Sales

Pending Business: The Early Renewal Seagull

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Don’t do it! Whatever you do, don’t sell like a seagull.

During the course of the past year, especially during pandemic impacted inventory cycles, every kind of sales approach you can imagine was and still is in play. The most creative techniques seem to be coming from inventory challenged businesses, like real estate. The real estate sales world has spawned reality-style TV shows that are now featured on Netflix. Do we really pay to watch a show about sellers?

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Front Page News Industry News

Wednesday, January 5, 2022

Sean Hannity Cooperation Sought by House Committee in January 6 Investigation. Texts between FOX News Channel and Premiere Networks star Sean Hannity and Donald Trump staffers before, during the January 6 Capitol attack, and after have been revealed as part of the House Committee’s investigation. Now, the House Select Committee is asking Hannity for his cooperation in its investigation. According to a report in The Hill, the Select Committee tells Hannity it is interested in communications between him and Chief of Staff Mark Meadows and others, as well as President Trump himself between December 31, 2020 and January 20, 2021. Citing a number of texts, the Committee says it appears Hannity had advance knowledge of Trump’s and his legal team’s plans for January 6. Hannity’s takes and suggestions indicate he was, at least to some degree, at odds with Trump’s beliefs about his January 6 strategy regarding the election certification. The Hill reports Hannity attorney Jay Sekulow says he’s not yet been informed of the Committee’s request but says it would raise “serious constitutional issues.” Regarding that matter, the Committee’s letter states, “The Select Committee has immense respect for the First Amendment to our Constitution, freedom of the press, and the rights of Americans to express their political opinions freely. For that reason, we do not intend to seek information from you regarding your broadcasts on radio or television, your public reporting or commentary, or your political views regarding any candidate for office.” TALKERS founder and First Amendment advocate Michael Harrison states, “In the talk media business, influence is every bit as important as ratings. Sean Hannity has consistently proven to be at the top of the pack in both measurements year after year. Obviously, not everyone agrees with his opinions – that is the nature of our business, not to mention the times. Free speech, politics and democracy are untidy affairs. The role Sean has played and continues to play in being a force to be reckoned with on both sides of the microphone is the quintessential example of just how far our format – talk radio – has come in shaping the history of this era. Fortunately, those of us who know Sean personally recognize him as a man of integrity. Although some refer to his texts as ‘damning,’ I am pleased that the ‘concerns’ he expressed to the White House a year ago put him on the right side of history when it comes down to the real nitty gritty. The rest is the real-world stuff of big-time commercial media positioning. Let he who is without sin cast the first stone when it comes to attacking those who have bravely built this medium to being a lot more than a platform for the low hanging fruit of mediocre music, disingenuous promotion codes and superficial chatter.”

Salem Radio Network Talk Host Larry Elder Won’t Run for California Governor This Year. According to numerous media reports, including one from KNBC-TV, Los Angeles, Salem Radio Network talk host Larry Elder will not run for governor of California this fall. Elder ran as a Republican in last September’s recall election of Governor Gavin Newsom and of the dozens who qualified to be on the ballot was the Republican with the most votes. It was moot, however, as voters rejected the recall. Elder says he will form the Elder for America political action committee that will benefit Republicans in federal and local elections. In a statement, Elder says, “I ran for governor because I wanted to make a difference. While I may not know what the future holds for me politically, our campaign’s ability to attract millions of votes and millions of dollars in a very short time demonstrates we have a message that resonates with Americans, and I believe we can put that to good use.” The KNBC-TV story notes that Elder for America says Elder’s recall campaign raised about $22.5 million in eight weeks.

CES2022: “Pandemic Pivots.” The pandemic has accelerated trends “that have been simmering for a while and are now coming to a boil,” according to Consumer Technology Association research. 2022 tech spending is forecast to top a TRILLION dollars in the USA alone. And covering CES this week in Las Vegas, consultant Holland Cooke spots opportunities for radio sales. Read more here.

SRN’s Hugh Hewitt Named Contributor for FNC’s ‘Special Report with Brett Baier.’ Washington-based Salem Radio Network morning drive host Hugh Hewitt is named a regular contributor to FOX News Channel’s “Special Report with Brett Baier.” Hewitt was a longtime contributor on MSNBC and he currently writes a regular column for The Washington Post.

TALKERS News Notes. The sports talk radio show “Outkick 360” – hosted by Jonathan Hutton, Chad Withrow and Paul Kuharsky – recently entered national syndication via Skyview Networks. The company says that the show recently picked up new affiliate WMBH, Joplin, Missouri which joins the growing list of affiliate radio stations carrying the 3:00 pm to 6:00 pm ET program…..The National Association of Broadcasters announces that it is now accepting entries for the 35th annual NAB Crystal Radio Awards, honoring outstanding community service efforts by radio stations throughout 2021. Winners will be recognized at the NAB Show, April 23–27, 2022 in Las Vegas. A panel of judges representing the broadcast industry and community service organizations will review applications and select 50 finalists and 10 winners. The deadline for submissions is January 31 and entry information can be found here…..Newsmax announces it is premiering its new documentary, “Day of Outrage,” tonight at 9:00 pm ET. Newsmax says the program “was produced by Newsmax to accurately and fairly detail the events related to the tragic day of January 6, 2021. The film includes powerful video footage of the protests and riots that took place on January 6, as well as a careful examination of events that led up to that fateful day.”…..ESPN Radio is celebrating its 30th anniversary this month. The national sports talk radio platform launched in January of 1992. Senior coordinating producer, content strategy & audio Amanda Gifford says, “This is an incredibly meaningful milestone for our network. Sports radio has evolved in so many ways over the past 30 years and through it all, ESPN continues to be a leader in the space thanks to the dedication and passion of everyone involved behind the scenes and on-air.”…..The Motley Fool announces that its “Motley Fool Money” weekly flagship podcast is now airing new episodes seven days a week. Weekday episodes will focus on analyzing the companies making headlines, bringing a long-term perspective to daily market news, and putting new stock ideas on the audience’s radar. Weekend episodes will feature interviews with special guests and conversations about investing styles, strategies, and psychology. Show host and head of podcast strategy Chris Hill says, “More than ever people are focused on how to achieve financial independence, and we’re excited to provide programming that’s relevant to everyone on the investing spectrum. Gen Xers are thinking about how to retire, Millennials are entering their 40s, and more members of Gen Z are starting to invest every month. Motley Fool Money is going to be a resource for all of them, seven days a week.”…..Baltimore public radio news/talk outlet WYPR-FM “Your Public Radio” is celebrating its 20th anniversary. The station says it will celebrate its platinum anniversary with a variety of in-person and virtual events, special on-air programming, fundraising campaigns and a host of unique activities for listeners all year long. Station president and general manager LaFontaine E. Oliver says, “Our community of members and listeners is the reason that we are so successful. We have one of the best performing sustaining programs in the country with almost 70% of our members giving monthly donations. Their support has allowed the station to grow to the point where we are more than terrestrial radio – our content now reaches audiences on-air, online, on-demand, on mobile and in the community.”

COVID-19, January 6 Investigation/Trump Presser, Filibuster-Voting Rights Battle, 2022 Midterm Elections, Prince Andrew Civil Suit, and Southeastern Snow Storm Among Top News/Talk Stories Yesterday (1/4). The soaring rate of Omicron variant cases in the U.S., the heated debate over in-school learning, and the scramble for COVID tests; the anniversary of the January 6 Capitol attack, the release of texts between Trump staffers and the media, and Donald Trump cancels Thursday’s press conference; the battle in the U.S. Senate over voting rights legislation and the filibuster; the potential change in power in Congress after the 2022 midterm elections; Prince Andrew fights the civil suit filed against him by Jeffrey Epstein victim Virginia Giuffre; and the stranding of hundreds of vehicles on I-95 in Virginia after the Southeastern snow storm were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.

Front Page News Industry News

Monday, January 3, 2022

Monday Memo: CES, Carefully. Like most conventions a year ago, CES2021 settled for virtual. But this week, it’s game-on in Las Vegas. And there – vax’d, boosted, tested, masked, and toting the jug-handle-size bottle of hand sanitizer – is Holland Cooke. Read more here.

 

Pending Business: A New Year’s Lesson. Radio sales pro Steve Lapa says a holiday chat with a former associate recalled a memorable case of a radio seller who transitioned from newspapers and the switch was not smooth sailing at first. But persistence and management support saved the day. Read more here.

Ratings Takeaways from Nielsen’s December PPM Survey. Last week, Nielsen Audio released December 2021 ratings data for all 48 PPM markets. Today, TALKERS magazine managing editor Mike Kinosian presents his Ratings Takeaways from those markets for the period that covered November 11 to December 8. Audacy’s all-news WINS-AM was the top spoken-word station in New York, adding two-tenths for a 3.8 share (weekly, 6+ AQH share) good for the #8 rank. In Los Angeles, although it shed four-tenths, iHeartMedia’s news/talk KFI posted a 3.1 share and rose to the #7 rank. Audacy’s all-news WBBM-AM/WCFS-FM, Chicago fell out of first place to the #2 rank though it remained steady with a 5.7 share, while Nexstar Media’s crosstown news/talk WGN-AM was flat with a 3.7 share but rose to the #8 rank. Cox Media Group’s news/talk WSB-AM/WSBB-FM, Atlanta lost 2.7 shares, finishing with a 6.6 share and falling from #1 to #4. In Washington, Cumulus Media’s news/talk WMAL-FM added two-tenths for a 3.7 share and inched up to the #11 rank while Hubbard Radio’s all-news WTOP-FM dipped nine-tenths for a 6.8 share good for the #4 rank. Even though Bonneville’s news/talk KIRO-FM, Seattle added one-tenth, its 6.6 share was only good enough for the #2 rank. The news/talk battle in Salt Lake City flipped as iHeartMedia’s news/talk KNRS-AM/FM remained ranked #2 after slipping one-tenth to a 7.1 share while Bonneville’s crosstown KSL-AM/FM lost 1.5 shares for a 6.0 share finish causing it to fall from #1 to #5. The news/talk wars in Milwaukee showed some separation as iHeartMedia’s WISN-AM remained ranked #1,  posting its second consecutive 10.3 share while Good Karma Brands‘ crosstown WTMJ-AM fell five-tenths to a 7.1 share and finished ranked #4. You can see Mike Kinosian’s complete Ratings Takeaways from all 48 PPM markets here.

Salem’s WIND-AM, Chicago Adds to News and Traffic Operations. Changes in the news and traffic departments are taking place at Salem Media Group’s Chicago news/talk WIND “AM 560 The Answer.” Long time morning news anchor Mike Scott – who has anchored newscasts on the station between 5:00 am and 12:00 noon each weekday for the past 17 years – will join Salem as full-time news director and continue anchoring news and traffic. Scott had appeared on the station through an agreement between Salem, Total Traffic and Weather Network, and NBC News Radio. That agreement is not being renewed.  Scott says, “I’m incredibly gratified to be able to continue in my role on the air with AM 560 and Salem Media. We have some of the best listeners in all of Chicago radio and some of the best on-air talent. I look forward to providing the first look at the day’s news for our audience.” Scott will also assume anchoring duties for the Salem Podcast Network’s “Daybreak Insider Podcast,” which launched in September of 2021. Additionally, JoAnn Genette will join WIND as an afternoon news anchor through an agreement with Remote News Service. She will anchor weekday afternoon newscasts through 6:30 pm. Also, longtime Chicago traffic reporter Jill Urchak will begin handling afternoon traffic reports for the station. Urchak has spent close to 25 years as a traffic reporter in Chicago, including at WGN-AM, WBBM-AM, WSCR-AM, and WLUP-FM, as well as WBBM-TV. Salem regional VP and WIND general manager Jeff Reisman says, “News and traffic are cornerstone elements for our format and for our radio station. Keeping Mike Scott on our team while also adding JoAnn and Jill solidifies our commitment to serve our audience. We have a team of veteran broadcasters with experience and insight that our listeners can trust.”

Zederman Named Director of Content for ‘ESPN 1000’ in Chicago. At Chicago sports talk outlet WMVP-AM “ESPN 1000,” Good Karma Brands names Danny Zederman director of content. Zederman joins the leadership team as a 15-year veteran of “ESPN 1000.” Zederman has been serving as executive producer of the “Kap & J.Hood” show. He says, “I’m grateful to Good Karma Brands for the opportunity and am excited to work alongside ESPN 1000’s market manager Keith Williams, to lead and collaborate with our talented teammates and partners. My goal is to continue entertaining our fans, grow the ESPN Chicago brand on all platforms and add value to the community.” Williams says, “We’re excited to announce Danny Zederman as ESPN Chicago’s director of content.  Danny’s strategy and vision for our team in the future will allow us to grow to serve our partners, fans and teammates.”

Jimmy Failla Featured on FOX News’ New Year’s Celebration. Pictured above in Times Square prior to Friday’s New Year’s celebration is FOX News Radio host Jimmy Failla (right). With him is FOX News Radio manager of affiliate sales & marketing Tamara Karcev (left) and KTTH, Seattle talk host Jason Rantz (center). Failla was featured as one of the FOX personalities on the “All American New Year Live from Nashville” special that aired on New Year’s Eve.

TALKERS News Notes. Over the New Year’s holiday weekend, Ric Edelman debuted his new, nationally syndicated radio program, “The Truth About Your Future with Ric Edelman,” on 26 affiliates around the country. Edelman hosted AgeWave founder Dr. Ken Dychtwald on the program. Edelman says, “If you’re alive in 2030, you will likely live to age 100 or beyond. We need to make sure that your money lasts as long as you do, and that’s why I’m focusing on the topics that matter to investors today. The investments of the past 40 years won’t deliver the results you need in the future, so I’ll be sharing the ideas and strategies you need to achieve success in the 21st century.”…..The Independent Broadcasters Association’s board of directors elects officers for the 2022-2023 term. Ron Stone was re-elected for a second term as president and executive director of the IBA. Two of the other officers were also re-elected, Darrell Calton, chairman and assistant secretary and Allen Dick, VP and treasurer. Tony Renda was elected as secretary and assistant treasurer, replacing Mike Flood. Stone says, “I am pleased that the board has re-elected three of the founding officers for an additional term. I am very excited to have Tony Renda as one of our leaders in the next term. Tony has been instrumental in helping the IBA with many of the initiatives we took on in our first two years.  The IBA has succeeded in its first 18 months delivering many new ways for its members to save on operational costs, create new revenues, and benefit from all the professionals in the industry that are working with us. We have said from the beginning that a large independent membership provides scale and with scale we can deliver many great things for independent broadcasters.  I am looking forward to working with our management team to establish new goals for the IBA for 2022 and 2023.”

COVID-19, New Year’s Holiday, Twitter Boots MTG, January 6 Investigation, Colorado Wildfires, NASCAR ‘Let’s Go Brandon’ Issue, Betty White Dies, Antonio Brown Incident Among Top News/Talk Stories Over the Weekend. The exploding rate of COVID-19 cases in the U.S., the Omicron variant, and vaccine mandates; the New Year’s holiday, 2021 retrospectives, and predictions for 2022; Twitter permanently cancels account of Marjorie Taylor Greene; the investigation into the January 6 Capitol attack; the wildfires that devastated the Boulder, Colorado area; criticism over NASCAR for “reviewing” Brandon Brown’s crypto sponsorship and the “Let’s Go, Brandon” slogan; entertainment icon Betty White dies at 99; and Antonio Brown’s bizarre exit from the Tampa Bay Buccaneers in the middle of Sunday’s game 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: A New Year’s Lesson

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — I particularly enjoy this time of year because it’s when I usually reconnect with former associates all around the country. Sellers, managers, and on-air talent from South Florida to San Francisco who share the bond of having worked through one of the most challenging years in broadcast history checked-in with me. Those calls, texts and emails always include one “wow” moment that serves as a life lesson for all of us. Here’s one in particular that can serve as a motivator for all heading into the New Year.

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