Broadcast Media Sales and Management Training Blogs

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White House Lawn Garden Reception

Jul 23, 2008

Reception dinner with the President of the National Association of Broadcasters and other dignitaries. ...
White House Lawn reception on June 17th, 2008 hosted by Mary Lincoln.Sean with David Rehr-President of the National Association of Broadcasters at the White House June 17th, 2008.Sean and Ashley at the dinner reception on June 17th, 2008.Sean with Dennis Lyle at the White House June 17th, 2008.

How Search Engines Determine your Rank

Jul 8, 2008

Everyone wants to be the #1 ranked site on google.  The first step to getting there is understanding how google ranks websites.  Even though the algorithm that Google uses is secret, they have told webmasters some key things to focus on.  ...

Marketing Your Way Through A Recession Part 2

Jul 4, 2008

Earlier this week we presented some information from Harvard Business School about 8 key factors to consider in your marketing for the remainder of 2008 and 2009.  The American Marketing Association released a report this week from a survey taken ...

Building your website for results.

Jul 1, 2008

Some stations in broadcast media have done a great job of using the internet to increase their advertising dollars.  However there are still too many companies that have been slow to adapt to new technology.  Too often mangement is scared of ...

Marketing Your Way Through A Recession

Jul 1, 2008

We posted some interesting consumer information yesterday, that taken the wrong way, puts a negative slant on the economy. The report stated that 64% of consumers have changed or cut back household spending habits in the last several months. What ...

Radio's New Tsunami

Jun 28, 2008

This week blogs and newsfeeds have reminded the broadcast industry how important it is to stream into the workplace to help influence purchasing decisions and referrals.  Radio drive times are being challenged with cars equiped with i-pods, internet ...

The True Value of Multi-Platform Advertising

Jun 27, 2008

Integrated Media Measurement Inc. released a new study this week that breaks down the assumption that advertising on multiple platforms results in just an extension of reach, the study shows that it dramatically impacts conversion rates.  What ...

Workplace Influencing Purchases

Jun 27, 2008

BIGResearch just came out with a new study on how you or your co-workers influence purchases during the course of a work day.  It is not suprising to read that 95% give advice to co-workers when you think about the Buyers Awareness Cycle and ...

EFS Generator

Jun 25, 2008

The Missing Piece to the E.F.S. Click Here to Try out the EFS Generator This email came over a few days ago in reference to a project we designed in Houston at the LPG offices three months ago. It has now been field tested in 3 countries and here is ...

Glossary of Interactive Advertising Terms

Jun 1, 2008

If you want to talk the talk, best to know the meaning of key terms used in the industry. ANA (Association of National Advertisers) the trade association serving the needs of advertisers and marketers by providing leadership in advertising ...

Shifting Newspaper Advertising To Radio And Online Pays Big

Nov 20, 2006

Scoping out the Oct. 2 issue of Automotive News, I noticed an article about a car dealer in Sacramento, CA. David Shirley, the general manager of Folsom Chevrolet, pulled $80,000 per month out of newspaper advertising, and put most of it into radio. ...

Take Your Staff To See Cinderella Man!

Jul 4, 2005

We all love underdogs, which is why the story of James J. Braddock is probably one of the greatest sports stories to hit the silver screen in recent years. Director Ron Howard did a fantastic job directing this extraordinary, true story of a heavyweight ...

Overcoming the Satellite Objection: Its Time to get "Siriusly" Prepared

May 9, 2005

During a recent call with a sales rep, the owner of a boat dealership exclaimed that traditional radio is going by the wayside, because his new boats are coming out with factoryinstalled satellite radio options, and his dealership is playing Sirius Satellite ...

The Importance Of (Not) Being Average

Mar 7, 2005

Every year at the Radio Advertising Bureau's annual management conference, the Luce Performance Group awards the top performers in the group of radio stations we consult. One of these awards, which recognizes the "executive of the year," is named the ...

If the Business is Broken Radio Alone Can't Fix It

Feb 7, 2005

Each year, I spend 200 days in the field, working with sales reps on local and national accounts ranging from mom-and-pops to the largest coffee producers in the world. As a result, I see eye-opening stuff every day, much of it in the form of marketing ...

Finding Your Sales "Oil Leaks" for 2005

Jan 17, 2005

The following is a case study I often use with our consultant stations to identify and assess problems or issues in the sales department. This is a good exercise for January - or any time you want to maximize your department's potential. Setting ...

New Blog Entry

Mar 22, 2004

Recently, my company - Luce Performance Group - was hired to do long-term consulting with a major broadcaster in Greece. The first thing I had our LPG people do was to go to Barnes & Noble and pick up the very best program on learning the ...

Lessons To Share With Your Advertisers

Nov 11, 2003

Over and over, Kmart made decisions that flew in the face of common retailing sense. In most cases, the company made the same mistake more than once [some mistakes are discussed in Part I in the 10/13/03 issue]. Instead of learning from its mistakes ...

Learning From Kmart's Mistakes

Oct 3, 2003

Eighteen months ago, I wrote an article about the demise of Kmart due to its failure to effectively advertise its brand in the mind of the consumer (Radio Ink, 4/1/02). Much of this downturn was due to the use of weekly advertising circulars and the ...

Attend Training Seminars With Your Sales Reps!

Jun 16, 2003

   Attendees at my seminars have heard me say more than once that,on average,only 13 percent of people who ever attend a seminar take the information or techniques and execute them in the field. A day after I gave a presentation to the ...
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