By Steve Lapa
Lapcom Communications Corp
Drop these two old school excuses from your sales banter and get closer to the winning side of your business interactions.
I am as serious as your commission check. What I am about to share, fresh from the field, is as old as your first pocket calculator with the same limitations of performance, yet I hear this day after day in my marketing work. It’s old, tired, and needs to go.
By Steve Lapa
Lapcom Communications Corp
PALM BEACH GARDENS, Fla. — Have you noticed the marketing driving the madness this March? The marketing machine seems to be present everywhere — especially the sports book marketing. It’s reinventing how marketers use some old school media.
Last time we noticed, our friends in the bus shelter business simply painted bus bench backs or posted large signage in the bus shelters. This static advertising supported branding, location-based ads, and in the case of the old school bus bench, catchy phrase, logo or headshot and phone number.
By Steve Lapa
Lapcom Communications Corp
PALM BEACH GARDENS, Fla. — The past 90 days have been a roller coaster for many on the marketing side of the radio business. Hopefully your ride has evened out and the rest of the fourth quarter is downhill. On the way to year-end, here is an experience that may help you improve your personal sales and customer management skills.
Our situation is based in a top 40 market with a dominant radio station and a solid talent. After several rounds of well-received negotiation we came to an agreement with clear expectations. The station seller and talent agreed to live reads and the advertiser approved the deal. We were locked and loaded with approved creative and good to go all around.
iHeartMedia Adds ‘Jim Polito Show’ to WXKS-AM, Boston. Boston news/talk outlet WXKS-AM “Talk 1200” is adding “The Jim Polito Show” to the morning drive daypart, replacing the FOX Sports Radio programming currently airing there. Jim Polito’s morning show launched on iHeartMedia’s news/talk WTAG-AM, Worcester and was eventually rolled out to news/talk WHYN-AM, Springfield and news/talk WHJJ-AM, Providence, replacing the local morning shows on those stations. iHeartMedia president of the New England area community markets Sean Davey says, “I am proud of Jim and his growth. More than anyone I know, Jim loves politics and the ‘give and take’ that goes with it. For him to be heard in Boston is so exciting and the natural next step in Jim’s growth.” Polito comments, “Boston is the next stop for making serious talk fun. I do battle with the political establishment and succeed where others fail by changing minds and waking people up on the ‘right’ side of the bed.”
John Batchelor Returns to New York Airwaves on WOR. Nationally syndicated nighttime radio personality John Batchelor returns to the New York City air on November 1 as iHeartMedia’s news/talk 710 WOR, The Voice of New York adds his program, “Eye on the World with John Batchelor,” to the schedule in the 9:00 pm to 12:00 midnight daypart. WOR program director Tom Cuddy says, “I have been a fan of John’s for almost two decades and the dedication he consistently displays in tracking down the details behind the important stories anywhere in the world and then sorting them out for listeners.” Batchelor says, “I am astounded to be invited to join the legendary WOR at this promising time, when the listeners of New York, New Jersey and Connecticut begin the hard work to recover from these last rough years. This is a privilege.” Batchelor’s program broadcasts nightly from New York and is syndicated by CBS Audio.
iHeartMedia Spends $64 Million to Repurchase All Series A Perpetual Preferred Stock. The company announces that it has – via its subsidiary iHeart Operations, Inc., repurchased and cancelled all of its 60,000 outstanding shares of Series A Perpetual Preferred Stock, paying for it with cash on hand. The cash repurchase price for each Series A Perpetual Preferred Stock is $1,000, plus a premium equal to the remaining dividends required to be paid through the optional redemption date of May 1, 2022 discounted at a negotiated rate. This results in an aggregate redemption amount of $64.35 million to be paid to the holders of the $60 million Series A Perpetual Preferred Stock. iHeartMedia chairman and CEO Bob Pittman comments, “We are pleased to have voluntarily repurchased the full balance of our $60 million preferred stock, demonstrating our commitment to strengthening our balance sheet and increasing free cash flow, while still maintaining ample liquidity. Repurchasing early allows us to realize interest savings, exit the most restrictive instrument on our balance sheet, and continue to reinforce iHeart’s commitment to improving our capital structure. This action continues to demonstrate our confidence in our business moving forward.”
Armstrong & Getty Are This Week’s Guests on Harrison Podcast. The long-running, highly successful, West Coast-based news/talk radio duo Jack Armstrong and Joe Getty are this week’s guests on the award-winning PodcastOne series, “The Michael Harrison Interview.” They started out as DJs in music radio in the early 90s but transitioned to all-talk and landed a big-time slot in 1998 as the morning team on news/talk station KSTE in Sacramento, California where they developed a reputation throughout the radio industry for their freshness and youthful dynamics. They’ve remained a huge attraction on that station to this very day but their reputation and reach has spread and continues to grow far beyond the Golden State’s capital. They are now a morning powerhouse in California’s major cities including KABC, Los Angeles; KSFO, San Francisco; and KGB-AM, San Diego and are heard throughout the West as well as on an increasing number of stations spreading East via their own independent syndication. “When I first heard them years ago, they sounded to me more like the kind of talk show hosts one would expect to hear on a rock station than on a serious news outlet. They were funny and irreverent and surrounded with a cast of characters that gave their show more of the feeling of a morning zoo than a round table of stuffy panelists,” says TALKERS founder Michael Harrison. “But even though they were zany and played the goofball roll to a certain degree, their antics were offset by obvious intelligence, keen insight, excellent interviewing skills and a ton of information about what was happening in the news.” Today, this compelling act – though still first and foremost entertaining and full of engaging pop culture – has matured and is a perfect fit for news/talk stations looking to cover the news and maintain a conservative orientation, but without the pedantic posture that can sacrifice a more eclectic audience. Even more important,” says Harrison, “Jack and Joe remain irreverent and are not rigidly beholden to any singular ideology or political personality. They present their opinions issue by issue. As we approach 2022, the show is uniquely positioned to be a major element in the unfolding news/talk radio universe.” To listen to the podcast in its entirety, please click here.
iHeartMedia Swipes Green Bay Packers Football from Good Karma Brands. The business relationships between radio stations and sports franchises are not immune to change but iHeartMedia’s new deal with the NFL’s Green Bay Packers that moves play-by-play broadcast rights in the state’s largest market from Good Karma Brands’ news/talk WTMJ, Milwaukee to its own crosstown sports talk WRNW-FM “97.3 The Game” beginning in 2022 is huge because WTMJ has enjoyed broadcasting Packers games since 1929. The team announced the news yesterday (10/27) and clarifies that this change only affects the Milwaukee affiliate as the team brought the Packers Radio Network in house in 2018. Packers VP of sales and business development Craig Benzel says, “iHeartMedia enthusiastically pursued the opportunity that being part of the network creates, and we are looking forward to how their innovative approach will appeal to Packers fans in southeastern Wisconsin. The Packers have greatly appreciated the partnership with WTMJ over the years and will always respect the history they have with the franchise.” The press release says, “‘97.3 The Game’ WRNW and iHeartMedia Milwaukee will offer an attractive demographic opportunity to reach new listeners with a growing sports talk radio segment and other programming formats in the Milwaukee area. Additionally, the partnership offers a variety of new platforms that will support key Packers initiatives, including iHeartMedia’s new audio partnership with the NFL which features podcast distribution.” The most recent Nielsen PPM numbers (6+, weekly AQH share) from the September 2021 survey show WTMJ ranked #1 in the market with a 9.1 share and WRNW-FM ranked #15 with a 1.3 share.
Charlie Sislen to Retire from Research Director; Karen Morriss Joins as Director of Client Services. Radio pro Charlie Sislen is retiring from his role at Research Director, Inc after 24 years with the company as a partner. His last day will be December 31, 2021. Sislen says, “It has been a pleasure being part of Research Director, Inc. for the past 24 years. I woke up every day excited not only about what would come next, but also more importantly the people I would interact with. I enjoyed every conversation with Research Director, Inc.’s amazing team, our tremendous clients, and everyone who makes our industry great. I want to especially thank my partner, Marc Greenspan, who had the vision to bring me into this company and partnered with me to build a truly remarkable organization. I am leaving a phenomenal team, whose hard work made my role as the face of the company easy. They made the difference for every one of our clients. Now is the time of my life where I must shift my focus from my career, which I love, to my family and my community. Research Director, Inc. and the radio industry will always be in my heart. My thanks to all who were such an integral part of this life‐changing journey.” As a part of the transition, Karen Morriss joins the team as the director of client services. She says, “I’m excited to be joining the Research Director, Inc. team. I’ve known Marc and Charlie for over 30 years and have great respect for both of them. I look forward to working with their wonderful clients.”
Triton Digital and Signal Hill Insights Collaborate to Create Demos+ Podcast Metrics Service. This collaborative effort between Triton Digital and audio research firm Signal Hill Insights results in the enhancement to Triton’s Podcast Metrics that provides audience demographic and socio-demographic data on podcast listeners and downloads in the United States. Triton Digital says the new Demos+ solution is “the first-ever integration of census and survey-based research podcast measurement methodologies. Through this collaboration, podcast publishers, advertisers, and agencies will be able to leverage podcast download metrics by person-level demographic, socio-demographic, media behavior and purchase intent propensities.” The two firms say they’ve “launched a large, year-round survey that is representative of the population of podcast listeners in the United States. Demos+ utilizes the Podcast Metrics measurement census-level data to identify listener overlap to scale the podcast survey-based insights. This unique approach enables Triton to project the audience composition for virtually all size podcasts – a capability previously hindered by podcast survey sample-size limitations. With this insight, podcasters will see a clear view of their audience, and marketers can more easily identify the podcasts which best reach their target audience.”
TALKERS News Notes. Promotions and marketing pro Sandy Corcoran joins Summit Media as promotions director for the company’s Omaha station group that includes sports talk KXSP “AM 590 ESPN” and four music brands. Corcoran served for 10 years with Audacy where she was the assistant director of marketing and promotions for the Phoenix cluster, including KOOL-FM, KALV-FM, and KMLE-FM. She says, “I’m excited for the opportunity to join SummitMedia and their heritage brands in Omaha. Radio and music are my biggest passions. I couldn’t be happier to oversee promotions and events for this cluster.”.…..Podcast firm PodcastOne extends its podcast production partnership with REELZ to launch “Sex, Lies & Murder,” the latest true crime podcast in a series of shows co-produced by the two media companies. “Sex, Lies & Murder” episodes feature the real stories of sex-driven crimes that have rocked communities. These are the stories of a suburban housewife who becomes a killer. A church pastor who has extramarital sex then his wife joins the dearly departed. It’s a soccer mom who is found dead and police uncover her double life as a midnight escort. PodcastOne president Kit Gray states, “We couldn’t be more thrilled to continue our long standing relationship with REELZ through our latest podcast “Sex, Lies & Murder.” Listeners and advertisers alike know that our REELZ-branded programming is edge-of-your-seat content that the podcast world is hungry for and we are excited to deliver.”…..ABC News is covering the 2021 UN Climate Change Conference in Glasgow with correspondent Karen Travers reporting from Glasgow. She’ll file regular reports for newscasts, “Perspective” and other audio platforms. ABC Audio will also release a five-part climate report series examining the consequences of climate change and issues the conference is planning to address. Additionally, ABC News’ flagship daily podcast “Start Here,” hosted by Brad Mielke, will dedicate multiple segments to the effects of climate change and how Americans are addressing the problem.
Biden’s Infrastructure and Social Spending Bills, COVID-19, Virginia Governor’s Race, Petroleum Industry Testimony/Climate Change, Supply Chain Woes/Inflation, Migrant Caravan/Immigration Policy, China’s Taiwan Aggression, and Rust Set Shooting Investigation Among Top News/Talk Stories Yesterday (10/27). The state of President Joe Biden’s infrastructure and social spending bills as Democratic factions battle over where to spend; the rate of COVID-19 cases in the U.S., vaccine approved for kids, and mask & vaccine mandates; the tight race between Virginia Governor Terry McAuliffe and Republican challenger Glenn Youngkin; today’s testimony before Congress from petroleum industry CEOs about climate change; the ongoing supply chain breakdown and soaring retail prices; a migrant caravan in Mexico approaches the U.S. border and the Biden administration’s border and immigration policies; China’s continuing military aggression toward Taiwan; and the investigation into the deadly shooting on the Santa Fe set of Alec Baldwin’s Rust film were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.