What You Learn In College Can Go A Long Way

I remember many years ago sitting in a college economics class. The professor explained that one of the most important things about going to college was the experience. You learn how to think and become more worldly and your able to be thrust into any situation and hold your own.

At twenty years old I didn't quite grasp the concept entirely. It was not until I was out in the work force and into my sales career that his thoughts crystallized with me and started to make sense.

The RAB posted a sales tip from business author/consultant Jonathan Farrington in their "Radio Sales Today" email. It's titled "You Have to Sell Yourself". I think this is what my college professor was talking about.

Today, I get it!!!

"Just as you are selling to people, you must also remember that you are not only selling and representing a product or service, but you are in effect selling yourself.

When beginning a sales relationship, it is important to remember a few key aspects to representing yourself well. First, be interesting. If potential customers are bored by you, they have less of a chance of being enthralled by any product or service you are representing.

Develop intellect. Of course, you are an intelligent person, but can you converse in an intelligent manner? Can you discuss related subjects with thoughtfulness and hold your clients' interest?

Never be arrogant -- never talk up or down to your potential clients. It's rude and will serve only to alienate them. Respect the buyer, and they will respect you.

Along the same lines, develop your empathy levels. If you can relate to your customers' situations authentically, it helps to build rapport.

Finally, control your ego levels. A good salesperson is patient and respectful, not an egomaniac."

In sales, you have to be confident yet humble, knowledgable, inquisitive and carry yourself well. I can't help but think that my economics professor was right!

Empty Seats, Premium Inventory and A Missed Opportunity

I read today that NBC Universal has hit the jackpot with their Summer Olympic coverage. the ratings are huge and they have generated over $1 billion in advertising. Just in the last week they have added an additional $10 million dollars to their coffers because they held back inventory in anticipation of big ratings and additional demand for TV ads.

This is in stark contrast to all the empty seats you see at the venues when you watch the events on television. I read that the Beijing Olympic Organizing Committee is actually busing in volunteers to fill the seats so the events don't look so empty.

Allegedly, all of the events are sold out and the majority of tickets go to corporate sponsors who don't use them for the preliminary events.

It just strikes me as odd that NBC is breaking ratings and revenue records, yet the seats are empty for a world class event that only happens every four years.

I don't get it! If in fact the corporate sponsors have extra tickets, I think they missed an OLYMPIC size opportunity. They should have given the tickets to the locals or the tourists who traveled to China and did not have tickets to the events. All this would do is create good will for their brand. What could be so bad about that?

I can remember many times at the radio station when we have had extra tickets to a concert or sporting event at the last minute. We would always make sure that the tickets got used. We also made sure that the people who we gave the tickets to new they were from the radio station. It's just good PR!

Be The Watchmaker

Both Fran and I come from a family of sellers. Fran's dad was was in the printing and office supply business in the garment center in New York. My father was in the greeting card, gift and party supply business in Chicago. I really believe that selling is in both of our bloods.

One thing that both my father and my father in law had in common was that they were both good story tellers. For many years I have affectionately called my father the "Watchmaker" because when you ask him a question you don't get an answer you get a story. You know the old saying, "If you ask him what time it is, he tells you how to make the watch." Thus, the "Watchmaker" moniker.

In retrospect, I see how my fathers "watchmaking" abilities made him successful in sales and business. My brother tells me that I have the gene and am carrying on the family tradition (I don't think he meant it as a compliment) and I have a bit of the "Watchmaker" in me. The truth is, as I get older, he is right.

I don't profess to be a great seller or a even a great story teller. Although, I do feel that a great story that is relevant to the presentation engages people, they remember you and it sets you apart from the pack. You stand out!

Paul Anovick recently highlighted former KOOL Radio, Phoenix General Manager and author, Brian Bielers's new book the Sales Operator. Paul's Blog entry is "We're Wired For Stories: Telling and Selling" Paul and Brian did a great job articulating the concept of telling stories and how it relates to sales. Paul goes on to say that....

"If you want to sell more, tell more tales. A good sales story stimulates the mind and engages people to conversation. If you are selling and people are not tuned to what you are saying, it's almost impossible to move them to action. Executives and world-class sellers tell stories to get people involved."

I'm reminded of a favorite quote from Michael Eisner. former head of Disney about story telling....

“At a certain level, what we do at Disney is very simple. We set our goals, inevitably fall short, try to learn from our mistakes, and hope that our success will continue to out number our failures. Above all we tell stories, in hope that they will entertain, inform and engage.”

Great story tellers are great sellers and leaders.... Be the Watchmaker!!

Are you a watchmaker or do you know any?

Read Paul's Blog here:

Brian Bieler, author of The Sales Operator, visit Brian’s website at www.brianbieler.com.

I Downgraded! ... Save Money on Gas

Over the weekend I Downgraded! I downgraded from a six-cylinder Infiniti to a four-cylinder Honda. I could not be happier. It is a great car that is very fuel efficient. Hopefully, I will get around thirty miles per gallon on average as opposed to the twenty (which is not bad) that I get on my Infiniti.

Evidently, I'm not the only one making the switch. J.D. Power reports that the auto market is shifting and that "smaller rides", four-cylinder vehicles had one of their strongest months on record during June.

Conversely, "In contrast, sales of eight-cylinder vehicles dropped industry-wide to just 13 percent in June, driven in part by a shift to six cylinder powertrains in the large sedan market," the report noted.

Read about it here:

Cars with poor gas mileage are having a huge impact on media sellers. With gas prices well over four dollars per gallon, the cost of doing business is increasing exponentially. More fuel efficient cars are the way to go.

Although, not everyone is in a position to buy a car right now. Here's a tip to save on gas.

Tip: Sellers need to be smarter about the way that they plan their day and week.

Sellers should divide the market into four quadrants (North, South, East and West). Each day they should focus on one quadrant and see clients and prospects in that area. For example, on Monday they should focus on the West side of town and Tuesday they should be on the North Side etc. This will eliminate huge drive-times between appointments and eliminate the need to drive back and forth across town wasting time and money on gas.

I'm reminded of the Five P's of selling that my friend Bruce Olson the National Sales Manager at Sandusky Radio in Phoenix always used to talk about.

"Poor Planing Promotes Poor Performance"

In today's economy, poor planning costs you MONEY in more ways than one!

UPDATE 7/21/08: I just filled up for the first time (regular not premium) and I'm getting 28 miles per gallon. Very Excited!!!

More Secrets to Selling.....

Harvey Mackay once again served up another list of powerful attributes that contribute to making us all extraordinary sellers. Here's another list to print up and display prominently. Look at it and practice them daily....they work!


The secrets of selling:
Believing something and convincing others
(reprinted with permission; harveymackay.com)

I've been a salesman my entire life, so I've learned a lot of sales secrets over the years. It's rare to be an entrepreneur or a CEO without being a salesperson. I'm often asked for my "sales secrets." I have plenty to share, but they're hardly secrets. Success follows lots of hard work.

Here is my list of secrets that every salesperson can benefit from.

• It's not how much it's worth; it's how much people think it's worth. Marketing is neither the art of selling nor the simple business of convincing someone to buy. It is the art of creating conditions by which the buyer convinces himself. And nothing is more convincing than hard evidence that others want the same thing.
• Knowing something about your customer is just as important as knowing everything about your product. If you're a regular reader of my books and columns, you know about the Mackay 66 Customer Profile. Knowing your customers means knowing what they really want. Maybe it's your product, but maybe it's something else too—recognition, respect, reliability, service or friendship.
• You are not important. Our challenge, whether we are salespeople or negotiators or managers or entrepreneurs, is to make others see the advantage to themselves in responding to our proposal. Understanding our subjects' personalities is vital. Let them shine. Our own personalities are subordinate.
• Your reputation is your greatest asset. While you, yourself, are not important, your reputation is. It's not product, price or service. Everything flows from your reputation—customer loyalty, referrals and more.
• Apply the law of large numbers. Position yourself as Number Two to every prospect on your list, and keep adding to that list. I can promise you that if your list is long enough, there are going to be Number Ones that fail to perform, retire or die or lose their territories for many reasons. What I can't tell you is which ones. If you're standing second in line, in enough lines, sooner or later you're going to move up to Number One.
• Short notes yield long results. I'm amazed by how many salespeople don't write thank you notes. It's all a matter of personal recognition and courtesy, just as important as remembering names and taking a personal interest in people. And it's not just for sales.
• Keep your eye on your time, not on your watch. A salesperson really has nothing to sell but her time. Her product exists independently of anything she adds to it. Her personality will win her or lose her accounts initially, but if she isn't around to provide service and be accessible to customers, she'll lose those accounts.
• Position yourself as a consultant. The mark of a good salesperson is that his customer doesn't regard him as a salesperson at all, but a trusted and indispensable adviser, an auxiliary employee who, fortunately, is on someone else's payroll.
• Believe in yourself, even when no one else does. Who says you're not tougher, smarter, better, harder working, more able than your competition? It doesn't matter if they say you can't do it. The only thing that matters is if you say it.
• If you don't have a destination, you'll never get there. Everybody and every business needs a set of basic goals and beliefs, but most of us are seat-of-the-pants, one-day-at-a-time operators. Our goals are fuzzy and our plans for achieving them non-existent. Goals don't have to be elaborate either, just realistic.
• Practice positive visualization. I have found this to be one of the most powerful means of achieving personal goals. It's what an athlete does when he comes on to the field to kick a winning field goal with three seconds on the clock and 60,000 screaming fans and millions more watching on TV. Great athletes and businesspeople have the ability to visualize themselves in successful situations.
• Ask for the order. It's amazing what you don't get when you don't ask. An insurance agent whom he had known for many years, once asked the famous automobile pioneer Henry Ford why he never got any of Ford's business. "You never asked me," Ford replied.

Mackay's Moral: Tell me, and I will forget; show me, and I may remember; but involve me, and I'll understand.

Sales Tip From Eleanor Roosevelt

From today's Justsell.com comes a quote from Eleanor Roosevelt that goes hand in hand with my post from Wednesday, June 25, "The Closer to Number One, The Closer We Are to The Money".

"Never let anyone tell you no who doesn't have the power to say yes."

Eleanor Roosevelt (1884–1962)
U.N. diplomat, humanitarian, U.S. first lady

The Closer to Number One, The Closer We Are to The Money

Sales trainer, author and Phoenix broadcast veteran Jim Taszarek has an interesting perspective on how to maintain and grow radio revenues in a tough economy.

Here is what he had to say in his recent "Quota Busters" Newsletter.

"We’re just paying the price of a few fat years. When times are good we fall back into the delusion that the big money is Agency. We’re repeating history of "There are no Ups - Up." My darlings, when will we learn? Avail money is the Easy, and as we’re again seeing, very Temporary Money.

The BIG money is in Local Direct. The more Face-to-Face selling we do with decisions makers, the more we’ll sell. It's more often billing that sticks to the wall. The more we work through an intermediary or a third party, the less control we have – and when times turn, even a little, we get whacked. This applies to 90% of the businesses in the world.

Buyers and Agencies don’t create budgets. Some other guy determines that, and THAT'S where we should be spending our energy. The further we are from the top - the further we are from significant and manageable billing. The closer to Number One, the closer we are to the money. Simple".

Jim is 100% correct. In order to succeed in sales, especially in this business climate, sellers need to get back to the basics, work smart, present great ideas and most importantly get face-to-face with the #1 decision makers.

You can subscribe to Jim's "Quota Busters" News Letter here.

Go Teach!

Yesterday we attended our oldest daughters "moving up ceremony". She completed middle school and is moving up to high school in the fall. Needless to say, we were very proud of her for this accomplishment.

We heard from the principal, the principal of the high school they will be attending next year, the student body president and a few others. We also heard from their social studies teacher Mr. Mueller who gave the key note speech.

I don't know to much about him. I know that he teaches social studies to thirteen year olds. He's in his early 50's I suspect and he is very lawyerly looking. No surprise, because in a past life he was an attorney.

Most importantly, I know that my daughter adores him. This is huge coming from her. She also likes social studies and has studied hard this semester to get good grades, all because of Mr. Mueller. Mr. Mueller is larger than life to these kids. He kept them engaged and communicated to them on a level that they understood. In return, his students were like sponges and soaked it all in. I realized that there was something special about Mr. Mueller when he was introduced and he stepped up to the podium. The students went crazy, "rock star" crazy with applause.

Through the years, I have had the good fortune of seeing some great speakers and motivators. I have seen Zig Ziggler, Tony Robbins, Bill Clinton, Rudy Guiliani, Colan Powell, Dick Vitale, Mike Ditka. In sales and radio I've seen Brian Tracy, Les Brown, Tom Hopkins, Jim Tazarak, Paul Weyland and many others. I drop these names, not to impress you, but only as a point of reference.

With that said, Mr. James "Jim" Mueller gave one of the most inspirational and powerful speeches I have ever heard. This speech, "Go Teach" was directed to his students but the message resonated throughout the auditorium with the parents as well.

As I was listening to Mr. Mueller speak, I had two thoughts. First, I hope the kids get it and realize what a gift it was to hear such a heartfelt and extraordinary message from someone who is passionate about them and truly cares. Second, I wish all of our associates at the radio station could be there to hear this message!

When we got home last night, I felt compelled to send Mr. Mueller a note complimenting him on his speech and also asking him If I could share his speech with our team and post it here. He was most gracious and has allowed me to share it.

Year End Graduation Speech 2008

Go Teach

May 27th, 2008

By:

Mr. James Mueller
Social Studies Teacher
Cocopah Middle School
Scottsdale, Arizona

Good evening.

Thanks to all of you, but most particularly the class of 2008.

My theme for tonight - GO TEACH! Or is it GO Teach? Or GOOO Teach!

Well, I have some good news and some bad news. The bad news is that you haven’t escaped my lectures just yet – the good news is I am not going to try to RAP it for you! Well maybe I could try -

It’s time to be rappin’ so take off your cap an’
Relax in your seat and get off of yo’ feet!
Time to throw down some rhymes ‘bout all our good times.

You know, that’s just not working for me! Some things just don’t rap well.

So let’s talk about teaching. So you’re thinking you don’t want to be a teacher. I asked my classes this year if they would consider teaching as a career, and almost no one raised a hand. They looked at me like – “Yo, dude, you have got to be kidding.”

You know, it’s funny, when I was your age it was all I could imagine doing. I thought it would be so cool to be a teacher and basketball coach. -- By the way, it is.

It’s funny, every year students and parents ask me, “What made a lawyer with a perfectly good career walk away from it and decide to ‘go teach.’” Tonight, I thought I would try to give you a partial answer that question. Answer #1: I obviously, I will never make it as a rapper. Answer #2: As you know, the pay is uninspiring, so it must be something else. Well, the answer is right here in front of me. The answer is you. Terrific kids who are willing to learn (and teach) bring me back year after year. Homeroom! 4th Period! 7th period! And even the ever challenging 6th and 3rd periods. Wow. Terrific classes all. Yes, I’ll be back.

Ah – you are still thinking, “No way I’m going to become a teacher Mr. Mueller,” Well, let me have you rethink that. Tonight, my recommendation to you is still, to well, go teach!

Let me clarify that though. I am not asking you to take up teaching as a way to make a living, I’m asking instead that you to take it up as a way of living. Let me explain.

I want you to think of teaching differently. To view it something you do every day, not just for me, but also for you. Not as a profession, but as a way of life.
Most of you say you don’t want to be teachers. I understand that, but heck, I have some news for you; you already are.

We teach each other every day. You don’t have to teach for a living, but you do have to teach to have a life worth living. When you think about it, teaching really isn’t optional. Life simply gets better when we share knowledge.

So, now that you understand what I am talking about, I say, go teach.
Teach each other to believe in yourselves – it is one of the keys to success.
Teach each other the value of being good people. Remember Edmund Burke’s words, “The only thing necessary for the triumph of evil is for good men to do nothing.” Yes, girls, that applies to you too.

Teach each other by contributing your ideas and fostering a love for learning.
Teach one another that true friends allow you to be yourself. But don’t forget, teaching isn’t always telling friends or others what they want to hear; sometimes it’s telling them what they need to hear.

Oh, and by the way, teach each other that being over 50 is NOT old!

You know, I see exceptional talent among you so I say teach and encourage each other to use those talents wisely and well. I see brilliant students among you capable of leadership – so I say, teach each other to step forward and lead to solve the problems of the future. Teach each other to forgive. Teach each other decency. Teach each other the value of caring.

My dad was a wonderfully optimistic guy. It was his nature. One of the best lessons he taught me was, “put the best construction on everything.” I can still hear him say those words. By that, he meant assume a positive intent in the actions of those around you. He meant, be confident that people who criticize you mean well – especially parents and teachers. Yelling is a good thing! It means we still care. As I said last year, consider it a loud hug.

He meant – being negative drags you down. Being positive pulls you (and those around you), up. He meant – assume the best. So I say again; go teach. Teach each other as he taught me, to assume the best.

Teach each other to lift one another up.
Teach each other to build a positive culture in high school.
Teach each other to treat one another with respect – and tolerance – it makes you all better.

In the Locke vs. Hobbes debates in my classes this year most of you figured out that I most assuredly come down on the side of Locke. I believe in the goodness of people. Our country is founded on that principle. So, teach each other that being good is good for yourselves and one another.

As it happens, Ryker Eley taught me this year that the great basketball coach John Wooden believed that winners make the most mistakes. Mistakes come from doing, but so does success. So teach each other not to be afraid of making mistakes, and that making mistakes makes you better and stronger. And, remember of course that Ryker also taught us all about the value of courage and resiliency this year. Don’t forget his example.

Teaching may well be our door to immortality. When the people we teach carry the lessons forward that we taught them, we live on. My dad passed away seventeen years ago, but his philosophy of life lives in me and is here to be shared with you tonight. And, of course, don’t forget Vern Smith who taught many of us important lessons that live on through us tonight.

So I say, from all of us teachers, to all of you – go teach. And keep teaching, whether as a student, teacher, parent, or in any other setting or career. And keep teaching.

I want you to know that you sure taught me a lot this year. And that is absolutely one of the best things about being a teacher. I’ve learned from you. And maybe when you learn to love it as I do, you’ll consider teaching for life and for a living. And then, when you’re over 50, you can teach others that you are not old!!

You are an amazing and talented group of students.
I marvel at your promise. Congratulations.
Thank you, God bless you – teachers all.

Thank You Mr. Mueller!

Just Hanging Out Today

A while back I wrote about the great customer service that Fry's Electronics has. I was back there today and it was even better. Going to Fry's for me is like going to Scottsdale Fashion Square for Fran and the girls. I spent more than two hours there today. I walked up and down almost every aisle and saw all kinds of cool gadgets and toys.

I just can't get over how customer focussed this store is. I don't know what kind of training program they put there team through, but I sure would like to get my hands on a copy of their training manual and be a fly on the wall during one of their staff meetings. Everyone is friendly, knowledgeable and always asks if they can do more for you. I have no idea how Fry's does. This would be a good question for my friend Howard Lindzon to answer. I would have to believe that they do quite well.

Since I was out in Tempe getting my fill of testosterone at Fry's, it was only fitting that I stop by Ted's Hot Dog's for lunch. Once again, a place I can't get the girls to go with me to.

You would have thought that they were giving something away there today. The line was to the door. As I walked in I almost turned around and left, when I over heard the women next to me tell someone on the phone that it smelled so good she couldn't turn around and leave. I looked at here and said I could not help but overhear her conversation and I agreed.

I waited in line for almost fifteen minutes and ordered a foot long hot dog and bratwurst with relish, mustard, onions and tomatoes and no bun (trying to lose a little weight).

For those of you who don't know, Ted's is an institution in Buffalo, NY. It is a Family business and Spiro Ted's son moved out here many years ago to open this location. Spiro's son now runs the company from Buffalo.

Like a successful radio station Ted's is focussed. Everything is home made and made to order. Their menu is not deep, but what they have is the best. They have the best hot dogs, brats and burgers. Home made fries, onion rings and shakes are part of the menu too.

In radio terms, the Power records are the Hot dogs and burgers, the re-currents are fries, rings and shakes. The DJ's are the servers cooking over an open flame and then garnishing your sandwich. They are always friendly and are skilled at making your sandwich right in front of you. Just as in any good radio station, it always tastes good and you want to come back for more!

Even though I'm a Chicago hot dog guy, Ted's is #1 in my book!

Norm Lives on Through The People He Touched

Last week the valley broadcasting community lost a good friend and great advocate. Norm Ginsburg passed away at 83.

Fran and I met Norm nearly twenty years ago when he retired from CBS and moved to Arizona and taught at ASU. By then Fran and I had both graduated and were in the work force. Norm was teaching sales and marketing at ASU.

He was a unique professor. He had real-world experience yet he realized that the best way for the students to learn about the ever evolving broadcasting business was to bring in guest speakers from each industry to speak with his students about what it was really like out there in the real world. Norm really cared about his students and wanted them to know how it really was and what the factors for success were.

Fran, myself, many of our friends, associates and competitors made the annual pilgrimage to Tempe to speak in Norm's class. As a gesture of Norm's appreciation, there was always a buffet lunch at the Tempe Mission Palms after the lecture.

It was during those lunches, that I went back to school. You see, just as the students were learning from all of the professionals that spoke in class, I was learning from Norm. His wisdom and story's were always interesting and insightful.

On a more personal note, Fran and I along with our girls were fortunate to have Norm in our lives. Norm and Connie joined us for many holidays and celebrations. They had become part of our family.

The Cronkite school has a nice biography on Norm. Read it here ==>

After the memorial service, in true broadcasting fashion Jack Ginsberg, Norm's son invited everyone next door to Julio G's to have a drink in Norm's honor. I can't help but think that Norm was looking over and enjoying the fact that his family, friends, colleagues, broadcasters and students were all together not just celebrating his life, but talking about the business.

My friend Ed Olsen gave a fitting tribute to Norm at the service and he spoke about what Norm meant to him. The reality is, that Ed's words articulated the essence of Norm Ginsburg and what he meant to all of us.

Date: April 11, 2008
By: Ed Olsen

It is humbling to stand before such a distinguished group. I am honored to be able to share my thoughts on this day of remembrance. I most certainly want to thank each and every one of you for taking time to say goodbye to our friend and colleague…Norm Ginsburg.

In the many years that I knew Norm he never once took credit for the many lives he changed or the impact he had on the advertising industry in this market and beyond. He understood the role of an educator and many of us were blessed to have received his tutelage. Our seemingly unlikely friendship was really not the least bit odd…you see like many of you…when we were together Norm would speak…and I…would learn.

16 years ago Norm Ginburg ambled into my life with an awkward gait, the largest binder I had ever seen tucked under his sleeve and armed with his indelible look of determination. I purposefully sat in the back as I had no interest in the subject…there was no way I was going to “sell” anything…which actually did ring true in 3rd quarter 2007.

Norm’s stories (a few of which I heard more than once) his guidance, his passion for the business, peppered with a virtual who’s who of guest speakers (some of which are here today) made the class tolerable…then mildly interesting…and at the end…absolutely fascinating. I can remember one day near the end of the semester…Norm and I were talking about my future…he asked if I had a picture of my wife in my wallet. I produced one and after looking at it for an almost uncomfortable amount of time…Norm deadpanned…you better get into sales if you expect to keep her.

Norm taught us that selling advertising wasn’t about being slick or disingenuous. It was about being a good listener, dressing and acting professional, creating relationships and HAVING FUN…This is what I learned from Norm Ginsburg.

After graduation I was afforded a sales job the Greater Phoenix Interconnect…which became CableRep and is now Cox Media. Shortly after I began selling Norm invited me to lunch and asked me to bring a presentation. He wanted me to give him the presentation as practice in order for me to improve my sales skills. Nervously I brought a presentation I was giving to a prospective client later that day. As I started to go through it Norm reached over and took the binder away from me. He then looked at me and said “go on....” I fumbled through all I could remember…when I finished he looked at me with his steely eyes and said….”if you don’t know it by heart then you don’t know it…if you don’t know it…you can’t sell it.

Norm and I spoke and met often over the years. He was a cherished friend. I was so very fortunate for having him be a significant part of my life. When it became evident that he was nearing his end…he made it a point to make sure and tell me how special each and everyone of you are.

I’m not sure why God calls our loved ones home. I can do without this pain…this great sense of loss. Maybe God is trying to remind us that we should keep our lives in proper perspective, treat people right, nurture our friendships, cherish our loved ones, and invest in ourselves and into our families.

I will remember Norm through our deep and long conversations. His ever so insightful guidance…his ever so relative stories….and the sparkle in his eyes when he was about to deadpan one of his clever quips.

Rest easy Norm…your work here is done…thanks…from all of us….thanks….we’ll see you in heaven.

Radio, Music and My Blackberry!

Radio, Music and my Blackberry are three of my favorite things.

Today, I discovered a new software application that combines all three called Radio Companion. It works on the Blackberry Smartphone platform and allows you to monitor airplay from more than 2,700 terrestrial radio stations across the U.S. Users can see what is playing right now on any of their favorite radio stations with just a few quick clicks on their phone. They can then select the music track to have its details sent instantly to their email account, with a direct link to click-through and purchase the song online.

Not only is this free service great for consumers, but it is also very practical for radio pros too. You can set up a panel of up to ten stations by format, city, cluster etc. and instantly see what is being plyed (music and ads).

Radio Companion is easy to download and setup. I did it in less than five minutes. Every audiophile, Music Director, Program Director, Sales Manager and even DJ's and sellers should download this program to their Blackberry. It will give you a competitive edge because you instantly know what your competitors are doing wherever you are.

This is just another application that will keep me addicted to my Blackberry.

The application is a joint venture between Mediaguide and Nobex Technologies.

To learn more about Radio Companion and download the software, click here.

The Long Term Value of a Customer

Through the Social/business networking sight LinkedIn, I recently reconnected with Paul Anovick. Paul is a consultant/trainer that I worked with years ago when I was the Sales Manager for Bonneville's radio stations in Phoenix. I remember he presented our team with a powerful presentation on time management. Today, when coaching our team, I focus on many of the same concepts and principles that Paul spoke to us about ten-plus years ago.

Paul has a Blog on leadership and results. In a recent post. He did a great job of articulating the long term value of a customer.

Paul stated that….

“Research shows that 96% of customers who are not treated with respect just decide to never go back. Typically, customers will not complain because complaining just adds to the hassle of an already bad experience. Six out of ten customers will never return to an organization based on poor service…NOT poor products. They usually will not register a complaint with the organization, they just go elsewhere, and customers want a positive experience and want to deal with a service provider that has empathy”.

He went on to say….

“The best way to grow your business is to create loyal, satisfied customers who will spend more time and money with you and refer you to other people who are interested in doing business with you because of the trust you have built. The most important element in building a successful business is your ability to develop and sustain a loyal customer base”.

Click here to read the entire Blog entry ===>

Paul continues to advise clients today. Here is a link to Anovick and Associates.

Click here to read Paul's Weblog ===>

What’s Up When The Economy's Down?

In yesterday’s RBR (Radio Business Report) Bill Stakelin, CEO of Regent Communications commented they found that its existing clients were, over the course of time, spending less on advertising. He went on to say that there is a need today to have larger sales staffs and that Regent management determined that they needed more sellers on the street to bring in new clients. “Existing clients are not buying as deep and not spending as much, so there is a need to increase the client base,” Stakelin said.

With the current economic situation, we are seeing the same thing happen in Phoenix at our stations. Clients are not canceling, but are cutting back and certainly clients are not buying as deep as before.

We speak with auto dealers and they tell us of the slow down in new and used car sales, gaming, furniture, jewelry, nightclubs are all off as well. And it goes with out saying that anything related to real estate is in the tank.

Stakelin and his team are dead on! YOU MUST GO OUT AND FIND NEW BUSINESS and a large developed staff can do that. We are constantly trying to increase the size our staff, but sometimes it is easier said than done.

To offset the impact of an economic slowdown, we went through an exercise with our team to identify which categories of business are recession proof and even thrive in a soft economy. A few categories that we identified were; resale shops, dollar stores, car repair shops, auto paint shops, discount grocery stores and funeral homes (cremations).

I would welcome your thoughts! Please let me know which businesses and categories of business you think are thriving right now.