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First the Crud

NEW YORK — So I was working on this transmitter today.  Seriously – I know this starts off like a joke.  Problem was actually a bad air switch.  All transmitters have a way to sense air flow.  If there is no air flow in the transmitter, if, for example, the blower motor quits, it will shut down.  In the case of a tube transmitter, this is to prevent the final amplifier deck from melting down and starting a fire.  In a solid state transmitter (which also uses temperature sensing in the final amplifier), it prevents the transistors from self destructing causing a fire and/or other severe damage to the amplifier.

Anyway, this isn’t related to the air switch, but it could be (the air switch in this case was 33 years old – it simply had enough).  The air filters on the transmitter were caked with crud.

The air filters are there to keep crud out of the transmitter (obviously, in this case, they did their job).  In a tube transmitter, crud can cause an arc over in the high voltage areas.  In solid state transmitters that do not have high voltage inside, the crud acts like a blanket holding heat into the transistors.  Heat is an electronic device’s worst enemy.

If the filters are caked with crud, the transmitter has trouble breathing.  Pinch your nose.  Inhale.  Now you know how your transmitter feels.

Caked up air filters can cause a lack of air flow – if this occurs, the transmitter will shut down.   This lack of air flow can also cause the temperature inside the box to increase.  This can also shut down the transmitter.

It’s an easy fix, and one that you could do yourself.  Some transmitters use a foam filter over the air intake (usually located on the back door).  I hate these, because as the foam ages and dries out, it starts to disintegrate and generates its own crud that gets pulled into the transmitter.  But, if the foam is in good shape, remove the filter temporarily, put it in a sink, and give it a good bath.  Let it dry out thoroughly, then put it back on the transmitter.

You can also measure the filter space with a tape measure, and go to your favorite home or hardware store.  Go to the filter aisle and grab a couple of air conditioning/furnace filters.  Not the fiberglass kind – those won’t filter out the dirt particles well enough.  Grab the pleated paper types.  They range in price from a couple of bucks per to $20 each.  You don’t need the $20 ones, and you don’t need  one that’s super thick, which can affect air flow.  Grab several and change them once a month or so.  Your transmitter will thank you.  It’s cheap insurance to staying on the air.

Now the Other Stuff

Changing topics – while the slate has not come out yet, I am running for Board of Directors for the Society of Broadcast Engineers.  I have already spent 6 years on the board previously – and I’m not asking for votes here (though I hope if you’re an SBE member, you would be so inclined).

A questionnaire goes out to each candidate with a series of questions so members know who you are.  The first question is:

What goals should be set for the Society this coming year that you will support and work for?

My response is:  “I think the Society is and has been on the right track with its education initiatives.  That being said, there needs to be more emphasis on IT for Broadcast Engineers.  Everything at NAB this year was IT based.  I would fully support furthering the IT education of our members.  No IT?  You’ll be left behind.”

None of us in Broadcast Engineering can deny that our jobs and our job duties have changed drastically in the past 5-10 years.  The IT train has left the station and it’s not slowing down.

First, encourage your station engineer to either join and/or attend SBE meetings.  SBE is dedicated to the education of the engineer.  It’s no longer about RF, audio and video.  It’s about all these, plus IT.

Encourage your engineer to attend seminars and perhaps classes on IT.  The more he knows, the better your station will function.

Broadcast IT has one major difference from “normal” IT work.  Broadcast stations function 24 hours a day, seven days per week, 365 days per year.  There need to be backup systems, and any system maintenance needs to be done at odd hours or ways need to be developed to do system maintenance without causing a major disruption on the air.

I have friends who tell me constantly about the IT department needing to do “system maintenance” and just taking the network down at 1:00 pm – and these people can’t get any work done until IT says OK.  How would that fly at your station?  No spots for several hours because “system maintenance” is being performed.  You’re right.  It won’t.  Broadcast IT requires a different mindset, and broadcast engineers are trained and have been conditioned to keep the station on 24/7/365.  Again, the more your engineer knows about the IT world, the better.

And, yes, I dare say it – perhaps the station may consider assisting the engineer with any certifications, classes and seminars he may attend – ie, pick up the costs.  Give him/her the time off they require to attend education events, such as SBE Ennes Workshops.  This is an investment in the future and in the infrastructure of the company.  Maybe even fund his/her SBE membership – after all, SBE is a professional organization, much like many of your sales persons may belong to professional organizations.  The more encouragement you can give your engineer, the better the station will perform IT wise.

I’ll be talking about IT quite a bit in the coming months – it has become pervasive in our portion of the world, and our on air survival depends on it.

Thomas R. Ray, III CPBE, AMD, DRB is president of Tom Ray Consulting and Technical Editor of RadioInfo. He can be phoned at 845-418-5065 or emailed at tomray@tomrayconsulting.com.  His website is www.tomrayconsulting.com.  Meet Tom Ray at TALKERS New York 2013 on Thursday June 6.    

The post Crud and Other Stuff appeared first on RadioInfo.

Entercom’s WNTR, Indianapolis Flips to Hot AC as ‘107.9 The Mix.’

Cumulus Media Brands Five Country Outlets “Nash FM.”  When Cumulus Media returned the country format to New York City on WNSH “Nash FM 94.7,” CEO Lew Dickey said the company planned to roll out the “Nash FM” brand across more of its stations.  So it begins as five country outlets begin using the “Nash FM” brand and “Powered by Nash” language.  New “Nash FM” stations include: former “The Wolf” simulcast WPKR, Appleton-Oshkosh and WPCK, Green Bay; KHKI, Des Moines “The Hawk”; WKAK, Albany, Georgia “K-Country 104”; KQFC, Boise “Idaho Country 98”; and WLXX, Lexington.  Dickey says in a statement, “Following our debut of the ‘Nash FM’ brand earlier this year, we’re excited about expanding Nash to more radio stations as well as bringing Nash content to other forms of media, including video and magazines.  Our listeners and advertisers will continue to benefit from the variety of on-air and off-air country lifestyle content opportunities associated with the Nash brand.”

Journal Flips WNOX, Knoxville to Classic Hits.  With the move of country WCYQ to the 100.3 frequency of former news/talk WNOX that Journal Broadcast Group acquired from Oak Ridge FM, Journal flips WCYQ’s former 93.1 frequency to classic hits as “93.1 WNOX Classic Hits.”

Mark Devine Moves to Morning Drive on Adult Hits KPKX, Phoenix.  Bonneville’s Phoenix operations bring Mark Devine aboard full time as co-host of the morning drive show on its adult hits KPKX “98.7 The Peak.”  Devine partners with Monica Nelson beginning Wednesday, May 29.  Bonneville Phoenix VP of content and operations Ryan Hatch says, “Mark is the perfect partner for Monica.  ‘The Peak’ audience will love his intelligence, quick wit and connection to our local community.”  Devine worked in the market as half of the Tim and Mark show on Sandusky Radio’s rock KDKB for 16 years before exiting in 2005.  Most recently he’s been hosting a talk show on Bonneville’s KTAR-FM on the weekend.  Devine states, “I left radio and started a successful real estate business and wasn’t planning on coming back unless the perfect situation presented itself.  The opportunity to host mornings on ‘The Peak’ with someone as talented as Monica Nelson was just too much to pass up.  I’m absolutely ecstatic!”

SummitMedia Names Kori White VP of Digital and New Technology.  With the recent closing on the acquisition of former Cox Media Group stations in five markets, SummitMedia announces Birmingham operations manager Kori White is promoted to vice president of digital and new technology for the new company.  SummitMedia acquired stations in Birmingham, Richmond, Louisville, Honolulu and Greenville, South Carolina.  The company states, “Mr. White will oversee digital operations in five markets and focusing on expanding the company’s digital footprint throughout the global market.  He’ll lead SummitMedia Corp’s digital strategy and execution and will also spearhead the company’s web engineering, products, services and e-commerce engineering, internet operations, quality assurance and program management teams.”

Cakes of Crud and Other Stuff.  It is absolutely true.  One of the dirtiest jobs at the radio station is the job of chief engineer (or just plain “engineer” – we are not sure if most stations have a “chief” engineer anymore) who regularly has to go where no one has gone before, like out to the transmitter building to encounter cakes of crud and other gunky stuff that accumulate over time and threaten to throw your station off the air.  In a new installment posted today (5/24) of his mega-popular RadioInfo column designed for programming and management types who now (in today’s challenging environment) have to know technical stuff too, engineering wizard Tom Ray discusses the danger of crud, the significance of IT, as well as the importance of supporting your engineer and the Society of Broadcast Engineers.  Check it out by clicking here.

Alternative Rock WWCD, Columbus Featured in CNN Piece on Radio.  Independently owned alternative rock outlet WWCD, Columbus “CD 102.5” is the subject of a lengthy story about the state of radio in America.  Station owner Randy Malloy, the staff, as well as many other radio executives and industry watchers are quoted in the piece that details the trials and tribulations of an independent rock station operating in Middle America.  Topics covered in the story include corporate radio philosophy, technological challenges facing the business, the state of rock music in the culture and localism.  Check out this interesting look at contemporary radio through the lens of “CD 102.5” here.

Tribune Names Jimmy de Castro President and GM of WGN, Chicago.  The Tribune Company announces it has named former AM/FM president and CEO Jimmy de Castro president and general manager of its sole radio station – WGN, Chicago – beginning June 3.  The 60-year-old de Castro has most recently been operating The Content Factory which developed the Dan Patrick sports talk radio show.  In the Chicago Tribune, Tribune president of local broadcasting Larry Wert states, “There’s been a lot of change in it over recent years, and a lot of controversy around it, given the personalities that have come and gone.  We’re just really looking forward to some smart, go-forward stability.  I don’t think we could have picked anyone better than Jim de Castro.”  For his part de Castro states, “I wouldn’t take this job unless I thought that I could improve the ratings and improve the revenues and improve the EBITDA.  Picking the right lane, marketing it correctly, driving some enthusiasm and some energy in the listening community and in the buying community and in the hallways of 720, are going to have an impact.”  Jimmy de Castro founded Evergreen Media in 1988 and merged it with Chancellor Broadcasting in 1997.  The company then became AM/FM which was acquired by Clear Channel in a subsequent merger.  WGN sales manager Jeff Hill has been serving as general manager since former president and general manager Tom Langmyer exited the station in the fall of 2012.

Broadcasters Come to Aid of Victims of Oklahoma Tornado.  Radio groups, stations and individual personalities are coming to the aid of the victims of the deadly tornado that swept across the Oklahoma City area this week.  The following is by no means an exhaustive list of the efforts of broadcasters but gives a snapshot of the kind of dedication to disaster relief the industry is capable of:

• Cox Media Group Tulsa radio and TV station employees filled three semi-trucks packed with water and supplies that will go to help the American Red Cross with their relief efforts.   The team also raised more than $40,600, and the count is rising.
• KYKN, Salem Oregon radio host Bill Post raised $8,500 in donations via his radio program which was sent to Oklahoma via Glenn Beck’s Mercury One non-profit.  Donations are still being made via billpost.com.
• Mid-West Family Radio’s Springfield, Missouri cluster and Convoy of Hope packed a 53-foot trailer with flashlights, batteries, work gloves, water, diapers, baby wipes, and ready-to-eat food as part of a 12-hour broadcast effort in which staff and listeners donated, collected and prepared the items for shipment to Oklahoma.
• Glenn Beck’s TheBlaze Radio Network show hosts – Doc Thompson, Pat and Stu, Jay Severin – have been raising funds for disaster relief for more than a day and have brought in more than $1.5 million in donations to the cause.
• Clear Channel’s KDWB, Minneapolis collected more than 5,200 cases of bottled water and loaded them aboard five semi-trailers destined for Moore, Oklahoma.
• CBS Radio Philadelphia — including radio stations KYW, WIP-AM, WIP-FM, WOGL, and WPHT — helped raise more than $225,000 for the American Red Cross’ relief effort as part of CBS’ “Operation Brotherly Love: Helping Moore.”

Steve Harvey Prepares for 5^th Annual National Mentoring Camp.  Premiere Networks nationally syndicated talk show host Steve Harvey is gearing up for his annual Steve Harvey Mentoring Program for Young Men in Dallas — a six-day program running June 11 through June 16 — Father’s Day weekend.  Harvey will welcome 100 young men who are without fathers for the camp as well as mothers and chaperones in a concurrent Parent Program, for a variety of transformative mentoring experiences on his country ranch with himself and special guests that include frank sessions on the principles of manhood, leadership, sports, health and wellness activities, dream building and more.  Harvey states, “Bringing the young men out here, out of their everyday surroundings is an experience that gives them the opportunity to recharge and renew themselves, taking part in a program focused solely on them.  Filled with a diverse number of activities, sessions, and role models from sports to business, education, fitness and more, no dream is too big to help them discover their potential and help build the successful futures they’re meant for.”

The post Friday, May 24, 2013 appeared first on RadioInfo.

BLOCK ISLAND, RI — Remember that one thing you’d never make it to the driveway without?

Your keys.  Now there are two things.  It’s tough to imagine a day without that everything-in-your-pocket thing we used to call “a cell phone.”

Texting and Twitter have raised the bar on Email.

When I first started consulting, client stations would mail me aircheck cassettes in padded envelopes.  No, Harry Truman was not in the White House.  That was first-term Clinton administration era technology.  Tick tock.

Back to the future: As life got faster, short attention begat short-format messaging; and now email’s place in the communication tool box is for attaching documents or sending messages which themselves are documents.

With enabling technology evolving so rapidly, technique is critical.  With new-tech comes a new etiquette; or, too often, a lack thereof.  You prove it every time you check your email.  I’ll bet you delete without reading more messages than you read.

The Subject line is the email “envelope,” the most important line of the entire message.

When your snailmail arrives today, you’ll sift through it over the wastebasket.  In just a glance, at the outside of the envelope, we decide whether to bother opening the envelope.

Ditto subject lines, which provoke snap judgments.

One technique I’ve found useful: Make the first word the recipient’s name, and the next few words JUST-enough-of-what-the-message-will-convey to make the recipient curious.  “Heidi: Just made plans to be there next week.  Lunch?”

Got several issues?  Send several emails.

Got three topics to broach with an associate?  Send three separate single-topic emails.

Why:

• Your associate might want to bring someone else into the loop on topic A, but not topics B and C.  Emailing only about topic A spares the recipient the need to cut-and-paste…or, potentially, the embarrassment of not doing so.
• The recipient might be reading a mobile device and not scrolling past Topic A.

When in doubt, don’t.

Email is easy, instant, and free, and that can be real embarrassing.

Email lacks the eye contact and body language you get in face-to-face conversation.  Or the tone of voice and other nuance you hear in a telephone conversation.  Email is just words…often few words.  We’re all smothering in spam, so we often reply in terse fashion that’s easy to misunderstand.

Email doesn’t cost you a postage stamp, and lacks the deliberation time that’s built into a walk to the snailmail box.  So it’s easy to succumb to the “Oh YEAH???” stimulus-response trap.

Unless you’re emailing AOL-to-AOL (rarer lately), there’s no Unsend.

Never send a follow-up email asking “Did you get my Email?”

If it didn’t bounce back undeliverable, it got where you sent it.

Also avoid trans-media pestering, i.e., calling-to ask “Did you get my email?”  Or emailing to say, “I left you a voicemail.”  When tough staffing choices are being made, pests are the first to go.

Puh-LEEZ: Don’t “Reply-to-All” when you can simply…Reply.

Occasional emailers unintentionally torture those of us who work online (and feel like we live there), by replying to the entire list to whom the message was sent.

Example: I was recently among 100-plus invited to a corporate reunion, always a warm affair.  And that’s the problem.  Enthusiasm for our upcoming get-together caused (too) many recipients to RSVP the organizer with a cheery reply to all, i.e., “I can’t wait!”

Then, others piled on with a reply to all to THAT!  And THEN, the “I’m out of my office now” auto-responders joined in.

When I begged the reunion organizer to ask — in his next alert to all funsters — that we be careful to reply, rather than reply to all, he didn’t know that these were separate options.  Hey, he’s retired.  This — and family messages and photos and other reply to all stuff — are probably the only email he does.

So I did a reply to all, explaining the situation.  Swearing that “I’m not a party-pooper…honest,” and promising that “I’ll be there, wearing the lampshade,” I asked that, in the interest of spam control, we all reply only to the organizer.  And that, by doing so, we’ll help him avoid RSVP confusion.

Hey, at least I tried.  One invitee, apparently also retired, shot back: “point taken, but the truth is, I really like seeing the responses, especially since they are coming so rapidly and are so positive,” with a smiley face.

This better be open bar.

More, ICYMI:

Are you “a Sneezer”?

Can Twitter help save your job?”

Managers: Forget “Time Management.” Don’t even try!

Read/see/hear more at www.HollandCooke.com, and follow @HollandCooke on Twitter.  And meet HC at Talkers/New York, June 6.

The post Email: New Rules appeared first on RadioInfo.

Cox Media Group Debuts Urban Gold-Formatted “Hot 106.5” in Jacksonville Market.

Mat Mitchell Named PD at ‘104.7 Kiss FM’ and ‘Eva 95.5’ in Phoenix.  Clear Channel Media and Entertainment announced Mat Mitchell has been named program director for CHR KZZP “Kiss FM” and rhythmic oldies KYOT “Eva 95.5” in Phoenix.  Mitchell comes to Clear Channel from Cumulus Media’s CHR KRBE, Houston.  CC Phoenix vice president of programming Steve Geoffries states, “KZZP is a heritage brand with a top-rated morning show in Johnjay and Rich. Hiring Mat gives us someone who understands how these two key pieces work together.  The sky’s the limit from here.  He has a passion for great radio and adds another key piece to our Phoenix team.”  In addition to programming the stations, Mitchell will host middays on “Kiss FM.”  He says, “I want to thank Leslie Whittle and the amazing family at KRBE for an incredible six years!  My time in Houston will always remain special to me.  I am so excited to lead the powerful brands in ‘104.7 Kiss FM’ and ‘Eva 95.5.’  My thanks to the Clear Channel programming team and I can’t wait to get started in Phoenix!”

Slacker Names John Hayase Chief Product Officer.  Digital audio service Slacker announces John Hayase has been named chief product officer for the company.  The company says, “With nearly two decades of experience building interactive media and e-commerce platforms, Hayase will oversee the development of Slacker’s digital music service across the web, smartphones, tablets, cars and consumer electronics devices.”  Slacker CEO Jim Cady states, “Slacker is growing fast with millions of people listening every month.  John is here to guarantee these listeners have an amazing experience across every platform, whether they’re listening for free or are paying subscribers.  John’s career at the intersection of entertainment and e-commerce also supports Slacker’s commitment to provide artists and advertisers a highly engaging and efficient way to reach their fans and customers.”  Hayase comes to Slacker from his most recent post at ElasticPath, where he was vice president of client solutions.

More RadioInfo Career Moves.  Binnie Media Group promotes program director AJ Dukette to operations manager for the company’s New Hampshire cluster that includes CHR WJYY, country WNHW “93.3 The Wolf,” AC WLNH, classic hits WNNH “99.1 Frank FM,” in the Concord market and news/talk WEMJ, Laconia and Lebanon, New Hampshire country simulcast WXLF and WZLF “The Wolf.”…..Former KNDD, Seattle “107.7 The End” personality Harms is doing weekend and fill-in work with Clear Channel’s alternative KYSR, Los Angeles…..Mark Allen is the new program director at Three Eagles of Lincoln’s country KIAI, Mason City , Iowa “93.9 The Country Moose.”  Allen most recently served as PD and morning host at Gulf South Communications’ country WTVY, Dothan, Alabama.

Slash Visits Fox Sports Radio’s Jay Mohr.  Musician Slash is pictured here (left) chatting with Fox Sports Radio’s Jay Mohr (right) in the FSR studios in Los Angeles during a visit to Mohr’s radio show on May 21.  The former Guns N’ Roses lead guitarist talked about his time with GNR, upcoming projects and how Cher – of all people – helped him quit smoking.  Slash is a big horror movie fan and has produced three such films.  He’s behind the new horror flick “Nothing Left to Fear.”

Steven J.J. Weisman Receives High Academic Honor.  RadioInfo legal editor and Harrison Strategies senior partner, Steve Weisman received the 2013 Gregory H. Adamian Award for Excellence in Teaching from the Department of Law, Taxation and Financial Planning at Boston-based Bentley University where, in addition to his stellar radio industry career as a trade editor, legal advisor and talent manager, he is an esteemed professor.  Weisman (c) is pictured receiving the honor at the university’s recent commencement ceremony from Mike Page, provost of the University (l) and Greg Adamian, trustee and former president of Bentley (r). Professor Weisman’s many nominations from both graduate and undergraduate students over the years contain descriptions like “intelligent,” “motivating” and “inspiring.”  Several students noted that Professor Weisman not only cares about the course content but also about teaching his students to be good citizens out in the world.  We at RadioInfo agree Steve Weisman is a mighty good fellow and are proud that he will be one of the more than 50 speakers appearing at the forthcoming Talkers New York 2013 on Thursday, June 6 discussing key industry issues.  For more information about the conference click here.

New Rules for Email.  Radio consultant and RadioInfo columnist Holland Cooke writes that “With enabling technology evolving so rapidly, technique is critical.  With new-tech comes a new etiquette; or, too often, a lack thereof.  You prove it every time you check your email.  I’ll bet you delete without reading more messages than you read.”  Holland advises that to be as effective as possible in business when using email, be sure to consider what you’re typing in the subject line, when to send more than one email and when not to email at all.  Read Holland Cooke’s piece here.

The post Thursday, May 23, 2013 appeared first on RadioInfo.

Cox Enterprises Announces $1 Million Donation to Oklahoma Tornado Relief.

Clear Channel Announces Bid to Push Back Debt with Bond Exchange.  Clear Channel Communications announces it is seeking to push off some debt until 2021 via a $2.1 billion bond exchange.  The company is offering to swap $796.3 million of 10.75% notes due in 2016 and $1.28 billion of 11% payment-in-kind notes due in 2016 for the new debt that would come up in 2021.  The notes will pay 12% in cash and 2% through the issuance of payment-in-kind notes.   Bloomberg’s Mary Childs reports, “Free cash flow at the San Antonio-based broadcaster hasn’t exceeded $340.9 million in any year since its 2008 buyout by Bain Capital Partners LLC and Thomas H. Lee Partners LP.  Credit-default swaps tied to the bonds of the company, which owes about $20.8 billion total, are at about the lowest in two years, a sign investors are open to refinancing, Bloomberg data show.”

SiriusXM Touts Soaring Free Cash Flow and ‘Superior Revenue Model.’  At the satellite radio company’s annual shareholder meeting yesterday, CEO Jim Meyer delivered a presentation highlighting the company’s strengths.  Meyer showed a slide boasting SiriusXM’s “superior revenue model” in which he reported the company earns $142.34 per subscriber and compared that figure to Clear Channel’s earning $12.91 per listener and Pandora’s $6.51 per active user.  Meyer also reported positive figures and about new car sales, the dramatic increase in SiriusXM-enabled vehicles in operation and touted the company’s place in the fight for the digital dashboard saying, “SiriusXM’s ability to deliver service via its satellite network and wireless networks cannot be matched by IP-only competitors.”  SiriusXM reported free cash flow of $142 million for the first quarter of 2013 and it believes it will crest the $900 million plateau for all of this year.  Meyer also stated the company believes it will top the 25-million-subscriber mark before the end of 2013.

K-Earth’s Lisa Stanley Wins Gracie Award.  KRTH, Los Angeles morning show co-host Lisa Stanley – who works alongside Gary Bryan on his “K-EARTH 101” morning show – was honored with a Gracie Award as the Outstanding Host in the field of Entertainment/Information on Radio in a Local market – Los Angeles.  Stanley has been on the show for 11 years, after performing similar duties as sidekick to Rick Dees previously.  Stanley also worked on TV on “Hard Copy” and “Extra.”  She says, “I am thrilled with this recognition for my work.  I want to thank CBS and ‘K-EARTH,’ as well as all of the superstars who have supported me by guesting on the show over the years and believing in me enough to give me their scoops.  I look forward to continue having a great time every morning on the air.”

Brian Hatfield Named PM Drive Host at ‘Y-100’ San Antonio.  Cox Media Group announces Brian Hatfield is the new PM drive host at KCYY, San Antonio “Y-100.”  Operations manager Jeff Garrison says, “San Antonio, get ready for The Hat Man!  Brian’s passion and excitement for country music is unmatched.  He will deliver that every day to the ‘Y-100’ listeners, and we’re very excited to have Brian aboard ‘The Y-100’ team!”  During his career, Hatfield has had many accolades, including CMA Station of the Year 2009 and Country Radio Broadcasters/Country Aircheck Music Director of the Year 2010, 2011.  About this new position, Hatfield says, “Wow, I am blessed and fortunate to not only work for a great company like Cox Media Group, but also to work at the legendary KCYY is a dream.  It’s about making history, and with Jeff Garrison’s leadership, things are about to get interesting.”  Hatfield most recently served as PD and music director at Clear Channel’s country WKSF, Asheville, North Carolina “99.9 Kiss Country.”

More RadioInfo Career Moves.  Andrew Rosen moves from his VP of strategic sales post at Target Spot to Connoisseur Media where he’ll serve as market manager for the Trenton, New Jersey stations including hot AC WPST “94.5 PST” and Christian WCHR…..At 6 Johnson Road Licenses’ CHR WZRT, Rutland, Vermont “Z97.1,” program director Amber Stone gives up that role to return to her previous post as music director and midday personality…..Brown Broadcasting’s alternative WBRU, Providence names Eliza Soros the new music director.  She takes over for Olivia Petrocco.

Arbitron/Edison’s ‘Infinite Dial 2013’ Adult Contemporary Report.  Arbitron and Edison Research issues an extension of its “Infinite Dial 2013” research report that focuses on P1s of adult contemporary stations.  Some of the key data points from this breakout include:

• Roughly 1/5 of AC P1s listened to Pandora in the last week.
• When it comes to brand awareness of digital radio among AC P1s, Pandora led the pack with 65% aware of the service; iHeartRadio followed with 45% aware and Spotify with 18% aware.
• 57% of AC P1s always have their cell phones within arm’s reach, compared to 52% for the 12-plus population.
• 40% of AC P1s wake up to a cell phone.
• 39% of AC P1s own a tablet device compared to 29% for the 12-plus population.
• 31% of AC P1s use a social networking site “several times per day” compared to 27% for the 12-plus population.
• AC P1s are more likely than the rest of the 12-plus population to use AM/FM in the car, a CD player or an mp3 player but less likely to use satellite radio or online radio.
• 55% of the AC P1s are likely to have listened to AM/FM radio prior to arriving at a store to shop – compared to 49% for the 12-plus population.

The post Wednesday, May 22, 2013 appeared first on RadioInfo.

There is nothing harder than finding effective digital sellers. So hard, it is logical to conclude that there aren’t any great digital advertising sellers. The job listings are packed with ads begging, “Sharks wanted.” “Are you a shark?” “Can you bring business with you?” “Closers only.”

The account executive turnover at major digital firms is very high. Start-ups raise funds to salary qualified, experienced shark-sellers but their hires sell—nothing. Not a little, but nothing. In talking with dozens of start-up CEO’s they share the same story:

“I hired a seller with a killer resumé and they sold, nothing. All the billing we have was sold by me and my co-founder.”

CEOs try new ad-wording (sharks), or outsource freelance sales teams only to discover those are often scams.

After studying this for years, I believe that professional sellers are less than effective at selling digital advertising because BUYERS HAVE NO IDEA HOW TO BUY DIGITAL ADVERTISING.  MBAs call this an “inefficient marketplace.”

Five Reasons Digital Sellers Can’t Sell Online Advertising

1. Sellers are hired based on their robust resumes in sales. They have effectively sold TV, radio, print, outdoor. Digital is a new medium with a new language and buying patterns. Prior experience, therefore, is not applicable. It may be a hindrance.

2. Buyers have no rules for digital engagement.  Go to Mindshare, Mediavest, Starcom, Starbright, FirststarIseetonight.net.uk, or any major buying agency and they have well tested, proven methods for buying proven media. But they have no algorithms or measured demands for free tickets to close a digital buy.

That’s why they always ask, “How do we measure the ROI?”  Fact is, every buyer has their own ROI standards but these standards have not been established for new media. It is not the seller’s job to outline the ROI.

3. There is no standard for online video ROI.  Do you measure the first click? The first five seconds? Or does a person have to watch the whole video for it to count?

4. No training. Because it’s a new medium, there is no standard for training digital sales people. Larger digital enterprises have in-house training programs but their success rate is about the same as companies that have no formal training.  This is because the parameters for training are rooted in traditional media examples.

5. The timeline for success is different. The old transactional timelines used for radio, TV, print do not apply to digital. It takes at least 10 times longer to close a digital sale than it does traditional media. Most of the time is not spent on selling, it’s spent on finding the buyer. “New Media” is dumped into different silos depending on the company. While many companies and agencies lie and say, “Our entire company is the digital department,” the reality is that the true digital buyer is either the boss or the just hired kid.

It’s not just you. The frustration of finding and managing digital sales is both profound and largely unspoken. Now you are free to speak.

Walter Sabo is the Chairman of Sabo Media.   He can be reached at Walter@sabomedia.com. Meet Walter Sabo at TALKERS 2013 New York on Thursday June 6.

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