Tag: "sales manager"
By Steve Lapa
Lapcom Communications Corp
This is the perfect time of year to review proposals that sold through and which ones missed.
When I began my journey through the sales maze of the broadcast business, my first sales manager would always remind me, “We’ve got plenty of paper but not enough of you. What makes your proposals different and better TODAY?” His words were so on point the message guided me for over 40 years. The concept goes to the foundation of sales: maintain strong relationships every day throughout the process.
Good Karma Brands to Launch ‘101.7 The Truth’ Targeting Milwaukee’s Black Listeners. A new radio station dedicated to serving the Black community in Milwaukee is being launched by Good Karma Brands. The company says “101.7 The Truth” will debut this year and “will feature local shows with authentic conversations about news and current events, a celebration of Black culture, and information created by and for the Black community with an emphasis on empowerment, family, faith and community. Translator W269DL (at 101.7 FM) is licensed to New WRRD LLC and currently relays that company’s progressive talk outlet WRRD-AM. Good Karma tells TALKERS that it will operate WRRD-AM/W269DL under an LMA and will file to purchase the signals. Milwaukee market sales pro Cherie Harris is joining Good Karma to serve as general manager for the station and Kyle Wallace signs on as operations manager. Harris, who’s served with iHeartMedia as an AE at urban contemporary WKKV “V-100” and WITI-TV, says, “I am thrilled to join Good Karma Brands and build a new home for Milwaukee that has been sorely missing. We are going to put together a meeting place – a place for honest and real debate, as well as welcoming conversation, and a place for celebration and connection within the Black community.” Kyle Wallace adds, “We have already started the search for the voices that will make ‘101.7 The Truth’ a destination for the stories and experiences that are relevant to the Black community. We have the resources to make sure that our new station really is a local marketplace for ideas and commerce. This isn’t a nationally syndicated project, it’s home-grown.” Good Karma Brands CEO Craig Karmazin comments, “At Good Karma Brands, we believe every voice matters. But as the events of this past year unfolded we realized there were underrepresented voices that had so much to say and needed to be heard. We believe there is a unique opportunity for us in Milwaukee to launch a station that can make a real impact across the city, and within our company. I’m excited to see how the station grows and evolves and look forward to meeting the strong demand for compelling and targeted content for Milwaukee’s Black community.” The station is actively seeking staff for several positions, including talk hosts, producers, news reporters, as well as sales and marketing coordinators. See more about those positions here.
Pending Business: Your Next Sales Meeting. Sales and marketing consultant Steve Lapa, president of Lapcom Communications, writes today about the important relationship between sales manager and seller, most specifically as it relates to what sellers take away from sales meetings. He says that is the responsibility of the manager to visualize the end – or what the seller will take away – and build the path to get there. Read his column here.
Profile: KFI, Los Angeles Keeping Listeners Engaged in Unusual Times. Los Angeles news/talk outlet KFI is the subject of today’s profile by TALKERS magazine managing editor Mike Kinosian. Like most every radio station in the country, the iHeartMedia news/talker has had to do its job of informing and entertaining with most staffers working from home – a challenge for any station but an especially difficult one for a station dedicated to presenting a quality news product as well as an almost entirely live-and-local talk show lineup. And KFI has succeeded at this task under the guidance of program director Robin Bertolucci and assistant program director Neil Saavedra. KFI is the nation’s highest cuming news/talk station based on Nielsen Audio’s August PPM survey. Read more about how KFI is keeping Angelenos tuning in during this time of unprecedented disruption here.
Westwood One Renews ‘Chris Plante Show.’ The Washington, DC-based Chris Plante show and Cumulus Media’s Westwood One sign a new deal to continue their business relationship for several more years. The program airs live from 9:00 am to 12:00 noon and is heard on 130 affiliate stations, including flagship WMAL-FM, Washington; WLS-AM, Chicago; KCMO-AM, Kansas City; and more. Cumulus Media EVP and Westwood One president Suzanne Grimes says, “WWO is excited to renew our partnership with Chris, as his unique perspective and strong journalistic background create an invaluable listening experience for his loyal fans. As we enter one of the most interesting and impactful elections of our time, it is more important than ever to provide the insights that inform a nation that is hungry for information.”
TALKERS News Notes. A new Pew Research Center study that looks at the news landscape on YouTube indicates that “about a quarter of all U.S. adults (26%) say they get news on YouTube.” PRC says it found “an ecosystem in which established news organizations and independent news creators thrive side by side – and, consequently, one where established news organizations no longer have full control over the news Americans watch.” About one-in-five YouTube news consumers (23%) say they often get news from YouTube channels affiliated with external news organizations, while an identical portion of consumers (23%) say they often get news from independent channels, defined in this study as “news channels that do not have a clear external affiliation.” See the study here…..Cumulus Media’s Dallas sports talker KTCK-AM/FM “The Ticket” helped raise $105,972 for the Dallas non-profit organization Cornerstone Clothes Closet through its 7th annual “Drop Your Pants Clothing Drive.” Afternoon personality Bob Sturm, who spearheads the effort, says, “Absolutely floored that our listeners got behind this in such a big way and helped us manage a virtual Drop Your Pants this year. I could not believe we broke $100,000 in donations after our initial goal of about $30,000. The listeners of this radio station never cease to amaze me with their generosity in supporting incredible causes in our community.”…..In Fresno, Cumulus Media’s KMJ-AM/FM “NewsTalk 580/105.9” recently teamed with local agriculture company Gar Bennett to raise money for The Central California Food Bank, and listeners came through with amazing generosity, donating $361,000. Gar Bennett Inc. matched every donation with 50 cents on the dollar to the tune of $180,500 for a grand total of $541,500. The funds will help the Central Valley’s less fortunate residents by providing more than 3.6 million meals…..Virtual News Center has adds by Statesville Family Radio Corporation’s country WAME-AM/W255BD to its roster of affiliate radio stations…..DWCommunications, LLC announces today that the national sports talk show “From the Press Box to Press Row” with host Donal Ware begins airing on SiriusXM’s ESPNU Radio on Friday, October 2. The program focuses on Historically Black College and University sports and will air each Friday at 7:00 pm ET. Ware says, “There are so many untold stories within the HBCU sports world and more known stories that need to be reemphasized and that’s what we plan to bring to the ESPNU Radio listening audience each week.”
The Presidential Race/Tonight’s Debate, COVID-19 Stats & Projections, Trump Tax Story, Stimulus Negotiations, Amy Coney Barrett Nomination, BLM Movement/Protests, and California Wildfires Among Top News/Talk Stories Yesterday (9/28). The November presidential election and tonight’s Donald Trump–Joe Biden debate in Cleveland; the rising number of COVID-19 cases in the U.S. and concerns for the fall-winter seasons; the New York Times piece detailing Donald Trump’s tax history and personal financial situation; the negotiations between Nancy Pelosi and Steve Mnuchin over a new stimulus package; the nomination of Amy Coney Barrett for the Supreme Court; the Black Lives Matter movement and the protests in various U.S. cities; and the California wildfires were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.
Music Radio News and Career Moves. Programming pro Andy Winford is named program director for Cumulus Media’s KSKS-FM, Fresno “93.7 KISS Country.” He’s been serving as program director for KATM-FM, Stockton-Modesto “KAT Country 103” since 2016 and will continue in that role as well. Cumulus Fresno VP and market manager Patty Hixon says, “I am thrilled to have Andy join our team in Fresno. ‘KISS’ is a formidable brand in Central California and having Andy take on this new challenge along with programming ‘KAT Country’ in Modesto will provide a wonderful synergy never before seen in Central California. Two very historical brands will be super-serving our listeners during this most critical time in our lives. Andy has great knowledge of both markets and platforms. He’ll be a great asset to KISS!”…..The WHTZ, New York-based, Premiere Networks-syndicated “Elvis Duran and the Morning Show” is the new morning program on Evanov Communications’ CIRR-FM, Toronto “Proud-FM 103.9,” effective October 5. The addition marks the program’s first Canadian affiliate and is a result of Premiere’s partnership with Orbyt Media…..Cox Media Group Orlando today announces Spanish hits WOEX, Orlando brings Epi Colon and Bebo Adames aboard to host the “Epi & Bebo In The Morning on Exitos 96.5.”
Talk Station that “Doesn’t Need to Sell Advertising to Make Lots of Money” Looking for Ad Sales Heavyweight to Make Lots MORE Money
By Mona Lipschitz
SANTA CRUZ — Michael Zwerling, the eccentric owner of one of the nation’s leading independent local talk radio stations, KSCO AM 1080, Santa Cruz/Monterey/Salinas/Silicon Valley, is looking for a general manager/sales manager to bring his station’s monthly ad billing up from “a laughable $30,000 per month” (his words not ours) to a “more respectable and completely doable $300,000 per month.”
Asked how a station billing only $30,000 in monthly ad revenue could be considered anything even REMOTELY deserving of being described as “one of the nation’s leading independent local talk radio stations,” Zwerling retorts, “Easy — ad sales have never been our focus in the past; we have done and continue to do very well, thank you, with our ‘royalties from radio’ revenue model we have employed for nearly 18 years. Yet we continue to serve our communities FAR better than most corporate-owned stations, and far better than most other independent stations that can’t AFFORD to serve their communities.”