PG 1

800.275.2840

THE MOST TRUSTED NEWS IN RADIO

MORE NEWS»

insideradio.com

NEWS@INSIDERADIO.COM | 800.275.2840

MONDAY, NOVEMBER 9, 2015

Inside Story: Co-op Dollars—Industry’s Great Unused Gain. The amount of co-op dollars available to radio may be bigger than you think. According to an August study by Borrell Associates, $14 billion dollars in co-op marketing money goes unused every year out of a total it projects at $36 billion. Another source close to the co-op business says it may actually be even larger, based on the sheer volume of partner programs available for local promotion and their reliance on dealer adoption. Tim Brennan, VP, Strategic Development for co-op specialist Recas, says his database includes almost 2,100 “formal” co-op programs and another 1,700 brands with negotiable dealer marketing programs. Major companies that offer co-op programs include Michelin, Shell and Exxon, along with Snapper lawn mowers, Hunter Douglas blinds, Allstate insurance, Quaker State motor oil, Pandora jewelry, Wrangler jeans and Trane HVAC systems. But many other medium and small brand names do as well, right down to the paint sold at the local hardware store, according to Brennan. While many offer a 50%-70% reimbursement rate, “There are at least 500 manufacturers that offer 100% reimbursement for advertising,” Brennan says, adding that there are co-op dollars embedded in OEM programs for automotive dealers that would surprise the media ad salesperson, but not the dealer. “You’ll never surprise the car dealer with news that they have co-op available.” Those dollars include accruals for the sale of new and certified pre-owned vehicles, along with separate programs for promotions in the service department. Sticker Price—Brennan sings the praises of Michelin and BF Goodrich’s co-op program, only at InsideRadio.com.

Understanding Co-op Is Key For Profiting. With lots of co-op dollars available in the market, why don’t more radio people try to get them for their clients? “It can be complicated to understand the earnings and procedures involved,” explains Tim Brennan, VP, Strategic Development for co-op specialist Recas. “And when you don’t have any experience working with co-op, there are a lot of details that could disqualify the reimbursement,” he adds. “The business owner gets frustrated because, while they may understand some of the co-op programs available to them, other offerings may go unused, and hundreds or thousands of dollars of possible advertising support are lost by that retailer,” Brennan says. Adds Tony Odachowski, director of interactive media, Greater Media New Jersey, “There are so many dollars but it’s still hard work, especially when you’re dealing with a lot of small and medium businesses. There are thousands of programs out there, but you’ve got to come up with a plan.” Few ad salespeople even ask about available co-op dollars, and don’t know how to help the business owner work through the details. If a retailer is not using a pre-approved script for a commercial, the approval process can take a few days, or suggestions from the retailer may be rejected outright, leading to frustration. Filing affidavits by the correct date for reimbursement can also be cumbersome. Brennan suggests you should “Look around the store and learn what kind of name-brand products are for sale. If it’s a well-known brand name, there’s almost always a co-op program. Have a basic grasp of the details to the co-op program before you get ready to make the pitch.” Breaking New Business—Co-op programs can bring you a new year-round client; see how at InsideRadio.com.

Co-op Advertising Makes Digital Leaps. Like virtually everything on today’s marketing landscape, co-op advertising is seeking its digital share. And a majority of co-op programs now offer reimbursements for digital advertising, including display ads, email programs, streaming audio and digital audience extensions, opening up new paths for radio to monetize

insideradio.com

PG 2 NEWS@INSIDERADIO.COM | 800.275.2840

MONDAY, NOVEMBER 9, 2015NEWS

these assets. That has some broadcasters devoting more efforts to finding digital co-op dollars. “We’ve seen a spike this year,” says Tony Odachowski, director of interactive media, Greater Media New Jersey. “Manufacturers that a year ago were offering only co-op in well-established traditional channels are now offering digital assets and digital co-op.” Among the top categories for attracting digital co-op dollars are automotive, durable goods, hardware and lumber, motorcycles, power equipment, generators and paint & wallpaper. Some accounts, such as Auto Trader, offer a co-op assistance program, complete with trained co-op reps. “Auto was ahead of the curve, they were an inspiration for us to tap into this huge digital potential,” Odachowski says. But with digital knowledge sometimes limited among the small and medium-size businesses most likely to use co-op dollars, education and awareness are key, broadcasters say. Station account reps need to provide advice and “hand-holding.” “The SMBs are intimidated because there are so many digital channels and options out there for them that they find it to be complicated,” Odachowski says. “That’s where it falls back on us, not only to let them know there is digital co-op available but to walk them through it.” Co-op Methods—Greater Media New Jersey uses case studies to help explain co-op on sales calls. Go to InsideRadio.com.

Bubba May Look To Settle In Nielsen Claim. Are Nielsen and Bubba The Love Sponge Clem heading for an out-of-court settlement in the measurement giant’s $1 million lawsuit against the syndicated morning man? Judge James Whittemore on Thursday granted Clem’s attorneys an extension to file their response to Nielsen’s suit. The suit accuses the host of fraud, conspiracy to defraud and a host of other violations for attempting to influence the listening behavior of a PPM panelist. In requesting an extension, Bubba’s lawyers told the judge that most of their time since being hired by the host for the case “has been devoted to communications with Plaintiff’s counsel concerning the possibility of an early resolution of the case. Those discussions are ongoing.” Although the lawyers say they’ve made progress toward “identifying possible affirmative defenses and counterclaims and the like” they need until November 13 to prepare and file either an answer to the complaint or a motion under Federal Rules Of Civil Procedure. Nielsen’s attorneys agreed to the extension and the judge signed off on it. For Clem, who is no stranger to courtroom actions, settling would avert another costly legal battle. Besides, his defense team would likely face an uphill battle in court after the host publicly admitted to attempting to influence a ratings panelist during a press conference. What’s more, Nielsen’s possession of incriminating text messages sent by the host to the panelist would further complicate the defense’s case. For Nielsen, the decision of whether to settle or proceed may hinge on whether it feels it has made a big enough example out of Bubba to send a loud message to personalities and programmers that it means business when it comes to ratings tampering activities.

40-Year Indy Radio Host, Activist Amos Brown Has Died. Amos Brown, a revered Indianapolis radio host and community activist for four decades, died Friday of an apparent heart attack. He was 64. The two-time NAB Marconi Awards finalist and a member of Indiana’s Broadcasters Hall of Fame hosted “Afternoons With Amos” on Radio One gospel “The Light” WTLC (1310) where he worked since 1975. A profile on ABC affiliate WRTV-TV, Indianapolis described Brown as an “a radio warrior…. a champion for equal rights, an advocate for education and as someone who asked leaders tough questions.” “A city is identified and driven by the depth and passion of our leader’s civic commitment. Amos Brown was large

»» Salem Communications reports third quarter financial results (Monday)»» House Judiciary Committee hosts copyright review roundtable discussions in Santa Clara and

Los Angeles (Mon & Tues)»» Wells Fargo Securities Technology, Media and Telecom Conference (Tues-Thurs) (Details)»» NAB’s Content & Communications World (CCW), featuring SATCON, Javits Convention

Center, New York (Wed-Thurs) (Details)

insideradio.com

PG 3 NEWS@INSIDERADIO.COM | 800.275.2840

MONDAY, NOVEMBER 9, 2015NEWS

among them,” Chuck Williams, Radio One Indianapolis VP/GM, said in a statement. “During Amos’s entire life he exemplified true passion and caring for the City of Indianapolis and definitively for the community he loved to serve.” Indiana Gov. Mike Pence called Brown “a legend” and a “champion” who “dedicated his life’s work to amplifying the voice of the Indianapolis community.” Senator Joe Donnelly (D-IN) called Brown “a once-in-a-generation community leader and a tireless advocate.”

WRKO’s Armstrong Looked At For Securities Violation. Financial radio host Barry Armstrong, whose weekday 9am-11am “The Financial Exchange” is brokered on Entercom talker WRKO (680) has attracted the scrutiny of the law due to some of his on-air practices. Armstrong, owner of a financial planning services company, is being investigated by Massachusetts secretary of state William Galvin for promoting his products in a potential violation of state securities. On his two-hour show, Armstrong “delves into the day’s business news, offers financial tips and interviews journalists,” according to The Boston Globe, which reported the investigation, as well as a case this past May against former CBS Radio “NewsRadio 1030” WBZ host Charles “Chuck” Nilosek. The latter admitted breaking the law and paid the state $50,000 to settle the case. He was dropped by CBS. Armstrong, meanwhile, denies any wrongdoing, but the state isn’t convinced. Brian McNiff, a spokesman for Galvin’s office, tells the Globe, “If they’re doing the things we allege, these are violations of the securities law.” The civil complaint alleges that Armstrong ran deceptive commercials during the WRKO show, promising callers information about Alzheimer’s warning signs and how they can protect their assets. That was followed by a phone call from marketers hired to pitch Armstrong’s financial planning services, the Globe reports. Galvin’s filing says, “Armstrong pulled a ‘bait and switch,’ falsely advertising one service to obtain contact information and switching it out for another—financial services.” Armstrong counters that none of the listeners asking for information became his clients. He faces penalties of up to $25,000. Entercom reacts—Boston market manager Phil Zachary talks about standing behind Armstrong; go to InsideRadio.com.

Nothing Neutral About Car Audio’s AM/FM Numbers. A new report from Cumulus Media & Westwood One suggests the ever-evolving topic of how Americans listen to audio in the car continues to retain one constant—radio remains a paramount fixture in the dashboard of the future. “The State of American In-Car Audio” features new data from Edison Research’s just-released Q3 2015 “Share of Ear” study, revealing that the “big three” audio platforms persist: Despite emerging audio sources, 97% of in-car listening comes from AM/FM radio, SiriusXM and personal music collections. Pierre Bouvard, chief marketing officer of Westwood One & Cumulus, delivered the new info last week at “DASH 3.0 Radio & The Connected Car: A Survival Guide For Radio Broadcasters” in Detroit. He notes, “Audio and radio are part of our life from the moment we get up and accompany Americans throughout the day. Americans listen to 74 minutes of audio daily in the car,” with 72% of this time, or 53 minutes, devoted to AM/FM radio, according to the report. “AM/FM radio is truly America’s No. 1 mobile mass reach medium.” The report also found that nearly one-third of all audio is consumed in the car.

— Get more news, people moves and insider extras @ www.insideradio.com. —

insideradio.com

PG 4 NEWS@INSIDERADIO.COM | 800.275.2840

MONDAY, NOVEMBER 9, 2015MUST READ MONDAY

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.

Events provide an opportunity for radio stations and advertisers to interact and engage with fans in person and online. However, the digital aspects of an event often get neglected; not to mention that it’s difficult to create good digital content with the chaos of a crowd. If you don’t already have a social media strategy for your events — Here are 5 reasons why you should!

WHY YOU NEED A SOCIAL MEDIA STRATEGY FOR YOUR EVENTS...

Events create a targeted and engaged

audience that is easy to access online.

According to Harvard University, 40%

of users will increase purchases from

an advertiser due to the influence of

their friends on social media. You can

create social media brand advocates

at events.

With a social media strategy and activation team to execute it, your event will have a larger reach. You will also get a boost with your online

engagement.

Interactive event promotions can turn a one-time

interaction into a lasting connection via social media.

Sponsors are more likely to jump

onboard when they can measure the

impact of an event. Social media is easy

to measure and will give your sponsors

a return on their investment.

If your company would benefit from effective interactive event promotions, take a look at

Snapifeye. Snapifeye has worked with radio stations across the country to amplify events

and increase digital revenue. Learn more at Snapifeye.com >>

1 2 3

54

WATCH VIDEO

insideradio.com

PG 5 NEWS@INSIDERADIO.COM | 800.275.2840

MONDAY, NOVEMBER 9, 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.

MORE OPPORTUNITIES @ INSIDERADIO.COM >>

GENERAL SALES MANAGER — ILLINOIS

Peoria, IL is a great community offering a wonderful quality of life. Advanced Media Partners, LLC is the only locally owned and operated media outlet in the market, and we are seeking a dynamic leader for our sales team representing our four station cluster. If you’re tired of looking over your shoulder wondering about corporate’s next round of cost cutting, and if you really want to make a difference in the community in which you live, this may be the opportunity you’re looking for. We are a broadcasting company owned by broadcasters. Management experience within the radio industry required. Teach, train, coach, and lead — if you have the tools, we want to talk to you. Compensation based on experience, track record, and skill set.

Apply to: employment@ampillinois.com

with cover letter and resume.

All inquiries held in confidence. Advanced Media Partners, LLC is an equal opportunity employer.

NATIONAL ACCOUNT EXECUTIVESalem Media Representatives is expanding and looking for proven media sales professionals. Each day, Salem Media Representatives’ National Account Executives work to find advertising clients for our partner radio stations, the Salem Radio Network and our online and print publications. We represent several of the largest radio talk shows and Christian music stations and programs in the country. Our National Account Executives work with CEOs, Chief Marketing Officers, Ad Agency Account Executives, Media Directors and Media Buyers to understand client marketing objectives and develop successful multi-media advertising campaigns. Salem Media Representatives National Account Executives work in a competitive, yet positive, fast-paced environment.

Salem Media Representatives National Account Executive applicants should possess at least three years of successful radio and/or advertising sales experience and demonstrate a proven track record of new business development and building executive-level relationships. Applicants must possess impeccable integrity, solid computer skills, outstanding oral and written communication skills as well as strong presentation and negotiation skills. While most days SMR National Account Executives spend their day on the phone and online with clients, occasional travel may be necessary.

Our National Account Executives are the most talented and hardest working sales professionals in the industry, so we offer a generous commission and bonus-based package as well as generous benefits package. Email your cover letter and resume to: sales@salemreps.com

Salem Media Representatives is an Equal Opportunity Employer.Salem Media Representatives is a division of Salem Media Group (NASDAQ: SALM) headquartered in Camarillo, California. Salem Media Group is America’s leading radio broadcaster, Internet content provider, and magazine and book publisher targeting audiences interested in Christian and family-themed content and conservative values.

qual LAKE TAHOE/RENO MARKET MANAGERWe’re looking for a successful DOS or sales manager who has specialized in direct business and NTR and wants to move up to a GM position. Lake Tahoe/Reno is a great family market with wonderful lifestyle options. Reno Media Group is the area’s #1 radio group, owned by a smaller, stable company that respects employees while demanding excellence.

If you’re tired of large corporate radio and are ready for your next

challenge, please send your resume in confidence to:

hr@renomediagroup.com Equal opportunity employer