Pending Business: What’s a Sale?
By Steve Lapa
Lapcom Communications Corp
President
Let’s take a lesson from arguably the greatest college basketball coach of all time: John Wooden.
The coach wanted every UCLA player on the same page, so he took time in meetings to explain the proper way to put on those old school basketball socks. You know, the ones that came up to mid-calf, usually double stripped at the top. There was a clear method to Wooden’s genius. Taking meeting time to show budding superstars like Kareem Abdul Jabbar and Bill Walton something so fundamental achieved several goals.
— Fundamentals count. There is nothing more basic than how to properly put on your socks and mastering the basics wins.
— Short cut the basics and you will suffer. Having worn those socks through thousands of school yard games myself, rush the process and painful blisters follow.
— Every player starts every practice, every game the same way.
Every year I would conduct one sales meeting asking my team to answer the question, “Can you define a sale?” I know, that’s way too basic for sellers earning six figures. It’s an embarrassing waste of time for the tenured sellers who had proven themselves in the field every day. Was I wasting the time of those newer team members who were looking forward to the highest commission rate in the market?
Try it. Chances are you will get so many different answers your sales team will seem like a Cirque du Soleil act.
There IS a simple, legal definition of a sale. It all starts with an “exchange.” Once you dissect the definition and focus on the dynamics of the “exchange” you will understand how and why a sale is a process that needs constant care.
Most sellers and managers move right past that critical dynamic. You know the one that requires confidence from both the buyer and the seller. That one dynamic, the exchange between confident buyer and seller goes back to 1626 when it was rumored Peter Minuit bought Manhattan Island for 60 guilders or $24.
There is something to be said for getting all sellers on the same page by starting with the basics.
John Wooden’s record 11 national championships still stands. I figured if it worked for the greatest college basketball coach of all time, it could work for me. Emphasizing the basics should work for you too!
Enjoy the Madness this March.
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
Tip: If you’re auditioning for voiceover work, call yourself a “voice actor,” not an announcer.
I’m an SU fan. I’m sorry, but I bleed Orange. I’m not going to apologize for that, and I think a fair reading of the Orange is appropriate. I understand [Galaxy has] a business relationship [with Syracuse], that Coach [Jim] Boeheim and I are personal friends and he’s an investor in my company. I understand and acknowledge all of that. We’ve called it pretty fair, and I would argue we’ve been tough on SU when the on-field or off-field events warrant it. I just think over the past six months it took a different tone and became overly dark and negative. I don’t think that’s what Syracuse fans want to hear.” For his part Axe tells Syracuse.com, “I had a responsibility to give an honest, fair and thorough opinion to my audience. I certainly wasn’t perfect, but I don’t regret anything about the approach of the show. We put listeners on the air, and we gave them the opportunity to say what they needed to say. I don’t have any regrets.” 
for cash and it should get $145.5 million at the time of settlement. At the same time, Urban One is notifying the SEC that is unable to file its Annual Report on Form 10-K for the fiscal year ended December 31, 2022 before the March 16 deadline. The company says it expects to file the report within the 15-day extension period. Urban One adds, “The company noted it expects its auditor will issue an unqualified opinion on the consolidated financial statements. The company has identified material weaknesses in the company’s internal control over financial reporting and as a result, expects some of its internal controls over financial reporting and disclosure controls will be ineffective as of December 31, 2022. The Annual Report on Form 10-K for the year ended December 31, 2022 will describe these material weaknesses, and the company is implementing plans to remediate them.”
featured reporting by Edward R. Murrow, then a CBS executive, making his debut reporting on the show from Vienna. Hitler’s German army was invading Austria and becoming a growing threat to all of Europe. This was the first comprehensive broadcast that linked America with a world careening toward war.” Currently, Steve Kathan anchors the program and Jennifer Keiper anchors “World News Roundup Late Edition.” The broadcasts are aired on 156 CBS News Radio affiliates and on SiriusXM’s P.O.T.U.S channel. As part of the anniversary celebration, CBS News Audio is launching the new “CBS New Roundup” podcast, which combines broadcasts of “Weekend Roundup,” “World News Roundup,” “World News Roundup Late Edition” and “Kaleidoscope” into one. Also, CBS will release a remastered “World News Roundup” broadcast from 1938.
archives via an independent auction house and paid more than $600,000 for it. The Tribune quotes Beck saying on his radio show, “Roe vs. Wade is history, and now that history is in the hands of a pro-life conservative.” He also says “Coffee’s archives will debut this summer as part of an exhibit called ‘The Blueprints of Freedom,’ adding, “The Roe archives’ inclusion in the exhibit will underscore Coffee’s bloody legacy that has been undone in the service of life and the proper reading of the Constitution.” 
iHeartMedia Raleigh president Michael Burger says, “We are ecstatic to have TJ join our team in Raleigh. She is an impactful, results-driven leader who has fostered confidence, gained respect and accumulated wins throughout her career. She has vast media experience, and she is as incredible personally as she is professional. We are grateful to bring her onto our team. She will work closely the team and our clients to achieve some incredible feats.”
Providence. Kass was inducted into the RI Radio Hall of Fame in 2010. He began his radio career in 1958 as a rock ‘n’ roll disc jockey. He also led the pop group Steve Kass and the Love Larks that was recorded by Bobby Day for Class Records. They performed on TV and toured for a while. Kass changed careers and launched several successful businesses but returned to radio and TV in 1979, hosting shows at WPRO-AM and WHJJ-AM in Providence. Today, he hosts an eponymous podcast.
News/Talk Library is created by the industry’s top imaging and production specialists, led by imaging director, Adam “Ketch” Kecskemeti, and imaging voice, Mike Hansen. Paired with Benztown’s Ambush News/Talk Library, led by imaging director Scott Phillips, and format voice JJ Surma, and housed on Benztown’s industry-leading platform, news/talk radio stations have every imaging tool and solution at their fingertips.” Benztown VP, sales & operations Masa Patterson says, “We are incredibly excited to bring America’s best news/talk stations an enhanced and expansive toolset they need now more than ever. Benztown News/Talk is all stations need to produce what their listeners count on them for, from conservative talkers to straight-up traffic and weather. With this increase in caller interaction and daily topical elements, it has everything news/talk stations need to get a jump on tomorrow’s news today – and more.” 
censorship” from conservatives. The rhetoric surrounding these deals is part and parcel of the politicized nature of media in the modern world. In the piece, Montlake observes, “The $60 million takeover – and the reactions it has sparked – is another flashpoint in the national battle to win over Latino voters, a fast-growing demographic that has long leaned Democratic but has lately grown more receptive to Republicans. So far, most Spanish-language radio in the U.S. has been focused on music and entertainment, not news or commentary. Which in the eyes of many makes it an untapped and lucrative means of political persuasion.” 
‘Stuff You Missed in History Class’ podcast, Holly Frey; and esteemed journalist, author and co-founder of Pushkin Industries, Malcolm Gladwell, joined with today’s biggest marketers to explain why podcasting is growing rapidly and how brands need to adapt, invest and create audio advertising that resonates with podcast fans.” iHeartMedia Digital Audio Group CEO Conal Byrne says, “Podcasters are the most creative, fastest-growing, diverse wave of influencers to hit content and marketing in years – just as influencer marketing more generally was becoming a key new way to reach audiences. This event came together because our podcast creators are deeply invested in the brands and advertising that become part of their shows, that they asked us to give them a chance to sit down with marketers at scale and talk about what makes host-read creative work. What really differentiates podcasting and our iHeartPodcast Network from other mediums is that creators and fans expect the advertising to be endemic to the shows, often voiced by the hosts and authentic to the listening experience. This is a chance to roll up our sleeves and co-create, collaborate and showcase the simplicity, speed and creative potential of podcasting.”
and The New York Post who also served as Nassau County executive from 2018-2021. She’s filled in on the station’s “Cats & Cosby” show. Ernie Anastos recently began producing his twice-daily feature “Positively Ernie with Ernie Anastos” for the station. For this new show he partners with Patricia Stark – a certified personal & executive coach who heads Patricia Stark Communications. Red Apple Media Group CEO John Catsimatidis says, “At 77 WABC, we’re doing radio the way it’s supposed to be…. live, local, and BIG. We got rid of all the brokered weekend programs and we’re replacing them with big-name hosts like Ernie and Laura. I know we’re doing radio the right way because we’re winning!”
Talk show talent, program directors, show producers and broadcast business decision-makers represent the core readership of this publication. Sometimes we are so close to something that we fail to see it for what it really is. That is the case of the “talk show host” in American radio. Michael Harrison refers to the often-shameless targeting of audiences as “the daily dance of affirmation.” I view the daily process of radio talk show hosting at its very core, as “the daily dance of freedom.”
2021, Townsquare is upbeat about its Digital segment. CEO Bill Wilson says, “I am proud to report that Townsquare’s transformation into a Digital First Local Media Company allowed us to deliver record results in 2022 despite a progressively challenging economic landscape… 2022 was a significant inflection point for our company. It marked the first year where radio no longer comprised the majority of our revenue and profit, further separating Townsquare from our local media peers, and placing a spotlight on our world-class team and our unique and differentiated strategy, assets, platforms and solutions. Our growth engine has been and will continue to be our 
digital solutions, which were the primary driver of our 2022 growth. Total digital revenue increased +16% year-over-year (and +12% in the fourth quarter) to $231 million, and total digital Adjusted Operating Income increased +12% year-over-year to $69 million, representing a 30% profit margin. We believe Townsquare’s ability to drive profitable, sustainable digital growth is a key differentiator for our company, and we reaffirm our expectation that our digital revenue will grow to at least $275 million by 2024. We are uniquely positioned as a Digital First Local Media Company focused principally on markets outside of the Top 50 in the United States, with a resilient digital growth engine supported by both a recurring subscription digital marketing solutions business, with a large addressable market and limited competition, and a highly differentiated digital advertising technology platform. We believe that our business model and strategy position us to weather the current economic environment better than most… Our success has been and will continue to be the result of the Townsquare Team focusing on what we do best: creating high quality, local original content for our audiences and delivering creative and cost-effective marketing solutions for our local clients with strong return on investment.”
2022. Salem reports in segments and for the fourth quarter of 2022, net Broadcast revenue increased 4.5% to $53.3 million from $51 million in the same period in 2021. However, Digital media revenue decreased 10.3% to $10.4 million from $11.6 million in Q4 of 2021. The Publishing segment decreased 21.3% to $5.2 million from $6.5 million in the same period a year ago. For the full year of 2022, net Broadcast revenue increased 7.2% to $205.3 million from $191.4 million in 2021. Digital media revenue decreased 1.2% to $41.7 million from $42.2 million, and Publishing revenue decreased 18.9% to $20 million from $24.6 million in 2021. Looking ahead, Salem offers guidance for the first quarter of 2023, saying, “The company is projecting total revenue to be between flat and a decline of 2% from the first quarter 2022 total revenue of $62.6 million.”
$108.3 million for the full year of 2021. Although net income rose almost 16% to $4.27 million in Q4 of 2022, Saga’s net income dipped 17.5% to $9.2 million for the full year of 2022. The company adds, “Despite strong underlying performance the results were impacted by one-time payments during the 3rd quarter related to the passing in August of our founder Ed Christian. As a result of Ed Christian’s passing, the company was required to make several payments to his estate as outlined in his employment agreement. Without these expenses operating income would have increased 12.3% to $16.9 million, free cash flow would have been approximately flat with last year at $13.6 million and net income would have increased 16.8% to $13 million.”
afternoon show (2:00 pm to 6:00 pm) is the duo of Mark Willard and Dan Dibley. The station’s morning show featuring Bonta Hill and Joe Shasky adds an hour and is now heard from 6:00 am to 10:00 am, while midday hosts Matt Steinmetz and Daryle “The Guru” Johnson are now heard weekdays from 10:00 am to 2:00 pm.
passing last October. MIW says, “The program encapsulates so much of what Laurie brought to the industry; a mentorship that encourages and empowers women to develop confidence, sharpen communication skills and hone the ability to effectively speak up in order to further attain career and personal goals.” One candidate from radio broadcasting, located in a small to medium radio market from any department, will be selected for the 2023 program. 
Mandy Connell
insights as a wife, a mom, a foodie, and a self-proclaimed “mediocre driver who never sees the speed traps until it’s too late.” At last year’s national TALKERS convention, she was awarded the prestigious honor – 2022 Talk Radio Industry Woman of the Year. As we are about to celebrate International Women’s Day, Harrison and Connell engage in a candid conversation about the current status of women in talk radio and her experiences being a female in the broadcasting business for more than a quarter century. They also discuss the impact of rapidly evolving 21st century communications technology and the challenges these dizzying changes are imposing on parenting. 
Cleveland from the company’s Madison, Wisconsin cluster where he served in a similar role. He takes over for Dave Popovich, who recently retired. Audacy Cleveland SVP and market manager Tom Herschel says, “Having Chase join us from our stations in Madison is a testament to the depth of talent at Audacy and the work he’s done there. We couldn’t be more pleased to welcome Chase to Cleveland.”
through a bill that is before you now. AM radio stations continue to be the backbone of many communities. They serve their audiences with programming features like news updates, traffic/weather reports, sports play-by-play, and talk programs. In some municipalities, AM radio stations also cater to a specific immigrant community, reaching their listeners with a specific foreign language or other programming elements like music or sports.” They go on to say, “H.R. 1279, as it is written, would make Daylight 
Saving Time permanent, thus impacting AM radio stations’ power and, therefore, coverage in the crucial morning drive daypart. This issue would be even more detrimental during the darkest days of November, December, January, and February, when AM stations would not be at full power until at least 8:00 am. From a programming and revenue standpoint, the morning drive daypart is still one of the most significant dayparts on an entire radio station. It’s the daypart that generates the most amount of revenue and is a cornerstone for the rest of the programming day. AM radio is facing a multitude of challenges. Radio, in general, faces constant headwinds from an ever-changing media landscape. This challenge might likely be the death blow to many AM radio stations. I am confident you don’t want to see that happen. 
and familiarity people have for their local radio stations to help them sample and choose from curated podcasts. Podcast Radio broadcasts 24/7 online and via app and smart speakers. It is monetized by selling traditional on-air advertising and sponsorships, inserting commercials into its online audio stream, partnering with international content makers, and making original podcasts and bespoke audio content that resonate with audiences.” 
hopefully find a donor for his own situation. Auerbach hosts “ArtsBeat,” “On The Mark,” and “Athenaeum Spotlight,” on WCPC-TV 15 and WSKB, Westfield, MA. He’s also the ArtsBeat reporter for Pioneer Valley Radio. Auerbach says people can help by taking any of three steps: 1) becoming an organ donor upon your death; 2) consider donating while you’re alive (get details at kidney.org); and 3) donating to him at Mass General Hospital’s living donors program (
noon to 3:00 pm ET. Erickson says, “We are thrilled to embark on this next chapter of our growth and are so appreciative of our friends and partners who have supported us.” Compass Media Networks CEO and founder Peter Kosann states, “At a critical time in our nation’s history and just as the public starts to turn their attention to the upcoming presidential election cycle, we are thrilled to bring Erick Erickson to the national stage. Erick is a winner by every metric, and we are lucky to call him our friend and colleague.”
C3 signal at 106.3 FM. Audacy says the change gives WORD access to a quarter million more adults 35+ from the South Carolina/Georgia border to Asheville, North Carolina, while covering parts of four South Carolina congressional districts and several North Carolina congressional districts. Audacy SVP and market manager for Greenville-Spartanburg Steve Sinicropi comments, “We are committed to delivering quality audio and content with our massive reach to our audiences. There is a tremendous demand for news/talk content in the Greenville-Spartanburg-Anderson-Asheville area. The signal flip allows us to maximize our reach even further across the region and more broadly meet the needs of our listeners and advertisers across the Carolinas.”
infrastructure.” Witz adds, “Over the past five years, our business has grown and expanded with the addition of new acquisitions, business lines, and revenue streams. Now, we have completed an assessment of our departments and functions to determine where we can improve collaboration, consolidate teams to achieve greater efficiencies, and ultimately, design an organization structure that is best positioned to achieve our priorities. As a result, nearly every department across SiriusXM will be impacted. We believe the new operational design will allow us to move faster and more effectively as we take on new challenges across our business.” While numerous companies report net losses each quarter, SiriusXM has been reporting net income for some time. The company reported net income of $1.2 billion for 2022, but that was a decline of $100 million from the $1.3 billion in net income it reported for 2021.
Science of Life.’ Lin’s warm and friendly style, along with her topical and relevant content, is an invaluable addition to our vibrant weekend lineup. Danielle Lin’s approach is a breath of fresh air that is undeniably in alignment with so many of the social issues facing all of our lives today. When you leave her conversations, you feel better about your life. With her four-decade broadcast history, we can rely on impeccable quality in programming and a trusted voice for longevity sponsorships.”
April 18 on the Main Stage at NAB Show in Las Vegas. NAB will also present Bonneville International’s news/talk KTAR-FM, Phoenix with the esteemed Crystal Heritage Award during the ceremony. The Heritage Award recognizes radio stations that have won a total of five Crystal Radio Awards for exceptional year-round community service efforts. Only 10 other stations have received this honor. 
Have you picked up the most recent buzz around Artificial Intelligence? It’s hard to miss it.