sowny.net | The Southern Ontario/WNY Radio-TV Forum


You are not logged in. Would you like to login or register?

SOWNY » Would You Take A Pay Cut To Save Your Radio Job? » March 27, 2020 11:53 am

Andy McNabb
Replies: 19

Go to post

One radio head, not long ago, in our - until recently - healthy economy, was purposely offering lower pay across the board; with the stated rationale that too many good people were looking for jobs.  I couldn't believe my ears.

The result?  That company has had staff churn and morale challenges, resulting in off-budget performance.  In as relationship-driven a business as radio is on both the programming and sales side, the best candidates reject the above philosophy and end up elsewhere.  Turnover costs (financial/morale) are huge.  Knowing that all radio companies are now economically affected, wise owners/managers will ensure that current, negative payroll adjustments do not translate into permanence, post-crisis.

People are our most important asset.  Investing in them will greatly determine the speed and size of radio's rebound.

SOWNY » March 4th kidnapping and Ontario radio’s opportunity » March 5, 2020 8:50 pm

Andy McNabb
Replies: 9

Go to post

The kidnapped boy is still not found, his kidnappers are at-large, and the $4 million in cocaine as the reported reason for the kidnapping is a huge story in itself, with far-reaching implications.

Ontario radio’s reach and immediacy can play an impactful role in hopefully solving at least the first two crimes.

1. What is Ontario radio doing above and beyond the traditional Amber Alert announcements in this matter?

2. What can Ontario radio do to go above and beyond in solving the kidnapping/bringing the boy’s kidnappers to justice?

SOWNY » Bill Evanov Of Evanov Radio Group Passes Away » February 29, 2020 8:37 am

Andy McNabb
Replies: 11

Go to post

Bill always took time for a chat - always encouraged me. Here's to more like him. Prayers for comfort and strength for his family members and corporate family.

SOWNY » What If The Blue Jays Games Were No Longer On Broadcast Radio? » February 18, 2020 5:42 pm

Andy McNabb
Replies: 13

Go to post

Three things to consider (if not far more):
1. You've got to be where your consumers are consuming, and where future consumers can most easily access your product/service. 

2. For many reasons, sure, do the stream, but keep the radio as well.  Forcing existing customers to jump through more hoops and add multiple steps to access your product/service where the psychological hurdles in so doing are high (especially for listeners who don't have unlimited data and/or have not developed a comfort zone with technology), is a recipe for turning off your customers, and limits simplicity and speed of access to future customers.

3. If baseball wants to attract younger fans online, build unique and compelling value into the online experience.  Leverage radio's ubiquitous and easily accessible reach to promote and generate the word of mouth to drive online activity.

SOWNY » Wife of long-time Lindsay radio station owner passes » January 6, 2020 1:29 am

Andy McNabb
Replies: 2

Go to post

FOR IMMEDIATE RELEASE (Sun. Jan. 5, 2020 – Lindsay, Ont.): Wyn McNabb, wife of long-time CKLY 910 radio owner (now Bob FM), Pete McNabb, passed away Sunday, after an 11+ year struggle with Alzheimer’s disease. Mrs. McNabb, having turned 90 on Dec. 13, passed away at Lindsay’s Ross Memorial Hospital, with youngest son, Lindsay surgeon, Dr. Jamie McNabb, by her side.  Wyn leaves behind the families of her three children: eldest son, Andy, youngest son, Jamie, and daughter Tammy. Tammy and Wyn's husband, Pete, both predeceased her in 2008. 

Wyn played an instrumental role – both behind the scenes and behind the microphone – in the growth of CKLY’s service to Lindsay, and the greater Victoria-Haliburton area.

Two months and a day after the stock market crash of 1929, Wyn was brought home from Wiarton Hospital on Christmas Day, bundled in blankets – most fittingly, in a one-horse open sleigh.
 
In 1935, her father, Harry, moved the family to England; to assume ownership of his family’s farm, Hunston Dairy, immediately south of Chichester.
 
Wyn was a first-hand witness to the Battle of Britain, as Allied gunnery crews stationed on and around the farm would down German fighters and bombers.  The Chichester Cathedral spire pointed a direct line to London, serving as a guide to the Luftwaffe planes that passed over the family farm on their way to bomb London.  A number of times, her father would take her out by horse and wagon to retrieve downed Allied flyers, and mother Eva would have them in for tea and biscuits.  Brother John was killed in an RAF training crash.
 
After the war, Wyn enrolled at Clark’s College in Brighton for secretarial studies.  Later, after attending the London Olympics in 1948, Wyn and parents returned to Canada; whilst then surviving brother Bill stayed in England and became a career RAF officer.
 
Wyn found secretarial work in Toronto with Maclean Hunter Publishing. Later, she became personal secretary to Lord T

SOWNY » SPEAKING OF PETERBOROUGH » September 13, 2019 11:46 am

Andy McNabb
Replies: 4

Go to post

As dictated to my iPhone: no 740 problems in the Kawarthas that I have experienced. I make it up there a couple of times a year, as I’ve been living in Niagara since 1993.

SOWNY » Disturbing Tales Of Why Radio Isn't Reaching Younger Listeners » August 14, 2019 12:23 pm

Andy McNabb
Replies: 2

Go to post

The greater challenge and opportunity - for ratings AND revenue - is being increasingly relevant.  How? Answer this:

No matter what demo/psychographic you’re targeting, apart from all the wonderful things you do in your community, what are you doing/what can you do to create a more profitable, continuous, self-amplifying, and self-sustaining, community-focused experience, doing so for the concurrent benefit of your market's constituents (not just your audiences), your advertisers and your companies?

SOWNY » How Radio Can Get The Jump On News Developments... » January 31, 2019 7:05 pm

Andy McNabb
Replies: 0

Go to post

...and get ahead of fake news before it goes wild.  Applies to all media, for that matter: https://www.newswhip.com/2019/01/predictive-alerts/?source=email

SOWNY » Is ageism in radio in Canada a real issue? » January 28, 2019 12:32 pm

Andy McNabb
Replies: 5

Go to post

Yes.  That's been shared with me by two separate people working for two separate companies: a regional sales manager from one of Canada's largest media companies, as well as the VP Sales of another one of the largest groups. 

Kudos to owners and managers who prove themselves as exceptions to this matter - including Ky Joseph and Bill Evanov of Evanov Communications, and Chris Byrnes of Byrnes Media - for bucking the ageism bias and choosing people who can produce results.  

Agesism is what it is. In different management and ownership roles, having hired a roughly equal number of sellers and managers older and younger than me, I've consistently seen a better work ethic - and better results - from the older workers, than most younger hires. 

Outside of my previous business ownership and marketing project work, being offered employee positions, now as the older person, it's motivating to meet others with the same perspective.

Proof of a positive attitude when facing adversity is foundational.  That, and a proven ability to contribute to be part of the rising tide that lifts all people's boats - two rare traits found in few people.

If you're good to great at what you do, and you've been marginalized in the hiring process by age bias, know that the good to great managers will want you.  Those managers biased against older workers automatically exclude themselves as people for which you'd want to work, in most any circumstance. 

Although corporate resume-filtering algorithms may exclude you, businesses owned/managed by older people make for excellent job prospects, as well as those businesses that have a record of hiring older people.  Businesses that are targeting older customers, also make for better employers for older people.

Don't wait around for the position and cheque you "deserve"; do something in the meantime that keeps depositing into your bank account.  In the words of Tom Caldwell of Caldwell Securities, "Don't just look for 'the' job, but get

SOWNY » Name of Canadian Radio historical site? » July 17, 2018 2:44 pm

Andy McNabb
Replies: 2

Go to post

What's the name and URL of the Canadian radio historical site that details the history of different stations and some of the notable the people that were employed there?

SOWNY » What Advertisers Think Of Radio Vs What We Must Do » March 17, 2018 7:41 am

Andy McNabb
Replies: 1

Go to post

content://media/external/file/33174 (image wouldn't upload)

Canadian radio industry advocate Radio Connects posted a telling graphic on Thursday on their LinkedIn page ("Truth In Advertising - What Advertisers/Agencies Think..." about radio).

The truth about how we market our industry is convicting.  There are precedented, irrefutable, clear cut, straight-forward, and far more profitable paths to profit than those evidenced by the flat-lining fruit of radio revenue. 

The graphic is symptomatic of radio's bewildering, decades-long refusal to give frustrated local and national advertisers what they continually tell us they want - in markets large and small:

1. 52 weeks of documented sales results, directly attributable to radio...

2. ...driven by our delivering over-arching, *client-focused* marketing strategies; rather than *radio-focused* "strategies".

Radio's "strategies" need to transcend the typical, tactical amalgam of ratings, rankers, three spec ads with a schedule, a dash of non-unique, "me too" digital delights that are also delivered by a hundred digital providers close-by, with a promotion thrown in for "added value".

As radio has the far-from-monetized advantage of being the most impactful catalyst of pre-need, pre-search, pre-purchase consumer commerce, capturing - and monetizing - customer contact/preference info along the buyer journey, the verdict is in:

Our flat-lining industry's leaders have failed our advertisers, our employees, and shareholders.


If one person on his own can generate millions, your company - and radio - can generate billions more.

SOWNY » Jerry Howarth Calls It A Career » February 13, 2018 12:15 pm

Andy McNabb
Replies: 9

Go to post

Jerry literally closed on a business deal worth thousands to me at my second station.  Jerry was sharing Romans 12:2 with a saved and secular church/minor baseball/local media crowd, as the headliner at our Blue Jays Blast-Off, celebrating the return of Blue Jays baseball to Peterborough radio.

I called a prospective advertiser who had been sitting on the fence, and told him "Somebody wants to say hello".  Handing the phone to my esteemed colleague, who spoke with his ever-present, ear-to-ear grin... "Hi Mike, it's Jerry Howarth! When are you coming on board?".  Right then and there, the advertiser committed - no more sales pitching being needed - and paid upfront. 

For Jerry's commitment to his craft, his professionalism - and his prayers - my continued, heartfelt thanks and lifelong appreciation.

SOWNY » Rogers considers selling Blue Jays, Cogeco stake » December 12, 2017 12:42 pm

Andy McNabb
Replies: 4

Go to post

Blue Jays' rights - how to determine what's more profitable in the long run - licensing or ownership?
How owning unique and compelling content plays a role in the valuation of broadcast assets and any decision to buy or sell that content vs licensing:  https://seekingalpha.com/article/4131047-blue-jays-long-term-potential-reason-rogers-competitors 

SOWNY » a question for you marketing types » October 31, 2017 10:43 am

Andy McNabb
Replies: 6

Go to post

Based on the IEEO equation, the advertiser is leaving money on the table without a unique and compelling, low risk/no risk offer as per the parameters stated. 

It's another step forward to capture prospects' contact information and engage them in the next step of the sales process.

SOWNY » a question for you marketing types » October 30, 2017 2:46 pm

Andy McNabb
Replies: 6

Go to post

In our hyper-communicated, media-saturated, focus-fractured, attention-deficit disordered world, cute and likable (such as the ad in question) is more profitably purposed when both unique and compelling.  

How?  By following a simple marketing equation - IEEO:

Interrupt - based on your prospects' most intensely held hot-buttons.
Engage - with a promise/implied promise of decision-facilitating information or a decision-facilitating experience to come.
Educate - based on what the prospects want to know to have the confidence to take the next step in the buyer journey.
Offer - a low risk/no risk offer of decision-facilitating information or a decision-facilitating experience to take the next step in the buyer journey.

This approach has generated millions in documented sales results for my own clients, directly attributable - media company by media company - to their specific media spend.  

 

SOWNY » David Mainse: "One soul is worth more than the whole world.” » September 25, 2017 10:48 pm

Andy McNabb
Replies: 0

Go to post

David Mainse touched millions of hearts since founding television program 100 Huntley Street and Crossroads Christian Communications.  He passed away on Mon. Sept. 25.  Here is the announcement and loving tribute shared by his son Reynold...
http://i68.tinypic.com/n4jrt5.png
It is with great sadness and joy that I announce my father, David Mainse's, entrance to heaven. Thank you to all our family and friends for your love and prayer support. The following is our family announcement:

It is with great sadness yet divine peace that Norma-Jean and the entire Mainse family share the news of the passing of their beloved David. He went into the presence of his precious Saviour this morning, September 25th, surrounded by his family, ending a 5-year battle with MDS leukemia. The Lord graciously extended his life 3 years beyond what the doctors initially predicted, allowing his family and friends to enjoy for a little longer his deep wisdom, caring heart and passionate encouragement.

David was a beloved husband to Norma-Jean for 59 years (as of September 19th) and also leaves behind four children, daughter Elaine and her husband Bruce Stacey, daughter Ellen and her husband Nizar Shaheen, son Reynold and his wife Kathy, and son Ron and his wife Ann, as well as 16 grandchildren with many spouses, and 13 great-grandchildren…all of whom have been amazingly blessed and forever influenced by his genuine love and Godly example.

David’s passion for Jesus spilled out into every area of his life and fueled him as an enthusiastic evangelist, visionary leader, and beloved mentor to so many. Having been in TV ministry since 1962, David was greatly loved by countless people with whom he connected daily, sharing the love of Jesus and wearing his heart on his sleeve. He was a man of impeccable integrity whose public and personal life were in clear alignment, enabling him to powerfully impact the masses and the individual…especially his family. Through his words and actio

SOWNY » 2016 Private Radio Ad Revenues Down Again: Stats Canada » July 19, 2017 1:24 am

Andy McNabb
Replies: 8

Go to post

The takeaway for radio is simple and has been proven time and again: build more value for our commercials and charge more, while concurrently both increasing revenue and reducing the spot load.

How? Document, measure, and attribute our radio advertisers’ sales results to the penny – 52 weeks a year. These strategies always produce more premium rate revenue per hour of prospecting, presenting, closing and servicing.

Doing this inside and outside of radio sales, management and ownership, I’ve found it’s actually easier and far more profitable to give our radio advertisers the measurability, documentation and attribution they want - the interesting thing is that virtually no one - broadcasters or print a/k/a "digital news media" competitors - are doing this with any consistency.  

This is the only way to lift radio out of the muck and mire of the status quo, and collectively grow our industry’s 10 years of inflation-adjusted, flat-lining revenue.

I'm happy to pay it forward and freely show others a number of ways as to how it's done.

SOWNY » Radio Dropped From BIA/Kelsey's Top 5 Ad Revenue Producers » July 14, 2017 10:49 am

Andy McNabb
Replies: 0

Go to post

The graphic below affirms the rocketing ascent of mobile – pretty much ubiquitous (just like radio), measures sales results for advertisers (NOT like radio).  There are multiple systems/strategies/tools that do so; but as an industry, radio's not using them.   

One of Canada's celebrated VPs of Sales, and a well-known major market DOS, told me that pushing for radio to be held accountable for sale results is too polarizing. That's astonishing, considering that radio continues along what is essentially its inflation-adjusted, flat-lining revenue path.

Personally, I've found it easier to generate sales when one can deliver documented advertiser sales results in the millions in small markets and hundreds of millions in major markets.

Why aren’t more of us doing so for every advertiser? What will it take to get others off their blessed assurance and take action and put radio in its rightful revenue place as the pre-need, pre-search, pre-purchase catalyst of consumer activity, and capture more ad dollars in the process?

Please share your answers as to what you're doing to use radio to document client results, to help all of us in the industry.  Radio can grow by leaps and bounds – when it’s done right.
http://i68.tinypic.com/294ot28.png

SOWNY » Where/Who Is Someone Doing This In Canadian Broadcasting? » July 12, 2017 10:30 am

Andy McNabb
Replies: 0

Go to post

Without any trash talk of anyone - on the left or right - please and thanks, regardless as to how you view their take on it, is there anyone in Canada who is using broadcast or other media to (as best as can be hoped) objectively identify suppressed/hidden truth and/or call out hypocrisy in the political arena, the MSM and other arenas?  I think of Rex Murphy, but who else?  Is there a rising star out there?  

Here is Liz Wheeler, who is gaining growing recognition, doing so in American media:  https://www.facebook.com/TippingPointonOAN/

SOWNY » Radio Sales' Under-monetized Ability To Beat FANG » April 25, 2017 12:45 pm

Andy McNabb
Replies: 1

Go to post

"FANG is delivering actionable data to advertisers in ways that traditional broadcasters simply can’t."  

We can beat FANG at their own game.  The actionable data our local and national advertisers get from Facebook, Amazon, Netflix and Google is shunting radio and tv budgeting further and further to the periphery.  

The single-most influential and actionable data that radio can give our advertisers is 52 weeks of measured, documented, attributable-to-radio sales results.  If you're not doing it, you're letting your competitors dictate your future.  

Unlike FANG, radio more fulsomely catalyzes and accelerates pre-need, pre-search, pre-purchase preference, and can follow that through to the transaction.  As we all have the opportunity to measure advertiser results to the penny, more of us need to take action; as that is the most profitable way to lift radio to a pre-eminent position in a greater number of the minds and bank accounts of our clients.  

Despite the tone of the headline in Shelly Palmer's LinkedIn piece that speaks to the tv advertising perspective on the overarching matter, the crux is the "FANG" quote above, as the parallels for radio are many.  

SOWNY » NY Times: CNN and Trump....A Symbiotic Relationship » April 7, 2017 10:18 am

Andy McNabb
Replies: 3

Go to post

Four lessons for radio:  "Bearing witness", "holding government to accountability", "producing a new kind of must-see TV", "the network earned nearly $1 billion".  

There are broadcasters in small towns and big cities with limited resources who manage to bear witness, hold the public accountable to the public, and in so doing, produce must-listen-to radio and must-view social media, generating more ad revenue in the process.

Discuss how we can practically do more of this, without saying "It can't be done" or "we need more money from management".  

SOWNY » Radio's Relevance and Establishing Our "Why?" » March 15, 2017 1:13 pm

Andy McNabb
Replies: 0

Go to post

Dick Taylor's radio blog provides inspiration for bringing focus to the two most pivotal considerations facing broadcast media - defining your "Why" and building your relevance - each for advertisers, listeners, employees and shareholders.  

Thank-you, Dick for reminding us of the essentials that most of us are ignoring.  In weekly conversations with radio owners, managers and sellers, I'm amazed at the opportunities that lie there, unrealized, in giving advertisers and listeners what they're telling us they want.  If Tim Horton's can respond with a darker roast coffee because their customers tell them they want it, I'd like to think that radio could be as responsive to our advertisers and listeners, but our industry's status quo speaks loudly...

Advertisers want greater relevance in the form of sales results they can measure and attribute to our advertising on a weekly basis.  The challenge is that the vast majority in our industry refuse to give it to them, despite the tools being available to deliver 52 weeks of millions of dollars in documented results to local and national advertisers (hands up, please, those of us who do - let's share what we're doing).

Listeners want relevance in the form of ongoing, meaningful experiences that we can create for them on a more impactful, long-term basis.  This can be done both individually and en masse; as there are so many more monetizable opportunities that we can create to make that happen.

Employees want relevance that takes them beyond fragile job security in this industry that is still not secure with its place in the competitive fray, because we're far from fully monetizing our abilities.  All this, despite our unrealized position to take actual leadership in revenue and relevance in each of our markets on a daily basis.

Shareholders find greater relevance in returns generated from radical revenue growth.  B

SOWNY » Bill Belichick and Radio Sales » February 8, 2017 10:00 am

Andy McNabb
Replies: 12

Go to post

Doug, you're right: "It's hand in hand.  Sales and creative."  

As marketing strategy is almost always foundational to helping generate the ideas for great creative, the onus is on the rep to identify and quantify the client's opportunities, objectives, pain points and resources.  

Then it's time to develop the overarching, unbiased marketing strategy that produces documented, measurable sales results attributable to each dollar of the media spend (those of us who do that already, hands up, please), and increases the client's revenue.  That most often comes from increasing the marketing dollars pie that feeds the strategy.  

It's the responsibility of management and ownership to help the sales staff continually grow and sharpen their skill sets in so doing.  Those skills go beyond sales training, and they're often honed and made more fruitful in group strategy sessions with confidential, client case-study by confidential, client case-study, as they're occurring, so that those clients can also benefit from the process.

As per Gord Borrell, who knows the needs of local/national advertisers better than anyone:  "There's one more thing I should mention about broadcast media. Today's advertisers are clamoring for a sales rep who possesses marketing savvy, someone who can help them not only create a campaign, but also breathe life into it across various media channels."

That means if advertisers are clamouring (now I'll use our Cdn. spelling) for something, they're not currently getting it.  That gets more than a few folks rattled - even angry - as it challenges the status quo that limits our industry to inflation-adjusted, flat-lining revenue.  

The best thing is that it propels those who are willing to set aside those all-too-common, less-than-bountiful advertiser outcomes, and commit to doing what they're not doing (but should), to produce radical revenue growth for our advertisers, ergo, our industry.

SOWNY » Bill Belichick and Radio Sales » February 6, 2017 1:31 pm

Andy McNabb
Replies: 12

Go to post

In his pre-game interview with Jimmy Johnson, a smiling Bill Belichick gives the practical and inspiring answer to Jimmy’s first question.  It’s one of the rare things in life – other than holding a Super Bowl trophy – that causes Belichick to grin.
 
Johnson (0:41 mark of the interview):  “What are the critical things you look for in bringing in a player?”
Belichick:  “Love of football, hard work, unselfish.”  


Another radio-relevant part of the interview (1:04-1:13), shows what type of player can do the job and why they simultaneously invigorate the rest of the team.
 
Our game in radio sales is making the bigger dollars by moving measureably more products and services for advertisers; so insert for “love of prospering advertisers” for “love of football”, and there’s the parallel that we can all take to the bank.
 
Should radio take the lead in giving advertisers what they tell us they want (but radio doesn’t give them); and in creating and selling advertisers the customized-to-their-opportunities-and pain-points marketing (not limited to radio) strategies that do that, our industry's relatively flat-lining revenue will begin a significant upturn.  

It not only generates more revenue per hour of preparation, pitching and servicing - it's a heck of a lot more fun than just limiting ourselves - and our advertisers - in cranking out another 52 week schedule proposition with three commercial spec spots filled with (easily remedied) platitudes and generalities with a side-dish of "me-too" digital marketing.
 
It is time to shake radio out of its status quo, meet our industry’s challenges head-on, and make far more money than all of us have been making, by giving advertisers exactly what they tell us they want: unbiased, over-arching marketing strategies (not limited to our stations) that provide documented sales results that advertisers can measure to the penny; all attri

SOWNY » 6 (Programming and Sales) Lessons Radio Can Learn From C-Span » December 16, 2016 11:59 am

Andy McNabb
Replies: 7

Go to post

The piece gives practical guidance, that when applied to our mass-appeal formats of choice, improves the listener experience and increases ratings.  The 6th lesson is on what our advertisers tell us they want, but are not getting, and is in the Comments.  Read and take action.

Board footera