Monday, January 14, 2013

I was recently on some National sales calls in New York and it became crystal clear the following:

• National buyers are over-worked and rarely have time to hear individual stations "stories" or pitches when reviewing avails.
• They take aggregated submissions from National rep firms and plug and play.

So, what does that mean:

• It's more important than ever that you try maintain a "relationship" with national buyers, ever-changing as they may be.
• Ratings play more of a factor than ever in getting share, or on, national buys.
• Make d*#n sure you have local relationships who can speak on your behalf when buys are coming down.