Pending Business – Page 2 – TALKERS magazine

Pending Business: The Agony of Complacency

By TALKERS | August 7, 2023August 8, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

What 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.

Industry Views

Pending Business: The Big 20 Countdown

By TALKERS | July 31, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

No, 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

Pending Business: Pulling the Rug Out from Under

By TALKERS | July 24, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

When 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.

Industry Views

Pending Business: Shorter and Faster is Better

By TALKERS | July 17, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Looks like Major League Baseball is about to show the radio business how to score the winning run. Major League Baseball decided it was time to reverse the aging fan base, declining gameday gates, and shorten three-plus-hours of in-game boredom.

Despite the downhome storytellers doing play-by-play on radio and innovations of TV coverage, the game was getting tedious, and it was time for Major League Baseball to change or slowly but surely face the fate of the dinosaur.

Sound familiar? Yes, there are some baseball innovations that entertained people like the infamous mascots of yesteryear, but MLB is about the hallowed Hall of Fame heritage of pinstripes, red socks, and Dodger blue. Change means risk and in baseball swinging for the fences is a 1 in 18 shot.

Getting a little too close for comfort? Fans and sponsors needed a new spark to ignite baseball fever, so MLB responded with a pitch clock to speed up the game and bigger bases to bring back one of the most exciting plays in sports. Guess what? Games are being played faster, gameday attendance is up 8%, TV viewership is up 14% and according to the Insider, social media views are up 67% as under-35 demographics are up 14%. Let us start connecting the dots to our business.

— News/talk radio relies on a 55+ audience. Nothing wrong with the “money demo.” But talk radio needs to look ahead to what happens AFTER the election cycle.

— Most daily talk shows are three hours long. So were most MLB games… until this year. Shorter became better as attendance and viewership shot up. Wake up radio programmers, hosts, managers! Do we have the courage and budget to program and sell shorter, faster moving programs? Radio is so stuck in an outdated model; the low growth is about to make another appearance in bankruptcy court.

— Fans got excited and social media exploded. Last time I checked, Savannah, Georgia was Nielsen radio market #145. No news/talk radio station in the top 100 U.S. radio markets has as many Facebook followers as the Savannah Bananas baseball team.

— Fans and sponsors needed a new spark. What has your radio station offered lately that is new, exciting and lights the fuse for sponsors and listeners?

Recently, a 21-year-old baseball star stole two bases then decided to steal home and the fans went crazy. Through the years we have seen the play. But every time it happens the fans in the stands are on their feet, cheering, high fiving, and re-living every detail of the excitement. Baseball is back, bigger and better than ever. All of us can learn from today’s changes in America’s Pastime.

Industry Views

Pending Business: Good News Bad News

By TALKERS | July 10, 2023July 10, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Survey says, the good news is, 49% of local direct advertisers use AM/FM radio.

The bad news is, the same survey says, 65% of that same group uses social media advertising. Advantage +16% for the digital team. The good news is, you are comfortable selling/managing digital and social media vehicles because like it or not your local advertiser is leaning in on the digital/social media advertising opportunity.

Survey says, more bad news, 54% of the local direct advertiser group is buying event-sponsorships. The good news is, you are comfortable selling/managing event-sponsorships because like it or not your local advertiser is leaning in on the event-sponsorship advertising opportunity.

Now for the closer, survey says, over 50% of these local advertisers are now budgeting only 2% of gross revenues on advertising. Thank you Borrell for the researched eye-opener and thank you pandemic for shrinking the local advertiser’s marketing dollar.

Show of hands, please, anyone reading this totally surprised? The online digital/social media advertising world has been on a double-digit growth tear as long as anyone can remember. The growth continues as AM/FM sellers stand by and watch the parade go by, sorry guys. The facts are… there are roughly 310 million smartphones in the U.S. According to the last Edison survey, 68% of U.S. homes own 1.5 radios. In round numbers 338 million radios at home. Wait, what? Are there almost as many smartphones as AM/FM radios at home? Anyone own more than one smartphone? I thought there was a radio in almost every room in your home. Not anymore, you say? Quite different from the average five radios per household when many reading this column earned their first double digit commission check as a member of that fun loving sales team. The times are a changin’ and I hope you are changing with the times. Let us start here:

Update your value proposition for “Why Radio?” Make it current and relevant to today’s media ecosystem.

Sharpen your new selling skills. Get ahead of the curve and leave your competitors in the dust.

Ask yourself, “What happened?” The numbers of smartphone users are growing. Maybe not as fast as in the past but growing. The number of AM/FM radios in the home is shrinking. Look to your leadership for some answers.

When the trend is NOT your friend, it’s time to think like the great leaders who built our country and media empires, “Lead, follow, or get out of the way.”

Industry Views

Pending Business: You’re Halfway Home

By TALKERS | July 5, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Congratulations! You’ve made to the halfway point this year.

Stand by to prepare for the second half of the year like you never have before. This upcoming second half could be so confusing even WAZE may not get you home.

The economy is sending so many mixed signals it is almost impossible to distinguish flashing warning signs from healthy growth curves. From home sales to new car sales, prices are holding as mortgage rates are at a 15-year high and new car prices redefine sticker shock.

Hiring in many categories was robust over the last few months, signaling a better economy ahead. Here comes the tricky part. For most in the news/talk sales world, the next quarter isn’t exactly on fire and as usual precious few sellers and managers are working on Q4 as they wrestle with the headwinds they now face.

Sorry to report there is no fast fix or instant solution. But let’s at least try to review some basic game planning:

— Are you still spraying and praying, or have you zeroed in on growth targets? Every survey says, “revenge travel” and dining out are big factors in local economies this year. What’s on your target list?

— Open your eyes. What’s hot and what’s not? Here in Florida, there are two Peloton stores in two major malls as well as a full display in our local Dick’s Sporting goods. All three venues are forever uncrowded – as in empty. Yet have you checked out the price of bicycles, golf clubs, or leisure wear? The consumer is spending, but not where you may think.

— Back to the basics. Medical, dental and general wellness should always be on your radar as most of us are ready to invest in health and happiness. Does the category profile show on your target list?

— Unpredictable economies require smarter financial and legal plans. Are your listeners ready for a financial check-up? Laws change and staying current with tax and estate laws is always a challenge. The news/talk audience always over-indexes on financial qualitative.

— How is your competitive periscope? Are you aware of any new media competition that may be carving into budgets? Have you come to terms with the growth in local digital marketing or is your head still in the sand?

The second half of this year is up to you. Make it or break it, it’s your call.

Industry Views

Pending Business: What Will You Focus on Today?

By TALKERS | June 26, 2023June 27, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Simple question, tricky answer. Unless you are organized.

If you are a professional athlete, you are paid to put points on the board or stop the opponent from scoring. Did you ever watch a competitive body builder work in the gym? Some have a journal and a tripod to mount their mobile phones recording technique as they work through their routine, carefully blending form and precision. The professional entertainer? Paid to sell tickets. Professional politicians? Easy, get the most votes.

Professional ad seller? You get paid to close business.

Is the better question, “What business will you close today?” Of course, it is. Wait, most sellers never start every day with the stomach-churning question, “What business will I close today?” Maybe that question is a little too focused. After all it drills down the process to the very measurable result of being organized, skilled, and focused. Just like that high achieving athlete or getting a ticket to that sold-out performance, someone was ready to answer that elegantly simple question, “What will you focus on today?”

Let’s start the process of learning how to better sharpen our focus skills. Suppose we start with an easy how-to, as in how-to prioritize your call activity. Your sales calls will fall into five major categories:

— New Business. The lifeblood, the very oxygen of the radio business. Remember this: radio advertising, when measured honestly (political ads, COVID economics adjusted) is a single digit growth business. Unless you are making developmental calls, attrition, competition, and the wobbles in the economy will overwhelm you. Make the developmental calls a priority.

— Renewals. The most efficient sale you will make is the business you currently have. Work on renewals when timely.

— Service. My experience is this is the number #1 weakness of most radio ad sellers. Learn how to follow-up, check-in and listen without looking for a transaction. It’s about making sure your rapport is healthy and ready.

— Collections. Do you need an explanation? Just be sure of your numbers and documentation before you make the call or send the email.

— Internal. Collaboration with management, programming, production, or biz ops starts here.

Simple enough. Five columns to list, prioritize and budget your daily call activity. Owners and managers who are reading this, help your sellers when they get distracted. What will you focus on today?

Industry Views

Pending Business: Recruitment 3.0

By TALKERS | June 19, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

It’s that time of year. College graduates are pushing out resumes. Are you open for entry level sellers? Any turnover on your sales team this year?

In April, we reviewed new data impacting today’s college graduate entry-level sellers. 97% are open to jobs unrelated to their new degrees. 56% of Americans, as in their parents, do not believe a college degree is worth it anymore.

There’s more. According to a recent Wall Street Journal article, a survey by college healthcare provider Timelycare, shows 53% of (2023) graduates want a full work-from-the-office environment, while only 21% are good with total remote. Are we saying entry-level sellers WANT to work from the office? These young people want the commute, politics, and distractions of the office workplace environment. Are you kidding me? The good old days?

The survey results do make some sense when you stop to realize most of the new grads spent a good part of their COVID-impacted college lives logging into classes, missing several semesters of lecture hall instruction and dorm life.

Now comes the closer: these isolation years caused these new grads a lack of “soft skills” or what we used to call social skills. Recruiters, colleges and universities are now coaching these new grads in everything from “How to Start a Conversation,” to proper in-office dress, to eating at the same pace as your business lunchmate.

Not kidding here, all you 50- and 60-something sellers and managers. This round of recruiting entry-level sellers is totally about “How To…” and you may want to consider video and an eBook once hired.

Let’s face it, with AI coming fast, the future is here and like everything else in sales, there is no clear “How To…” handbook. But recruit we must as nothing happens without a seller. Loyalty is quickly fading as new, younger sellers want a different experience.

Let’s prepare a starter list for recruiting entry-level sellers in today’s world. Here are 10 suggested questions and concepts to cover the basics:

— Why do you want to join our sales team?

— What do you think is the most important quality a seller must have?

— How would you define a sale?

— When was the last time you experienced rejection? What did you do?

— Give me an example of a recent success in a competitive situation.

— If you could do anything professionally, what would it be?

— I am going to hand you my pen. Sell it to me.

— What is the difference between a Winner and a Champion?

— What do you think the most important thing an advertiser wants to hear from a seller?

— Tell me what specifically brings you to sell for _______?

I’m sure you have your own recruitment strategy/profile. Is it current? For the seller, that younger team member may be different from what you expect. The best seller I coached was an Art History major.

Industry Views

Pending Business: Thank You, Mr. President

By TALKERS | June 12, 2023June 12, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

How about a collective “thank you” to the 45^th president of the United States for keeping your talk radio programming relevant, timely, unpredictable and most of all engaging?

The interpretation, speculation and compilation of facts, opinions and reporting will be non-stop until this chapter of the news cycle meets the next chapter. This is a never-ending saga that keeps the dial locked into your talk radio frequency. This is the content that keeps the electronic water cooler crowded with listeners who can’t get enough.

Whatever comes next in this chapter of history unfolding in front of our collective ears and eyes is the oxygen that keeps the talk radio world alive and well every day. By the way, the 45^th president of the United States just may have pulled your typically soft talk radio summer sales out of the basement and pushed you into an express elevator to the penthouse.

Are you still feeling the drumbeat of the naysayers predicting how talk radio will age out? Or better yet, run its course? My prediction is talk radio is about enter a phase previously unmatched in American broadcast history. Seriously. When was the last time a former president of the United States owned the headlines and collective headspace of talk radio hosts and listeners worldwide for so many years? Never.

Let’s get ready to refresh our summer vacation schedules, seasonal sales packages, rates, and most of all strategies. Start here:

— Sell the concept. Leave the opinions and banter about indictments, politics and the law to your on-air talent. Focus instead on the unique value of the engaged audience.

— Experts are important. Chances are your talk radio hosts will be smart enough to break down the issues and lean on experts to help the audience understand the ramifications. Credibility and consistency can make your coverage stand apart. Show your advertiser what makes your coverage different and better.

— Talk radio goes where TV and video can’t – the car, the beach, even the backyard. Sell the need to know on the go.

— Unfolding the unpredictable. Your listeners want the “inside scoop” on what the next chapter of this saga looks like. Your on-air talent look for every opportunity to give their listeners a peek behind the opinion curtain. The seller’s job is to bring the value of that connection to life on every sales call.

Talk radio is alive and well every day. It’s up to you to show your advertisers the value of instant access to a trusted voice.

Industry Views

Pending Business: Get Your Head Straight

By TALKERS | May 22, 2023May 22, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Are you a multiplatform juggler? If you sell or manage for a radio station, the answer is yes.

Why? Because it’s been part of the radio ad sales DNA since radio advertising shrunk to single digit growth.

Maybe someone reading this column can research or remember the last time radio industry pre-pandemic ad sales grew at double digits. It’s a tough putt, for sure.

Radio sellers were the first to reach across the aisle and “cross-sell” event sponsorships, concert tie-ins, publications, prize catalogues, bridal fairs, recruitment fairs, half-off fairs, sports and leisure tie-ins, hurricane guides, meet and greets, and it all started with a simple concept called a “remote.”

Radio ad sales strategy has come a long way since the first five-year plan had no projected double-digit growth. Even worse was the negative growth forecast for many markets. I remember that famous local market slogan “last one out, please turn off the lights.”

Those simple, linear, fun-to-present packages that required nothing more than easy-to-follow graphics, reasonable pricing, and a testimonial letter required little training, re-skilling, and new technical understanding. The toughest questions were about electrical outlets, display details, and when do we load in?

Covid killed some of those income generators, but you can add in pre-pandemic tired, low-energy sellers and managers taking concepts for granted as the final nail in the coffin.

Wait a minute. Aren’t brides still making decisions? Is inflation driving us back to coupons and looking for daily deals? Seems like sports-related advertising always thrives, right?

Some concepts will return, others will be reimagined, and a few are gone forever. Back to the future. Digital and social media sales will shape your sales future whether you like it or not. The digital/social media growth trend is moving at a non-stop, double-digit pace, pushing every competitive sales team to learn more and sell faster.

Smart, energetic thinkers are planning the next move, reshaping the past for what will sell tomorrow. It’s been almost 25 years since the first Blackberry phone. Sometimes innovation leaves iconic concepts in the dust. Here is where all of this goes. Get your attitude ready to learn and earn.

— Your glass is never full. The next time a manager introduces a new opportunity open your thinking

— Ask questions. Remember “new” is a powerful sales world door opener. Be sure YOU know how this new opportunity works. Leave your ego outside the sales meeting.

— Local advertisers like a competitive edge. Procter & Gamble built the most successful package goods marketing in the world with “New and Improved.” Learn from the legacy winners.

Managers and sellers want to win new business. Are you prepared to learn how?

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. Steve Lapa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry Views

Pending Business: Father’s Day

By TALKERS | May 8, 2023May 8, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

You have still have six weeks to make Father’s Day your sales success. Stop taking for granted, this always undersold 100-plus-years-old celebration.

Father’s Day is a $20 billion business that rarely dominates a radio sales meeting. Did you have a full sales meeting devoted to selling into the Father’s Day gift giving cycle?

Your most valuable sales asset, your on-air personalities, can be helpful in brainstorming, collaborating, even creating unique sales opportunities. They know their audience.

The National Retail Foundation projects only an $80 difference in the average gift spends between Mother’s Day and Father’s Day. Still the typical radio ad sales team rarely takes the time necessary when it comes to brainstorming this annual opportunity. Unlike Mother’s Day where “natural” categories like flowers, candy, dinner, spa days, even jewelry make the annual target list, what does your target list look like for Father’s Day? How creative is your Father’s Day planning… especially since neckties are still out?

Could it be because Father’s Day was hatched in Spokane, Washington as a complement to its senior partner, Mother’s Day?

It really doesn’t matter. These takeaways may help guide your thinking as you approach any holiday marketing. Let’s start with a Father’s Day profile that should broaden your thinking:

— Forget the old school. Consider this: 81% of gift givers are looking for “unique” or “experience” oriented gifts. A true opportunity to open your prospecting targets. Would Dad enjoy a weekend staycation?

— Like it or not online shopping is becoming the norm, yet when it comes to Father’s Day, nearly 50% are still shopping at retail locations. Another reason to freshen up that prospecting list.

— Despite inflation, 76% of Americans will celebrate Father’s Day.

— The average spend is projected at $171. Not exactly Christmas numbers, but welcome income to any retailer.

Sellers and managers often overlook obvious income opportunities that could come easily. Chances are your local talent have a connection to Father’s Day that could make a difference on a sales call. Don’t overlook the opportunities right in front of you as you approach the next sales call.

Happy Father’s Day!

Industry Views

Pending Business: You

By TALKERS | April 24, 2023April 24, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

I’m one of the lucky ones. In my marketing work I get to speak with radio/audio sellers and managers around the country at companies privately and publicly owned, as well as that increasingly rare breed – the radio station owner/operator. They all share one common fault. Yes, I said fault. Can you guess what it is? Probably not, because you too may share the same fault.

I’m one of the lucky ones as I was warned about this early in my career. Before we look in the mirror, let’s recall what Harry Beckwith said in his 2011 book, You, Inc. His premise was, “The first thing you sell is yourself.” Having trained hundreds of high achievers, my experience is that premise is one of the most subjective statements you will ever hear. How do you sell yourself with grace and humility? How does your ability to sell yourself stand head and shoulders above the next seller on the Zoom call or in the advertiser’s office without over-the-top braggadocio? While on calls with one high achiever, there was always a pause point where that seller took a side bar that started with, “Believe me, I’ve been working for ____ for __years…..” Sound familiar?

After a few calls on the same advertiser, the tenure pitch gets stale. The focus on “me” gets confused with building credibility through proven performance. Sorry, but You, Inc needs an update.

You see the missing link – the fault most sellers and managers share – is the lack of investment in “You.” In plain English, most sellers and managers fail to invest in themselves. We fail to recognize it takes a financial and time investment to keep our skills sharp, our minds focused on performance, and our teams coordinated with a win-win attitude.

There is a reason why high-level tennis professionals work and compete under the watchful eyes of well-compensated coaches and trainers. Pick a competitive career, from sports to entertainment, and somewhere in the mix you will find a coach, mentor, or trainer paid to help improve performance. But rarely will you find a seller or manager in the highly competitive radio/audio sales space investing in improving performance. Sorry to all you managers reading this, but who is coaching you?

Books, seminars, videos, online programs were and are still part of “stay sharp, stay current” training. Sales and managing sales departments is a moving target with change built into every day. Recruitment, strategy and digital dynamics move ahead with or without you. It is never too late to understand the investment necessary in “You” to keep sales and sales management skills improving every day.

Industry Views

Pending Business: NAB – Never Assume the Basics

By TALKERS | April 17, 2023April 17, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Welcome to the NAB edition of Pending Business.

Wait, not that NAB. I am talking about the NAB that affects every manager and seller in the broadcast business, especially radio. This NAB is all about Never Assume the Basics.

Timing could not be better. Borrell and Associates just released a report that validates the Covid pandemic-driven changes in the local advertising marketplace. The shifts are so big, they most likely will change the ad world for a long time. The report shows the measurable local advertising marketplace is now at approximately $143 billion dollars. If you believe the numbers in the report, 67% of local ad dollars are placed in digital media advertising. Simple math says 33% of local ad dollars are now split, radio, TV, all print, outdoor and direct mail. Now that is a genuine showstopper!

These numbers are a tough pill to swallow, especially for those of us who remember the days when (print) newspapers were the king of the hill of local ad dollars. Whether you accept the numbers or not, the trend is your friend, and no manager or seller wants to be left behind. The major drivers behind this seismic shift in local ad dollars are the giants of social/digital media. Members of what TV personality Jim Cramer calls the FANG set – Facebook, Amazon, Google – you know what I am talking about. The shift in local dollars happened and continues happening right before our collective ears and eyes. Some of us are changing with the flow, others are still satisfied just reading a competitive radio monitor report during the Monday morning sales meeting.

Let us pause right here and get back to the danger of assuming the basics. You know what assuming can do, so let us regroup. Zoom back and take a treetop view of how you reconcile the basics of:

— local ad budgets

— sales prospecting

— packaging

What’s changed in your approach to prospecting? What NEW information and new businesses are you targeting? How has your competitive information flow adjusted to reflect local market changes? What is the newest package concept in your sales arsenal? Are you up to speed on the newer social and digital media initiatives in your local market?

Make no mistake, I am not advocating breaking the foundation. Yet we cannot ignore market dynamics. Some companies are driving change and growing in the digital/social media ad space, while others are slower. The great Teddy Roosevelt said “Lead, Follow, or Get Out of the Way!” Leadership is never easy. When it comes to sales, it should be a constant goal. Do not let anyone push you out of the way.

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. Steve Lappa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry Views

Pending Business: How Would Elon Musk Price Radio?

By TALKERS | April 10, 2023April 11, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Theory vs. practice is always a fun exercise. What happens when someone is bold enough to step out and break the mold to achieve their goals? Do you stop and learn, or do you simply stay in your comfort zone and take a pass?

The headline was “Tesla Drops Prices Again” and they beat their quarterly sales goal. Do you drop your prices to make your sales goals? We are not talking about summer specials, weekend paid programming, or sports packages. Tesla made flat-out price reductions to roll the dice on volume, confident in the product and the marketplace to drive volume for the second time this year.

Ever visited a Tesla store? You will be shown a price card. Every time I asked a question, they tapped a keyboard. No real selling, just facts. Let us do a deeper Tesla-style analysis.

Why drop prices when you have nearly two-thirds of the EV market? Is it because your competition is gaining on you? Because you will miss your quarterly projections and you don’t like losing? Because an incentive to buy is about to expire (government credit)? Because you are a world class disruptor? Because you know by lowering prices you will own the news cycle? Because there is still room for old school price wars to stimulate demand and distract the competition?

Survey says, all of the above. How about the opposite? What if Tesla’s strategy was like what most of the radio managers and sellers reading this article would do? The “urgency” trigger. “Buy today, because prices will go up on ______.” The radio/audio “urgency” pitch strategy is so predictable – seasonal, political window, a change in management policy, sell-out level. Heck, Teslas are on back order and they still dropped prices. WWED? What would Elon do? Probably fire us via Twitter. Back to earth and our highly competitive radio/audio world. Here are the takeaways.

— Know your competition. My current experience in one of America’s largest radio markets is price strategy IS driving volume and helping a great radio station make goals. The higher-rated competitor is standing still as the business shifts.

— You don’t have to be loud to be a disruptor. Sitting Bull won by knowing how to sell his idea. He organized, collaborated and was patient. He won by quietly disrupting then got loud when the timing was perfect.

— Do your homework. “Urgency” as a price lever has been around since the Mad Men ran Madison Avenue. Have you ever reviewed how your urgency plan can be maximized? Or is the strategy played out?

— Who Cares? If you lower rates today until New Year’s Eve, will the rate reduction create enough local market buzz to drive the volume to beat your goals? You can always raise rates once your foundation is comfortably in place. Oops! Did I just demonstrate real world grid card selling?

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. Steve Lappa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry News

Pending Business: Attracting New Recruits

By TALKERS | April 3, 2023April 4, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Ask any sales manager what the #1 challenge they face is and nine times out of 10 the surprise answer is not “more business.” Generating more business takes a well-oiled machine that starts and ends with a focused, well-trained sales team. And therein lies the challenge question I hear every week. “Where can I find more good salespeople?”

With all the sophisticated technology available today – from Zoom and Teams to data mining and social media – it is hard to comprehend why any viable radio station would have difficulty recruiting “good salespeople.” I rarely faced that challenge in any of the markets where I worked. No matter what the ownership structure or market size – from Buffalo to San Francisco – recruiting and retaining “good salespeople” was only an occasional problem.

If you are a manager at any level, in any market, responsible for recruiting and training “good salespeople,” you may never view the task the same way again if you follow these six simple steps:

1) Recruitment should always be on your “To Do” list. Always, period, the end. Like the sun rises every morning, recruitment is a regular part of your day.

2) Times are changing, build your bench. If your sales team is a mix of generations, any given team member may decide to move on for reasons you may not understand. Be prepared. Turnover happens, don’t be ambushed.

3) Do you have a written profile of the ideal candidate for sales? Sound crazy? Try it right now. What are the three must-have qualities of every successful seller on your team? Those qualities may now be changing with newer digital, social media, and programming changes.

4) Is your compensation structure competitive? This is one of my favorites. Depending on ownership you may or may not have the degree of flexibility you want. However, you may find a friendlier structure through performance incentives.

5) Would you trust members of your current team to interview a candidate? I used the technique often over 15 years. Sometimes the culture in your sales department is unique or you may feature team performance incentives. The power of teams is a proven winner in most businesses.

6) Are you plugged in to the new-think of today’s entry-level seller? Here are some current facts that may change your view of recruiting younger sellers:

a) A study at the University of Chicago showed 56% of Americans think a college degree is not worth the money. Wow, is that different from most job postings!

b) As job markets become unpredictable, 97% of graduating seniors are open to alternative careers, as in not their major, this according to a study by iCIMS.

Finding “good salespeople” should never be viewed as a management headache. Once you make the commitment, the next great seller could be your next interview.

Industry Views

Pending Business: Planning & Organization

By TALKERS | March 27, 2023March 28, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

On a scale of one to 10, where would you rank yourself on planning and organization?

If you are the #1 seller on your team, how do you rank your ability to plan and organize? If you are working your way to the top, how prepared and organized does the #1 seller on your team look?

Planning and organization don’t mean every hour is filled. Top-tier sellers know interruptions are a given. Demands change on a moment’s notice and change is a constant. The day-to-day selling environment is rarely a walk in the park.

The underlying question is how do you prepare to plan? How do you evaluate the opportunity flow to determine what to emphasize and what to abandon? Which projects do you add, and which ones do you delete?

These are tough calls – these drop/adds – as you painstakingly review time, effort, and emotional attachment in each of your sales projects. But here is the good news. All of us, every seller and every manager, can use fresh eyes on planning and organizational skills. To that end, here is my simple gift to you. A timeline of 13 upcoming sales opportunity events that should be income generators. Let us liberally countdown the sales lead time from today, Monday, March 27 to many of the income producing events that drive your sales calendar. Your specific station may not directly tie-in, however, many of your local sponsors are planning right now. So, let us get busy:

Mother’s Day              6 weeks
Memorial Day             7 weeks
Father’s Day               12 weeks
Independence Day      14 weeks
College Football         22 weeks (Season kickoff)
Labor Day                   23 weeks
NFL                            24 weeks (Season kickoff)
Halloween                   31 weeks
Election Day               32 weeks
Veterans Day              32 weeks
Thanksgiving              34 weeks
Christmas                    38 weeks
New Year’s Eve          39 weeks

There sits the 2023 friend or foe selling calendar before your eyes. Do you have the historics, wins/losses and opportunities organized? How about your competitors? What about newer digital and social media integrations that may need more lead time? Is there any turnover in decision makers at key accounts? Ready to wake up and smell the coffee?

Every high achiever knows, everyone wants to win. But are you properly prepared and positioned to win? Another three minutes of planning a day goes a long way!

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. Steve Lappa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry Views

Pending Business: The News Cycle

By TALKERS | March 20, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

It 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.

Industry Views

Pending Business: What’s a Sale?

By TALKERS | March 13, 2023March 13, 2023 by TALKERS

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.

Industry Views

Pending Business: AI Meets Sales

By TALKERS | March 6, 2023March 7, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Have 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.

Industry Views

Pending Business: How Are We Doing?

By TALKERS | February 27, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

How might we better serve you in the future? How would you rate our service?

These are two common questions you will see on many restaurant info cards as you pay for your meal. After all, the restaurant business is fundamentally based on great food and great service at a reasonable price. Think about this: If either of those two basic components, food (product) and service are missing, you are outta there!

Our radio/audio sales business is based on the same thing: great product and great service at a reasonable price. Yet, why is it you will never find yourself or a manager asking those questions as a part of your regular follow-up or follow-through routine? Oh sure, there is the ever-present pre-sell, “How can we help?” as your advertiser mutters, “lower rates,” under their breath. But seriously, no one above or below your pay grade can process or properly evaluate the answers to the two service questions posed, let alone act intelligently on the response. Could it be we still think our sales and management roles are rooted in show business and if we put on a great show delivering great ratings the advertisers will follow?

Some advertisers will show up, others need to be sold. With Zoom, Teams, programmatic, AI and other initiatives gaining more and more traction, the service improvements in salesmanship is becoming a lost art.

Time to hit the pause button, step back and learn from our friends in one of the oldest business categories on planet earth: hospitality. Let’s learn.

— Ask for feedback as you “serve.” Since my first meeting, my mantra for sellers and sales management was and still is, “How are we doing?” Go back to your winning and losing sales calls. Even managers should review meetings that did or did not move sales and ask, “How can I better serve______?”

— One step at a time. If you could improve just one thing to better serve an advertiser, what would it be? What could it be? Do you even know?

— Do you care? Ouch! Now that is a hard core, in-your-face question. Comfort zones are just so easy to occupy, we rarely push forward.

My real-world experience happened years ago when I asked our advertisers what we could do better to serve them. Many host-read advertisers wanted times sent to them in advance so they could hear the talent in real time. Every one of those advertisers became longterm fans. Do you send your advertisers host-read times in advance? Sometimes, it’s the little improvements that win big dollars when it counts.

Industry Views

Pending Business: Being Realistic About Podcast Revenue

By TALKERS | February 20, 2023February 21, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

It looks like the podcast business is hitting those ever-present speedbumps.

No, I am not predicting a demise. I’m just asking why there weren’t a few more hardball questions.

If you sell or manage with eyes wide open, you’ve already read what the February 15 New York Times article chronicled. The cutbacks, drops, and hiring freezes hitting the double-digit-growth podcast business has some in the radio business saying, “Told ya so.”

Who has the chutzpah to say that to Tom Brady and Michael Strahan of Religion of Sports, or Michelle Obama of “The Michelle Obama Podcast?” When your bank account is on fumes, you speak the economic truth. The formula of star power driving unique audio content didn’t instantly convert to super-sized audience levels attracting super-sized revenue. What did VOX, Spotify, Amazon, NPR and other well-respected players miss?

— Never assume, (because assuming…) An out-of-the-box assumption listeners would pay for content to create a separate income stream, didn’t really take. Even the most aggressive marketer would think twice before assuming that listeners generating millions of downloads of free podcasts would suddenly pay to listen. Maybe a select few passionate followers would, but could you change the historic perceived value of the masses? When it comes to paywalls for play, be sure to test, adjust, and re-test before you project income.

— Ad sales sell out levels. A typical podcast has about a quarter of the inventory available in a typical hour of most news/talk and sports talk programs. Yet despite podcasts with limited inventory and higher CPM for host-read ads inside the podcasts, the projections from those well-respected companies tanked. The reason is elegantly simple. Too much podcast inventory chasing too few dollars.

— It’s the economy, stupid. Thank you, political strategist James Carville. The story goes the phrase was on a sign in Bill Clinton’s campaign headquarters and helped Clinton beat Geroge Bush in 1992. Did any of the gurus consider the economy?

— Who would have thought print newspaper sales have something in common with podcasts? Did anyone consider the impact of endless ad inventory becoming a commodity despite celebrity content? Never easy to predict which celebs will convert from the big screen or TV to podcast audio.

I had the privilege of producing cast members of Discovery’s “American Chopper” in a 39-episode podcast series. Even those crazy motorcycle dudes were challenged bringing their millions of TV and online fans to the podcast world. Hindsight is 20/20. Let’s never stop learning so we can always aim for higher earnings.

Industry Views

Pending Business: Your Trial Balloon

By TALKERS | February 13, 2023February 14, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

If you float a trial balloon, expect it to be shot down.

And to make the story driving the news headlines a better metaphor for our sales world, it should be noted that gathering information is always part of our mission. Sellers and managers should be floating trial sales balloons all the time.

Consider how many times we talk to our best advertisers to float an idea, a package, picking up a known talent or play-by-play rights to a popular team. But here is where the news story and our sales world take different forks in the road. Although the woods are full of downed sales balloons, it’s a good thing. Because in our sales world downed trial balloons mean we’re trying new things, communicating with our advertisers and not rocking along in the comfort zone. It also means some of these trial balloons make it to reality and become innovative ideas and viable sales opportunities.

I have certainly floated my share. There is a strategy behind floating a trial sales balloon to help you get the result you need. How do you improve the odds of a trial balloon becoming a sales reality? Here are some field tested tips:

— Determine your goals before you start. It’s so important to know what you’re looking for. Pricing input? Viability? Excitement? Sometimes sellers are so excited they misread the advertiser’s enthusiasm level. The reverse is also true. Sellers can be lukewarm as they focus on the transaction ahead instead of the first stage advertiser input.

— Ask permission. This is very important yet most sellers and managers never think about the advertiser reaction. What if they just don’t want to be surveyed? Always ask first.

— Confirm the confidence. Be sure everyone in your loop understands the trust you show in seeking their input.

— Keep your “ask” simple. You are asking for input. The simpler the ask, the cleaner the input.

— No commitments. Be clear the conversation you are having is early-stage preliminary to test the waters only. You are not even close to asking for a commitment, just sharing ideas and looking for input.

— Who wants to know? Be ready with the right answer.

Sellers and managers have been in the trial balloon business since the first ad was sold. Be sure to review your pre-flight check list before launching that next trial balloon.

Industry Views

Pending Business: Don’t Take Your Air Talent for Granted

By TALKERS | January 30, 2023January 30, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

I’ll bet dollars to doughnuts the updated sales facts below are nowhere to be found in your radio station’s collateral material. This bold challenge is in front of you today as a wakeup call before the calendar becomes your frenemy.

The traditional calendarized selling events are about to begin starting with Valentine’s Day and you need to be current. Ratings, on-air lineup, and outside marketing may be out of your control but sharpening your selling skills and updating presentation materials is totally a selfie.

I’ve used many “wow” stats on sales calls – sometimes together, sometimes separately – but they’re always an important part of the pitch. Radio metric showstoppers with local appeal are mission critical in today’s fast-moving sales environment. Here’s a three-point, freshen-up to be integrated strategically when packaging or in stand-alone radio presentations. Use them or lose them, but at least choose to consider them.

— Nearly 80% of listeners say they would try a product or service recommended by their favorite radio personality, so says The Power of Local Radio Personalities study published by Katz last year. Now that is one heavy duty number! Careful about making this a universal, across-the-board statistic. Recommending a retirement community to the Gen Z audience is a non-starter. But when the radio talent is talking to that 55+ crowd in the right talk radio environment, that sound you hear is the phone lighting up with leads. When great creative is delivered by a great radio personality the audience comes alive.

— “79% of on-line searches are initially prompted with hearing an ad on radio,” according to Harvard Media, a Canadian marketing firm. The hard number may seem high for many of us, but the concept of using radio to enhance a multi-platform campaign, especially at the local level, is a tried-and-true formula. Call the concept what you will – media mix, multi-channel/platform – consistent messaging across the board delivers results.

— Digital disconnects. Ad blockers are in. According to a recent Hubspot survey update, 64% of ad blocker users say ads are intrusive while another 54% say ads are disruptive. Talk about negativity compared to the nearly 80% of radio listeners who consider their favorite personalities a trusted friend. We all want to hear what our friends have to say!

Chances are your basic sales materials are 2022 rollovers. Freshen up your look and give yourself a new reason to make the next call.

Industry Views

Pending Business: Package for Profit

By TALKERS | January 16, 2023January 17, 2023 by TALKERS

By Steve Lapa
Lapcom Communications Corp
President

Is it just me, or has packaging become a lost art?

What was once a go-to revenue builder, has become a function of muscle memory and is presented with the enthusiasm of watching paint dry. Am I getting at least a “maybe?” If so, and you feel like the packaging treadmill is going to wearing you down, let’s regroup. For the manager and ultimately the seller, every package must answer four basic questions:

That is the (revenue) goal?
What is the timeline?
What is the unique factor?
If it fails to sell, do we drop it or revise?

Now let’s review the 10 basic packages:

New Business. You should have a simple new business package available each quarter that can either be sold as is or serve as a start point.
Event Tie-In. Like the title says, this package will help your advertiser benefit from an event your station is tied into or sponsoring.
New On-Air Talent. This is where you show the value-based opportunity to work with a new talent in your lineup.
Special Programming. Every radio format will run a special program of some kind during the year. From election coverage and exclusive interviews to countdowns, just package and sell.
Slow Season. Is there a special package offered on a limited basis to help power through when business hits a red light?
Sports. Needs no definition, just a little updated creative thinking.
Calendar Holidays. This is the gift that never stops giving. Mother’s Day, Christmas, Valentine’s Day, Thanksgiving, come every year. What’s new in your package?
Base Programming. News, Traffic, Weather, if your radio station offers the basic service elements, talk to your programming people for new packaging ideas.
Emergency Programming. With direct coordination of programming, emergency programming offering special weather, disaster or other community-oriented programming can always open a new door. Remember this type of programming is always a spotlight for radio’s immediacy.
Bundling your digital and social media assets can help move the needle with local advertisers. I’m not advocating a giveaway, just suggesting competitive thinking in the fast moving, high growth digital advertising universe.

Back to where we started. This is the simple takeaway: Packaging is the art and science of selling with a value component that easily answers the question, “Why buy now?”

Front Page News Industry News

Monday, November 14, 2022

By Editor | November 14, 2022 by Editor

Industry Mourns Jim Bohannon. Veteran talk radio host Jim Bohannon has died at age 78, at the Prisma Health Cottingham Hospice House in South Carolina after losing a hard fought battle with esophageal cancer. He was born January 7, 1944 in Corvallis, OR, where his father was stationed in the U.S. Army during WWII. After the war, the family moved back to their home town to Lebanon, MO, where Jim grew up and graduated from Lebanon High School in 1962. He attended Missouri State University in Springfield, MO, before joining the military. His service in the U.S. Army Security Agency with the 199^th Light Infantry Brigade included a tour of duty in Vietnam in 1967-68. Jim’s radio career began in high school working at KLWT, and in college at KICK, and KWTO. After his return stateside, Jim was stationed at Vint Hill Farms Station, VA, and worked at radio stations WGAY, WTOP, and WRC in the Washington, DC market. He joined the Mutual Network in 1983, which later became Westwood One Radio. He began anchoring America in the Morning news magazine, hosting the Saturday night Jim Bohannon Show, and filling in on the Larry King Show. In 1993, Larry King moved to CNN, and the radio show became the Jim Bohannon Show, which Jim hosted until shortly before his death. His distinctive voice, wit and wisdom was aired on some 500 radio stations nationwide. Jim has been honored to be the recipient of numerous awards in recognition of his talent and contributions to the radio industry. This includes his induction into the National Broadcasting Hall of Fame by the National Association of Broadcasters, the Missouri Broadcasters Association Hall of Fame, the Radio Hall of Fame of the Museum of Broadcast Communication, and the Society of Professional Journalists, DC Chapter Hall of Fame. He also received the Lifetime Achievement Award from TALKERS magazine, and the First Amendment Award from the Radio and Television Digital News Foundation. He was especially pleased to receive the Gold Award from the International Radio Festival of New York for his documentary, “Pain and Pride- Remembering Vietnam,” and to be a 2003 inductee to the Wall of Honor in his hometown of Lebanon, MO. He was a lifetime member of the American Legion, Veterans of Foreign Wars, and the Vietnam Veterans of America. Jim is survived by his wife, Annabelle Bohannon, of Westminster, SC, and daughter, Elizabeth Smith of Janesville, WI. Per Jim’s wishes no formal services will be held at this time. The family is at their respective homes. In lieu of flowers, donations in Jim’s memory are suggested to any organization of your choice that serves to support the needs of veterans. A message of condolence may be written to the family by visiting www.sandiferfuneralhome.com. TALKERS publisher Michael Harrison states: “Jim Bohannon was one of the greatest radio broadcasters of all time, plain and simple. His talent was only surpassed by the personal esteem in which his fellow broadcasters held him. He was the very definition of a ‘good guy’ through and through.” Harrison recently recorded the last official interview with Jim Bohannon that is posted on PodcastOne click here.

Remembering Overnight Sensation Jim Bohannon. TALKERS magazine managing editor Mike Kinosian had the pleasure of interviewing Jim Bohannon a number of times over the years for personality profile pieces in the radio trade press. He says, “‘Class act’ epitomized peerless communicator Bohannon, who – while enjoying the luxury of a national Westwood One platform – possessed a palpably authentic on-air style that enamored him to a huge, loyal following. Always remarkably accessible, ‘Jimbo’ was unfailing in offering his vast expertise to the industry as a whole and to aspiring broadcasters. Moreover, he exuded a truly unique warmth that will be missed beyond measure.” Read Mike Kinosian’s piece here.

Monday Memo: Your Podcast “Bones,” Part Deux. In last week’s column, consultant Holland Cooke recommended to podcasters that shorter-is-better. This week, HC recommends a format for longer-form episodes. Read his column here.

Pending Business: When the Crystal Ball Is Foggy. Radio sales pro Steve Lapa writes in today’s column that “the current economic cycle is being driven by a sweeping round of cutbacks and strategic business re-focus.” He says that as a result, “the clock is ticking on the adjustments you should consider to jump-start 2023.” He offers a quick checklist to consider as you deal with a changing economic climate. Read it here.

Urban One’s Sports Talk WFNZ, Charlotte Names New Midday Shows. Today (11/14) marks the launch of new midday programming on Urban One’s Charlotte sports talk WFNZ-AM/FM “Sports Radio 92.7.” The station introduces the new 12:00 noon to 3:00 pm show “Wes & Walker” starring Wes Bryant (left) and Walker Mehl (right). Bryant is a host, producer, editor and voice-over artist for the ACC Digital Network in Charlotte. He’s hosted ACC Digital Network’s “Kickoff Live,” a college football pregame show and “Wes Got Range,” a lifestyle show joining food and local area athletes together. Most recently he was the 2021-2022 season pre- and post-game host for the Charlotte Hornets broadcasts on Bally Sports South. Mehl hosts the “Locked on Hornets” podcast and has served as a guest host on WFNZ. Station PD Jeff Rickard says, “I’m excited to hear from two talented young men who are not only entertaining and engaging, but true native sons of the Queen City. I’m looking forward to hearing their hometown takes on all things Charlotte sports. I can’t wait for our listeners to learn more about them and enjoy the upcoming ride.” Rickard is also debuting his new late morning show titled, “Charlotte Sports Today,” that airs from 10:00 am to 12:00 noon. The “Mac & Bone” show continues is morning drive and Kyle Bailey remains the PM drive personality.

Audacy Names Seema Kumar SVP of Advertising Platforms. Advertising pro Seema Kumar joins Audacy as SVP of advertising platforms for the company. In this role, she’ll lead the team members responsible for the technology platforms for Audacy’s revenue organization, “ensuring that roadmaps and requirements are prioritized for vendors and IT ad tech engineers, aligned with ad product strategy and revenue goals, and optimized to meet business operational needs.” Kumar comes to Audacy from her most recent position as VP of advertising technology for WarnerMedia. Audacy EVP of advertising technology, products and platforms Terri Gunnell states, “We’re thrilled to welcome Seema to the team as we elevate our strategy and focus on the interoperability of our ad platforms to support growing our revenue in partnership with sales and creating efficiencies for sales operations. Her deep ad tech platform experience and forward-thinking business acumen will ensure we improve service to our internal and external clients and partners as well as enhance our ability to innovate in 2023 and beyond.”

WRKO, Boston’s Radiothon Raises $86,000 for Disabled Veterans. On Thursday and Friday of last week (11/10 & 11) iHeartMedia news/tak outlet WRKO, Boston produced its seventh annual DAV Radiothon to benefit the Disabled American Veterans Department of Massachusetts and raised $86,000. Over the two days, WRKO on-air personalities Jeff Kuhner, Chuck Zodda and Mike Armstrong encouraged listeners to donate and raise funds for the DAV of Massachusetts’ homeless shelter and transportation programs. iHeartMedia Boston VP of news, talk, sports Rob Sanchez says, “Every year the WRKO listeners amaze me with their generosity. Once again, they have helped to raise $86,883 for the DAV of Massachusetts. We’re proud to be able to support the DAV of Massachusetts and show that WRKO, our listeners and our sponsors are always willing to help the men and women who have sacrificed so much for our great country.” Since 2016, DAV Radiothon has raised more than $886,000 to benefit veterans in the community.

Midterm Results, Trump in ’24, Biden Meets Xi, G-20 Summit, The Economy/Crypto Meltdown, Deadly Virginia and Idaho Shootings, Russia-Ukraine War, and Social Media Among Top News/Talk Stories Over the Weekend. The aftermath of last week’s midterm elections including the Democrats’ hold on the U.S. Senate and the still-unknown status of the U.S. House; former President Donald Trump’s expected run for president in 2024; President Joe Biden meets with Chinese President Xi Jinping over tense issues including Taiwan; the meeting of G-20 leaders in Bali; U.S. inflation, job reports and concerns about a recession, combined with the freefall of crypto-currency; the fatal shooting of three at the University of Virginia and the deaths of four University of Idaho students; Russia’s ongoing invasion of Ukraine and its exit from Kherson; and the troubles at Elon Musk’s Twitter, Meta’s Facebook, and the future of social media were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Front Page News Industry News

Monday, November 14, 2022

By Editor | November 14, 2022 by Editor

Sales

Pending Business: When the Crystal Ball Is Foggy

By Editor | November 14, 2022 by Editor

By Steve Lapa
Lapcom Communications Corp
President

PALM BEACH GARDENS, Fla. — Its seems the current economic cycle is being driven by a sweeping round of cutbacks and strategic business re-focus now moving into the mainstream.

From Disney and Meta (parent of Facebook) to Walmart, the pressure is on to deliver positive performance in a cloudy economy. In plain English, it’s time to cut costs and push suppliers to share the pain. Yet prices continue to go up. Maybe it’s the fault of COVID’s unpredictable economic impact or some international collusion, or better yet, just a plain old foggy crystal ball in the CEO’s office. My vote is all of the above. But what does any of this have to do with your day-to-day sales? The short answer is: Everything.

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Front Page News Industry News

Monday, October 31, 2022

By Editor | October 31, 2022 by Editor

Monday Memo: Earwitness News. There are new WCBS/WINS synergies and USA top-biller WTOP offers voluntary separation buyouts. With so many radio voices now in permanent remote mode, and the post-pandemic gig economy flourishing, consultant Holland Cooke describes an opportunity “like Uber for newscasters.” Read his column here.

Pending Business: Gear Up for the Holiday Season. The midterm elections are almost history and radio sellers are getting ready for this year’s holiday season. There’s no way of knowing for certain how much consumers will spend and on what, but radio sales pro Steve Lapa writes in today’s column that a look at where Americans are spending now can provide a roadmap to a successful holiday sales season. Read more here.

Scott Shannon Announces Retirement. Legendary radio personality Scott Shannon didn’t work in talk radio, but it seems almost criminal not to recognize his announced retirement from his daily morning show. On Friday (10/28), he told his WCBS-FM, New York listeners that is retiring from morning radio on December 16. Among his many achievements in the radio business are his stints at three New York City stations, first at WHTZ-FM “Z100” – which is chronicled in the documentary film, Worst to First: The True Story of Z100 New York – and then at WPLJ-FM. He is credited with the creation of the “morning zoo” concept that was imitated throughout the 1980s. Shannon will continue his other roles with Audacy as host of the nationally syndicated “America’s Greatest Hits” program and the “True Oldies” format on WCBS-HD3.

Hubbard and VSiN Bring Sports Betting Content to Seattle. KNUC-HD2 is the new home of sports gambling radio as Hubbard Radio and VSiN partner in the effort. The press release says, “The station will deliver news and analysis from the industry’s most knowledgeable sports betting experts and legendary book makers to inform and entertain the growing number of people betting on sports. Sister station KIXI-AM 880, will also air “Action Updates” twice each weekday as well as “VSiN PrimeTime” with Tim Murray and former NFL quarterback Shaun King. Hubbard Seattle market manager Trip Reeb comments, “With the incredible growth sports betting has seen in recent years, we saw this as a great opportunity to capitalize on that rapid expansion and the specialized content VSiN delivers.” VSiN content currently airs on more than 140 terrestrial radio stations in 33 states.

iHeartMedia Announces New ‘Glee’ Podcast. The newest podcast for fans of the television hit “Glee!” titled, “And That’s What You REALLY Missed,” is available from iHeartRadio, hosted by Jenna Ushkowitz and Kevin McHale. iHeartRadio says, “Calling all Gleeks! We’re baaaaack…again. Kevin McHale (aka Artie Abrams) and Jenna Ushkowitz (aka Tina Cohen-Chang) are heading back to William McKinley High School to re-watch all six seasons of ‘Glee!’ We’re taking you all the way from McKinley High to New York City, from the choir room to Nationals, and from the Super Bowl to a world tour! We’ll look back on your favorite moments and never before heard stories with a slew of guests including cast, crew, celebrities and you, the fans! So warm up those vocal cords and tune those ears, because it’s all coming out.”

Midterms, Pelosi Attack, January 6/Trump Legal Issues, Russia-Ukraine War, Affirmative Action, The Economy, Brazil Election, and Elon Musk & Twitter Among Top News/Talk Stories Over the Weekend. The debates ahead of the midterm elections and speculation about which party will control the House and the Senate; the aftermath of the attack on House Speaker Nancy Pelosi’s husband; the legal battle over former President Donald Trump’s January 6 emails and his other legal issues; Russia’s continuing assault on Ukraine’s infrastructure; the U.S. Supreme Court takes on affirmative action in higher education; inflation and fears of a recession; Lula defeats Bolsonaro in Brazil’s presidential election; and Elon Musk takes control of Twitter were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Sales

Pending Business: Gear Up for the Holiday Season

By Editor | October 31, 2022 by Editor

By Steve Lapa
Lapcom Communications Corp
President

PALM BEACH GARDENS, Fla. — Before you know it, the midterm election spin will fade, and the holiday season will begin.

For many of us, food, family, friends — maybe a little political chatter –and football will dominate Thanksgiving Day. No matter what your preference, please remember a special thank you for all the heroes and their families who protect our health, safety and freedom.

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Front Page News Industry News

Monday, October 24, 2022

By Editor | October 24, 2022 by Editor

Monday Memo: #NABShowNY. Consultant Holland Cooke reports “many long-time-no-see hugs among 9,500 of us at the Javits Center” as the National Association of Broadcasters rebooted the October event interrupted, “like much of life” by COVID. In this week’s column, HC offers “numbers for radio broadcasters fretting that listeners have wandered-off.” And about podcasting: Winners’ tips, and well-intended mistakes to avoid. Read it here.

Pending Business: The ‘Who Cares?’ Test. Radio sales pro Steve Lapa says it’s always a good idea to review your sales proposal strategies to make sure they are as effective as they can be. How you pitch your talent’s host read spots is important because the host read spot is so important to news/talk stations. He says, “Radio advertising is still a real-time, single-digit growth business and competitive change is an important daily dynamic that’s out of your control. In plain English, if you are to grow your income through ad sales it will come to you through one of two obvious sources: new business or your competition.” He offers a four-point checklist for assessing your basic pitch features here.

WDAE, Tampa Announces New Program Schedule. Tampa sports talk outlet WDAE-AM/W237CW is beginning this week with a new program lineup. The iHeartMedia station says the “Pat and Aaron Show” – starring Pat Donovan and Aaron Jacobson – is the new morning drive program. They are followed by Premiere Networks’ “The Dan Patrick Show” in the 9:00 am to 12:00 noon slot. The early afternoon program is the new “Jay And Z Show” featuring Jay Recher and Zac Blobner, followed by the “Ronnie & TKras Show” with Ronnie Lane and Tom Krasniqi now in the afternoon drive daypart. FOX Sports Radio’s “The Herd with Colin Cowherd” airs from 7:00 pm to 10:00 pm with ESPN Radio airing overnight.

Radio America Unveils New Sara Carter Podcast ‘Darkwars: The Border.’ Tomorrow (10/25), Radio America releases its new podcast, “Dark Wars: The Border,” hosted by award-winning investigative journalist Sara Carter as she “shares her perilous journey to expose how the porous U.S.-Mexico border has facilitated a deadly trail from China to your home town, with cartels, slavery, and death in between.” Carter is an investigative reporter, host of “The Sara Carter Show” on Radio America and a FOX News contributor. She says, “I am excited to release this podcast, which is a culmination of my on-the-ground investigative reporting of our border crisis. I embedded with border patrol agents via foot, horseback, car and helicopter – talking to coyotes and migrants alike – to reveal chilling stories about the opioid crisis and human trafficking that you haven’t read about in the news. I traveled to the native countries of these migrants to understand how cartels use social media to recruit migrants under the guise of easy passage and a better life. But in reality, they encounter abuse, rape, and death. ’m telling the stories of those being ignored by the media.” Radio America says, “The premiere episode features a wide range of perspectives, from U.S. Senators such as Rand Paul and Marsha Blackburn to Guatemalan President Alejandro Giammattei to coyotes that work for the cartel among others, all to reveal a border crisis that is more serious and disturbing than what is reported in media. It’s a shocking portrayal of money and power that connects the Chinese government and Mexican cartels to the neighborhoods of everyday Americans.”

WGN, Chicago Schedules ‘Spook-tacular’ on Halloween. On Halloween, Nexstar Media’s WGN Radio in Chicago will air the “WGN Radio Theatre Spook-tacular with Carl Amari” from 7:00 pm to 1:00 am. The six-hour special will feature classic Halloween shows including “My Favorite Husband” starring Lucille Ball, “The Whistler,” “Our Miss Brooks,” starring Eve Arden, “Suspense,” starring Ronald Colman and more. WGN says that host Carl Amari has spent decades licensing and preserving original radio broadcasts and is the curator of the Classic Radio Club and board member of the Museum of Broadcast Communications in Chicago.

Midterm Elections, Trump Legal Issues, Russia-Ukraine War, British Politics, U.S. Math Scores, RSV/COVID-19, and World Series Matchup Set Among Top News/Talk Stories Over the Weekend. The November midterm elections, speculation about control of Congress, and voter fraud issues; the several legal battles facing former President Donald Trump; Vladimir Putin’s continuing invasion of Ukraine and the attacks on its infrastructure; Rishi Sunak emerges as the next prime minister of the United Kingdom; the report indicating that math scores for U.S. students plummeted after the beginning of the COVID-19 pandemic; the soaring rate of respiratory syncytial virus cases among young children in the U.S. and concerns about new COVID-19 variants; and the Philadelphia Phillies and Houston Astros win their league championships to face off in the World Series were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.

Sales

Pending Business: The ‘Who Cares?’ Test

By Editor | October 24, 2022 by Editor

By Steve Lapa
Lapcom Communications Corp
President

PALM BEACH GARDENS, Fla. — Time to sharpen up, drill down and pass the “Who Cares?” test. This is where we take a hard look at how you present your on-air talent for host reads.

If you are like most sellers or managers, you look for a comfortable rhythm in your proposals that works for your style and now fits the cut and paste culture. There is nothing wrong with time-saving technique — except when the shortcuts take you to an outdated comfort zone. In radio sales we all get hypnotized by what worked for years. After all, we are creatures of habit and why mess with past success? It’s a challenging but important part of radio sales strategy.

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Front Page News Industry News

Monday, October 17, 2022

By Editor | October 17, 2022 by Editor

Monday Memo: Podcasting? Think How-Long, Not How-Many. “When I say, ‘Seinfeld quote,’ you think ‘Do the opposite,’” consultant Holland Cooke reckons. In this week’s column, HC borrows another Jerry-ism to warn against “an all-too-common mistake” he hears podcasters make. Read it here.

Pending Business: How Do You Handle Mistakes? Radio sales pro Steve Lapa asks that question after his recent experience with a local company that handled a problem the right way. When the inevitable mistake happens at your station or network, are you “all hands on deck” or do you back away from the issue? He offers a four-point prescription for overcoming this adversity. Read it here.

KNX, Los Angeles Unveils ‘LA’s Morning News.’ Today (10/17), is the debut of the new “LA’s Morning News” program in Audacy’s all-news KNX-AM/FM, Los Angeles. The company calls it “the next generation of the iconic brand’s all-news morning show about the stories that matter to millions of Southern Californians.” Longtime KNX News anchor and podcaster Mike Simpson moves to the morning drive daypart as host alongside co-host Vicky Moore and veteran traffic reporter and news personality Jennifer York. The moves follow the retirement of legendary morning news anchor Dick Helton after a 53-year career with 24 years of it spent at KNX. Audacy regional president Jeff Federman says, “Mike, Vicky, and Jen are the perfect team to build upon the legacy of integrity, credibility, and humanity in our great shared experience – the morning commute in LA. We’d also like to extend our gratitude to Dick, as his decades of service to our communities are unrivaled.” Mike Simpson states, “There’s something very special about waking up a region as large and dynamic as this one. It’s about getting people out the door and keeping them company on their commute with what they need to know. I’m beyond thrilled to start working with Vicky, Jen and the entire team. Here’s to multiple alarm clocks!” Simpson most recently co-anchored the afternoon drive news and “KNX In Depth,” and created the hit podcast “I’ve Got Questions with Mike Simpson.” Vicky Moore has hosted mornings on KNX since 2004, and Jennifer York has been guiding KNX listeners through their commutes for more than a decade following a long stint as an airborne television traffic reporter in Los Angeles.

SummitMedia Gives Todd Johnson Oversight of Richmond Market. Wichita market president Todd Johnson adds market president duties for SummitMedia, LLC’s Richmond, Virginia station group that includes sports talk WURV-AM “ESPN Richmond” and four music brands. Johnson continues to serve in the president role for the Wichita market. SummitMedia chairman Carl Parmer comments, “Todd has done an outstanding job developing our Wichita cluster and I am confident he will bring the same passion, dedication and leadership to Richmond.” Johnson adds, “I’m honored to assume this new role for SummitMedia and expand my role in the company. I look forward to working with a new team of broadcast and digital experts, while enhancing the products and services we deliver to our clients.”

TALKERS News Notes. Joining the sale department at Skyview Networks are audio sales professionals Leslie Sturm and Jeana Meade. Sturm joins as vice president, network sales. She comes to Skyview with an extensive background at the agency and advertising sales levels. Meade, a 12-year broadcast audio veteran, is now Skyview’s newest network audio manager. Skyview president of network partnerships and chief revenue officer Jeanne-Marie Condo says, “Leslie and Jeana’s tremendous experience and stellar industry knowledge will be a driving force for sales on both coasts. Each of them has hit the ground running, fitting in perfectly with our current culture while bringing their unique skills forward, and we are thrilled to have them on board to help lift our initiatives to new levels.”…..DailyWire+ Podcast Network names audio industry pro Scot Herd SVP of ad revenue. Herd most recently served as VP of network sales for iHeartMedia. In this position, Herd will oversee the company’s team of in-house ad sales reps selling podcasts including: “Candace Owens,” “The Jordan B. Peterson Podcast,” “Morning Wire,” and the YouTube exclusive show, “The Comments Section with Brett Cooper.” DailyWire+ continues its sales partnership with Westwood One, which continues selling the network’s flagship podcast, “The Ben Shapiro Show.” Herd says, “I’m thrilled to take over this new role at DailyWire+ and to capitalize on our tremendous growth. We are committed to our partners and will go above and beyond to optimize all our advertising campaigns. This sales team is second to none and I am privileged to be in this position. 2023 here we come!”…..Podcast discovery platform Podcast Radio Network, official podcasting content partner of NAB Show New York 2022, announces that it is kicking off Podcast Futures New York, a special event for audio and podcasting professionals held in conjunction with NAB Show New York, on Wednesday (10/19) from 10:00 am-5:00 pm at the Javits Center.

TALKERS PERSONALITY PROFILE: The Late Barry Farber’s Daughter Bibi’s Musical Journey. TALKERS managing editor Mike Kinosian follows the fascinating story of Bibi Farber, the NYC-born daughter of the late talk radio legend Barry Farber on her musical odyssey that took her from the U.S. to Sweden (where she spent her teen years and was part of that country’s emerging alt-rock scene) and back again. Bibi Farber and her two-years younger sister Celia grew up in the Big Apple. Their parents had long been separated and in 1976 the two young girls (13 and 11 at the time) relocated to Orebro, Sweden with their mother, Ulla. “I didn’t want to go, but it wasn’t up to me,” emphasizes Bibi, who would wind up living in Sweden for six years – Celia for eight; both finished high school there. “I went to the United Nations School and loved it. Even though my father saw less of us, he loved that we were living in Sweden. He thought it was a much safer place than New York, which in the mid-1970s, was no place for two teenage girls to live. Sweden was a great place, although we did split with American culture.” Albeit that Bibi didn’t start playing music until becoming a high school student in Sweden, she loved rock music and was self-taught. “I didn’t have any formal music training but was able to play in punk bands,” she points out. “I was a classic rock kid from New York, so I was into artists such as Led Zeppelin, David Bowie, Elton John, the Who and the Stones. When I got to Sweden, those artists weren’t big there. They didn’t have any commercial radio as we do in America.” Over the years, Bibi has written and recorded a number of tracks – some that have found their way into major commercials – and has carved out a niche performing for people in hospitals, nursing homes, and similar locations between her home in the Hudson Valley and Brooklyn, New York. She has also mastered the art of stilt-walking and has, upon occasion, incorporated it into her unique performances. To read the entire story, please click here.

Russia-Ukraine War, Midterms, Trump Legal Issues, Xi Jinping, January 6 Hearing, Inflation/Financial Markets, and Ye-Parler Deal Among Top News/Talk Stories Over the Weekend. Russia’s use of Iran-made drones to bomb civilian targets in Ukraine; the Herschel Walker–Raphael Warnock debate and the build-up to the November midterm elections; the numerous legal battles facing former President Donald Trump; Chinese President Xi Jinping begins third term, speaks at Communist Party’s 20^th Congress; the final January 6 hearing and the committee’s recommendation to subpoena Donald Trump; the high rate of inflation and the mercurial financial markets; and Ye’s deal to acquire conservative media platform Parler were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

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