Innholdsfortegnelse for January 8, 2024 i Radio Ink Magazine

PUBLISHER'S BEAT PRESIDENT/PUBLISHER STREAMLINE PUBLISHING DPARENTI@STREAMLINEPUBLISHING.COM Whether from history lessons or memes, you are likely familiar with the famous “Keep Calm and Carry On” poster. The Ministry of Information of the United Kingdom designed the poster during World War II to maintain morale and national pride when faced with Axis air raids and the threat of invasion. However, not many people know about Keep Calm's sister poster, one that rings true for broadcasters today: “Freedom Is In Peril. Defend It With All Your Might.” With global conflicts, economic turmoil, and an already contentious presidential election in store for 2024, broadcasters across the U.S. are struggling to provide the credible, responsible local journalism communities need now more than ever, even as revenue slows under attacks from Big Tech. According to the…

CEO BRYSON BROADCASTING PAT@PATBRYSON.COM January 1 is always an exciting day for me. As the calendar turns to a new year, I see a fresh, open landscape ahead for the next 12 months. The days, hours, and minutes are waiting to be written upon. Whatever the past year may have been, the new year is brimming with promise. How do we fill our pages to make 2024 our best year ever? We strategize, we plan, and we execute our plans to raise revenue. There are only two ways to raise revenue: sell more people or sell people more. That's it, for us and our clients. They either increase traffic to their stores or they increase their average sales. For us, we either put new business into our pipelines or we…

MANAGEMENT GELLERMEDIA.COM Are you facing 2024 with joy, enthusiasm, and anticipation of new professional challenges? If not, you may be experiencing burnout. It can happen to performers, executives, or anyone facing the daily demands of our competitive field. And, while burnout can be a type of exhaustion or energy drain, it is di? erent from genuine clinical depression. And it can be fixed. You may be dealing with sta? burnout if: • Staff complain, call in sick, and are late for work. • Their ideas don't seem to flow as easily; they are watching the clock and relying on other people's ideas more than their own. • Their shows aren't as good as they once were. Since your staff doesn't come with “care and feeding” instructions, open communication between talent…

Radio Ink has long honored excellence in radio with our lists. From the “40 Most Powerful People in Radio” to “The Most Influential Women in Radio” to the “30 and Under Superstars,” the release of these lists generates excitement and anticipation throughout the industry! Up until now, we have published 10 lists each year. But times change, and we realized that there is a need to specifically recognize those who are selling in the digital space. Digital is still very new to many people, and digital sales reps and managers often find that their jobs involve equal parts selling and education. We wanted to acknowledge these industry pioneers with their own list. As we always do, we asked our honorees some questions about what they do and their perspectives on…

THE WIZARD OF ADS PRESIDENT WIZARD OF ADS INC. ROY@WIZARDOFADS.COM “Ninety percent of motorcycle riders who attempt to navigate this corner at 100 mph crash and die, so 9% of riders who attempt it at 10 mph will likewise crash and die, right?” The fact that you silently answered “No” indicates that you instinctively understand the concept of an inflection point. Somewhere between zero and 100 mph is the inflection point where crashes begin to occur, and every mile-per-hour above that inflection point increases the likelihood of a crash. Although we instinctively understand the reality of the inflection point when reducing from the greater to the smaller, we somehow believe things are infinitely scalable when moving from the smaller to the greater. “If we can navigate the corner at 77…

As we charge into the new year, I have four very specific wishes for our industry. Please note that these are not unrealistic dreams — they are real hopes for industry leaders to take some big steps to make radio once again part of the everyday media conversation. Wish 1: Break the Old Rules and Make Some New Ones We've all been following the same programming rules for as long as I can remember (and this memory goes back a few decades!). How about working on a new set of rules that align with the times? Find new revenue opportunities that are equal to, or better than, the results of a full commercial load. We must do something — now — about those excessively long commercial breaks. I wish for…

Catherine Johns began her career in radio back in the ’70s, eventually landing at Chicago's WLS-AM as morning man Larry Lujack's sidekick. In the ’90s, she hosted an evening talk show on the station before moving to WJMK to work with John Records Landecker. She then left broadcasting to go into business for herself, first as a hypnotherapist and then as a trainer, coach, and author, helping professionals communicate effectively and confidently. You can find her blog and sign up for her newsletter at www.cath-erinejohns.com. We sat down with Catherine to talk about the concept of “professional presence” and how radio salespeople can use it to approach prospects, work with clients, and win sales. RI: In your work as a speaker and coach, you often use the term “professional presence.”…

SALES MANAGEMENT SENIOR CONSULTANT THE CENTER FOR SALES STRATEGY Each year, the focus on growing digital revenue increases, and expectations in 2024 will be more of the same. Competition for digital marketing budgets is at an all-time high, so successful sellers will have a strategy in place to grow and retain their digital revenue. As we step into the new year, here are five keys to growing and sustaining your digital business in 2024. 1. PROSPECTING. Good outcomes don't come from bad prospects. The goal here is not just to identify a category or list of prospects to call on, but to spend the time up front to qualify that the accounts you call on are worthy of your time and energy. The accounts you choose to spend your time…

RAINMAKER PATHWAY CONSULTING The friendly 20th century is gone. Even oncedependable expectations about listeners, advertisers, ad agencies, employees, and how people see media have shifted. This is Radio Ink’s Executive of the Year issue, but what does it truly mean to excel at being an executive in the radio business today? Part I: Dealing With People Generationally, people change, but we also change through experience. The best radio executives realize they must be excellent at: Understanding how people want to work. The post-COVID-19 era has seen the adoption of remote work across industries, and the best executives balance employee happiness with accomplishment — and they focus on accomplishment versus what I call “you'll do it this way.” They focus on outcomes and on creating the winning cultures needed to outperform…

When Curtis LeGeyt became CEO of the National Association of Broadcasters in 2022, he inherited multiple challenges. The NAB and the radio industry were recovering from the pandemic and two years without the NAB Show. The FCC lacked a full slate of commissioners, creating a difficult regulatory climate. There was significant concern about “news deserts” –areas around the country where local media outlets were sparse or nonexistent. There was a trend in the automotive industry to remove AM radio from vehicle dashboards. Over the past two years, LeGeyt and the NAB have met these challenges. The NAB Show returned in 2023 with record attendance, and the Senate confirmed the FCC's fifth commissioner, paving the way for effective lobbying. Most significantly, the radio industry, led by the NAB, united in opposition…