Week of June 15, 2009

I have talked to a lot of you who are discouraged because the economy is so bad and no matter what you do, you can't get close to what used to be meaningful goals. My hat is off to all of you who are hanging in there and trying everything from social networking to selling T-shirts on the corner. Keep putting one foot in front of the other and work smart. Make sure you are ready when the economy strengthens because there are still so many talented and smart people at the local level, the business will come out of it stronger as we reinvent ourselves.

As FDR said, "The only thing we have to fear is fear itself."

Roger Penske has put together a deal to acquire GM's Saturn Division by the end of the year. Penske is a hard charging, great businessman who hates to lose.

In the beginning, Saturn will retain three of the current models, but Penske is working on deals with other manufacturers in Europe and Asia (including China and India) to build the next generation. Interesting, isn't it ... a car company with no manufacturing or design units. It will only have some corporate offices and the dealership network.

I think you'll see a big change in how cars are sold. Stay close to your local Saturn dealers because I am sure the Penske-controlled company will be looking for innovative ways to sell cars. You need be ready when advertising budgets are released.

Close your eyes ... Go back 10 years to 1999 ...Think about what you did at your computer...What about hand-held devices 10 years ago? Get it firmly in you mind...

Okay, now look at some of the headlines I saw today...

1. "How Del Monte social media strategy created a new pet food"
2. "Imagine Twitter as a brand-controlled resource"
3. 3. "Online games as the new journalism"

And my favorite:

4. "P&G social media strategy increases tampon sales"

The cyber world is moving at the speed of light; if you can't keep up you'd better have people on your staff who can advise you. If not, you will be left in cyber dust.

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Tuesday 6/16, 2009

So the economy sucks? There are still people out there with money to spend and your job is to find them. Here is proof:

Swiss International Air Lines has introduced the new SWISS Business Seat. It fully reclines to become your "bed above the clouds." But, as they say in the Vegamatic commercial ... "That's not all folks." They also have a "suite above the clouds." It's a new first-class cabin with lie-flat beds, privacy walls and more. And, guess what ... they are selling out.

What does that have to do with you in Klamath Falls, OR or Mino, ND? There are people in your market with money. Your job is to identify them and convince them that their company belongs on your radio station so they can do enough business to fly to Zurich in a lie-flat bed, or do enough business to do whatever hits their hot button. As my Louisiana wife puts it, "Find out what twirls their skirts." When you know what lights them up, you're nearly there.

What's the lesson? KNOW YOUR CLIENT. You as a manager can get to know them much better than your Account Executive because you are on their level. They will open up to you about more intimate things than they will with the AE. Tell corporate or the owner that the latest report will have to wait because you have lunch, dinner, golf, etc. with someone who can mean money to you.

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Monday 6/15, 2009

The Red Cross has a new commercial called "Little Things" that highlights the little things people do for one another that make a huge difference in lives. When I watched the commercial I was reminded of the many kindnesses people have done for me and I have done for employees. It's interesting that the benevolent person doesn't remember, but the person who received the kindness never forgets.

If you as a manager always keep in mind that part of your job is to remember that one of your most important functions is to be compassionate with your employees, you will always be thought of as a mentor. If you are in it for only yourself, no rewards will come back to you. It's called "karma." May the karma be with you this week. Let me slightly modify the always profound words of Mr. Spock, "Live long, be kind, and prosper."