How Entercom Got CBS Radio

Subscribers get INSTANT ACCESS here.

Become a NEW SUBSCRIBER and begin with How Entercom Got CBS Radio here.

Unlock these full articles …

            The CBS IPO Delay

            CBS/Radiate Traffic Deal

            Miller Kaplangate

            The Cumulus Re-fi

            iHeart Total Traffic vs. Radiate

Your new subscription includes access to every article for the past year and 3,550 in our archive like these (scroll through/latest first). Everything.

For 27 cents a day, join the thousands of members who read Inside Music Media -- insightful, deadly honest and informative.

Inside Music Media contains no advertising. Accepts no corporate money or consideration. And is beholden only to subscribers who appreciate it so much that they pay for it. I work for you.

Report News here.

Register for the 2017 Radio Solutions Lab to lock in the current price.

End 2017 Up 4%

We’re waiting for the final 2016 revenue numbers, but most indications are that radio will be flat or down half a point.

This is not the first year and not the last for financial challenges.

Some of our large radio groups are paying the price by burning through cash flow and adding to their stifling debt.

But some radio groups and stations are dedicated to beating the unfavorable market conditions.

So what to do?

More resistance to rate cutting (although less is considered to be better than none). Failing to employ a digital strategy that actually makes significant money. Letting good salespeople get away and dumbing down on-air product. These are the things that consolidators are doing and look where it has gotten them.

Meanwhile digital is supposed to be radio’s lifeline but the average station does under $250,000 a year in real, true digital revenue – many far less.

But there are ways to guarantee a positive finish for 2017 up as much as 4% in radio revenue.

  • Focus on 10 of your biggest and best advertisers by increasing the effectiveness of their ads so they will increase their spend and pay a premium rate. That alone redefines your revenue year. Let’s talk about the stations that are actually doing it at my Philly conference coming up in two months.
  • Go after a handful of big local TV advertisers and present them with a tantalizing radio alternative. Get them to define what a successful campaign would be and then show them a plan that includes quality ads that you are willing to produce and test for effectiveness. Even if these big local TV spenders won’t give up all of their television budgets experience shows when presented with a compelling radio alternative, they find the money for radio.
  • Then skip the digital projects that aren’t making big money and focus on short-form video that can generate revenue through both sponsorship and product placement. And even paid subscriptions. Young entrepreneurs are already generating more money than the average radio station from video. We’ll go to school on them.
    Change the way you motivate sellers. Raise their commissions, reduce the “make work” radio has dumped on them that prevent additional sales. A plan to put them on the street selling 90% of the time. Ask me about how to inspire sellers in a way you’ve never seen before. It works.

This one-day seminar is not available on video, audio or stream.

Just in person April 5 at the Hub Conference Center in Philly 2 months from now.

Examine the 12 modules below that make up the curriculum here.

Reserve a seat

Inquire about group rates here

Here’s the Agenda:

Wednesday, April 5, 2017

REGISTRATION / COMPLMENTARY BREAKFAST

8:00 am         Registration / Complimentary Breakfast

9:00 am          Strategies To End Rampant Rate Cutting
                        Rebuilding Eroding Radio Audiences
                        The Morning Show of the Future
                        Eliminating the 3 Biggest Listener Objections to Radio
                       

10:30 am       Break/Complimentary Snacks and Refreshments

10:45 am        Longer Listening
                       Dealing with Too Many Commercials
                       How to Program to Shorter Attention Spans
                       Digital That Makes Money
                       

12 Noon        Complimentary Lunch

1:00 pm         Better Options for AM Radio
                       Podcasting – Yes or No!
                       
2:30 pm         Break/Complimentary Snacks and Refreshments

2:45 pm         Jerry Lee’s Presentation: Reducing High Advertising Churn
                       Morley Winograd: Attracting Millennial Listeners

3:30 pm         Audience Q & A

4:00 pm         Conference Concludes

Here are the program details:

  1. Reducing High Advertiser Churn – The proven program MoreFM, Philadelphia Chairman Jerry Lee uses to keep advertisers renewing at high rates and premium prices.
  2. Strategies to End Rampant Rate Cutting – How to take back control of the media buy from large consolidators or underachievers who are willing to drop rates, add costly promotions and flood the buy with bonuses.
  3. Attracting Millennial Listeners – A list of compelling content that is like catnip to 18-34 year old Millennials. Presentation by Morley Winograd, author of Millennial Makeover and other books on this generation.
  4. Rebuilding Eroding Radio Audiences – Take notes on things like changing the way you hire air talent, how they talk to listeners in the age of digital and social media and making today’s radio not sound like yesterday’s.
  5. The Morning Show of the Future – The prototype of the new “morning man”.       A more authentic way to do premium-priced commercials. A must-have feature more addictive than traffic or weather. The one thing every station leaves out of mornings that in-demo listeners really want.
  6. Eliminating the 3 Biggest Listener Objections to Radio – How to fix too many commercials, outdated morning shows and ending repetition that turns listeners off.
  7. Longer Listening – With TSL down every year since 1990, commercial-free music sweeps will no longer keep them tuned in. It’s this, instead.
  8. Dealing with Too Many Commercials – New thinking on how to schedule all those shorter spots stations are running. The answer to where is the best place in the hour to schedule them (PPM and non-PPM strategies).
  9. What Cinches a Buy Faster Than Even Bonus Spots – Blow bottom feeding competitors out of the water when they offer tons of bonus spots to buyers and you offer this.
  10. How to Program to Shorter Attention Spans – The cure for the epidemic of listeners who won’t listen to a song all the way through --- even one that they love.
  11. Digital That Makes Money – Why you should eliminate the expense and effort of doing social, web and app digital projects when this one, very inexpensive approach can start producing big bucks in months – I’ll show you teens that make more money from this approach than entire radio stations. If they can do it, you can do it!
  12. Creating Fresh, New Formats – Is radio all out of mass appeal formats?  Not if you choose the innovative, new spoken word and music formats from this list.
  13. Great New Options for AM Radio -- I’ll bet you if you put this megaton promotion on an AM station along with this format, even a Millennial will find it and stay tuned. And what if I show you how you can pay for it and profit by selling it to a handful of advertisers?
  14. What to Do About Podcasting – The #1 podcast in the iTunes Store is an on-air radio show. What we’re learning about what works and what doesn’t and the future of podcasting in radio’s revenue future.

Reserve a seat

Inquire about group rates here

Look through our program, brochure here.

The CBS IPO Delay

Subscribers get INSTANT ACCESS here.

Become a NEW SUBSCRIBER and begin with The CBS IPO Delay here.

Unlock these full articles …

            CBS/Radiate Traffic Deal

            Miller Kaplangate

            The Cumulus Re-fi

            iHeart Total Traffic vs. Radiate

            Stations Paying GMR to License No Songs

Your new subscription includes access to every article for the past year and 3,548 in our archive like these (scroll through/latest first). Everything.

For 27 cents a day, join the thousands of members who read Inside Music Media -- insightful, deadly honest and informative.

Inside Music Media contains no advertising. Accepts no corporate money or consideration. And is beholden only to subscribers who appreciate it so much that they pay for it. Thank you.

Report news under the cover of our Witness Protection Program here.

High Advertiser Churn. Preview MoreFM, Philadelphia CEO Jerry Lee’s presentation on how stations can let competitors get stuck with low rates, lots of giveaways and bonus spots while you come away with the PREMIUM rate and advertisers that don’t leave -- The 2017 Radio Solutions Lab

High Advertiser Churn

Even stations with high ratings and great sales professionals are having a hard time keeping up with the loss of advertisers – it makes for a bumpy ride at a turbulent time.

Here’s a preview of a presentation being conducted by MoreFM, Philadelphia Chairman Jerry Lee at the upcoming Media Solutions Conference on how to make advertisers’ campaigns so successful, they re-up, not leave.

High Advertiser ChurnWith Jerry Lee

  • The one small change when recording local spots that triple their effectiveness.
  • Quick!  What’s more effective for a local advertiser – a male voice or female voice?  If you’re not dead sure, be in Philly April 5th.  The research on this is startling.
  • How to respond to an ad industry survey of 5,000 radio campaigns that found 68% of the local advertising campaigns were a waste of money.  See the main reason and nip it in the bud.
  • The “sweet spot” for agencies and advertisers with money to invest in radio that 3 out of 4 radio campaigns are missing – you no longer will.
  • Believe this!  It is possible to cut advertising churn down to virtually nothing with techniques being used by Jerry Lee’s MoreFM right now (a perennial top biller in the market).
  • Get around rate dropping competitors.  Let them get stuck with the cheap rates with lots of giveaways and bonuses.  Here’s how you get the PREMIUM rate. 
  • The best resource for testing local advertising copy.  Plug in.  Get started.

Not available by streaming or audio.

In less than one day, more useful ideas and strategies to meet radio’s challenges.

April 5, 2017 at the Hub Conference Center in Philadelphia – 20 minutes from the airport, 5 minutes from Amtrak

View the full curriculum here.

Reserve a seat

Inquire about discount group rates

Contact Jerry Del Colliano

CBS/Radiate Traffic Deal

Subscribers get INSTANT ACCESS here.

Become a NEW SUBSCRIBER and begin with CBS/Radiate Traffic Deal here. 

Unlock these full articles …

            Entercom/CBS

            Miller Kaplangate

            The Cumulus Re-fi

            iHeart Total Traffic vs. Radiate

            Stations Paying GMR to License No Songs

Your new subscription includes access to every article for the past year and 3,546 in our archive like these (scroll through/latest first).  Everything.

For 27 cents a day, join the thousands of members who read Inside Music Media -- insightful, deadly honest and informative.

Inside Music Media contains no advertising.  Accepts no corporate money or consideration.  And is beholden only to subscribers who appreciate it so much that they pay for it.  Thank you.

Report news under the cover of our Witness Protection Program here. 

Can this one hybrid format appeal to both Gen Xers and Millennials? Reserve a seat at the industry’s advanced management seminar and find out, The 2017 Radio Solutions Lab

Expert on Millennials Presenting at 2017 Media Solutions Lab

I can think of no one who knows more about Millennials than Morley Winograd who along with Michael Hais, a former Frank Magid researcher, wrote the book on the topic.

In fact, they wrote three.

I met Morley when I was a professor at The University of Southern California.  He is a professor at USC’s Marshall School of Business.

So here’s my assignment for Morley.

Take all that you know about Millennials and extrapolate how their values and needs coincide with what radio has to offer.

Millennials are notorious for not having a relationship with radio the way their Baby Boomer parents do.

So what does it take?

What’s their sweet spot?

If it is something radio can do, how can we do it better?

No more flying blind.

But Morley’s understanding of all generations including Gen Xers (about 44 million) and Baby Boomers (79 million) will help to clarify what their needs are as well.

For example, we know Xers are the prime market for podcasts, but podcasting is not a revenue stream for radio.  In fact, it is a distraction.

Baby Boomers are aging but they still populate in numbers equal to Millennials.  Only last year did Millennials outnumber Baby Boomers for the first time.

Are Boomers going to listen to classic hits or Rush Limbaugh into their graves or are their ways to attract them along with the interests, of say, Gen Xers and make that package marketable.

As far as Millennials go, is it even possible for radio to attract them in big enough numbers to ensure radio’s viability going forward?

Any chance of getting them away from Spotify and streaming services?

If they don’t want or need traffic and rely on their own devices for news, use social media as a replacement for talk, what does radio for Millennials look like?

This is my 8th learning conference.

I don’t believe sitting there and not being expert on the specific challenges of the radio industry is a good use of time.

I hope you’ll join the executives who investing a day to get current on the issues that really matter to the future of radio.

Curriculum for 2017: 

  • Reducing High Advertiser Churn w/MoreFM’s Jerry Lee
  • Strategies for Ending Rampant Rate Cutting
  • Attracting Millennial Listeners w/Morley Winograd
  • Rebuilding Eroding Radio Audiences
  • The Morning Show of the Future
  • Eliminating the 3 Biggest Listener Objections to Radio
  • Listen Longer Strategies
  • Solutions to Commercial Clutter
  • Digital That Makes Money
  • Underground AM Stations
  • Podcasting, Yes or No? 

Details …

Not available by stream or video.

Discount rates for two or more attendees and larger groups.

Buffet breakfast, lunch and breaks included.

Reserve a seat

Inquire about group rates

Talk to Jerry privately

Conference Brochure

Entercom/CBS

Subscribers get INSTANT ACCESS here.

Become a NEW SUBSCRIBER and begin with Entercom/CBS here. 

Unlock these full articles …

            Miller Kaplangate

            The Cumulus Re-fi

            iHeart Total Traffic vs. Radiate

            Stations Paying GMR to License No Songs

            Ryan Seacrest’s Race for the Door

Your new subscription includes access to every article for the past year and 3,540 in our archive like these (scroll through/latest first).  Everything.

For 27 cents a day, join the thousands of members who read Inside Music Media -- insightful, deadly honest and informative.

Inside Music Media contains no advertising.  Accepts no corporate money or consideration.  And is beholden only to subscribers who appreciate it so much that they pay for it.  Thank you.

Report news here. 

Top expert on Millennials to make presentation on what Millennials, Xers and remaining Baby Boomers want from radio stations.  Reserve a seat at my 2017 Radio Solutions Lab

Digital That Makes Money

Don’t feel bad.

Newspapers can’t figure digital out, either.

The New York Times is eating itself alive to find the digital future with another 30-something Sulzberger waiting in the wings to replace his father as publisher.  The new Sulzberger is stronger on digital than reporting.

They’re firing the expensive and experienced reporters and editors (oh, I should say buying out) and stocking on people who can create visual stories.

Jeff Bezos is pouring lots of money that he surely has into making The Washington Post the digital exception.  So far, mixed results.

I saw this Bloomberg piece on “Facebook, Snapchat Deals Produce Meager Results for News Outlets” and I was not surprised.

Radio is busy giving away its free radio on the Internet and through mobile apps because, after all, it’s free, right?

But the more radio stations drive audiences away from the actual radio station, the more they need a revenue model to replace the eventual lost income from lost listenership.

The same dilemma newspapers face trying to replace print advertisers and paid subscribers.

Radio actually translates well into the digital space.  It just doesn’t monetize well.

If I told you you could make one-third the revenue you are now making with on-air advertising within 3 to 4 years from separate digital content, you wouldn’t turn it down, would you?

So I’m hoping you’re at a point where you’d like to join our discussion at my upcoming learning conference about digital that actually makes money.

  1. Short-form video – low cost (just need an iPhone 7) and lots of ways to monetize.  Teens make more money than most radio stations on digital revenue by doing product placement.  Let me show you how.
  2. How to pick the right video topics to stream and market and then how to multiple them by six or seven projects over 12 month.
  3. No real cost even in talent with this innovative deal that you’ll want to put into contract form.
  4. Credit for listening -- Why streaming your on-air station without metrics that an agency and buyer will accept and pay for is madness.  
  5. What about a stream that is for members only – no commercials, just a fair subscription fee.  As you know I love paid subscriptions and people will pay for that which they value.
  6. Let’s discuss a music discovery station that has no commercials, is curated, which starts with an hour a day of new content and is available by subscription only.  Let’s talk how to price it.
  7. Spoken word opportunities -- And if you’re into news or sports, a local service – with elements that are not available elsewhere is also subscription bait.

There’s more.

Like apps with content that disappears in 24 hours – disappearing content is the rage now on Instagram and Snapchat.

Great for social scenes, Friday and Saturday night, clubs, bars, restaurants, music venues with information and discounts not available elsewhere.

The first radio execs to understand that the reason the industry has not generated meaningful money in digital is because for radio it has been product extension.

Let’s talk about creating new and separate digital products at The 2017 Radio Solutions Conference

Here’s the full curriculum:

  1. Reducing High Advertiser Churn
  2. Strategies for Ending Rampant Rate Cutting
  3. Attracting Millennial Listeners
  4. Rebuilding Eroding Radio Audiences
  5. The Morning Show of the Future
  6. Eliminating the 3 Biggest Listener Objections to Radio
  7. Listen Longer Strategies
  8. Solutions to Commercial Clutter
  9. Digital That Makes Money
  10. Underground AM Stations
  11. Podcasting, Yes or No? 

Details …

The Lagging Cumulus Re-Fi Lifeline

Subscribers get INSTANT ACCESS here.

Become a NEW subscriber and access today’s story plus 3,539 in our archive.

Always 100% confidential, my Newstip Hotline.

All New Management Curriculum for 2017:  1) Reducing High Advertiser Churn, 2) Strategies for Ending Rampant Rate Cutting; 3) Attracting Millennial Listeners; 4) Rebuilding Eroding Radio Audiences; 5) The Morning Show of the Future; 6) Eliminating the 3 Biggest Listener Objections to Radio; 7) Listen Longer Strategies;  8) Solutions to Commercial Clutter; 9) Digital That Makes Money; 10) Underground AM Stations; 11) Podcasting, Yes or No?  Details …

SUBSCRIBE