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Making media advertising more effective: It’s in the mix. Faced with a mind-numbing assortment of media channels, media buyers are challenged to determine the right mix to meet their client’s objectives. It’s less about picking winners and losers and more about using different combinations of media to target more effectively, buyers say. “The discussion has moved into how they all work together, not that I’m going to take money from this channel to fund that channel,” says Mediavest EVP/director of local investment & activation Maribeth Papuga. “The big challenge is how you make them all work together,” she says. A study released in May by Evolution Marketing and iHeartMedia showed how combining TV and radio marketing would yield higher top-of-mind awareness scores. Separate research from CBS and Nielsen illustrated the complementary nature of radio and TV advertising and how each contributes its own exclusive audience as part of an integrated ad campaign. Papuga believes it may be time to look at how out-of-home advertising, such as digital billboards, works with radio. She’d also like to see Nielsen use its PPM technology to watermark or encode ads separately from programming so that advertisers can track how consumers are responding to their messages. That would allow them to correlate exposure to an audio ad with an action taken as a result of the ad, such as visiting a website or store. “That attribution is what people are trying to figure out,” Papuga says. “There has to be a way for us to bridge that gap.”

Radio’s new ‘R’ word: ‘Resonance.’ The arrival of electronic measurement showed radio in a new light, as a powerful reach medium that could rival television in terms of audience size. While reach remains crucial, another “r” word is becoming increasingly important to marketers: advertising resonance. “Simply reaching people doesn’t guarantee resonance, and it certainly doesn’t lock in a sale,” Nielsen says in a new report. “As consumers broaden their content-consuming appetites across platforms, more and more organizations are interested in creating messages that are effective and drive sales.” With audiences fragmented across devices, advertisers see a multi-platform media mix as a path to making their messages resonate better with consumers. In fact, 85% of marketers polled in a recent Nielsen/Association of National Advertisers (ANA) study said the use of integrated multi-screen campaigns will be very important in delivering an effective message by the year 2016, much higher than the 38% who feel that way today. When it comes to executing multi-platform campaigns, the study found advertisers value ad effectiveness almost as much as reach: 97% say which audience was reached is very or somewhat important, compared to 95% for the effectiveness of the ad in influencing opinion and 92% for the ultimate sales outcome.

Immigration reform expected to stimulate Spanish radio advertising. President Obama’s move to provide temporary legal status and work permits to more than 5 million immigrants who are in this country illegally angered Republican lawmakers. But it came as welcome news to Hispanic broadcasters, who see it as a potential advertising stimulant. The

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way Entravision CFO Chris Young looks at it, the executive order immediately enabled scores of Latinos “to come out of the shadows and participate more proactively in the economy, without the fear of being deported.” That effectively added 5 million additional consumers “that have the potential to trigger additional advertising” from attorneys, banks, mortgage companies and other businesses, Young told the UBS Global Media and Communications Conference yesterday. “We expect that to create tailwinds for us in next 12 months,” he said. With auto spending pacing down for Entravision in the fourth quarter, the company is looking to other sectors to pick up some slack from a category that represents 27% of its ad revenue. “We like what we’re seeing with healthcare, banking and retail,” Young added. Still, auto remains critical to Entravision, which is booking business from upscale automakers like Land Rover, Acura and Jaguar more consistently these days. “Advertisers are starting to understand how the [Hispanic] demo is coming of age,” Young said. Across the radio industry, activity in the telecom sector was volatile in the third quarter. But a shift in telecom dollars from local spot to network business was good news for Entravision, which has been building out its network radio division. “We’re noticing a seemingly more aggressive move into digital with telecom than any other category,” Young said.

Scripps CEO touts advantages of radio-TV combos in Journal merger. When E.W Scripps and Journal Communication close their merger sometime in the first half of next year, one outcome will be a spin-off company composed of 34 TV and 34 radio stations in 27 markets. Longtime E.W. Scripps CEO Rich Boehne, who will run the broadcast company, has been sizing up the mega-deal’s radio assets – all of which come from Journal – and he likes what he sees. “Journal has a really sort of unique radio strategy, they focus on doubling up in markets where they already have television,” he told investors at the UBS Global Media and Communications Conference yesterday. “They focus on being strong local brands with a lot of focus around sports.” The deal will bring Scripps radio-TV combos in five cities. All told, the merged broadcast companies will cover 18% of the country, operating in what Boehne called stable, middle-America markets. “It works and it’s very profitable and we’ll see where we go from here,” he added. “But at least at the outset, we like this little radio group, especially as it double up even in some of our Scripps markets where we didn’t have duopoly-like characteristics prior to the deal.”

Slacker adds content partners and relaunches app. Moving to improve its position on a crowded online radio landscape, Slacker has launched a redesigned app and formed content partnerships with a handful of entities with large YouTube followings. The new website and iPhone app, which went live yesterday, follow the trend of simpler, cleaner interfaces that add more personalization features. An Android refresh is expected for the holidays, followed by other devices. Duncan Orrell-Jones, who replaced Jim Cady as Slacker CEO in January, sees social media as a way to stimulate audience growth. Slacker listening has been inching downward since April, according to Triton Digital. Consistent its strategy to use human-curated programming as a primary product differentiator from Pandora, Slacker has hitched with four content providers who will host their own stations as part of an “I Am The DJ” program. They include YouTube personality Tyler Oakley, podcaster Nerdist, pop culture expert Comic Book Girl 19 and the video production house Rooster Teeth. Tyler, for example, will play pop music and talk about his favorite tunes while dishing on what it takes to become a video star and who he thinks is the next social media phenomenon. “Our next natural evolution is to broaden and dial up the authentic human touch by inviting more and more relevant, creative and celebrated voices to Slacker,” Orrell-Jones said in a statement. The webcaster’s new hosts join a menu that offers personality-driven countdowns like “66 Songs That Changed Everything” and “The Greatest Gen X Songs” and a content team that includes handful of former broadcast radio programmers. The service, which has subscription-based and ad-supported options, also offers customized content from ABC News Radio, ESPN Radio, Radio Disney and American Public Radio.

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Dashboard listening may already be altering in-car habits. The hardware of the connected car has dominated conversation, but as more vehicles come equipped with a dashboard entertainment system, how drivers use it is a growing focus. Surprisingly little research has been released publicly, but new data from Slacker offers a glimpse into how consumers may respond to the technology. Slacker suggests streaming audio consumption may increase, based on data collected from its apps integrated into cars equipped with platforms like Ford’s Sync and Apple’s CarPlay. Executives tell GigaOM that Slacker users who listen to it on such systems spend 50% more time listening to Slacker content than people who only listen via their smartphone or on a desktop. But in-car listening sessions are significantly shorter. Someone who listens to Slacker on their computer spends an average of 108 minutes per listening session. People using phones spend 52 minutes, while in-car listeners only listen for an average of 20 minutes. But the data shows they typically log three listening sessions a day. Slacker airs the same programing regardless of platform. But new CEO Duncan Orrell-Jones tells GigaOM the company is exploring tailoring content for in-car listeners. “We’re still in the early days, but I can say with confidence the car will be very important to us in the future,” he says.

Radio programmers pick new U2 single. U2 broke with convention to release their “Songs of Innocence” album by giving it away to 500 million iTunes users as part of a unprecedented marketing campaign with Apple. But the band continues to be very supportive of radio and has enlisted programmers to pick the second single from the album. The idea to poll programmers was hatched during an exclusive listening session for the album at Bono’s apartment with iHeartMedia president of national programming platforms Tom Poleman and president of entertainment enterprises John Sykes. “I said to Bono, ‘Do you mind if I get all of our programmers together so we can help you pick a single,” Poleman tells Billboard. Poleman was able to make such an offer because the company’s Music Meeting system polls programmers across all its markets to test new songs. The system is used to help decide which songs the company uses it national platforms to get behind. Their choice was “Every Breaking Wave,” which U2’s label, Interscope, is now promoting as the second single. It’s currently No. 24 at alternative, No. 17 at adult alternative and No. 42 at hot AC, according to Mediabase. More than half of its 1,167 spins across all formats from December 3-December 9 are from iHeart stations. The company is playing the track in more than 60 of its markets. Poleman is convinced the song will break through. “I’m excited, because despite all the hype about [the album’s unconventional release], traditional radio is still the best way to break a record,” he tells Billboard.

Preferred shareholders attempt to resuscitate their legal battle with Emmis. A group of disgruntled Emmis preferred shareholders have reignited their long legal battle against the company. The five shareholders have asked the Seventh Circuit Appeals Court to revive their lawsuit, which claimed Emmis used unlawful means to pass bylaw amendments that wiped out their $34 million of dividends and other rights. A U.S. District Court judge ruled in favor of Emmis in March, deciding that Emmis operated within its rights under Indiana law. The case dates back to 2011 when then-financially troubled Emmis struck a deal to borrow $35 million from media mogul Sam Zell. The preferred stockholders didn’t sell their shares to Emmis then but many others did and the group alleged Emmis improperly used the shares it bought back. Rather than retiring them, as is typical in these sorts of situations, the shares were reissued into a newly-created employee-retention trust controlled by management, giving the company the two-thirds vote it sought. Now the preferred shareholders hope to find a more sympathetic ear at the Seventh Circuit court. During oral arguments on Friday, they claimed that Indiana law prevents companies from voting shares it has reacquired. According to Law360.com, they accused Emmis of entering into “dubious swap transactions” and improperly voting other shares held in the employee benefit trust. Emmis countered that the group retained “record ownership” of the preferred shares but gave up their economic rights. That made the shares still outstanding, allowing Emmis to direct the votes in favor of its bylaw amendments, the company said.

Pathfinder pays $46,000 for misuse of EAS tones. A consent decree carrying a hefty penalty for Pathfinder Communications is one of several FCC Enforcement Bureau orders this week intended to crack down on misuse of EAS tones. The agreement

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resolves an investigation into a complaint filed by a National Weather Service employee that claimed talk WTRC, Niles, MI (95.3) in April 2013 aired a commercial promoting a “storm chasing tour” that contained the EAS activation tones. The complainant said the NWS received a number of calls from the public, who expressed concern that “this type of advertising is ‘defeating’ and ‘minimizing’ the importance of the EAS activations.” In the consent decree, Pathfinder admits it aired the tones and agrees to pay a $46,000 fine. It also agrees to issue a compliance manual, institute a training program and file compliance reports. “As many complaints about EAS abuse have noted, misuse of the tones creates a ‘Cry Wolf’ scenario, which risks desensitizing the public to the significance of the tones in a real emergency,” the Enforcement Bureau says in the order.

Consent decree settles years-old license renewal fine for Montana station. A Christian radio broadcaster will make a $3,000 penalty payment to the U.S.Treasury for failing to file license renewal applications on time, settling a years-old case and clearing the way for a sale to another religious broadcaster. In January 2007, the Media Bureau proposed a $14,000 fine against Kalispell Christian Radio Fellowship for failing to file its 2005 license renewals for religious KALS, Kalispell, MT (97.1) and the Polson, MT-licensed translator K257BR at 99.3 FM. Less than two months later, Kalispell requested a fine reduction. But it wasn’t until September 2009 that the Media Bureau lowered the fine to $7,500. When it came time to file its 2012 renewal, Kalispell made the deadline. But the violation remain unsettled and in May of this year, Kalispell filed to sell the stations to Hi-Line Radio Fellowship. Under yesterday’s consent decree, the two parties agree that further proceedings would “be time consuming and require substantial expenditure of public and private resources.” Kalispell will pay less than half of the reduced fine, implement a compliance plan and amend its pending license transfer application to include a statement by Hi-Line agreeing to assume the responsibilities of the consent decree. Those include conducting training for all station employees on FCC rules compliance , retaining a lawyer to provide guidance on Commission compliance issues and using “a commercially-available calendaring system” to track filing deadlines.

Inside Radio News Ticker...Music apps stay popular on smartphones ...Two streaming radio mobile apps rank on comScore’s latest ranker on smartphone habits. The research company says among iOS and Android phone owners, 41.6% of adults (18+) used Pandora’s app during October and 21.9% used iTunes Radio. Another app that’s often used to consume music, YouTube, had even wider use that either of those. ComScore says 51.9% of adults used YouTube during the month. Facebook remains the most-used, at 72%... Hermalyn gets more Altitude at CBS Radio… Michael Hermalyn has been promoted to VP and group leader of sales for CBS Altitude Group, the CBS Radio division that combines local radio, television, digital and live event platforms for campaigns for Fortune 500 brands. Hermalyn has been a member of the group since 2008, most recently as VP of sales. In his new role, CBS says Hermalyn will work to develop new revenue streams by creating exclusive experiential and content-based programs for advertisers… For online radio listeners, iPhone 6 tops Christmas wishlist… It may come as no surprise that the most in-demand holiday gift this season among online radio listeners is, well, a device that plays online radio. Listeners polled for a holiday-themed listener survey conducted by iHeartRadio picked the iPhone 6 as this year’s hottest gift, beating out wearable fitness trackers by a long shot.

Take the Inside Radio Year-End Survey. What are you budgeting for in 2015? Did 2014 live up to expectations? And what do you expect for radio in the coming year? Share your take on revenue trends, digital growth and industry issues by taking Inside Radio’s 2014 Year-End Survey. To thank you for completing the survey, we’ll conduct a random drawing for five $50 gift cards, from Amazon. Click HERE to participate.

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THURSDAY, DECEMBER 11, 2014DEAL DIGEST

S A L E S

Multi-state — Entercom Communications has reached an agreement to acquire the 15 Lincoln Financial Media stations in four top 20 markets from Lincoln Financial Group for $105 million. The sale marks Lincoln’s exit from the radio business. Terms call for $77.5 million to be paid in cash with the remaining $27.5 million to be paid in Entercom preferred stock, which won’t be counted as debt and reduces the impact on the company’s leverage. The transaction will be structured as an acquisition of LFM stock, which will allow Entercom to receive a step-up in the tax basis of the station assets, giving it additional future tax shields. Entercom says it expects to begin operating the stations under a time brokerage agreement in late January following Justice Department review. Closing is expected in the second quarter of 2015. Stations included in the deal are hot AC “Star 94” WSTR and sports “790 The Zone” WQXI in Atlanta; AC “101.5 Lite FM” WLYF, classic hits “Magic 102.7 “ WMXJ and “The Ticket” sports simulcast of WAXY-FM (104.3) and WAXY (790) in Miami; AC “Easy 98.1” KIFM, modern rock “FM 94.9” KBZT and the “New Country 97” simulcast of KSON (97.3) and KSOQ-FM (92.1) in San Diego; country KYGO-FM (98.5), rhythmic CHR “KS1075” KQKS, sports “The Fan” KKFN (104.3), “Cruisin Oldies 950” KRWZ, sports “1600 The Zone” KEPN and the comedy formatted translator K276FK (103.1) in Denver.

Ohio — TSJ Media files to convert its local marketing agreement with Queen Cities Broadcasting for “La Mega 97.7” WOXY, Cincinnati into a $900,000 purchase of the Spanish CHR station. TSJ has been operating WOXY since November 2010. Queen City bought the station from First Broadcasting in 2011. Queen City also owns one station in Ripley, OH and one in the Seattle market. Charlotte – Billy Blevens is moving from program director and morning man to owner as his newly-created Signal Hill Media Partners files a $280,000 deal to buy “Country Legends 550” WAME from GHB Broadcasting. Blevens has been in morning drive at the station since October 2010. Following the sale, GHB Broadcasting will still own five other Charlotte market stations. WAME simulcasts on the Statesville, NC-licensed translator W225BD at 92.9 FM and that arrangement will continue, although Blevens won’t buy the signal. GHB will lease the translator to him for one dollar a year and promises not to sell it as long as Blevens stays current on his promissory note payments for WAME. When the note is paid in full, he’ll then have the right to buy the translator outright for ten dollars.

Charlotte — Billy Blevens is moving from program director and morning man to owner as his newly-created Signal Hill Media Partners files a $280,000 deal to buy “Country Legends 550” WAME from GHB Broadcasting. Blevens has been in morning drive at the station since October 2010. Following the sale, GHB Broadcasting will still own five other Charlotte market stations. WAME simulcasts on the Statesville, NC-licensed translator W225BD at 92.9 FM and that arrangement will continue, although Blevens won’t buy the signal. GHB will lease the translator to him for one dollar a year and promises not to sell it as long as Blevens stays current on his promissory note payments for WAME. When the note is paid in full, he’ll then have the right to buy the translator outright for ten dollars.

Indiana — Richard Harts’ Noble Broadcasting has reached an agreement to buy classic hits “The Hawk” WAWK (1140) and translator W238BH (95.5) in Kendallville from Donald Moore’s Northeast Indiana Broadcasting for $250,000. Broker: Ray Rosenblum

Texas — Chisholm Trail Communications files with the FCC to acquire KOME-FM, Meridian (95.3) from Richard Witkovski’s North Texas Radio Group

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$130,000. Deal terms call for a $15,000 deposit with the balance paid in a promissory note at 6% interest over 5 years. Witkovski bought the station in early November for $38,800 from LKCM Group and took it silent for a facility upgrade, telling the FCC it hoped to be back on the air in January. Chisholm will file to upgrade the license to a class C3 facility. If the upgrade is granted and the FCC approves the license transfer, Witkovski will receive an additional $10,000 at closing. Witkovski is entitled to another $10,000 if Chisholm upgrades the license to a C2 within the next five years.

Oregon — Tom Hodgins’ Alexandra Communications transfers a 50% stake in regional Mexican “La Ley 99.5” KZLY, Ione, OR to Chris Jacky in a deal valued at $66,500. The FCC filing says the transfer is an equalization of the equity shares between the two to reflect their investment in building the station, which signed on in November 2013. T&J Communications currently operates KZLY under a local marketing agreement.

North Carolina — B&M Broadcasting files to buy southern gospel WLSG, Wilmington, NC from Olin Bohanan for $60,000. The deal calls for a $5,000 deposit with an adjusted balance due at closing. “Homecoming Gospel” WLSG simulcasts on translator W231CL at 94.1 and Bohanan is transferring the lease to continue the simulcasts on the Edgewater Broadcasting-owned translator. B&M also owns oldies WSME (1120) in the nearby market of Greenville-New Bern-Jacksonville, NC. WLSG is Bohanan’s only radio station.

California — Mountain View Public Broadcasting files to purchase adult alternative KSFH, San Jose (87.9) from St. Francis High School of Mountain View for $20,000. Contract terms call for a $1,000 deposit with the balance paid at closing. The station was off the air for one year until May 15. The principals of non-profit Mountain View are the same as those at New Age Media, which owns a pair of commercial stations in Washington state. Broker: Beth Griffin

Ft. Myers-Naples, FL — Jim Johnson’s Glades Media files a $5,000 deal to buy the Immokalee, FL-licensed translator W263CJ at 100.3 FM from Calvary Chapel Church. Glades will use the translator to simulcast regional Mexican “La Ley 92.1” WAFZ-FM&AM (92.1, 1490)

C L O S I N G S

Fredericksburg, VA — Sandton Capital is now officially the license holder of “New Country 93.3” WFLS-FM, rhythmic CHR “99.3 The Vibe” WVBX, classic rock “96.9 The Rock” WWUZ and talk/sports WNTX (1350) and its FM translator W234BS (96.5). The firm has closed on its takeover following its bankruptcy auction win last May. During the auction process the stations were valued at $6,405,056.

Washington — Bustos Media closes a $6 million deal for nine stations from Adelante Media Group. The deal includes regional Mexican “La Gran D 99.3”KDDS-FM and Spanish CHR “Latino 1210” KMIA in Seattle; Spanish adult hits “Juan AM 1020” KDYK and “La Gran D 96.9” KZTA in Yakima, WA; Spanish CHR “Latino 96.7” KMMG and “La Gran D 97.9” KZTB in Tri-Cities, WA and “Hot Talk 730” KULE, “La Grand D 95.9” KZML, and country “US-92.3” KZUS in Wenatchee-Moses Lake, WA. Bustos has been operating the stations under a local marketing agreement since September 16. Broker: Bill Fanning, Media Venture Partners (for Adelante)

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THURSDAY, DECEMBER 11, 2014CLASSIFIEDS

INSIDE RADIO, Copyright 2014. www.insideradio.com. All rights reserved. No part of this publication may be copied, reproduced, or retransmitted in any form. This publication cannot be distributed beyond the physical address of the named subscriber. Address: P.O. Box 567925, Atlanta, GA 31156. Subscribe to INSIDE RADIO monthly subscription $39.95 recurring payment. For information, visit www.insideradio.com. To advertise, call 1-800-248-4242 x711. Email: ads@insideradio.com.

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SALES - NEW YORK

Salem Radio in New York is looking for a dynamic individual

to join the sales team for AM 970 The Answer and the legendary WMCA 570, New York’s Christian Talk.

Compensation is commensurate with degree of experience

and skills. This is a fabulous career opportunity for the right individual with one of the finest

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Media experience a must.

Email cover letter and resume to: karacarlson@nycradio.com.

Salem Media is an Equal Opportunity Employer.

DOS & GSMBeasley Broadcast Group

seeks dynamic DOS & GSM candidates to lead sales teams in Fayetteville and Greenville-

New Bern, NC and Augusta, GA.

Can you demonstrate a successful track record of

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ability to create new revenue opportunities? Do you possess leadership skills that set you

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If so, send a brief cover letter and resume to: careers@bbgi.com,

subject line NC/GA Sales Management.

Equal Opportunity Employer.

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SALES MANAGER - CALIFORNIAIt’s warm and sunny today in Southern California! Riverside/San Bernardino’s All Pro Broadcasting Alt Rock X1039 (KCXX) is looking for an aggressive, high energy sales leader with a proven track record to lead our sales department. Must possess excellent organizational and time management skills along with a “can do” attitude. Candidates must be self motivated, self disciplined, a great communicator and a positive leader. Please contact VP/GM Bill McNulty at: bmcnulty@x1039.com. No calls, please. All Pro Broadcasting is an Equal Opportunity employer.

37 TRANSLATORS IN 13 STATES - $250KOpportunity for savvy industry investor or strategic buyer to purchase entire group of 37 FM Translators from First Ventures Capital Partners, Inc. at well below acquisition and sign-on cost. All licenses are current and most can be economically relocated to nearby markets with ERP’s as high as 250 watts with no transmit antenna height restrictions. Diverse group of mostly smaller markets includes: Arkansas (5), California (1), Colorado (3), Iowa (3), Illinois (2), Indiana (2), Kansas (4), Michigan (1), Missouri (3), Mississippi (5) North Dakota (1), South Dakota (2), Texas (3), Wisconsin (2).

For more information, please call Debra Morrison at (214) 273-6443 or, email: ronald.unkefer@firstventures.com

ACCOUNT EXECUTIVE - THE REBEL & BIG COUNTRY

MEMPHIS AND NORTHERN MISSISSIPPI Immediate opportunity for media sales professional with at least 2-3 years successful sales experience in media or B2B outside sales, a strong work ethic and quality references to prosper and grow with well-funded local broadcast group. The Mid-South’s #1 Country Combo has recently added new stations and signals and now covers the entire market with two distinct country formats: The Rebel “Hit Country” and Big Country “Best from the 70s, 80s and 90s”. Ideal candidate will have solid advertiser relationships and business and/or personal ties to the Mid-South. Must work well independently and will be able to sell creatively without smothering corporate procedures and paperwork. Must be Microsoft office proficient and preferably skilled using Nielsen ratings and information to earn new clients. Winning candidate will be charged with developing new business and

will have protected prospect list.

Initial guarantee, industry-leading commission rates, full benefits including matching 401K. Please send detailed resume with references in confidence and include earnings history to:curt.peterson@953rebel.com. EOE.