From category archives: Grow!

Media

My First Radio: A Great Companion

My First Radio: A Great Companion

RaleighTransistorRadio_250wI have fond memories of listening to Dallas' KLIF the Mighty 1190 through my Raleigh transistor radio. I took that little transistor companion with me on family vacations and listened to KHJ in Los Angeles and KJR in Seattle.

Although today's technology delivers convenience better selection and sound quality, it doesn't bring the companionship that great personalities do.

My friend Chuck Gratner when he led KOJO in Dallas during the 80s said it well:

At its' best, each medium has its' advantages:
At its' best, television entertains best.
At its' best, newspapers inform best.
At its' best, radio companions best.

Help your partners—even with Facebook?

Help your partners—even with Facebook?

"No one wants to buy radio anymore, so we're selling Facebook," said the radio station manager. I've known him for a long time and seen him as a strong manager of both commercial and non-commercial stations. He is now at a non-commercial station and talked about the great difficulty his Business Development Representatives are having with getting appointments today. He said his business development representatives are now opening conversations with prospects by saying, "How's Facebook working for your business?" The rep probes to hear what the prospect's desire for his Facebook marketing. Most businesspeople are discovering that Facebook marketing is not as easy as what they read in the press and they become dissatisfied. The rep keeps discovering more about the business prospect by asking more questions. The rep makes it clear that he is more interested in hearing about the prospect's business than telling them about the work he does at the radio station. When the prospect asks about the rep's work, he say ...Read more »
The Macular Degeneration Station

The Macular Degeneration Station

"I'm just too busy running the station to have a vision."

Did that station manager actually say what I thought I heard on the phone? He basically confirmed it when he went on to say that he was having problems:

  • Increasing income to hire more people
  • Getting donors to understand why the station needed a new facility
  • Keeping his staff motivated and heading the same direction
  • Waking up excited about leading his station

These issues are common among managers who don't take a few moments to breathe, envision and write a plan--usually with a trusted counselor.

Four Steps to Growth With Limited Relationship Capacity

Four Steps to Growth With Limited Relationship Capacity

As the manager detailed that his business development efforts were not meeting his expectations, I asked him how many people his reps could handle at a time. He looked puzzled—then his eyes lit up.  He got it.  It was simple math. Advocace’s research shows that a successful business development representative can have about 17 active accounts per month.  During the fourth quarter, the number might go up a bit, but it will go down about the same amount shortly thereafter as the active account count regresses to the mean. Growing 17 Active Accounts So, how do you make the most of those 17 accounts? Have a deep relationship with prospects and clients.  Find out the real issues they face and provide a solution with your products and services. Grow your average customer spend.  Ask prospects to participate in new promotions and increased service levels.  Offer something new to each account each month—even those who make an annual commitment with you. ...Read more »
Wind shifts, Income shifts, Radio is ready

Wind shifts, Income shifts, Radio is ready

If you're piloting a radio station (or any organization for that matter), the winds are shifting again.  Like a sailboat captain, you see--no make that feel--when shifts could pull you off the course you prefer to go.  But the sailboat captain knows that you need several ways to get to your destination when (not if) the winds change. Growing up, I sailed quite a bit on small boats so when my father, brother and I recently visited San Diego, I discovered a sailing experience that we will long remember. The America's Cup is the world's premier sailboat racing event.  The sailing vessel, Stars and Stripes 11 (pictured on both pictures on this page), competed successfully in the America's Cup in 1992 and now is available for public sailing.  The Stars and Stripes requires a crew of 6 plus 6 more passengers to work the sails, lines and grinders.  The sail-craft can accommodate up to 30 people on board. The best part is that the captain permits each passenger to pilot the craft for a good ...Read more »
The power of radio and the road ahead

The power of radio and the road ahead

Success follows those adept at preserving the substance of the past by clothing it in the forms of the future. Dee Hock Founder and CEO, Visa International All those opinions on the future of traditional media are dizzying: newspapers are old news; television has no vision; radio--well, few talk of radio. Maybe that is because radio is a part of our past that will continue to be a part of our future.  But even radio isn't immune to the dramatic changes in the media scene. There are just about as many radio listeners as any time in modern history. There are just fewer radio advertisers than any time in modern history. Even still, radio powers consumer awareness and consumption of the events, the services and the products America purchases. Sure, online venues (social media, blogs, micro-blogs, search engines, email marketing--to name a few) are growing new viewers and increasing time spent with media.  But new media seem t ...Read more »
Ramsey: Moving beyond radio to become a local media company

Ramsey: Moving beyond radio to become a local media company

Mark Ramsey sees many radio stations across the country ideally positioned to be local media companies that engage large groups of people through any media necessary. He says we have hundreds of thousands of audience relationships already and we can grow far beyond with social media (Facebook, MySpace, twitter, et al), web, email--and I'll add direct mail and promotions to the list.

In essence: The more exclusive and vibrant the relationship, the more valuable the group becomes when you desire to appropriately monetize the relationship.

Ramsey spoke at the Christian Music Broadcasters meetings during GMA week in Nashville. Here's a video of his speech. It is truly worth every minute.

Top 5 Under Radioed Designated Market Areas (and Over-Radioed, too)

Top 5 Under Radioed Designated Market Areas (and Over-Radioed, too)

We recently analyzed the competitive landscape for radio stations and discovered that certain Designated Market Areas (DMAs) have a much more competitive climate than others. The results actually surprised us. What do you think? Top 5 Under-Radioed Markets (markets with the most households per station) DMA HHs Stations HHs/Station New York 7,788,145 256 30,422 San Diego 1,040,131 37 28,112 Detroit 1,978,208 76 26,029 Los Angeles 5,544,481 216 25,669 Baltimore 1,126,228 54 20,856 Top 5 Over-Radioed Markets (markets with the least households per station) DMA HHs Stations HHs/Station Juneau 29,172 26 1,122 Fairbanks 43,452 28 1,552 ...Read more »
Social Conflict

Social Conflict

How can up really be down? The Up Part: Nielsen Online says that social networks and member communities grew their reach to exceed e-mail. Social networks score an active reach of 66.8% while e-mail expanded its reach to 65.1%. Social networking saw Time Spent Viewing increase dramatically in the past year. Sounds like member networks are the social thing to do. The Down Part: But take a look at the marketing impact of these media. IDC found that 43% of social network users never clicked on ads, and only 11% of those who did actually purchased anything. Those who don't use social networks clicked on ads at least once per year and 23% bought something. So Econsultancy and R.O.EYE (my vote for current favorite business name) found e-mail marketing to be very cost-effective for customer acquisition. Very cost-effective Quite cost-effective Not cost-effective E-mail marketing 51% 33% 17% Affiliate marketing 46% ...Read more »
Donor-funded radio and its listeners

Donor-funded radio and its listeners

So what is the effect of technology on radio listening to Christian formatted radio stations? Jacobs Media recently released the Public Radio Technology Survey 2008 for its formats AAA, AAA/News, Classical, Classical/News, Jazz/News and News. The survey showed that more of the public radio audience listens to radio daily (88%) than views TV daily (74% than reads an online or print newspaper daily (75%). What of these key findings from the survey resemble Christian formatted radio? Public Radio listeners are very committed to….Public Radio. Television takes more of a backseat as a daily medium for entertainment and information. Internet use is somewhat generational, but hi-speed access is nearly ubiquitous. Public Radio listeners are tuned into the news, as three-fourths (75%) say they read a daily newspaper – print or online. Satellite radio plays a role in the overall media usage spectrum, but is far from a mass appeal outlet. Only one in ten (12%) currently sub ...Read more »
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