Innholdsfortegnelse for September 7, 2020 i Radio Ink Magazine

Elections, like sales, are won by the best strategist — not necessarily the best candidate. So let’s borrow a page from a political strategist’s playbook. Political strategists design their campaigns from a carefully devised formula. Many years ago, I worked briefly as a reporter for a community newspaper owned by a former political party boss. He explained how, in a smoke-filled room, they determined that they needed a poor Italian boy from the wrong side of the tracks to win a U.S. Senate seat. And their candidate did win and served many years in that position. Fast-forward to 2020. For those of us still in radio, take heed. Yes, the secret sauce for winning advertisers is not that different than it is for winning elections. Let’s break it down into…

JAMES BARTON WOND, WMGM, WTKU & WBSS Longport Media Atlantic City, New Jersey James Barton says it’s tough to list his challenges, outside of what COVID caused. “The biggest challenges I face: there is no ‘outside COVID’ anymore. It has all changed, and probably forever. The biggest issue prior to this was putting together a targeted program within a client’s budget. Now there are so many other variables introduced, points we never had to consider before. How does someone personally feel about opening up again? Are there safety features? Money is tight; people are still afraid.” He goes on, “We have to know what our clients are feeling. Know how they are thinking. The only way to do that is to give them what they really need: understanding and compassion…

APRIL BRINKS-BAILEY Beasley Media Group Tampa, Florida, and Fayetteville, North Carolina April Brinks-Bailey tells Radio Ink the impact COVID-19 has had on national advertising has everything to do with the fact that consumer behaviors, habits, and lifestyles have changed and will continue to change. “No idea when or where that will end,” she says. “We’re going to have to dig deep, get in the boat with clients, and start rowing. We must find ways to be in front of the new behaviors, habits, and lifestyles and to connect advertisers to solutions that will reach the post-COVID consumer. “Categories that have been hit the worst by the economic issues, such as retailers or restaurants, need to rethink their strategy, their tactics, their messaging, everything. Entire categories may go away and not…

CAROL COMMANDER Saga Communications Norfolk, Virginia Beach, and Newport News, Virginia If 19 years in radio, nine as DOS, have taught Carol Commander anything, it’s that there is no “one-size-fits-all” approach to managing people. Each person learns, adapts, is motivated, is encouraged, and responds differently, based on individual strengths and weaknesses. “I try to bring out those strengths and steer those talents in the right direction,” she says. “Some reps love public praise, while another might prefer it private.” When it’s time for criticism or correction, however, she says, “Always do that in private.” Acknowledging that a manager wears many hats, she will also tell you that sometimes it’s necessary to focus on one thing. “Know and engage with your clients — daily. Teach and be teachable. Be passionate and…

BRETT BESHORE  iHeartMedia Indianapolis Here are the keys Brett Beshore believes a good market manager needs to foster success: “The number one attribute you must possess is being able to recognize talent and find out how to help someone soar with their strengths. We all have weaknesses, and if you’re focused on the wrong things, you’ll fail. “I know placing others’ needs above your own, inspiring teams, being in touch, and keeping your emotions in check are also high on my list.” He notes, “Your team often is focused on the here and now. It’s important to take the time to look down the road for opportunities and potential roadblocks. “Honing your communication skills and sharpening your decisionmaking skills are important, but so are solid routines and steadiness. Be accessible.…

With everyone dealing with and working through the ways COVID-19 has affected them in 2020, we haven’t heard a lot of chatter about the battle for that very valuable space on the dashboards of automobiles lately. It’s still a battle, with technology improving all the time, tech companies looking for ways to push radio around, and consumers wanting their entertainment easily and quickly. One person who’s been fighting the good fight for the radio industry when it comes to technology in the automobile is Xperi Senior Vice President of Broadcast Radio Joe D’Angelo. He's been working with the industry and the automotive world to keep radio competitive in the car. And he’s been working on things that will benefit radio that you might not even have known about. In our…

CHASE CULP WBAP-AM & KLIF-AM Cumulus Media Dallas-Fort Worth Chase Culp believes success comes from working hard for a client. “The key to being a successful account executive today is being a true marketing consultant for a client,” he says. “With the addition of digital, we can now really cover all of a client’s marketing needs. With this power, we must be able to identify the right product fit for what the client is trying to accomplish. For the majority of clients, radio should be the base of the campaign, and then we can expand into digital to help increase results. The power of radio and digital together can drive great ROI for clients.” Culp tells Radio Ink the COVID crisis moved him out of his comfort zone and forced…

JAIME FRANKEL WPEN-FM Beasley Media Group Philadelphia Jaime Frankel got into sales because she truly enjoyed interacting with people. “The thrill of working through a challenge to find a solution that is mutually beneficial is one I always chase,” she says. And sales management was her goal from the beginning. “As much as I enjoyed working directly with clients, the help and direction I was able to provide to co-workers to help them succeed was even greater. I knew right away that I could help a team of people if I was able to achieve my goal of a management position. Providing direct feedback to help someone grow is something I always enjoyed both personally and professionally.” The key to successful management is mutual respect, and creating an environment and…