Category Archives: Sales

Would You Like to Participate in Radio Research?

nielsen familyNuVoodoo does some really wonderful research about radio listening. They particularly focus on reaching people who are most likely to keep a radio listening diary or wear a Nielsen Portable People Meter, aka PPM.

During their last webinar, a slide came up quickly in the jam-packed presentation that made me choke on my coffee. It showed how small the pool of radio listeners is that would participate in Nielsen Radio ratings research. An astounding 82% say they would never wear a PPM device and even more listeners say they wouldn’t keep a ratings diary. Ratings Likies 2020

I Was a Nielsen Family

When I was a radio broadcaster, it wasn’t unusual for Arbitron Ratings to ask me about keeping a radio listening diary for a week. Each time I declined because I was actively working in radio.

When I was a broadcast professor at the university in Kentucky, I was approached about keeping a television ratings diary and Nielsen said that being a broadcast teacher was not a disqualifier, so I said “yes.”

I knew that the experience of keeping a ten-day television viewing diary would be one I could share with my students in covering the topic of radio/TV ratings. I was thrilled to be a “Nielsen Family,” even though that thrill quickly dissipated once the survey diary and instructions arrived.

The few dollars Nielsen sent to me with the materials seemed small potatoes for the amount of information they wanted to extract from my viewing habits.

By the end of the ten days, I was sure I’d never want to do this again, and it made me sad because I was a person who should be passionate about doing such work.

A Relative’s Family Wore PPMs

A member of my family living outside of Boston was asked to participate in PPM radio research. The rewards being offered enticed them to say “yes.”

The members of the family ranged in age from 44 to 6.

I remember looking at this 6-year old playing on his swing-set and thinking, Boston radio 6+ radio ratings depended, in part, on little kids like this. It sent a chill down my spine.

Well, the family grew tired of participating very quickly. In the nutshell, they didn’t feel the inconvenience was worth the small reward paid for wearing the PPM devices.

They said the experience hardened them from ever participating in future radio or TV ratings research, besides now they rarely listen to radio anymore with Spotify being the family choice for streaming. The Spotify App keeps track of each member of the family’s listening habits, serving up just what they want to hear.

Ratings Likelies: Rare & Vital

In late June 2020, NuVoodoo fielded their sixteenth Ratings Prospects Study and they write: “we drilled down to the small segment of radio listeners likely to accept a meter or diary from Nielsen. As has been the case in every past NuVoodoo study, when we model for the subset of respondents who would say ‘yes’ to Nielsen, the opt-in rate even among our already research-inclined sample is staggeringly low – with the percentage of likely ratings respondents who spend an hour or longer with radio each day even rarer still.”

That’s pretty disturbing to hear.

Share of Ear

Then the news breaks that COVID-19 has tipped the consumer listening habits to digital streaming. Now 53% listen to on-demand/digital devices versus 47% who listen to linear/non-digital devices, like AM/FM radio. Edison Research began tracking audio consumption on digital devices in 2014 and now, only six years later, people over the age of 13 spend more time with these devices than traditional OTA radio.  Digital Devices Cross 50%

It’s another case of the inevitable happening anyway, but COVID-19 is causing changes to occur on an accelerated time frame.

Edison Research also found in their latest Infinite Dial research that new music seekers are using YouTube for music discovery versus AM/FM radio, 68% to 46%.

Dan Ariely Explains

Dan Ariely is a psychology and behavioral economics professor at Duke University. I first became aware of Dan’s work with his book Predictably Irrational.

Dan explains that “the interruption of everyday life has been an experiment showing that habits aren’t just desires; they’re behaviors cued by reminders in our environment. When we change the way we interact with our environment, a lot of seemingly ingrained habits fade away. Some of them we are better off without, like thoughtless consumption and spending.”

Since the pandemic more people who used to commute to work, began working from home. The AM/FM radio cue for listening was their vehicle’s dashboard radio, but since they were spending less time in the car and more time at home, the device for audio consumption used in the home now became dominant.

While one hopes that once people begin to commute to work again, if that even happens, the old routines – including listening to the car’s radio – might return.

However, many companies, especially the high tech ones like Google, Amazon, Twitter, and Facebook, are moving to a permanent WFH (Work From Home) model.

Dr. Ed Cohen

One of the most recent high profile layoffs was that of Dr. Ed Cohen from Cumulus as its VP for Ratings and Research.

Radio Ink asked him about the future of AM/FM radio to which he responded:

“It’s a question of whether (the radio industry is) cutting bone and muscle rather than fat. If the radio industry continues to cut, can we put our best foot forward to not only keep current listeners spending as much time with the medium as they have in the past, but can we also convert light listeners to spend more time with radio? Commercial radio is not a charity and faced with the revenue challenges of (COVID-19), layoffs and furloughs are inevitable, but listeners don’t understand that and don’t likely care. They want to be entertained and informed. If they perceive a degradation of what they expect from us in a world of increased competition from other sources (streaming, podcasts, etc.) some will go elsewhere, accelerating a downward spiral. I hate to sound pessimistic about a medium where I’ve spent nearly my entire career (even my Ph.D. dissertation was about radio) and have no claims to be Nostradamus, but that’s the logical conclusion. I hope I’m wrong.”

Sadly, Dr. Cohen, I think you’ve got it right.

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The Times They Are A Changing

Bob DylanIn 1963, Bob Dylan wrote the song “The Times They Are A-Changin” which would become an anthem for frustrated youth who were anti-establishment and wanted change. This marked the beginning of the upswing of a “Me” cycle. 1963 was the rise of the Baby Boomers, a generation that would grow to seventy-four million teenagers at its peak. A generation raised on radio.

The Rosetta Stone

Before Napoleon Bonaparte discovered the Rosetta Stone in 1799, no one had a clue how to read Egyptian hieroglyphics. But that four foot tall stone had engraved on it the same story in three different languages, two of which scholars knew how to read.

Today, we live in a world where everyone is concerned about the rapid changes being brought on by the COVID-19 global pandemic. But our world is changing in ways that go beyond the impact of a novel coronavirus, it’s also a societal time of change in America, change that will continue even after a vaccine has been discovered that will quell this out-of-control virus.

Come gather ’round, people
Wherever you roam
And admit that the waters
Around you have grown
And accept it that soon
You’ll be drenched to the bone
If your time to you is worth savin’
And you better start swimmin’
Or you’ll sink like a stone
For the times they are a-changin’

The “We” Zeniths

In 2012, Roy H. Williams and Michael R. Drew came out with a book titled “Pendulum, How Past Generations Shape Our Present and Predict Our Future.

The essence of the Pendulum hypothesis is that society follows a predictable oscillation, meaning a pendulum that swings between a “We” zenith and a “Me” zenith. Understanding this oscillation will give us insight into the forces that drive the decisions the public makes.

“Predictable, rhythmic attractions are what move our society. Rhythm is intrinsic to the human experience. Feet patter, hearts beat, lungs breathe, planets circle, and seasons cycle to a rhythm. Music, poetry, and dance are built upon it.”

-Roy H. Williams & Michael R. Drew

Some of the “We” zeniths the book Pendulum describes:

  • 1783 America wins Revolutionary War
  • 1863 American Civil War
  • 1943 Adolph Hitler – The Holocaust

{Each “We” zenith is 80-years apart}

Pendulum points out that “virtually every instance of widespread viciousness in Western society has happened within ten years of the Zenith of a “We.” It should be noted that a complete oscillation of the pendulum takes 80-years and that 2023 will mark the zenith of the current “We” period in the Western world.

“We” periods can be defined as “I’m OK, You’re Not OK,” and “Me” periods as “I’m Not OK, You’re OK.” “We” periods are times of witch hunts, “Me” periods are times of hero worship.

According to this book, marketing becomes very easy as we approach the zenith of the “We,” and all one needs to do is “choose what and who you will demonize, and then start tossing fear-soaked words as though they were longneck beer bottles full of gasoline with fiery rags stuffed down their throats.” Does any of this sound like the world we’re experiencing today?

Human Change vs Other Change

We live in a world where the speed of change feels like it is constantly accelerating, and on a technology level it is, but deep human change does not; like the speed of change of the trees, which is not controlled by technology.

Plant a tree and monitor its growth, it appears to not change by the day, but come back in 10-years, 20-years or 40-years and the changes will be obvious. Technology and the internet have done nothing to change the natural cycle of change.

What we can hope for is that the 21st Century’s instantaneous global communication might mitigate the negativity and viciousness as we approach the zenith of the current “We” cycle.

Come writers and critics
Who prophesize with your pen
And keep your eyes wide
The chance won’t come again
And don’t speak too soon
For the wheel’s still in spin
And there’s no tellin’ who
That it’s namin’
For the loser now
Will be later to win
For the times they are a-changin’

What Does It All Mean for You?

We’re seeing people demanding authenticity and transparency in all things. We’ve given up our liberties for the perception of security and given up our privacy for convenience.

The future of education will be about creating new pathways to wealth, and re-creating a middle class, as our current world has been bifurcated in to “haves” and “have-nots.”

How Do You Market in a WE Cycle?

You write “pull” messages, rather than “push” messages from now until 2043 for all of Western society, Williams and Drew write. What’s the difference you ask? Push messages are based on a ‘needs analysis’ and ‘over coming objections,’ where as pull messages build relationships through positive attraction. Social media via the internet is a relationship-building tool. The internet by serving up only what’s requested, is in essence a “pull” medium. Radio, television, newspapers, magazines, and outdoor are all “push” mediums.

People who attempt to “push” their messages with pop-ups and other methods on the internet are met with anger by the consumer.

How could your radio program attract an audience with seduction? How could you romance your listeners to want to spend more time with your radio station, its website and/or podcast?

Time is money is the name of the game in a “We” cycle. As Williams and Drew put it, “Whoever wins their time is the one most likely to win their money.”

The line it is drawn
The curse it is cast
The slow one now
Will later be fast
As the present now
Will later be past
The order is rapidly fadin’
And the first one now
Will later be last
For the times they are a-changin’

We Me Sales Strategies

Pendulum by Roy H. Williams & Michael R. Drew

 

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Furloughs Turning into Permanent Job Losses

Furloughed PermanentlyBIA Advisory Services conducted a rather insightful webinar at the beginning of the COVID19 pandemic. While every media sector was predicting huge downturns in sales revenues, what struck me most were comments like, ‘but radio sales executives are the most pessimistic,’ or ‘23% of radio sales people don’t feel theyEeyore & rain cloud will be employed by the same company in six months.’

Why were radio people so gloomy? Is it because the radio industry attracts Eeyores or because radio people were being the most realistic?

Furloughs

Shortly after the global pandemic shut down the world, companies started talking about furloughs for employees. All types of industries were issuing press releases about how they planned to furlough “x,” “y,” or “z” number of employees.

Now by definition, a furlough is supposed to be a temporary layoff. It certainly sounds much less benign than being told you are terminated, fired, riffed or axed. Furloughs gave people hope they would soon return to work and a lifestyle of the way it was. But was that being disingenuous?

I remember when I was a manager in Clear Channel, the company’s top management would tell us to never let a good emergency go to waste. In other words, use the emergency as a cover to do things you already wanted to do, but could now do much more quickly, using the emergency as the reason.

“For a lot of those furloughed workers, a non-trivial number will have no job to go back to, because the company they worked for will have failed or will need fewer workers than they used to,” says Claudia Sahm, a former Federal Reserve economist.

An article in Forbes, quoting an Associated Press story put it this way, “Call it realism or pessimism, but more employers are coming to a reluctant conclusion: Many of the employees they’ve had to lay off in the face of the pandemic might not be returning to their old jobs anytime soon. Some large companies won’t have enough customers to justify it. And some small businesses won’t likely survive at all despite aid provided by the federal government.”

Entercom Converts Some Furloughs into Layoffs

This was the headline in late June in RadioInsight. How many furloughs were converted or how many markets were affected, is not known.

Radio Business Reports carried the first news of this occurring inside Entercom back in April. RBR quoted Entercom Communications President/CEO David Field’s memo to employees which said, “We are doing everything in our power to minimize the number of layoffs through shared sacrifice across the organization, but we will still need to eliminate or furlough a significant number of positions.”

And Entercom was not alone in having to take a serious look at its business in light of the quick and sudden changes brought on by a global pandemic with no vaccine and no treatment options.

Poynter on Newsroom Layoffs, Furloughs and Closures

In an article, Poynter has been updating regularly, sadly admitting that it’s “getting hard to keep track of the bad news about the news right now. But we have to. Here’s our attempt to collect the layoffs, furloughs, and closures caused by the coronavirus’ critical blow to the economy and journalism in the United States.”

At the end of June 2020, here’s what Poynter had for the impact on radio journalism:

You can keep up with the Poynter updates by clicking HERE

Radio’s Advertising Lifeblood

mom & pop shopYour local radio station, like your hometown newspaper, depends on local businesses and their advertising dollars. Eighty to ninety percent of their ad revenues come from local businesses, those small “mom & pops,” as we like to call them.

So, when I saw this headline in The Atlantic,The Small Business Die-Off Is Here,” my heart went into my throat.

Annie Lowrey writes, “The great small-business die-off is here, and it will change the landscape of American commerce, auguring slower growth and less innovation in the future.” What Lowrey tells us is that the small and mid-size businesses had less than two weeks’ worth of cash on hand making it impossible for them to cover rent, insurance, utilities and payroll for any sustained amount of time.

Many business owners have found help from Uncle Sam to be too little, too late. Every Closedday we see another local business decide to close down permanently rather than sink further into debt.

Lowrey writes, “The short-term effects of this disaster are clear: When businesses liquidate, they lay off workers, who spend less in their local economies, making other businesses weaker, necessitating further layoffs. Business failures thus act as an accelerant in a downturn, making temporary damage permanent. This is a central reason why many economists do not expect a sharp, V-shaped rebound to the current recession, but a long, slow, U-shaped recovery.”

AARP on What Comes Next

In the June 2020 edition of AARP Bulletin Abraham Madkour, Sports Business Journal, writes “I don’t see any timeline where athletic events have packed stands. Nobody wants to be around 75,000 people.” So, sports radio stations are going to be really content challenged, which means listener challenged, which translates into advertising challenged.

AARP goes on to say the Saturday night dinner and a movie is now on the endangered list as is your local mall, department stores, and most other retailers. It’s an “extinction event” for local media ad dollars,” says Ken Doctor, media analyst, who adds, “In a world where nobody is going out, age-old diversions are going bye, bye.”

There’s No Place Like Home

Turns out the safest place to be, is in your own home.

WFHPeople are adapting to working from home, home schooling their children and doing things like baking, learning to play a musical instrument, streaming their audio, video and print content. Our habits are changing and it’s quite likely they will become permanent.

“It’s hard to guess the depth of the downturn, but it will be the worst since the Great Depression,” says Nobel Prize-winning economist Joseph Stiglitz.

Permanent Changes

Crystal balling the future is always a risk. No one really knows what lifestyle changes will become permanent and which ones will slowly fade away.

I tried to get some sense of permanent change following the Spanish Flu Pandemic of 1918-1919 and found there was little to be gleaned because that pandemic broke out during WWI leading into a roaring twenties, followed by a Great Depression, and then WWII. It really gives us little information about the impact the pandemic ended up having because other events trumped its effects.

Broadcast media didn’t begin as a commercial entity until after the pandemic was in the rear view mirror, so there’s no way to tell what the impact might have been. The Asian Flu (1957) and Hong Kong Flu (1968) killed about 2 million and 4 million people worldwide during the 20th Century, but the disruption to our daily lives doesn’t even live in my memory.

If nothing else, COVID19 is and has been a disruption to Earth’s global village economically. Axios reports that a research report from UBS predicts that 100,000 brick-and-mortar U.S. retail stores will close by 2025, in a trend that started before the pandemic and has accelerated amid coronavirus-related shutdowns.

In 2017, as the radio industry news was filled with employees being RIF’d (Reductions In Force), I wrote an article to help people deal with being let go entitled, “Is Your Iceberg Melting?” You can read that HERE

Beyond COVID19

So, what might a media future look like?

Frederick Filloux asked his college journalism students for their thoughts and I will summarize them for you here:

  • Smaller, staff-owned outlets where employees are multi-talented and master a whole palette of tools like data-driven storytelling, video production, infographics and a deep proficiency in social media.
  • Rethinking the ownership and the revenue models. Audience centric business models, but not ad-supported ones. Frederick’s students believe that the advertising supported business model is outdated. The future will involve carefully vetted sponsorships.
  • Explanatory media, that is fact-checked and establishes itself with an expertise against misinformation. These students say, expertise is urgently needed in today’s media world.
  • Print is over. Tomorrow’s media students believe that anything printed embodies the ancient world. COVID19 is only accelerating its demise.

I think COVID19 is going to hasten a rethink about all ad-supported media. Traditional media, born of advertising, will be greatly challenged.

Based on the recent findings of Gordon Borrell, it already is.

Screen Shot 2020-06-30 at 11.21.16 AM

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Good Money After Bad

Air Canada (2)Would you invest more money in a company that takes your money and won’t refund it during a global pandemic, instead preferring to hide behind policies designed for the way things used to be before COVID19?

I think not.

The Travel Industry

Let me share with you two stories that happened to me recently involving our 2020 travel plans.

These stories involve an airline and a cruise line. While we realize that both of these industries are being dramatically challenged, the way they handle the short-term will most surely impact their long-term survival.

Royal Caribbean International Cruise Lines

My wife and I planned to visit the only state in the United States neither of us had ever been too before, Alaska. We made plans to cruise to Alaska from Vancouver, BC.

Before our cruise, we would fly to Nevada for my oldest son’s wedding, then drive up to Montana to visit my wife’s daughter and family, to be followed with a drive to Washington state to visit another daughter and family.

On the 4th of July we planned to Amtrak from Washington state to Vancouver, BC and board our cruise ship for a weeklong trip to Alaska. We made plans for off-shore excursions during the cruise and paid for everything in advance.

We planned to fly from Vancouver, BC to Washington, DC to get back home.

Then COVID19 hit and we had to cancel everything.

Amtrak refunded our money, the off-shore excursions company refunded our money, the hotels along the way all accepted our cancellations with no fees, but Royal Caribbean Cruise Lines wouldn’t refund our $500 deposit.

How do you think we feel when they send us new offers to take a cruise with them?

Air Canada

Air Canada was the airline we had selected to fly back home from Vancouver, BC when our cruise returned to port. We paid for business class tickets to get seats with a little extra room. Total cost for two tickets, paid-in-advance on February 5, 2020, $1,185.38.

We booked directly with the airline on their website.

Then on March 10, 2020 we receive notice from Medicare saying that the “CDC is advising older adults and people with severe chronic medical conditions like heart, lung or kidney diseases, are at a higher risk of serious illness if they contract the COVID19 virus.” That “means that most people with Medicare are at a higher risk,” they wrote.

“Your health, safety, and welfare is our highest priority,” wrote the Medicare email.

It went out to spell out activities that we should not engage in:

  • Avoid crowds, especially in poorly ventilated spaces with limited air circulation.
  • Defer all cruise ship travel worldwide, particularly if you also have underlying health issues.
  • Avoid situations that put you at increased risk, including non-essential travel such as long plane trips.

But Air Canada doesn’t recognize any of this as a valid reason that I would then go to their website and cancel our two plane tickets on March 23, 2020. Instead of offering a refund, they said we could have a travel voucher to use good through March 30, 2021.

How do you think we feel when they send us new offers to fly with Air Canada?

How do you think this makes us feel about even wanting to visit our neighbors to the north?

COVID19 Closed Border

Currently the border between America and Canada is closed. We couldn’t even get to the Royal Caribbean cruise ship if we wanted, nor could we board an Air Canada plane in Vancouver.

That’s something I don’t remember ever happening in my lifetime.

Would it be fair to say these are extenuating circumstances that call for forbearance of rules regarding customer refunds created before the COVID19 global pandemic?

How Much Is a Customer Worth?

What companies often forget is the lifetime value of a customer when they make decisions in the short-term. Repeat business is the way you build a business.

Sadly, the above mentioned companies won’t be seeing us beating a path to their door.

But worse, they’ve now made ALL cruise lines and ALL airlines suspect about their business practices.

Guilt by Association

I learned this lesson from one of my clients, an AAMCO Transmission repair shop. He told me that a lot of people considered transmission repair places to be underhanded. Stories about putting saw dust in the transmission to temporarily solve a problem and make a quick buck instead of doing the actual work of repairing it.

He said when any transmission shop cheated a customer in anyway, it reflected badly on all transmission repair businesses.

I never forgot that lesson when I became a radio station manager.

Storm Center

When I managed a cluster of radio stations for Clear Channel Radio in Sussex, New Jersey we sold an annual package to our clients that gave them immediate access to our airwaves and website to inform their customers of their reduced or changed hours of operation, due to a snow/ice storm, or if they would be closed completely. It was a solid revenue source for my radio stations and appeared as a line item in my budget.

It took a lot of extra manpower to staff our storm center handling calls from listeners and businesses and getting everything broadcast on our four radio stations and their individual websites.

Then the Clear Channel RIFs came along. (RIF = Reduction In Force) I was told by my regional manager that the company’s new automated online system would replace the need for all those people and not to worry.

When the first storm hit, the system crashed. It happened again during the second storm of the season too. I gave our IT people in New York City a tongue lashing, which got me an angry call from my regional manager telling me to stop calling the people in New York and bothering them with my problem.

I never called New York again.

Instead I walked down the hall to my business manager and told her to refund every dollar our clients had paid us to be a part of our storm center and composed a letter to go with the refund checks saying that due to unforeseen circumstances, we could not deliver on what we had promised. Our company’s new automated system had bugs that were being addressed but that I had no idea when they would be fixed. However, we would still do our best with our limited staff to air their cancellation notices and then post them on our websites at no charge.

I didn’t lose a single advertiser, and proceeded to take this lemon of a situation and turn it into lemonade.

Customer Service

People don’t care what you say your customer service policy is. All the flowery language in the world will never camouflage the actions you take in response to a customer’s problem.

Everyone knows what the right thing to do is, in any given situation.

Best management advice I can share with you is, just do the right thing.

P.S.

When it came time to review my quarterly results against my budget, my regional manager asked why I had gone from $30,000 to zero in storm center revenue. When I told him what I had done, you can imagine he was none too happy about it.

However, our revenues and bottom line for that year both exceeded our budget, proving to me you can never go wrong when you do the right thing.

 

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I Want It Now

I want it nowGrowing up telling mom or dad that I wanted something now, got the usual response of “you will have to work for it” or “you’ll get it when it’s ready.” Learning that good things come to those who wait was part of my maturing process.

But not any longer.

Google

I remember when I wanted to know about something, I either had to spend some time going through our family’s World Book Encyclopedia or take a trip to the library. But not any longer, I just Google it.

Alexa

I’ve been able to stream radio around the world for years, but it never became easier than when Alexa entered my world. Now, anything I want to know or hear, I simply ask Alexa, and that little genie in my Echo serves it up. My wish is Alexa’s command.

FOX TV

Remember when we used to have television seasons? Every fall, I couldn’t wait for TV Guide to arrive to plan out my TV viewing strategy.  ABC, NBC and CBS would introduce lots of new shows every fall and it was a big deal.

Then FOX changed things up while working to become America’s fourth television network. FOX began introducing new shows during the summer, and winter break, while ABC, NBC and CBS were showing re-runs.

Now new television programs are a year-round affair. Gone are pilots, re-runs and the fall season being the only time networks introduce brand new shows.

Netflix

But the most dramatic change to the introduction of a new television series happened five years ago when Netflix started releasing an entire season’s worth of shows, all at the same time. Netflix now gave viewers a choice in how you could watch a new season. You could watch on a weekly basis, watch a new episode every night, or binge watch the entire season.

Binge watching became the preferred method.

Disney+

Which is why I was surprised to hear Disney+ announce that it would be releasing its new shows an episode a week. History has shown with many different products and services, that you can’t go back to the way things used to be. I wish the mouse house good luck.

Knowing Your Audience

Netflix spends a lot of time trying to understanding what their subscribers want and like. They’re adamant that releasing an entire season all at once won’t ever change. They cite two reasons for this:

  • TV viewers have moved away from appointment viewing in droves, preferring to watch shows ON DEMAND, often by binge watching, and
  • 2) Netflix has found that people tend to watch only one show at a time. In other words, once a Netflix viewer finds a television series they like, they will watch all the episodes of that program before moving on to another show.

Netflix knows a happy customer remains a paying customer.

Reflecting on my own Netflix viewing habits, I would have to agree that I’m hooked on the concept of ON DEMAND television viewing and when I start a Netflix TV series, I watch the entire series, usually several episodes a night, until I’ve finished it. I’ve watched Downtown Abbey that way twice now.

Radio vs Podcasting

GoldsteinIs there a lesson for radio broadcasters from what I just shared about television viewing habits? I think there is. Programmer Steve Goldstein puts it this way, “Traditional radio – by design – is a lean-back business. Podcasting is a lean-in business.” That perfectly describes the difference between Netflix (lean-in) and broadcast (lean-back) commercial television.

These changing media habits are not just a temporary thing.

These changes in how people want to access and use media are the future, and we can’t wish the past back, no matter how much we might want to.

Goldstein says a podcast needs to be “thumb stopping.” By that he means the listener doesn’t exit the program and move on to something else with a press of their thumb.

Because of push button pre-sets, radio stations know all too well how easy it is for car radio listeners to change stations when something they don’t want or like comes on. Today, it’s in the car where most broadcast radio listening takes place.

Sadly, radio operators aren’t acknowledging this reality in the digital world.

Mad Men

Matt Weiner, the creator of the Mad Men television series that played on A & E, said that if he ever approached Netflix to run one of his shows, he would try to convince them to release the episodes on a weekly basis.matt weiner

It’s the same kind of thinking old timers in radio might suggest when they talk about how to make radio great again.

What would Netflix tell Mr. Weiner if he pitched his idea of releasing his programs a week at a time?

“He would lose,” said Ted Sarandos, Netflix’s content chief.

Radio should think of this reality as its “canary in the coal shaft” moment.

 

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Thank You Jason Jennings

jennings

Photo by Barbara Ries

In 1979, two major life-changing events occurred around the same time. One, I got married and two, I left the programming, operations, and on-air side of the radio business to enter radio sales. Both would change my life forever.

Before I ever set one foot on the street to sell a radio ad, my new company’s owner would send me to sales training. The trainer was Jason Jennings, and when I finished the day with him, I could not wait to get out on the street to begin selling radio advertising.

Jason William Jennings

Jason was born on May 31, 1952 in Ishpeming, Michigan. He earned a Bachelor of Arts degree from the University of Detroit. His politics back then were listed as Republican and his religion Lutheran.

I didn’t realize that when I first met Jason to undergo radio sales training, we were the same age, 27. He was so self-assured, confident and in total command of the room. He told everyone to take off their wrist watches and be prepared to take notes. I remember filling up my note book with what he was telling us.

What most amazed me was he taught for an entire day and everything he shared was stored in his mind. Not a single note did he ever refer too.

Only recently have I learned that while Jason and I started off as Republicans, we both were now progressives in our political views, we are both of the Lutheran faith and both aged 67.

Music was also a part of our lives, Jason played the viola and I the trombone.

AVI Communications, Inc

I met Pat “Spark” Shaughnessy at a radio conference back in the 90s. We were sitting next to one another and he introduced himself. That led to hanging out during the meetings and forming a friendship by the time the conference ended. Pat invited me to review a new radio sales training video program he had just finished with Jason Jennings. He sent me the entire program and I would watch every second of it and read the workbook materials. I then sent Pat a multi-page document with my thoughts.

Years later, when I was working on an advanced radio sales course for my university’s School of Broadcasting and Journalism, I contacted Pat to see if I could purchase two copies of the Quantum Sales Training Broadcast System for my students.

The program by now had been bought for thousands of dollars by over 600 TV stations, 2,000 radio stations and several hundred cable systems. Today, one copy of the series sits in the WKU main library and the other copy in the school of broadcasting.

The basics of the program, written and hosted by Jason, are timeless. I’ve used the DVD on Negotiation in sales training at all of the radio stations I’ve managed and in my introductory sales classes at the university.

LinkedIN & Facebook

I believe it was through LinkedIN that Jason first reached out to me to reconnect. More recently, Jason asked to be friends on Facebook. I’m embarrassed I didn’t ask him first. I believe it was because I so looked up to him as a mentor and felt asking would be a bother. Jason obviously didn’t feel that way.

Over time, I learned we were in concert on so many things, like what’s important in sales, management, politics and life.

A Better Tomorrow

Jason really cared about people. Somehow this man who was named among the twenty-five best speakers in America by the Nationwide Speakers Bureau, a bestselling author and media consultant always found the time to drop me a note and wish me well. I’m sure I was not the only one Jason did this to.

During his keynote addresses, it was normal for Jason to ask the audience “How many of you want your tomorrows to be better than today for you and your family?” He knew how to tap into our universal human desires in a real and genuine way.

“Ensure your heart is in the right place with a genuine desire to help highly principled people reach their full potential,” was how Jason’s podcasting co-host, Dale Dixon, defined Jason Jennings’s purpose in life.

Selling is Like Doctoring

In life, there are some phrases you come in contact with that become a part of you. When seeking to know what an advertising client was expecting from his radio campaign, Roy H. Williams taught me to always ask, “How will you measure success?” From Zig Ziglar I learned, “You can get anything in life you want, if you will just help enough other people get what they want.”

From Jason Jennings I learned, “Prescription without diagnosis is malpractice.” In other words, before you can begin to advise any client what he needs to do to improve his business you first need to learn, where it hurts, what’s going wrong, what’s the breakdown that’s causing business to languish.

For me, Jason’s phrase spoke to my unending curiosity. I loved asking clients lots and lots of questions; about their life, their families, their business, then using what I learned to create unique, one-of-a-kind advertising programs to increase their business.

Are Radio Groups Mis-Training Sellers?

Back in October of 2012, my radio friend Barry Cohen wrote an article for Radio Ink taking the radio industry to task for the lack of radio sales training. Barry wrote, “When I started selling radio advertising, the first thing my sales manager did was hand me one of Jason Jennings’ books, which I promptly ‘devoured.’ As I moved to each station, my managers continued to give me the good stuff, exposing me to the likes of Chris Lytle (who just turned 70 this month), Irwin Pollack, Pam Lontos and, of course, RAB sales training materials.”

For many of us, Jason Jennings was one of a handful of training professionals that radio people held in very high esteem.

Don’t Let Radio End Up Like Yahoo!

In August of 2016, I wrote a blog article based on one of Jason’s “Game Changers” podcasts. I applied the lessons Jason learned from his analysis of why Yahoo! disintegrated to the radio industry. “Don’t Let Radio End Up Like Yahoo!” was the fourth most read article on my blog in 2016.

In reviewing that article’s advice, it strikes me that this is how Jason Jennings lived his own life.

  • Know what you’re all about
  • Have a set of guiding principles
  • Don’t use a business like a personal piggy bank
  • Don’t try to be all things to all people
  • Don’t copy the competition

Jason Jennings was an original who pursued perfection and achieved excellence.

I will always be grateful to Jason Jennings for giving me a solid foundation upon which I was able to build a successful radio and teaching career.

A global community of sales and management professionals are saddened by Jason’s sudden and unexpected death this month from a ruptured aorta aneurysm.

We will always be grateful for all he taught us.

 

 

 

 

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What Is Normal?

What Is NormalA reader of this blog recently asked me if things would one day return to “normal.” They said that over the past ten years, they’ve moved beyond wondering “why” there have been so many massive changes and disruptions in our lives, pondering now if things will ever settle down.

Will we ever get back to “normal,” or is this our “new normal?”

Is it possible, “never normal,” is where we are headed?

Normal

If you look up “normal” in the dictionary, you will see that as a noun “normal” is defined as “the usual, average or typical state or condition.”

What do you consider “normal” temperature for where you live? What do you consider average as the amount of time you interact with other people? What is the typical state or condition of your car?

When we think about “normal” in this way, we quickly realize that temperatures are constantly changing; by the hour, the day, the week, the month, the year, and so on. When we apply that to personal interactions with others, again you’re probably thinking to yourself things like, are we talking about a weekday, weekend, holiday, vacation etc. And when it comes to your car, its condition changes with every mile you put on the odometer.

In other words, “normal” means things are constantly changing.

When Were Things Ever Normal?

When you really start to think about the concept of “normal,” you quickly realize this thing called normal never existed.

What we have are periods in our lives when things are going well (and we like to think this is “normal”) and other periods where things are completely FUBAR*(we call these times “not normal”).

The truth is, normal life is constant change.

History’s Lessons

History doesn’t repeat, but often rhymes.

Do you think the village blacksmith wondered as cars drove down the streets past his shop, when this “fad” would end and people would return to riding horses or in carriages pulled by horses? I’m sure he did.

In April 1860, pony express moved mail across the country faster than ever before, but for only 18-months before it was then replaced by the wired telegraph.

As wireless telegraphy was born, the wired telegraph would see its challenges.

Morse Code, with the dots & dashes communication method of the telegraph, saw its demise with the transmission of voice and music through the ether.

Television would add pictures to radio’s sound, leading many to predict the end of radio. But radio didn’t end, it changed with the times and was reborn for a new generation of youth who listened to it for hours on transistor radios.

Then the biggest disruption of all arrived, the iPhone. Now this singular device has replaced your cellphone, typewriter, camera, video camera, radio, TV, newspaper, magazine, computer, tablet, flashlight, credit cards, keys, tape recorder, note pad, iPod, GPS, blood pressure monitor and more that I’m sure I’m forgetting about.

Having an iPhone or similar Android device many would call the “new normal.” It’s almost hard to consider a world where, it too, has been replaced by something even better and more essential to our lives.

You Can’t Go Back

I first heard this advice when I was taking a film making course in college. My instructor told the class, be sure you get every shot you need when you’re out filming your movie, because you can’t ever go back and shoot something you missed at a future date. Things change, and nothing will be like it was, the first time you were there.

My film was about glass blowing. The day I was to film the making of a glass vase, the glass blower welcomed me. He was sporting long hair and a beard. The molten glass he was working with that day was green and produced a lovely green glass vase.

I filmed every part of the process of making a vase, from the liquid molten glass in the furnace to the rolling, blowing, shaping, cutting and cooling of the glass into a finished product.

I was so grateful to the glassblower for allowing me to come to his shop and film him that I bought that green glass vase.

Back when I was in school, filming was really shooting on film, 16mm film. That meant shipping the undeveloped film off to Kodak for processing and then waiting for the film to return so I could view it and begin the process of editing the footage into a final 15-minute film.

It wasn’t until I was viewing the rough footage that I discovered some of my shots were out-of-focus. There was simply no way to complete my film without some key parts of the process included.

So, I called up the glass blower and made an appointment to come back to his shop and film those sections I needed.

When I arrived, he had shaved off his beard, gotten a crew cut, and was now working with purple glass.

My instructor, unbeknownst to me, would buy that second purple glass vase to give to me for Christmas that year and to bring home the point that I indeed, “could not go back.” Things always change.

Change

If you’re really honest with yourself, you want change in your life. You want to learn new things, see new movies and TV shows, hear new music, visit new places, watch your children grow up and so much more.

We want change that makes us happy, we don’t want change that doesn’t.

I seriously doubt anyone would want to give up their smartphone that’s connected to the internet, no matter how much we may pine for simpler times.

Change in our lives, is like normal in our lives, it’s individually defined. Others may look at our life and call it abnormal.

Normal is change from sunrise to sunset. Normal is changes in weather and seasons. Normal is also pandemics, being a cycle that can span decades or a century.

What Does This Have to Do with Radio/TV?

OK, this is a blog where I write about radio/TV and you may wonder what any of what I wrote so far has to do with broadcasting, well here it comes.

Jeffrey Katzenberg put it this way, “One thing that’s happened to me in 45-years of being in Hollywood, and in this industry is, I’ve never seen an instance where real quality entertainment hasn’t found an audience.”

While some say “Radio is dead,” or more specifically “AM Radio is dead,” this past April we saw that AM Radio (WOR) was #1 on Long Island, AM Radio (KFI) was #1 in Los Angeles, AM Radio (WBBM) was #1 in Chicago, AM Radio (KCBS) was #1 in San Francisco, AM Radio (WSB) was #1 in Atlanta, and AM Radio (WWJ) was tied for #1 in Detroit. I’m sure there are others, but I think you get my point.

Mr. Katzenberg has it right, when you provide content that people want, they will find you, even if it’s on the AM Radio Dial.

Change is normal and wanting to hold on to the past that has been romanticized in our memories, is normal.

But what never changes is people are born, they age, and they die.

Success belongs to those who can touch the most hearts with their product or service, and make a difference in their lives.

The only way RADIO or TV will lose, is if they do it to themselves.

Broadcasting holds the keys to its success in its own hands.

Will they use them to unlock all they are capable of?

—————————————————————————————

*FUBAR is a military term that means out of working order; seriously, perhaps irreparably, damaged. For a more literal definition of this acronym, Google FUBAR.

 

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Reflecting on Life’s Lessons

Tom Hanks as Mr RogersThe other evening, I re-watched the excellent Tom Hanks movie about Fred Rogers, “A Beautiful Day in the Neighborhood.” If you haven’t seen it, I highly recommend it. Be sure to have a box of tissues next you too.

During the movie, a character who’s dying, says to his son, “It’s not fair, you know? I think I’m just now starting to figure out how to live my life.”

That line stuck with me because, I’ve had those same feelings at different points in my life. They come when one phase of your life is ending, and you feel like you finally got good at it, but now it’s over. Like raising your children, it’s not until they leave the house to venture out on their own you feel like you finally have parenting figured out, and now that part of your life is over. When I finally left radio, to teach broadcasting at the university, I thought I’d finally figured out radio management, only now to try and teach what I knew, to my students. And when I retired from teaching, I thought how I had finally figured out that profession, only to now be seeing it too, come to an end.

Blogging

I started this mentoring blog over five years ago for the purpose of sharing with my students and my graduates, things that I had learned that might be beneficial to them on their life’s journey.

In today’s blog, I’m going to try and reflect on life’s lessons.

There’s More to Life Than…

Once upon a time, kids used to dream about what they wanted to be when they grew up. When Art Linkletter’s TV show “Kids Say the Darndest Things” asked kids this question, the answers were things like a postman, a policeman, an actor, a doctor, a teacher, but when kids today are asked that same question, the answer is “rich.”

Why do you think that the pursuit of making vast sums of money became the focus of today’s youth? Has our media, movies/TV/radio, been the driver of this change? Our parents?

The Great Recession was a real lesson in how no occupation is safe, and how what makes you happy, is what’s really important in life, not how much money one makes. Your family, your friends, learning and growing in responsibilities, and helping others are life’s greatest rewards.

Do What You Love

Early in my life, I wanted to be a disc jockey on the radio. DJs weren’t the richest folks in town, but they sure were the people creating good times, doing exciting things in their communities and making an impact on people’s lives.

The other career I wanted to pursue was teaching. I thought about teaching in the halls of ivy for most of my professional radio career. Just as I had envisioned, the final chapter of my working life was teaching broadcasting, sales and management, at a university.

Be Grateful for the Good in Your Life

It’s easy to fall into the trap of feeling sorry for yourself or thinking everything bad happens to you. We all have challenges in our life. No one has a “Disney Fast Pass” that allows us to bypass the speed bumps life puts in our way. What makes the difference is how you deal with those hard times and what you choose to focus on. Make time each day to be grateful for the good things in your life. Notice what’s going right and be grateful.

It can be as simple as being grateful that you have a bed to sleep in, enough food to eat or a hot shower to start your day.

Balancing Your Life

We all have the same number of hours in a day. How you decide to allocate your time, energy and talent will ultimately impact the life you will lead.

Life is filled with uncertainty, but if you have a strategy for how you will live your life every day, and keep your goals in front of you, you will be amazed at what you can achieve.

The relationship you have with your family is your most enduring source of happiness, but often when we’re starting our careers, we let our work dominate our focus. We over invest in our career causing us to under invest in our family. We let immediate gratification disrupt what’s really important in our lives.Trouble with trouble

Creating a Culture

Glassdoor just released their 2020 “Best Companies to Work” list. Companies that embrace a culture-first ethos made the top of the list. Culture defines how you prioritize the different types of problems you confront. Culture is what drives people’s engagement and creates a place they enjoy being in.

Culture, both at work and at home, can create an environment that causes employees and family members to instinctively do the right thing.

The choice you have is whether to consciously build a positive, nurturing, respectful culture or let one evolve inadvertently. Both ways, take time, only one builds a foundation for strong self-esteem and confidence that will prove invaluable over time.

Everyone You Meet Can Teach You Something

No matter how far in life you’ve gone, or how many degrees, or medals, or trophies you’ve earned, stay humble. Every person you meet carries knowledge about life that you can benefit from. Stay curious and be willing to soak up the wisdom from everyone that you come in contact with.

Having Enough

There’s an old saying that says, “He who knows that enough is enough will always have enough.”

Sadly, we live in times where everyone wants more and more and more. Maybe it’s to keep up with “The Jones” next door, or the people we see on TV, or the people we work with or people we grew up with.

The irony in life is too much of anything becomes toxic.

You already have everything in life to make you happy, the secret is embracing what you have and being grateful for it.

Your Only Possession No One Can Take from You

Life is full of uncertainties. So much of what we have, our jobs, our possessions, and our health, can be taken away from us in a moment’s notice. But there is one thing that no one can take away from us, and that is our values.

Your values were instilled in you from your parents, your school, your civic engagements, your church and others who were your mentors, or in other words, from the culture you were raised in.

The only one who can take your values away from you, is you.

You never will go wrong by doing the right thing.

Savor Every Moment

One of the things I would say at employee gatherings of radio stations I’ve managed was, “Look around the room, soak in this moment. I know I am. I’m grateful for each and every one of you. What a wonderful opportunity it is to spend every day with people who love what they do, are good at what they do, and work hard to be the best they can be. Thank You for being a part of this wonderful family.”

I used to say something similar at every family gathering, with the additional caveat that one day, we won’t all be here, as God calls us home. My oldest son used to say, “Dad, you always say that!” To which I would say, “And sadly, one day I will be right.”

As members of our family have passed on, he has learned how true those words are.

Difficult times teach us how to be strong. Good times let us enjoy life’s sunshine.

Both go by so fast.

Slow down and enjoy the things that really matter.

happy mother's day

 

 

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Wave Goodbye to the Handshake

don't handshakeCOVID-19 will change our world in so many ways. Dr. Anthony Fauci said he hopes the world will end the custom of handshakes going forward. It’s a custom that dates back to the 5th century B.C. in Greece. It was a symbol of peace and a way to demonstrate that neither person was carrying a weapon.

What wasn’t known was that handshaking can transmit germs, bacteria, and viruses (like the common cold and flu) as well as the current pandemic causing COVID-19. Now that we know this, why would we continue this ancient tradition?

Common Cup

The Spanish Flu pandemic of 1918-19 was raging in America when in Winchester, Virginia, Austin A. Kelly would begin his ministry at the church my wife and I are members of, Grace Evangelical Lutheran Church. Because of this global pandemic the chalice, or common cup, at the administration of the Lord’s Supper was to be abolished in favor of the individual glasses.

The first communion services conducted by Pastor Kelly during the Easter services of 1919 gave communicants the option of either drinking from the common cup or receiving their wine via individual cups. Virtually all communicants preferred the new innovation, and from that point until the present day, individual cups have been the way wine has been received at Grace Church.

YouTube Easter Service

I learned about all of this as my wife and I attended the 2020 Easter Service at our church via YouTube.

In January of 1942, Grace Church began the radio broadcasting of church services over WINC-1400AM. Those radio broadcasts ended long before our arrival in Winchester, Virginia.

COVID-19 would see Grace Church forced to innovate again by broadcasting its services on its newly created YouTube channel.

Will some members of the church prefer to attend church via a YouTube channel or Facebook page versus attending services wearing a mask and protective gloves going forward? Only time will tell.

What we do know is that global events, like world wars, depressions and pandemics bring about lasting changes and a new normal.

What We Can Learn from the Spanish Flu Pandemic of 1918-1919

Much like with COVID-19, there were no vaccines or treatments for the Spanish flu when the outbreak spread. The only ways to mitigate it’s spread was to have people isolate themselves from one another via self-quarantine.

What history has shown is that cities that took the Spanish flu seriously did better than those that didn’t.

By the way, how the name “Spanish flu” came about has its own interesting story. The 1918 pandemic began near the end of World War I. Countries engaged in the war limited journalist to reporting only positive or encouraging news, and so reporting anything about this flu bug was forbidden, but Spain was a neutral country during this war and so its newspapers reported on the flu outbreak popularizing the term “Spanish Influenza.”

It should also be noted that influenza pandemics have been regularly occurring every thirty to forty years since the 16th century. So, the COVID-19 pandemic shouldn’t really have caught the world by surprise.

One study of the 1918-1919 flu pandemic that I found interesting was the impact it made on the cities of Philadelphia and St. Louis. When the first cases of the Spanish flu showed up in St. Louis, it took the city only two days to close schools, libraries, courthouses, churches, theaters, playgrounds as well as other venues where numbers of people usually congregate. Philadelphia didn’t take similar actions until two weeks after their first cases of the flu were diagnosed.

St. Louis city’s quick action saw its death rate one-eighth of what Philadelphia experienced from the pandemic. However, when things looked better and social distancing measures were rolled back, a second wave of the flu struck and deaths went up again. In fact, the second wave of the flu (October 1918) proved to be deadlier than the first (March 1918), and by the time it was over in 1920, 675,000 Americans would have lost their lives.

What COVID-19 Has Taught Us

Each society produces its own specific vulnerabilities. In 1918, it was American soldiers returning from World War I that would bring home the Spanish flu.

Yale historian Frank Snowden has studied the impact infectious diseases have made over the centuries and notes that they have “altered outcomes of wars, inspired political reform, demolished revolutions, transformed entire societies’, relationships with God and fundamentally changed the course of human history.”

For positive change to take place, it will take leadership from the top and a realization from all citizens on how important the role of government is in creating a national plan for their health and well-being. It’s our current health and economic crisis that brings home the results you get when government abdicates its role.

Free Market Thoughts

Capitalism thrives on infinite growth, but we live on a planet with finite resources.

For most of my broadcasting career, every year brought double digit revenue growth at my radio stations, until America’s Great Recession of 2008. Revenue growth never returned to that level in the decade since, yet the number of radio signals in America has continued to grow. The radio industry has created an infinite number of advertising avails in a world with a finite number of advertising dollars.

It’s a myth to think that we can grow everything infinitely without facing the consequences.

A Big Re-Think

No one has the answer to all the world’s current problems. Any plan that has a chance of succeeding needs to take a collective, collaborative effort to devise a global society that lives in harmony with its climate, its resources, its economies and the lives of its people.

I’m hopeful that COVID-19 is the wake-up call that begins real meaningful change in every aspect of our personal and professional lives.

 

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It’s Wine Time

Wine GlassesThe headline read, “The Price of Wine is Dropping Fast.” Being a wine drinker, I wondered what was the reason for this downward price spiral and it turns out that it’s due to a surplus of California grapes. (Note: this story broke before the COVID-19 Pandemic. I’ll have an update on how that’s impacting wine sales at the end of this article.)

In this case, the law of supply and demand says when an oversupply of grapes exceeds demand., prices will fall.

From the moment they plant a new vineyard, vintners tell us it takes up to five years to bring wine to market. Only five years ago, demand greatly exceeded supply, causing vintners to begin planting a plethora of new fields. It seemed like a sure bet, because this growth in demand had been steady for the past two decades, until it vanished. The sudden slowdown caught the wine industry by complete surprise.

Supply & Demand

Any business that wants to see the price for its goods or services go up, knows that it benefits when demand exceeds supply.

For vintners, the first part of their problem was growing too many grapes, but the second part was seeing the consumption of wine drop for the first time in twenty-five years delivering a one-two punch to the wine grower’s gut.

Boomers

The generation that was fueling the growth in wine consumption were the Baby Boomers. And let’s face it, we Boomers aren’t going to live forever.

The problem the wine makers are having is best demonstrated by looking at two couples dining out. One couple is in their twenties and the other is in their sixties. If you were to ask a server to bet on which couple would be ordering wine, twenty years ago, they would have chosen the twenties couple, but today, they would bet on the older one.

Silicon Valley Bank’s wine division says it’s due to a failure of the wine industry to capture the attention of the millennials.

Does This Problem Sound Like Radio’s?

It’s no secret that the radio industry has been focused on increasing the number of signals it can put on the air in America. The FCC reports that as of December 31, 2019 there are 21,255 AM, FM, FM Educational, FM Translators & Boosters and Low Power FM radio signals on the air. Ten years earlier that number was 16,649, and twenty-five years earlier (the same amount of time that wine began its 25-year growth cycle) there were only 2,281 radio signals beating America’s airwaves.

So, like the growth in the number of grapes produced over the past twenty-five years, the number of radio signals grew almost ten times over that same period of time. Also, like wine, radio was dependent on Boomers to make their numbers. Younger generations are moving away from beer and wine for beverages, and away from broadcast radio for their audio consumption. Radio people and vintners have good reason to both want to drown their sorrows.

Former WLW programmer and air personality, Darryl Parks, tweeted the situation out this way:

More stations mean more avails to sell, which in turn means lower rates. Never understood how those running the big box broadcasters don’t understand the simple law of supply & demand. There’s no other way for this to turn out. Death by a thousand cuts.

Universal Laws

I believe that some laws are universal, in that they transcend all areas of life.

In the area of my college major, physics, Newton’s 2nd Law says, “for every action there is an equal and opposite reaction.” Zig Ziglar, the great salesman and motivationalist, put it this way, “you can get anything in life you want, if you will just help enough other people get what they want.” And the Bible says, “as you sow, so shall you reap.”

Botanists know that pruning plants causes new growth. Forest fires, while appearing destructive on the surface, actually are part of the natural cycle of woods’ growth and replenishment, clearing dead trees, leaves, and competing vegetation from the forest floor, so that new plants can grow.

For the radio industry to grow and prosper, it needs to stop choking off its own growth and prosperity by thinking more and more radio signals will be to its benefit.

To serve their communities of license, it’s time for less radio signals, that do more for the communities they are licensed to serve, while being economically viable.

Why not pour yourself a glass of wine and start working on meaningful solutions that don’t try to counter life’s universal laws.

COVID-19 UPDATE

Quarantinis are driving a spike in alcohol sales

US sales of beer, canned cocktails, wine and spirits have surged in recent days as people stocked up on drinks to see them through quarantine and pub closures. Experts predict the increase will be short-lived as many households will prioritize more pressing expenses if emergency measures remain in place. Some experts have raised concerns about the risks of increased alcohol consumption during the pandemic — a fear that has driven officials in several countries to ban the sale of alcoholic beverages entirely.

 

 

 

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