Tag: Lapcom Communications Corp

Sales

Pending Business: When Controversy Strikes

By Editor | by Editor

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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Front Page News Industry News

Monday, August 1, 2022

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Beasley Broadcast Group 2022 Q2 Net Revenue Rises 8.8%. The first radio-based audio firm to report 2022 second quarter financial data is Beasley Broadcast Group, which reveals net revenue of $64.8 million, an increase of 8.8% over the same period in 2021. The company also reports an operating loss of $5.4 million and a net loss of $14.5 million and explains the losses saying, “The operating loss in the second quarter of 2022 primarily reflects an $8.6 million non-cash impairment loss due to an increase in the discount rate used in the analyses to estimate the fair value of FCC licenses and goodwill in a rising interest rate environment. For the comparable three months ended June 30, 2021, the company recorded $1.5 million of other operating income, net from life insurance proceeds related to the death of George Beasley, the company’s former chairman. As a result of these factors, Beasley reported a net loss of $14.5 million, or a negative $0.48 per diluted share, in the three months ended June 30, 2022, compared to net income of $0.2 million, or $0.01 per diluted share, in the three months ended June 30, 2021.” Beasley CEO Caroline Beasley states, “Beasley delivered another period of strong top-line results in the second quarter, reflecting solid year-over-year growth across all of our revenue sources. Net revenue increased 8.8%, inclusive of a 4.3% rise in audio revenue and a 34.3% rise in digital revenue, with digital accounting for 16.5% of second quarter net revenue. Digital remains a central component of our revenue diversification strategy, and the momentum we are seeing in our digital business is further underpinned by our ability to grow digital revenue 37% on a quarterly sequential basis, while also improving our digital margin. Our new business performance was robust this quarter, as we recorded $7.8 million in new business revenue, representing a 60% increase from the first quarter of 2022 and 16% growth over the comparable prior year period. In addition, we acquired a small white label digital agency at the end of June, which will immediately contribute positive cash flow and synergies. We believe these results continue to demonstrate the inaccuracy of the perception that radio is more challenged than other segments of the technology, media, and telecom sectors… We are keeping a close eye on the declining economic environment and initiated cost reductions beginning in the second quarter. Looking ahead, we will continue to focus on controlling what we can control, maximizing our growth opportunities, managing our expenses and capital structure, serving our audiences and advertisers and delivering results for our stockholders.”

Monday Memo: Review Airchecks…Later. As “automation and syndication have made radio less-local,” consultant Holland Cooke calls talent coaching “a lost art”; and he uses this week’s column to offer tips “for hosts and DJs who feel neglected.” Read more here.

 

Pending Business: The One Thing Every Advertiser Should Know. Radio sales pro Steve Lapa says that any radio seller who wants to be successful has to answer the following question: “What is the one ‘thing’ every advertiser should know about my on-air talent?” In other words, what is the unique selling point that can be connected to your on-air talent and only the talent you represent. Read his column here.

Alex Silverman to Lead Programming at All-News KNX-AM/FM, Los Angeles. News radio programming pro Alex Silverman is moving to Audacy’s KNX-AM/FM, Los Angeles to serve as director of news and programming, effective September 19. He’s been serving with the company as brand manager for the company’s all-news KYW-AM/FM, Philadelphia since 2018. Prior to that, he was assistant director of news and programming at Audacy’s WCBS-AM, New York. In his new role at KNX, Silverman will “oversee the station’s editorial strategy and newsroom, including broadcast and digital operations, with an eye towards audience and revenue growth and engagement on all platforms.” Silverman states, “KNX News is iconic. I can’t wait to work with the amazing team to build the future of the brand and set the agenda for news coverage in Southern California. Thank you to Jeff Federman, Chris Ebbott, Jeff Sottolano and Bill Smee for their confidence in me and commitment to impactful local journalism.” Silverman is a graduate of Syracuse University’s S.I. Newhouse School of Public Communications. He serves on the board of directors of the Radio Television Digital News Association and has been an adjunct instructor at Fordham University, where he designed a course titled, “Social Media for Journalists.” Silverman takes over the role from Ken Charles, who did not renew his contract with the company.

Dwight Jaynes Joins Afternoon Show on ‘Rip City Sports Radio 620.’ Sports talk host Dwight Jaynes is joining Chad Doing at iHeartMedia’s KPOJ, Portland “Rip City Radio 620” as co-host of the “Rip City Drive” program that airs from 3:00 pm to 6:00 pm. Jaynes, also known as “The Godfather,” spent 25 years as a sports columnist for the Oregon Journal and The Oregonian covering the NBA’s Trail Blazers and has co-written two books about the team. He also spent 11 years at NBC Sports Northwest, hosting “Talkin’ Ball” and “Posting Up.” Prior to that, Jaynes hosted the “Morning Sports Page” show alongside Doing on KXTG-FM, Portland. Doing says, “I am thrilled to be reunited with my former partner. Dwight is a Hall of Famer for good reason – no one has more experience covering Oregon sports. I look forward to making compelling radio with him every day. His sports knowledge and storytelling are unmatched.” Jaynes comments, “I am beyond excited to return to sports talk radio – especially with my old partner Chad Doing – who I believe to be one of the best in the country. The best part of our shows has always been our willingness to take on the tough issues – sports or otherwise – and find creative ways to shape discussion and opinion. At the same time, you never quite know what we’re going to do next… because we don’t!”

Clay Travis & Buck Sexton Interview Trump at LIV Golf Tourney in Bedminster, New Jersey. Pictured above with former President Donald Trump are Premiere Networks syndicated talk hosts Clay Travis (left) and Buck Sexton (right) at the Trump National Golf Club in Bedminster, New Jersey, the site of the LIV Golf tournament. Trump joined the duo live on their show discussing such topics as recession, China and Taiwan, and whether he’ll run for president in 2024, about which he said, “Very hard for me not to run to be honest. And also the polls indicate from the Republican standpoint it would be easy. And I think I was up 11 points on Biden the other day… I don’t know why 11… If you guys ran, you’d be up more than 11… In my mind, I’ve already made the decision.”

Stacey Thomas Named Director of Marketing for iHeartMedia Philly. Eighteen-year iHeartMedia Philadelphia staffer Stacey Thomas is promoted to director of marketing and promotions for the cluster that includes sports talk WDAS-AM “The Gambler” and WTEL “BIN: Black Information Network.” In this role, Thomas will oversee the Philadelphia brand portfolio and will be responsible for developing, planning, and directing all marketing and promotions efforts. She previously served the cluster as media integration director. iHeartMedia Philadelphia market president Jeff Moore says, “It has been remarkable working alongside Stacey and watching her persevere through numerous changes and challenges. A tireless worker who puts the needs of iHeart Philly above all else will now get the chance to put her stamp on the promotions department in a time when making deep and meaningful relationships with our audiences and partners couldn’t be more important.”

Ava Lynn LaRue Named Inaugural MIW Mentee in Minnesota. The Mentoring and Inspiring Women in Radio, Inc and the Minnesota Broadcasters Association announce that Ava Lynn LaRue is named the inaugural mentee for the “MIW Mentoring and Inspiring Women in Minnesota” program. This partnership between the two organizations is led by MBA president Wendy Paulson and is MIW’s newest mentoring opportunity and the start of its three-to-five year strategic plan to partner with state broadcast associations across the United States and assist in building in-house, ongoing programs devoted to coaching and guiding the next generation of radio professionals. LaRue is the station manager for Q-Media Group, LLC in Red Wing, Minnesota. MIW board president Ruth Presslaff says, “Lightning struck twice! Partnering with Wendy has been positive, productive, and way fun. And then to meet the powerhouse Ava LaRue and have the opportunity to work with her is what the MIWs are all about. Thanks MBA, Wendy, and Ava!” Paulson adds, “A huge ‘thank you’ to all of the incredible women who applied to participate in the 2022 ‘MIW Mentoring and Inspiring Women in Minnesota’ program! The judging committee was blown away by the depth of talented women that applied to be part of this pilot mentorship program!”

Biden’s Energy & Health Bill, Inflation Reduction Act, November Midterms/2024 Presidential Race, COVID-19/Biden Positive Again, Pelosi’s Asia Trip, Russia-Ukraine War/Global Food Crisis, Deadly Kentucky Floods/Western Wildfires, Monkeypox, and Nichelle Nichols & Bill Russell Die Among Top News/Talk Stories Over the Weekend. The fate of President Joe Biden’s energy & healthcare bill; debate over the Schumer–Manchin authored Inflation Reduction Act; November’s midterm elections and the 2024 presidential race; the rate of BA.5 subvariant infections in the U.S. and Biden’s testing positive again; House Speaker Nancy Pelosi’s trip to Asia and China’s threats if she visits Taiwan; the Russia-Ukraine war and its effects on the global food supply; the continuing threats of flooding in Eastern Kentucky and the Western wildfires; the growing monkeypox epidemic; and actress Nichelle Nichols and basketball legend Bill Russell pass away 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: The Great Resignation

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — No doubt you’ve been reading about The Great Resignation.

Seems we’ve hit a 20-year high in workers throwing in the towel and calling it quits. Who can blame them, with stipend checks and readily available job openings. The Pew survey says the top three reasons for The Great Resignation are: low pay, lack of advancement opportunity, and feeling disrespected at work.

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Front Page News Industry News

Monday, July 18, 2022

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Pending Business: SiriusXM’s Chutzpah. Radio sales pro Steve Lapa says AM/FM radio needs a stronger response to attacks like the broadside leveled at it by SiriusXM last week in its “Why waste your time with AM/FM radio? campaign. “Timing is everything and as much as it hurts, the “Why waste your time?” ad was well played. AM/FM radio can’t afford to ignore a broadside attack. Playing the local, free and emergency cards is a solid first step. Every AM/FM radio listener and advertiser can use a reminder. Just like a utility, we take it for granted until it’s not there when you need it.” He offers three concepts for development that support radio’s value. Read it here.

Monday Memo: Dine with Seinfeld’s Parents. Consultant Holland Cooke continues his month-long series “Inflation Hacks, money-saving tactics for your listeners (and yourself).” In this week’s column, HC offers “escape from Ramen, and your dentist!” Read it here.

‘The Big Picture’ Panel Video from TALKERS 2020 Posted. Today (7/18), the video of the panel discussion titled, “The Big Picture,” from the recent TALKERS 2022 convention at Hofstra University is posted. The panel was moderated by TALKERS magazine publisher Michael Harrison (who was introduced by Dottie Herman, vice-chair, Douglas Elliman Real Estate and host of “Eye on Real Estate” heard on WNYM, New York “AM 970 The Answer”) Panelists included: Vince Benedetto, CEO, Bold Gold Media Group; Lee Habeeb, host/producer, “Our American Stories”; Kraig Kitchin, CEO, Sound Mind, LLC; Josh Leng, CEO, Talk Media Network; and Chris Oliviero, president/market manager, Audacy New York. See the video here.

Salem Rises to Prominence in Conservative Media. In a profile piece published in TALKERS magazine today (7/18), executive editor Kevin Casey chronicles some of the history of Salem Media Group and highlights the company’s steadily growing prominence in the conservative media universe. At the very heart of Salem Media Group is its philosophy and mission. Co-founder and executive chairman of the board Ed Atsinger says, “Salem’s leadership enthusiastically embraces the concept of American exceptionalism – that America is unique in human history as a place where no matter your social status, your ethnicity, your religion, or your country of origin the American dream is available for the taking. Today there are ideologies conspiring to tear us apart by promoting identity politics under such euphemisms as ‘critical race theory.’ Salem is committed to do all that we can to counteract the forces that would tear us apart, and we have created a company uniquely positioned to achieve that goal. Fortunately, there are enough Americans committed to religious faith and conservative values to help us achieve that goal.” Company SVP of spoken word format Phil Boyce states, “When I joined Salem’s team in early 2012, I had no idea the company was positioned to explode onto the conservative landscape like it did. My 14 year’s experience programming WABC in New York – the most-listened-to news/talk station in the nation – had prepared me well for the explosive times we were about to enter at Salem. We’ve been in a culture war for years in this country, and Salem is able to use its assets to further the cause, doing good, while informing and entertaining our audience.” Read the entire story here.

LiveOne to Spin Off PodcastOne into Separate Company. On Friday (7/15), LiveOne revealed its intention to spin off wholly owned subsidiary PodcastOne, as a separate public company to be listed on a national exchange and its plan to dividend a portion of PodcastOne’s common equity to LiveOne’s more than 15,000 stockholders as of a future record date. LiveOne says it hopes to complete the spin-off be year’s end. Related to the anticipated spin-off, PodcastOne closed a private placement financing of convertible notes and warrants totaling approximately $8.1 million prior to offering expenses, including $3 million invested by LiveOne, whereby the terms of the financing value PodcastOne at a pre-money valuation of $60 million. LiveOne CEO Robert Ellin states, “The goal of both our management team and board of directors is to maximize stockholder value. PodcastOne has been a tremendous addition to LiveOne since our acquisition in 2020, and we feel strongly that the market value of our stock dramatically undervalues the sum of our parts, which includes our PodcastOne subsidiary. Upon the successful completion of the spin out, we believe PodcastOne will be the only major pure play podcast company trading on a national exchange.” PodcastOne president, Kit Gray comments, “The podcasting business has exploded over the past five years and PodcastOne is one of the largest independent podcast companies in the world. The company is one of only two independent podcasting publishers in the top 10 of Podtrac’s list of Top Publishers. We believe that by trading as a separate public company, PodcastOne will have the opportunity to access the public capital markets as well as be better positioned to both acquire podcast platforms and attract significant podcast talent.”

Round Four of June PPMs Released. The fourth and final round of ratings data from Nielsen Audio’s June 2022 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 June 2022 sweep covered May 26 – June 22. Today, TALKERS magazine managing editor Mike Kinosian presents his Ratings Takeaways from this group of markets. In Raleigh, iHeartMedia’s news/talk WTKK-FM adds eight-tenths to finish the survey with an 8.0 share (weekly, 6+ AQH share) that lifts it to the #3 rank, while Curtis Media Group’s crosstown news/talk WPTF is up two-tenths for a 1.7 share good for the #17 rank. Good Karma Brands’ news/talk WTMJ, Milwaukee solidifies its #1 finish after adding 1.1 shares for an 11.4 share finish, while iHeartMedia’s crosstown news/talk WISN sheds six-tenths for a 9.0 and falls back to the #3 rank. Cumulus Media’s news/talk WWTN-FM, Nashville adds a full share for a 6.9 share finish but remains in the #4 rank. Cox Media Group’s news/talk WOKV-FM, Jacksonville remains ranked #2 after dipping four-tenths for a 9.2 share finish. See Mike Kinosian’s complete Ratings Takeaways from this group of markets (as well as the first three rounds) here.

Up on the Roof.  Posing for promo shots on the roof of the Imperial Square Building (that housed the radio station) in Hempstead, Long Island during the Winter of 70-71 is the original airstaff of the legendary progressive rock station WLIR. Pictured (l-r): Richard Neer, Pete Larkin, Don K. Reed and Michael Harrison. All went on to colorful and groundbreaking careers in the media. Reed, who would serve for many years at WCBS-FM, New York, died over the weekend. His cause of death was not reported but it is believed he had been battling heart issues. You can see the memorial tribute video created by Art Vuolo here.

KXEL, Cedar Rapids Celebrates 80th Anniversary. Pictured above is Iowa Governor Kim Reynolds signing the document declaring Thursday, July 14 “KXEL Radio 80th Anniversary Day” in the state. Standing next to her looking on is KXEL host and program director Jeff Stein. The NRG Media news/talk station was the first station in the U.S. to sign on with the maximum 50,000-watts on a clear channel signal. It first took to the air at 5:30 am on July 14, 1942, from studios in downtown Waterloo, Iowa. It was founded by Joe DuMond, a Waterloo native who came to national prominence portraying “Josh Higgins of Finchville” on NBC Radio in the 1930s and 1940s.

Biden in Middle East, Midterms/2024 Presidential Race, The Economy, Uvalde Report, January 6 Hearings, Russia-Ukraine War, COVID-19, European Heatwave/Wildfires Among Top News/Talk Stories Over the Weekend. President Joe Biden’s trip to the Middle East and his meeting with Saudi Arabia’s Mohammed bin Salman Al Saud; the November midterm elections and speculation about the nominees for president in 2024; the high inflation rate, unstable stock market, and fears of a recession; the release of the Uvalde School Shooting report; the ongoing January 6 hearings; Russia’s ongoing invasion of Ukraine and its impact on the global economy; the climbing rate of subvariant BA.5 COVID cases in the U.S.; the intense heatwave gripping Europe and the Mediterranean wildfires 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: SiriusXM’s Chutzpah

By Editor | by Editor

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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Sales

Pending Business: Stop the Whining!

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By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Can we please stop the whining!

Have you noticed that annoying trait creeping up more often in your daily routine? From hospitals to hospitality, airlines to air conditioning repair, understaffed businesses are short-handed, resulting in unproductive pushback.

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Front Page News Industry News

Tuesday, July 5, 2022

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Monday Memo: Vino, Vodka, Video. All this month, consultant Holland Cooke is using his weekly column to offer “Inflation Hacks,” dozens of ways to cope with “the rising cost of EVERYTHING,” tips for your listeners (and you). Read it here.

 

Pending Business: Halftime. Radio sales pro Steve Lapa says the third and fourth quarters of 2022 are looking a little foggy due to inflation and the possibility of recession, but says, “The good news is by now you’ve met with your manager and second half adjustments are in place. You have agreed on the course correction expectations and the game plan that will help you power through the dynamics of a constantly changing business environment.” He offers some suggestions for tackling the next six months and keeping those commission checks coming in here.

New TALKERS 2022 Session Video Posted. The latest video from the June 10 TALKERS 2022 convention at Hofstra University to be posted is the panel discussion, “Maintaining Integrity in Times of Political and Cultural Polarization.” The panel was moderated by WPHT, Philadelphia talk host Dom Giordano and featured panelists: Mandy Connell, host, KOA, Denver; Jeff Katz, host, WRVA, Richmond; Joe Thomas, PD, WCHV, Charlottesville, Virginia; Dr. Daliah Wachs, physician/host, Genesis Communications Network; and Lisa Wexler, host, WICC, Bridgeport/Probate Judge, Connecticut. View the video here.

HRN Media Launches Carlos Baerga Show for Hispanic Audiences. A new, daily feature titled, “Are You Ready to Play Ball with Carlos Baerga and Legends from Yesterday and Today” is debuting in national syndication from HRN Media Networks. The 90-second feature includes baseball analytics and interviews with elite players. HRN Media Networks president Clark Logan says, “Carlos is an energetic and dynamic sports figure, who will entertain listeners. Baseball is the most popular American sport among Hispanics, and Carlos’s insights about the game and the top-name players that will join him will engage sports fans.” Baerga comments, “I am excited to launch my Hispanic radio career with the HRN Network and talk about my favorite topic… baseball. Listeners will get behind-the-scenes stories from the elite players we’re going to have on as guests.  I can’t wait to get started.”

Former Florida Sports Talk Host Hank Goldberg Dead at 82. Numerous mainstream news outlets, including CBS Sports, are reporting the death of former sports talk host “Hammerin’ Hank” Goldberg, who died on his 82nd birthday at his Las Vegas home. Goldberg hosted a South Florida sports talk show first on WIOD and later on WQAM from 1978 through 2007. He also became a nationally known reporter and prognosticator. Goldberg had been battling kidney disease and CBS Sports reports that Goldberg, who’d been working for CBS Sports HQ and SportsLine, continued to work until about three weeks ago, despite his declining health. Goldberg broke into the sports media world ghost-writing Jimmy The Greek’s syndicated gambling column. He also worked at ESPN.

The Economy, January 6 Hearings, Fourth of July/Deadly Illinois Shooting, Midterms/2024/Trump & the GOP, Russia-Ukraine War, Brittney Griner Case Among Top News/Talk Stories Over the Weekend. The high price of gas & food, the declining financial markets, and threats of a recession; the January 6 Committee hearings and questions about former President Donald Trump’s role in the Capitol assault; the Fourth of July holiday and the shooting in suburban Chicago that took the lives of six people; the midterm elections, speculation about presidential candidates in 2024, and Donald Trump’s influence over the GOP; the ongoing Russian invasion of Ukraine and its effects on the global economy; and American basketball player Brittney Griner writes a letter to President Joe Biden from her Russian jail 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: Halftime

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Halftime is over.

July is here and Q3-Q4 is looking a little foggy. The crystal ball is clouded with recession, inflation and new competition.

The good news is by now you’ve met with your manager and second half adjustments are in place. You have agreed on the course correction expectations and the game plan that will help you power through the dynamics of a constantly changing business environment.

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Sales

Pending Business: Roe v Wade

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By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — When the Supreme Court first ruled on Roe v Wade in 1973, talk radio was a fledgling niche format struggling to help re-establish fading interest in AM radio. Fast-forward 50 years to last Friday’s Supreme Court ruling that could drive well-programmed talk radio stations to the forefront of every community.

As the ruling to reverse Roe v Wade works through societal and financial issues, could 50 years of history be reversed? Could the impact change the next 50 years of talk radio? Here are three possible shifts that could change your talk radio marketing strategy.

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Sales

Pending Business: Digital Audio Keeps Growing

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By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Seems there was a research release rally last week. Did you show up?

Probably not. Based on my sample base, most sellers were heads down doing what they like to do best. How about your manager? Did the boss bring something new to the tool kit? Sorry, bosses out there. If not, no worries. Read on as we scan my yellow highlighter for the quick notes.

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Sales

Pending Business: Happy Father’s Day

By Editor | by Editor

By Steve Lapa
Lapcom Communications
President

 

PALM BEACH GARDENS, Fla. — Always taken for granted, forever undersold by radio sellers. So goes this 112-year-old celebration. Could it be because it was created as a complement to its senior partner, Mother’s Day? Or could it be because it was started in Spokane, Washington? It really doesn’t matter. Father’s Day is now a $20 billion dollar 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?

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Sales

Pending Business: Local Host vs Facebook

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By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — What is with the plethora of bar graphs showing us what we already know? Do we really need another thermometer “Why listeners consume radio/audio” graph?

I guess we do need another study for the tidbit that is the premise behind hundreds of thousands of daily newscasts. This all started with a caveman pounding out the news on a log, then discovering fire, realized smoke signals attracted a bigger audience and the concept of results from a newscast was established. Maybe some of us are still at the campfire, or still selling like it.

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Sales

Pending Business: The Ego Drive Connection

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By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — What critical personality trait connects you, the seller, to your leading talk show host? I’ll bet you never gave that a minute of your time!

This important trait in every top seller and top talker is present on every sales call and in every show. It is not a skill or learned technique, but if this one trait doesn’t shine properly, performance will suffer. Pause here as we zoom back.

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Front Page News Industry News

Monday, May 16, 2022

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Pending Business: You Only Know What You Know. Radio sales pro Steve Lapa writes in today’s column that sellers and managers who’ve worked at just one station or in one market their entire careers can find their knowledge of innovation in the industry limited, and causes him to ask, “How do you learn new sales concepts and grow past what you know?” Read more here.

 

Monday Memo: Repeat After Me. “Who ARE you, for listeners’ purpose?” consultant Holland Cooke asks in this week’s column, which reminds that “we need to remind, remind, remind.” Read his column here.

 

iHeartMedia’s BIN Partners with CareerBuilder for Jobs Initiative. A new relationship between iHeartMedia’s BIN: Black Information Network and , the first and only 24/7 national and local all-news audio service with a Black voice and perspective, and global talent acquisition and job marketplace platform CareerBuilder, are joining forces to launch “100,000 Careers,” a career initiative platform that aims to connect employers who are seeking a highly qualified and diverse workforce with Black American job seekers who are looking to advance to higher levels or start a career. A press release states that the mission of the “100,000 Careers” initiative is to help people in the Black community find a job and build the career of their dreams. The platform includes tools to help candidates get started, such as job listings, easy resume building, and custom content designed to help Black listeners identify their transferrable skills and discover new careers. The 100,000 Careers platform will be a one-stop-shop for connecting employers with Black American career-seekers looking to advance. Tony Coles, division president for iHeartMedia Multiplatform Group and president for BIN: Black Information Network, says, “One of our highest priorities has been to call attention to the disproportionate income and unemployment gaps the Black community faces. That’s why we are thrilled that our partners at CareerBuilder have joined us in this effort to help 100,000 listeners not only find work, but to help them leverage their transferrable skills to build careers.”

 

Buffalo Mass Shooting/Houston & SoCal Shootings/Gun Control, Abortion Rights, the Economy, Midterms/Trump & the GOP, Russia-Ukraine War, COVID-19, and Elon Musk & Twitter Among Top News/Talk Stories Over the Weekend. Deadly shootings that took the lives of 10 in Buffalo, one in California, and two in Houston; reactions to the leaked draft of the Supreme Court’s expected ruling that would overturn Roe v Wade; the high price of gas & food, supply chain issues, and fears of a recession; the primary races for the November midterm elections and Donald Trump’s influence over the GOP; the ongoing Russia-Ukraine war; the Omicron variants keeping COVID-19 present in the U.S. and China’s zero-COVID actions; and Elon Musk’s bid to acquire Twitter is put on hold among top news/talk stories over the weekend, according to ongoing research from TALKERS magazine.

Sales

Pending Business: Howdy Partner

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Somewhere along the line someone changed the lyrics.
Our advertisers, our customers, became “partners.” Now that’s weird.

Do our advertisers (customers) really want a partnership in the true sense of the word? Or do our advertisers want what everyone else wants: maximum value at the best price?

Supermarkets don’t call shoppers partners, yet we are regular spenders seeking value for the dollar, same with the gas station. No partners at the produce section or the gas pump, just us regular customers.

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Sales

Pending Business: Drop These Excuses and Earn More

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Here is a tip or two to help you increase your income.

Drop these two old school excuses from your sales banter and get closer to the winning side of your business interactions.

I am as serious as your commission check. What I am about to share, fresh from the field, is as old as your first pocket calculator with the same limitations of performance, yet I hear this day after day in my marketing work. It’s old, tired, and needs to go.

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Sales

Pending Business: Raising Your Rates?

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Last week was one for the media history books. For stock market watchers, last Friday was a nauseating roller coaster ride. In case you were off the grid, here’s just a taste.

Netflix lost $50 billion in value, CNN+ shut down after a month, Meta (Facebook) has already lost almost half its value, and Elon Musk may still wind up with Twitter. A top 50-market radio station we use in my marketing work raised rates by 250% as ratings slid.

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Front Page News Industry News

Monday, April 18, 2022

By Editor | by Editor

Monday Memo: Spring Cleaning. “You’re expecting a metaphor,” Holland Cooke reckons. “When a consultant says, ‘Spring Cleaning,’ you brace for a checklist of tough choices when Spring ratings come in.” But HC says, “Take me literally,” as he wistfully chronicles procrastination you can likely relate to. Read more here.

 

Pending Business: The Anecdote. Radio sales pro Steve Lapa writes today about the value of a relatable anecdote in the talk radio sales process. He compares the focus a golfer has when playing the game to the connection hosts have with listeners. “Think about the engagement level of your listener with their favorite talk show host. The outside world shuts down for a brief moment as that listener is focused on what your host is saying. The host presents the content in a way that helps the listener shut out their daily distractions and engage with the host, guest and callers.” Read more here.

 

Key Networks and Beasley Partner to Offer Features for Sports Talk and Music Stations. This partnership between Key Networks and Beasley Media Group will make the features “Esports Quick Hits” and “Game Pop” available to sports talk stations and music stations, respectively. The 30-second segments are produced by Benztown and “deliver high energy, entertaining video gaming and pop culture content that ties esports to the traditional sports world by keeping listeners up to date on the latest esports and pro-gaming news.” The two companies announce that SportsMap Radio will be airing the feature on more that 100 U.S. stations on the SportsMap network four times a day every Monday through Friday. Beasley Media Group CEO Caroline Beasley says, “Beasley Media Group and our Beasley Esports division couldn’t be more excited about this new partnership! Key Networks is very aligned with us on developing and distributing next-generation content that reflects the growing popularity of digital sports.” Key Networks COO Dennis Green adds, “Key Networks continues to partner with best-in-class brands, and we are delighted to bring the esports features ‘Quick Hits’ and ‘Game Pop’ to stations across the country. Our partners at Beasley Media Group discovered early on that esports appeals to a young audience that continues to grow by leaps and bounds. Now is the time to get on board, as the future for esports is NOW!”

 

Report: Alex Jones’ Infowars Files for Chapter 11 Protection. According to a story by Bloomberg, Alex Jones’ Infowars is seeking Chapter 11 protection in Southern Texas, “with liabilities of as much as $10 million, according to a court filing.” The story notes that Alex Jones and his companies were found liable in a defamation lawsuit in Connecticut that was brought by families of some of the children killed in the 2012 Sandy Hook school massacre. The families testified that they were harassed by fans of Jones’ program after Jones claimed that the families were paid crisis actors and that no children actually died. Jones has since stated publicly that he knows the massacre actually took place. Jones is awaiting the next phase of the case as the trial will determine the damages. Jones was also found liable in a similar case filed in Texas.

 

Devon Doers Named VP of Sales for iHeartMedia Twin Cities. Radio sales pro Devon Doers joins iHeartMedia as vice president of sales for the Minneapolis station group that includes news/talk KTLK-AM and sports talk KFXN “KFAN,” plus five music brands. Doers comes to iHeartMedia from Townsquare Media’s Bozeman, Montana operations where he’s been serving for the past eight years. iHeartMedia Minneapolis SVP of sales Bekki Yang says, “Devon’s extensive career in media, which has evolved over the years to include multi-channel marketing and digital, is what we’re most excited about.” Doers comments, “I am excited to help and be part of such a talented, experienced and great group of professionals with everyone at iHeartMedia Minneapolis.”

 

Dan Sileo and JAKIB Media Partners Extend and Expand ‘The National Football Show.’ A new deal between JAKIB Media Partners and sports talk personality Dan Sileo is announced. The new pact expands Sileo’s “The National Football Show” program by one hour to stream from 3:00 pm to 6:00 pm daily. JAKIB Media Partners president Joe Krause says, “Dan Sileo knows football and knows the stars of the game. In his expanded role, sports fans will find themselves wanting more and more from Dan Sileo.” In addition, Sileo will host, “The College Football Show” every Saturday and team up with Barrett Brooks for a bi-weekly, one-hour show called, “In the Trenches.”

 

Russia-Ukraine War, the Economy/Inflation, Weekend Gun Violence, Biden Approval Ratings, Midterms/Trump & the GOP, COVID-19, and Easter & Passover Holidays Among Top News/Talk Stories Over the Weekend. Russia’s ongoing invasion of Ukraine, the pressure on NATO, and the economic effects of the war; the state of the U.S. economy and the high price of gas and food; the shootings in Pittsburgh and South Carolina; the low approval ratings for President Joe Biden; the battle for control of Congress in November’s midterm elections and Donald Trump’s influence over the GOP; the return to mask mandates at some U.S. colleges, concerns about the BA.2 variant, and the lockdowns in Shanghai and Hong Kong; and the Easter and Passover holidays 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: The Anecdote

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — News and talk radio sellers are boring.

Sorry if I offended you. But that’s what I see in the marketing work I do.

It’s all about numbers on paper. If ratings are not part of the pitch, it comes down to a laundry list of predictable guests, a boilerplate bio, and whatever else is fast and easy.

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Front Page News Industry News

Monday, April 11, 2022

By Editor | by Editor

Pending Business: It Should Be Easy. Radio sales pro Steve Lapa says in today’s column that advertising with your news/talk station should be easy. But, is it? He says, “I’m betting it’s more difficult than you think.” If you’ve never done it, try to call your station – from outside the building – and go through the process of reaching the sales department. Lapa offers a “self-check” to see how you do in the area of communication. Read more here.

 

Monday Memo: Bad News. Following-up last week’s column about how stations can better-exploit “good news,” consultant Holland Cooke outlines a playbook for “handling the gaffes inevitable in talk radio.” Read more here.

 

Cumulus Media and Daily Wire Partner for Local Digital News. A new syndication agreement between conservative news and entertainment media company The Daily Wire and Cumulus Media will include delivering Daily Wire digital content to Cumulus radio station websites in key markets across the United States. Under the terms of the deal, Daily Wire breaking news, original reporting, sports, and entertainment coverage by The Daily Wire is available on more than 50 Cumulus radio station websites, with plans to expand in the coming weeks. Cumulus Media EVP of corporate marketing and president of Westwood One, Suzanne Grimes, says, “This new deal expands our partnership with Daily Wire to include yet another Cumulus distribution platform. Our listeners now have a new way to engage with high quality content from The Daily Wire, in real time, on our Cumulus local stations’ websites.” Westwood One and Daily Wire already partner to deliver “The Ben Shapiro Radio Show.” Last year, Westwood One and Daily Wire announced they were expanding broadcast programming offerings with the addition of “The Michael Knowles Show” from 5:00 pm to 6:00 pm ET.

 

‘The Regular Joe Show’ Enters Syndication with Genesis Communications Network. Talk radio host Joe Giganti announces he and Genesis Communications Network are partnering to nationally syndicate his “The Regular Joe Show.” His program has been regionally syndicated throughout Wisconsin from his home base at Midwest Communications’ WTAQ, Green Bay since 2020. Giganti says, “When I moved to Green Bay in 2007 from my native Washington, D.C., I quickly recognized the pivotal role Wisconsin specifically and the heartland generally play in our national political identity. This impact was drawn into crystal-clear focus with the intrigue surrounding the 2020 elections.” GCN affiliates director Adam Miller comments, “The GCN family is excited to welcome ‘The Regular Joe Show’ to its morning lineup! With a proven track record in Green Bay and markets across Wisconsin as a whole, we look forward to seeing this broadcast perform at a national scale as our country transitions into an uncertain and polarized future.”

 

iHeartMedia Names Whalley VP of Sales for WOR-AM and WAXQ-FM in New York. Radio sales pro Brittany Whalley joins iHeartMedia New York as vice president of sales for news/talk WOR-AM “The Voice of New York” and classic rock WAXQ-FM “Q104.3.” In this role, Whalley will be responsible for overseeing the Q104.3 and 710 WOR sales teams, including sales growth and strategic partnerships. She will report to SVP of sales Steve DeLusant. Whalley joins the iHeartMedia New York team from Cox Media Group’s Long Island station group where she was general sales manager. She says, “iHeartMedia is a massive leader in the audio space and I am ecstatic to be joining their NYC team. I look forward to collaborating with the incredibly talented sales team and achieving goals the leadership team has put in place. The abundance of resources available at iHeartMedia to super-serve clients is a dream come true.”

 

TALKERS News Notes. The nationally syndicated early afternoon program “The Todd Starnes Show” has two new affiliates in the Sunflower State as Steckline Communications adds the 12:00 pm – 3:00 pm ET show to KQAM, Wichita and KIUL, Garden City, Kansas…..ESPN Radio announces that it is teaming former New York Giants star Chris Canty (left) and sports radio pro Chris Carlin (right) for the new 3:00 pm to 7:00 pm ET “Canty & Carlin” program, effective April 25. Canty says, “I’m fired up to work with Carlin. We were able to establish chemistry going back to our days working at 98.7 FM in New York. He’s a pro’s pro that puts in the work to be at his best and also bring out the best in others. We both take sports seriously, but we won’t take ourselves seriously. We’ll keep our audience informed, make them think and hopefully get a few laughs along the way.”…..Chicago media writer Robert Feder reports that current WBBM-FM “B96” weekend personality Gabe Ramirez is beginning a dual role with Audacy Chicago. He’s now a regular fill-in host on sports talk WSCR “The Score.” He begins his work with the station hosting the evening show this week. Also, WSCR promotes Chris Tannehill to senior audio producer…..Federal Communications Commission chairwoman Jessica Rosenworcel and National Association of Broadcasters president and CEO Curtis LeGeyt will participate in a fireside chat on the NAB Show on April 25 in Las Vegas. LeGeyt says, “In today’s hyper-competitive media landscape, a regulatory framework that allows local radio and television stations to evolve, adapt and better serve their audiences is of vital importance. Broadcasters look forward to hearing from chairwoman Rosenworcel about her role as the head of a critical agency and her outlook on the future of our industry.”

 

Russia-Ukraine War, the Economy/Inflation, Midterms/Trump & the GOP, Hunter Biden Investigation, January 6 Committee/Greene Challenge, Macron-Le Pen Race, COVID-19, and Elon Musk & Twitter Among Top News/Talk Stories Over the Weekend. Russia’s continuing invasion of Ukraine and the U.S.’s reaction to the war; the state of the U.S. economy, including high gas and food prices; the November midterm elections and Donald Trump’s influence over the GOP; the ongoing DOJ investigation into Hunter Biden’s international business ventures; the January 6 committee’s investigation into the Capitol assault and a challenge to Marjorie Taylor Greene’s candidacy for re-election based on allegations she encouraged the January 6 attack; the race for France’s presidency between liberal Emmanuel Macron and conservative Marine Le Pen; concerns about a new wave of COVID in the U.S. as China continues harsh lockdowns; and Elon Musk declines to take a seat on Twitter’s board after acquiring a 9% stake in the company 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: It Should Be Easy

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — How easy is it to do business with you?

I’m betting it’s more difficult than you think. Most professional sellers rarely “eat their own dog food,” as in be the advertiser at your talk radio station.

Try this exercise. Be the client trying to make an advertising inquiry. Is the experience of going through the switchboard at your station friendly or is it the typical “if you know your party’s extension….”? Is it a confidence builder or killer as you go undercover and try to navigate becoming an advertiser?

(more…)

Front Page News Industry News

Monday, April 4, 2022

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Larry Elder Exits Salem Radio Network Talk Show. Longtime Salem Radio Network personality Larry Elder exits his role as host of his eponymous nationally syndicated talk program, effective immediately. Salem Media Group says that Elder has decided to move on from the Salem Radio Network after a six-year run hosting the 6:00 pm to 9:00 pm ET program and that it expects to announce a replacement for Elder in this slot very soon. Salem SVP of spoken word Phil Boyce says, “Larry is an icon as a radio talk show host and is a powerful voice as a leading black conservative, and we wish him all the best in his future endeavors. I hope there will be future opportunities for us to work together.” Boyce adds that this was “completely, 100% Larry’s decision.” Salem continues to be a major platform for Elder’s documentaries like Uncle Tom, released two years ago, and will be providing a platform for the sequel, Uncle Tom 2, coming out in a few months. SalemNow.Com will be hosting that movie, as it did in the past. During Elder’s three-month hiatus to run for governor California in the recall election of Gavin Newsom, Orlando-based personality Carl Jackson hosted Elder’s program. Jackson will resume hosting the show for the foreseeable future. Jackson says, “It was an honor for me to sit in Larry’s chair last summer for a few months, and it will be another honor to continue his tradition on the radio now.”

 

Monday Memo: Good News. Consultant Holland Cooke reckons that “pandemic/inflation/Ukraine-weary listeners NEED some” and, in his view, “many syndicated shows earn news/talk radio a reputation for negativity” which local content can balance, “something listeners will appreciate, and advertisers will notice.” In this week’s column, HC links to video examples that illustrate. Read more here.

 

Pending Business: The Talk Radio Metaverse. Radio sales pro Steve Lapa asks you to imagine a political debate game in the metaverse in which “players pick political parties, moderators, topics, questions, debaters, venue and media coverage.” Now imagine this town hall debate in the metaverse will include advertisers and sponsors. He says, “The gaming wizards are a new generation more comfortable with commercial integration and the flexibility of working towards content that is profitable at all levels. There is a lot to be learned here. If you can open your thinking to the future, you could be in for a fun and energetic exchange in your next sales meeting.” Read more here.

 

Andrea Darlas to Host Arts & Entertainment Podcast for WLS-AM, Chicago. Chicago media personality Andrea Darlas is hosting a new podcast for Cumulus Media’s news/talk WLS-AM called “Show and Tell with Andrea Darlas.” The weekly local arts and entertainment podcast will showcase the hottest cultural experiences in the Chicago area, including new plays, musicals, museum exhibits and more. Darlas is currently senior director of constituent engagement for the University of Illinois, Urbana-Champaign, based at the Illini Center in Chicago. She was a news anchor and reporter at WGN Radio for more than 22 years and a news reporter and weekend break/features reporter for WGN-TV for 10 years. She currently is a regular contributor to WGN-AM, WLS-AM, WCPT-AM, WCIU-TV, and the nationally syndicated home improvement TV show “House Smarts,” as well as other radio and TV shows/programs across Chicago. Cumulus Media says this new podcast will present “Chicago arts and entertainment news and information at its best, curated by one of the most trusted and well-known media figures in Chicagoland. Each week, listeners get a backstage pass to every experience and show Darlas covers, with insights and information typically reserved for arts and entertainment insiders. Darlas will interview actors and actresses, curators and docents, organizers and artists, producers, directors, stars – and everyone in between. Darlas comments, “I am so excited to bring my love for theatre, musicals, museums, arts and culture – and all things Chicago – to the legendary Big 89! I want the WLS listeners to have their very own immersive ‘backstage pass’ to the arts and entertainment community – in the greatest city in the world!”

 

 

Bill O’Reilly Appears at Live Event for Affiliate WLS-AM, Chicago. Nationally syndicated talk radio personality Bill O’Reilly – whose program “The Bill O’Reilly Update” is syndicated by Key Networks – appeared at the Genesee Theatre in suburban Waukegan, Illinois on March 31 for a live Q&A event produced by affiliate WLS-AM, Chicago. Pictured above at the event are (from l-r): Dennis Green, COO, Key Networks; Jeff Hill, director of sales, Cumulus Media Chicago; O’Reilly; Marv Nyren, vice president/market manager, Cumulus Chicago;  Stephanie Tichenor, program director, WLS-AM; and Bruce St. James, morning host, WLS-AM.

 

Midday Shows Flip at WMVP-AM, Chicago. Windy City media writer Robert Feder reports that sports talk WMVP-AM “ESPN 1000” is flipping its midday programs, effective today. The Good Karma Brands station is moving “Carmen & Jurko” – Carmen DeFalco and John “Jurko” Jurkovic to the 12:00 noon to 2:00 pm slot and the station will air Mike Greenberg’s ESPN Radio program “Greeny” from 10:00 am to 12:00 noon. WMVP program director Danny Zederman says, “We are very excited for the future and the new station lineup.”

 

Russia-Ukraine War, Hunter Biden Investigation, COVID-19, Gas Prices/Inflation, January 6 Committee, Deadly Sacramento Shooting, Jackson Confirmation Vote, and the Grammys Among Top News/Talk Stories Over the Weekend. Russia’s ongoing invasion of Ukraine and accusations of war crimes against Vladimir Putin’s military; the Department of Justice’s ongoing investigation into Hunter Biden’s international business ventures; relaxing mandates across the U.S. and concerns about new sub-variants sparking a new wave of cases; the still-high price of gas at the pump and the high cost of consumer retail goods; the January 6 committee’s recent testimony from Jared Kushner; the shooting in Sacramento that left six dead and 12 wounded and precipitated calls for gun control from President Joe Biden; this week’s confirmation vote for Supreme Court nominee Ketanji Brown Jackson; and Sunday evening’s Grammy Awards ceremony 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: Marketing Madness

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Have you noticed the marketing driving the madness this March? The marketing machine seems to be present everywhere — especially the sports book marketing. It’s reinventing how marketers use some old school media.

Last time we noticed, our friends in the bus shelter business simply painted bus bench backs or posted large signage in the bus shelters. This static advertising supported branding, location-based ads, and in the case of the old school bus bench, catchy phrase, logo or headshot and phone number.

(more…)

Sales

Pending Business: Reimagining How News/Talk is Sold

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Maybe it’s time take a minute and reimagine how news/talk radio is sold. I am serious. Because your company is offering audio options like:

1) Fight clutter with less inventory.

2) Offer host-read endorsements.

3) On-demand.

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Sales

Pending Business: Happy Mother’s Day

By Editor | by Editor

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Let me be the first to predict this year will be one of the biggest Mother’s Day sales cycles on record. Call me crazy, but everything on my broadcast sales radar is pointing in the right direction and the wind should be at your back. See if this fits your profile:

  • Inventory is tightening.
  • Mandatory mask mandates are declining at restaurants and retail.
  • Your 2022 sales are ahead of 2021.
  • Your on-air talent lineup is the best you’ve had in a while.
  • You are totally on board with digital and social media.
  • Mother’s Day packages are locked and loaded.
  • Prospects are prioritized.
  • Everyone loves and honors Mom.

Yes? No? Maybe?

(more…)

Sales

Pending Business: King Content

By Editor | by Editor

By Steve Lapa
Lapcom Communications
President

 

PALM BEACH GARDENS, Fla. — If “content is king,” then what is sales?

The sports world seems to be redefining how we view value and utilize king content. The trailblazer is arguably the biggest brand in sports: the National Football League.

The NFL wrote the book on how constant improvement and innovation, especially in media coverage, could drive a brand to unmatched heights in event marketing, viewership, influence, and income. It is no accident the NFL is now in the spotlight again moving the media innovation needle to 5.0.

(more…)