April 14, 2010

Take a look back to go forward....

Ask your sales manager to pull a report of your Top 25 advertisers in Q1.

Any new surprises there? Did YOU realize a new client is now a "KEY" client? Or, that a secondary client in 2009 has upped its spending to become a key? Who was a key and isn't now?

Lots of good info there but speaking of KEY, it's KEY that you, yes you, the General Manager, not only know this information, but know these people.

On one of our stations, 15 clients made up almost 45% of our Q1 total dollars.

You better get to know them if your stats are anything similar ... because if one of them goes away, then what do you do?