The results business

Mark Ramsey points to a survey of marketing professionals that shows growing pressure on accountability:

“86% of marketers say pressure has increased on them to account for results; no one said that the pressure has decreased. Moreover, 68% of organizations are measuring the quantifiable contribution of marketing to the bottom line.

Message to radio: You’re no longer in the advertising business. You’re in the results business.
So which are you selling, advertising or results?”

I feel like I should have something to say about this… but I don’t know what it would be.

“The next generation doesn’t like radio.”

Jerry Del Colliano is a professor at USC, broadcaster and program director and founder of Inside Radio. And a blogger:

“The next generation doesn’t like radio. Not the stations. Not the concept. There’s simply less need for it in their lives.

New technologies will not only replace radio among the next generation, they already have. And this generation is huge — with as many Gen Y’ers as there are baby boomers.

Without the next generation the radio business will continue to hit the wall. Once the present economic downturn ends — still a long way off — there won’t be enough new young listeners to help radio continue to grow. It becomes a losing proposition. More radio listeners die and fewer new radio listeners use traditional radio.

The next generation wants to stop, start, time-delay and delete its programming. This generation wants to mash it up — have a say in what it sounds like or how it is used. They want to deliver it to each other — share it — at will. They want community (what we used to call local radio) through social networking online.

One of the hardest things for me to deal with in my years of working with the next generation is that they don’t like radio and don’t understand what I like about it. When I describe it, they say what I am describing is not what they hear on the radio.

We’re an industry in denial that technology has changed the game. But only radio people have the power to adapt and create new content for a new generation and on the devices they use.

But to begin, we have to understand that more has changed than how to deliver radio programming. It’s not about the technology. It’s the sociology.”

When I can safely speak to a young person (early teens), I ask them about radio and get pretty much the same responses as Professor Del Colliano. What’s the joke… denial is not just a river in Egypt?

Right of the Dial (The Clear Channel Story)

I’ve been around radio most of my life. My dad was a radio guy. I became a radio guy. And I was doing affiliate relations for our radio networks when things started to change in the late 90’s, when federal media ownership rules were relaxed and companies like Clear Channel started buying up hundreds of local stations.

BustedradioAlec Foege has written a book –Right of the Dial– that tells the Clear Channel story. According to the review in the New York Times, Foege tried to give the company the benefit of the doubt.

“I was not out to do a hatchet job,” he writes in the preface to “Right of the Dial,” “but rather to get to the bottom of a company that I suspected had gotten a raw deal as its bad publicity had snowballed.”

The reader need wait only three paragraphs before Foege renders his final verdict: “Having spent a lot of time talking to some of the company’s most prominent critics, as well as some of its most devout supporters, I have concluded that Clear Channel is indeed to blame for much of what it has been accused of.”

The Internet and iTunes and all the rest were going to have a big impact on radio, no matter what. But I have to wonder if local radio stations might not have been better prepared for the challenges if they hadn’t been gutted and commoditized by the Clear Channel’s.

Nawww.

[Thanks, Henry]

In search of radio’s romance, longing and connection

From a speech by NAB President-CEO David Rehr at the National Association of Broadcasters Conference:

“Rehr then turned to radio, first talking about a widely reported BusinessWeek column by Jon Fine, headed “Requiem for Old-Time Radio.” Though Fine believes radio isn’t well-suited to moving its business model online, he wrote that he remembers radio with “ridiculous fondness” and recalled “huddling with it long past bedtime, the volume set low, hoping to hear something I loved.”

“Rehr said, “Ladies and gentlemen, that is romance, that’s longing, that is a connection. Listeners still want what they’ve always wanted. Technology hasn’t changed that — it has just changed the devices of delivery.”

According to Mr. Fine, Mr. Rehr missed the point of his article:

“You don’t need to huddle with a radio long after dark to hear new music; you can form that romance or connection with a hundred other things.”

Sirius-XM merger approved

“The companies have pledged that the combined firm will offer listeners more pricing options and greater choice and flexibility in the channel lineups they receive. If the deal is approved, the companies have said they would offer pricing plans ranging from $6.99 per month, for 50 channels offered by one service, up to $16.99 a month, where subscribers would keep their existing service plus choose channels offered by the other service.” [AP]

I think I’m paying about $13 a month and listen to far fewer than 50 channels. I’d love to see an even lower price for 10 channels. Stay tuned.

13% no long have landline

“Americans without a landline are increasingly the Achilles Heel of research.  The most recent government statistics show 13% of the population (18+) no longer has a landline.  Arbitron SVP of marketing Bill Rose says “It’s getting tougher and tougher for us.”  So their researchers have begun testing a new methodology to reach out to those consumers, who are protected by strict government guidelines on calling mobile phones. It works like this: Arbitron compares addresses against a list of known landline phone numbers.  When they find an address without a number, they mail a survey that encourages consumers to share their cell number for future contact. ” — INSIDE RADIO:

Oh yeah, sign me up for that.

Sharpen your writing skills with “Stopwatch Challenge”

Stopwatchsmall
Dan Rieck suggest we can sharpen our copywriting skills with what he calls the "Stopwatch Challenge." The exercise is basically writing a radio spot that can be spoken aloud in exactly 60 seconds.

Brings back fond memories of my radio days. For a dozen years, about half of my 10 hour days were spent on the air and the other half writing and producing radio commercials. Let’s see… we’ll call it 50 spots a week. 200 spots a  month. 2,400 spots a year. Let’s round it down to 28,000 commercials.

We had to knock ’em out fast and get ’em on the air. And the client always gave you more stuff that you could fit in 30 or 60 seconds. So part of the challenge was boiling it down.

Sixty seconds is about 16 lines. But you have to spell out numbers (one-eight-hundred-five-five-five-sixty-four-hundred).

I’ve never considered myself a great writer. But writing radio spots was pretty good training for blogging. Or maybe any kind of writing. Fewer words always better than more words.

I often send emails with nothing but "see subject line" in the body. I try to put it all in the subject line. Try it on your next email.

And, yes, I know this post is longer than sixty seconds.

Radio owners waiting out “this Internet thing”

“As an advertising medium, the Internet is already larger than radio. It will approach $34 billion this year and is on a trajectory to overtake newspaper advertising within five years. In virtually all markets, the largest local Web site (typically run by a newspaper company) is now grossing more ad revenue than the largest radio station in that market. In some markets, the largest site is grossing more than the largest cluster of stations.”

“Your radio reps have a bounty on their heads. We survey more than 3,000 local Web sites every year about their revenues, expenses, number of salespeople and other revenue-related topics. The ones with the greatest market share and revenue have an interesting characteristic in common: a star-performing “former radio rep” on the sales staff. The word has spread that radio salespeople know how to sell the Internet, and newspaper and TV Web site managers have been recruiting them left and right. Radio reps know how to cold-call, how to generate new business, and how to sell reach and frequency. That’s a perfect match for Internet sales.” — Gordon Borrell, writing in Inside Radio

More than half of Americans say they tend not to trust the press

That’s one of the findings of a nationwide Harris Poll of 2,302 U.S. adults surveyed online between January 15 and 22, 2008 by Harris Interactive.

“Looking at the press in general, over half (54%) of Americans say they tend not to trust them, with only 30 percent tending to trust the press. Just under half (46%) of Americans say they do not trust television, while one-third (36%) do trust them. Somewhat surprisingly, Internet news and information sites do slightly better as a plurality of Americans (41%) trust them while just one-third (34%) tend not to trust them. And, radio tends to do best among Americans as 44 percent say they tend to trust it and one-third (32%) tend not to trust radio.”

As for “trusting radio,” are they referring to radio news or radio in a broader sense (talk shows, etc). And why does radio (and the net) earn higher trust than TV and newspapers?