Media Info Bureau

Many people in the market to sell or buy a broadcast station make use of the expert services of a media broker. Their special knowledge can be extremely beneficial to the client who contracts for their services. Now-retired communications transaction expert Erwin Krasnow takes an in-depth look at just what a contract with a broker should contain in this encore Media Information Bureau column.

Nearly $460 million entered the national TV marketplace in the first half of 2020 from 110 first-time national advertisers across 59 categories. That's the big takeaway from a new report released Tuesday (10/13) by the VAB. We've got more highlights for you.

What shape is your sales process in? Does it need tweaking? How well do your sales reps follow it? Is it the most effective way to get to a sale? When is the last time you updated the steps or tasks? These are questions expert sales trainer Barrett Riddleberger tackles in this latest column.

COVID-19 has stress-tested our business acumen, and the principles that our businesses have been built upon "have proven to be bad." Some leaders "caved, and they were proven to be less than adequate during a storm." With that, noted financial talker Dave Ramsey offered his thoughts on how to lead in the coronavirus storm in a riveting Radio Show presentation.

As Matt Sunshine, Managing Partner for the Center for Sales Strategy sees it, one of the most important things to do in uncertain times is to raise our expectations on what radio and TV can expect out of its sales team's performance. This observation came alongside lots of helpful advice in an exclusive Hispanic Radio Conference LIVE virtual presentation held Thursday.

The House Subcommittee On Antitrust, Commercial and Administrative Law is accusing four of the "GAFAN" members of antitrust violations, as their digital platforms offer an unfair advantage over other forms of communication -- including radio and TV.

Marketers love to talk about the customer experience, but maybe this sort of thinking needs to change—or at least, expanded, argues Tom Kaneshige, Chief Content Officer at the CMO Council. In his view, "They should be delivering a human experience."

For candidates seeking to reach the right voter, there’s now a way to match electorate profiles based on their consumption preferences. Thanks to programmatic advertising platforms, media buyers can target groups based on consumer preferences. And, this extends to declared political party affiliation.

The much anticipated first presidential debate is taking place this evening in Cleveland. That makes a newly released political advertising white paper, Stretching Political Dollars, jointly offered by Nielsen and Advertising Analytics, ever-so timely. Among the key findings: local TV is still tops when it comes to reaching voters.

The White House and strict constitutionalist Mike O'Rielly, the FCC Commissioner, don't see eye to eye on Section 230 reform. Hence, O'Rielly is exiting at the end of his term on January 23, 2021. But, what does the AEI -- selected by the Trump administration to transition the FCC from the Obama administration -- have to say about the internet free speech statute?

New research shows that nearly 60% of children are multi-tasking while watching TV - an increase of just over half when compared to the same survey conducted six months prior. While the results indicate that TV is still the dominant platform for TV and video viewing, it raises questions around current engagement levels in a multi-platform world.

The "P1 Listener," that industry term used to describe the person who listens most to a particular radio station or format, exhibits a largely problematic trait for radio broadcasting companies. There's a "hardware challenge," Edison Research Director of Research Laura Ivey says. Why that is a "challenge" in 2020 is the subject of a RBR+TVBR OBSERVATION.

Silicon Dust was already making networked TV tuners and DVR devices when ATSC 3.0 pivoted Nick Kelsey’s attention. Intrigued, he turned to Kickstarter last April to raise $50,000 for a 3.0-capable device. The response? It was incredible, he says in this report from Cora Leighter.

"Companies that plan to reemerge and grow in 2021 would be wise to include Hispanic consumers in their strategic business growth plans," notes David Mesas, with Claritas. "Hispanics are critical to our country’s recovery, and they will be major drivers for our growth and expansion over the next 5-10 years." Are your stations speaking to them?

Is there an abundance of sports at a time when TV viewing typically dips? That is a question Wall Street wizard Michael Nathanson, Senior Analyst at MoffettNathanson poses. What he says could flatten that fresh six-pack of beer and hasten the mold on that cheese pizza.