New From the Promo Lab
Every ratings contest known to man...and Paige Nienaber provides the ideas.

Pea Pods and the Pareto Principle
It's important to know which of our clients make up the 20% that produce 80% of our station's billings...

Where Have All the Sellers/Flowers Gone
With apologies to Pete Seegar, Ira Rosenblatt offers the following tune for radio sales people who wait for leads to come to them.

July Sales Promotional Lightbulb

July Dates & Celebrations

Cost Per Point
Here’s something that I found/used years ago to best describe the problem of how our product is being bought by the largest spenders.

New in the Promo Lab
Discover Radio GaGa...and why ladies should drink free until Midnight.

Strawberries & Service
So often we lose customers due to how we handle, or don't handle, problems when they occur.

Being Local and Responsive
Have we as an industry forgotten how to build audience and take ownership of opportunities in our markets?

Forty Hour Weeks Are For The Weak!
Jim Glass asks, "If you are not able to manage yourself, how can you
manage the benefits you have to offer your clients?" Some great organizational tips for radio sales people.

Solitaire
In spot sales, you need to be persistent and play out your whole hand before giving up.

iCarly Style Promotions
Using video and celebrity to excite your listeners...

The Law of Inertia
How the movement of a train provides a reason for long-term, consistent advertising.

How Do We Get Their Time?
Grabbing advertisers by realizing that they don't buy radio advertising; they buy what it will do for them.

What Did He Really Say?
Advice for salespeople regarding some commonly used phrases... and the real meaning behind the words.

It's All My Fault
Pat Bryson provides some easy-to-use tips for correcting problems with clients.

Let's Go For the Gold
Lessons learned from this year's Winter Olympics

It's A Solid Gold Weekend
At many News/Talk stations, only morning drive is a bigger money-maker than weekends. "How-to" specialty shows can be extremely advertiser-friendly, and needn’t be audience tear gas.Some of these shows are paid programming, brokered hours in-which the presenter doesn’t even keep commercial inventory. In this special report, McVay Media News/Talk Specialist Holland Cooke outlines strategies and tactics for making your station's weekend fare "appointment listening" and premium Sales inventory.

Dad
Memories of a father emphasize the importance of making a positive impression; that regardless of whom you work for and what you do for them, you are someone who is remembered.

McVay Media 2010 Promotional Calendar
Here is your guideline for developing a plan of action in 2010. This plan can also be used as a guideline for developing your new budget, and we suggest that the Program Director/Promotional Director utilize this memo to make notes on their calendars that will help remind them of coming events throughout the year. Client Exclusive

Personal Marketing Part One
Jim Glass provides a refresher course on the personal side of the marketing equation.

Selling With Enthusiasm
Pat Bryson ponders about why the new kid in the sales room is able to bring in orders from those clients no one else could sell?

MorningShow Monster Bits Wanted!
Paige Nienaber is working on a compilation of morning show Buzz Bits and wants your stuff!

A Recession-Proof Client
Face, Nose, Hair, Butt & Mouth! It would appear through the volume of promo requests, what I see on websites and print, and also TV advertising, that people still want to look good, and there continues to be quite a cottage industry that caters these folk.

The Interviewing HOT SEAT Part 3
Jim Glass concludes his series of typical interview questions. NEW!

The Payroll Game
The best promotion of the Fall is ready for your consideration! Client Exclusive.

The Interviewing HOT SEAT Part 2
Jim Glass provides more typical interview questions so that you can be confident,comfortable, and to the point.

You Need To Hear "No"
What radio sales people DON'T want to hear is NOTHING!

The Interviewing HOT SEAT
Jim Glass provides typical interview questions you are likely to face in your search for a new career direction.

Interviewing Part Three: Interviewing Red Flags
Are you too motivated to let the economy win? Now, navigating the taboo topics can nail the job, or your employment coffin!

Interviewing Is About Making An Impression Part Two
Are you too motivated to let the economy win? The secrets to a strong one-on-one interviewing style.

Interviewing Is About Making An Impression Part One
Are you too motivated to let the economy win? Or do you prepare and practice, practice, practice?

More from The Road to Selling
A self-evalution of your AE skills...Attitude and Energy to close sales dollars.

Selling Checklist
The road to selling, especially today, can often appear impassable. At every turn you hear; try this, don’t do that, go here, don’t go there, etc. What is the starting point?

Businesses That Succeed in Recession
From this week's Business Week, their list of categories thriving in the recession. I've rearranged them starting with the ones I'd estimate would produce most revenue for us.

Sports Franchise Promotional Precautions
Jim Glass provides guidelines for protecting your station when conducting contests, events, or promotions involving all college and professional team/leagues.

The Year That Was
Pat Bryson believes that now, more than ever, we have the opportunity to help our clients to weather the economic storms.

Is Your Head In The Sand?
Bouncing back from the holidays is a good time to regain focus...but first we need to reafirm that our heads are on straight!

Selling In A Down Market
The signs of a down economy are easy, yet, have you ever taken the time to consider how each local advertiser is affected differently.

Thinking Out of the Box
What happens when you decide not to be predictable...

Your Personal SWOT
Using strategic thinking to identify your personal strengths and weaknesses, as well as external opportunities and threats. Because selling isn't as easy as getting cash from an ATM...

Sales, Programming Go Hand In Hand
Strategies to unify two worlds with one mission.

Selling Around The "R" Word
Jim Glass discusses why today's AE needs to become an MBA by "Maximizing Businss Available."

Lifestyle Is As Lifestyles Does
Want some hard-hitting, meaningful promotions? Got out from behind the computer and on the streets meeting listeners.

The Curve of Forgetting Meaningful Material
We need to remember what we tell our clients: Frequency sells!

Fun In the Hotel Pool!
Have you discovered these great, under-utilized, promotional venues. They have lots of space. They usually have a bar. And they inspire various stages of undress.

Earning Respect
In broadcast sales, time spent thinking before planning will sharpen your road to respect, and positive results.

Success
Jim Glass looks at the meaning of success in radio and provides tips for staying on target.

Did Negative Talk Do It?
Recession advertising talking points.

The Value of Time
Jim Glass asks you to consider the selling value of time against the “real” cost of those precious hours?

The Extra Mile Club
Why you must do more than your listener's expect...

QuotaBusters QuickTip
Recession sales tips...

Fun on the AM
Imagination + Promotion = Fun + Buzz + Bucks.

The Good, The Bad, or the Ugly
The business secure in their ability to unearth DOLLAR$ is the operator who advertises NOW to insure tomorrows ringing cash register.  They do not mind that a dollar might be a bit tattered.  They understand that not advertising is allowing the economist’s apprehension dictate their cash-flow

What A Tangled Web We Weave
Paige Nienaber asks, "Why are many radio station websites so lame?"

4 Sales
Ideas to turn into dollars. Client Exclusive

The Road To Revenue Part Two
In Part I, we looked at the sales manager title and how it might be themost misleading in business. In Part II, we expand on your GSM hiriing criteria because it's easy to hire someone, but difficult to hire the “right” someone…

The Road To Revenue Part One
Jim Glass begins his trip down the road with advice on recruiting an effective sales manager.

Copy Writing Under Pressure
Exclusive notes from the Albright & O’Malley Client-Wide Conference Call with Dan O’Day.

Organization: The Key to Sales success
Guest columnist Pat Bryson asks, "Just how organized are you?"

Sports Franchise Promotions
The following precautions apply to contests, events, and promotions, involving ALL professional and college teams and leagues...and contains NFL/Super Bowl promotional regulations you should consider.

8 Rules for Marketing to Women
These 8 marketing rules are tried and true… proven by the best marketers in the world today. We can all learn a lot from their success.

Tips for Great Live Endorsement Spots.
Hear case studies and success techniques you can emulate. McVay Media's Holland Cooke interviews three hosts who can SELL-SELL-SELL.

What Radio Can Learn About Internet NTR From A Blender
PLENTY...as you'll read in Holland Cooke's notes from the 2007 Streaming Media West conference.

The Price Is Right
Jim Glass details how planning, perseverance, then price can help an AE handle rate objections.

The AE Checklist
Jim Glass focuses on AE personal positioning with a series of questions for self analysis.

Sales Marketing Action Plan Part One
Jim Glass provides a sales action plan checklist for radio advertising AE's.

Make Someone's Day With "The Surprise Upgrade."
You just MIGHT make a new P1 friend. McVay Media's Holland Cooke explains...

Promo/commercial copy writers:
Are you describing what’s-being-SOLD? Or BOUGHT? McVay Media's Holland Cooke has some tips...

Take The High Road
What do you do when someone badmouths your station? And who is or is not eligible to participate in your contests? An unusual situation causes both questions to be examined...

The Sales Puzzle
Be honest. How does your sales kit look? Jim Glass provides some suggestions on how to shape up your sales materials.

The New World Gatekeeper?
Who is blocking your path to sales opportunities? Jim Glass provides suggestions for selling to them first.

Revenue...Right Under Your Nose
An overflow crowd showed up for McVay Media's Holland Cooke at the 2007 Radio Advertising Bureau convention. See-and-hear a clip, in which HC describes a common programming mistake...and a fix that your Sales department will LOVE.

Radio Spots: What Happens When The Spots Come On
Holland Cooke writes,"This alone was worth the trip to Dallas last week!" New research which counters some fundamental negatives about radio ad tune-out.

Non Traditional Revenue Equals Ratings and $
Mike McVay presents several programming and promotional opportunities that can generate revenue for your station.

"I Only Have One Word For You, Son..."
Jaye Albright looks at how to get the jump on the competition via postal cell analysis.

Wanting To Sell Is All That Matters
Jim Glass on why closing sales is all about planning for the sale.

Creating Magnetic Promotions
McVay Media's Daniel Anstandig will take you from conception to execution of great promotions.
Download the PDF of his presentation

In Your Hair, On The Floor, And Top Of Mind
Nothing says “Let’s party!” like a blast of falling confetti and now Artistry in Motion lets you customize confetti in special shapes and colors.

Nothing But Net
Ever wonder where those Internet reporters come up with their list of kooky new Web sites?

What Are You Looking At?
It’s called StareMaster, and it’s basically…a staring contest. Find out more about this hot, new promo idea...

Dad Number 43? You Were A Little Flat At The End
From Rock station KDKB in Phoenix comes “93 Singing Dads”, a promotion which could work for just about any sporting event at any time of the year.

I Want Candy
Doug Harris gets all girly-girly and shares a daily email source for fashion and trends with a female focus.