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March 14th National Sales Meeting Podcast

Our guest was Rob Adair. Our focus was recruiting and how to maintain customers. Rob Adair is the President of Pinnacle Solving. Adair is a former radio industry COO and Sr. VP overseeing 25+ stations and multiple major markets. HERE'S THE LINK


Consumers Want Radio In The Dash

Consumers Want Radio In The Dash

Ever since distinguished Gartner analyst Thilo Koslowski said at Convergence, "The platform you use to get content in the car will be very different," and, "Before it goes away completely, you will see some changes over the next several years," the topic of AM/FM radio in the dashboard has reached the highest levels of the radio industry. Turns out the consumer may have something to say about that, according to a study by Mark Ramsey. The compelling data Ramsey produced is also making its way around the industry this week. We spoke to Ramsey about his research, his thoughts on this big debate and whether or not radio is producing the kind of product the consumer wants and expects. Listen to our interview HERE. And, in case you missed it yesterday, here's our interview with Jim Buczkowski from Ford.


(AUDIO) Stop Apologizing For Being in Radio

In our (30 minute) Sales Meeting Podcast we spoke to Paula Hambrick. Hambrick is the CEO of Hambrick and Associates, a very well-know and successful advertising agency in Chicago. Hambrick is a big fan of radio and spends a significant amount of money on the medium.


What Radio Does When Tragedy Strikes

What Radio Does When Tragedy Strikes

We've all been watching in stunned horror as the state of Colorado deals with yet another unthinkable tragedy. The theater massacre in Aurora highlights yet again how precious every moment of life is as a gunmen took the lives of 12 people, and wounded nearly 60 others. KOA Denver Program Director Greg Foster got the call early in the morning Friday from someone on his 24-hour news team. He knew his team was ready.


Challenge Your Salespeople to Win Every Day

Challenge Your Salespeople to Win Every Day

Veteran sellers Matt Sunshine and Sean Luce discuss how your salespeople can win every day they hit the streets. Salespeople need to be constantly challenged and trained to stay motivated. Our free Podcast will help them reach their goals. Download it now.


The Only Connection To A Community

The Only Connection To A Community

(by Ed Ryan) One of the great things about this job is that nearly every day I get to meet, and talk to, great radio operators all over the country. Not only do they produce great local radio every day, you can tell there is no other job in the world they'd rather be doing. Craig Swimm is the GM of WMAS in Springfield, Massachusetts, and John Wharff is the President of WMOA in Marietta, Ohio. They don't run a cluster of stations or have million dollar budgets. They have one station, one staff, and one goal: to be great at radio.


Why I Left Clear Channel For Beasley

Why I Left Clear Channel For Beasley

Dan Sileo is moving in on his 20th year as a sports broadcaster (October). He's now working at WQAM in Miami where the NBA just crowned a champion, the Major League Baseball Marlin's just opened a brand new stadium and there are high hopes for the Miami Football Dolphins. Sileo is also in one of the most exciting radio formats these days. It seems a new national radio sports network is being announced every week as companies look to carve into ESPN Radio's domination in that format. A few months back Sileo was fired by Clear Channel after a long run in Tampa. Details about the firing are still in dispute. He's found a home with Beasley in Miami and we recently caught up with him to talk about his 20 year career.


The Legendary Al Ries: "Radio Playing Too Many Ads"

The Legendary Al Ries: "Radio Playing Too Many Ads"

Buzz Knight, on assignment to Radio Ink, picked up an interview with marketing genius Al Ries, the author of "Focus" and "The 22 Immutable Laws of Branding," among other best sellers. Ries, who is all about saving the brand over the long term, tells Knight, "I am seriously concerned about radio."


Is Social Media A Waste of Time?

Is Social Media A Waste of Time?

Ed Keller is the co-author of a new book called "The Face-to-Face Book." Keller says real relationships rule in a digital marketplace. Keller says 90% of consumer conversations still take place face-to-face. We asked him how radio managers can improve positive word-of-mouth with local advertisers, how to strengthen your social and digital strategies and to identify specific "talkworthy" brands and how they go there.


The Legendary Al Ries: "Radio Playing Too Many Ads"

The Legendary Al Ries: "Radio Playing Too Many Ads"

Buzz Knight, on assignment to Radio Ink, picked up an interview with marketing genius Al Ries, the author of "Focus" and "The 22 Immutable Laws of Branding," among other best sellers. Ries, who is all about saving the brand over the long term, tells Knight, "I am seriously concerned about radio."


How to Become a Rock Star Seller

How to Become a Rock Star Seller

In this weeks sales meeting Podcast we interviewed Wayne Ens who is an international marketing consultant and author, specializing in helping locally-owned and operated businesses grow against emerging multi-national competitors. Ens is also the former Vice-President of Client Services for TOMA Research.


Improve Your Closing Ratio Today

Improve Your Closing Ratio Today

In our weekly Sales Meeting Podcast, veteran sales trainer Sean Luce gave us thirty great minutes of closing techniques and selling tips that are sure to help your salespeople as soon as they leave the conference room. Get your June off to an outstanding start. Listen to this weeks Podcast.


Has Jelli Reinvented The Radio Spot?

Has Jelli Reinvented The Radio Spot?

Jelli CEO Michael Dougherty tells Radio Ink a major recognizable advertiser will launch across his platform of stations on Monday using technology that has never been used before. It's called "Jelli Response." The goal of every radio sales executive is to drive local revenue and generate R.O.I for those local clients, especially these days when national advertising isn't doing radio many favors. While still relatively low, advertising is shifting online and most research says mobile is where the money is headed next.


The Secret to Managing The Miami Market.

The Secret to Managing The Miami Market.

After nearly 40 years as a driving force in radio, Cox Media Group Miami Market Manager Jerry Rushin (pictured) has officially announced that he plans to enter retirement in July, 2012. Rushin has spent his entire 40 year career in the Miami market. He's getting ready to turn 65 and wants to spend a little more time enjoying life. In 1973 "Super Jerry J" began his career on the air part-time at WEDR-FM. That station is still part of the management responsibilities that Rushin will relinquish in July. last night we caught up with Rushin and asked him about his career, how he motivates his managers and staff, the importance of community involvement and working for Cox.


He Was Tired of Big Bad Corporate Radio, So He Bought His Own Station.

He Was Tired of Big Bad Corporate Radio, So He Bought His Own Station.

(by Ed Ryan) Some would say Paul Wilson is living the American Radio Dream. Wilson worked his way up from a weekend announcer in High School to - 6 months ago - owning his own station. How many of us radio junkies have thought about going back to that one station, where we got our first break, to buy it and live happily ever after? Some of us think about it and talk about it. Paul Wilson did it. Here's his great story about getting into ownership.


Car Dealer Says Pandora Works

Car Dealer Says Pandora Works

(by Ed Ryan) For months there has been a back-and-forth battle between radio and Pandora. Some in radio say listeners are already tiring of Pandora's advertisements when all consumers really want from them is music. And, Pandora has been telling everyone radio's advertisers are who they are going after. William Feinstein is the President of Planet Honda in New Jersey. He was so impressed with the results and the trackability of his campaign with Pandora that he signed on for a year. We spoke to Feinstein yesterday about why he uses Pandora and does not use radio.


Jack Trout Says Radio Never Gets Sold Well to Clients

Jack Trout Says Radio Never Gets Sold Well to Clients

The legendary Jack Trout, author of many books, including Positioning: The Battle for Your Mind, Marketing Warfare and The 22 Immutable Laws of Marketing was on the cover of Radio Ink in January of 1996. Trout is recognized as one of the greatest marketing minds of this generation and he's still going strong, his most recent book is called Repositioning. Greater Media Buzz Knight is the Vice President of Program Development for Greater Media Buzz Knight caught up with Trout for Radio Ink. He touched on how advertising has changed, how the battle for the mind is more competitive and how radio is never sold properly. Listen to our interview.


Making Great Sounding Radio

Making Great Sounding Radio

How would you like to be able to pick the brains of three of the best minds in the business and ask them how to make your radio station shine? That's exactly what we've done. Listen to Lee Abrams, Randy Lane and Dave Richards about what it's going to take to Make Great Radio in 2012.


Cumulus Teams With Radiate For Traffic

Cumulus Teams With Radiate For Traffic

Cumulus is teaming up with Radiate Media to launch a new traffic reporting service. It's called “Right Now Traffic” and will launch on Cumulus stations in the top 75 U.S. markets in April. Radiate was formed in 2010 and CEO Chris Rothey (pictured) says, in addition to teaming up with 750 Cumulus stations, the service will be made available to other stations. Listen to that interview here.


(MENTORING) Retain Top Talent & See High ROI

<b>(MENTORING)</b> Retain Top Talent & See High ROI

(by Rene Petrin) According to a 2008 Deloitte Research study, “Research suggests that a company’s ‘stars’ are the first to be poached by competitors and are less likely to stay. Moreover, a study of investment banks found that when imported from elsewhere, stars rarely sustain their performance in the new organization.” The last thing you want to see is your top people walk across the street to one of your competitors.


Radio Managers: Are You Ready to Fail?

Radio Managers: Are You Ready to Fail?

Do you start your work day so worried about failing you never try anything new or innovative? Are you so fearful of what your boss will say or do to you that have just become part of normal? Seth Godin has a little advice for all radio managers, and that is, take a half hour every day, and go out and fail.


Vermont Community Rides High With Radio

Vermont Community Rides High With Radio

If you search hard enough, there are stations out there doing the "minor league" training our industry needs to grow the next generation of successful broadcasters. That, despite the many loud cries that corporate radio is killing that concept. WBTN-AM could be considered one of those stations.


Living The Radio Dream

 Living The Radio Dream

(by Ed Ryan) How many of us have dreamed that dream of heading back to small-town America, buying that first radio station we waltzed through as a young aggressive radio rat and living happily ever after? They are the thousands of small town America stations blanketing tiny main streets across the fruited plain where the priorities range from announcing obituaries, school lunch menus, a lost cat and interviewing the Mayor.


Rick Dees Talks About His Friend George Beasley

Rick Dees Talks About His Friend George Beasley

When you're in one industry for 50 years you make a lot of friends. Some of those friends turn out to be pretty darn good on the air. Rick Dees is one of those people who became a good friend of the Beasley family and remains close with the family to this day. Dees has a lot of memories and stories to tell about George Beasley in the upcoming issue of Radio Ink that highlights George Beasley's 50 year radio ride.


What Does Farber Have in Store For RAB

What Does Farber Have in Store For RAB

In a little more than 6 weeks Erica Farber will start her new position as Executive Vice President for the RAB. The announcement came on the same day RAB announced Sheila Kirby was taking a job at CBS and Ron Ruth was moving into a consultant role. With a long run as Publisher of Radio & Records and stints at legendary stations like KRTH, KABC and KIIS Farber has a rolodex that would be tough to match.


Kirby Back With Weiss At CBS

Kirby Back With Weiss At CBS

If you know Sheila Kirby, you know she is always upbeat, positive, motivational and a great ambassador for the radio industry. Prioir to joining the RAB as a Senior Vice President for Professional Development Kirby spent 8 years on the RAB's Board of Directors. Kirby moves to CBS where she will report directly to CBS Sales President Michael Weiss as Senior Vice President for Sales Training and Development. We spoke to Kirby last night about leaving the RAB and rejoining Weiss.


Radio Supplemental Source For Community Info.

Radio Supplemental Source For Community Info.

The Pew Research Center released a report yesterday that may ring an alarming bell for the radio industry. At the same time the data may provide radio managers with an opportunity to see what they can improve upon; live and local. The study of 2,200 people concluded that, while more than half of those surveyed say they turn to radio to get community information on a weekly basis, radio comes in 3rd when residents want local information.


The Rock Radio Debate Continues

The Rock Radio Debate Continues

(by Ed Ryan) Recently I wrote an opinion piece about Rock & Roll and my lost love for the format I grew up with. There was a lot of reaction to this piece, mainly split down the middle from readers. However, those that have worked in that format, totally disagreed. They say the format is alive and thriving. Someone who has developed a stellar reputation in the industry is Jeff Pollack. Here is that full interview.





 
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