Week of February 18, 2008

Friday 2/22, 2008

The January Miller Kaplan/Hungerford recently came out. January 2008 radio revenues compared to last year in many markets are not pretty. Remember, when it comes to performance in the Miller Kaplan/Hungerford, your stations need to be outpacing the market, increasing their rank positions and increasing their shares. Don't get caught just looking at the consolidated page. Look at each station individually for the criteria mentioned above. Do a thorough analysis of power ratio conversions, national performance and a ranking of local market performance by station.

Thursday 2/21, 2008

Do you still have some game? Just because you became a GM doesn't mean you should not be out in the field doing some CANs -- pitching and closing. You will be amazed how much information you can pick up out in the field and in front of clients. Go out and help close something, it feels much better than pushing paper.

Wednesday 2/20, 2008

Follow up on a few sales calls and ask your A/Es who have not been hitting budget to take you on some calls tomorrow. This will send a message that you are involved and willing to hold everyone accountable for activity. I guarantee you that the A/'s who avoid you have no calls set up for the week. Ask your sales mangers why there is a lack of accountability for sales activity.

Tuesday 2/19, 2008

Show up at the sales meeting this morning and tell the salespeople you want to go on some calls. Ask for volunteers until you get at least three calls for today. Your "A" players will take you up on the offer ... closing ratios go up dramatically when the GM visits the client and they love to show off their relationships and ability. You may get a "B" player to step up for a call and your "C" players will look down at their notepads.

Monday 2/18, 2008

Happy President's Day! Many are taking a long weekend. Winter and bad weather are still here in many parts of the country. Are you prepared for the next weather event? Have a standing order with the hardware store. When a winter (or other) advisory is issued, run an aggressive schedule. (PS: Why does everyone need milk when it snows? Maybe a deal with the dairy, too!)