Industry News

Indy’s “The Fan” Announces New Morning and Midday Shows

Urban One sports talk outlet WIBC-HD2/W228CX/W298BB, Indianapolis “The Fan” announces that morning drive personality Jake Query will take over the 12:00 noon to 3:00 pm show on August 21. The new show, “Query & Company,” takes over the slot held by longtime “Fan” host Dan Dakich, who left the station lastim December and now hosts a show on the Outkick platform. With Query’s move to middays, the Kevin & Query Show that’s been airing in morning drive becomes “The Wake Up Call With KB and Andy,” as Kevin Bowen is joined by new co-host Andy Sweeney. Urban One Indianapolis operations manager David Wood tells the Indianapolis Business Journal, “While Jake loves working with Kevin, the show is a complete antithesis to his body clock. He’s a huge night owl. It dawned on me, ‘Why don’t I put a known quantity in this noon to 3 p.m. show?’ Everybody knows Jake. He’s well-respected and he’s an entertaining person.” Read the IBJ story here.

Industry News

The Weekend’s Top News/Talk Media Stories

The appointment of David Weiss as special counsel to investigate Hunter Biden; Fulton County Georgia district attorney Fani Willis’ expected indictment of former President Donald Trump and others in connection with the 2020 election; the wildfires in Maui that have killed 96 people; the 2024 presidential race; Nordstrom flash mob robbery; the police raid on the Marion County Record newspaper in Kansas; the military coup in Niger; and the Russia-Ukraine war were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Industry News

The New York Giants and WFAN Extend Play-by-Play Deal

The NFL’s New York Giants and Audacy sports talk WFAN, New York announce an extension to their play-by-play partnership. WFAN will continue as the flagship station of the team, airing all pre-season, regular season and postseason games. The deal also includes expanded programming for the 2023 season, plus theim launch of a new weekly preview show called “Big Blue Kickoff Live” to be hosted by Giants.com’s John Schmeelk and WFAN’s Shaun Morash airing on Saturday mornings during the regular season. In addition, all three WFAN daily shows will broadcast live from Giants training camp on Monday (8/14), beginning at 6:00 am with “Boomer & Gio,” followed by “Brandon Tierney & Sal Licata” and “Evan & Tiki.” Audacy New York market president Chris Oliviero says, “WFAN is proud to grow our long-standing partnership with the New York Football Giants. More opportunities for fans to connect with Big Blue is our commitment, one that goes beyond Sunday and extends year round.”

Industry Views

ENOUGH! The Selling Culture Has Failed Radio

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

The creeping culture of sales-determines-all has brought the industry to this moment of despair. The selling culture has failed the medium. It is time to, once again, segregate the sales and programming departments. Take the budgets away from the program directors and inspire them to create exciting UNPREDICTABLE programming.

Earnings calls for most radio companies were held this week. Not pretty. Declarations of the demise of radio are constant, emotional, and desperate. Bleak conditions in the radio industry have occurred before. A review of past crises and how they were overcome is constructive, urgent, and essential.

For example, in 1952, network TV was launched and showed signs of success. NBCABC, and CBS moved their money from radio to TV. Longform radio shows were cancelled leaving stations across the country with a problem. At the time, most radio stations were small shops, usually family-owned, therefore the need to add hours of local programming was a financial challenge. The solution was presented by a programmer.

Todd Storz’ family owned stations in Omaha, Kansas City, Minneapolis, New Orleans, St Louis and Oklahoma City. He was young and obsessed with radio. His stations were losing money and the future, without network show blocks, was uncertain. Todd ate at a diner daily and noticed that even after it closed, the waitresses put their own money in the jukebox to hear the same songs they had heard all day. Hit after hit. Todd created a list of the top 40 songs, built a production sound and put it on his Omaha station. The station was #1 overnight. His top 40 format was aired on his owned stations with the same results.

Ruth Meyer was the program director of WMCA, New York where she established the GOOD GUYS dynasty. Before WMCA Ruth was the PD of Storz’s station in Kansas City. I asked her who did what at Storz and she said, “It was all Todd.” Todd was a programmer who never spent a day in sales. Storz’s programming idea changed and, yes, saved the industry.

When Todd died at 38 years of age his father – a businessman – took over the company. After Todd’s death, the stations died too. Why? Storz station manager Deane Johnson explained, “Todd’s death [and the control of the radio stations falling to Todd’s father] brought about a shift from a ‘programming company’ to a ‘money company.’”

Radio’s next challenge was FM. It is a popular myth that the shift from AM listening to FM was driven by the higher quality of the FM signal. FM’s signal had been available since 1948. No one listened.

You don’t go to iMAX to watch the huge, superior white screen. You go to watch a movie on the huge superior white screen. When the FCC mandated an end to AM/FM simulcasts, the general managers had no idea what to do and isn’t it time for golf?

Obsessed, very young radio fanboy programmers such as Michael Harrison and Allen Shaw joined with frustrated senior programmers like B. Mitchel ReedScott MuniMurray the K and Tom Donahue to EXPERIMENT with new programming techniques. They imagined and implemented progressive rock, free-form, album rock. THEN the crowds came to FM to hear exciting UNPREDICTABLE programming.

In 1966, Tom O’Neil, the founder/chairman of RKO General owned many money-losing, major market stations. The solution? Better sellers? Better sales training? A sales master course? No. The answer was Bill Drake. O’Neil hired Bill Drake and allowed him to create exciting UNPREDICABLE programming. Drake’s programming saved many RKO stations and was copied by hundreds of stations across the country. Drake’s programming saved them, too.

ALL of radio’s challenges today can be solved with programming invented by programmers free to program. Enough with “it’s not in the budget.” Enough with “it will bring in money.” Enough with “it’s good for sales.” Enough with talent having to generate half their salary in billing to be retained. Enough!

Unleash today’s program directors to follow their instincts, their facts and no more having to check with corporate. Why? Because checking with corporate hasn’t worked. Checking with corporate stops the flow of ideas, it freezes them in time. Radio is live, in the moment. When radio programming is frozen in time it MUST failGive up corporate engagement. Let programmers surprise you.

To quote a mentor, ABC Radio Network’s VP Dick McCauley (a sales guy), “A great salesperson is one who has a great product.” He said it a lot.

Walter Sabo was the youngest executive vice president in the history of NBC. He was the programming consultant to RKO General longer than Bill Drake. According to a Sirius corporate EVP, “Sirius exists because of what Walter Sabo did.”  He hosts a Talk Media Network radio show as Walter M. Sterling, “Sterling on Sunday.” Find out more here: www.waltersterlingshow.com  Contact him at walter@sabomedia.com or 646.678.1110

Industry News

WABC’s Frank Morano Hangs with The Sopranos Cast Members

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Pictured above is WABC, New York overnight host Frank Morano with some of the cast of “The Sopranos,” who stopped by his “The Other Side of Midnight” program to talk about why people still care about “The Sopranos” so many years later, cigars, and the fascinating lives of the actors. In the photo are (l-r): Dan Grimaldi, who played Philly and Patsy Parisi; Morano; Robert Funaro, who played Eugene Pontecorvo; and Jason Cerbone, who played Jackie Aprile, Jr.

Industry News

SiriusXM’s Joe Madison to Be Honored by the ASALH

Talk host Joe Madison – heard daily in morning drive on SiriusXM’s Urban View channel – is being honored withim the Council Award of Special Recognition from the Association for the Study of African American Life and History(ASALH). ASALH was founded in 1915 by Dr. Carter G. Woodson to document the contributions of African Americans to American history. The award will be presented at the 108th Annual Conference in Jacksonville on September 23.

Industry Views

Pending Business: The Agony of Complacency

By Steve Lapa
Lapcom Communications Corp
President

imWhat happens when the world-wide leader is for sale? When they stopped spanning the globe 25 years ago, I thought the budget cut would help the leader. I could still hear the great Jim McKay describing the agony as Vinko Bogataj rolled down that ski slope in utter defeat. There were so many different images of the thrill of victory, but for most of the 37 seasons of “Wide World of Sports,” the agony of defeat was forever connected to that helpless Yugoslavian skier.

Maybe the real story of Disney/ABC/ESPN’s “Wide World of Sports” is lost in the silo of being first in on the marketing ladder and not recognizing opportunity.

The world-wide leader was the first to televise Wimbledon, the Indy 500, and who could forget the Pro Bowlers Tour? Not recognizing the need to expand into targeted sports coverage, pre-empt competitive efforts, and experiment with new media may be a flaw in an otherwise crown jewel. Did Mickey Mouse see the “Rugrats” coming? You mean history repeats itself when the successful get complacent and positive paranoia is the domain of the dot-com entrepreneurs?

Ok, it’s getting a little heavy here. This column is about sales and marketing, not business theory or case studies. Or is it?

The lessons here are classic and are a direct connect to your commission check.

ESPN is searching for answers, and when billions in ad sales, cable fees, streaming subscriptions and theme park attendance isn’t enough to goose the growth curve, well, Houston, we’ve got a problem. But let’s learn how to work with what surrounds us.

— What are the biggest challenges to your business base?

— Can you identify the challenges in your control, and which are not?

— How would you rank your competitors?

— As your local ad market shifts into more digital advertising, who are the winners?

— Can you name the five biggest digital-social media ad spenders in your market?

— Do you keep updated on new ad marketing opportunities presented to your clients?

Forgive the blurry lines that connected the dots in the Disney-ABC-ESPN story. The business lesson, however, is clear. Sellers can only control what they are asked to sell. But when complacency sets in at any level, take a time out and rethink your playbook.

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: Connie Welcomes the Stranger’s Call

By Holland Cooke
Consultant

imShe was the agent I enjoyed working with most over three decades I was an active real estate investor. We remain good friends, and her technique informs the work I do coaching agents – and attorneys and financial advisors and other professionals – who host ask-the-expert radio shows.

Understand the difference between “advertising” and “marketing”

Achievers like Connie do. Do you? Erroneously, these terms are often used interchangeably.

— Advertising asks shoppers to pick your product off a crowded shelf.

— Marketing makes them want to.

High-volume agents typically allocate 30% of net income to marketing, which produces leads. Lower-volume agents spend as much, or more, on advertising, which produces fewer leads. If you’re handing out mouse pads in the era of iPad, you’re late.

And you’re bucking human nature: Every…single…day, we are bombarded by SO many advertising pitches, that we lean-back-from commercials. But we lean-into storytelling, when the story hits home. One of the few things that can keep someone sitting in a parked car with the key on Accessories is the on-air attorney untangling the caller’s dilemma when it is REAL relatable.

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“Can you recommend a plumber?”

The caller isn’t Connie’s client…yet. The stranger got her name from someone else Connie had helped. Reputation. Word-of-mouth. “Got a pen?” she asks. “I’m going to give you his cell number. And let me know if he can’t help you and I’ll recommend someone else who’s helped me lately.” THAT is marketing GOLD. Instant relationship.

As is the attorney whose weekend call-in show offers that “the lawyer is in, the meter is off.” One that I coached offers words-to-live-by: “If you want someone to think you can help them, help them.”

Expensive syndicated TV spots – or hokey locally produced ads – and look-alike billboards – all blur-together in a wall of noise. As do agents’ radio copy that “If I can’t sell your house, I’LL buy it!” and attorneys hedging that “If we don’t win, you don’t pay.”

Yes, advertise. But rather than squandering that airtime touting yourself, do a commercial disguised as an informative feature, snack-size how-to guidance. And offer more-about-that in a free download checklist or podcast or other asset on your memorable domain name website. Or “Ask me!” by calling your memorable phone number. Tell ‘em, rather than just trying to sell ‘em, and you’ll sell more of ‘em.

Big-spending competitors look alike. You can sound different.

It’s the oldest, most-proven concept in marketing: Free samples, of your expertise and comforting counsel. Your trusted voice can differentiate you. Done right, these shows have callers asking, “May I call you at the office on Monday?” even before the host invites them to. BUT…

In too many cases, that weekend show is a well-kept secret, under-promoted by the station, and only available in real-time…UNLESS…the radio show is just one element of a coordinated interactive multi-platform strategy, which harvests and addresses your prospects’ relatable concerns via podcast, social media, email, those commercials I describe above, and a voicemail tactic SO obvious that few spot the opportunity.

Lots of work? You bet! An organized production routine is key. Find a producer – a Robin to your Batman – who can keep that conveyor belt humming, and he or she is every bit the hero as Connie’s plumber.

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author of “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

Top News/Talk Media Stories Over the Weekend

Former President Donald Trump’s “come after me I come after you” response to his indictment on charges related to January 6; the Hunter Biden on hold plea deal and calls for an investigation into the Biden family finances; the 2024 presidential race; A Ukrainian woman is arrested on charges of being part of a plot to assassinate Volodymyr Zelensky; the Russian and Chinese ships found patrolling near Alaska last week; the hoopla surrounding the possible Elon MuskMark Zuckerberg cage match; and the Barbie movie hits record $1 billion in box office receipts were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Industry News

iHeartMedia and Michael Smith Partner to Create the “Inflection Network”

iHeartMedia and sports journalist Michael Smith are partnering to create the “Inflection Network,” “an innovative new sports podcast network.” Smith, along with partner Terrence Williams, an entertainment attorney, are launching the network with season three of the podcast series “Comeback Stories” hosted by New York Giantsim tight end Darren Waller and mental health and mindfulness coach Donny Starkins, with new originals joining the slate soon. Williams says, “We are thrilled to embark on this new journey with iHeartPodcasts. With the help of iHeart’s unmatched expertise and platform, we are building a robust content slate and what I believe will be an enjoyable and unique listening experience.” Smith adds, “IN’s approach is guided by inspiring and transformative power-rich storytelling and authentic, entertaining and thought-provoking conversation. We want to elevate and empower creatives, amplify diverse voices and perspectives, and enlighten, entertain and engage our audience. At IN our mantra is, ‘Louder for the folks in the back!’”

Industry News

New Research Shows Audio Advertising Drives Significant Attention Over Other Platforms

Research and consulting firm dentsu announces the results of its research measuring attention in audio advertising that was conducted in partnership with Lumen Research and with audio firms Audacy, Cumulus Media, iHeartMedia, Spotify and SXM Media. Dentsu measured attention in various audio formats and environments across three unique studies in podcasts, radio and music streaming. The podcast study was conducted with participating partners Audacy, Cumulus Media, iHeartMedia, Spotify and SXM Media. The radio study was conducted with Audacy, Cumulus Media, and iHeartMedia. The study found that audio advertising (including podcasts, radio and music streaming) drove significant attention compared to other ad platforms: 1) Average attentive seconds per (000) APM for audio advertising was 10,126 compared to dentsu norms of 6,501 APM; 2) On average, 41% of audio ads generated correct brand recall (vs. 38% of dentsu norms); and 3) Brand choice uplift for audio ads was 10% (vs. 6% for dentsu norms). The study also found that each audio destination has its own unique strength in driving attention and brand impact: 1) Podcasts (measured across Audacy, Cumulus Media, iHeartMedia, Spotify and SXM Media) drove the highest attentive seconds per thousand impressions compared to other digital, social and TV benchmarks. In addition, we saw that brand choice uplift was higher for host reads compared to traditional audio ads within podcasts; and 2) Radio (measured across Audacy, Cumulus Media and iHeartMedia) also impressively drove higher attentive seconds per thousand impressions compared to other digital, social and TV benchmarks. Radio shined as the most efficient of the audio formats studied, proving to be 10x more efficient when compared to the average online video ads measured through dentsu’s Attention Economy. Dentsu Media US EVP Jennifer Hungerbuhler states, “We understand that radio advertising is a cost-efficient way to build reach, that podcast listeners have great affinity not only to the programming but also podcast hosts, and that smart speakers are a compelling new destination for audio ads on streaming services. It’s nice to see each of these unique strengths of different audio formats validated by our audio Attention Economy Study.”

Industry News

Dr. Asa Andrew To Present at the 2023 Pro Football Hall Of Fame

Talk media personality Dr. Asa Andrew will be presenting this year at the annual 2023 Pro Football Hall of Fameim weekend on behalf of the NFL Alumni Health. A special panel has been put together that will be led and moderated by Doctor Asa on the topics of mental health, performance, imlongevity, and living a healthier lifestyle. In partnership with Hall of Fame legend Ray Lewis, Doctor Asa will be leading some powerful fireside chats with some of the all-time NFL greats, including Emmitt Smith, Terrell Owens, Warren Sapp, and more. Doctor Asa says, “It’s an honor to be invited to speak at such a prestigious event. Being in the Pro Football Hall of Fame is the league’s highest honor. It means that these champions used their natural talent, overcame tremendous adversity, and found a way to win in every area of life.” Hall of Fame weekend takes place August 4-6 in Canton, Ohio. 

Industry News

New Hosts Join Cumulus Media’s “The Ticket” in Dallas-Fort Worth

Cumulus Media announces new personalities in middays on its sports talk outlet KTCK-AM/FM, Dallas-Fort Worth “The Ticket.” Former “Ticket” host Matt McClearin re-joins the station after two years on-air at the company’s WJOX-FM, Birmingham, Alabama. He’s partnering with “Ticket” personality Donovan Lewis for theim 10:00 am to 1:00 pm show, filling the role of retired “Ticket” host Norm Hitzges. New to the daily lineup is the 1:00 pm to 3:00 pm duo of Sean Bass and David Mino. Bass has been with “The Ticket” for 22 years, most recently as producer of “The Norm and D Invasion.” Mino has been with the station for 11 years, most recently as producer of “The Hardline” afternoon drive show. Station program director Jeff Catlin comments, “I couldn’t be more excited for the midday makeover on ‘The Ticket.’ Matt, Sean, and Mino have all earned this opportunity. All three guys are well-known and well-liked by our passionate listeners and their ‘Ticket’ teammates. They will fit in well and make this a seamless transition.”

Industry News

Erick Erickson to Gathering of Politicians, Candidates, and Activists

WSB-AM/WSBB-FM, Atlanta-based talk radio personality Erick Erickson is presenting a weekend event in Atlanta August 17-19 that brings together A-list politicians, presidential candidates and conservative issues activists. Erickson has previously hosted similar events under the banner of his RedState and The Resurgentim platforms. He says this year there are attendees from 47 states coming to the sold-out program. Erickson says, “This is the tenth of these I have done, and I have to thank Charlie, my producer, for doing so much of the heavy lifting while I have concentrated on doing my show. The format for each individually named speaker is a conversation on stage with me asking them questions from the attendees. The attendees will shortly receive a survey link where they can submit questions for me to incorporate into the conversations. The theme of the conference this year is ‘Forward: Which Way.’” 

Industry News

Griffin Broadcasting Adds Dan Patrick Show to “The Blitz” in Tulsa

Griffin Broadcasting’s all-sports station KTSB-AM, Tulsa “The Blitz 1170 AM” adds “The Dan Patrick Show” toim its program schedule airing from 9:00 am to 12:00 noon. Station program director Jeremie Poplin comments, “The Blitz is proud to welcome Dan back to the market in Tulsa and we look forward to the tremendous content he presents each day.”

Industry News

Rochester Sports Media Legend Bob Matthews Among NYSBA’s Hall of Fame Class of 2023

Rochester market sportswriter and sports talk host Bob Matthews is one of five New York State broadcastersim being inducted into the New York State Broadcasters Association’s Hall of Fame this year. Matthews served as host of the WHAM-AM, Rochester evening sports talk show for 35 years. He was also a newspaper sports columnist and a regular contributor to the Gannett News Service.

Industry Views

Pending Business: The Big 20 Countdown

By Steve Lapa
Lapcom Communications Corp
President

imNo, this isn’t about college football or New Year’s Eve. Wait, maybe it is.

This is about getting you to start the 20 benchmarks every news/talk or sports talk manager, seller, even owner should be reviewing, analyzing, and preparing on their 2023/2024 calendars.

Call me the Detail Doctor, because as we all know the dollars are in the details.

Let’s start with August:

— College Football kicks off at the end of the month and your packages are closing out.

— The NFL season kickoff is full of new competition, so close, close, close.

— Labor Day is on the way and depending on your market dynamics unique packages could swing momentum your way.

— Early 2024 upfronts should be game planned now.

— Review your recruitment profile.

September:

— Election Day is 9 weeks away. Are you ready?

— Do you finalize goals/budgets for 2024?

— The Jewish community observes High Holidays at the end of the month.

October:

— Tweak your Q4 packages.

— Thanksgiving

— Christmas. Sunday/Monday this year.

— Too early for New Year’s Eve? Sunday/Monday this year.

— Financial Category. We all want second opinions, right?

— Legal. ditto

— Lock in your 2024 goals.

— Monitor pacing for 2024 upfront.

November:

— Check your crystal ball for final 2023/early 2024 performance.

— Daylight Saving Time ends. Change those clocks!

— Start thinking Vegas, baby for the February 11, 2024 Super Bowl.

— How did those upfronts close?

December:

— Renewals for 2024 done?

— Pacing for 2024?

— Actual selling days in the month is deceptive.

— Review those wins AND losses.

— Happy New Year.

This exercise is a simple, functional start point. Every seller, manager, and owner will add, delete, or adopt this list. My hope is you will move to do something to help your 2023 income finish big and 2024 start even bigger!

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: Do You Still Have the Dream?

By Holland Cooke
Consultant

imFellow longtime, long-ago DJs: You know what I’m talking about. And it’s a life sentence, eh?

Like The Manchurian Candidate…or Jason Bourne…we share a recurring nightmare. But in our case, the dread is fear of dead air.

You’re on-air, alone in the building, late at night, as studio equipment starts failing, one device at a time. Then the phone.

Computers? I was of the vinyl and tape era, but if you jocked later on, that early Scott Studios screen locks-up. As does the other computer. So, you can’t just…read things.

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The only thing that works is the microphone. And as you vamp, desperately…the reverb seems to be getting deeper…

It could be worse. You’re not on TV.

As one of our colleagues recommended here a couple weeks ago: “Prep like the phone is broken.”

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author of “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

Top News/Talk Media Stories Over the Weekend

The Hunter Biden investigation and the status of his plea deal; Donald Trump’s legal battles; the 2024 presidential race; questions about Senate Republican Leader Mitch McConnell’s health; a judge blocks an Arkansas law making librarians and booksellers liable for making “harmful” books available to children; the heatwave affecting much of the U.S. and Europe; the Russia-Ukraine war; trucking industry giant Yellow plans to file bankruptcy; and the $1.05 billion Powerball jackpot were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Industry News

Derek Wolfe Exits Denver’s 104.3 The Fan

According to a report by KUSA-TV, Denver, former Denver Broncos defensive lineman Derek Wolfe has exited Bonneville’s sports talk KKFN, Denver “104.3 The Fan” where he co-hosted the afternoon show with Darren “Dmac” McKee.  Wolfe posted the following to his Instagram account: “Hello everyone! I wanted to share someim news with you first. I have made the tough decision to step down as co-host of The Drive on the Fan due to persistent scheduling conflicts. It has been an incredible journey with my radio crew, and this choice was not easy to make. Lately, my passion for outdoor pursuits has taken me on an exciting and unexpected journey, prompting me to continue chasing my dreams. I genuinely appreciate your understanding and support throughout this process!” The station paired Wolfe with McKee in October of last year.

Industry Views

Don’t Leave Cash on the Nightstand

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

imAmazing fact: In ancient times, from 1962-1972, the highest-paid on-air talent in New York City was “an overnight guy.” He was paid salary plus sales response. I’m talking about Long John Nebel on WOR, WNBC, then WMCA. Long John’s live reads moved product because his audience was captive. One-to-one his listeners were attached to their radios in the truck cab, night watchman’s building lobby, parents pacing with their babies, students cramming. His background was not in radio; he was a skilled auctioneer. Obviously, the same listeners exist today – and are anxious for someone to talk to them. Check out this old clip of Nebel in action: https://youtu.be/wYMCkpYFtbk

One of today’s bizarre misconceptions is that overnights/late nights are not important for sales or audience share. Totally and completely wrong!

— As an executive, when launching a new format, any new format, the first time period I staffed was overnights. Late-night, overnight is the doorway to a station. Listening patterns to AM drive are habitual, hard to change. Late night listening is discretionary. Audiences will sample new radio offerings when they seek pure entertainment rather than essential utility elements.

— Late-night cume feeds morning drive. Study the flow of audience from late-night to morning drive, you will be surprised how much of the AM drive cume depends on the last station heard before turning off the radio.

— No distractions. It is easier to sell any product or idea to a person who is giving you 100% of their attention rather than rushing to work, calming the kids and remembering to avoid road construction. As George Noory’s success confirms, the percent of listeners who act on a commercial message is higher overnights than at any other time period.

— Every format has a default hour – one hour of the day when it will have its largest audience share. For all-news, for example, it’s always 5:00 am – 6:00 am. Lite FM’s, 1:00 pm. Live, local talk: 11:00 pm.  Listeners seek companionship, sympathy and empathy from talk shows.  If a station offers a “best of” at 11:00 pm, it is ignoring the built-in strategic advantage of the talk format. 11:00 pm is primetime.

— Rate integrity. A station may charge top dollar for morning drive. Upon further study those high rates usually come with nighttime bonus spots.  Bonus spots cut the rate in half. The nighttime results story can stand on its own and command premium pricing without bonusing.

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.com.

Industry Views

Pending Business: Pulling the Rug Out from Under

By Steve Lapa
Lapcom Communications Corp
President

imWhen was the last time you went shopping for a quality living room rug? Not an oriental, because that is just too easy. We’re talking high quality living room rug that will blend in and stand the test of time… and the dog. Next to fighting with a credit card company, it’s the worst shopping experience ever.

Try this at home when you have nothing better to do. Chances are you want to find the rug of your dreams, so you check out the major department stores. Up the escalator, walk through home furnishings and an employee may or may not be available. Most likely not, so you head to an adjacent department, and someone sends someone who barely knows the product and selection.

This scenario is repeated at most major department stores today, so off we go to our favorite furniture store where rugs are an accessory, like belts in the men’s store. No go here. Time to head over to the carpet, tile, and rug store.

Employees here are a bit more available and knowledgeable, but the quality and selection are just not quite right. Time for the expensive specialty store where expertise and service are #1 and so is price. $10,000 for that!

Time for the online experience to take over with countless purchase options, reviews, and confusing virtual reality options. This is getting painful. The attempted purchase is frozen in frustration. What does this have to do with what we do? Live and learn.

— Are you always available for your advertisers? When business is soft you lob in a mandatory attempt and move on. When business is through the roof, are you quick to return a call or open a new door?

— Do you simply walk through the same motions, or reflect the energy and enthusiasm of an exciting program lineup? Think of the rug seller, flipping through those rugs. Boring!

— Do you earn the price or just blame the boss? Since day one, some sellers find it easier to blame the boss instead of earning the value proposition.

— Are your advertisers frozen in frustration? Feel free to use the phrase that pays. Defrost that frozen decision maker before your competitor does.

A great program director once told me, the best on-air talents observe life with a pad and pen. Their notes come to life when the mic goes on. The same is true for great sellers and managers. Every purchase experience can improve your next call.

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

On-Air Schedule Tweaks at “97.1 The Freak” in Dallas

According to a report in the Dallas Morning News, new program director Dominic “Zakk” Zaccagnini has put into effect some changes to the program lineup at iHeartMedia‘s sports/hot talk KEGL-FM, Dallas “91.7 The Freak,” effective today (7/24). Personalities Danny Balis and Mike Sirois move from the afternoon drive show to the morningim drive program alongside Kevin “KT” Turner and takes on “The Downbeat” as its name. Jeff Cavanaugh and Julie Dobbs move from the morning daypart to afternoons alongside Mike Rhyner for “The Speakeasy” program. The show times are altered by an hour with the morning program airing from 6:00 am to 10:00 am, the midday “Ben and Skin” show airing from 10:00 am to 2:00 pm, followed by the afternoon show airing from 2:00 pm to 6:00 pm. Zaccagnini tells the Dallas Morning News, “The catalyst for this change was to make a better fit for our same staff to further excel in a weekday lineup that best suits their professional and personal lifestyles.” Read the full story here.

Industry News

KKOB, Albuquerque Named Station of the Year by NMBA

Three of Cumulus Media’s Albuquerque radio stations were honored by the New Mexico Broadcasters Association with Excellence in Broadcasting Awards. News/talk KKOB-AM/FM received seven awards, including Station of the Year for the second consecutive year. It was also honored in the categories of Breaking News,im Complete Newscast, Continuing Coverage, Features News, Newscaster of the Year (news anchor Haylee Gonzales), and Sports Play by Play. In addition, sports talk KNML and country KRST-FM were each recognized for excellence. KKOB news director John Summers states, “It’s the hard work and dedication to factual journalism that brings success. Each knows and understands just how important their work is in relaying details correctly and concepts honestly. The bottom line is simple. They love what they do. And it shows.”

Industry News

Top News/Talk Media Stories Over the Weekend

Former President Donald Trump’s legal battles; the 2024 presidential race; Texas Governor Greg Abbott under pressure to remove floating barriers in the Rio Grande; the weekend’s premieres of The Barbie Movie and Oppenheimer; the extreme heat affecting much of the United States and Europe; the Jason Aldean “Try That in a Small Town” controversy; the latest attacks in the Russia-Ukraine war; Israeli protests over Netanyahu’s plans to weaken the country’s Supreme Court; Elon Musk transitions Twitter to its new name X were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

“The Ramsey Show” Moves to Live Airing on Florida’s “The Shepherd”

MARC Media Group announces that it is adding “The Ramsey Show” to its religious talk format “The Shepherd” that airs on WIWA-AM, Orlando; WTMN-AM/W242CS, Gainesville; and WRZN-AM/W278CI, Ocala/The Villages in Florida. MARC says, “For live ‘tough love’ personal finance advice, America has long tuned to Dave Ramsey,im who is considered the top personal finance guru in the country. But here in Central Florida, loyal listeners had to wait for rebroadcasts of the program late into the night. That changed this week when ‘The Ramsey Show’ began airing live weekday afternoons on ‘The Shepherd’ radio stations.” MARC chief revenue officer Scott Miller comments, “We couldn’t wait to bring ‘The Ramsey Show’ live to our Florida listeners. This is not just talk radio, it’s life changing. What more important message could we bring to our growing base of listeners than live financial peace based on The Greatest Book of All?”

Industry Views

Speaking the Conversation of the Listener

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

In the strum and dirge of daily radio life, it is easy to forget the mad skills required to do what we do. Consider the TV sitcom. 22 minutes of content, 22 times a year. The cast ad libs – nothing! Between eight and 11 writers scribe every word. Hair, makeup… handled by others! A donut run? No, there’s the crafts services table that will make you, the star, whatever you want any time you want it. Hot? A production assistant sprays mint scented water on you.

How’s your day? You or your on-air talent create a three- or four- or perhaps even five-hour show out of thin – or should I say rarefied – air! Writers? You mean that kid who has to go to class at 11? Production? Sure, as soon as the spots for the weekend are cut. Food? Ya got quarters?

You are a miracle of creativity, ambition and sheer talent. Reward? The company wants to cut your live read fees and could you help out in sales? As a point of reference, when Dr. Ruth Westheimer killed in the ratings at WYNY, we gave her a Seville.

GOOD NEWS. You can fix this. Talk radio is the last frontier of free form radio. Fact is you can do whatever you want.

Most talk shows and stations peaked about six years ago. The audience is not growing, it’s not attracted to talk radio’s offerings of endless political theory. So, stop.

What works? Take a look at the ratings of KMBZ-FM Kansas City; KFGO, Fargo; KFBK, Sacramento; WABC, New York’s Frank Morano; WTAM, Cleveland’s Bill Wills; WLW, Cincinnati; KFI, Los Angeles; KDKA, Pittsburgh’s midday. (I will now be flooded with other examples but listen to those stations.) Hosting a network radio show, “Sterling On Sunday,” I have learned what those audio outlets exemplify works!

Talk about your day. Talk about what two best friends would discuss over a quick lunch. The topics that generate ratings are not always the “hot talk radio topics.” The list that works reads like this, try it:

— Trouble with the in-laws.

— Is “Storage Wars” fake?

— Tip at the drive-thru?

— Cell phone for a 10-year-old?

— Married? Is texting cheating?

— How can I do less and earn more?

— Yes, it was a controlled demolition.

— Taylor Swift bi? Harry Styles bi?

— Are you kidding? Women ARE in charge!

— Turn on the AC, shut the damn window.

The power of the mirror. When the radio speaks the conversation of the listener, the ratings go up. Guaranteed.

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.com.

Industry News

New Radio Feature “The Good News with Dr. Benjamin Chavis” Debuts

The U.S. Black Chambers, Inc announces the launch of “THE GOOD NEWS with Dr. Benjamin F. Chavis, Jr” This 60-second daily radio commentary is the first offering from the new USBC Radio Network. It is being distributed in collaboration with KMG Networks, aim division of Krantz Media Group and the U.S. Black Chambers, Inc. A press release states, “‘THE GOOD NEWS’ will ignite a transformative spark, propelling the U.S. Black Chambers, Inc into an unprecedented realm of influence. The highly anticipated USBC Radio Network, launching in August, will seamlessly integrate into the comprehensive USBC Media Network. This united effort, in partnership with KMG Networks-will empower and extend our collective reach, ushering in a future filled with boundless possibilities for all.”

Industry News

Top News/Talk Media Stories Over the Weekend

The Russia-Ukraine war and Russia’s backing out of the Black Sea grain deal; the extreme weather affecting much of the U.S. and Europe; the 2024 presidential race; former President Donald Trump’s legal battles; Hollywood writers and actors strikes; and the fight for social media dominance between Meta and Twitter were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Industry News

“The Girlfriends”’ Podcast Debuts

The Girlsfriends PodcastThe first episode of the weekly true crime podcast “The Girlfriends” aired yesterday (Monday, 7/10). It’s a collaboration among iHeartPodcasts; Novel; and NO MORE, a global nonprofit dedicated to ending domestic and sexual violence. NO MORE chief executive officer Pamela Zaballa states, “We are proud to partner with iHeartPodcasts and Novel to raise awareness of domestic violence and help survivors find the support they need. At NO MORE, we strongly believe that media and entertainment can play an important role in changing the culture that has allowed the epidemic of domestic violence to persist. We’re grateful to iHeartPodcasts and Novel for using this powerful story to help fuel real and lasting change.” Distributed by iHeartPodcasts, “The Girlfriends” tells the true story of a group of women who formed a club to put a murderous ex-boyfriend behind bars. The podcast illuminates ways women unite to protect each other when systems of justice fail them.

Industry News

iHeartPodcasts to Launch “The Whistleblowers: Inside The Trump Administration”

iHeartMedia announces that its iHeartPodcasts platform is dropping a new podcast series on July 13 titled, “The Whistleblowers: Inside The Trump Administration,” hosted by Miles Taylor. iHeartMedia says, “The Trump Administration was in large part defined by the chaos surrounding it – especially internally. The volatile rotationim of staff often meant instability and near-daily internal leaks to the press. Now, the new iHeartPodcast ‘The Whistleblowers: Inside The Trump Administration,’ co-produced with Best Case and Ark Media, will dive headfirst into the chaos to bring listeners the inside story of the people behind some of the most explosive government revelations in American history.” Taylor is a bestselling author and the former chief of staff of the U.S. Department of Homeland Security. He first wrote anonymously, but later revealed himself as the author after publishing the #1 bestseller A Warning in 2019. Each episode focuses on a different “whistleblower” including Reality Winner, Andrew McCabe, Alexander Vindman, Olivia Troye, Dawn Wooten, Grant Turner, and Stephanie Grisham.

Industry News

Top News/Talk Media Stories Over the Holiday Weekend

The Fourth of July holiday and the deadly shootings in Washington, DC, Philadelphia, Fort Worth, Indianapolis and Baltimore; the 2024 presidential race; a federal judge issues and order for federal agencies to not order social media to take down posts protected by First Amendment rights; Israel’s military operation in the West Bank town of Jenin and the Hamas attack in Tel Aviv; and the scorching heatwave affecting the Southern U.S. were some of the most-talked-about stories in news/talk media over the long holiday weekend, according to ongoing research from TALKERS magazine.