Industry Views

Pending Business: Package for Profit

By Steve Lapa
Lapcom Communications Corp
President

Matt Damon - PhotographyIs 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?”

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

Sales

Pending Business: When the Crystal Ball Is Foggy

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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Advice

Monday Memo: Yes, You Need More Cume

By Holland Cooke
Consultant

 

BLOCK ISLAND, RI — “Cumulative Audience” is radio’s version of what newspapers called “Circulation,” back when there were newspapers. It’s the number of people who tune-into your station during the week. Listeners, not listening. How many, not how many “Average Quarter Hours” (AQH) consumed.

We can’t get someone who doesn’t listen at all to listen more

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Sales

Pending Business: When Controversy Strikes

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Is someone out there in talk radio land ready to help us understand the new boundaries of controversy in talk radio?

A little help here, I’m getting lost.

Abortion laws will quickly become a leading topic again as states begin to weigh in on laws. Social media is already buzzing about Brittney Griner’s sentencing and what about her stance on honoring our National Anthem? The January 6 hearings continue to produce new fodder for talkers as the Russia-Ukraine-China-Taiwan storyline is on the radar — literally. Those topics don’t touch what’s happening in your neck of the woods. Somewhere along the way one of your local talent or nationally syndicated talent will say something that will offend listeners, sponsors, or both.

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Sales

Pending Business: SiriusXM’s Chutzpah

By Steve Lapa
Lapcom Communications Corp
President

 

BLOCK ISLAND, RI — Chutzpah!

That’s the way most AM/FM radio vets reacted to the recent SiriusXM ads. By now you should know about the upheaval over the “Why waste your time with AM/FM radio?” broadside attack launched last week.

Imagine, a frenemy like satellite radio calling our baby ugly. Chutzpah! Nobody does that to the people who gave most satellite radio talent their start, right?

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Analysis

Moms and Media 2022

Webinar notes by
consultant Holland Cooke

 

BLOCK ISLAND, RI — JUST in time to remind the otherwise-forgetful that Her special day is just yonder, “The Research Moms” at Edison Research update their annual report. You can download it – or watch a video of Thursday’s narrated presentation – at EdisonResearch.com.
This survey defines “Mom” as having a child 18 or younger at home. Her average age 41. And her media habits are changed since – and because of – the pandemic.

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Sales

Pending Business: “F” is for Frequency

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Radio is about to lose a legend and if you sell local direct, maybe it’s your fault! I’m not kidding, this is as real as it gets. Your future is at stake. I’ve already done my part, and the rest is up to you, direct sellers.

Do I have your attention?

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Front Page News Industry News

Monday, January 31, 2022

Monday Memo: Talk Radio 101 – LISTEN. “Streaming has music radio on its heels, because,” in consultant Holland Cooke’s view, “The Sentence Never Spoken is ‘Alexa, please play six commercials.’” Yet Cooke warns that “talkers should avoid taking false comfort that we’re less vulnerable to digital competitors, because people are using social media to talk to each other without us.” In this week’s column, HC details techniques to engage callers. Read it here.

 

Pending Business: It’s a Matter of Trust. Radio sales pro Steve Lapa says that it’s not unusual for news/talk radio sellers to unwittingly overlook the importance of the trust and credibility that their station’s hosts have engendered with their listeners. Too often, this important quality that’s not easy to match is left out of proposals for one reason or another. Read his column here.

Adriana Rizzo Named SVP of Consumer Marketing for Audacy. Marketing pro Adriana Rizzo joins Audacy as SVP of consumer marketing, effective January 31. In this role, Rizzo will lead the company’s audience growth initiatives across brand strategy, creative, messaging, media planning and attribution, while also managing the company’s Alchemy function, focused on the strategic integration of exclusive content and programming to Audacy’s over 200 million listeners. Audacy chief marketing officer Paul Suchman says, “We’re thrilled to have Adriana join our growing team. Her hire underscores our commitment to world-class marketing and our vision to become the audio platform of choice for consumers. The timing of Adriana’s hire is well aligned with our deep investments in technology and our future-proofed digital platform. Adriana will be a key partner to our business lines and to our marketing leads across broadcast, digital, sports betting and podcasting.” Rizzo was most recently with Discovery and launched streaming service Discovery+. She’s also served with ESPN. She comments, “I’m very excited to be joining Audacy at such an important and strategic time for the company and the industry. I look forward to working closely with this talented team and helping Audacy achieve new heights.”

After YouTube Snub, Heidi Harris Launches Vimeo Show. Twenty-four-year veteran Las Vegas-based radio talk show host Heidi Harris, currently heard at “97.1 FM Talk St. Louis” (KFTK-FM), is another conservative commentator recently banned from YouTube because of political content that the mega-platform says doesn’t meet its standards. In response, she has launched a new channel on Vimeo which will feature her daily “Headlines with Heidi” program. TALKERS founder Michael Harrison served as her first guest. Harris and Harrison discussed the current Big Tech censorship controversy as well as a number of “behind-the-scenes” talk media issues. To see the program, please click here.

2022 iHeartRadio Podcast Awards Take Place Virtually on Thursday. A number of celebrities will make guest appearances on this Thursday’s 2022 iHeartRadio Podcast Awards. The program was originally to take place live at the iHeartRadio Theater in Los Angeles but will now happen virtually at 9:00 pm ET on February 3 streaming on iHeartRadio’s YouTube channel and Facebook page as well as broadcast across select iHeartMedia radio stations nationwide. iHeartMedia says stars appearing include: Jason Bateman, Sean Hayes and Will Arnett, Martha Stewart, Matt Rogers and Bowen Yang, Paris Hilton, Shonda Rhimes, Will Ferrell, Wilmer Valderrama, and many more. While winners from most categories will be decided by a panel of industry leaders and creatives, the Podcast of the Year award is decided by social voting on Twitter. The nominees for Podcast of the Year are: “Code Switch,” “Conan O’Brien Needs a Friend,” “Crime Junkie,” “Louder Than a Riot,” “Office Ladies,” “SmartLess,” “Stuff You Should Know,” “The Daily,” “The Midnight Miracle” and “You’re Wrong About.”

Round Four of Holiday PPM Ratings Released. The fourth and final round of ratings data from Nielsen Audio’s Holiday PPM survey has been released for 12 markets including: Austin, Raleigh, Indianapolis, Milwaukee, Nashville, Providence, Norfolk, Jacksonville, West Palm Beach, Greensboro, Memphis, and Hartford. Nielsen’s Holiday 2021 sweep covered December 9 – January 5. Today, TALKERS magazine managing editor Mike Kinosian presents his Ratings Takeaways from this group of markets. Due to holiday listening habits influenced by Christmas music, spoken-word stations often lose share during this period, but not all stations saw losses this time around. In Indianapolis, Emmis Communications’ news/talk WIBC-FM adds seven-tenths for an 8.8 share (weekly, 6+ AQH share) but remains ranked #3 in the market. Cumulus Media’s WWTN-FM, Nashville “SuperTalk 99.7” is up eight-tenths for a 6.1 share finish and climbs from the #8 rank to #3. In Providence, Cumulus Media news/talk WPRO-AM/WEAN-FM rises nine-tenths to a 6.7 share but is still ranked #5 in the market. iHeartMedia’s WJNO, West Palm Beach adds a half share for a 2.3 share finish good for the #11 rank. You can see Mike Kinosian’s complete Ratings Takeaways from this group of markets (as well as the first three rounds) here.

Ukraine Tensions/Sanctions, COVID-19, U.S.-China Relations/Olympics, Midterm Elections/Trump & the GOP, Spotify’s COVID Issue, Supreme Court Opening, North Korea Missile Test, and NFL Playoffs Among Top News/Talk Stories over the Weekend. Russia’s military build-up at the Ukraine border and the West’s threatened sanctions if Russia invades; the rate of COVID-19 cases in the U.S. and abroad, and mask & vaccine mandates; the Biden Administration’s relations with China and the Beijing Winter Olympics; the battle for control of Congress in the November midterm elections and Donald Trump’s influence on the GOP; Spotify deals with artists pulling their music in response to what they term medical misinformation being spread on the “Joe Rogan Experience”; the controversy over President Joe Biden’s promise to nominate a Black woman to fill retiring Justice Stephen Breyer’s Supreme Court seat; North Korea tests a new missile causing concern over its military ambitions; and the Cincinnati Bengals will face the Los Angeles Rams in the Super Bowl after Sunday’s games were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Advice

Monday Memo: Talk Radio 101 – LISTEN

By Holland Cooke
Consultant

 

BLOCK ISLAND, RI — Talk radio isn’t just different than music radio. It’s better. Talk radio is never on in the background. And streaming has music radio on its heels, because The Sentence Never Spoken is “Alexa, please play six commercials.”

Yet talkers should avoid taking false comfort that we’re less vulnerable to digital competitors, because people are using social media to talk to each other without us. So joining the conversation there is now table stakes. But defending the towers remains Job One.

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