Tag: "sellers"

Monday, November 30, 2020

| November 30, 2020

Pending Business: Minimizing Risk. Sales and marketing pro Steve Lapa, president of Lapcom Communications Corp, says that for local business owners, the biggest obstacle to overcome (beyond the pandemic) is the high risk of advertising. In today’s column, he offers seven points to help radio sellers combat this risk anxiety. Read it here.

COVID-19 and Holiday Travel, Biden Transition, Trump Post-Election, Georgia Runoff Elections, Iran Scientist Assassinated, Record Dow/Joblessness, and Utah Monolith Disappears Among Top News/Talk Stories Over the Weekend. The current pace of COVID-19 cases in the U.S. and abroad and concerns about Thanksgiving holiday travel spreading the coronavirus; the Joe Biden administration goes forward with transition activities as officials are named; Donald Trump continues to argue that the election was fraudulent; the January runoff elections for Georgia’s two U.S. Senate seats; the aftermath of the assassination of Iran’s top nuclear weapons scientist; the Dow holds its record level as economists express concerns about potential mass joblessness as a result of the pandemic; and the bizarre metal monolith found in remote Utah disappears were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Monday Memo: Last Chance for Christmas Cash. Unsurprisingly, consumer research forecasts a very different holiday shopping season. In this week’s column, consultant Holland Cooke says “steal this line” for a local advertiser’s copy. Read it here.

Cox Media Group’s Bill Hendrich to Retire. Although today’s announcement says Bill Hendrich will remain with Cox Media Group in an advisory capacity, the company announces that he’ll retire from his executive vice president of radio position. During his three-decade career with Cox Media Group, Hendrich has served as EVP, radio, overseeing programming, operations and sales for the company’s radio stations. He also has oversight of CMG’s Radio Revenue team and Radio Digital team. CMG president and CEO Dan York says, “Bill’s retirement comes with a wealth of gratitude and mixed emotions. In the time I have known him, he has shared his exceptional passion, focus, and leadership from which our company, and our industry, has immeasurably benefited. Bill’s legacy of decisive leadership, his personal style and his deep experiences in radio and beyond will inform our work well into the future.” Hendrich comments, “Although I’m retiring from CMG, I will remain an active and passionate supporter of this great company. For the past 31 years, I have been able to work with the best and most talented team in the radio industry. With NewCity Communications, Cox Enterprises and Apollo, I have been a part of three outstanding companies – each bringing valuable and innovative ideas to keep radio viable in today’s media landscape. I look forward to continuing our work together in an advisory capacity to help the team at CMG serve their audiences, customers, and communities with best-in-class services. I joined a great company in 1989 and I get to leave that same great company with pride 31 years later. I am a lucky man.”

Round Three of November PPM Takeaways. TALKERS magazine managing editor Mike Kinosian presents his Takeaways from the third round of Nielsen Audio’s November PPM survey that covered October 8 to November 4. This group of markets included Portland, Charlotte, San Antonio, Sacramento, Pittsburgh, Salt Lake City, Las Vegas, Orlando, Cincinnati, Cleveland, Kansas City, and Columbus. Some moves of note include Entercom’s WBT-AM/FM, Charlotte rising to the #2 spot after climbing a half share to finish with a 7.4 share. iHeartMedia’s WOAI, San Antonio rises to the #1 rank on the strength of a 1.4 share increase for a 7.7 share. iHeartMedia’s KFBK, Sacramento keeps its #1 rank for the third straight month after posting a 9.1 share (+0.6) and the company’s KNRS-FM, Salt Lake City adds 1.9 shares during the survey to achieve a 9.5 share and its second straight #1 rank. Entercom’s KMBZ-FM, Kansas City climbs into the #6 spot after posting a 5.7 share (+0.7). You can see Mike Kinosian’s complete Ratings Takeaways here.

FOX Sports Radio Launches New Weekend Show. The new “Up On Game” show that debuts this Saturday (12/5) from FOX Sports Radio is co-hosted by former NFL stars LaVar Arrington, TJ Houshmandzadeh, and Plaxico Burress. Arrington says, “I’m super excited to team up with my brothers to host this new show. TJ and Plaxico are sports cultural icons and legends. Not only do they have incredible knowledge and experience as former pro athletes, but they also understand how to mentor players. This show will break the mold and create a new way of thinking about athletes and sports topics.” FSR VP of sports programming Scott Shapiro adds, “LaVar, TJ, and Plaxico have such unique perspectives, which will make for a truly refreshing and entertaining listen. This is not going to sound like any other sports talk show.  When these three star football players take the mic, all with strong points of view, watch out!”

Can Trump Be the ‘Next Limbaugh?’ There’s buzz aplenty about Donald Trump’s post-presidency role in the media. Talk radio consultant and RT America TV host Holland Cooke thinks the time is opportune: “FOX News has a problem. When they reported election results, viewers damned them on social media and the ratings tanked. Talk radio has a problem. Its biggest star has advanced cancer. Will Trump supporters flee mass media entirely? And could Citizen Trump herd them past his own media paywall?” In the segment you can see here, TALKERS publisher Michael Harrison weighs in.

Ajit Pai Announces He’ll Leave FCC in January. After three years as chairman of the Federal Communications Commission, Ajit Pai announces that he intends to leave the Commission on January 20, 2021. Pai issued the following statement: “It has been the honor of a lifetime to serve at the Federal Communications Commission, including as chairman of the FCC over the past four years. I am grateful to President Trump for giving me the opportunity to lead the agency in 2017, to President Obama for appointing me as a commissioner in 2012, and to Senate Majority Leader McConnell and the Senate for twice confirming me. To be the first Asian-American to chair the FCC has been a particular privilege. As I often say: only in America.” He added, “I also deeply appreciate the chance to have worked alongside the FCC’s talented staff. They are the agency’s best assets, and they have performed heroically, especially during the pandemic. It’s also been an honor to work with my fellow commissioners to execute a strong and broad agenda.  Together, we’ve delivered for the American people over the past four years: closing the digital divide; promoting innovation and competition, from 5G on the ground to broadband from space; protecting consumers; and advancing public safety. And this FCC has not shied away from making tough choices. As a result, our nation’s communications networks are now faster, stronger, and more widely deployed than ever before. I am proud of how productive this Commission has been, from commencing five spectrum auctions and two rural broadband reverse auctions in four years, to opening 1,245 megahertz of mid-band spectrum for unlicensed use, to adopting more than 25 orders through our Modernization of Media Regulation Initiative, to aggressively protecting our communications networks from national security threats at home and abroad, to designating 988 as the three-digit number for the National Suicide Prevention Lifeline, and much, much more. I’m also proud of the reforms we have instituted to make the agency more accountable to the American people.  In particular, for the first time ever, we’ve made public drafts of the proposals and orders slated for a vote three weeks before the agency’s monthly meetings, making this the most transparent FCC in history.”

Jim Bohannon Helps Kick Off the Holiday Season. Pictured here in fill Santa Claus regalia – complete with golf cart sleigh – is Westwood One nationally syndicated late-night talk host Jim Bohannon. He’s in Chickasaw Point, South Carolina helping the community kick off the holiday season.

Music Radio News and Career Moves. The new radio station from Nashville Public Radio launches today at 3:00 pm local time. WNXP-FM, Nashville “91.ONE, WNXP, Nashville’s Music Experience” is a “new music discovery station” that “will serve as a platform for new and emerging artists from Nashville and beyond plus incorporate a unique fusion of indie rock, urban alternative, electro pop and pop alternative.” Station program director Jason Moon Wilkins says, “WNXP is focused on being an ally to the Nashville music scene by providing opportunities that stretch beyond our city. The Nashville Artist of the Month feature is a great example of how we’ll use every tool and relationship from radio to social media to NPR Music to bring music like [rapper] Namir [Blade]’s to new audiences.” WNXP’s full-time staff consists of music director and midday host Jewly Hight, APD and evening host Mickey Parks, production coordinator and morning host Marquis Munson, and engagement coordinator Paige A. Jack…..In order to sate the appetite of live music fans, SiriusXM is launching the “Next Wave Virtual Concert Series” in which it will present six new virtual concerts over three consecutive weeks. The Octane Accelerator Virtual Concert will feature new, live performances from three explosive new hard rock bands, Saul, Any Given Sin, and AVOID, hosted by Jose Mangin. Coffee House Live: At Home Edition will include exclusive sets from singer-songwriters Phoebe Bridgers, Sam Fischer, and Ruth B. Alt Nation’s Virtual Advanced Placement Concert will feature breaking alternative artists Royal & The Serpent, beabadoobee, and Holly Humberstone. Hip Hop Nation: Nation’s Next Virtual Concert will hand the mic to Mulatto, Tyla Yaweh, and Yella Beezy. Highway Finds Tour: Quarantine Edition will showcase new performances from Drew Parker, Parker McCollum, Priscilla Block, Angie K, and Shy Carter.  Liquid Metal Hard Attack Virtual Concert will feature performances with Slaughter To Prevail, Spiritbox, and Tetrarch.

Pending Business: This Time Next Year

| November 23, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — This time next year, what will your income look like?

What changes do you need to make to get to your goals?

I make it a practice to fully evaluate my personal performance and given the current business environment, I’ve developed new systems to help keep priorities in sharp focus. More on new systems, another time.

For now, try these steps to help get you closer to your income goal.

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Pending Business: No Such Thing As a Born Salesman

| October 19, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — You’ve heard it a million times — ”a born salesman.”

Sorry to disappoint you. There is no such thing as a “born salesman.” Professional selling is a series of learned skills. You may know someone with a real need to persuade or a gift of gab, but that is far from being a professional at sales. The professional seller is easy to identify as their skills and performance stand out through every challenge.

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Pending Business: Take It or Leave It

| October 12, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Depending on your station’s sell-out status during this pre-election, COVID-19 and weather-driven window, “take it” or “leave it” can change in minutes. Same for your sales call planning; minutes count.

This environment reminds me of a never-ending dialogue with one of my better sellers. As we would head out on calls, the conversation would inevitably turn to juggling priorities. Our one-on-one meetings always ended with a list of priorities. Those priorities were specific and time-lined for the seller. But life happens, priorities shift, and focus on performance turns into pandemonium.  Sound familiar?

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Pending Business: Your Next Sales Meeting

| September 29, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Prep time vs. sales time.

I know this sounds unbelievable but here goes. For more than 30 years, it took me 10 hours to prepare a one-hour sales meeting. Many of my sales proposals didn’t have a 10:1 ratio. For my sales meetings it didn’t matter if there were visuals, handouts, or materials of any kind. The ratio was consistent 10 hours of prep to one hour of stand-up. What mattered was, “What actionable items will this team try when they leave the room?” In other words, I mentally ended the meeting and reverse engineered how we got there. Simple, direct, and focused, over 2,000 sales meetings from coast-to-coast all contemplated the same way. Visualize the end and build the path to get there. It worked for me from South Florida to San Francisco.

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Monday, July 20, 2020

| July 20, 2020

Monday Memo: Profiting from the Pandemic, Part Deux. Because “chaos presents opportunities,” consultant Holland Cooke updates a recent column outlining sales opportunities his client stations are monetizing. Read it here.

COVID-19 Statistics & Projections, Trump on FOX News, Portland Protests-Federal Detentions, Seattle BLM March Violence, Fall School Openings, Presidential Race, U.S.-China Relations, and Sports Leagues Opening Plans Among Top News/Talk Stories Over the Weekend. The spiking number of COVID-19 cases in numerous states and projections for future cases; President Trump’s sit-down interview with FOX News’ Chris Wallace; the violent protests in Portland and the controversy over federal agents detaining protestors; Sunday’s Black Lives Matter protest that turned violent in Seattle; the debate over opening schools this fall; the November presidential election; the tense relationship between the U.S. and China; and the plans for U.S. pro sports leagues to open their seasons were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Pending Business: Why Do Sellers Veer from Their Goals? Sales and marketing consultant Steve Lapa, president of Lapcom Communications, writes in today’s column about keeping sellers focused on their only goal: closing sales. “The path, persistence and process that gets you there is important, but the only action that gets you paid is a closed sale. Sounds simple, but when you hear the objections, new WFH distractions, zoom meetings, your focus fades and so does your goal of closing business.” Read about his advice here.

PPM Analysis: News/Talk. TALKERS magazine managing editor Mike Kinosian presents a look at the performances of radio stations based on ratings data from Nielsen Audio’s June 2020 PPM survey, today focusing on news/talk. Sixty-one percent of news/talk stations in PPM markets were down (weekly, 6+ AQH share) from the May 2020 survey, however 68% of news/talk stations saw their numbers go up from June of 2019 to June 2020. Cox Media Group’s WSB-AM/WSBB-FM, Atlanta led that group with a 4.1 share increase to post a 10.4 share in June 2020. Cumulus Media’s WMAL-FM, Washington was right behind with a 3.8 share jump for an 8.2 share in June 2020, followed by iHeartMedia’s KFBK, Sacramento, up 3.7 shares for an 8.9 share in June 2020. See Mike Kinosian’s complete report here.

Ramsey Network Launches “Call of the Day” Podcast. A new, short-form podcast from Ramsey Network is debuting today. Ramsey Media says, “Finding new ways to help people with their money and their lives in these unprecedented times, Ramsey Network is adding a new short-form podcast to its already impressive roster.” The “Ramsey Call of the Day” podcast features financial expert Dave Ramsey and Ramsey Network personalities, Ken Coleman, Rachel Cruze, Chris Hogan, Christy Wright, Anthony O’Neal, and Dr. John Delony. Ramsey Media EVP Brian Mayfield says, “It’s imperative in the climate we’re in that we reach as many people as possible with our message. The ‘Ramsey Call of the Day’ could be anything from an inspirational story of knocking out debt, to tips on how to deal with loss of income and making decisions in this current climate. We’re really excited to bring this to our listeners.” “Ramsey Call of the Day” is available on Spotify, Apple Podcasts, the Ramsey Network app, and on Amazon Alexa and Google Home smart speakers. Check it out here.

Radio America Unveils ‘The Sara Carter Podcast.’ A new podcast and radio program is available from Radio America, hosted by investigative reporter Sara Carter. “The Sara Carter Podcast” is available twice weekly and features Carter’s “investigative reporting and her unique perspective as a mom, a wife to a wounded war hero, and a reporter who’s told stories from the darkest corners of the world.” Radio America COO Mike Paradiso says, “Sara is a talented investigative reporter who has great insights into the real stories that are driving the news cycle. I love her personable style and the way she is able to connect with listeners.” Carter is currently an investigative reporter and FOX News contributor. She formerly worked as a senior national security correspondent for Circa News, as well as Los Angeles News Group, The Washington Times, The Washington Examiner, and wrote numerous exclusives for USA Today, US News World Report, and Arutz Sheva in Israel. She has made guest appearances on FOX, CNN, BBC International and C-SPAN. She has interviewed numerous heads of state and foreign officials.

2020 Radio Hall of Fame Listener Voting Begins Next Monday. Voting for the two categories in which listeners will determine the inductees into the Radio Hall of Fame begins a week from today (7/27) and runs through August 9. The spoken-word category nominees this year are: Glenn Beck, “The Glenn Beck Show,” Premiere Networks; John & Ken, “The John & Ken Show,” KFI-AM, Los Angeles; Stephanie Miller, “The Stephanie Miller Show,” WYD Media; and “Wait Wait…Don’t Tell Me,” NPR; On the music side, nominees are: Whitney Allen, “The Big Time with Whitney Allen,” Westwood One; Bob & Sheri, “The Bob and Sheri Show,” Westwood One; Sway Calloway, Sirius XM; and John Boy & Billy, “The John Boy & Billy Show,” Premiere Networks.

TALKERS News Notes. Chicago media writer Robert Feder reports that Newsweb is turning the license for WAIT-AM, Crystal Lake, Illinois to the FCC. The station has been dark since August of last year when it sold the transmitter site to McHenry County College. The company continues to operate progressive talk outlet WCPT as well as three time-brokered AM stations…..Seeking intelligence about the podcast advertising segment, Westwood One subscribes to Magellan AI for its ad data and competitive intelligence that provides WWO with information about who is advertising, what they are advertising and how much they are spending. Westwood One says its recent analysis of Magellan AI’s data found brands are pouring into podcasting and have doubled the number of ads they’re running. The study also uncovered the use of mid-roll ads is on the rise at the expense of pre-roll ads…..In Lafayette, Louisiana, Delta Media launches a news/talk outlet on KFXZ-AM/K253CO. The Advocate reports that the station is airing syndicated conservative talk shows including: Premiere NetworksGlenn Beck; Compass Media NetworksJoe “Pags” Pagliarulo, Lars Larson, and Todd Schnitt; and Westwood One’s Ben Shapiro…..Entercom announces a new podcast that’s airing Saturday mornings at 9:00 am on sports talk KIKK-AM, Houston as well being available nationwide on RADIO.COM. The company says, “I’m Sorry for What I Said When I Was Hangry!” is an “epicurean foodie podcast featuring ‘Mix 96.5’ (KHMX-FM) morning show personality Jessie Watt and food influencer, Hangry Houstonian, Danielle Dubois.”

Music Radio News and Career Moves. Kansas City classic rock KCFX “101 The Fox” names Lyndsay Marie midday host. She has served with Cumulus Media stations in the past, most notably at WNNX-FM, Atlanta and WLUP-FM, Chicago. Cumulus Kansas City regional vice president and market manager Donna Baker says, “I had the privilege of working with Lyndsay at ‘The Loop’ in Chicago and have been a raving fan since. Her passion for classic rock and quick wit make her the ideal match for the iconic ‘101 The Fox’ during the workday. We are thrilled to welcome her to KC.”…..iHeartMedia Philadelphia announces it is bringing the syndicated alternative rock morning program “The Woody Show” to the market, effective August 3…..In southwestern Michigan, Mid-West Family Broadcasting launches a new alternative station on former sports talk simulcast WSJM-AM/W291DK. Station manager Bill Gamble says, “It’s going to play new music from bands like 21 Pilots and Billie Eilish and Panic at the Disco and Imagine Dragons. It will not be your older brother’s alternative radio station. This will not be the Pearl Jam radio station. This will be a radio station that focuses on new music and the sounds of today.”…..Cumulus Media Atlanta announces that its “Grow My GA Business” initiative – launched in late March – has donated more than $1 million in creative services and airtime on three of its radio stations there to 375 Atlanta-area small businesses since the start of the COVID-19 pandemic. “Grow My GA Business” provides free creative services and radio time on WWWQ-FM “Q997,” WNNX-FM “Rock 100.5,” and WKHX “New Country 101 FIVE.”

Pending Business: Yogi Got It

| June 1, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Yogi Berra said it best, “It’s so crowded, nobody goes there anymore.”

What did Yogi know decades before the world stopped?

As we make the gradual return to re-opening, we see a new normal environment, where we may never again sit elbow to elbow in a crowded restaurant, concert, sporting event, movie theatre, or even religious service. Essential service retailers from Costco to Home Depot feature marked floors with social distancing markers, directional arrows, and limited number of in-store shoppers. The new age pandemic impacted retail environment is emerging.

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Pending Business: What’s All the Fuss About?

| May 26, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — My phone rang a lot last week.

Calls from great sellers I had the privilege of managing at different radio and TV stations. “What’s the big deal? We were working remotely 20 years ago!”

So, what opened my eyes to allowing every seller to working remotely back then?

Look beyond the media business.

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