Industry News

Edison: Podcasting Gaining on AM/FM’s Hold on Spoken Word Listening

The most recent edition of Edison Research’s Weekly Insights presents data that indicates podcasting is continuing to close in on AM/FM’s dominance of spoken word listening in the U.S. In 2017, 66% of spoken word audio was consumed via AM/FM radio and 13% via podcasting. Seven years later, AM/FM accounts forim 43% of spoken word listening, and podcasts 36%. Keep in mind that for Edison’s purposes spoken word content includes news, sports talk and play-by-play, audiobooks, talk shows, and “personalities.” Edison states, “Podcasting’s share of spoken word will almost surely surpass that of AM/FM within a few more years. There is one more thing to note – the advantage for AM/FM is coming entirely from those age 65 and older. Among those ages 13-64, podcasting has already passed AM/FM listening by, 41% to 39%. Meanwhile, among the oldest Americans age 65+, AM/FM radio continues to dominate, with a 66%-13% advantage. Curiously, that 66%-13% difference among the oldest Americans is the exact same difference we recorded for all Americans 13+ in 2017.”

Industry Views

Monday Memo: Behold the Radio Unicorn!

By Holland Cooke
Consultant

imGot young local radio news talent? CONGRATULATIONS, for five reasons:

1. They’re young, which our 100-year-old medium NEEDS.
2. Streaming and satellite competitors don’t do local.
3. Radio is still #1 in-car. And in-home again, via smart speakers.
4. As listeners wonder “What NEXT?” news has their back.
5. Talent is acquired. Hire attitude, train skills.

Just DOING local news makes you special, especially if your AM/FM competitors don’t. Six tips for taking it to the next level, and making your station more habit forming:

— Make this hour’s newscast sound different than last hour’s. A particularly clever turn-of-phrase can come back to haunt you the second time a listener hears that version. The little voice in their head says, “I already heard that.”
— Lead with the latest. Avoid telling the story in chronological order. Is there some detail that can top this hour’s version? “A third shift of state troopers has joined the search for little Sarah Johnson…”
— Write as though you were telling the listener face-to-face. The police posted: “Anyone who has seen a car matching that description is asked to contact the police.” Rewrite to say, “If you see that car, call the police.”

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— Less is more. Long sentences can make it difficult for the listener to follow the story and understand the information. Emulate your network’s writing style. Write for the ear. Avoid using too many adjectives and adverbs.
— But don’t leave out verbs! “The woman’s husband arrested the wounded man taken to the hospital.” Huh?
— Highly recommended: “Writing Broadcast News Shorter, Sharper, Stronger” by Mervin Block (expensive on Amazon, FREE on Google Books).

Time Spent Listening is still the ballgame. Specifically, we want to add occasions of tune-in, which is easier than extending duration-per-occasion. Translation: There is very little we can do to keep someone in a parked car with the key on Accessories.

So be known for knowing. Benefit-laden imaging will earn you the information reputation that keeps listeners coming back again and again, “for a quick update.” And user-friendly copy points will be more effective than the boastful station-centric way many news promos sound.

Holland Cooke (HollandCooke.com) is a consultant working the intersection of broadcasting and the Internet. He is the author of The Local Radio Advantage: Your 4-Week Tune-In Tune-Up and “Close Like Crazy: Local Direct Leads, Pitches & Specs That Earned the Benjamins” and “Confidential: Negotiation Checklist for Weekend Talk Radio.” Follow HC on Twitter @HollandCooke and connect on LinkedIn

Industry Views

Pending Business: Upsell

By Steve Lapa
Lapcom Communications Corp
President

imAlmost everything I know about pricing strategy I learned from domestic airlines. Guess what? Airlines are at it again and I hope you are watching and learning.

As a young national sales manager, then general manager, based in South Florida in the 80s, I became a student of some of the best competitive marketing strategies ever created. Anyone would be hard pressed to remember all the domestic airline brands that serviced South Florida back then. Off the top of my head, here are the nine I remember: Eastern, Delta, Continental, American, United, US Air, Pan Am, TWA, and for a short time, Florida Airlines. Depending on the routes and time of year, the competition was crazy. Once the fourth quarter holiday season began in these pre-computerized days, last-minute changes kept me at my desk way too long, showing up late for several holiday dinners. Pricing, heavy ups, and copy changes came down with minimal lead time and a mandate of no make goods. Computers were first working their way into radio stations. Inkjet printers were in development and mobile phones were still in the lab at Motorola.

Armed with a desktop calculator, pencil, and yellow pad, I worked feverishly to keep up with the airline marketing tsunami that hit the Miami market leading up to Christmas travel. Our traffic department was the only part of our radio station that worked with computers. Nevertheless, stress and anxiety ruled until all orders were correctly inputted and confirmed. Once the smoke cleared, I decided to learn from our clients, the original pricing disruptors: the airlines of the early 80s.

After visiting with marketing directors, I learned how market demand and inventory were calculated and balanced to determine pricing. Later, I studied how Southwest successfully pre-sold into markets they were about to service. The successful airlines taught me how to improve the execution of “grid card rate management.” How to fine-tune and balance anticipated sell-out levels and integrate seasonality. Later, the art of successful pre-selling became an important part of our mission.

Fast-forward to today’s airline marketing and pricing. It’s all about the upsell. Consider all the options you have once you book that economy ticket. From early boarding, extra legroom, baggage fees, refundable vs. non-refundable tickets, travel insurance, to double the points, etc.

Airline income and profits are still on the post-pandemic upswing. Domestic travelers are out in force, many travelers comfortably participating in the upsell. The strategy is working.

Few if any radio-audio sellers are skilled in upselling. Most managers are not skilled in the upsell strategy and rarely have the time to learn. The concept may feel a little awkward at first, but once you understand how to work with the spectrum of assets your platforms can offer, the upsell strategy can help increase your sales as you help your clients!

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 News

Edison: Reaching Potential Voters with Audio Ads

According to data from Edison Research’s ongoing Share of Ear study, reaching potential voters with campaign ads should include spending on audio because “fully 84% of the voting-age public is reached by ad-supported audio daily.” Where to spend depends on which potential voters campaigns are trying toim reach. “Republicans listen to more AM/FM radio than other groups, with an index of 109 (or 9% more listening than average). The ad-supported spoken-word channels on SiriusXM are a particularly efficient place to find Republicans, with an index of 146. Meanwhile, podcasts stand out as the more efficient platform for reaching Democrats, indexing at 121. And what about those elusive Independents, who often tip an election? Both streaming music, and in particular music videos on YouTube, over-deliver for these potential voters, with indexes of 103 and 123 respectively.” Edison adds, “Regardless of the party that buyers are trying to reach with political ads, audio stands out as a superior pathway to reaching voters. Audio provides enormous audiences and often a far less cluttered political environment than other ad channels.”

Industry Views

Pending Business: In Car

By Steve Lapa
Lapcom Communications Corp
President

imWhat happened to us? Unless we move quickly, the radio business stands to lose the final frontier: in-car listening.

The numbers tell a riveting story.

The good news is 92% of Americans listen to the radio every week.

The bad news, according to Edison Research, is only 68% of homes have a radio. All of us who were trained on the 90%-plus penetration of in-home radios are officially out of touch. The in-home radio listening experience is fading fast and there is no trend in sight to reverse it. Smart speakers aside, that bedside clock radio that helped millions wake up every morning is a silent reminder of days past. That 90%-plus penetration number will soon be the domain of Smart TV as 91% of homes have internet. That’s more homes than have radios.

The good news is 73% of drivers listen to the radio in the car.

Nearly three out of every four drivers tune in. The bad news is emerging retail media will soon be the final purchase influencer, online and on location. By 2025 more ad dollars (nearly $47 billion) are projected to be invested in retail media than TV. If you are still pitching, “in-car radio is the last purchase influence before the shopper steps into the store,” you are joining the growing group of outdated radio sellers. Let’s stop the head-in-the-sand approach and review what will have better sales power in the current landscape.

1. In-car listening is typically a shared attention experience. Adjust your commercials to work in the in-car environment. Simplify the messaging, repeat critical sales points, make the call to action easy to understand and implement.

2. Frequency sells. Forever the foundation of solid radio sales, repetition works, and compelling messaging can be commuter friendly.

3. Do your homework. If your community relies on several major industries, learn how the new remote workforce impacts in car listening. Different commute patterns may be in play. Know your marketplace before you suggest a schedule.

4. Seasonal trends. Summer is here. What changes are impacting your market?

Is there a go-to resource for advertiser info on your station website?

Some things will never change:

1. Auto is typically the #1 ad category. One of the best places to start the sales cycle of buying or leasing a new car is in the car of that money draining repair clunker and radio is right there!

2. Three out of four commuters drive alone and when you have someone one-on-one messaging will be heard.

3. In-car radio listening still is and always will be that uniquely personal experience.

Finally, owners and top-level management must learn to help sellers adjust to ever changing world of how to work with radio advertisers to meet the consumer where they are today.

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 News

FCC to Look at Disclosure of AI in Political Ads

The Federal Communications Commission is announcing a new agency proposal that, if adopted, would look into whether the agency should require disclosure when there is AI-generated content in political ads on radio and TV. If adopted, this proposal aims to increase transparency by: 1) Seeking comment on whether to require an on-air disclosure and written disclosure in broadcasters’ political files when there isim AI-generated content in political ads; 2) Proposing to apply the disclosure rules to both candidate and issue advertisements; 3) Requesting comment on a specific definition of AI-generated content, and 4) Proposing to apply the disclosure requirements to broadcasters and entities that engage in origination programming, including cable operators, satellite TV and radio providers and section 325(c) permittees. Chairwoman Jessica Rosenworcel says, “As imartificial intelligence tools become more accessible, the Commission wants to make sure consumers are fully informed when the technology is used. Today, I’ve shared with my colleagues a proposal that makes clear consumers have a right to know when AI tools are being used in the political ads they see, and I hope they swiftly act on this issue.” However, Republican Commissioner Brendanim Carr opposes the move, saying, “There is no doubt that the increase in AI-generated political content presents complex questions, and there is bipartisan concern about the potential for misuse. But none of this vests the FCC with the authority it claims here. Indeed, the Federal Election Commission is actively considering these types of issues, and legislators in Congress are as well. But Congress has not given the FCC the type of freewheeling authority over these issues that would be necessary to turn this plan into law. And for good reason. The FCC can only muddy the waters.  AI-generated political ads that run on broadcast TV will come with a government-mandated disclaimer but the exact same or similar ad that runs on a streaming service or social media site will not? Consumers don’t think about the content they consume through the lens of regulatory silos. They just view content on screens. Will they conclude that the absence of a government warning on an online ad means that the content must be real? I don’t see how this type of conflicting patchwork could end well. Unlike Congress, the FCC cannot adopt uniform rules.”

Industry News

Michael Harrison Tells “America at Night with Rich Valdés” National Audience “I’m Not Going to Be an Alarmist” About George Soros Acquisition of Audacy Debt

Although acknowledging the potential of George Soros eventually leveraging his fast-track acquisition of a $400 million debt stake in Audacy’s 227 radio stations to wield left wing political influence, TALKERS publisher Michael Harrison says, “I’m not going to be an alarmist” that the hedge fund billionaire wouldim be able to alter the course of established radio stations and the marketplace of ideas before the 2024 election or even soon thereafter. Harrison told “America at Night” host Rich Valdés last night (5/22) that radio is far too idiosyncratic an industry – already run by too many people who don’t understand how it really operates – for someone (who also doesn’t really have first-hand experience in the field) to just step in and make drastic alterations to entrenched stations, formats, audiences and sponsors just to make a political statement. Harrison states, “There are more imexpedient uses of his money if that is his main purpose. After all, not all Audacy stations are conservative news/talkers… many are music, sports and a variety of formats. How inefficient such a move would be!” Harrison went on to say that radio is still an extremely powerful and potentially lucrative medium if only its present owners and operators believed in it and invested in its programming and marketing. He encouraged radio broadcasters to understand and believe in the “esthetic of ‘radio’ and not be so anxious to bail out into the utilitarian term ‘audio.’” Harrison and Valdés tied the discussion into the current news about the AM for Every Vehicle Act currently making its way through Congress stating that radio is still a lifeline for service to the community as a place for information, education, and entertainment and that eliminating it from automobile dashboards would be about “five to 10 years premature.” Listen to last night’s conversation here.

Industry Views

Monday Memo: WHY Are You Podcasting?

By Holland Cooke
Consultant

imBecause you can? Because you aren’t doing AM/FM radio? Because you are on radio, but can’t-do-there what you can-do podcasting? Because you are making money podcasting?

Podcasters I help must first survive a conversation about WHY. “It’s a success…if…” WHAT?

Wired magazine co-founder Kevin Kelly reckons that “a creator, such as an artist, musician, photographer, craftsperson, performer, animator, designer, video maker, or author – in other words, anyone producing works of art – needs to acquire only 1,000 true fans to make a living.”

Devour these four pages he wrote – a genuine whack-on-the-side-of-the-head – and the structure for my coaching: http://getonthenet.com/1000TrueFans.pdf

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What you read there may change how you approach the podcast you’re doing… or nudge you into podcasting if you don’t. As does the Edison Research 2024 Infinite Dial survey. Here’s that download, and a cautionary video from TALKERS publisher Michael Harrison: http://getonthenet.com/podcasting.html

Next Monday is Memorial Day here in the USA, so I’ll be back here on “…the third of June.” If you work mornings, this is my last column you will see before your show that day, so make a note in your bumper file: Bobbie Gentry, “Ode to Billy Joe.”

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author of The Local Radio Advantage: Your 4-Week Tune-In Tune-Up,” and “Close Like Crazy: Local Direct Leads, Pitches & Specs That Earned the Benjamins” and “Confidential: Negotiation Checklist for Weekend Talk Radio.” Follow HC on Twitter @HollandCooke and connect on LinkedIn

Industry News

BIA: WTOP, Washington Top Biller in 2023

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Hubbard Broadcasting’s all-news WTOP-FM, Washington, DC was the nation’s top billing radio station last year – and it wasn’t even close. According to a report from BIA Advisory Services, the news outlet racked up $66.3 million compared to runner-up KIIS-FM, Los Angeles’ $41.8 million. Interestingly, Beasley Media Group sports talker WBZ-FM, Boston ($32.7 million) beat Audacy’s legendary WFAN-FM, New York ($30.3 million). BIA also produced a chart of the top billing AM stations in the U.S. in which Audacy’s all-news WBBM-AM, Chicago topped the chart with $30 million billed. See that chart below.

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Industry News

Yesterday’s (5/13) Top News/Talk Media Stories

Michael Cohen testifies in former President Donald Trump’s “hush money” trial; the pro-Palestinian protests and Israel’s troops amassed near Rafah; the presidential race; President Joe Biden ramps up tariffs on Chinese goods; Rudy Giuliani is fired from WABC radio show; Antony Blinken’s unannounced visit to Ukraine and Russia’s latest military push; Arizona pushes back the enforcement date for its anti-abortion law; the planet’s plummeting fertility rate; and the return of Canadian wildfires were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS.

Industry Views

Pending Business: Who Cares?

By Steve Lapa
Lapcom Communications Corp
President

imDoes anyone care anymore?

The latest Pew Research study, “Americans’ Changing Relationship with Local News,” confirmed a personal experience last week. More on that later.

If you believe the survey, almost 80% of us say we no longer follow local news very closely. It doesn’t matter if you live in a top 10 all-news radio market, or a city with a heritage news/talk/information station. The survey says we just lost interest and stopped consuming local news.

Wait, what happened? Real estate taxes in many communities are through the roof. The cost of insurance, health care and basic groceries are the highest in years. Some hospitals in local communities are rumored to be discussing charging in advance for certain procedures. How about your local mall; is it still safe during weekdays? Is your local school system better or worse post covid? And those local roads; are they still in great shape? All of this in addition to the college campus in your community that may be unraveling or not. Did 80% of us really stop following and talking about local news? Perhaps it is just easier and less expensive for on-air talent, producers, and programmers to focus on Trump trials and Gaza. Do we serve the audience what we think they want and forget local?

My first-hand “we don’t care to cover local news” experience was a frightening eye opener. As I was traveling South along Florida’s I-95, a truck hauling propane gas caught fire as it was parked on the right shoulder of the Interstate. The tanks started exploding and a roaring fire emitting huge dark plumes of smoke stopped traffic for miles. Our car was second in line in the standstill, not more than 250 feet away from the fire. We could feel the explosions from the propane as local police motioned us to back up. We were speechless in our car watching this horrific scene. My fiancé searched her mobile phone for any breaking news report. Nothing. I kept looking to the sky for local news chopper, or a local news team, cruiser, or SUV with reporters to cover this from the ground. Nothing. Would a local news/talk radio station take a caller with an eye-witness account? Nobody broke in with a report.

Thankfully, local police, Florida State troopers, firefighters and Special Ops all arrived on the scene in minutes. Still no local news team. First responders did an amazing job getting this dangerous propane fire under control. After a 30-minute delay, we were finally directed past the burned out remains of the truck. As I scanned the rear-view mirror, the radio, the sky above me and the opposite side of I-95, there was still no local news reporting.

No wonder 80% of us stopped following local news very closely, nobody cares to report the story.

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 News

Sabo Sez: Make it Bigger

By Walter Sabo
CEO Sabo Media Action Partners
A.K.A. Walter Sterling
Host, WPHT, Philadelphia
Host, Talk Media Network

imWhen a new restaurant opens, smart owners put the phone on busy so would-be diners believe the joint is hot, packed and hard to get in to. At street fairs we are drawn to merchant booths with long lines. Crowds give us confidence.

My mentor, Ed McLaughlin, as president of the ABC Radio Networks had one dictate when presented with a new idea: Make it bigger.

Last week radio hosted a major event. An event so big that it was covered by all media, except… except… radio and most radio trades. After turning down the Washington Post and The New York Times, the President of the United States gave the longest interview of his tenure to a radio star, Howard Stern. A commercial radio interview. Not NPR. Not MSNBC, not The View. Radio. The president, like hundreds of other leaders and businesses believes radio is the best medium to sell his message.

The president’s choice of medium should now be the first slide on every sales deck of every radio pitch. Today!

The damage of small. Many people in our business sell small and it hurts the industry. It’s easy to be dismissive of the Stern interview of Biden… instead, why not own it? Make it your interview because you share the same playing field.

Smart media executives do everything they can to make their stage seem to earn the largest possible audience. Cable, for example sells “homes passed.” Really. Cable sells the number of homes that can receive the advertiser’s message because those homes have cable. Using cable’s selling logic, radio could win every buyer’s analysis by selling “radios installed.”

About 20 years ago radio sellers started showing their station’s “time spent listening” (TSL) data to media buyers. That is the lowest number. While local TV stations sell their “designated market area” (DMA), radio mines the very tiniest delivery number: TSL

Your website’s first name is WORLD WIDE. Shockingly many radio companies strive to make their website “more local.” Stations have federal licenses dictating that their signal is specifically LOCAL. Your website could turn your station into a world-wide business with pristine world-wide delivery. Rather than grow, many broadcasters fought to have permission to geo-fence their signal, they fought to get smaller.

A major ratings week’s results for FOX News or CNN would get the program director of WLTW, KOST, Z100 or WINS fired. CNN had an average of 601,000 viewers in March. What’s your station’s cume? CNN grossed $1.1 BILLION dollars. They aren’t selling numbers. They are selling their brand: CNN or FOX or MSNBC. Cable networks, all with tiny viewership compared with WCBS-AM, WBZ-AM, or KFI’s cume, deliver ancient demos yet they are grossing a billion bucks by selling their brand and their environment. They sell shows. A show is as big as the seller and buyer can imagine. Imagine bigger.

Put simply: 1010 WINS has more listeners in New York City than the “Tonight Show” has viewers in New York City.  There’s your second slide.

Media buyers want a deal. They want radio to bring in the buy. But the CEO of the brand wants an environment for their message that moves product. Your hosts can move product. Your listener can name your hosts, which instills trust and listeners can recall copy points from hosts’ live reads. To an investor, the relationship between your listener and your host is defined as goodwill. Goodwill adds considerable value to your station. Selling the dynamic of listener engagement will justify much higher rates than TSL.

Walter Sabo has been a C Suite action partner for companies such as SiriusXM, Hearst, Press Broadcasting, Gannett, RKO General and many other leading media outlets. His company HITVIEWS, in 2007, was the first to identify and monetize video influencers. HITVIEWS clients included Pepsi, FOX TV, Timberland, Microsoft, and CBS Television. He can be reached at sabowalter@gmail.com. His nightly show “Walter Sterling at Night” is debuting next week on WPHT, Philadelphia. His syndicated show, “Sterling On Sunday,” from Talk Media Network, airs 10:00 pm-1:00 am ET, now in its 10th year of success.

Industry News

Audacy Releases Guide to Busting Media Myths

Audacy’s new Marketer’s Guide to Audio says it will “bust the biggest myths in media and promote theim Audio advantage.” The guide provides data to counter prevailing myths that marketers often believe. Some examples include: 1) the notion that “apps have all the audience” is not true as “ad-supported platforms are key to marketer’s winning and Audacy’s 200 million+ is miles above Spotify (48.6M) and Pandora (41.2M)”; 2) “young people don’t listen to audio” isn’t true as 96% of Gen Z listen to audio daily – with 44% being daily radio users; and 3) “I can’t measure audio” is also false because marketers can “track, measure and analyze results for both broadcast and digital campaigns.” See more about the guide here.

Industry Views

Doug Stephan is This Week’s Guest on Harrison Podcast

Nationally syndicated talk radio host Doug Stephan is this week’s guest on the award-winning PodcastOne series, “The Michael Harrison Interview.” After starting out as a music DJ more than a half century ago, Stephan has chalked up a remarkable career as a pioneering syndicated talk show host heard on hundreds of stations weekday mornings with his general-appeal program titled, “Good Day.” After 36 consecutive years on the air, the durable show, currently co-hosted by Jai Kershner, recently surpassed the late Rush Limbaugh’s mark as the longest running Monday thru Friday syndicated talk property in the business. Stephan is now in the process of reconfiguring “Good Day” to suit the demands of the digital era and radio economics to ensure further longevity by transitioning it into a fresh weekend news/talk entity with modular application to weekday broadcasts. Stephan’s firm, Stephan Multimedia, is also a major radio producer/syndicator of several specialty radio programs hosted by Stephan and others including, “Good Day Health,” the “Talk Radio Countdown Show,” and a program that is achieving notable traction in the world of agriculture called the “American Family Farmer.” The latter taps directly into his qualifications to tackle the challenges facing independent 21st century farmers and champion their causes. In addition to his work in radio, the indefatigable Stephan is the longtime owner/operator of a well-known dairy farm located just outside of Boston in Framingham, Massachusetts. Harrison and Stephan talk about the state of radio, syndication, media entrepreneurism, food, health, and agriculture including his educated take on the current bird flu/cow issue. Listen to the podcast in its entirety here.

Industry News

KLIF-AM, Dallas Adds Brian Kilmeade to Daily Lineup

Cumulus Media adds FOX News Channel and FOX News Audio star Brian Kilmeade to its KLIF-AM/KSCS-HD2, Dallas-Fort Worth program schedule airing his daily show in the 9:00 am to 12:00 noonim daypart, starting Monday (5/6). KLIF program director Bruce Collins says, “We are extremely excited to add Brian Kilmeade to the 570 KLIF-AM/96.3 FM-HD2 weekday radio lineup, especially as we head into the election season. Brian will be talking each day to the movers and shakers in the political world, keeping DFW up to date. Together with Sean Hannity weekday afternoons from 4:00 pm to 7:00 pm, we have the national political scene more than covered.” Kilmeade comments, “I am thrilled to be joining a great station with a rich history like KLIF and enter the fourth biggest market in the country. I’m honored to be a part of this first-class lineup right in the middle of this historic election season, and in short order will be in Dallas to meet all the listeners in person!”

Industry News

FTC Bans Common Media Biz Contract Clause: The Noncompete

In a move that could have far-reaching effects on the media industry, the Federal Trade Commission voted yesterday (4/23) to ban noncompete clauses in employment contracts for most U.S. workers. This is certainly going to be challenged in courts as The New York Times reports. “But the U.S. Chamber ofim Commerce vowed to sue the FTC to block the proposal, calling it ‘an unlawful power grab’ in a statement shortly after the vote. The chamber, as well as the two dissenting [FTC] commissioners, has argued that the FTC doesn’t have the authority to address this issue and that it should be left to the states.” The Times piece notes that the rule becomes law 120 days after being published in the Federal Register – meaning sometime in late August – but that legal challenges could block or delay the change. In the radio industry, most on-air talent, programmers, and sales staff who work under written contracts have a noncompete clause that prevents them from working “across the street” usually for six months. If this new policy stands, it will be a monumental change for radio companies. Read the Times story here.

Industry Views

NAB Show: Directing Real People on Camera

By Holland Cooke
Consultant 

imIf you’re looking to jump-start – or optimize – your video interview technique, this session alone was worth the trip to Las Vegas. Washington-based video content strategist/producer/interviewer Amy DeLouise and cinematographer/gaffer Anne Saul delivered a soup-to-nuts “Boot Camp” session to an overflow crowd.

For the decks, hit AmyDeLouise.com, click Slide Decks then Real People Boot Camp, parts 1 and 2. You can devour an impressive tutorial of production techniques, including specifics about equipment and how-to-use-it.

Even if you’re just doing radio or podcast interviews, Amy offered some useful tips:

“Nervous Speaker Technique”: Before the interview, chat ‘em up, perhaps asking for a personal anecdote, i.e., “Why did you decide to become a _____?” If you are shooting video, do the B-roll and walk-and-talk shots first. Then, when they’ve gotten used to you and the set-up, start the interview. “Worst case: Let them take a break, ‘Go do some emails,’ then resume in 20 minutes.”

“The Contradict Me Technique”: Because “some speakers are very reserved, they won’t show emotion unless they feel they need to correct your misunderstanding.” So, bait them: “Isn’t A.I. just a gimmick?”

“The Shorter Answer Technique”: Some speakers have a LOT to say,’ so Amy says let them get it out of their system, THEN ask “How would I explain this to my children?”

“Two Do-Over Techniques”: If you want to re-ask a question, fib: “The part about X was really great. But we had a little bit of noise, do you mind if I ask you that one more time?” Or “lean in as if you didn’t quite hear the answer, and they will repeat it;” a ploy which “only works for the last part of what they said.”

“The Finish My Sentence Technique”: Amy says “When all else fails, ask ‘Finish this sentence: The biggest value we bring at ABC Company is…’” 

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author of “Close Like Crazy: Local Direct Leads, Pitches & Specs That Earned the Benjamins,” and  The Local Radio Advantage: Your 4-Week Tune-In Tune-Up,” and “Confidential: Negotiation Checklist for Weekend Talk Radio.” Follow HC on Twitter @HollandCooke and connect on LinkedIn.

Industry News

WLS-AM, Chicago Celebrates 100 Years of Service

Cumulus Media news/talk WLS-AM celebrated 100 years on the air on Friday (4/12) and over the weekend. The station launched on April 12, 1924, at 6:00 pm. The station aired a two-part special hosted by Jeff Davis on Saturday and Sunday from 4:00 pm to 8:00 pm. Cumulus Chicago viceim president and market manager Marv Nyren says, “WLS is bigger than a destination on your radio dial – it’s a Chicago institution and treasure. 100 years ago, radio was simply sound communication via radio waves but there’s nothing simple about the impact of WLS on Chicago. WLS has been a neighbor, a friend, and a mentor for people in Chicagoland. It’s been a place where people can go for entertainment and information – and it’s been a companion to the biggest moments in history. We are excited to usher in WLS-AM’s next 100 years with Chicago’s best audio content on-air, online, on-demand, and onsite.”

Industry Views

Sabo Sez: Make More Money Selling Emotion

By Walter Sabo
Consultant, Sabo Media Implementers
A.K.A. Walter Sterling
Radio Host, “Sterling On Sunday”
Talk Media Network

imIt seems every hour Nielsen and Pierre Bouvard of Cumulus fame (formerly of Westwood One) put out a release stating that radio is just fine, thank you. Radio is more persuasive than TV, direct mail, streaming and print. Radio is a proven success for over 100 years. Most of the buildings housing Procter & Gamble were built on radio – not TV – advertising success. Happily, P&G realized radio’s clout and is now a dominant radio advertiser – again!

Audience data, facts, do little, if any, good. Based on the facts, radio should be the number one local advertising medium. It’s not, direct mail wins. Value Pack.

Every year radio’s revenue goes down. Many stations deliver consistent ratings and consistent product – yet they are going down in billing. Selling hard numbers, provable numbers, is not growing the industry.

Why do you buy stuff? Quantitative numbers are not driving revenue. What’s an option? Why do you buy… anything? If you’re buying an essential item like milk, the purchase is price driven. But radio is not an essential ad buy, yet the sales challenge is met by lowering spot rates. That hasn’t solved anything. Lower spot rates make overall revenue worse by lowering perceived value.

Your non-essential purchases are determined by price and emotion. Do you need that? No, but you want it. What does radio provide to a listener? EMOTION. Music and talk radio elicit emotional responses. Profound, deep, emotional responses. Why do clients cancel talk radio? Because they are offendedembarrassed or angry. Why do clients cancel a music station? Because they hatecan’t stand or are offended by the songs. Media buyer emotions drive capricious, rapid ad campaign cancellations. (Why do you get fired even though your numbers are just fine? Because you offended somebody.)

If numbers don’t maintain a buy, what would compel a buy?

Tangibles plus on-air emotion. Tell you a secret. Most TV media buys are for shows, not audience. Right. Math-driven media buying services buy TV shows they like.

Suggest we look to move off the spreadsheet, the programmatic, and enter the warmth of emotional selling, selling to a buyer’s personal likes. (Jingle Ball – genius!) Personal likes. The numbers aren’t serving the need for revenue growth. Soft drivers: Concert tickets, prize winners, food, free tracks, buyer names on air, parties, gift for kids. Old school? No. Proven school. New school isn’t working. Turn radio’s air into tangible, shiny objects. Radio elicits emotional responses, let’s sell to them. That’s powerful! More powerful than time spent listening.

Walter Sabo has been a C Suite action partner for companies such as SiriusXM, Hearst, Press Broadcasting, Gannett, RKO General and many other leading media outlets. His company HITVIEWS, in 2007, was the first to identify and monetize video influencers. HITVIEWS clients included Pepsi, FOX TV, Timberland, Microsoft, and CBS Television. He can be reached at walter@sabomedia.com and www.waltersterlingshow.com. “Sterling On Sunday,” from Talk Media Network airs 10:00 pm-1:00 ET, now in its 10th year of success.

Industry News

Audacy Hosting Infinite Dial Webinar

Audacy is hosting a webinar tomorrow (4/3) to look at data from Edison Research’s latest edition of its Infinite Dial study. The company says, “The Infinite Dial has become a critical resource for understandingim consumer behavior and technology adoption across smart platforms. Marketers and media buyers turn to these insights for important media trends in key channels such as radio, streaming audio, podcasts, social media, and more. Audacy will host a webinar on April 3 with head of research & insights Idil Cakim and Edison Research president Larry Rosin, who will share key trends from The Infinite Dial 2024, including: Media consumption and device adoption, in-car listening habits, podcast trends among key demographic groups, and observations and advertiser insights. Find registration information here.

Industry News

Alex Fife is This Week’s Guest on Harrison Podcast

The nearly century-long relationship between radio and the automobile has been a top of mind industry discussion since a number of car manufacturers ignited worldwide concern over their stated intentions to remove AM radios from the dashboards of new electric vehicles. Is this relegation of AM radio to obsolescence premature? Can FM radios and the expansion of this exclusion to gas powered vehicles be far behind? Alex Fife, VP Southeast operations for iHeartMedia‘s Total Traffic & Weather Network is this week’s guest on the award-winning PodcastOne series, “The Michael Harrison Interview.” Fife, a 25-year veteran of radio’s reporting of news, traffic and weather, joins Harrison in an extensive conversation about the timely issue. Listen to the podcast in its entirety here.

Industry News

Phil Hendrie Documentary Now Streaming

A new video documentary of radio maverick Phil Hendrie is currently streaming on Amazon Prime andim other platforms. Titled, Hendrie, and produced by Freestyle Digital Media and directed by Patrick Reynolds, the film features people like Hendrie’s one-time program director David Hall as well as comedians and Hollywood figures talking about the unique radio program Hendrie launched in 1990 in which he held kooky conversations with offbeat characters – all played by Hendrie himself – in real time. Hendrie tells KCAL-TV, “It was completely original… and it satirized something that I thought needed satirizing – talk radio.” See the trailer here.

Industry Views

Michael Harrison: The Future of Radio Depends Upon What Those of Us in the Business Make It

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TALKERS founder Michael Harrison appeared as a guest Wednesday on Frank Morano’s “The Other Side of Midnight” show (3/13) as part of his current “Scammers” interview tour promoting the new Gunhill Road “Damn Scammers (Get Off My Phone)” music video (www.scammersvideo.com). The conversation illuminated Harrison’s concerns about the rapid spread of scamming and fraud in the digital space but quickly expanded to a discussion about the pros and cons of AI and an existential look at the future of the radio platform itself.

Regarding the insidious growth of scams on the internet, Harrison said, “It is a major problem up there with terrorism, inflation, street crime, pandemics, uncontrolled immigration, and war… it’s corroding the quality of our lives, lowering the bar on integrity, and raising the level of disingenuousness that is becoming a ‘normal’ part of our culture.” Harrison attributes a major part of the problem to legislators being behind the curve on this, stating, “Historically, it takes time for legislation to catch up to changes in technology… now that technology is changing so rapidly it’s increasingly difficult for legislators to keep up with it. In many cases they don’t even have a clue as to how the internet operates.”

Regarding the issue of AI stealing jobs from broadcasters – particularly talent – going forward, Harrison was blunt: “Just like all technology, AI is a double-edged sword and can be dangerous.  But in the case of art, people have always accused new technologies in art as somehow being fake and ‘cheating’ but history has consistently shown that today’s technology is tomorrow’s art. Regarding the loss of jobs for radio talent, it all depends on what you bring to the table. If you are a basic announcer, meaning you read most of your content from a script or apply a very limited range of verbiage such as time, temperature, news and the simple intros and outros of songs – watch out, you will likely lose your job. But if you’re a talk show host, analyst, interviewer, or commentator – all you have to do is work a little harder… you have to be even more original. AI can only draw upon and synthesize what’s already out there. You’ll have to stay ahead of the AI learning curve. All AI can actually do is realistically recreate monologues and dialogue that are in the category of worn-out talking points. If that’s what you are currently doing on the air, you’ll be replaced by AI and no one will notice.”

Regarding the future of radio and its ongoing viability in the digital era, Harrison said that it depends on whether those of us in the industry actively create radio’s relevant future or abandon it out of fear or simple lack of ideas. Harrison warned, “The use of ‘audio’ as a description of this medium is short-sighted. Radio is an esthetic… complex and organic. All radio is audio but not all audio is radio. Putting up a sign on radio calling it audio would be like owning a restaurant and calling it ‘food’ or a specific brand car dealership and calling it ‘transportation.’” Listen to the interview here

Industry News

Mike Church Show Begins AM/FM Syndication

Talk media personality Mike Church – longtime host of the morning drive program on SixiusXM’s The Patriot Channel – is bringing his Internet-based talk program to terrestrial radio. Church’s company, The Crusade Radio Network,” says, “We are delighted to announce that after seven years of singularim devotion to Internet radio broadcasting, we are launching ‘The Mike Church Show’ into terrestrial radio syndication! The launch date of ‘The Mike Church Show’ will be March 1 and the show will begin its repatriation of AM/FM radio in Atlanta, Georgia’s #7 U.S. radio market on WXKG “The King”! Church adds, “We’ve always known that terrestrial radio was going to play a part in our industry leading development of Internet radio, we just didn’t know in what way. Over the last two years, that role began to materialize with the dearth of quality talk shows and the opportunities to fill that gap left by the wrecking ball that was consolidation’s march through local radio properties.” The program airs live from 7:00 am to 10:00 am ET.

Industry Views

Monday Memo: The Local Radio Advantage

By Holland Cooke
Consultant

imIf you’re a news/talk station, don’t assume that you own “news radio” in your market. Imaging is important, but it merely talks-the-talk. You walk-the-walk with local news copy that delivers what solid commercial copy does: benefits. Just doing local news makes you special. But do listeners simply hear a station voice… reading something? Are you merely… accurate? Or do you deliver “take-home pay,” unwrapping the story to tell the listener something useful?

In many homes, there are now fewer radios than smart speakers. And nobody has ever said: “Alexa, please play six commercials.” But she can play millions of songs. So do streams and YouTube.

What can make a music station different from all those other audio choices is the way you help folks cope, how relevant and empathetic you are, how you sound like you have-their-back as day-to-day news has them wondering “What NEXT?”

And boosting tune-in exposes your advertisers better. So, Time Spent Listening is still the ballgame. Specifically, you need to add occasions of tune-in, and this week’s column begins a three-part series of news copy coaching tips that can help bring listeners back more often.

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Simply rewriting source material can make a huge difference. Press releases torture the ear. They’re formal, and prone to jargon and spin (especially from politicians). When they’re from the police, they’re written in cop-speak. And most press releases are written inside-out, emphasizing a process, rather than the consequence to listeners.

Process example: “At Thursday’s work session of the Springfield City Council, a decision was made to move forward with Community Days this year. The annual Community Days celebration is scheduled for June 16 and 17th. Council members made sure the Community Days funds will be handled by an independent accountant. Councilwoman Sharon Grant said…”

Re-write to lead with consequence: “The annual Springfield Community Days celebration will be June 16th and 17th. After last year’s controversy, Council members made sure the Community Days funds will be handled by an independent accountant. At Thursday’s session, Councilwoman Sharon Grant said…”

That simple tweak is well-worth the minimal effort. Listeners are mentally busy. Remove “Styrofoam words.”  Example: “State Police say they are investigating a possible case of child endangerment after a seven-month-old child was treated for severe injuries.”

Simply delete “say they.”

Next week: Ripped from the headlines… 

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author of The Local Radio Advantage: Your 4-Week Tune-In Tune-Up,” and “Close Like Crazy: Local Direct Leads, Pitches & Specs That Earned the Benjamins” and “Confidential: Negotiation Checklist for Weekend Talk Radio.” Follow HC on Twitter @HollandCooke and connect on LinkedIn

Industry News

Nielsen: Radio Can Grow Reach of Political Campaigns

Audacy SVP and head of research & insights Idil Cakim dives into a new political study by Nielsen (commissioned by iHeartMedia, Audacy and Cumulus) that suggests advertising on radio can provide political campaigns with an edge and help “connect with key voter groups and amplify other political advertising.” The Nielsen study – Optimizing Political Campaigns in November – concludes that “if a campaign reallocated 20% of existing ad dollars to radio, it couldim reach 17% more voters.” The study references Pennsylvania Senator John Fetterman’s 2022 campaign, noting that it deployed radio to reach voters in Philadelphia and Pittsburgh. In doing so, it allocated 20% of media dollars to radio and generated a 10% lift from radio above the local TV campaign, amounting to 676,000 additional voters at no extra cost. Audacy SVP of strategy, partnerships and analytics Jon Blum says, “When campaigns activate a TV plan, they should activate a corresponding radio plan and incorporate it into the mix with TV. The portion of the population that isn’t reachable via TV could be the swing vote and what throws it over the top for a candidate.” Nielsen’s study noted that if a campaign moved 20% of ad spending to radio, the optimized media plan would connect with 15% more Democratic and Republican voters and 23% more unaffiliated voters. See more about the study here.