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Thriving In Sports Sales


Selling sports programming and Sports radio formats is an art, and it requires the ability to keep advertisers interested when your team isn't winning, when the client lacks interest in supporting every sport, the lack of client understanding of the value of association with sports, and the need for audience proof. Those who understand the special nuances of selling sports are thriving, while others never seem to sell enough. The "Selling Sports Content & Platforms" panel at Radio Ink's Sports Radio Conference will reveal the secrets of keeping your station's brand tied to the teams your listeners love and keeping those listeners loyal through all the inevitable ups and downs that go along with sports.

You'll also hear about the social and economic impact of sports on the general marketplace, and how that plays into the potential for radio revenue. It's a can't-miss panel at the inaugural Sports Radio Conference, set for May 14-15 at the Biltmore Hotel in Miami.

Joe Bell is a 40-year radio vet who began his career as a DJ and eventually moved into sales, management, and ownership. He joined Beasley Broadcast Group/Ft. Myers in 1998 and moved on to Miami in 2000. He's currently Beasley's Miami market manager, in charge of Rhythmic CHR Power 96, 99-9 Kiss Country, and WQAM (Sports Radio 560). Before joining Beasley, he was EVP of Curtis Media Group in Raleigh, where his responsibilities included managing WPTF-AM, the flagship station of the North Carolina State Wolfpack.

Our Panelists will be:

Chris Fleming is Chief Revenue Officer for Ramar Communications in Lubbock, TX, overseeing operations and revenue development for 14 radio and TV stations, 12 Web products, and other business ventures in Texas and New Mexico. He also serves as GM for Ramar's five radio stations. In 2001, he co-founded Archway Broadcasting Group and served as EVP/operations and COO, raising $42 million to acquire 13 stations. In 2004, he founded consultancy and brokerage CD Broadcasting, and in 2006, he went to work as a media consultant for New Revenue Solutions. He's been leading the sales efforts at Ramar since 2007.

Dennis Green is Senior Vice President, Affiliate Sales/Broadcast Ops, for Cumulus Networks. Before joining Cumulus, Green held the same title at Westwood One, where he led the launch and operations for numerous high-profile initiatives, including The Bill O'Reilly Show -- the largest launch in the history of Talk radio; distribution for Martha Stewart, Dr. Phil, Dr. Oz, Larry King, and Charles Osgood; radio distribution for MTV Network brands; and major sports including the Olympics, NFL, and NCAA, as well as CNBC, CNN, CBS News, NBC, and the Grammys. His earlier experience includes affiliate/network operations management at Bloomberg Media and the Illinois and Wisconsin Radio Networks.

Steve Politziner, Vice President of Good Karma Broadcasting, joined the newly formed company in 1998, moving to Madison, WI, where he also hosted a three-hour daily sports talk show. In 2003, he moved to West Palm Beach to lead the acquisition of WEFL-AM (ESPN 760) in what was at the time the largest market in the country without a Sports station. ESPN 760, now known as ESPN West Palm, has become a regional powerhouse with the recent acquisition of ESPN 106.3, groundbreaking television partnerships with Newschannel 5 and Fox 29, broadcast rights to the top local and national teams and events, and coverage of high school sports at On the air, Politziner hosts specialty programming, including Monday Night Legends With Ed Croke, the Steve & Craig podcast, and weekly golf commentary.

Radio Ink Sports Radio Conference
May 14-15, 2013
Biltmore Hotel