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MONDAY, JULY 13, 2015

Nielsen Report—Hard To Beat Hot AC’s Heat. Forget about the competition for 2015’s “Song of the Summer.” The real battle, at least according to Nielsen’s June ratings, is which format can be tabbed as the Sound of the Summer. Heading into the dog days, listeners have made a Hot choice among the contenders. Living up to its name, hot AC last month once again set or tied records for its highest audience share under PPM measurement in all three of the big-tent demos Nielsen tracks in its monthly format trend reports. Among listeners aged 6 and older, hot AC trended 6.7-6.8 from May to June, setting a new all-time format record for 6+ PPM share. That made it radio’s fifth-most popular format in June, which is remarkable for a format that only a few years ago had a fuzzy definition and a significantly lower market share. Since June 2012, hot AC has grown its audience share by more than 17%. Its largest growth has come from younger listeners, up more than 20% since 2012 to a 7.7 in June, equaling the record mark set in February of this year. The beauty of hot AC is how it appeals to all three ten-year age cells within the advertiser-preferred 25-54 demo. That demographic symmetry helped keep hot AC’s 25-54 numbers steady at their all-time high of 7.3 in each of the past three months. Nielsen calls the format “hotter than a bottle rocket on the fourth of July.” With hot AC significantly ahead of last summer’s pace, Nielsen oddsmakers say it is “one of the leading contenders this year for ‘format of the summer.’”

June Survey Sees Country Comeback. Country may not reach the stratospheric ratings levels it hit last summer but it’s been on a hot streak of its own since early spring. That’s positioning the most programmed format in the nation for a shot at reclaiming the summer’s top-format mantle it owned in 2013, based on Nielsen’s latest format trends, released officially today. June marks country’s third-straight month of growth, putting it back at the level it enjoyed in fall 2014. Country’s most recent three-month trend among listeners aged 6+ sees it climbing 7.8-8.0-8.2. And among listeners 18-34, the format has grown 9.0-9.3-9.4 in that period. That’s especially noteworthy in light of the nine-month ratings slide among Millennials country suffered starting in mid-2014. But the biggest growth has come from the format’s traditional 25-54 stronghold, where it tracked 7.6-7.8-8.1. “Based on the fact that country began 2015 at a lower point than the year prior, its steady growth over the past few months also has it squarely in contention for the summer format crown,” Nielsen says in its new report. From Boston to Seattle, many country stations improved their position in the June survey. Both of Boston’s country stations padded their shares. In Seattle, Entercom’s “100.7 The Wolf” improved 4.9-5.6 to notch a second-place finish. Country finished first in Baltimore on iHeartMedia’s WPOC (93.1). The station jumped 8.4-9.4, up from a 7.3 one year ago for its best showing since October 2013. Country hit one out of the park in Charlotte, where Beasley’s WSOC rose 7.4-8.9 to return to first place and nailing down its highest 6+ share under PPM measurement.

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Classic Hits Looks To Turn Format Fight Into a Thriller. Classic hits may be musically centered in the 1970s and early ‘80s, but in mid-2015, it remains very much in the now, positioning itself for another season of hot ratings’ fun in the summertime. “Classic hits is continuing its quiet but steady seasonal rise this month, tracking nearly identical to the results of each of the past two summers,” Nielsen says in a new ratings analysis of the June survey in PPM markets. Building off a strong May performance, the home of Fleetwood Mac, Stevie Wonder and Michael Jackson grew its share with listeners 6+ (5.3-5.4) and 25-54 (4.5-4.7) while remaining flat with the 18-34 audience (3.4). The format set a new PPM record in St. Louis and charged ahead in Detroit, Minneapolis, Seattle and other markets. Classic hits surprised last year, capturing the summer crown on a powerful late summer wave in August. Will it be, as Stevie might sing, be Hotter Than July once again? Like they say—stay tuned. Competition for the format of the summer has been a favorite among ratings handicappers since 2011, when Nielsen predecessor Arbitron first began compiling it. Each year, it tracks the amount of audience growth registered during June, July and August compared to the first five months of the year to declare a winner. A different format has won in each of the past four years (see chart).

Classical Gassed In EMF’s Swift $21.7M FL Sale. American Public Media Group seems to be trying to set a land-speed record with its sale of three classical stations in South Florida to Educational Media Foundation. The controversial, all-cash, $21.7 million deal has been officially filed with the FCC and a local marketing agreement is expected to start early this week. The sale includes WKCP, Miami (89.7); WPBI, West Palm Beach (90.7); WNPS, Fort Myers (88.7); and two translators: W270AD at 101.9 in West Palm Beach and W214BD at 90.7 in Gifford-Vero Beach. Collectively, the stations make up the Classical South Florida network, but the stage is now set for Bach and Brahms to give way to Casting Crowns, MercyMe and other popular contemporary Christian acts after powerhouse EMF takes control of the cash-draining properties via the LMA early this week. The stations have been operating at a deficit for several years, with annual losses ranging from $3 million in 2012 to $1.7 million in 2014. Over the last eight years, APMG has invested close to $30 million building the network, whose programming includes classical music, NPR newsmagazines and BBC content. AMPG is retaining the intellectual property associated with the classical network, its logo and the stations’ large CD library of classical works. Also listed as “excluded assets” in the agreement of sale filed Friday with the FCC are the stations’ studios, which could give hope to classical music fans in South Florida that the concertos will continue online or through some other form of distribution. Even as the classical format still plays, the sale had already provoked considerable industry “agitato.” In the weeks since the CSF board approved the deal on June 25, seven of the 14 board members have resigned, according to the Current. AMPG agreed to the offer without consulting the board after EMF gave a one-day deadline to accept the deal, the story reports. CSF board treasurer Richard Rampell told Current that APMG didn’t give the board any notice to find other buyers. “They’re basically selling it out from under us, and that’s what I find objectionable,” he said.

Senate Passes Emergency Warning Bill. The nation’s public warning infrastructure would be expanded and updated under new legislation that has passed in the Senate. The Integrated Public Alert and Warning System (IPAWS) Modernization Act requires the FCC and FEMA to fine-tune the alerting system on the basis of geographic location and risk, and to make sure the Emergency Alert System (EAS) works across as many devices as possible. Cosponsored by Senators Ron Johnson (R-WI) and Claire McCaskill (D-MO), it also mandates national EAS tests be conducted every three years. While it doesn’t specifically require radio or TV stations to transmit messages in languages other than English, it would require the agencies to come up with a way that ensures people with limited proficiency with the language understand the message. The same requirement applies to reaching the disabled. Companion legislation has been introduced in the House. Trade groups for the broadcasting and wireless industries issued statements applauding the bill’s passage. “As America’s hometown ‘first informers,’ radio and television broadcasters know the crucial need for up-to-the-second information that can keep lives and property safe,” NAB executive VP of communications Dennis Wharton said. “We thank Sens. Johnson and McCaskill for their leadership on this issue and look forward to working with stakeholders to ensure all Americans have access to emergency alerts.” CTIA VP of government affairs Jot Carpenter added, “CTIA greatly appreciates Senator Johnson’s and Senator McCaskill’s willingness to structure their bill in a way that preserves the successful Wireless Emergency Alert system that has been used to notify the public of imminent threats and Amber alerts more than 11,000 times since it went live in 2012.”

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MONDAY, JULY 13, 2015NEWS

MFM Creates New Media-Tailored Credit Reporting Service. Even with due diligence, it’s often difficult for a station and account reps to get a fix on clients that won’t pay their bill. To help mitigate the issue, the Media Financial Management Association (MFM) has created a new credit report that will for the first time shed more light on how an advertiser has dealt with other media outlets. The change moves beyond the reports the association has offered since the 1980s. In the coming months the trade group will begin offering a hybrid product that will merge traditional credit reports from companies such as Experian and D&B with media-specific data collected from the industry. “We’ve always known the best way to predict [conduct] from an advertiser is how they paid others,” MFM president Mary Collins says. “The data exists but there has been no organized reporting of it.” The biggest hurdle has been that when an agency drags out paying or a big local client stiffs a media outlet, that information is typically buried, a situation that grows more pressing with local revenue making up a larger share of billing. “No one wants to irritate the advertiser or agency because they run the risk of losing more business,” Collins says. “The result is very few broadcast or cable companies report to credit bureaus.” Working with a third-party vendor, MFM has set up a system that allows media companies to anonymously separate the deadbeats from clients that never miss a beat—information that will be compiled alongside more readily available facts such as whether a client is paying their Staples credit card or utility bills. So far, Cox Media Group, Schurz Communications and Graham Media Group have signed on, committing seed capital to get the still unnamed product into the marketplace. Collins acknowledges many media companies are already buying credit reports, but their trade association status will allow MFM to offer the product at a lower cost—and with the media-specific data. “This will help you cut your costs and get better data,” she says.

Cole Leaves NAB to Launch Lobbying Firm. Kelly Cole, head of government relations for the National Association of Broadcasters, is leaving the organization August 14 to launch her own lobbying firm. NAB CEO Gordon Smith says the trade group expects to name her successor soon. A member of the NAB’s government relations team for the past nine years, Cole will continue to lobby on behalf of broadcasters—she has signed the NAB as her firm’s first client. Cole appears to be going out on a positive note. “Over nine years, I’ve seen NAB make amazing strides,” she said in a statement. “Our relationships with state associations are at an all-time high, and we have EVPs in every department who work cohesively and collaboratively. NAB is viewed with respect on both sides of the aisle on Capitol Hill, and our government relations team is the strongest it has ever been during my time at NAB.” In a statement, Smith called Cole “a remarkably effective advocate for local broadcasters for the last nine years,” adding that she has nurtured “a talented group of government relations professionals who work every day to ensure that local broadcasting will have a bright future.”

Turtles Look To Push Pause On SiriusXM Settlement With RIAA. The Turtles have asked a California federal court to halt the recording industry’s $210 million settlement with SiriusXM Radio over airplay of recordings made before 1972. Flo & Eddie, the leaders of the ‘60s pop band, say the Recording Industry Association of America settlement with the satellite broadcaster was made without their input after they did the heavy legal lifting in the case that gave a victory for pre-’72 music rights-holders. The settlement with Sony Music, Universal Music, Warner Music and indie ABCKO, made June 17, resolved a suit brought by the labels and gave SiriusXM permission to continue to broadcast the older recordings through the end of 2017. There is no national law that gives pre-’72 sound recording owners a performance right. According to the Hollywood Reporter, the Turtles have demanded an injunction that would stop the satcaster from paying the money and instead require it to be put into an interest-bearing account controlled by the court. Flo & Eddie were the first party to sue SiriusXM over their use of older recordings and their case remains ongoing in New York and California, where it was given class-action status. The duo’s attorney argues the settlement disrupts the class-action process and doesn’t compensate his firm for the legal fees encountered in paving the way for the RIAA settlement. While giving props to the Turtles for their work in the case, an RIAA spokesperson called their application for an injunction “without merit” and said it could force the delay of “long-awaited payments to artists and labels who created iconic music for generations of fans.”

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MONDAY, JULY 13, 2015MUST READ MONDAY

Why Every Salesperson Should Insist on an Inbound Marketing Strategyby Dean Moothart, Director, Client Solutions at LeadG2

The most successful sales and marketing organizations are ones that set their sales teams up for success. They give them the tools and resources they need to get the job done as efficiently and profitably as possible. The best ones actually solicit input from their salespeople, asking what they need in order to be more successful.

If you’re a part of such an organization (and even if you’re not), you should insist that your company design and deploy an inbound marketing strategy. If they ask why, no problem! Here are a dozen reasons you can share:

» Making 10 calls to people who are interested is better than making 100 calls to people who aren’t. And those 10 calls are more likely to turn into buying customers than the 100.

» The buying process has changed. Today, people like to initiate the buying conversation. They do their own research online. And everyone today uses voicemail strategically.

» You can be confident you’re influencing the early stages of the buying process. If you can educate prospects before they enter the consideration stage, you’re ahead of the game.

» Inbound produces business intelligence. Inbound tells you who to call, where they are in the buying process, and what you should talk about.

» There’s nothing better than getting an email that says, “Please call me to discuss. . . .”

» With inbound, you’re a subject matter expert. Not someone viewed as a time-waster.

» Inbound eliminates the “who should I call next?” crapshoot. You know exactly what calls you need to make each day.

» You spend more time selling and less time beating the bushes, looking for new leads.

» Inbound never sleeps. Your content is generating leads 24/7.

» Sales cycles are shorter, and conversion rates are higher.

» Content can be used to nurture leads that “aren’t ready yet.” Valuable content offers give you a reason to follow up.

» You will close more business. And closing business is what it’s all about!

You didn’t get into sales to dial the phone 100+ times per day or to spend hours researching potential target prospects. Inbound marketing can help you do what you love to do, what you’re good at doing, which is guiding a prospect through the buying process and closing the deal.

Want to learn more about how sales and marketing can work together to generate more leads and close more business?

Download The Future of Sales and Marketing >>

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Great ideas and products featured in Must Read Monday come from innovative companies, sponsors and our greatest resource-our readers! If you have a successful product, an idea, or a innovative service to share, email: MRM@insideradio.com.

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MONDAY, JULY 13, 2015CLASSIFIEDS

INSIDE RADIO, Copyright 2015. 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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qual GM/SM - MINNESOTAGM/SM opening for Hubbard radio in northern Minnesota!

Hubbard Broadcasting, Inc. is looking for an energetic, motivated and creative manager to lead our three radio stations in Wadena, MN. As General Manager/Sales Manager you will oversee sales, marketing and operations of the Superstation K-106 KKWS-FM, KWAD-AM and KNSP-AM.

Hubbard Broadcasting recently acquired 16 radio stations in four northern Minnesota markets. The opportunity provides the best of both worlds—small market localism with major market resources.

We can’t wait to hear from you!Send a letter and resume to:

Dan Seeman at dseeman@hbi.com Equal Opportunity Employer.

SALES MANAGER

Tired of the Mega company rat race?

Want to work for a company where your efforts are

appreciated?

Santamaria Broadcasting seeks a Sales Manager for our Minneapolis Stations.

Successful candidates should have a minimum of 5 years radio sales experience and a proven track record of sales success

and leadership.

If you are ready to take on a new challenge where the

rewards will match your efforts send resume to:

interestedinthejob@yahoo.com

An equal opportunity employer.

GENERAL MANAGER - MINNESOTA

1. Masterful at building relationships, and successful, loyal teams.

2. Good at managing all aspects of a broadcasting business including Programming, Sales, Marketing, Engineering, and Business Administration.

3. A demonstrated commitment to personal and staff growth.

4. Five years experience growing a market as an Operations Manager, GSM or GM.

Leighton Broadcasting is looking for a General Manager of our Winona, Minnesota market. We are looking for an ambitious individual to take charge of our new acquisition and take the Winona market to preeminence. Requirements:

5. Knowledge of FCC and other federal, state and local broadcasting regulations.

6. Desire to join a company where you create and manage a budget appropriate for the short, medium and long-term success of the Winona market within Leighton Broadcasting.

7. Desire to build a family, employee-owned company, reporting directly to the owner and Board of Directors.

To apply, send your resume to: jobs@leightonbroadcasting.com. Equal Opportunity Employer

SALES LEADER/MANAGER — ST. AUGUSTINESuccessful cluster looking for a creative, street-smart sales leader/manager to grow our brand new station in St. Augustine, Florida.Flagler Broadcasting’s 5 stations service Daytona - Jacksonville.

We want to know all about you! Send resume and letter to: David@Beach1055.com

Flagler Broadcasting, LLC is an Equal Opportunity Employer