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Week of May 8, 2006
May 8, 2006
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Friday 5/12, 2006
It's the middle of the broadcast month. Are you sold out for the next two weeks or more? If so, the rates are too low!
Keep a keen eye on your prime time. Low rates equal missed budgets. No rates because of open avails are worse. Open avails can be filled right away at www.softwaveradio.com. Other spot openings needed to be rate maxed. Have the discussion with your sales manager. Accept no excuses. There will be plenty.
Thursday 5/11, 2006
Foster innovation within the programming and marketing staff. Design a way to reward good ideas. Radio has been getting a bad rap for lack of new marketing or promotional thinking. Challenge your staff everyday to actually take chances. Better to have a bad idea than none at all. Sometimes the best ideas come from outside the traditional channels. Keep an open mind when ideas flow from other sources, not just consultants or the corporate office.
Wednesday 5/10, 2006
How are collections? Bad debt should be less than 0.8% of your annual billing. As you approach the mid-year point, take a look at the ageing statement for 120+. Review each delinquent account and decide the fate. Turn over for collection, call them yourself, or take the write off. Remind the sales people that collections are as important as the sale.
Tuesday 5/9, 2006
Have your sales manager submit at least ten accounts from each sales person that has NOT been active in the last year. Review each account and re-assign in order to stimulate further action. Dormant accounts can yield new money.
Monday 5/8, 2006
Can you believe by the end of this week we will be halfway through the Spring book?
Have your PD spend a day away from the station "just to listen." Join him or her for part of it. Little things will make the difference between a good and a great book.
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