Tag: "Steve Lapa"

Monday, November 30, 2020

| November 30, 2020

Pending Business: Minimizing Risk. Sales and marketing pro Steve Lapa, president of Lapcom Communications Corp, says that for local business owners, the biggest obstacle to overcome (beyond the pandemic) is the high risk of advertising. In today’s column, he offers seven points to help radio sellers combat this risk anxiety. Read it here.

COVID-19 and Holiday Travel, Biden Transition, Trump Post-Election, Georgia Runoff Elections, Iran Scientist Assassinated, Record Dow/Joblessness, and Utah Monolith Disappears Among Top News/Talk Stories Over the Weekend. The current pace of COVID-19 cases in the U.S. and abroad and concerns about Thanksgiving holiday travel spreading the coronavirus; the Joe Biden administration goes forward with transition activities as officials are named; Donald Trump continues to argue that the election was fraudulent; the January runoff elections for Georgia’s two U.S. Senate seats; the aftermath of the assassination of Iran’s top nuclear weapons scientist; the Dow holds its record level as economists express concerns about potential mass joblessness as a result of the pandemic; and the bizarre metal monolith found in remote Utah disappears were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Monday Memo: Last Chance for Christmas Cash. Unsurprisingly, consumer research forecasts a very different holiday shopping season. In this week’s column, consultant Holland Cooke says “steal this line” for a local advertiser’s copy. Read it here.

Round Three of November PPM Takeaways. TALKERS magazine managing editor Mike Kinosian presents his Takeaways from the third round of Nielsen Audio’s November PPM survey that covered October 8 to November 4. This group of markets included Portland, Charlotte, San Antonio, Sacramento, Pittsburgh, Salt Lake City, Las Vegas, Orlando, Cincinnati, Cleveland, Kansas City, and Columbus. Some moves of note include Entercom’s WBT-AM/FM, Charlotte rising to the #2 spot after climbing a half share to finish with a 7.4 share. iHeartMedia’s WOAI, San Antonio rises to the #1 rank on the strength of a 1.4 share increase for a 7.7 share. iHeartMedia’s KFBK, Sacramento keeps its #1 rank for the third straight month after posting a 9.1 share (+0.6) and the company’s KNRS-FM, Salt Lake City adds 1.9 shares during the survey to achieve a 9.5 share and its second straight #1 rank. Entercom’s KMBZ-FM, Kansas City climbs into the #6 spot after posting a 5.7 share (+0.7). You can see Mike Kinosian’s complete Ratings Takeaways here.

Jim Bohannon Helps Kick Off the Holiday Season. Pictured here in fill Santa Claus regalia – complete with golf cart sleigh – is Westwood One nationally syndicated late-night talk host Jim Bohannon. He’s in Chickasaw Point, South Carolina helping the community kick off the holiday season.

Pending Business: Minimizing Risk

| November 30, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Beyond the pandemic, what do you think is the single biggest obstacle to overcome in the mind of any local business owner?

I first came across the research when I was educating my teams on how competitive media sells. Back then the research was clear that 52% of local business owners considered advertising high risk. Imagine how the local business owner feels today.

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Monday, November 23, 2020

| November 23, 2020

Monday Memo: Blue Christmas, Bleak January, Big Opportunity. As every metric tells us this pandemic will worsen, consultant Holland Cooke describes how “smart stations will survive, even thrive.” Read it here.

COVID-19 Stats & Projections/Vaccines, Trump’s Election Results Challenges, Biden Transition, Georgia Runoff Elections, Thanksgiving Travel Warnings, and Israel-Saudi Arabia Relations Among Top News/Talk Stories Over the Weekend. The fast-rising number of COVID-19 cases in the U.S. and abroad, the projections for winter cases, and the vaccines from Pfizer and Moderna; Donald Trump’s refusal to concede the election and the legal challenges to the results in several states; Joe Biden’s transition process; the January runoff elections for Georgia’s two U.S. Senate seats; the Thanksgiving holiday and warnings about traveling; and reports of the first-ever diplomatic meeting between Israel and Saudi Arabia were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Pending Business: This Time Next Year. Sales and marketing pro Steve Lapa, president of Lapcom Communications Corp, offers a five-step plan for radio sellers to evaluate their performance in order to help them get closer to their income goals. Read it here.

John B. Wells’ ‘Caravan to Midnight’ Enters Nightly Syndication Via Talk Media Network. The “Caravan to Midnight” program hosted by John B. Wells debuts as a live two-hour weeknight show beginning on December 1. Wells says, “The nightly show launch is like coming home in a way. Over-the-air radio is where I started. It’s my first love. It’s immediate, demanding, and therefore really exciting. Every show is a canvas waiting for the oil. Great radio is art, and I treat every episode as such.” Wells has been hosting his live Saturday night program “Ark Midnight” since April 2016. He adds, “One night a week on radio with ‘Ark Midnight’ was just the beginning of something much bigger. Our fans can’t get enough, our affiliates want more, and quite frankly, talk radio needs this program to thrive at night in the New Year and beyond.” Talk Media Network CEO Josh Leng remarks, “In just over seven months, 50 radio stations have signed on as ‘Ark Midnight’ affiliates. The demand for John B. Wells-hosted programming by radio stations is undeniable. ‘Caravan to Midnight’ with John B. Wells will be a destination program in weeknights.” The show will air live from 10:00 pm to 12:00 midnight ET. Find more information at Talk Media Network here.

Three Let Go as Entercom Begins Operating WTEM, Washington Today. Ahead of today’s start of the LMA operation of sports talk WTEM-AM, Washington “Team 980” by Entercom, hosts Rick “Doc” Walker and Scott Linn, as well as program director Chris Johnson have exited the station. The Washington Post reports that the three were cut from the station on Friday (11/20). Entercom’s operation of and eventual acquisition of WTEM is part of a swap with Urban One which bought the station from Washington Football Team owner Dan Synder in 2018. Walker co-hosted the “Doc & Galdi” show with Al Galdi, who will continue as solo host of the late morning show. Linn was part of both afternoon programs, working alongside with Brian Mitchell in the early afternoon and with Steve Czaban in afternoon drive. The report indicated that Johnson will continue to produce Washington Football Team game broadcasts. He’s been doing so as an independent contractor for the last three seasons.

‘The Small Business Advocate’ Host Jim Blasingame Celebrates 23rd Anniversary. Last week, nationally syndicated talk host Jim Blasingame celebrated 23 years on the air. On November 17, 1997, Blasingame launched “The Small Business Advocate Show.” He says, “When we began, we wanted to provide Main Street entrepreneurs with the information, resources, and inspiration they need to start, run, and grow a small business. Thanks to the support of our audience, Brain Trust members, and corporate partners, we’ve accomplished that goal and continue to deliver multi-media content and resources for small businesses, including a mobile site and a video series.” Blasingame says he conducts more than 1,000 live interviews annually with his Brain Trust. From these live interviews, more than 2,600 podcasts are produced annually, resulting in a library of more than 50,000 podcasts available on-demand, without cost, to small businesses. Chuck Duncan, general manager of WCGO Radio, SmartTalk Radio Network, and the GAB Radio Network (which has produced Blasingame’s show since 2001) says, “Jim Blasingame is a true professional and one of the most dedicated talk show hosts I’ve seen in my more than 30 years in radio. Congratulations to Jim and his team on another awesome milestone.”

TALKERS News Notes. Seattle sports talker KIRO-AM “710 ESPN” announces that Pro Football Hall of Fame writer and longtime NFL analyst and radio host John Clayton will continue to have a presence on the station several weeks after he and hosts Jim Moore and Tom Wassell were let go as part of budget-related moves at the Bonneville station. Clayton’s weekday show is not returning by he is resuming his regular, daily appearances on the morning and afternoon drive shows. He’ll host his own show that will air Saturdays from 8:00 am to 11:00 am. Clayton also is maintaining his role as a sideline reporter on broadcasts by the Seahawks Radio Network, of which “710 ESPN Seattle” is the flagship station…..SiriusXM announces “Howard Stern’s Comics on Comics,” a new video special that will be available over Thanksgiving week. The video series showcases legendary comedian guests sharing stories about their fellow comedians. Some of the comedians featured include Jim Carrey on Rodney Dangerfield, Tommy Chong on Redd Foxx and George Carlin, and Marc Maron on Sam Kinison.

Entercom and Ad Council Partner for COPING-19 Mental Health Campaign. An audio public service campaign aimed at raising awareness of mental health challenges is being produced by Entercom in partnership with the Ad Council, as well as the CDC, the CDC Foundation, The HHS, and the White House. The campaign is called COPING-19 and as part of it, Entercom will develop and provide bilingual audio PSAs that help Americans address mental health, as well as donate time and space to support the campaign across its broadcast, digital, and social media assets. The campaign will also see the launch of the Coping-19.org website that will serve as a central hub where visitors will be able to access over 100 vetted resources in English and Spanish to help with their mental health needs. Coping-19.org will also feature a set of self-care best practices and principles in accordance with CDC and leading scientists, as well as links to more in-depth information by category. Entercom VP, social impact Sarah Harris says, “Entercom is dedicated to supporting the health and success of the communities that are the heart of our business. With so many Americans struggling with mental health, we are delighted to use the reach of our platform to share helpful self-care and coping tips with our 170 million listeners and so many more in partnership with the Ad Council. We know talk is a powerful tool in the struggle for mental health and are committed to using our voice to break the stigma and help people find the resources they need to thrive.”

Music Radio News and Career Moves. On-air pro Vanessa Hale joins Entercom’s hot AC KLLC-FM, San Francisco “Alice @ 97.3” as host of the midday show. Entercom San Francisco SVP and market manager Greg Nemitz says, “I’m happy to welcome Vanessa Hale back to the airwaves to join Alice’s impressive slate of on-air talent. Her passion for her craft and willingness to engage with her audience will translate to a dynamic midday program for our listeners as they move through their days.” Hale was most recently afternoon drive host for the company’s former WODS-FM, Boston…..A deal between Alpha Media and Skyview Networks will put “Nick Cannon Radio” and “The Dana Cortez Show” on Alpha’s WE format stations in San Antonio; Amarillo, Texas; and Portland, Oregon. The shows will air in middays and afternoons. Alpha Media EVP of content Phil Becker says, “Our relationship with both ‘The Dana Cortez Show’ and ‘Nick Cannon Radio’ has always been a good one. I’m excited to lengthen our partnership as well as welcome them to some new stations. The work intensity, customization and team mentality of both ‘The Dana Cortez Show’ and ‘Nick Cannon Radio’ continue to impress me. Their expansion onto our WE stations is well deserved and I’m confident both shows will have a banner 2021.”

Pending Business: This Time Next Year

| November 23, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — This time next year, what will your income look like?

What changes do you need to make to get to your goals?

I make it a practice to fully evaluate my personal performance and given the current business environment, I’ve developed new systems to help keep priorities in sharp focus. More on new systems, another time.

For now, try these steps to help get you closer to your income goal.

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Monday, November 16, 2020

| November 16, 2020

Monday Memo: Who Is Next? Donald Trump’s improbable 2016 win kick-started a four-year 2020 campaign that began the way the 2016 run did, with a crowded debate stage. In this week’s column, consultant Holland Cooke detects “who may already be lining up for 2024…or hoping to line their pockets.” Read his column here.

Trump Post Election Rhetoric/Transition Refusal, Georgia Runoff Elections, COVID-19 Stats & Projections, Obama Memoir, SpaceX Launch, and Hurricane Iota Among Top News/Talk Stories Over the Weekend. The admission by Donald Trump that Joe Biden won the presidential race but his refusal to concede and the Trump administration’s unwillingness to work with the Biden transition team; the two runoff elections to determine the winners of Georgia’s U.S. Senate seats; the fast-rising number of COVID-19 cases in the U.S. and in Europe and projections for winter cases; Barack Obama releases his memoir titled, A Promised Land; four astronauts launch in a SpaceX rocket destined for the International Space Station; and the watch on Hurricane Iota as it threatens Central America were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.

Pending Business: Planning 2021. Sales and marketing pro Steve Lapa, president of Lapcom Communications Corp, writes in today’s column about planning for 2021. Lapa says that because of what happened in 2020 – the Pandemic crushed the economy, 30 named storms, minimal sports activity, home schooling, toilet paper shortages, new verbs like “Zoom,” and tumult in the White House – there are clues here on how to build a plan to achieve your 2021 sales goals. Read his column here.

Report: PE Firm Interested in Acquiring Newsmax. According to a report in Variety, private equity firm Hicks Equity Partners has been in talks with Newsmax chief Christopher Ruddy about acquiring and investing in Newsmax. Variety spoke with Ruddy after a Wall Street Journal piece indicated that talks had taken place between Hicks Equity Partners and Ruddy about the former buying Newsmax as a platform to challenge FOX News Channel’s dominance with conservative viewers. There’s a lot of speculation about what Donald Trump’s plans might be for staying in the conservative media spotlight and he’s seen as a figure that could be featured in such an endeavor. Ruddy tells Variety, “Newsmax would never become ‘Trump TV.’ We have always seen ourselves as an independent news agency, and we want to continue with that mission. But we are open — [Trump] is going to be a political and media force after he leaves the White House, and we would be open to talking to him about a weekly show.” Variety adds that Ruddy says they are not “actively selling” at this time.

Cat Thomas Named OM at Beasley Las Vegas. Programming pro Cat Thomas join Beasley Media Group as operations manager for the company’s Las Vegas radio cluster that includes news/talk KDWN-AM and four music brands. Thomas, who was most recently OM and program director for Entercom’s KNOU-FM, KYKY-FM, and KEZK-FM in St. Louis, returns to Las Vegas where he previously served with both Cumulus Media and Entercom. Beasley Las Vegas VP and market manager Peter Burton says, “Cat’s knowledge of the market and leadership experience will be invaluable to our success across the breadth of our station group. We are thrilled to have him join our team!” Thomas adds, “Sometimes the stars align. I couldn’t be more excited to join the outstanding family at Beasley Las Vegas. The company has shown to be the top of the class when it comes to local broadcasting and audience engagement. Many thanks to Brian Beasley, Peter Burton, Justin Chase, and Mike O’Brian for their incredible support!”

TALKERS News Notes. The weekend “America Outdoors Radio” program, hosted and produced by John Kruse, breaks the 100-affiliate station mark and is now airing weekly on 105 stations in 25 states. The show is syndicated nationally by Talk Media Network and covers fishing and hunting, activities that have seen increased interest since the COVID-19 pandemic broke out, as many people turned to the outdoors as a safe and enjoyable place to have fun. Kruse says, “The affiliate relations team at TMN really gave our show the added exposure and growth I was unable to achieve on my own.” Recent affiliates adding the program include KARN-FM, Little Rock; WKZO, Kalamazoo; and KEDO, Longview, Washington…..Tomorrow (11/17), iHeartMedia’s WGIR-AM, Manchester “NewsRadio 610” and WGIR-FM, Portsmouth “NewsRadio 96.7” in New Hampshire are producing the sixth annual “Make 12 Hours Count” radiothon to benefit Veterans Count, an organization that provides financial assistance, services and resources to New Hampshire veterans, service members and their families. iHeartMedia New Hampshire market president Joe Graham says, “It never ceases to amaze me how our listeners and our business partners step up and support this great cause. Last year, ‘Make 12 Hours Count’ raised more than $153,000 which provided much needed assistance for veterans and their families.”…..CBS Audio is offering a three-hour Thanksgiving Holiday special radio show hosted by award-winning broadcaster Gil Gross that will help your listeners preserve their holiday traditions despite the challenges of the COVID-19 pandemic and the economic downturn…..National Association of Broadcasters announces that Téa Gennaro will assume the role of executive vice president and chief financial officer at NAB starting November 23. Most recently, Gennaro served as chief financial officer of the Associated Builders and Contractors in Washington, D.C. As EVP of Finance and CFO, Gennaro will lead NAB’s financial operations, including internal and external reporting, audit, tax, financial systems and the budget process.

Pending Business: Planning 2021

| November 16, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Six weeks remain in the calendar year. Chances are your 2021 budgeting process is done. How’s your plan shaping up on achieving the goals? For 2021, the only sure thing in sales is nothing is for sure.

Just look back at 2020. Pandemic crushed economy, 30 named storms, minimal sports activity, home schooling, toilet paper shortages, new verbs like “Zoom,” and tumult in the White House. There are clues here on how to build a plan to achieve your 2021 goals. Here are some basic start points:

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Monday, November 9, 2020

| November 9, 2020

Pending Business: Sales Lessons from the Election Cycle. Sales and marketing pro Steve Lapa, president of Lapcom Communications Corp, writes in today’s column that presenting a concise, targeted message of your station’s benefits to prospects is crucial to making the sale and is ultimately more important than how many prospects you toss into the hopper. Read his column here.

Biden Declared 46th President/Trump Refuses to Concede, Georgia Runoff Elections, COVID-19 Stats & Projections/Vaccine, the Economy/Stimulus Deal, Tropical Storm Eta, and Alex Trebek Dies Among Top News/Talk Stories Over the Weekend. Democratic challenger Joe Biden is declared the winner of the 2020 presidential election and President Trump’s refusal to concede the election; the January run-off elections for Georgia’s two U.S. Senate seats; the rising number of COVID cases in the U.S. and Europe, projections for the fall and winter months, and Pfizer’s announcement that its COVID vaccine appears to be 90% effective; the state of the U.S. economy and anticipation of a new stimulus deal; the arrival of Tropical Storm Eta in Florida; and longtime “Jeopardy!” host Alex Trebek dies among top news/talk stories over the weekend, according to ongoing research from TALKERS magazine.

Monday Memo: 20-20 News. With the holidays looming, and as we are prepping perennial year-end retrospectives, it’s easy to wonder what-the-heck-NEXT? In this week’s column, consultant Holland Cooke offers a wider-angle shot, and simple suggestion for radio. Read it here.

Townsquare Media Q3 Net Revenue Down 15.3%. Third quarter earnings from Townsquare Media indicate the company is weathering the COVID-19 pandemic better than some of radio’s larger firms. Net revenue for the third quarter of 2020 was $95.4 million, a decrease of 15.3% from the same period in 2019. While advertising revenue was down $16 million or 17.2%, Townsquare Interactive net subscription revenue increased $2.3 million, or 14.5%, to $18.2 million. For obvious reasons, live events net revenue decreased $3.5 million, or 98.2%, to $0.1 million. Townsquare was able to post net income of $1.3 million for the quarter (compared to the $7.3 million in net income in Q3 2019) whereas many broadcasting companies are posting losses for the quarter. Townsquare CEO Bill Wilson says, “I am proud to share with you today that Townsquare’s third quarter results exceeded our expectations, driven by sequential net revenue improvement throughout the quarter as our business continued to accelerate despite the impact of the COVID-19 pandemic. Third quarter net revenue improved to a decline of -15.3%, as compared to the third quarter of the prior year, which was up from a decline of -34.5% in the second quarter. This translated to a strong increase in Adjusted EBITDA from $2.1 million in the second quarter to $17.5 million in the third quarter. Our better than anticipated third quarter results were due to gains in both our Townsquare Interactive and Advertising segments. Townsquare Interactive, our digital marketing subscription business, has delivered net subscription revenue and subscriber growth each and every month of 2020, demonstrating its recession-resistant characteristics and proving to be valuable and a tremendous resource to local businesses. In the third quarter, Townsquare Interactive’s net revenue increased 14.5% over the prior year period, at an Adjusted Operating Income margin in excess of 30%, and added approximately 1,150 net subscribers, marking the 10th consecutive quarter of 850 (or more) net subscriber additions and the most quarterly net subscriber adds in nearly six years. Improvement across our Advertising segment was broad based, as revenue declines improved from -37.5% in the second quarter to -17.2% in the third quarter, each as compared to the prior year. Broadcast advertising net revenue sequentially improved throughout the quarter, with and without political revenue, and digital advertising net revenue returned to growth in the third quarter, driven by positive net revenue growth from Townsquare Ignite (+10% year over year), our digital programmatic advertising solution, and AMPED (+9% year over year), advertising revenue associated with our owned and operated local websites. In total, our digital net revenue exceeded 44% of our total net revenue in Q3 2020, and we remain confident that Townsquare Interactive and Townsquare Ignite will each generate $100 million of annual net revenue in two to three years… Although 2020 has been a challenging year, we are proud that we did not need to alter our core strategy.  Rather, we believe the pandemic has allowed us to separate from our local media peers by placing a spotlight on the success of our strategy.  Our focus on underserved small and mid-sized local markets, our investment and commitment to our ‘Local First strategy, and our investment in world class personnel, technology and infrastructure that allowed us to build a strong digital platform with best of breed products, services and solutions that contributes 44% of our total revenue, have all contributed to our ability to mitigate revenue declines and manage quite effectively through this downturn. We believe these actions will position Townsquare to quickly emerge from this crisis and return to our market leading performance quickly once this crisis abates.”

iHeartMedia Cuts Hit WLW, Cincinnati’s Steve Sommers. WVXU, Cincinnati’s John Kiesewetter reports that longtime “America’s Truckin’ Network” host Steve Sommers is a victim of the current downsizing taking place at iHeartMedia. The overnight program has aired on WLW, Cincinnati since it was launched by Sommers’ father, Dale “Truckin’ Bozo” Sommers, in 1984. As Kiesewetter notes, Steve Sommers joined his father on the program in 1996 and took over the program in 2004. Sommers posted to Facebook: “I have been DISMISSED from I-Heart Radio… I’m sorry my friends… 2020 is a bitch!!! I will not have a chance to say GOOD-BYE!!! Thanks for 25 years of friendship!!” It’s unclear what the status of the overnight program is as the “America’s Truckin’ Network” – along with Sommers’ photo – is still listed on the WLW website.

TALKERS News Notes. Washington, DC’s WTOP is partnering with longtime market crime reporter Paul Wagner for a new podcast titled, “Murder in a Safe Place.” Wagner has worked for WTTG-TV “FOX5 News” for the past 20 years covering cases including the murder of Congressional intern Chandra Levy to the Mansion Murders and the police-involved shooting of motorcyclist Terrence Sterling. He served as a reporter at WTOP from 1989 to 1999. In this series, Wagner examines a local cold case from 22 years ago: the murder of Sherry Crandell, a 50-year-old hospital worker who was brutally assaulted and later found dead in her office at Prince George’s Hospital Center. WTOP director of news and programming Julia Ziegler says, “Paul is a part of the WTOP family, and we are so excited to partner with him on this project. This 22-year-old cold case is a horrific and baffling one that will have listeners asking questions. Our hope is that through the reach of this podcast, we can bring closure to this case and the Crandell family.”…..iHeartMedia and the Malcolm Gladwell and Jacob Weisberg-co-founded Pushkin Industries enter into a co-production and distribution agreement that will make iHeartMedia the exclusive sales partner for Pushkin’s catalog of podcasts that includes “Revisionist History,” “Broken Record,” “The Happiness Lab with Laurie Santos,” and many others. As part of this deal, iHeartMedia and Pushkin Industries will co-produce a slate of new, original podcasts over the next two years. Gladwell says, “We started Pushkin to share the joy Jacob and I have found in creating and producing podcasts. Working with the team at iHeart will allow us to spread this joy at an even bigger scale.”…..AdLarge Media and National Sports Network unveil their slate of NCAA basketball games for the 2020-2021 season for radio. Last month, AdLarge was announced as the exclusive ad sales partner for the NCAA basketball games on the National Sports Network. The networks will air the Creighton Bluejays vs the Kansas Jayhawks on December 8 and the Gonzaga Bulldogs taking on the Iowa Hawkeyes on December 19.

Music Radio News and Career Moves. Programming pro Zannie Glover, a.k.a. Zannie K, is named program director for Beasley Media Group’s hip hop WMGC “105.1 the BOUNCE” and urban contemporary WDMK “105.9 KISS-FM,” effective December 1. Zannie K was most recently program director at non-commercial KMOJ-FM, Minneapolis as well as was the associate program director and nationwide night talent for Westwood One’s classic hip hop format…..Urban One Columbus enters into a Local Marketing Agreement with Southern Ohio Broadcasting to operate WWCD-FM, Columbus and launches a regional Mexican/tropical format branded as “La Grande 102.5 FM.” Urban One RVP Eddie Harrell Jr. says, “We are pleased to expand our footprint again in Central Ohio by reaching the fastest growing segment of the population, inclusive of the Mexican community and growing Central and South American communities. Combined with our African American targeted radio/television assets, we are now the largest single source provider of content to African Americans and Spanish speaking residents in Central Ohio.”…..Entercom’s rock outlet KISW-FM, Seattle is presenting the sixth annual “Live Day” tomorrow (11/10). This year’s completely live, virtual event will feature broadcasts of the station’s morning show “BJ & Migs” and afternoon show “The Men’s Room” with no recorded commercials, sound effects or music. Fifteen bands from across the Northwest and multiple voices from across the country will perform throughout the 12-hour program. KISW brand manager Dave Richards says, “For the KISW audience, 2020 wouldn’t be complete without the annual entertainment spectacular, ‘Live Day.’ This year, every artist and performer will participate virtually and distanced. Thank you, technology.”

Pending Business: Sales Lessons from the Election Cycle

| November 9, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Lots of sales lessons from this past election cycle… You may think this is a stretch, but here are just some you can apply today:

Forget the “funnel” and work the process of the decision. Most sellers work a sales funnel, i.e., pour as many accounts into the top, and expect the better ones will work their way through to a close at the end. This election showed the value of following a universally appealing theme throughout the process: the simple message “Vote.” Result? A record number of votes cast. Do you focus on activity — the number of accounts in your funnel or closed sales-results? Do you advance a simple, easy-to-understand benefit(s) to your prospects, or is it just the number of accounts you drive into the funnel?

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Monday, November 2, 2020

| November 2, 2020

Pending Business: Not So Fast. Sales and marketing pro Steve Lapa, president of Lapcom Communications Corp, writes in today’s column, “I’m finding more and more mistakes slowing down the sales flow, sending the wrong message to the right people. Proposals, emails, price points, and schedules sent out with errors telegraph an unintentional ‘we don’t check our work’ message. Blame the working-from-home adjustment.” But, Lapa says, sponsors and prospects don’t care why it’s wrong. So, he offers some tips for catching mistakes before it’s too late. Read it here.

The Presidential Election/Senate & House Races, COVID -19 Stats & Projections, Deadly Quebec City Stabbings, and Sean Connery Dies Among Top News/Talk Stories Over the Weekend. Tomorrow’s presidential election, as well as the races for U.S. Senate and U.S. House seats and which party will control each house; the rising number of COVID-19 cases in the U.S. and abroad and warnings from Dr. Tony Fauci that the country is not positioned well going into the winter months; the sword slaying of two and wounding of three others in Quebec City on Saturday, and the death of legendary actor Sean Connery at the age of 90 were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Monday Memo: Copy Worth Copying. What makes a marketing message powerful? “Less than you think,” according to consultant Holland Cooke, whose column this week includes some familiar examples. Read it here.

Tapping Into Talk Radio.  WPHT, Philadelphia mid-morning talk legend Dom Giordano (right) made an appearance on FOX News Channel early last evening (11/1) sharing his ground-level view of the presidential sprint for every last minute vote in Pennsylvania with host Tucker Carlson (left).  Giordano described his take on the visible passion and enthusiasm being displayed by Trump loyalists across the key battleground state during the final weekend before Election Day.

iHeartMedia’s BIN: Black Information Network Launches on WWRL, New York Today. The BIN: Black Information Network format – a “24/7 comprehensive national audio news service dedicated to providing an objective, accurate and trusted source of continual news coverage with a Black voice and perspective” – is launching today on WWRL, New York. Back on September 10, iHeartMedia announced it is entering into an LMA with NJ Broadcasting LLC to operate the station and has also entered into an Asset Purchase Agreement. iHeartMedia says the station kicks off this morning with a series of important speeches in Black history, including those from Barack and Michelle Obama, Al Sharpton, Maya Angelou, and Malcom X, leading up to the official 12:00 noon ET launch. At sunset, the Empire State Building will illuminate its world-famous tower lights and turn red, white, and green in celebration of BIN: Black Information Network’s official launch on WWRL. For election day, renowned journalist and BIN commentator Roland Martin will anchor live news coverage beginning at 7:00 pm ET and provide updates as the polls close and election tallies are reported nationwide. Martin says, “The 2020 Election is one of the most consequential we’ve seen in American history, and Black voters will play a crucial role. Our goal at #RolandMartinUnfiltered is to provide unparalleled coverage of not only the presidential and U.S. Senate races, but the many local races that impact our people. From top scholars to civil rights lawyers to health and economic experts and politically minded celebrities, there will be no other place – digital, cable or broadcast – that will match the plans we have for our collaboration with BIN on election night.”

TALKERS News Notes. Nationally syndicated talk radio host Todd Starnes will provide election night analysis on the USA Radio Network and American Family Radio, and is also providing local election coverage for a number of his affiliate stations. On a related note, Starnes Media Group appoints Tim Van Horn morning show co-host on its KWAM, Memphis “The Mighty 990.” Van Horn, who exits iHeartMedia’s crosstown WREC to join KWAM, will work alongside incumbent morning personality Grace Baker and Kenny Bosak. Van Horn spent 15 years in the market as a meteorologist for WMC-TV…..Nielsen’s board of directors announce that it has agreed to sell its Global Connect business to Advent International for $2.7 billion. Nielsen CEO David Kenny says, “The sale of this business to Advent will deliver substantial value sooner than was anticipated through the planned spin-off and creates certainty for all stakeholders. The proceeds from the sale will allow Nielsen to significantly reduce debt, which will provide greater financial flexibility to execute our growth strategy and expand our role in the global media marketplace. At the same time, we are excited about this opportunity for Nielsen Global Connect and believe that moving forward as a private company will better position the business to accelerate its transformation and strengthen its market-leading position.” The transaction is expected to close in the second quarter of 2021…..Pictured below is Salem Radio Network talk host Mike Gallagher among the thousands gathered outside Raymond James Stadium in Tampa for Donald Trump’s rally last Thursday (10/29). Gallagher says, “I don’t understand how President Trump does it. It’s 90 degrees and he and Melania were onstage in direct sun for hours. It nearly killed me, and I’m younger!”

Music Radio News and Career Moves. Columbus, Ohio alternative rock outlet “CD 102.5” leaves the airwaves and will broadcast only via stream. That news comes from the station after it was unable to negotiate a deal with WWCD-FM owner Southeastern Ohio Broadcasting System. The station posts to its website: “Things are getting weird around here, and they’re about to get weirder. 2020 has been one of the most challenging years in recent history, and CD102.5 has faced its share of challenges. Recently, we were unable to reach an agreement with the owner of the FCC License, and at 12:01 am on November 1, CD102.5 will leave the FM airwaves. Make no mistake: we plan to move forward and continue broadcasting in the digital realm. For decades, CD101 was a favorite radio station to many. When the license that allowed us to broadcast was sold, we moved our frequency to 102.5. Together, for 30 years, CD101 and CD1025 have been synonymous with the Columbus music scene and alternative music. With the connectivity of the internet in cars and homes, with smart phones and smart devices, the digital world is the future. As we move exclusively to the digital realm, we will have more freedom to play the music that YOU want to hear—to promote local artists, to engage with the community, and to do all of the things that we’ve always done—but better! We will continue to support the arts community and nonprofits in Columbus. ‘CD1025 For The Kids’ will continue to help local charities, and add to the over $1,000,000 that it has donated over the years. So, join us as we help curate all the same great music you have loved, and will love, for decades to come. Follow us to hear bands that would otherwise not get the chance to be heard or to find your new favorite band from Columbus, from around the country, and from around the world.”

Pending Business: Not So Fast

| November 2, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Do you send the wrong message to the right people?

This week I encountered four different managers in top 20 markets who all started an email with, ”Sorry about…”

We are all human, we all make mistakes, and sometimes we all want to dial back the send button. But when the managers start getting sloppy, what’s next?

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