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Monday Memo: “Try to Sell Everybody You Talk to”

| November 1, 2021

By Holland Cooke
Consultant

 

BLOCK ISLAND, RI — The Guinness Book of World Records pronounced Joe Girard “The World’s Greatest Salesman.” He became the number one car and truck salesman in the world, “new ones, at retail, no fleet deals, one at a time, face to face,” 13,001 vehicles in 15 years. And in 1977 he sold me a book you should buy too: “How to Sell Anything to Anybody” changed my life. It’s on Amazon.

“If you’re in radio, you’re in sales”

When the late Gary Fries ran the Radio Advertising Bureau, that was his mantra. And smart hosts and DJs are very sales-involved. Some carry a list; but simply riding-along on calls with reps earns a client connection and product knowledge that make the talent part of the advertiser’s team.

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Monday, October 25, 2021

| October 25, 2021

Monday Memo: Robots ARE Taking Over. Like so many of the big conferences only Las Vegas can host, this month’s NAB convention was canceled. “But,” consultant Holland Cooke reports, “I went anyway. The trip turned into a mini-vacation, since my wife had taken a couple workdays off to join me here post-convention, and we had show tickets.” In this week’s column, from Sin City, HC explains how “what I am witnessing here is a profound glimpse into that New Normal we’ve been wondering about.” Read it here.

 

Pending Business: No. Radio sales pro Steve Lapa addresses what he calls one of the most difficult decisions a seller makes. “At what point do you move on from the no reply, no feedback, and nothing-here prospect? How many times should you try and reach out to open a dialogue with a prospect that does not respond, before you consider the effort fruitless and throw in the towel?” Read his answers to those questions here.

Audacy Renews Content Deal with Key Networks and Bloomberg Radio. The relationship between syndicator Key Networks, radio business news provider Bloomberg Radio, and Audacy will continue as the parties agree to extend the relationship in which Bloomberg delivers business and consumer news programming for the majority of Audacy’s 26 all-news and news/talk stations. Under the new agreement, Bloomberg Radio will continue to provide world-class news content, including live, customized reports, “Bloomberg Money Minutes,” and Bloomberg specialty features including: “Bloomberg Business of Sports,” “Green Report,” “Small Business Report,” “Real Estate Report,” and more to Audacy stations including; KYW, Philadelphia; KCBS-AM, San Francisco; WWJ, Detroit; KRLD-AM, Dallas; and more. Audacy VP of news Bill Smee comments, “Bloomberg has been an outstanding partner for our news brands, providing timely, relevant reporting on the business stories that matter most to our listeners. We look forward to building on this relationship in the coming years to help bolster our position as the leading local news platform.” Key Networks chief revenue officer Dennis Green says, “Key Networks strives to associate with the top brands and products to deliver the best content available to our affiliates. Delivering the gold standard in financial news and information from Bloomberg to Audacy stations that are best in class checks that box. We look forward to continuing the longstanding partnership with Audacy and look for new growth opportunities to serve these stations, their audience and advertisers with Bloomberg content.”

John Kruse Honored by Outdoor Writers Association of America. “America Outdoors Radio” host John Kruse was recently honored by the Outdoor Writers Association of America with several Excellence in Craft awards. This national organization, comprised of outdoors media professionals from all over North America, presents awards for different divisions. One of those is the radio/podcast division and Kruse nearly swept those six categories, winning first place in four categories for interviews airing on “America Outdoors Radio.” The weekly program that covers fishing, hunting, and conservation is syndicated and distributed by Talk Media Network to more than 125 stations in 30 states.

Townsquare to Add ‘Toucher & Rich’ to Four New England Signals. The Boston-based “Toucher & Rich” Show is being added to four of Townsquare Media’s Northern New England stations. The Fred Toucher and Rich Shertenlieb-hosted show is based at Beasley Media’s WBZ-FM, Boston “98.5 The Sports Hub” and is how heard on Townsquare’s alternative WCYY-FM, Portland; country WPKQ-FM, North Conway, New Hampshire; classic rock WJZN-AM/W240DH, Augusta, Maine; and sports talk WEZQ-FM, Bangor Maine. Beasley Boston VP and market manager Mary Menna says, “We are thrilled to be able to bring Toucher & Rich’s unique brand of content and humor to sports fans throughout New England through this syndication initiative. The T&R Team is already a favorite with their passionate audience. We look forward to expanding that loyal audience through this new affiliation!” Townsquare Northern New England market president, chief revenue and content officer Christine Sieks comments, “The passion for all things New England sports is palpable throughout New Hampshire and Maine. No one brings more excitement and entertainment to the conversation than ‘Toucher & Rich.’ We couldn’t be more excited about our new partnership and the opportunity to bring this compelling content to Northern New England listeners.”

Iowa Talk Host Simon Conway Hosts 7th Annual BBQ Sandwich Giveaway Charity Event. Pictured above is iHeartMedia Iowa talk host Simon Conway holding his newest recruit to the Puppy Jake Foundation, Puppy Doc. On Friday, Conway held the 7th Annual BBQ Sandwich Giveaway to benefit the Puppy Jake Foundation which acquires, raises, and professionally trains service dogs for veterans. The event raised over $36,000 in two hours for the foundation. The event raised $4,000 eight years ago, then $6,000 the next year, $23,000 in 2016, $29,000 in 2017, and over $31,000 in two hours in 2018. Conway, whose show is based at WHO, Des Moines and is heard on WMT, Cedar Rapids and WOC, Davenport, says, “I have the best audience in talk radio. They are astonishing! I also have to thank some of my show’s sponsors who have taken this charity to their hearts.”

Boston Sports Media Figure Bob Neumeier Dies at 70. According to a post at the WEEI website, longtime Boston sports media personality Bob Neumeier passed away on Saturday (10/23) at age 70. WEEI-com posts: “Known affectionally an ‘Neumy,’ he started his career in TV with WBZ, originally working as a weekend sports reporter. Later, Neumeier served as the radio play-by-play analyst for the Bruins. He worked at WBZ for 20 years. Following his first run in local TV, Neumeier spent three years at WEEI, where he was paired with Dale Arnold. ‘Dale & Neumy’ aired from 2002-05. ‘It saddens me to report that my friend and former partner, Bob Neumeier, passed away yesterday,’ Arnold tweeted. ‘Neumy was one of a kind, and all who knew him were better for it.’ Neumeier suffered a stroke in 2014 and had battled health issues in recent years. The National Academy of Television Arts & Sciences Boston and New England Chapter recognized Neumeier with its Silver Circle Award in 2017.”

TALKERS News Notes. Imaging firm Benztown adds two pros to its production leadership team. Darren Silva is named West Coast director of commercial production for the company and client YamanAir. Jake Urbanek joins the company as production manager, long form programming. Silva joins Benztown after 22 years as network production manager for Radio Disney in Los Angeles. Urbanek was most recently with Apple Music in Los Angeles, as assistant producer of “The Zane Lowe Show.”…..“The BOB & TOM Show” renews its agreement with CUMULUS MEDIA to air their nationally syndicated morning show on 18 of the company’s radio stations across the U.S. The long-term deal also brings “The BOB & TOM Show” to Abilene, Texas, listeners with the addition of Cumulus station KXHS-FM to “The BOB & TOM Show” family.

Biden’s Infrastructure and Social Spending Bills, COVID-19, Afghanistan, Alec Baldwin Movie Set Shooting, Facebook Papers, January 6 Investigation, and Sudan Coup Among Top News/Talk Stories Over the Weekend. The status of President Joe Biden’s infrastructure bill and his social spending plan; the rate of COVID-cases in the U.S., vaccinations for kids, and mask & vaccine mandates; governments around the world warn of the dire consequences if Afghanistan’s tenuous government collapses in the wake of the U.S. exit; the investigation into the shooting death of an assistant director on Alec Baldwin’s Santa Fe movie set; the trove of internal Facebook documents that show staffers’ ethical debates over its effects on society; and the investigation into the January 6 attack on the Capitol and the House voting to hold Steve Bannon in criminal contempt were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.

Monday Memo: Robots ARE Taking Over

| October 25, 2021

By Holland Cooke
Consultant

 

LAS VEGAS — Like so many of the big conferences only Las Vegas can host, this month’s NAB convention was canceled. But I went anyway. The trip turned into a mini-vacation, since my wife had taken a couple workdays off to join me here post-convention, and we had show tickets.

And what I am witnessing here is a profound glimpse into that New Normal we’ve been wondering about.

Read More

Monday, October 18, 2021

| October 18, 2021

Pending Business: Beam Me Up, Scotty. Radio sales pro Steve Lapa says, “If you sell talk radio for a living, take a minute to thank William Shatner.” Why? “For years talk radio sellers used the anecdotal examples of iconic figures who crossed into the older demographic with faces and lifestyle that made the older demo more advertiser friendly. From Mick Jagger and Joe Namath, to Cher and Goldie Hawn, these were the easy-to-reference examples leading the path to older demo acceptance. And now a new normal has fallen into our collective talk radio lap, William Shatner who at age 90 touched the sky as the planet logged on.” Read more here.

Monday Memo: Speaking of Vaccine Mandates. “Until we can come up with something else to argue about,” the latest COVID controversy offers what consultant Holland Cooke calls “new evidence demonstrating the importance of choosing our words carefully.” In this week’s column HC bullet-points some fresh research. Read it here.

Matt Sheeder Promoted to VP of Sales for iHeartMedia Minneapolis. Radio sales pro Matt Sheeder is promoted to vice president of sales for iHeartMedia’s Minneapolis station group that includes KTLK-AM, sports talk KFXN “KFAN,” and news KQQL-HD2/W227BF “BIN 93.3,” plus five music brands. Sheeder was most recently serving the cluster as local sales manager. Sheeder started in the media industry in 2015 at Comcast Spotlight. He joined the iHeartMedia Minneapolis team as an account executive in 2018. Sheeder says, “I feel fortunate to be able to help expand and lead this high-performing team. The past three years of my career at iHeartMedia have been incredibly enriching and have only helped me grow both professionally and personally. Thank you to the iHeartMedia Minneapolis team for this exciting new opportunity!”

WTOP, Washington’s Chris Roth to Acquire WNAV-AM, Annapolis from Pat Sajak. The Annapolis, Maryland radio station owned by “Wheel of Fortune” host Pat Sajak – oldies intensive, full-service outlet WNAV-AM – is being acquired by partners Chris Roth and Frank Brady for $1,000. Roth is currently a staffer in the WTOP-FM, Washington production department. WTOP has the story and notes that Roth and Brady will have to trim some of the payroll but hope to keep as many of the two dozen staffers as they can. The station will have to move from land that Sajak owns but Sajak is committing up to $100,000 to help with the move and a new lease. Roth says he will keep his position with WTOP as he transitions to his new role as co-owner of the station. Meanwhile, Sajak comments, “I am indebted to our advertisers and, of course, our loyal listeners. As I move toward retirement over the next couple of years, I’ll always look back at my ownership of WNAV with great pride and satisfaction.”

AdLarge Releases 2021 Podcasting Buying Guide. The 2021 Podcast Buying Guide V4.0 has been released by AdLarge. The company says this guide features “essential information on the rapid evolution of the marketplace including the latest resources and tools for measurement, analysis, and attribution available today. While similar to the first three guides by remaining simple to follow and understand, the fourth edition goes beyond the basics of buying and delves into the specifics behind content selection, measurement efficacy, and targeted delivery.” AdLarge SVP, head of revenue operations & digital sales Ilwira Marciszek adds, “As more buyers continue to experience the unmatched ROI of podcast advertising, we recognized the opportunity to provide guidance and context to the quickly evolving landscape of attribution, measurement, and delivery. The unprecedented growth we are witnessing today is a true testament to the power of podcasting.” AdLarge co-CEO Cathy Csukas states, “Working with a broad range of shows and clients has uniquely positioned AdLarge as an authentic resource to buyers. Our spectrum of knowledge has enabled us to gain a comprehensive understanding of the marketplace, which we’ve outlined in this playbook. Our goal is to provide everyone with the tools to make the most informed advertising decisions possible. The substantial increase year-over-year in advertiser spend has proven the audience is attentive, engaged, and ready to take action.”

TALKERS News Notes. Chicago media writer Robert Feder reports that former WGN-AM morning drive personality Steve Cochran has kicked off the fourth season of his podcast “Live From My Office.” Guests on the twice-weekly podcast this season are expected to include: Tom Waddle, Mark Giangreco, Lou Piniella, Bill Leff, Spike O’Dell and comedians Kathleen Madigan and John Da Cosse…..Cromwell Media’s sports talk WPRT-FM, Nashville “ESPN 102.5 The Game” and the NHL’s Nashville Predators agree to a multi-year extension that continues WPRT’s role as the official flagship station and broadcast partner of the Nashville Predators Radio Network. Cromwell Media president Bud Walters says, “For over 10 years the Predators have been the ‘best’ to work with. They’ve brought such excitement to Nashville, and we look forward to continuing our partnership together. We are very proud to be the flagship home of the Nashville Predators Network.”…..Townsquare Media’s KHOM, Hannibal, Missouri “NewsTalk 1070” adds Premiere Networks’ “Glenn Beck Program” to its daily lineup, effective today (10/18). Beck’s show airs locally from 11:00 am to 2:00 pm.

Supply Chain Woes/Inflation, Biden vs Progressive Democrats, COVID-19, January 6 Investigation/Bannon Subpoena, U.S. Missionaries Kidnapped, and Ahmaud Arbery Case Among Top News/Talk Stories Over the Weekend. The effects of the global supply chain breakdown and soaring retail prices; President Joe Biden’s challenges bringing progressive Democrats aboard his agenda; the rate of COVID cases in the U.S., and mask & vaccine mandates; the January 6 investigation and former Donald Trump adviser Steve Bannon’s defying a subpoena to testify before a congressional committee; the kidnapping of 17 U.S. missionaries by a gang in Haiti; and the trial of three Georgia men in the slaying of Black jogger Ahmaud Arbery were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Monday Memo: Speaking of Vaccine Mandates

| October 18, 2021

By Holland Cooke
Consultant

 

BLOCK ISLAND, RI — While the USA remains an embarrassing hot spot in the worldwide COVID pandemic – and until we can come up with something else to argue about – new evidence demonstrates the importance of choosing our words carefully.

In a recent CNBC interview, pollster Frank Luntz shared recommendations based on fresh research:

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