By Kathy Carr
Howie Carr Radio Network
It was a topic of discussion and no one had any real answers.
When I started in the business more than 30 years ago, the sales staff at WRKO in Boston included about 15 people, almost evenly split between men and women.
Some reps’ desks looked like a tornado had hit them. Others were perfectly neat in a OCD sort of way. But I learned something from all of my colleagues as we were a very competitive group.
By Steve Lapa
Lapcom Communication Corp
PALM BEACH GARDENS, Fla. — I am a fan of the thousands of interviews, articles, and self-help books that share somewhere between five and 50 habits or traits of successful people. After many hours of comparison, the habits or traits seem to become more and more universal: exercise, meditate, eat right, stay organized, have specific goals, keep positive, never stop learning, don’t respond to email right after you wake up, and many more.
By Steve Lapa
Lapcom Communications Corp
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:
Monday Memo: Weekend Warriors, Battling the Virus. As the cooped-up are coping, radio talkers are listening. In last week’s column, consultant Holland Cooke polled a panel of weekday hosts, who describe the mood they’re monitoring. This week, HC rounds up weekend ask-the-expert hosts, who describe how callers’ questions flesh-out listeners’ lives during the shutdown now easing in phases. Read it here.
Re-Opening Controversy, Statistics & Projections, Trump IG Firings, Michael Flynn Case, Pressure on China, Ahmaud Arbery Case, Presidential Race, and Fred Willard Dies Among Top News/Talk Stories Over the Weekend. The concerns about safely re-opening the economies in states across the country; the number of confirmed COVID-19 cases in the U.S., the death toll, and projections about future infections; the political battle heating up over President Trump’s firing of inspector general Steve Linick; the DOJ’s dropping of the charges against Michael Flynn for lying in court and Republicans’ efforts to involve Barack Obama in the case; some 100 countries pressuring China for an investigation into its coronavirus efforts; the case of murdered Georgia jogger Ahmaud Arbery; the latest poll numbers in the presidential race; and comedian Fred Willard dies at 85 were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.
Pending Business: Get Ready. Sales and marketing consultant Steve Lapa, president of Lapcom Communications, writes in today’s column that as most parts of the country begin transitioning out of mandated self-isolation, your clients are working through a maze of regulations and protocols completely new to them. Go with the “Three-E Theory” – be empathetic, energetic, and easy. Read his column here.
Mancow Asks Court to Toss Defamation Suit. A story in the Daily Herald by Harry Hitzeman reveals that WLS-AM, Chicago morning host Erich “Mancow” Muller is asking a Cook County Circuit Court judge to dismiss the defamation suit filed against him by former Harvest Bible Chapel pastor James MacDonald. If you recall, Mancow aired on his radio show secretly recorded tapes of MacDonald in which he wonders if child porn could be placed on the computer of a Christianity Today editor with whom he had a beef. MacDonald was subsequently ousted by his church’s board in 2019 and in response MacDonald filed suit against Muller late last year. Now, Muller files the Motion to Dismiss arguing that MacDonald is a public figure and it was Muller’s “duty as a Christian and media member to shine a light on MacDonald’s true character.” MacDonald’s lawyer is saying Muller’s motion comes too late, too long, and also argues Muller’s lawyer has a conflict of interest in the case as he once represented MacDonald. The two sides have a court date of June 12.
Josh Wolff Named VP of Programming for iHeartMedia Harrisburg-Lancaster. Programming pro Josh Wolff is promoted to vice president of programming for iHeartMedia’s Harrisburg and Lancaster, Pennsylvania markets. In this role Wolff will oversee all on-air content as well as music and digital programming operations for all of the Harrisburg and Lancaster brands. He will continue to program CHR WAEB “B-104” and rock WZZO in Allentown. iHeartMedia area SVP of programming Dave Hovel says, “With Josh’s strong leadership skills in Allentown, it was a no-brainer to elevate him to oversee iHeartMedia Harrisburg and Lancaster. The entire Harrisburg/Lancaster team is excited to have Josh in the role to lead and grow our iHeart footprint in the markets.” Before joining iHeartMedia’s Pennsylvania region, Wolff served as the music director and assistant program director for adult contemporary KESZ and adult hits KYOT “95.5 The Mountain” in Phoenix.
Beasley Delaying 2020 Q1 Financial Report. In a May 15 filing with the SEC, Beasley Broadcast Group, parent of Beasley Media Group, says it is unable to meet its Form 10-Q filing deadline due to the impact of the coronavirus pandemic on its business operations. The company notes that an order issued by the Securities Exchange Commission grants a 45-day extension to file certain disclosure reports. Beasley says it intends to file its Quarterly Report no later than June 29. In addition to the effect of the COVID-19 pandemic on its ability to complete its quarterly review, “the effects of the COVID-19 pandemic have caused disruptions to the Company’s business and operations, and the related uncertainty as to when or the manner in which the conditions surrounding the COVID-19 pandemic will subside have made it necessary for it to seek an amendment to its credit facility that would, among other things, amend certain financial covenants. For the quarter ended March 31, the Company was in compliance with its financial covenants related to its credit facility. However, at that time the Company was projecting that it was unlikely to be able to comply with its First Lien Leverage Ratio as of June 30. As a result, the Company is seeking and expects to enter into an amendment to its credit facility in the coming weeks, and projects that it will be in compliance with the financial covenants, as amended, over the next 12 months. If the Company is unable to obtain an amendment to its credit facility, it would result in an event of default, which would materially affect its results of operations, liquidity and financial condition.”
Townsquare Media Promotes Dobbins to VP. Sales pro Sarah Dobbins is promoted from director of sales for Townsquare Media’s Portland station group to vice president of sales for Northern New England, including the Portland and Augusta markets as well as the Portsmouth, New Hampshire market. She’ll report to regional market president & chief revenue officer Christine Sieks. Dobbins says, “Townsquare Media has an unbelievable combination of local marketing resources designed to help local businesses grow. Now more than ever, our local brands, digital marketing solutions, and attribution tools make Townsquare a powerhouse in Northern New England. I am excited to partner with Christine Sieks in maximizing our resources to drive sales growth throughout Maine and New Hampshire.”
TALKERS News Notes. Chicago morning personality Erich “Mancow” Muller – host at Cumulus Media’s WLS-AM – was one of the high-profile leaders of Saturday’s “Open Illinois Rally” organized and co-hosted by Josh Ellis of American Revolution 2.0. Mancow and a number of politicians and candidates gathered to “address the governor’s handling of the coronavirus pandemic response.” The intent was to demand the state legislature “work on guidance and provisions to safely open Illinois businesses and resume our work lives.”…..WHO, Des Moines afternoon drive personality Simon Conway tells TALKERS magazine it was a “great honor” to have President Trump call into his radio show on Friday (5/15). Conway says that when Trump was running for office, the two spoke many times but this was the first time they talked with Trump as president. “It doesn’t matter what people think about him, this is the President of the United States who picked up the phone and spoke directly to my audience.” Conway’s show is also heard on WMT-AM, Cedar Rapids and WOC-AM, Quad Cities…..Nexstar Broadcasting is presenting “COVID-19 The Virtual Town Hall” to be aired on its television stations across Connecticut tonight (5/18) at 7:00 pm. The audio from the event will be carried by iHeartMedia’s 11 Connecticut radio stations. The Town Hall will include: Governor Ned Lamont, U.S. Senator Richard Blumenthal, U.S. Senator Chris Murphy, and numerous state representatives and health care experts…..BIA Advisory Services is presenting a webinar tomorrow (5/19) at 11:00 am called “2020 State of Media Sales Study” that will consist of answering such questions as: What’s on the minds of local media sellers as they operate in a post COVID marketplace? Where do they expect to find ad revenue? What verticals will have the most potential in Q3 and Q4 in 2020? And, which types of accounts will pose the biggest challenges? The webinar will share findings from the April 2020 study of media sales professionals about the past year and current, unusual conditions…..The Talk Shows USA-syndicated “Tom Gresham’s Gun Talk” program adds two new affiliate stations as KBRN-AM/ K280GR, Boerne, Texas and KIVA-AM/ K229CL, Albuquerque, New Mexico add the show to their weekend program schedules…..Westwood One News is presenting “The Summer of COVID-19” as its Memorial Day Weekend special. WWO says, “Barbeques and beaches. Death rates and vaccine hopes. It is going to be a summer like no other. American traditions are under threat, from backstage ball fields to seasonal staples like family vacations and summer camps, while others still plan to hit the road or take to the skies during an unprecedented health and financial crisis… correspondent Christopher Cruise explores how we got here and where we are going, or not going, this summer.” It replaces “The Week in Review” on May 23-24.
Music Radio News and Career Moves. On Long Island, Connoisseur Media’s four-station cluster that includes hot AC WALK-FM, rock WWSK-FM “94.3 The Shark,” classic hits WBZO “103.2 MAX,” and adult contemporary WKJY-FM “KJOY 98.3” shined a light on the mental effects of social distancing with a special live stream concert last night (5/17) to benefit The American Foundation For Suicide Prevention Long Island Chapter. The “Be Well Long Island” benefit concert featured performances and appearances by: Johnny Rzenick of the Goo Goo Dolls, Joan Jett, Scott Stapp, DMC from Run DMC, Kevin Martin and Brian Quinn of Candlebox, Fitz and The Tantrums, Vintage Trouble, and more. WWSK music director Brian Orlando says, “There are thousands of people suffering in silence right now. We at Connoisseur Media want them to know that they’re not alone.”
By Steve Lapa
Lapcom Communications Corp
Urgency, deadlines, and timelines are all critical components of the selling process.
Here is what was: Rates are valid until_________. This package is limited to_________.