Week of September 22, 2008

Friday 9/26, 2008

Be obsessed with creating forward momentum for your staff. Always have something on the horizon to put on their calendar that they are looking forward to achieving together ... Something fun, intriguing, new, interesting, exciting -- and they will get it done, and it will be fun to celebrate it together.

Thursday 9/25, 2008

Be the biggest unapologetic radio advocate in your market. "Man makes wealth the way he makes war" -- Alvin Toffler. While Man made wealth with his hands, War was done with fists. Wealth with a hoe/plow ... catapults and arrows soon followed. Big Machines to run the factory and soon we saw Tanks, etc... Split the atom to power our world to make wealth ... Nuclear bombs. Space program/satellite surveillance. Today Man makes wealth with Information...and the information war is on as well. Many believe that the weapons of mass destruction are in Iraq - just called Al Jazeera. It's the first war the U.S. has fought with the other side having a "media network" Make sure every piece of information on radio in your market is positive ... because folks like Satellite radio and Google are working it the other way every day against radio.

Wednesday 9/24, 2008

Get Real! Random notes to the staff to get their minds where the economy is now so they can beat it. "There is no vacation for salespeople -- only days they choose not to earn commission." Blue Ocean strategies are those that seek to dramatically improve the product while decreasing the cost and accessibility simultaneously.

Tuesday 9/23, 2008

Packages sell. Roll out a new non-spot package each week. Assign on seller to spearhead the sale of it ... example: Negotiate the naming rights of a local venue and split the money with the owner when you sell it to an advertiser (and in the naming rights package, you sell the advertiser a ton of short-form spots to ensure the new name starts being used).

Monday 9/22, 2008

Growing the average unit rate is the key growth metric in radio. Selling a true non-spot program is the fastest way to "cheat" and drive the AUR (Average Unit Rate) on your radio station. Cheat away ... great for radio. Run the AUR of each sales person each month on top of their total volume of business. Folks respect what we inspect.