Each video is accompanied by an eBook that expands on the topic, providing additional tips to help sellers and managers improve performance.

Lapa tells TALKERS, “Radio sales is about constant competition and pressure. The 3 Minute Planner™ is designed to provide managers and sales teams with the strategic guidance they need to succeed. Our video-based re-education approach makes it easy for anyone to learn and implement new strategies quickly.”

The package features over 100 topics and strategies, allowing managers and top sellers to tailor the content. Lapa says, “The 3 Minute Planner™ provides a clear, concise format that is easy to follow and apply, making it an ideal tool for busy sales teams who need to make the most of their time.”  Interested radio broadcasters can visit 3MinutePlanner.com for a free sample.

Steve Lapa will be moderating the sales panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry News

Hubbard Promotes Wolinsky to Publisher of Federal News Network

Hubbard Broadcasting Washington D.C. announces Jeffrey Wolinsky is rising from director of Federal sales to publisher at the company’s Federal News Network. Hubbard says Federal News Network is “an industry leading trusted news and marketing platform that focuses on the issues and topics affecting the federal government and federal government contracting community.” Joel Oxley is vice president and general manager at WTOP News and Federal News Network. He says, “Each time I have brought new opportunities to Jeffrey he has used his creativity and collaborative approach to create success for our audience, our advertisers and our team. His expertise specifically in identifying trends our organization can leverage to better deliver on our mission will take a higher profile. Leading to even greater overall success. Jeffrey’s vision for the future will align directly with our goal of being the go-to source of federal news for employees and contractors and bringing new products and opportunities to market.” Wolinsky has served at Hubbard DC for the past 20 years.

Industry News

NYPost: Could Carton Be Leaving WFAN for TV Gig?

Andrew Marchand’s New York Post column on Thursday (4/6) looks at the status of sports talk personality Craig Carton with Audacy’s WFAN, New York as his sources say management at cable TV’s FS1 – where Carton hosts a daily morning program – “are looking to own his exclusive rights.” Carton has been hosting “The Carton Show” weekdays from 7:00 am to 9:30 am on FS1 since September of last year in addition to the daily WFAN afternoon drive show he does alongside Evan Roberts. As Marchand writes, doing both shows is time consuming. Carton is up in the middle of the night to get to Midtown for the FS1 show, then does the WFAN show and gets home around 8:30 in the evening. Marchand also speculates that FS1 might believe that Carton’s TV show would draw more viewers if he wasn’t also on “The Fan.” It’s reported that Carton’s contract with Audacy expires later this year so WFAN would like to know what Carton’s plans are sooner rather than later.

Industry News

BOB and TOM’s Kristi Lee Engaged to Be Married

“The BOB and TOM Show” cast member Kristi Lee is engaged to be married to Andy Gilbert and, as is their wont, the rest of the cast toasted – and roasted – her after she announced the engagement on the nationally syndicated show. You can see the show segment on YouTube here.

Industry News

NPR Angered by Twitter’s Classifying it “State-Affiliated Media”

NPR is protesting the move by Twitter to label it “state-affiliated media” to Twitter users – a move previously reserved for media outlets in places like China, Russia and North Korea. According to the AP report by David Bauder, Twitter describes state-affiliated media as “outlets where the state exercises control over editorial content through financial resources, direct or indirect political pressures, and/or control over production and distribution.” Twitter owner Elon Musk replied to NPR’s protestations with two words – “Seems accurate.” NPR president and CEO John Lansing said the company was disturbed to see the “state-affiliated Media” tag slapped on its tweets and calls it “unacceptable for Twitter to label us this way.” Read the complete story here.

Industry News

MIW Welcomes Two New Board Members

Mentoring and Inspiring Women in Radio, Inc (MIW), announces the addition of two new members to its board of directors. Lori Flowers, who serves as integrated marketing and project manager for Radio One, and Jenna Miller, integrated sales manager for Cox Media Group join the board of the organization consisting of top-level female radio professionals who use their experience, influence, and resources to help other women in radio develop management and leadership skills. MIW board president Ruth Presslaff says, “Both Lori and Jenna share a history with MIW, starting as mentees and now joining us as board members. They are each accomplished and inspiring professionals who are generously giving back to the betterment of women in the industry, and the industry as a whole. We welcome them wholeheartedly and are thankful for their participation.”

Industry News

Martha Zoller Named 2023 TALKERS Woman of the Year

Martha Zoller, mid-morning host on WDUN-AM/FM, Gainesville – a North Georgia powerhouse heritage signal – has been selected 2023 “Woman of the Year” by the TALKERS editorial board. She will be presented the Judy Jarvis Memorial Award for Outstanding Achievements in Talk Media by a Woman at TALKERS 2023 on Friday, June 2 at Hofstra University on Long Island. TALKERS founder Michael Harrison says, “Martha Zoller has developed a national reputation in the talk media industry as an impeccably reliable observer of the consequential dynamics of Georgia politics from an even-handed, conservative perspective. She is respected as a major ‘go-to’ source across the nation and continues to grow as a major political and social thought leader in the Peach State utilizing her local radio platform most effectively. She is truly a gem in this field.” Over the years, Zoller pivoted her multi-faceted career at different times between being a local and regional radio talk show host, a student, a political operative, a congressional candidate (where she made it to a run-off) and a businesswoman as well as a wife, mother, and grandmother. After graduating in 1979 from the University of Georgia with a degree in journalism from the prestigious Grady School of Journalism, she worked in the corporate world in addition to raising a family. She states, “I know there is no glass ceiling and women can have it all, just not at the same time.” A lifelong learner, Zoller completed her MA in Political Science in 2021 at the University of Georgia’s School of Politics and International Affairs. Her thesis was on women’s electoral success in the GOP. Among her political experiences, she served as the State Director of Field Offices for Gov. Brian Kemp. From 2014 until 2018, she worked for Sen. David Perdue in senior staff positions. Martha began her talk radio career in 1994 after being a regular caller to WDUN. Her first call to the station was prompted by Hillary Clinton’s lament that “she could have stayed at home and baked cookies.” In addition to being a perennial member of the TALKERS “Heavy Hundred,” Zoller has been named to James magazine’s list of Most Influential Georgians and Georgia Trend magazine named her as one of Georgia’s most influential members of the media. She also serves as the 9th District Representative on the Georgia State Board of Education since 2020. Meet Martha Zoller at TALKERS 2023 on Friday, June 2 at Hofstra University. For more information see story below.

Industry News

TALKERS 2023: Speakers Added to Powerful Agenda

Registration and Hotel Information Available

TALKERS 2023, the 26th annual edition of the talk media industry’s longest running and largest convention is shaping up to be one of the storied event’s most important installments.  The power-packed, one-day event will be presented by TALKERS on Friday, June 2, 2023 on the campus of Hofstra University in Hempstead, New York in association with the prestigious university’s multi-award-winning station WRHU Radio. TALKERS publisher Michael Harrison says, “We are delighted to be able to join forces again with our colleagues at Hofstra – the site of our very successful 2022, 2021 and 2016 events – and enjoy the remarkable resources that its Lawrence Herbert School of Communication brings to the table.” As was the case last year, this event will be held in a COVID-19 compliant environment based upon the circumstances at the time of the convention. TALKERS 2023 will boldly address key issues – some existential – facing the talk radio and talk media industries at this dramatically critical juncture of rapidly accelerating technological and societal change as well as identifying the remarkable opportunities inherent in these developments. It will also provide participants with unique and powerful networking opportunities. The all-inclusive registration fee covering convention events, exhibits, food, and services for the day is $379. Take advantage of the early bird fee of $329 available until 5:00 pm ET on Friday, March 31. Because space will be limited and a sellout is anticipated, all registrations are non-refundable. You can see the list of in-person speakers and get registration and hotel information here.

Features

TALKERS 2023 Speakers, Registration, and Hotel Info

TALKERS 2023, the 26th annual edition of the talk media industry’s longest running and largest convention is shaping up to be one of the storied event’s most important installments.  The power-packed, one-day event will be presented by TALKERS on Friday, June 2, 2023 on the campus of Hofstra University in Hempstead, New York in association with the prestigious university’s multi-award-winning station WRHU Radio. TALKERS publisher Michael Harrison says, “We are delighted to be able to join forces again with our colleagues at Hofstra – the site of our very successful 2022, 2021 and 2016 events – and enjoy the remarkable resources that its Lawrence Herbert School of Communication brings to the table.” As was the case last year, this event will be held in a COVID-19 compliant environment based upon the circumstances at the time of the convention. TALKERS 2023 will boldly address key issues – some existential – facing the talk radio and talk media industries at this dramatically critical juncture of rapidly accelerating technological and societal change as well as identifying the remarkable opportunities inherent in these developments. It will also provide participants with unique and powerful networking opportunities.

In-person speakers at TALKERS 2023 include (in alphabetical order): Arthur L. Aidala, Esq. founding partner, Aidala, Bertuna & Kamins PC/talk show host AM 970 The Answer, New York; Asa Andrew, M.D., talk show host, the Doctor Asa Show; Vince Benedetto, CEO, Bold Gold Media; Guy Benson, talk show host, FOX News Radio; David Bernstein, director of broadcast operations, TALKERSGrace Blazer, VP, national NTS brand coordinator, director of news and AM programming Florida Region, iHeartMedia; Phil Boyce, SVP/Spoken Word Format, Salem Media Group; Ops VP, New York Region/ WMCA/AM970 The Answer; John Caracciolo, president/CEO, JVC Broadcasting; Kevin Casey, VP/executive editor, TALKERSMark Chernoff, sports reporter, 1071 – The Boss, Livingston, NJ/sports talk talent coach; Heather Cohen, SVP, The Weiss Agency; Mandy Connell, talk show host, KOA, Denver; Tom Cuddy, program director, WOR, New York; Michael Czarnecki, VP/programming, Binnie Media; Kevin DeLany, VP, News & Talk Programming, Westwood One; Spike Eskin, VP of Programming at WFAN, New York and CBS Sports Radio; Jimmy Failla, talk show host, FOX News Radio; Alex Fife, VP, operations, Southeast, iHeartMedia/Total Traffic & Weather Network; Dom Giordano, talk show host, WPHT, Philadelphia; Paul L. Gleiser, talk show host/owner, KTBB-AM/FM, Tyler, TX; Lee Habeeb, talk show host/producer, Our American Stories; Michael Harrison, publisher, TALKERSMatthew B. Harrison, VP/associate publisher, TALKERS/media attorney; Harry Hurley, talk show host, WPG, Atlantic City, NJ; Victoria Jones, executive director, DC Radio Company; Ross Kaminsky, talk show host, KOA, Denver; Jeff Katz, talk show host, WRVA, Richmond; Brian Kilmeade, talk show host, FOX News Radio/FOX News Channel; Kraig Kitchin, president, Sound Mind, LLC;  Steve Lapa, president, Lapcom Communications Corp; Josh Leng, CEO, Talk Media Network; Matt Meany, program director, WABC, New York; Mike McVay, president, McVay Media Consulting; Frank Morano, talk show host, WABC, New York; John T. Mullen, general manager, WRHU-FM/WRHU.org, Hempstead, NY; Chris Oliviero, market president, Audacy, New York; David Pakman, talk show host/commentator, the David Pakman Show; Christopher Ruddy, CEO, Newsmax Media; Walter Sabo, president, Sabo Media/talk show host, Sterling On Sunday; Tavis Smiley, talk show host/owner, KBLA 1580, Los Angeles; Todd Starnes, talk show host, the Todd Starnes Show/owner KWAM, Memphis; Doug Stephan, talk show host, the Good Day Show/CEO Stephan Multimedia; Greg Stocker, brand manager, WPHT, Philadelphia; Joe Thomas, talk show host/program director, WCHV – Charlottesville, VA/PD, WRAD, New River Valley, VA; Paul Vandenburgh, talk show host/owner, WGDJ, Albany, NY; Jeff Warshaw, CEO/founder, Connoisseur Media; Lisa Wexler, talk show host, WICC, Bridgeport, CT; Brett Winterble, talk show host WBT, Charlotte; Larry Young, talk show host, The Larry Young Podcast; Michael Zwerling, talk show host/owner, KSCO, Santa Cruz; Martha Zoller, talk show host, WDUN, Gainesville, GA. More will be named in the days ahead.

Attendance at the conference is limited to members of the working media and directly associated industries as well as students enrolled in accredited learning institutions. All attendees will be required to register in advance on the phone payable by credit card. Attendance will be limited, and the conference is again expected to be an early sellout.

The all-inclusive registration fee covering convention events, exhibits, food, and services for the day is $379. Take advantage of the early bird fee of $329 available until 5:00 pm ET on Friday, March 31. Because space will be limited and a sellout is anticipated, all registrations are non-refundable. The recommended nearby hotel is the Long Island Marriott at 101 James Doolittle Blvd., Uniondale, NY. For room reservations click here. To register for TALKERS 2023 or to obtain sponsorship information, call Barbara Kurland at 413-565-5413.

Industry News

Two Leading Edge CEO Fireside Chats Set for TALKERS 2023

Two leading CEO “Fireside Chats” have been scheduled for TALKERS 2023 adding to the impact of a power-packed day of sessions and presentations set for the talk media industry’s major annual gathering. The event will feature approximately 60 outstanding speakers on Friday, June 2 at Hofstra University on Long Island.

Connoisseur Media CEO/founder Jeff Warshaw and Newsmax Media CEO/founder Christopher Ruddy will each engage in candid one-on-one conversations with TALKERS publisher/founder Michael Harrison about the present and future state of talk media.

Jeff Warshaw describes himself as a “lifelong broadcaster.” He built his first station while still a student at the Wharton School of Business at the University of Pennsylvania. In 1993, he founded Connoisseur Communications Partners LP, a 39-station group which he later sold to Cumulus Broadcasting in 2000 for $258 million. At this time, he pioneered notable progress in integrating legacy media with emerging digital technology. In 2004, he formed Connoisseur Media which now operates 13 radio station brands and digital assets in five markets. Highly respected and celebrated industry-wide for his outspoken candor and bullish approach to radio station ownership, Jeff Warshaw serves on the board of directors of the National Association of Broadcasters, the executive committee of the Radio Advertising Bureau, and is chairman of the Nielsen Audio advisory council. Harrison describes Warshaw as “one of the most knowledgeable, emerging forces to be reckoned with among radio industry leaders.”

Christopher Ruddy founded Newsmax in 1998 to publish online and offline content in the fields of news, politics, health and finance. Newsmax.com ranks consistently as one of the country’s most-trafficked news websites. Newsmax TV, a cable and over-the-top media service news channel started in 2014, has shown remarkable growth becoming one of the nation’s leading television news and political opinion sources.  Newsmax recently entered the field of talk radio with a syndication arm and is reportedly exploring expansion into radio station ownership. As a journalist, Christopher Ruddy previously worked at the New York Post and the Pittsburgh Tribune Review. He was also awarded a Media Fellowship at the Hoover Institution on War, Revolution and Peace at Stanford University. He holds a BA summa cum laude in history from St. John’s University and a Master’s in Public Policy from the London School of Economics. Harrison describes Ruddy as “a key player in emerging 21st century media.”

For more information about TALKERS 2023, see story below

Job Opportunity

AUN Television Network Seeking Ground Level Entry Executive

Rick Trader, president/CEO of the AUN Television Network informs TALKERS that he is looking to expand his two-year-old ultra-conservative audio and video talk media platform. He’s looking for a sales and management executive (as well as acquiring additional programming). Over the past two years, AUN (American Uncensored Network) – which is billed as a “conservative/faith-based network” – has gained clearance on some 11 TV stations in California and Nevada. Its shows are hosted by an array of well-known commentators as well as up-and-comers. Trader tells TALKERS he “honestly believes AUN is one of the fastest growing TV and streaming networks in the country.” He states, “Now it is time to expand once again. Our goal is to be broadcasting in every major market in the next two years! This is maybe where an ambitious, hard-working manager can become part of this dream. I am looking to develop a management team to make it happen. If a candidate has expertise in managing finances and accounting, recruiting, human resources, overseeing and developing technologies, as well as creating company policy, sales and marketing, then such an individual might be looking for the challenge of a lifetime.” Trader continues, “I am looking to work with conservative/faithful, passionate ideologs like myself who are concerned with the direction our great republic is heading and want to return it to the Judeo-Christian, faith-based patriotic roots our founding fathers created! Here is the catch: all our progress and success has been achieved on a very tight budget! In fact, we cannot offer salaries. What we can offer is incentives for those who produce to be rewarded.” Interested candidates can contact Rick Trader, president/CEO, AUN TV Network at auntv@yahoo.com.

Industry News

Salem Debuts “Senior Fitness with Meredith” Podcast

Salem Media Group announces the launch of the podcast show “Senior Fitness with Meredith” on Salem-owned SeniorResource.com. Host Meredith Chen is an AFAA-certified personal and group fitness trainer with over 15 years of experience. Each week, “Senior Fitness with Meredith” examines a wide range of topics including physical and mental wellness, nutrition, positivity, and the motivation seniors and families need for leading healthy and active lifestyles. Chen says, “We hope to reach a wider audience and help shed more light on important topics regarding physical fitness, mental health, and wellness that matter most to seniors as we continue to roll out podcast episodes now and into the future. We’re proud to be a part of a great network of people who are like-minded and dedicated to providing the best content online for a demographic that we feel is underserved, and we are looking forward to helping that change.”

Industry News

Newsmax and DirecTV Reach Renewal Deal

Newsmax announces that it has reached a renewal deal with DirecTV for the satellite TV platform to carry its programming. (It will return to DirecTV and DirectTV Stream on channel 349 today, March 22, and on U-verse channel 1220 tomorrow, March 23.) In making the announcement, Newsmax states, “DirecTV was one of the first distributors to provide Newsmax nearly a decade ago, and we want to express our appreciation to DirecTV and its leadership for working with us to find a mutually beneficial business agreement to bring our programming back to its customers. While we raised the issue of censorship relating to our removal, we now believe in DirecTV’s commitment to distributing diverse viewpoints, including conservative ones.  DirecTV has made clear during our negotiations that it has always been focused on protecting its customers from the rising programming costs across the pay TV industry and never intended to limit one perspective or to target conservative voices. We accept their position and believe that our new agreement with DirecTV will allow them to continue to be a go-to-source for one of the most diverse lineups of news programming, now with three conservative news networks including Newsmax.” Newsmax Media CEO Christopher Ruddy will be speaking at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry Views

Pending Business: The News Cycle

By Steve Lapa
Lapcom Communications Corp
President

Photography - BroadcastingIt is an unpredictable thing, this news cycle that drives the headlines.

One day we’re talking about the shortcomings in the American banking system, the next day we’re talking about the ramifications of criminally indicting a past president of the United States. Will somebody please grab a copy of the Constitution? We may need a panel of experts to talk us through what this all means to those of us paying crazy prices for eggs.

The news cycle is spinning faster these days and your news/talk programming should prove to be the go-to source to take a short break from March Madness and slow the news cycle down. Please do not be sidetracked about selling through the negativity that may accompany many of these story lines. As a seller or sales manager, your singular objective is to connect the value of an engaged audience to match your advertiser’s goals, moving the sales process to a natural, positive conclusion. In plain English, stay focused on the goal and close your deals. Let’s review some basics.

— Complex issues are nothing new. Your tenured talk radio hosts have built their careers by helping loyal listeners gain a better understanding of the headlines driving the news cycle.

— Loyalty is the key. Like it or not, criminally indicting a former president of the United States has never happened before. It is complicated to say the least and your audience will trust your on-air talents to present the facts, opinions, and discussion. What does it all mean to me? The audience has been here before and chances are your on-air talent has delivered the clarity and focus they needed when it counted the most.

— Community check-in. Talk radio is the #1 source for your audience to get a better feel for how the community is reacting. That electronic, now digital water cooler is in overdrive. What is everyone thinking?

— The unfolding drama. Let’s face it, we all have an opinion and we all enjoy speculating on what’s next. Talk radio is the perfect forum where your audience will weigh in every day.

When your talk show hosts are front and center, doing what they do best in a meaningful and entertaining way, your advertisers experience the benefits of what only your great talk radio hosts can deliver.

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

Salem Unveils New Podcast Hosted by Lena Armuth

Salem Media Group announces the launch of the podcast show “Retirement for Real” on Salem-owned SeniorResource.com. “Retirement for Real,” hosted by Lena Armuth, is an investment podcast designed to help retirees make sensible financial decisions in retirement. Armuth says, “Today’s investors deserve to know that investing is simple, affordable, and accessible to all! Collaborating with Senior Resource was a no-brainer for me because our missions are so similar. My podcast is dedicated to empowering and educating retirees on personal finance and investing, and Senior Resource helps me share this message with a broader audience. I’m thrilled to see my podcast has reached listeners from all across the country, and I remain steadfast in my commitment to giving real people the knowledge and tools they need to better understand investing and their finances in retirement.”

Industry News

Audacy Q4 2022 Revenue Down Slightly; Full Year Revenue Up 3%

Reporting its financial results from the fourth quarter of 2022 and for the full year, Audacy says net revenue in Q4 was $342 million, a decline of 0.8% over the same period in 2021. The company reported income of $12 million for the quarter. For the full year of 2022, net revenue was $1.25 billion, an increase of 3% over the full year 2021. However, the company’s posted loss widened as it reports a loss of $140.7 million, compared to the loss of $3.6 million it reported for 2021. Audacy breaks its report down by revenue source and reveals local and national spot revenue for 2022 was $798 million, down 0.2% from 2021. Digital revenue for 2022 was $259 million, an increase of 8.9% over 2021. Network revenue in 2022 was $89.9 million in 2022, an increase of 6.9% over 2021. The company also breaks down its radio revenue by format and notes that while revenue from music-formatted stations in 2022 was down 1.3%, revenue from news and talk stations was $199.7 million – up 2.3%, and revenue from sports talk stations was $264.3 million – up 5.2%. Audacy president and CEO David J. Field says, “Having started 2022 on a great note with revenues up 14% in the first quarter, we ended the year with revenues down 0.8% in the fourth quarter as challenging ad market conditions persisted. For the full year, revenues were up 3%. Fourth quarter expenses grew 9% due to accelerated recognition of podcast expenses, but we anticipate that expenses will be up low single digits in the first quarter and fall below 2022 levels beginning in the second quarter. We continue to vigorously execute our plan to navigate the storm and to position the company for recovery when business conditions improve. Our liquidity improved from $115 million at the end of September to $145 million at year end. With the sale earlier this month of $17 million of towers, we have now completed $73 million in non-strategic asset sales to bolster our liquidity and to support our continued compliance with our financial covenants. We are making solid progress on our key growth drivers including our reinvented streaming audio platform, our national enterprise business development, our podcasting and digital marketing solutions businesses, and our promising ad tech and ad product roadmap. Looking beyond the challenging current macro environment, Audacy has a strong and differentiated, scaled, competitive position in the dynamic and growing audio space and is deeply focused on continuing the work to capitalize on the opportunities and drive a healthy recovery.”

Industry News

TALKERS News Notes

— NPR promotes Michel Martin to new a role as co-host of “Morning Edition.” Martin, who has been the host of the weekend edition of “All Things Considered” since 2015, takes over for Rachel Martin who is exiting to pursue other media opportunities. She begins working alongside Steve Inskeep, A Martínez and Leila Fadel on March 27.

The Los Angeles TimesJames Rainey writes a profile piece this week about Tavis Smiley, former PBS personality and current owner of KBLA, Los Angeles – a talk station targeting the Black community. The piece addresses Smiley’s legal battles with PBS after he was accused of sexually harassing multiple women, the court case he lost and one he’s still involved in. It also looks at his efforts to reach the Black community via KBLA and its talk hosts. Read the LA Times story here.

— Edison Research is presenting a four-part series through its Edison’s Weekly Insights exploring the “power of traditional AM/FM radio in the U.S. This week’s edition reports, based on Edison’s Share of Ear study, “Listeners age 13+ in the U.S. spend 59% of their daily, ad-supported audio time with AM/FM radio, more time than with all other ad-supported audio sources combined, including YouTube, podcasts, and ad-supported streaming services. AM/FM radio is the top ad-supported audio source for all ages in the U.S., including Gen Z (age 13-24) who spend 33% of their daily ad-supported audio time with AM/FM radio, more than for any other ad-supported platform.” Read the story here.

Industry Views

Pending Business: AI Meets Sales

By Steve Lapa
Lapcom Communications Corp
President

Talk radio - PodcastHave you picked up the most recent buzz around Artificial Intelligence? It’s hard to miss it.

Seems like the AI buzz is getting louder as more companies face the pressure to improve efficiency and profitability during this roller coaster economy. From Silicon Valley’s tens of thousands of layoffs to Steak ‘n’ Shake closing 30 locations, the heat is on.

Companies vested in the terrestrial radio business have known this pressure for years as we function in a world of single-digit growth and AM radio stations going dark as the real estate is worth more than the FCC license. For the first time, some of the players on the podcast side are feeling the financial heat as the congested podcast world fights for highly competitive ad dollars.

How can AI be a resource in the broadcast radio and podcast ad sales world? Here are two examples of what could be around the corner on your next sales email, Zoom or from the office phone pitch.

— AI audio/phone recognition. Imagine software tracking your phone pitch or Zoom call collecting phrases that identify rate objections, efficiency objections, competitive objections, talent objections, even content objections. Management teams skilled in reviewing the “phrase data” analyze everything from the number of times the objection is raised to the category or tenure of advertiser raising the objection(s). Fast forward to solutions. If your team is made up of multiple sellers with various levels of experience and similar objection(s) appear frequently, management responses and adjustments happen faster, with less stress as the numbers tell the story, not the seller in a confessional. Those adjustments appear in coaching bubbles on your screen as you engage.

— AI shows us the phrase that pays. By now you should know many of the key words and phrases that are sales friendly, grab attention and move you to a close. As well as the opposite – those dreaded turn-off words that turn a warm conversation into stone-cold ghosting. What if the AI software interfaces with your emails? AI could be programmed to identify the key phrases that help close a deal as well as those that are deal busters. I once attended a sales seminar that coached away from using the word “contract.” Not a good takeaway for me. All I could imagine was the legal team slapping their foreheads.

Something tells me the AI software discussed already exists working in the field somewhere helping a sales team become more efficient and crushing the earnings barrier. It’s only a question of when our radio/audio world will be smart enough to adapt the tools for a smarter sales path.

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at: Steve@Lapcomventures.com

Industry Views

Monday Memo: 5 Ws + $

By Holland Cooke
Consultant

Joe Pags - Talkers MagazineLocal news sponsorship is an opportunity to “fish for whales,” institutional advertisers who can associate with something special. And, well-done, local news sure is special, because:

New-tech audio competitors don’t do it, and most AM/FM broadcast hours are now robotic.

Newspapers are in a tailspin swapping print dollars for digital dimes; and their – and TV stations’ – websites aren’t as portable as radio.

And it’s easier to add occasions of listening than to extend duration-per. Translation: There’s very little we do can keep someone in a parked car with the key on Accessories.

First things first: Plan NOW for The Big Story. In a recent column here I outlined the “break the glass” plan you should prep.

 As for day-to-day local news:

Who are you talking to? Habitual radio users – especially news/talk – are older-than-younger. Think Baby Boomers (born 1946-1964), who control most retail spending. And report information that matters to people with children of any age living at home (super-spenders) and people driving (what’s happening right now, and what threatens to block their path). Think “car radio” for busy people and you won’t turn-off anyone sitting-stiller.

What: INFLATION, health and safety, “survival information” (weather = news). Jim Farley, my successor managing WTOP, Washington, hung a sign in the newsroom: “WGAS,” his litmus test for relevance, “Who Gives A Shit?”

Where: What’s happening within your signal pattern? And when everyone’s buzzing about a big story elsewhere, localize by asking pertinent sources “if it happened here?” and Man-on-the-Street interviews (local accents) reacting.

When: What JUST happened…what’s happening right NOW…what happens NEXT. When you’re wall-to-wall, do frequent resets, because people believe your promos, and are tuning-in to know. Other times, specific goal: Each newscast sounds different than the last.

Why it matters to your listener: News people I coach will chisel this onto my tombstone: Report consequence, not process. Don’t give me the minutes of the City Council meeting, tell me how what-was-discussed will impact me. Rewrite press releases, which aren’t easy on the ear (“The public is asked…”), tend to be process-laden, and are often self-congratulatory.

Longtime ABC News executive Av Westin, one of two industry icons we lost in 2022: “I believe the audience at dinner time wants to know the answers to three very important questions: Is the world safe? Is my hometown and my home safe? If my wife and children are safe, what has happened in the past 24 hours to make them better off or to amuse them?”

Tips:

— Emulate your network’s writing style.

— HIGHLY recommended reading: “Writing Broadcast News: Shorter, Sharper, Stronger” by Mervin Block.

— Rewrite to favor The Magic Words “you” and “your” and avoid third-person-plural (words like “residents”). Instead of “Business owners interested in applying for these loans should contact…” say “If you’re a business owner…”

— Arrange with a local TV station (“our news partner NBC28”) to use their sound, in exchange for attribution (which will enhance their standing and serve to promote their newscasts).

I am encouraged by how much 2022 work sought me out, asking that I review stations’ local news copy, and work with the local newscasters whose work can habituate listeners and make money.

Make your work count twice.

— When you’re covering a meeting or event, ask people there something else too. “How are YOU feeling inflation?”

— Say WHERE you gathered comments. “We spoke to shoppers leaving Star Market in West Springfield.”

Al Primo, inventor of “Eyewitness News,” who also passed away last year: “People can tell their stories better than we can write them.”

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author of the E-book and FREE on-air radio features Inflation Hacks: Save Those Benjamins;” and “Spot-On: Commercial Copy Points That Earned The Benjamins,” a FREE download; and “Multiply Your Podcast Subscribers, Without Buying Clicks,” available from Talkers books.  Follow HC on Twitter @HollandCooke

Industry News

AWM/F Announces 2023 Board and Officers

The Alliance for Women in Media and its Foundation announce the 2023 National Board of Directors and Officers. AMW/F president Becky Brooks says, “The role of the AWM and Foundation boards is to lead our organizations and industry as we recognize, connect and educate women in all facets of media. With our mission to advance all women in media, it is as vital as ever to have insightful, diverse leadership.  This year’s directors are dedicated to investing their time and resources to guide us and foster growth for AWM and each of our programs.” The officer roles are: Annie Howell, chair, chief communications officer, Hallmark Media; Katina Arnold, incoming/vice chair, vice president, communications, ESPN; Heather Cohen, immediate past chair, EVP, The Weiss Agency; Brenda Hetrick, treasurer, president, Matrix Solutions; and Monica Bloom, treasurer-elect, VP of marketing for First Look Media. New directors serving on the board are: Cori Abraham, SVP, Entertainment Unscripted Development, Crime and Documentary Development, NBCUniversal Television and Streaming; Jayne Bussman-Wise, creator acquisition & growth, Amazon AMP; and Chesley Maddox-Dorsey, CEO, American Urban Radio Networks. The following leaders will continue serving on the AWM Foundation Board of Directors: Tim Clarke, SVP, digital audio content, Audacy; Vicki Lins, president and CEO, CTAM; Mike McVay, president, McVay Media; Deborah Parenti, publisher, Radio Ink, RBR, and TVBR; Josie Thomas, former EVP, chief diversity and inclusion officer, CBS (Retired); and Christine Travaglini, president, Katz Radio Group.

Industry News

Curtis Sliwa Promises GOP Will Take on AOC and Caban

77 WABC Radio talk host – and New York City Republican operative – Curtis Sliwa is quoted in the New York Post saying the Republicans will field candidates to challenge U.S. Rep Alexandra Ocasio-Cortez (D-NY) and Queens councilwoman Tiffany Caban in the next elections. Sliwa tells the Post, “We’re going into the belly of the beast of the Democratic Socialists of America in New York City. We’re going to take on AOC and Caban. This is Concord and Lexington. We’re talking to regular people in Astoria. They don’t support defunding the police and defunding the jails.” Sliwa hosts the daily “Rip ‘n’ Read with Curtis Sliwa” show that airs from 12:15 pm to 1:00 pm on Red Apple Media’s WABC-AM and WLIR-FM. Read the Post story here.

Industry News

Boston Sports Talker Tony Massarotti Apologizes for Racist Joke

Tony Massarotti – one half of the afternoon drive duo of “Felger and Mazz” on Beasley Media Group’s WBZ-FM, Boston “98.5 The Sports Hub” – apologized yesterday (2/20) for the racially “insensitive” and “hurtful” comments he made on Friday’s program. The Boston Herald reports that Massarotti’s co-host Mike Felger was broadcasting remotely from a business center in a New Orleans hotel in which two Black people were sitting behind him. Referencing a previous trip to New Orleans in which Felger’s vehicle was stolen, Massarotti asked Felger if the two could hear him and when Felger replied that they couldn’t, he said, “OK, so I would be careful if I were you because the last time you were around a couple of guys like that, they stole your car.” During his apology on Monday, Massarotti said he gets why the joke, intended to be poking fun at Felger, was wrong. “It didn’t come off that way. It came off as something far broader and ignorant, and I’m regretful of that… I sincerely apologize, and I will do my best to make sure it never happens again.”Read the story in the Boston Herald.

Industry News

White Sox Pitcher Threatens Audacy’s “670 The Score”

In a story being reported by numerous sources, including by FOX News here, Chicago White Sox pitcher Mike Clevinger – who is being investigated by Major League Baseball after allegations of domestic abuse – is threatening legal action against Audacy’s sports talk WSCR, Chicago “670 The Score” after his accuser appeared on the “Parkins & Spiegel” show. Olivia Finestead is the mother of Clevinger’s 10-month-old who went on the radio show to discuss the allegations against Clevinger, a move he called “really trashy of them. That was some lowlife material right there.” He was also quoted saying, “My lawyers are paying attention. My lawyers are getting in contact with them, and they probably already sent a cease-and-desist for defamation. So [they] just got themselves involved in this, too, so good for them.”

Industry News

Beasley Reports Q4 2022 Revenue Up 1.8%

Beasley Broadcasting Group issues operating results for the fourth quarter of 2022 and for the full year. Net revenue during the three months ended December 31, 2022 increased 1.8% to $72 million, primarily reflecting a year-over-year increase in digital revenue, political revenue and other revenue, partially offset by a slight decrease in audio revenue related to softness in the national agency business. For the full year of 2022, Beasley reports net revenue of $256.4 million, an increase of 6.2% over 2021. The company also reports a net loss of $25.8 million in Q4 of 2022, compared to a net income of $10.6 million in Q4 of 2021. Beasley says, “Operating loss, net loss and net loss per diluted share for the three months ended December 31, 2022 include $44.2 million of non-cash impairment losses related to FCC licenses, goodwill and franchise rights. Operating loss, net loss and net loss per diluted share for the 12 months ended December 31, 2022 include $54.7 million of non-cash impairment losses related to FCC licenses, goodwill and franchise rights.” Beasley CEO Caroline Beasley comments, “Beasley’s 2022 fourth quarter and full-year financial results reflect the ongoing success of our digital transformation and revenue diversification strategies, which drove year-over-year increases in revenue and SOI for both the three- and 12-month periods. Throughout the year, Beasley largely offset ongoing challenges related to the economy and softness in the national spot market, as we generated healthy growth across all of our digital, local audio, political and other revenue sources, as reflected by the 6.2% increase in full year net revenues to $256 million. This top-line growth was the primary factor contributing to a 2.8% year-over-year increase in full year SOI to $43.1 million. While economic uncertainty remains, Beasley initiated several actions throughout the year that we believe will strengthen the long-term position of our business. First, our digital strategy continues to deliver strong results with fourth quarter digital revenue growth of 13.2% year-over-year, representing nearly 17% of total fourth quarter revenue. Digital revenue has consistently outpaced national spot advertising revenue over the past several quarters due to a combination of organic growth and contributions from the second quarter acquisition of our white label digital agency business, Guarantee Digital. With accelerating demand from consumers and advertisers for our local content and multi-platform marketing solutions, we are solidly on the path for this revenue source to reach 20% of total revenue. Second, we remain focused on monetizing our premium audio and digital content through new local business development, revenue diversification and maximizing political revenue opportunities. As a result, in the fourth quarter, we delivered $5.1 million in net political revenue, with stronger than expected gains in Las Vegas, Philadelphia, and Detroit, as well as year-over-year total revenue increases across nearly all of our markets and in our esports business. Our radio brands remain dominant in Nielsen Audio ratings, where Beasley currently has the highest average cluster share when compared to the major radio broadcasters in PPM. Finally, we implemented a cost reduction program in the second half of 2022, with the majority of cost cuts occurring in October.”