Sales & Management

The New Radio Model: A New Way to Develop New Business

By Jim Hopes, The Center for Sales Strategy / Member of The Radio Workout Team

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In 17 years of media sales consulting, I have observed three issues that seem to rear their ugly heads repeatedly. As radio retools toward The New Radio Model with a focus on generating higher revenue, these three obstacles must be overcome:

Too many rookie salespeople don’t succeed.
Managers want their people to make more face-to-face calls.
Veteran salespeople are not always good at getting quality appointments with prospects.

Certainly there are others but these come up often, and in today’s extraordinarily soft advertising environment, these problems are only magnified. If radio is to succeed long-term in recapturing revenue a New Radio Model, fundamental structural changes are in order.

Read the entire article, here:

Jim Hopes, The Center for Sales Strategy / Member of The Radio Workout Team

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Making Moves: Friday, November 20, 2009

Candace Gonzales moves from her role as director of Marketing & Promotion for Alpha Broadcasting’s KINK Portland, to the new position of Events & Sponsorship Sales Manager for KINK-FM. Gonzales has worked for KINK (101.9) for 11 years. KINK is currently searching for the next Director of Promotion & Marketing. Candidates should send resumes to PD Dennis Constantine at: dennis.constantine@alphabroadcasting.com. … Radio-Info confirms Norfolk-Virginia Beach, Virginia’s Red Zebra-owned WXTG-AM/FM (1490 / 102.1) OM/PD Keith Bennett has been cut loose. No replacement has been named … DCRTV reports that former WCHH “Channel 104.3" Baltimore middayer Ty resurfaces on WWDC “DC 101” Washington D.C.. There, she'll be calling herself Bailey and replacing middayer Whitney, now heard on KNDD Seattle. Ty/Bailey will also host the weekend new music show “Local Lix” … John Hultman is retiring from “Newsradio 780” WBBM Chicago – for a second time. He retired in 1998, then returned in 2008. Now the 72-year old newsman is ready to leave once again, according to Robert Feder on Vocalo.org … “Big Jay” Sorenson is heading back to WCBS-FM (101.1) for part-time duties spinning the oldies, doing Thanksgiving and other weekend work.

Radio in England:

Absolute Radio reported a $4.5 million loss for the year, blamed on the changeover from Virgin Radio and the recession … Absolute Radio evening host Tim Shaw is leaving. Shaw’s blog says he’s preparing “for the biggest challenge of his life” … Simon Dale announced he’s leaving Bauer Radio’s “Kiss-100” afternoon drive slot, joining the Heart Network for an evening show in January … Rupert Garrett, the controller for Global Radio’s Smooth Radio brand, joins Jazz-FM as head of sales … BBC Radio 4 host Roger Bolton, who has an audience of 1.6 million for his Sunday religious show, will step aside after a 12-year run in January … BBC Radio 1 & 1Xtra is running an anti-bullying campaign all week, highlighting the problem of bullying against schoolkids … Police arrested the ex-husband of London’s Sunrise Radio receptionist Geeta Aulakh. Passersby found Aulakh on the street, severely beaten and with a severed hand. She later died at a local hospital. Aulakh was only 26.

Making Moves: Tuesday, November 17, 2009

Regent Communications names Ben Hoffman, formerly of Clear Channel, to the newly created position of Director of Interactive Sales … In Corpus Christi, Texas, KEYS-AM (1440) moves afternoon local talk host Eric Von Wade to mornings, replacing Bob Jones, who Radio-Info reported last week was cut loose. The rest of the station’s daytime programs are now syndicated … Justin Bryant is the new PD at Fredericksburg, Virginia’s WWUZ-FM (96.9) & WVBX-FM (99.3), replacing Victor Starr … The holiday format flip of the day: Bay City, Michigan’s WHNN-FM (96.1) drops “Classic Hits” for “Christmas Classics” … WCAP-AM (980) in Lowell will air University Of Massachusetts/Lowell men’s hockey, with Bob Ellis & Chaz Scoggins calling the action … After a two-decade run doing traffic in Philadelphia and overnights on KYW-AM (1060), MetroNetworks reporter Tom “Hey, Bud” Collins is leaving radio for a job with PENNDOT … If you've been stuck on the Capital Beltway, you know this voice. WTOP-FM (103.5) traffic reporter “Beltway Bob” Marbourg celebrates his 30th anniversary reporting traffic in the nation’s capital.

Making Moves: Friday, November 13, 2009

A call letter change in Baltimore, as Clear Channel’s WCHH-FM (104.3), which recently flipped format to Top-40 at “Z104.3”, has received FCC approval to become WZFT-FM … Lance Richard has been named Vice President of Digital Sales for Entercom, overseeing all local and national digital sales initiatives … Former Baton Rouge, Louisiana WJBO-AM (1150) host Josh Innes heads west on I-10, becoming co-host of sister-station KILT-AM (610) in Houston, and hosting his own one-hour show after morning drive, starting Monday … Michigan Radio hires former WDET-FM (101.9) reporter & producer Sarah Cwiek to cover Detroit as a reporter … Clear Channel’s KYOT-FM (95.5) partners with KPHO-TV in Phoenix, which includes putting weather reports from KPHO on KYOT… KEYS-AM (1400) in Corpus Christi, Texas drops conservative local host Bob Jones from morning drive after a four-year run … WUEV-FM (91.5) on the campus of the University of Evansville in Evansville, Indiana is auctioning off their entire collection of 4,500 LP records. You can call (812) 488-2689 to bid, says WAVE-TV … KFMP (87.7 FM) Lubbock, Texas, has flipped from alternative to a commercial-free all-country Christmas music stunt, and is expected to come back with a new format after the holidays.

Connoisseur Media promotes David Bevins to COO

David Bevins has spent the last four years as VP of Operations for Connoisseur, and his promotion to COO now gives him responsibility for all day-to-day operations of the company’s 22 radio stations. Connoisseur Media CEO Jeff Warshaw says, “I am extremely excited to have David receive this recognition for his leadership role in our company.” Bevins was the GM of Connoisseur Communications in Quad Cities and Rockford, Illinois before joining Clear Channel in Chicago as Director of Sales, and later Radio One as VP of their Cleveland stations. He returned to Connoisseur Media in 2006.

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PPM 101: Everything you wanted to know but were afraid to ask

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Record Executive Butch Waugh To Retire In December

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