By Steve Lapa
Lapcom Communications Corp
PALM BEACH GARDENS, Fla. — Checking in for advertisers’ performance feedback is a dying part of the sales process. The phrase that pays, ”How are we doing?” part of my sales culture for over 45 years is gone. My marketing work in over 50 markets showed me how fast this part of the sales process is eroding. Houston, our sales teams have a problem and nobody cares. Chances are automated check-ins show up more often than you do. Wake up and smell the coffee.
Monday Memo: We Are Changed. “New Year, new challenges…AND opportunities!” consultant Holland Cooke reckons. In this week’s column, HC lists “10 Fresh Insights into People’s Changing Behaviors,” based on “billions of tweets (yes, with a B).” Read it here.
Wednesday’s Biden Inauguration Preparation, Capitol Assault Investigation, Impeachment, Trump Pardons and Commutations, COVID-19 Stats & Vaccinations, Social Media and Free Speech, Migrant Caravan, Navalny Arrested, and Martin Luther King Jr. Day Among Top News/Talk Stories Over the Weekend. The preparation for Wednesday’s inauguration ceremonies for Joe Biden and Kamala Harris; the ongoing investigation into the assault on Capitol Hill; the House’s vote to impeach Donald Trump again; speculation about the coming pardons and commutations from President Trump; the fast-rising number of COVID-19 cases and deaths in the U.S. and criticism of vaccine rollout problems; social media’s banning “spreaders of misinformation” and the issue of free speech; a new migrant caravan from Honduras crosses Mexico for the U.S.; Putin opposition figure Alexei Navalny returns to Russia and is detained; and today’s Martin Luther King Jr. holiday were some of the most-talked-about stories on news/talk radio over the weekend.
Pending Business: How Do You Like to Be Coached? Sales and marketing pro, and Lapcom Communications Corp president, Steve Lapa says he recently worked with two top 20 market radio stations with no formal system for sellers to give feedback to air talent handling live reads. “The pattern is predictable. The seller sells, the host does the endorsement read, and results are disappointing. The host reads are off target and the dance begins. No one has taken the time to adjust the feedback system.” Read his column here.
Joe Zarbano Exits WEEI, Program Director Role. The Boston Globe reports that Joe Zarbano has left his PD role with Entercom sports talk station WEEI, Boston. Zarbano first joined WEEI in 2007 as an intern and rose through the ranks to become program director in 2016. He stated in a company-wide memo, “After careful thought and consideration, the time has come for me to pursue new challenges and step away from WEEI. In May of 2007, I walked into 20 Guest St. to begin an internship that I was so excited about I couldn’t sleep the night before. Little did I know, it was the beginning of a 14-year journey that would lead me to some of the most challenging but rewarding years of my life.” The Globe says that while WEEI won a Marconi for Sports Station of the Year in 2018, the Nielsen ratings have been kinder to crosstown competitor WBZ-FM “98.5 The Sports Hub.” The paper notes that in the fall ratings period, WBZ-FM “was first in the market in the men 25-54 demographic, while WEEI was a distant fourth.”
WGFX-FM, Nashville Midday Trio Exits for Outkick Gig. According to a piece in the Nashville Post, the trio of Johnathan Hutton, Paul Kuharsky, and Chad Withrow – hosts of the “Midday 180” show on Cumulus Media’s sports talk WGFX-FM, Nashville “104.5 The Zone” – are leaving the station for a new role with Clay Travis’ Outkick. Travis is building a new Outkick OTT Network that will launch later this year. The Post says Travis’ new venture intends to air from 6:00 am to 7:00 pm ET with live audio and video plus a podcast network. Hutton tweeted, “We’re parting ways with the station, but ‘We’re Not Leaving.’ We remain in the business to win. A priority for each of us was to ensure we’d continue to work with one another, as we are the closest of friends, and we will continue to raise the bar.”
Emily Pankow Named General Counsel for Red Apple Media. Longtime Red Apple Group counsel Emily Pankow is appointed to the general counsel role for Red Apple Media, owner of WABC, New York and operator of WLIR-FM, Long Island. Pankow launched her legal career with Red Apple Group as an associate. CEO John Catsimatidis says, “Red Apple Media and WABC Radio will be well served by Emily’s legal insight. She has proven herself time and time again as an asset to our company over the past 15 years. Since the acquisition of WABC, Emily has been instrumental in the day-to-day legal work and has earned this title. I have every confidence that Emily will succeed in the new position and is destined for great things in the future.” Pankow comments, “I’m honored and delighted to join the Red Apple Media team at this exciting phase of the company’s growth under John Catsimatidis’ leadership. I look forward to helping build upon Red Apple Media’s success. Red Apple Group is continuously expanding its horizons and it has been a pleasure and honor to learn and grow with the company.”
Jordy Culotta Exits WNXX, Baton Rouge. Co-host of the “Off the Bench” program (7:00 am to 10:00 am) Jordy Culotta exits the Guaranty Media spors talk station. Culotta co-hosted the program with T-Bob Hebert and it’s unclear at this time if the company will replace Culotta or continue with Hebert hosting solo.
Retired Wisconsin Radio Personality John Moser Dead. WTMJ, Milwaukee reports that longtime WBEV-AM, Beaver Dam, Wisconsin radio personality John Moser has died, just two weeks after delivering his final broadcast for Good Karma Brands’ WBEV-AM. The details surrounding Moser’s passing are not clear. His family says he went into the woods near Mount Horeb, Wisconsin to hunt coyote and did not return. Authorities later found his body and the cause of death is under investigation. Moser began his career in Beaver Dam in 1973. During his time there, he served as a news announcer, disc jockey, marketing consultant and general manager.
TALKERS News Notes. There’s not a lot of detail on this but Townsquare Media is dropping the Robert Pratt-hosted “Pratt on Texas” program from its talk stations KFYO, Lubbock “Newstalk 790”; KYYW, Abilene; and KWFS-AM, Wichita Falls. The company posted the following to its websites: “As of January 18, 2021 the show ‘Pratt on Texas’ will no longer be heard on Townsquare Media radio stations in Lubbock, Abilene, and Wichita Falls, Texas. Townsquare Media thanks Mr. Pratt for his years of service hosting ‘Pratt on Texas,’ and wishes Mr. Pratt the best in his future endeavors. An additional announcement will be forthcoming concerning future programming on KFYO, KYYW, and KWFS-AM.” Pratt posts on his website that the move is the result of “cancel culture,” apparently implying that his show has been pulled because of his conservatism. Pratt says his ratings “are as great as ever.”…..All day today (1/18), SiriusXM’s Urban View channel and the Joe Madison show are honoring the legacy and celebrating the influence of Martin Luther King Jr. Madison is hosting a special edition of his morning show featuring speeches, sermons, and never-before-heard interviews. Madison is sharing his address to the Bureau of Alcohol, Tobacco, and Firearms on King’s legacy, King’s “Give Us the Ballot” speech and “Why Jesus Called A Man A Fool” sermon, Rev. C.L. Franklin’s “The Eagle Stirreth the Nest,” and exclusive new interviews with Oregon Senator Jeff Merkley, attorney Raymond C. Pierce of the Southern Education Foundation, former Surgeon General Dr. David Satcher, and journalist Joan Walsh. Topics will include the 13th Amendment, supporting Black colleges and Black youth in the South, health equity, and white supremacy…..ABC News Radio is offering extensive live anchored coverage of the inauguration events, starting with the COVID-19 memorial ceremony on Tuesday, January 19. On Wednesday, January 20 ABC News Radio will offer a primetime special report that includes coverage of the planned celebration at the Lincoln Memorial. Correspondent Aaron Katersky will anchor from the Capitol with reporting by correspondent Karen Travers, correspondents Alex Stone and Mark Remillard, and multi-platform reporter Ines de La Cuetara. Coverage will also include reporting and analysis by former White House correspondent Ann Compton, political analyst Steve Roberts, and ABC News’ political team and security experts. ABC News’ flagship daily podcast “Start Here,” hosted by Brad Mielke, will post a special edition on Wednesday featuring the latest reporting on the Inauguration.
By Steve Lapa
Lapcom Communications Corp
Even pre-pandemic, has the sales culture changed, adjusted, grown?
Let’s take a lesson from one of the most competitive environments around.
By Chris Miller
Chris Miller Digital
SHAKER HEIGHTS — So here’s some good news about a huge opportunity for news/talk stations. You can turn your social media into a “loyalty content marketing” program for those ultra-passionate fans you have.
Unfortunately, just about all news/talk stations with a Facebook page have the same problem. There’s a lot of content posted about news. However, there is almost no content about what the talk shows are doing. I’m sure syndication is one reason for this; if the talk host is not in the building, how are you going to know what he or she is planning to talk about, and when?
Even so, this is a problem with local talk hosts, too. I don’t see a lot of social media content about local shows. Those local talk host posts that I do see often don’t offer a lot of specifics. I’m not told when to listen; I’m not told why I would want to listen; I’m not invited to engage.
Let me give you a hand with a couple of basic tips about how to use Facebook and Twitter more effectively for your news/talk station. News and talk are handled differently, so let’s start with news.