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Independent Nation: 104.9 The Horn

“We’re going to figure out new revenue streams, we’re going to talk with our partners and local business owners. We’re going to ask them what they need from us right now.”

Jack Ferris

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2020 was supposed to be a bit of a banner year for KTXX-FM in Austin.  A milestone of sorts.

On a macro level, it marks a full decade of operating with it’s sports format – 104.9 The Horn.  It also signaled 5 years since the station became the flagship of one of the most sought after prizes in the Lonestar radio world – University of Texas athletics.  

A delayed season? No football? Predictions are impossible, but ...

With the first quarter in the books – it’s clear celebrations will be few and far between in 2020.  Most of us made that realization the night of March 11th when Adam Silver shocked the sports world by suspending the NBA after Rudy Gobert tested positive for COVID-19.  The fall of that domino lead to a sobering and surreal 72 hours in which every spring sporting event in the country – collegiate and professional – was postponed or outright cancelled.  History will most likely point to Silver’s decision as the evening we all realized how big this fight was – but for Erin Hogan it was 5 days earlier.

“When they cancelled South by Southwest,” declared the Horn Program Director. “That’s when we knew this thing was going to have a huge impact.”

Austin’s decision to pull the plug on the city’s most profitable week of the year may have been a footnote to the rest of the country but the news was devastating to a number of the Horn’s advertisers.

“We lost a number of our partners straight away, as you might imagine,” Hogan explains in a tone that’s much closer to a sympathetic friend than a frustrated media professional.  “People had to do what they had to do, and obviously in those cases we’re hoping to pick up where we left off when everything settles down.”  

In an industry dominated by a handful of media conglomerates, Hogan’s station is unique.  The Horn is owned by Austin Radio Network, a company that has just one other brand under it’s flag – the legendary country station KOKE-FM.  By modern standards, Austin Radio Network is about as “Mom and Pop,” as it gets, and in these uncertain times, Hogan believes that’s a positive.

As far as logistics were concerned, the veteran PD had very little bureaucratic tape to cut through.

“In a matter of days, we organized all of our comrex units, cleaned them up, and got them to all of our hosts. It was terrible to have all of our UT spring sporting events cancelled, that’s our bread and butter, but because we had no games all of those remote resources were available to us pretty much immediately.”

Today marks two full weeks of Horn hosts working from home, with only show producers walking into the building.  

As for tough, bottom line personnel decisions, Hogan has had to make none.  Given his access to those who have the final say at the top of Austin Radio Network, he’s confident all other avenues will be explored before layoffs or furloughs come into play.

“We have a plan to ride this thing out. The one group we’re concerned for is our board ops. Those guys are hourly and usually our Texas softball and baseball games are good shifts for them. Without games those guys are taking a little bit of a hit, so we’re trying to deal with that.”

Texas Softball (@TexasSoftball) | Twitter

In a 30 minute conversation with Hogan, discussing topics as bleak as potential layoffs and terminations – never once did his voice dip into an uneasy tone.  There wasn’t a shred of pessimism on the other end of the phone, in fact it was much the opposite.

“We’re gonna take a hit, there’s no doubt about that – but we’re just gonna pull together and make it work.  We’re going to figure out new revenue streams, we’re going to talk with our partners and local business owners.  We’re going to ask them what they need from us right now.  If they own a restaurant and they want us to say their servers are now drivers and they’re delivering 24/7?  No problem!  If they want to come in and record a 15 liner? Absolutely.”

It might sound trivial – but not once did Erin ever refer to one of his station’s sponsors as an “account.”  That’s a word that seems to be far too impersonal for Hogan even in the best of times.

“This station has always and will always be built on relationships.  That’s how we’ll get through all of this.”

As for silver lining – Hogan sees plenty.

In Search of Silver Linings... - 4D Human Being

“First and foremost we’re seeing a big uptick in our digital numbers.  Obviously, people are spending less time commuting to and from work so they may not be listening live.  We have an opportunity to see what we can do in the digital space.”

Erin pauses to exhale with a not so subtle chuckle before his next point.

“As for the old guys, they’ve been forced to familiarize themselves with some newer equipment as they work from home – and they’re really getting the hang of it!”

BSM Writers

Being Wrong On-Air Isn’t A Bad Thing

…if you feel yourself getting uncomfortable over the fact that you were wrong, stop to realize that’s your pride talking. Your ego. And if people call you out for being wrong, it’s actually a good sign.

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WRONG BAD

In the press conference after the Warriors won their fourth NBA title in eight years, Steph Curry referenced a very specific gesture from a very specific episode of Get Up that aired in August 2021.

“Clearly remember some experts and talking heads putting up the big zero,” Curry said, then holding up a hollowed fist to one eye, looking through it as if it were a telescope.

“How many championships we would have going forward because of everything we went through.”

Yep, Kendrick Perkins and Domonique Foxworth each predicted the Warriors wouldn’t win a single title over the course of the four-year extension Curry had just signed. The Warriors won the NBA title and guess what? Curry gets to gloat.

The funny part to me was the people who felt Perkins or Foxworth should be mad or embarrassed. Why? Because they were wrong?

That’s part of the game. If you’re a host or analyst who is never wrong in a prediction, it’s more likely that you’re excruciatingly boring than exceedingly smart. Being wrong is not necessarily fun, but it’s not a bad thing in this business.

You shouldn’t try to be wrong, but you shouldn’t be afraid of it, either. And if you are wrong, own it. Hold your L as I’ve heard the kids say. Don’t try to minimize it or explain it or try to point out how many other people are wrong, too. Do what Kendrick Perkins did on Get Up the day after the Warriors won the title.

“When they go on to win it, guess what?” He said, sitting next to Mike Greenberg. “You have to eat that.”

Do not do what Perkins did later that morning on First Take.

Perkins: “I come on here and it’s cool, right? Y’all can pull up Perk receipts and things to that nature. And then you give other people a pass like J-Will.”

Jason Williams: “I don’t get passes on this show.”

Perkins: “You had to, you had a receipt, too, because me and you both picked the Memphis Grizzlies to beat the Golden State Warriors, but I’m OK with that. I’m OK with that. Go ahead Stephen A. I know you’re about to have fun and do your thing. Go ahead.”

Stephen A. Smith: “First of all, I’m going to get serious for a second with the both of you, especially you, Perk, and I want to tell you something right now. Let me throw myself on Front Street, we can sit up there and make fun of me. You know how many damn Finals predictions I got wrong? I don’t give a damn. I mean, I got a whole bunch of them wrong. Ain’t no reason to come on the air and defend yourself. Perk, listen man. You were wrong. And we making fun, and Steph Curry making fun of you. You laugh at that my brother. He got you today. That’s all. He got you today.”

It’s absolutely great advice, and if you feel yourself getting uncomfortable over the fact that you were wrong, stop to realize that’s your pride talking. Your ego. And if people call you out for being wrong, it’s actually a good sign. It means they’re not just listening, but holding on to what you say. You matter. Don’t ruin that by getting defensive and testy.

WORTH EVERY PENNY

I did a double-take when I saw Chris Russo’s list of the greatest QB-TE combinations ever on Wednesday and this was before I ever got to Tom Brady-to-Rob Gronkowski listed at No. 5. It was actually No. 4 that stopped me cold: Starr-Kramer.

My first thought: Jerry Kramer didn’t play tight end.

My second thought: I must be unaware of this really good tight end from the Lombardi-era Packers.

After further review, I don’t think that’s necessarily true, either. Ron Kramer did play for the Lombardi-era Packers, and he was a good player. He caught 14 scoring passes in a three-year stretch where he really mattered, but he failed to catch a single touchdown pass in six of the 10 NFL seasons he played. He was named first-team All-Pro once and finished his career with 229 receptions.

Now this is not the only reason that this is an absolutely terrible list. It is the most egregious, however. Bart Starr and Kramer are not among the 25 top QB-TE combinations in NFL history let alone the top five. And if you’re to believe Russo’s list, eighty percent of the top tandems played in the NFL in the 30-year window from 1958 to 1987 with only one tandem from the past 30 years meriting inclusion when this is the era in which tight end production has steadily climbed.

Then I found out that Russo is making $10,000 per appearance on “First Take.”

My first thought: You don’t have to pay that much to get a 60-something white guy to grossly exaggerate how great stuff used to be.

My second thought: That might be the best $10,000 ESPN has ever spent.

Once a week, Russo comes on and draws a reaction out of a younger demographic by playing a good-natured version of Dana Carvey’s Grumpy Old Man. Russo groans to JJ Redick about the lack of fundamental basketball skills in today’s game or he proclaims the majesty of a tight end-quarterback pairing that was among the top five in its decade, but doesn’t sniff the top five of all-time.

And guess what? It works. Redick rolls his eyes, asks Russo which game he’s watching, and on Wednesday he got me to spend a good 25 minutes looking up statistics for some Packers tight end I’d never heard of. Not satisfied with that, I then moved on to determine Russo’s biggest omission from the list, which I’ve concluded is Philip Rivers and Antonio Gates, who connected for 89 touchdowns over 15 seasons, which is only 73 more touchdowns than Kramer scored in his career. John Elway and Shannon Sharpe should be on there, too.

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BSM Writers

Money Isn’t The Key Reason Why Sellers Sell Sports Radio

I started selling sports radio because I enjoyed working with clients who loved sports, our station, and wanted to reach fans with our commercials and promotions.

Jeff Caves

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Radio Sales

A radio salesperson’s value being purely tied to money is overrated to me. Our managers all believe that our main motivation for selling radio is to make more money. They see no problem in asking us to sell more in various ways because it increases our paycheck. We are offered more money to sell digital, NTR, to sell another station in the cluster, weekend remotes, new direct business, or via the phone in 8 hours. 

But is that why you sell sports radio?

In 2022, the Top 10 highest paying sales jobs are all in technology. Not a media company among them. You could argue that if it were all about making money, we should quit and work in tech. Famous bank robber Willie Sutton was asked why he robbed twenty banks over twenty years. He reportedly said,” that’s where the money is”. Sutton is the classic example of a person who wanted what money could provide and was willing to do whatever it took to get it, BUT he also admitted he liked robbing banks and felt alive. So, Sutton didn’t do it just for the money.

A salesperson’s relationship with money and prestige is also at the center of the play Death of a Salesman. Willy Loman is an aging and failing salesman who decides he is worth more dead than alive and kills himself in an auto accident giving his family the death benefit from his life insurance policy. Loman wasn’t working for the money. He wanted the prestige of what money could buy for himself and his family. 

Recently, I met a woman who spent twelve years selling radio from 1999-2011. I asked her why she left her senior sales job. She said she didn’t like the changes in the industry. Consolidation was at its peak, and most salespeople were asked to do more with less help. She described her radio sales job as one with “golden handcuffs”. The station paid her too much money to quit even though she hated the job. She finally quit. The job wasn’t worth the money to her.

I started selling sports radio because I enjoyed working with clients who loved sports, our station, and wanted to reach fans with our commercials and promotions. I never wanted to sell anything else and specifically enjoyed selling programming centered around reaching fans of Boise State University football. That’s it. Very similar to what Mark Glynn and his KJR staff experience when selling Kraken hockey and Huskies football.  

I never thought selling sports radio was the best way to make money. I just enjoyed the way I could make money. I focused on the process and what I enjoyed about the position—the freedom to come and go and set my schedule for the most part. I concentrated on annual contracts and clients who wanted to run radio commercials over the air to get more traffic and build their brand.

Most of my clients were local direct and listened to the station. Some other sales initiatives had steep learning curves, were one-day events or contracted out shaky support staff. In other words, the money didn’t motivate me enough. How I spent my time was more important. 

So, if you are in management, maybe consider why your sales staff is working at the station. Because to me, they’d be robbing banks if it were all about making lots of money.  

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BSM Writers

Media Noise: BSM Podcast Network Round Table

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Demetri Ravanos welcomes the two newest members of the BSM Podcast Network to the show. Brady Farkas and Stephen Strom join for a roundtable discussion that includes the new media, Sage Steele and Roger Goodell telling Congress that Dave Portnoy isn’t banned from NFL events.

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