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Picking Up The Pieces After a Devastating Setback

Jason Barrett

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On Tuesday night, the NFL owners voted to allow the St. Louis Rams to return to Los Angeles. Owner Stan Kroenke got his wish to bring football back to the nation’s 2nd largest market, and will now reap the financial benefits of a geographical change.

Although I’m excited for the people of Los Angeles to have an NFL team once again in their backyard, I’m sick to my stomach thinking about my friends in St. Louis who have now had the NFL punch them in the gut for the second time. St. Louisans invested themselves in supporting the team and its sponsors for the past 20 years, while raising their children to become fans of the team. But today they wake up to the reality that they’ll soon have no games to attend on Sunday when the next NFL season rolls around.

ramsGone are the hopes and dreams of experiencing future Super Bowl championship parades down Market Street. Businesses who count on the team’s Sunday crowds will now suffer from their departure, and politicians in the show-me state will now have to show they’re committed to not letting this moment define them and their city.

Was it right? No. Was it fair? Absolutely not. But as cold and harsh as that might be, the NFL is a business. We lose sight of that when these situations arise because we sink our heart and soul into these franchises, only to discover later that the only true attachment they want from us is the one that includes access to our bank accounts.

I have no issue whatsoever with Los Angeles having a team. The NFL definitely should have a franchise there, and those fans who lost their teams 20 years ago, didn’t deserve that pain either. But I don’t believe you set a good precedent when you destroy the lives of a few million people in one city to make the lives of a few million others in another city better.

stanIt’s even more baffling when you consider how calculated this move was. Stan Kroenke bought the Rams in 2010 after Georgia Frontiere passed away. He held a minority stake in the club at that time and Georgia’s family had an interested buyer in Shahid Khan (now the owner of the Jacksonville Jaguars) who wanted to keep the team in St. Louis. Kroenke though exercised his right to match the bid and took over control of the franchise.

When he assumed control he said “I’ve been around St. Louis and Missouri a major portion of my life. I’ve never had any desire to lead the charge out of St. Louis. That’s not why we’re here. We’re here to work very hard and be successful in St. Louis.

But although that sounded good, his actions over the next 5+ years told a different story.

Kroenke started out by transferring his ownership of the Colorado Avalanche and Denver Nuggets to his son Josh who was 30 years old at the time. That was the loophole he explored so he could become owner of the Rams and maintain ownership of his existing teams. If you think “Silent Stan” was suddenly washing his hands with all business related to those two franchises you’re kidding yourself. But on paper, he covered his tracks.

Then he explored trying to buy the Los Angeles Dodgers in 2012. The winning bid went to Magic Johnson’s group but reports started to surface that Kroenke was interested in the Dodgers because he wanted to build his own media network, and after gaining the opportunity to move the Rams out of St. Louis and back to Los Angeles, offer their programming on a Kroenke owned channel.

This very model has been constructed in Denver with the addition of Altitude Sports. He’s also purchased a number of radio stations in Colorado and is expected to use one of those signals to further promote and sell content built around the Nuggets and Avalanche.

jeffAs Stan was investigating purchasing land and forging relationships with local politicians in California, the Rams product remained stagnant. He refused to show his face or speak publicly to calm the fears of local fans, and the only time he spoke on the record was when Jeff Fisher was hired as Head Coach. If you’re not looking to leave town, and ticket sales and advertising revenues are declining, you’d think it would make business sense to address the elephant in the room and help get your business back on track.

But that wasn’t going to happen.

In the NFL’s guidelines for relocation, it states that no team has an entitlement to relocate simply because it receives another opportunity to enhance club revenues in another location. Considering that St. Louis was the only one of the three cities with an actual stadium plan and commitment, it’s hard to understand how this relocation was anything but a money grab.

Roger Goodell and his people saw the dollar signs in Los Angeles along with a promise for a new home for their growing NFL Media empire and Stan was the guy with the deep pockets and huge grapefruits who was willing to turn his back on his home state to get it done. Jabs were thrown at the people in St. Louis for not offering more support, when in reality they were given every reason to not attach themselves to the team. Lost in all of this was the reality that the NFL saw Oakland and San Diego as being more lucrative.

rams2It’s easy for people in glass houses to throw stones and attack St. Louis fans for not attending games but when you’re handed a lemon of a product which delivers a 50-109-1 record over 10 years, and your owner won’t speak publicly about his intentions in your city, while he rubs elbows and furthers dialogue with Los Angeles leadership and explores every angle to leave (including attempting to break his lease to play more home games in London), it’s impossible to be supportive.

Bear in mind, the team didn’t reach the playoffs once during the previous 11 seasons, and if you look at their performance since Stan took over in 2010, they’re 36-59. They haven’t had one winning season under his ownership.

The issue here though was never about ticket sales. It was about the opportunity to increase his franchise value and own net worth by returning to Los Angeles. When you take into account the numerous business opportunities he gains from parking, to hotels, to restaurants, to higher rights deals, to possibly even gaining a tenant in the Chargers or Raiders, there’s a reason why Stan Kroenke is a multi-billionaire – he knows how to make money!

None the less, what’s done is done. The city of St. Louis and its great people will now have to pick themselves up off the ground, and decide how to repair the damage. One of my favorite quotes comes from William A. Ward and it says “Adversity causes some to break, others to break records“. St. Louis will have to decide if they’re going to let this moment break them, and if the past is any indication, I don’t believe they will.

So how does that translate to the sports media business? Here’s how.

stl2With the Rams leaving town, local people will further invest themselves in supporting the Cardinals and Blues. If you’re the team’s rights holders KMOX and Fox Sports Midwest, or any of the local sports stations (101 ESPN, CBS Sports 920, 590 The Fan KFNS), that’s good news. In moments like these, people tend to gravitate to those who love them back.

Because those other two local franchises have remained loyal and happy with their standing in the St. Louis community, I’d expect them both to benefit from it. Media outlets who put an even heavier focus into supporting them will be rewarded for it.

If you remember when the Los Angeles Angels announced they were signing Albert Pujols following the 2011 season, it was a dark day for St. Louis baseball fans. He was the face of the franchise, a good man, and he had won multiple MVP awards and a couple of World Series titles. His departure would’ve been the equivalent to New York losing Derek Jeter.

As painful and heartbreaking as it was for many, they stood behind their Cardinals. General Manager John Mozeliak went to work to rebuild the franchise, and as luck would have it, the Cardinals that season reached the playoffs and advanced to the NL Championship series where they lost in 7 games to the San Francisco Giants.

cardsMeanwhile, Pujols’ Angels didn’t reach the post-season that season and they’ve only done so once during his 4 years in the city of Angels. Their only October visit resulted in a three game sweep courtesy of the Kansas City Royals in the first round of Wildcard play in 2014. During that same period, the Cardinals have advanced to the post-season every year.

Another way I expect the city to rally is to further stand behind the media members of the community who stood up for them during this tumultuous time. Personalities like Bernie Miklasz, Randy Karraker, Kevin Wheeler, Frank Cusumano, Tim McKernan, and Howard Balzer have defended the local people and the city, while explaining why it remains vibrant and economically sound. They’ve not been afraid to challenge the NFL, its leaders and bylaws, and the Rams hierarchy, who were set on chasing the pot of gold that awaited them in Inglewood.

Today they may not feel their efforts made a difference because the team was given the green light to pack up and head West, but in taking the positions that they did, and putting every ounce of their energies into fighting for their team, city and people, they gained respect, and a deeper appreciation and loyalty from the local audience. That’s something that will mean much more down the road when they reflect back on who they were to their communities.

Anheuser-Busch headquartersNo matter how hollow the feeling might be, people in St. Louis will never forget how those media folks had their backs during the toughest of times. The one way fans can and will repay them, is by listening more to their shows, watching their TV programs, reading their website articles, and supporting their station’s advertisers. I’d also expect some local advertisers to ramp up their efforts and further invest in these people and brands because they recognize how important it is to do so during hard times like this.

One issue that will need to be examined over the next year or two is whether or not four sports stations and two News/Talk brands with sports content and relationships can turn a profit in Market #22. It’s one thing to fill the airwaves with sports programming, but it’s another to be a financial success. I’m not sure if there are enough advertising dollars in the market to support all of those brands. I certainly hope that there are but it’s not going to be easy.

The last side of this conversation that I want to focus on is how it will impact the ratings side of the business. It goes without saying that the loss of a football team usually means less audience and lesser interest in sports talk programming Monday-Friday. Stations may explore adding an NFL affiliation with another team such as the Bears, Chiefs, Colts or Titans, but that isn’t going to make up for the loss of a local team. I’m not even sure yet if a St. Louis sports fan is going to want to hear anything about the NFL next Fall. There are still a few months between now and then so we’ll have to see how the healing process plays out.

That said, if you look around the country, there are plenty of markets that thrive despite not having a football franchise. They pledge their support to NBA, NHL and MLB teams, and in some smaller cities, college sports drives heavy listening. None of us are nostradamus and can predict whether St. Louis will receive another NFL team or capture the interest of the NBA, but for now, the focus for brands who operate Sports and News/Talk programming has to revolve around the people, franchises and universities who remain committed to staying there.

1045Look at Nashville, Portland, Charlotte, Cincinnati, and Indianapolis. All of those cities have 2 pro teams or less and when you combine their college programs, there are plenty of sports options for people to sink their teeth into. Stations like The Fan in Charlotte, Portland and Indianapolis, and The Zone in Nashville, perform very well despite not having either an MLB, NBA or NFL franchise. As a matter of fact, The Zone is one of the top rated sports talkers in the country.

However, there are less sports talk radio stations in those cities than there are in St. Louis. That’s something to be aware of.

As it applies to ratings and revenue, I’d rather lose 16 football games on Sunday than 162 regular season baseball games. Many of those games air M-F and can have a big impact on a station’s performance, depending of course on which team you’re aligned with.

Most radio operators prefer to feature their best talent M-F 6a-7p, and add play-by-play around them to provide a cume, marketing and advertiser boost. As long as lineups remain stable and of interest to the local market, there are plenty of other ways to add sponsor dollars, marketing awareness and cume increases.

rams3I’m not going to suggest that losing an NFL franchise doesn’t impact business. It definitely stings and will cause some of these brands to have to adjust their strategies and expectations. It also forces them to have to modify their image because you’re no longer a three sport town.

But if the things that matter most in our business are building and connecting with an audience, generating ratings, and utilizing high profile personalities, their ratings, and our access to people through our on-air, online, and social platforms to secure advertising dollars, then that still remains doable.

It may have to be done differently, and it will take time for the emotions to subside, but a media business in St. Louis can still prosper, and listeners will still seek out hearing local people talk about local sports subjects – with or without the Rams! Knowing the passion of those fans as I do, I expect them to become more supportive of the brands and people who remain there. If you don’t believe me, ask the Cardinals and Albert Pujols how this story ends. I’m sure they haven’t forgotten.

Barrett Blogs

Barrett Sports Media To Launch Podcast Network

“We will start with a few new titles later this month, and add a few more in July.”

Jason Barrett

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To run a successful digital content and consulting company in 2022 it’s vital to explore new ways to grow business. There are certain paths that produce a higher return on investment than others, but by being active in multiple spaces, a brand has a stronger chance of staying strong and overcoming challenges when the unexpected occurs. Case in point, the pandemic in 2020.

As much as I love programming and consulting stations to assist with growing their over the air and digital impact, I consider myself first a business owner and strategist. Some have even called me an entrepreneur, and that works too. Just don’t call me a consultant because that’s only half of what I do. I’ve spent a lot of my time building relationships, listening to content, and studying brands and markets to help folks grow their business. Included in my education has been studying website content selection, Google and social media analytics, newsletter data, the event business, and the needs of partners and how to best serve them. As the world of media continues to evolve, I consider it my responsibility to stay informed and ready to pivot whenever it’s deemed necessary. That’s how brands and individuals survive and thrive.

If you look at the world of media today compared to just a decade ago, a lot has changed. It’s no secret during that period that podcasting has enjoyed a surge. Whether you review Edison Research, Jacobs Media, Amplifi Media, Spotify or another group’s results, the story is always the same – digital audio is growing and it’s expected to continue doing so. And that isn’t just related to content. It applies to advertising too. Gordon Borrell, IAB and eMarketer all have done the research to show you where future dollars are expected to move. I still believe it’s smart, valuable and effective for advertisers to market their products on a radio station’s airwaves, but digital is a key piece of the brand buy these days, and it’s not slowing down anytime soon.

Which brings me to today’s announcement.

If you were in New York City in March for our 2022 BSM Summit, you received a program at the show. Inside of one of the pages was a small ad (same image used atop this article) which said “Coming This Summer…The BSM Podcast Network…Stay Tuned For Details.” I had a few people ask ‘when is that happening, and what shows are you planning to create?’ and I kept the answers vague because I didn’t want to box ourselves in. I’ve spent a few months talking to people about joining us to help continue producing quality written content and improve our social media. Included in that process has been talking to members of our team and others on the outside about future opportunities creating podcasts for the Barrett Sports Media brand.

After examining the pluses and minuses, and listening and talking to a number of people, I’m excited to share that we are launching the BSM Podcast Network. We will start with a few new titles later this month, and add a few more in July. Demetri Ravanos will provide oversight of content execution, and assist with production and guest booking needs for selected pods. This is why we’ve been frequently promoting Editor and Social Media jobs with the brand. It’s hard to pursue new opportunities if you don’t have the right support.

The titles that will make up our initial offerings are each different in terms of content, host and presentation. First, we have Media Noise with Demetri Ravanos, which has produced over 75 episodes over the past year and a half. That show will continue in its current form, being released each Friday. Next will be the arrival of The Sports Talkers Podcast with Stephen Strom which will debut on Thursday June 23rd, the day of the NBA Draft. After that, The Producer’s Podcast with Brady Farkas will premiere on Wednesday June 29th. Then as we move into July, two more titles will be added, starting with a new sales focused podcast Seller to Seller with Jeff Caves. The final title to be added to the rotation will be The Jason Barrett Podcast which yours truly will host. The goal is to have five weekly programs distributed through our website and across all podcasting platforms by mid to late July.

I am excited about the creation of each of these podcasts but this won’t be the last of what we do. We’re already working on additional titles for late summer or early fall to ramp up our production to ten weekly shows. Once a few ideas and discussions get flushed out, I’ll have more news to share with you. I may consider adding even more to the mix too at some point. If you have an idea that you think would resonate with media professionals and aspiring broadcasters, email me by clicking here.

One thing I want to point out, this network will focuses exclusively on various areas of the sports media industry. We’ll leave mainstream sports conversations to the rest of the media universe. That’s not a space I’m interested in pursuing. We’ve focused on a niche since arriving on the scene in 2015 and have no plans to waver from it now.

Additionally, you may have noticed that we now refer to our company as ‘Barrett Media’. That’s because we are now involved in both sports and news media. That said, we are branding this as the BSM Podcast Network because the titles and content are sports media related. Maybe there will be a day when we introduce a BNM version of this, but right now, we’ve got to make sure the first one works right before exploring new territory.

Our commitment to delivering original industry news, features and opinions in print form remains unchanged. This is simply an opportunity to grow in an area where we’ve been less active. I know education for industry folks and those interested in entering the business is important. It’s why young people all across the country absorb mountains of debt to receive a college education. As valuable as those campus experiences might be, it’s a different world once you enter the broadcasting business.

What I’d like to remind folks is that we continue to make investments in the way we cover, consult, and discuss the media industry because others invest in us. It’d be easy to stockpile funds and enjoy a few more vacations but I’m not worried about personal wealth. I’m focused on building a brand that does meaningful work by benefitting those who earn a living in the media industry or are interested in one day doing so. As part of that process I’m trying to connect our audience to partners who provide products, services or programs that can benefit them.

Since starting this brand, we’ve written more than 18,000 articles. We now cover two formats and produce more than twenty five pieces of content per day. The opportunity to play a small role in keeping media members and future broadcasters informed is rewarding but we could not pay people to edit, write, and host podcasts here if others didn’t support us. For that I’m extremely grateful to those who do business with us either as a consulting client, website advertiser, Summit partner or through a monthly or annual membership. The only way to get better is to learn from others, and if our access to information, knowledge, relationships and professional opinions helps others and their brands, then that makes what we do worthwhile.

Thanks as always for the continued support. We appreciate that you read our content each day, and hope to be able to earn some of your listenership in the future too.

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5 Mistakes To Avoid When Pursuing Media Jobs

“Demetri Ravanos and I have easily done 50-60 calls, and it’s been eye opening to see how many mistakes get made during the hiring process.”

Jason Barrett

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I recently appeared on a podcast, Monetize Media, to discuss the growth of Barrett Media. The conversation covered a lot of ground on business topics including finding your niche, knowing your audience and serving them the right content in the right locations, the evolution of the BSM Summit, and why consulting is a big part of our mix but can’t be the only thing we do.

Having spent nearly seven years growing this brand, I don’t claim to have all the answers. I just know what’s worked for us, and it starts with vision, hard work, consistency, and a willingness to adapt quickly. There are many areas we can be better in whether it’s social media, editing, SEO, sales, finding news, producing creative original content or adding more staff. Though there’s always work to be done and challenges to overcome, when you’re doing something you love and you’re motivated to wake up each day doing it, that to me is success.

But lately there’s one part of the job that I haven’t enjoyed – the hiring process. Fortunately in going through it, I was able to get to know Arky Shea. He’s a good guy, talented writer, and fan of the industry, and I’m thrilled to share that he’s joining us as BSM’s new night time editor. I’ll have a few other announcements to make later this month, but in the meantime, if you’re qualified to be an editor or social media manager, I’m still going through the process to add those two positions to our brand. You can learn more about both jobs by clicking here.

Working for an independent digital brand like ours is different from working for a corporation. You communicate directly with yours truly, and you work remotely on a personal computer, relying on your eyes, ears and the radio, television, and internet to find content. Because our work appears online, you have to enjoy writing, and understand and have a passion for the media industry, the brands who produce daily content, and the people who bring those brands to life. We receive a lot of interest from folks who see the words ‘sports’ and ‘news’ in our brand names and assume they’re going to cover games or political beats. They quickly discover that that’s not what we do nor are we interested in doing it.

If you follow us on social media, have visited our website or receive our newsletters, you’ve likely seen us promoting openings with the brand. I’ve even bought ads on Indeed, and been lucky enough to have a few industry folks share the posts on social. We’re in a good place and trying to make our product better, so to do that, we need more help. But over the past two months, Demetri Ravanos and I have easily done 50-60 calls, and it’s been eye opening to see how many mistakes get made during the hiring process.

Receiving applications from folks who don’t have a firm grasp of what we do is fine. That happens everywhere. Most of the time we weed those out. It’s no different than when a PD gets an application for a top 5 market hosting gig from a retail employee who’s never spoken on a microphone. The likelihood of that person being the right fit for a role without any experience of how to do the job is very slim. What’s been puzzling though is seeing how many folks reach out to express interest in opportunities, only to discover they’re not prepared, not informed or not even interested in the role they’ve applied for.

For instance, one applicant told me on a call ‘I’m not interested in your job but I knew getting you on the phone would be hard, and I figured this would help me introduce myself because I know I’m a great host, and I’d like you to put me on the radar with programmers for future jobs.’ I had another send a cover letter that was addressed to a different company and person, and a few more applied for FT work only to share that they can’t work FT, weren’t interested in the work that was described in the position, didn’t know anything about our brand but needed a gig, were looking for a confidence boost after losing a job or they didn’t have a computer and place to operate.

At first I thought this might be an exclusive issue only we were dealing with. After all, our brand and the work we do is different from what happens inside of a radio or TV station. In some cases, folks may have meant well and intended something differently than what came out. But after talking to a few programmers about some of these things during the past few weeks, I’ve been stunned to hear how many similar horror stories exist. One top programmer told me hiring now is much harder than it was just five years ago.

I was told stories of folks applying for a producer role at a station and declining an offer unless the PD added air time to the position. One person told a hiring manager they couldn’t afford not to hire them because their ratings were tanking. One PD was threatened for not hiring an interested candidate, and another received a resume intended for the competing radio station and boss. I even saw one social example last week of a guy telling a PD to call him because his brand was thin on supporting talent.

Those examples I just shared are bad ideas if you’re looking to work for someone who manages a respected brand. I realize everyone is different, and what clicks with one hiring manager may not with another, but if you have the skills to do a job, I think you’ll put yourself in a better position by avoiding these 5 mistakes below. If you’re looking for other ways to enhance your chances of landing an opportunity, I recommend you click here.

Educate Yourself Before Applying – take some time to read the job description, and make sure it aligns with your skillset and what you’re looking to do professionally before you apply. Review the company’s body of work and the people who work there. Do you think this is a place you’d enjoy being at? Does it look like a job that you’d gain personal and professional fulfillment from? Are you capable of satisfying the job requirements? Could it potentially put you on the path to greater opportunities? If most of those produce a yes, it’s likely a situation to consider.

Proofread Your Email or Cover Letter and Resume – If the first impression you give a hiring manager is that you can’t spell properly, and you address them and their brand by the wrong names, you’re telling them to expect more mistakes if they hire you. Being detail oriented is important in the media business. If this is your introduction to someone and they have a job you’re interested in, you owe it to yourself to go through your materials thoroughly before you press send. If you can have someone else put an extra set of eyes on your introduction to protect you from committing a major blunder even better.

Don’t Waste People’s Time – You’d be annoyed if a company put you through a 3-4 week process only to tell you they didn’t see you as a viable candidate right? Well, it works the other way too. If you’re not seriously interested in the job or you’re going into the process hoping to change the job description later, don’t apply. If the fit isn’t right or the financials don’t work, that’s OK. Express that. People appreciate transparency. Sometimes they may even call you back in the future when other openings become available. But if you think someone is going to help you after you wasted their time or lied to them, trust me, they won’t.

Don’t Talk Like An Expert About Things You Don’t Know – Do you know why a station’s ratings or revenue is down? Are you aware of the company’s goals and if folks on the inside are satisfied or upset? Is the hiring manager someone you know well enough to have a candid professional conversation with? If the answers are no, you’re not helping your case by talking about things you don’t have full knowledge of. You have no idea how the manager you’re talking to has been dealing with the challenges he or she is faced with so don’t pretend you do. Just because someone wrote an article about it and you read it doesn’t mean you’re informed.

Use Social Wisely – Being frustrated that you didn’t get a job is fine. Everyone goes through it. Asking your friends and followers for advice on social of how you could’ve made a better case for yourself is good. That shows you’re trying to learn from the process to be better at it next time. But taking to social to write a book report blasting the hiring manager, their brand, and/or their company over a move that didn’t benefit you just tells them they made the right move by not bringing you in. Chances are, they won’t be calling you in the future either.

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Would Local Radio Benefit From Hosting An Annual Upfront?

Jason Barrett

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How many times have you heard this sentence uttered at conferences or in one of the trades; radio has to do a better job of telling its story. Sounds reasonable enough right? After all, your brands and companies stand a better chance of being more consumed and invested in the more that others know about them.

But what specifically about your brand’s story matters to those listening or spending money on it? Which outlets are you supposed to share that news with to grow your listenership and advertising? And who is telling the story? Is it someone who works for your company and has a motive to advance a professional agenda, or someone who’s independent and may point out a few holes in your strategy, execution, and results?

As professionals working in the media business, we’re supposed to be experts in the field of communications. But are we? We’re good at relaying news when it makes us look good or highlights a competitor coming up short. How do we respond though when the story isn’t told the we want it to? Better yet, how many times do sports/news talk brands relay information that isn’t tied to quarterly ratings, revenue or a new contract being signed? We like to celebrate the numbers that matter to us and our teams, but we don’t spend much time thinking about if those numbers matter to the right groups – the audience and the advertisers.

Having covered the sports and news media business for the past seven years, and published nearly eighteen thousand pieces of content, you’d be stunned if you saw how many nuggets of information get sent to us from industry folks looking for publicity vs. having to chase people down for details or read things on social media or listen to or watch shows to promote relevant material. Spoiler alert, most of what we produce comes from digging. There are a handful of outlets and PR folks who are great, and five or six PD’s who do an excellent job consistently promoting news or cool things associated with their brands and people. Some talent are good too at sharing content or tips that our website may have an interest in.

Whether I give the green light to publish the material or not, I appreciate that folks look for ways to keep their brands and shows on everyone’s radar. Brand leaders and marketing directors should be battling daily in my opinion for recognition anywhere and everywhere it’s available. If nobody is talking about your brand then you have to give them a reason to.

I’m writing this column today because I just spent a day in New York City at the Disney Upfront, which was attended by a few thousand advertising professionals. Though I’d have preferred a greater focus on ESPN than what was offered, I understand that a company the size of Disney with so many rich content offerings is going to have to condense things or they’d literally need a full week of Upfronts to cover it all. They’re also trying to reach buyers and advertising professionals who have interests in more than just sports.

What stood out to me while I was in attendance was how much detail went into putting on a show to inform, entertain, and engage advertising professionals. Disney understands the value of telling its story to the right crowd, and they rolled out the heavy hitters for it. There was a strong mix of stars, executives, promotion of upcoming shows, breaking news about network deals, access to the people responsible for bringing advertising to life, and of course, free drinks. It was easy for everyone in the room to gain an understanding of the company’s culture, vision, success, and plans to capture more market share.

As I sat in my seat, I wondered ‘why doesn’t radio do this on a local level‘? I’m not talking about entertaining clients in a suite, having a business dinner for a small group of clients or inviting business owners and agency reps to the office for a rollout of forthcoming plans. I’m talking about creating an annual event that showcases the power of a cluster, the stars who are connected to the company’s various brands, unveiling new shows, promotions and deals, and using the event as a driver to attract more business.

Too often I see our industry rely on things that have worked in the past. We assume that if it worked before there’s no need to reinvent the wheel for the client. Sometimes that’s even true. Maybe the advertiser likes to keep things simple and communicate by phone, email or in-person lunch meetings. Maybe a creative powerpoint presentation is all you need to get them to say yes. If it’s working and you feel that’s the best way forward to close business, continue with that approach. There’s more than one way to reach the finish line.

But I believe that most people like being exposed to fresh ideas, and given a peak behind the curtain. The word ‘new’ excites people. Why do you think Apple introduces a new iPhone each year or two. We lose sight sometimes of how important our brands and people are to those not inside the walls of our offices. We forget that whether a client spends ten thousand or ten million dollars per year with our company, they still like to be entertained. When you allow business people to feel the excitement associated with your brand’s upcoming events, see the presentations on a screen, and hear from and interact with the stars involved in it, you make them feel more special. I think you stand a better chance of closing deals and building stronger relationships that way.

Given that many local clusters have relationships with hotels, theaters, teams, restaurants, etc. there’s no reason you can’t find a central location, and put together an advertiser appreciation day that makes partners feel valued. You don’t have to rent out Pier 36 like Disney or secure the field at a baseball stadium to make a strong impression. We show listeners they’re valued regularly by giving away tickets, cash, fan appreciation parties, etc. and guess what, it works! Yes there are expenses involved putting on events, and no manager wants to hear about spending money without feeling confident they’ll generate a return on investment. That said, taking calculated risks is essential to growing a business. Every day that goes by where you operate with a ‘relying on the past’ mindset, and refuse to invest in growth opportunities, is one that leaves open the door for others to make sure your future is less promising.

There are likely a few examples of groups doing a smaller scaled version of what I’m suggesting. If you’re doing this already, I’d love to hear about it. Hit me up through email at JBarrett@sportsradiopd.com. By and large though, I don’t see a lot of must-see, must-discuss events like this created that lead to a surplus of press, increased relationships, and most importantly, increased sales. Yet it can be done. Judging from some of the feedback I received yesterday talking to people in the room, it makes an impression, and it matters.

I don’t claim to know how many ad agency executives and buyers returned to the office from the Disney Upfront and reached out to sign new advertising deals with the company. What I am confident in is that Disney wouldn’t invest resources in creating this event nor would other national groups like NBC, FOX, CBS, WarnerMedia, etc. if they didn’t feel it was beneficial to their business. Rather than relying on ratings and revenue stories that serve our own interests, maybe we’d help ourselves more by allowing our partners and potential clients to experience what makes our brands special. It works with our listeners, and can work with advertisers too.

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