Category Archives: February 2018

The Bannister Effect

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

Lytle_275-252x300
Chris Lytle

By: Chris Lytle, Content Developer
InstantSalesTraining.com

I was talking with a sales manager last week and I mentioned “The Bannister Effect.” When that was met by silence, I backtracked and asked him if he know what “The Bannister Effect” is.

When I was a little boy, I had a book called The 100 Greatest Sports Heroes. One of my favorites stories was about the British miler Roger Bannister—he broke the barrier—the 4-minute mile barrier.

For nine years the world record in the mile stood at 4:01.4. Some speculate that the “conventional wisdom of the day” maintained that a man would die if he put out any more effort. Bannister’s own memoir blames the disruption in training brought about by WWII as the major culprit.

Once Roger Bannister broke the 4-minute mile on May 6, 1954, it only took another month and a half for John Landry to break the 4-minute mile barrier and Roger Bannister’s record.

By the end of 1957, 16 runners had broken the 4-minute mile.

“The Bannister Effect” is the phenomenon of one person showing others that it can be done and, thus, prompting others to believe and achieve.

I market a product called Instant Sales Training. Each week, I create a short audio “knowledge bite” that sales managers can download and send to their salespeople ahead of the sales meeting. I also create some discussion questions so the manager can hold an engaging sales meeting.

I suggest that the managers assign the content three to five days before the sales meeting. That way, a salesperson or two might have implemented an idea with a customer or prospect and have a story to share about it.

A salesperson with a success can share it and the others can see that it can be done. “If she can get results with this idea, so can I,” they reason.

Michael Bosworth and Ben Zoldan encourage this kind of sharing and story telling in What Great Salespeople Do.

They write, “Sales reps can learn a lot from each other’s stories as well. Firefighters have long understood the value of such peer-to-peer story sharing. Every night, in firehouses across the country, firefighters take part in a tradition where they share stories about their day. It’s more than just a social ritual; it’s a means by which firefighters learn from one another’s successes and failures and build institutional memory within their departments. The goal: to make sure every single member of the firehouse has the same level of situational knowledge. With lives at stake, the 87/13 rule simply is not an option in the firefighting profession.

“Sales managers can foster similar peer-to-peer learning by encouraging reps to share stories (including dumb ass selling moments) with each other. One of our clients actually replaced his weekly sales meeting with what he calls “The Monday Morning Campfire.” Instead of focusing on forecasts and pipelines, he goes around the horn and has each of his team members share a story about a recent selling experience. The young reps learn from the old reps, the old reps learn from the young reps, and because the lessons come through storytelling, they’re much more likely to be remembered and taken to heart than anything learned from a sales manual. Since our client implemented the campfire meetings, attendance is up, morale is up, and his salespeople are more engaged. The meetings also promote a culture of story and reinforce the way he wants his sellers to communicate with buyers.”

I call mine “the honors class in selling” sales meeting. It’s peer-to-peer experience sharing and story telling. You’ve got to come to it with an opinion and be willing to share an experience.

Someone always has to go first. Roger Bannister lead the way in breaking the 4-minute mile. Today high school students have run sub four minute miles and the world record is 3:43. 17 seconds lower than Bannister’s barrier buster.

Who on your sales team is showing that it can be done?

My new book is a compilation of 23 of my weekly sales meeting scripts. Need some meeting ideas? Check it out here.

Reprinted by permission

Your Radio Station Staff Should Have These Images on Hand

Seth Resler

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

By: Seth Resler
Jacobs Media Strategies

With the rise of the worldwide web, even audio mediums like ours have an increasing need for a strong visual presence. Chances are, multiple staff members at your radio station, from your Promotions Director to your Web Designer to your Salespeople, will need station images from time to time. It’s a good idea to set up a shared folder where the appropriate people can easily access these images:

  • The station logo (color)
  • The station logo (black and white)
  • A collection of logos from stations in the cluster
  • The company logo
  • The morning show logo
  • Logos for key station events, such as annual concerts
  • Headshots of each on-air personality
  • A publicity photo of the morning show
  • Various “action” publicity photos, such as the street team at an on-site promotion or a DJ introducing a band onstage at a concert

By collecting pre-approved images into one place, you’ll make everybody’s job easier. Now they don’t have to waste time hunting them down.

Web vs. Print Images
It’s important for your staff to know the difference between image files that are suitable to be used on the web, and files that are appropriate for use in printed materials. For the web, you want image files to be small, so they load quickly. The resolution of an image is measured in “dots per inch,” or “DPI.” (Technically, web images are measured in “pixels per inch,” but “PPI” and “DPI” are often used interchangeably.) On computer screens, images only need to be 72 dots per inch to look crisp to the human eye.

On the other hand, printed images need a higher resolution to look crisp. Print houses usually require that artwork be at least 300 dots per inch. If you try to use a 72-dpi image for printed materials, it will look “pixelated.” One of the easiest ways to slow a project down is to send a designer or print house a 72-dpi image when they need a 300-dpi image. In your shared images folder, it’s a good idea to have one subfolder labeled “Web Images” filled with 72-dpi versions of the images and another subfolder labeled “Print Images” containing 300-dpi versions of the same images.

Image Formats
Images can come in a number of different file formats. Each format has its own set of advantages and disadvantages. You can read this deep-dive into the formats, but here are the key points to remember:

  • .JPG or .JPEG: Compresses the file to make it smaller, making it quick to load on websites, but there is a slight loss in image quality; you cannot save transparency (such as a transparent background) with this file format.
  • .PNG: Compresses the file without any loss in quality and it can save transparency.
  • .TIF or .TIFF: Good for print, but often produces files that are larger than you want for the web.
  • .GIF: Compresses the file to make it smaller; it can be animated and it can save transparency, however it is limited to only 256 colors.

These file formats are used with specific image editing programs; you probably won’t use them unless a graphic designer requests them:

.PSD (Photoshop)
.AI (Adobe Illustrator)
.XCF (GIMP)
.CDR (CorelDRAW)

A small way to make everybody’s job easier at your radio station is to make sure that staff members can quickly and easily get the images they need in multiple file formats. It helps to include a “cheat sheet” in your shared image folder to help people understand which images to use under different circumstances. By doing this, you can save your staff some time.

 

For more assistance on digital or social media, contact MAB Member Services at [email protected] or 1-800-968-7622.

Radio Industry Pushes for FM Chips Activation

NAB’s SmartBrief is reporting radio industry leaders and government agencies are putting the pressure on Apple to activate FM chips in its IPhones to provide critical information to the consumers during emergencies.  “Apple portrays itself as cutting edge and consumer friendly, we think it just makes good business sense to have a public service ethic that allows people to access local radio stations,” says National Association of Broadcasters Executive Vice President Dennis Wharton.

The latest push on Apple follows a decision in January by Samsung to unlock the FM chip on their devices. Samsung joined LG, Motorola and Alcatel, companies that have already allowed their users access to FM radio through the NextRadio app. The app uses a phone’s FM chip to access local radio stations.

University Free Speech Amendment Clears House Committee

Last week, Michigan House Oversight Committee voted out a constitutional amendment that would give the Legislature the power to overrule university and community college regulations on “protection of free speech, expression and assembly rights.”

House Joint Resolution P was sent to the full House on a 4-2 vote, with two Democrats opposing the resolution. State Representative Jim Runestad (R-44), who sponsored the resolution, proposed a substitute that would have also allowed the Legislature to step in if there is public health and safety issues on campus, but withdrew it soon afterwards. The joint resolution needs two-thirds of the House vote, or 73 representatives, to pass the chamber. HJR P would also need a two-thirds vote in the Senate to get on the November 2018 ballot.

Starting Small on Media Regulation Modernization – Rule Requiring Hard Copy of FCC Rules Repealed

David Oxenford - Color
David Oxenford

By: David Oxenford, Wilkinson Barker Knauer LLP,
BroadcastLawBlog.com

One of the first proposals in Chairman Pai’s initiative for the modernization of media regulation (see our post here from when the Chairman announced the initiative) was to repeal an FCC rule that many did not even know was a rule – one requiring that broadcasters who have secondary licenses maintain a paper copy of the FCC rules (surprisingly, the rule did not apply to licensees without secondary licenses for things such as boosters and translators). We wrote about the proposal to abolish this rule here. Not even waiting for the Commission meeting tomorrow at which this proposal was to be considered, the FCC issued its Report and Order February 20, repealing the rule. The Commission notes that station operators have a general obligation to be familiar with the rules that apply to their service, but there is no need to mandate a hard copy of the rules when rules can be accessed from other sources, in more current versions, electronically.

This is but one small step in removing unnecessary FCC regulation – but it is one in the right direction. We look forward to more such actions on more substantive topics in the coming months.

David Oxenford is MAB’s Washington Legal Counsel and provides members with answers to their legal questions with the MAB Legal Hotline. Access information here. (Members only access).

There are no additional costs for the call; the advice is free as part of your MAB membership.

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Comment Dates set on FCC Contract Filings
In an effort to modernize the rules applied to broadcasters, the FCC initiated another proceeding seeking comment on whether and how to update the requirement that licensees file paper copies of certain contracts and other documents with the agency within 30 days of their execution.  As a result of the publication of the notice of proposed rulemaking in the Federal Register, comments are due on March 19 and reply comments are due on April 2.

 

WCMU Presents Pinkalicious Kids and Culture Day

This Saturday, February 17, WCMU Public Media will host “Pinkalicious Kids and Culture Day” from 10 a.m. to Noon on the campus of Central Michigan University.

As part of this great event, WCMU is introducing kids to the brand new PBS Kids show, “Pinkalicious & Peterrific.” Families can stop by for games, activities and a sneak peek of this fun new program.

“Pinkalicious & Peterrific” is based on the beloved children’s books and encourages kids to get creative with art and self-expression.

WCMU is partnering with “Kids & Culture” which brings free events like this to the Mt. Pleasant community and encourages kids to learn more about culture and the arts.

For more information, visit the station’s website here.

How to Repurpose Audio as Video to Promote Your Radio Station on Social Media

Seth Resler

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

By: Seth Resler
Jacobs Media Strategies

As radio broadcasters, we create audio content day in and day out. Unfortunately, audio doesn’t go viral on social media. If we want our audio content to spread, it’s best to turn it into video before posting it to social networks. Fortunately, there are a host of tools to help us do that.

Audiograms
Radio morning shows routinely take an excerpt from their latest show and repurpose as a recorded promo. That same recorded promo can also be repurposed as an audiogram.

An audiogram is a video that combines a static image with a waveform to match overlayed audio. For example, here is an audiogram that I recently created for my podcast, The D Brief:

There are a number of tools available to help you quickly and easily convert your audio into an audiogram. The audiogram above was made with Wavve.co. You may also want to look into Audiogram, Repurpose or SpareMin. Many podcasters use Auphonic to polish up the sound quality of their episodes, and it is also capable of creating audiograms.

Here is an audiogram made with Audiogram:

Ripl and Sweepers
Another tool that I like to use is Ripl. Ripl is a smartphone app that allows you to take a produced sweeper and turn it into a short video promo, like this:

Ripl is designed to be a full-blown social media marketing solution, allowing you to easily share videos to Facebook, Twitter, Instagram, and YouTube. It also provides analytics so you can measure the engagement your videos produce.

Sometimes I use Ripl for generic promos like the one above. Other times, I’ll use it to promote a specific podcast episode:

Your radio station can use Ripl to promote upcoming interviews, contest or station events.

Note that these tools produce square videos. That’s because Instagram uses square videos, and because square videos take up more of the screen when viewed in Facebook on a smartphone.

Experiment with these tools and see if you can find one that fits best into your workflow. By taking a few extra minutes each day, you can repurpose your radio station’s on-air content as videos that are more likely to be shared on social media.

For more assistance on digital or social media, contact MAB Member Services at [email protected] or 1-800-968-7622.

My First Sale

Dick Taylor

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

By: Dick Taylor,  CRMC/CDMC
DickTaylorBlog.com

I began my broadcasting career as a disc jockey when I entered the 10th grade in high school. Broadcasting would pay for my college undergraduate and graduate degrees. Anyone who knew me from the outset would have told you I was a real radio guy. I thought I knew it all.

That is, until I decided that if I were to ever to be promoted to the position of general manager, I would need to have proven myself in the area of sales.

Account Executive

The way I would become an account executive happened when I was approached by a general manager, at one of our competitors, who wanted to hire me to come work for him as his program director/operations manager; the same position I currently held. I thanked him for the offer but said my goal was to become a general manager and I wanted my next move to be in sales.

“Seriously?” he asked astonishingly. “Let me get back to you on that,” and the phone call ended.

Two weeks later, he called back and said, “I’ve got your sales job. Let’s talk.”

The offer to become a radio account executive would pay me the same money I was currently paid as a program director/operations manager as a salary with 10% more for each sale I made. I was stunned and wondered why I had not made this move sooner. I took the job.

Front & Back of the Building

From my earliest days in radio, I learned there were two parts to a radio station building. The front half and the back half.

The front had all the executives and sales people. The back had the DJs, production people and engineering. Both ends seemed to always get a rug burn when they met in the middle.

My First Week in Sales

When I was hired for my new sales position, I was told I would be given an active list of advertisers. That might have been the case, but my current employer wanted me to give them two weeks’ notice before leaving – unusual in broadcasting when a person is crossing the street to a competitor – and I did, which meant by the time I arrived at my new station, the active advertisers had now fallen in love with other account executives who had been asked to babysit those accounts until my arrival.

So, my first day in sales would see my list of active advertisers whittled down to three and on my first morning all three of those called in to cancel their advertising. But I was still excited to be in advertising and could not wait to hit the streets.

My boss told me at the outset, that since I would be using a lot of gas for my car driving around to prospect for new advertisers, I could sell a gas trade to off-set this expense. It didn’t take a lot of math skills to realize that such a sale would result in 100% commission to me.

All that first week, the only businesses I called on were gas stations.

I heard a lot of “NOs.”

Until Friday around noontime, I called on a gas station owner who was eating his lunch. He said if I would come back after he finished eating he’d listen to me. I did. He liked the plan I proposed and I signed my first sale, a gas trade.

Friday Afternoon at the Sales Office

At the end of a week, sales people are usually back in the sales office, taking care of orders and planning out the coming week before going home for the weekend. They also are sharing stories of their week in sales.

“So, how did your first week go in sales?” someone asked me. “Did you sell anything?” inquired another.

Yes, I responded. I sold a gas trade.

The room went deathly silent.

“You sold a gas trade?” they asked, almost in unison.

“Yes, yes I did.” I replied. “Don’t each of you have a gas trade?” I asked.

Don’t Tell Me It Can’t Be Done, Until I’ve Done It

It was at that moment I learned I was now the only sales person in that radio station that had a gas trade. And the reason was simple. They all knew what I didn’t. They all knew gas stations didn’t trade gas for advertising, but I didn’t know that.

Pam Lontos often says in her sales training, “Don’t tell me I can’t do something, until after I’ve done it.”

I was sure glad that I hadn’t been told that gas stations didn’t trade advertising for gas at the outset or I might never have had that gas trade for the entire time I was in sales and sales management at that radio station.

The Lesson Learned

The lesson I would learn from my first sale was not to let others tell me what I could or could not accomplish. If I was going to be successful, I would need to set my own goals, make my plan and work my plan.

I became a general manager at the age of 30. That job morphed into a market manager as the radio industry began consolidation.

My next goal was to use my college education in teaching to land a job as a broadcast professor at a university. That happened in 2010 when I joined the faculty of The School of Journalism & Broadcasting at WKU.

In 2014, I began this mentorship blog with the goal of paying-it-forward to others.

Throughout my life, so many people have been there for me, openly sharing their knowledge, wisdom and help to further my career.

That’s why I work every day to lead and mentor others in finding their own success in broadcasting.

Reprinted by permission.

Dick Taylor has been “Radio Guy” all his life and is a former professor of broadcasting at the School of Journalism & Broadcasting at Western Kentucky University (WKU) in Bowling Green, Kentucky and he’s currently seeking his next adventure.  Dick shares his thoughts on radio and media frequently at https://dicktaylorblog.com.

WWJ’s Winter Survival Radiothon For THAW Raises $1.4 Million

Entercom’s WWJ-AM (Detroit) raised more than $1.4 million in their 15th annual Winter Survival Radiothon for THAW, The Heat and Warmth Fund.

Along with our enthusiastic volunteers, the station took calls all day February 9, broadcasting live from our radio studios in Southfield, collecting donations to keep Michigan families in need warm this winter.

THAW assists families in need by preventing utility shut-off, providing fuel or restoring services. 91% of every dollar that THAW spends goes directly to help those in need and THAW’s utility partners match every dollar that THAW raises, so that $1 becomes $2 in energy assistance.

This support can be life-saving for struggling Michigan families facing a serious financial crisis — usually due to a job loss, a serious illness or other family emergency — who are temporarily unable to pay their utility bills.

WMJZ-FM Gaylord Sold

On February 13, 2018, an application was filed with the Federal Communications Commission to assign the license of WMJZ-FM (Gaylord) from Darby Advertising, Inc. to 45 North Media, Inc.  The purchase price was $750,000.

45 North Media has been operating the station under a Local Programming and Marketing Agreement since January 2.

The seller is owned by Kent Smith, who also owns WUPN-FM (Paradise/Sault Ste. Marie).  The buyer is owned by Bryan and Joyce Hollenbaugh.  Hollenbaugh most recently managed a cluster of six stations in Albany, N.Y.