March 6, 2015Friday, March 6, 2015
As we ready for Q2 and increased activity, nothing is more important when we get busy than relentless inventory management, as it has a direct impact on how your price your station.
I suggest you sit down with your sales manager and your traffic manager and review how you manage that.
A few things to ask:
- Are they reviewing an inventory map each day?
- Does your traffic manager publish a sell-out report each day?
- What is the process for front-loading the month?
- When you have to bump ... are you bumping several clients just a little or one or two a lot! Go with the former and make darn sure you are communicating this to your clients IN ADVANCE!
- Once you have the information, are you communicating higher demand rate necessity with your AEs?
Good luck. Stay on top of it!
March 5, 2015Thursday, March 5, 2015
Wanna see some GREEN on St. Patrick's Day? Here are a couple quick hit ideas to get money going for Q2: Make sure you calendar of events, programming specials and partnerships with existing events is complete and now build the packages. Plan a Q2 One-Day Sale ...
March 4, 2015Wednesday, March 4, 2015
I recently had a troubling encounter with a couple of our AEs. When rolling out a new program, wrought with potential, the first reaction from these two AEs was, "Why it wouldn't work, then why it would." In order to be a successful AE, you must first be the eternal ...
March 3, 2015Tuesday, March 3, 2015
It's now March. The annual you booked last December is in and running ... and you keep looking at your projections and seeing that top client, locked and loaded every month. Now, let me ask you a question. And I want an honest answer. When was the last time YOU spoke ...
March 2, 2015Monday, March 2, 2015
Welcome to the first business day of March. The first day of Spring is just a few weeks away. Now is a good time, as you head into Q2, to do a little "Spring cleaning." Take a good look at your internal systems -- everything from remote checklists, to the process for ...
February 27, 2015Friday, February 27, 2015
Spec spot is not a dirty word ... it's a great tool. I know. Production directors grimace and if not managed, AEs can abuse it, but like we talked about last week, you should always lead with an idea. Learning a bit about a client's business then taking the liberty of ...
February 26, 2015Thursday, February 26, 2015
Don Peppers of the Peppers and Rogers Group made a great and simple point in a oldie-but-goodie RAB Sales Tip of the Day -- getting feedback from defectors is important because of the unique insights it provides. Your former customers know which areas you need to ...
February 25, 2015Wednesday, February 25, 2015
Still worried about your job? Many companies in every industry try to save their way to prosperity by cutting costs ... and jobs. Ours is no different and as "efficiencies" continue, a.k.a. "economies of scale" and job redundancies, they are sure to continue. In an ...
February 24, 2015Tuesday, February 24, 2015
Engage your PD in a conversation today. Here's what I want you to discuss..... Product placement has become a department at big agencies. Look at all the places advertisers are getting their product in front people. What is radio's version product placement? How can ...
February 23, 2015Monday, February 23, 2015
Legendary consultant Fred Jacobs once made a great point today by asking on, this, the morning after the Oscars, who is the best supporting role at your station? As we are reminded every year when we watch, it takes many, many people to create a great film, and all ...