September 13, 2010

I was recently on some National sales calls in New York and it was made crystal clear to me that:

• National buyers are overworked 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 a share of, or on, national buys
• Make d*#n sure you have local relationships who can speak on your behalf when buys are coming down.