There is a food fight going on, Seize the moment
Get your ideas around grocery stores and make a solid marketing presentation because there is an all-out food fight. Tip 1: to take to your local grocery
A new digital strategy for radio: Revenue sharing’s keys for success
If you have a Revenue Sharing program going now or are thinking of starting one (which you should), here are a few keys to...
Of course you don’t take PI advertising, but you should!
Back when I was a brand new radio sales rep, I remember a sales manager telling me that if a prospect even mentioned the...
Groupon is making billions…so why aren’t you getting any?
“Groupon” sales are estimated in the billions of dollars and do you know where is that money coming from? It’s coming from local advertisers. ...
What liquor can teach us about smart marketing strategy
What is the most powerfully branded product sector in world? My pick would be the alcohol sector. Decades of masterful marketing has consumers wearing...
FCC’s Motive for Demanding Copies of TV Station Public Files Confirmed
By Scott R. Flick, Partner, Pillsbury Winthrop Shaw Pittman LLP
Late last month I wrote about a strange occurrence at a number of TV stations...
CBS ad dollars: Highlights from investor conference
CBS VP/CFO Joe Ianniello spoke at the Bank of America Merrill Lynch Global Telecom & Media Conference on 5/30. Wells Fargo analyst Marci Ryvicker...
How the Seller Can Protect its Own Money
By Erwin G. Krasnow and John M. Pelkey
Garvey Schubert Barer
Not all buyers will be able or willing to rely on bank financing to fund...
What broadcast TV fans watch on cable: Older demo edition
Here is the final installment on how to find loyal broadcast fans, both radio and television, when they are being less than loyal in...
How to Complete a Non-compete
By John M. Pelkey, Garvey Schubert Barer
Regardless of whether it is selling all of its stations or is just spinning off a tower to...
Robin Bertolucci, PD, KFI-AM & KTLK-AM LA
Robin began her radio career at KGO San Francisco as a writer and producer and then executive producer. She was working under Jack Swanson,...
The Elusive Client You Can Never Close
You've just had a great meeting with a local direct client. The last words you heard from the client were, “That sounds great. I think we can do this." Then, there's silence. What happened? Here's what sales consultant Paul Weyland has to say on the matter.
A businessperson’s guide to the four behavioral styles
In 1928, psychologist William Moulton Marston conceived, developed and wrote about a modern take on behavior profiles. Behavior profiles have undergone many transformations since then, with the most important transformations in the tools used to measure people according to Marston’s original model.
Marketing plan that’s here to stay
“We have been working on this marketing plan and branding campaign for over three years Mike. And you were the only one who didn’t come in here with your manager and try to sell me a bunch of ideas that didn’t have to do with the plan that we have been developing internally forever.”
Stop blowing up sales calls. Stop the POP!
My eleven-year-old son is blowing up a balloon. I can see what is going to happen. I know there is an explosion looming. I have heard balloons pop hundreds of times in my life yet, as the balloon nears the verge of popping, I cannot help but cringe at the thought of the inescapable pop. My eyes tighten a bit. I slightly turn my head and then…. POP! Don’t you hate it? I sure do. Think of this example when visualizing a sales call...