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Radio Ink Magazine December 18, 2017

Don't let the Radio revolution pass you by. Get your digital subscription to Radio Ink Magazine. Published 14 times per year, your annual subscription includes these popular issues: The 40 Most Powerful People in Radio The Executive of the Year Issue The Best Program Directors in America The 25 Most Influential Women in Radio The 20 Most Successful African-Americans in Radio Subscribe to the digital Radio Ink and save 50% off the print version!

United States
Streamline Publishing
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14 Issues


access_time3 min.
radio ink’s forecast 2018: a smashing success

A one-on-one conversation between Jay Abraham, CEO of The Abraham Group, and entrepreneur and Shark Tank star Daymond John was a highlight of Forecast 2018. Jinny Laderer, CEO of Forecast Top 40 Plaque Sponsor vCreative, Melissa Kantor and her husband, Urban One Stations President/ CEO David Kantor, and Danny Tankersley, director of sales/radio at Forecast Participating Sponsor WideOrbit. The tables are set and the day is about to begin. At each setting: the 25th-anniversary issue of Radio Ink magazine. (At left) The beautiful Harvard Club in New York annually plays host to Radio Ink’s Forecast conference and the cocktail reception for the year’s 40 Most Powerful People in Radio. Jason Bailey, CEO of Forecast Platinum Sponsor Sun Broadcast Group, with Radio Ink Publisher Deborah Parenti and SBG COO Julio Aponte. ABC Radio VP/GM Steve Jones…

access_time4 min.
looking forward after looking back

Never in my lifetime did I hear my dad talk about the past — until one day when we were in the back of a limo, on the way to the cemetery for his father’s burial. When I asked about it, he told me he doesn’t spend a lot of time looking back, and he never wanted to be one of those people who were always looking at the way things used to be. It was a good lesson, and one I have tried to adopt in my life. The year 2017 was an exception, because all of 2017 was the celebration of Radio Ink at 25 years old. It’s been fun looking back at the things that occurred over two and a half decades and fun to go down memory…

access_time3 min.
dreaming. doing. whining. shining.

Since the days of the ancient Babylonians, some 4,000 years ago, people have made New Year’s resolutions. Today, most focus on self-improvement, which may account for the dismal success rate, reported to be in the single digits. Perhaps some of the reason for failure stems from too much hope and not enough strategy, too much vision but not enough effort. As humans, we are subject to the frailties of our earthly nature. Dreams are big, but reality and everyday distractions intrude along the road to fulfilling loftier aspirations. The kids get sick, this month’s budget is in the tank, and after days of brainstorming big goals and bright ideas, you turn around and no one is behind you, much less alongside you. The can is kicked down the road. And so…

access_time4 min.
‘i’ve already got more business than i can handle.’

“And there is no such thing as a no sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way, a sale is made. The only question is, who is gonna close? You or him?” — Jim Young (Ben Affleck’s character in Boiler Room) One of the biggest drains of time and energy in broadcast sales is wasting time with elusive decisionmakers who won’t close. Oh, they’ll engage, but ultimately you are never able to close them. And there is a reason they’re not closing. The simple answer is that you have failed to convey value. In other words, you have yet to convince that person, in language that he or she fully understands, that…

access_time3 min.
managers roundtable

That’s a funny question. I don’t think we have just one major challenge affecting us daily. Some of the challenges that tend to consume my day include, but are not limited to: Keeping radio relevant to clients and media buyers. Cumulus’ “Best Buy and Why” presentation goes a long way toward shoring up the perception of radio. Keeping radio live and local, entertaining and informing the communities that license us. All with more voicetracking, more syndication, and less local staff than ever. Understanding, explaining, and selling the new digital products we have recently taken to market. This is critical if we want to grow our business. Investing in infrastructure and equipment. We have cut budgets for so long and so deep that everything from the building to the equipment is inconsistent at best. Recruiting young…

access_time3 min.
banteras a tool of selling

“I was told that repartee heightens the attention of an audience.” “Is this going to be like that time you told me about ambergris?” “What do you mean?” “There I was, minding my own business, when you started telling me how the most expensive perfume in the world comes from whale puke. Like I needed to know that.” “Yes. This is another interesting fact that will broaden your horizons.” “Okay, let’s get this over with. So tell me, what in the name of King-of-the-Sea Poseidon and Chicken-of-the-Sea tuna is repartee?” “Repartee is the banter between interesting characters.” “Great. I appreciate you sharing that with me.” “But I haven’t told you why you need to know.” “I don’t know that I do need to know.” “You need to know.” “For the record, your little whale-puke story still hasn’t done me any good.” “Someday…