Year: 2014

Don’t Count AM/FM Radio Out Just Yet

Podcasts are big and getting bigger, but what are you gonna turn on when the zombie apocalypse comes?

By Seth Stevenson – this article was first published on Slate.com

As part of this rah-rah, decennial pep rally for podcasting, I’ve been assigned to ponder the grim future of terrestrial radio. You know—AM/FM. That stuff your parents used to tune in with the old-fashioned knobs on their cars’ dashboards. Antiquated call letters. Staticky Eagles songs. Brontosaurish broadcast towers rusting away on forgotten hillsides.

Podcast Radio

“Can radio even survive?” asked my editor, gazing dreamily into the middle distance. “No one listens to it anymore. What will become of those radio airwaves now that podcasts have taken over the world?”

His concern is sweet. But terrestrial radio doesn’t need his pity. At least not yet. According to Pew’s State of the Media report from earlier this year, in 2013 a full 91 percent of Americans 12 and up listened to traditional radio at least once per week. That number is barely changed from 2012, or for that matter from 2002. America still tunes in.

Yes, I know, you and your buddies are deeply into Serial, you haven’t listened to FM in years, corporate radio sucks. But people like you do not reflect the actual state of the marketplace. And frankly, Jeff Smulyan is getting mighty sick of your podcast triumphalism.

As founder and CEO of Emmis Communications, Smulyan owns an armada of radio stations—including behemoths like Power 106 in Los Angeles and Hot 97 in New York. When I ask him whether terrestrial broadcast outlets like his can survive amid the podcast renaissance, he scoffs at the question’s premise. “Terrestrial radio’s biggest problem right now is it has no cachet,” says Smulyan. “Podcasts only eat about a less than 1 percent chunk of my business. Internet radio streaming is 7 percent of the American radio industry, if that. Things are beginning to fragment, make no mistake. But we still made more money before lunch today than Pandora has made in its entire history.”

“We still made more money before lunch today than Pandora has made in its entire history.” Jeff Smulyan, CEO, Emmis Communications

Radio continues to be a useful, profitable technology. Consider: For $39,000 in annual electricity costs, Power 106’s broadcast tower can reach 15 million people in Southern California. There are no incremental charges involved—when an additional person tunes in, it doesn’t cost the station a dime. Not so on the Web. Each time you click a streaming radio channel, or download a podcast, it’s as though you’re making a collect call. Somebody’s paying to send all those data packets your way. The more people tune into a streaming broadcast, the more the broadcaster must spend on servers and bandwidth. According to Smulyan, if the roughly 3 million people who actually tune in to Power 106 on the radio each week (out of the 15 million the station’s broadcast tower can potentially reach) all suddenly switched to listening over cellular networks, it would cost him about $1 million annually to send out the data, and would cost them more than $1 million to receive it. (Whether they noticed these costs, or their cellular provider ate them, would depend on the nature of their cellular plans.)

Even if Smulyan paid to send out all those data packets, they’d still fail to reach a lot of people. Many rural communities don’t receive reliable broadband. Some people can’t afford the broadband that’s available to them. Not everyone owns a smartphone (though if you do, Smulyan wants you to know that it already has an FM chip inside it, which wireless carriers only need to activate for you to listen to over-the-air signals). Older people, and the less tech-savvy, sometimes have trouble figuring out how to find and listen to podcasts. Or how to connect their phones to their car speakers. For these folks, terrestrial radio remains a terrific option. It’s already installed in their cars. And if they want to listen at home, they can buy a Sony AM/FM receiver for about 12 bucks, operate it with ease, and enjoy the river of content that flows out of it for nothing more than the cost of a pair of AA batteries.

To be sure, terrestrial radio still faces profound, looming problems. For one thing, the industry as a whole is crippled by debt. In the wake of the Telecommunications Act of 1996, radio ownership groups were newly permitted to buy multiple stations in the same market, and the cap was lifted on the total number of stations they could own nationwide. This set off a wave of acquisition and consolidation. Huge firms like Clear Channel (now known as iHeartMedia) gobbled up every frequency in sight, borrowing money to afford suddenly booming station prices as everybody else went on buying sprees, too. Those investments turned out to be folly, particularly after the advertising market crashed during the Great Recession of the late aughts. iHeartMedia remains smothered in debt—$20.7 billion of it, as of September. Other radio ownership groups are in similar straits.

All that consolidation had further consequences, as well, as companies paying to service their debt trimmed costs by cutting regional flavor out of their station portfolios. Local DJs were canned, local staffs were downsized, and local programming was ditched in favor of prerecorded, homogenous, national fare from the mother ship. “When you think of the podcasts that are making an impact, ones like Serial and WTF,” says Paul Riismandel, a veteran radio broadcaster and the co-founder of RadioSurvivor.com, “those are very host-driven and talent-driven. Marc Maron makes WTF great. Sarah Koenig and the This American Life team make Serialgreat. When you think about commercial terrestrial radio, where’s the talent? They haven’t invested in the same way. The only breakout radio star of the last 10 years is Sean Hannity, and he wasn’t new.” These days, big-time commercial radio connects with very few passionate listeners beyond the realms of conservative political talk and sports gabbing.

Public radio is a different story. How comfortable is NPR with the Internet? In 2010 it declared that its R doesn’t even stand for radio anymore. It foresaw early on that its audience would steadily move online, and it made its peace with that.. It kept on nurturing in-house talent and creating shows—such as Planet Money and Radiolab—that were unique and that translated well to the podcast format.

NPR is proof of concept for commercial radio companies: It has bred a culture in which terrestrial stations are still relevant, but the Internet is welcomed as an opportunity and not feared as a threat. Some initiatives from traditional radio companies (like iHeartMedia’s iHeartRadio) have begun to feed terrestrial radio content into online apps. The problem is, the traditional radio outlets aren’t producing any content worth listening to—no matter how you listen to it.

The reality is that the Internet will win out, sooner or later. There’s no stopping it. Though the audience for audio has been growing overall, nearly all that growth is happening online. For good reason: Online you can fire up your favorite podcasts whenever you please—instead of tuning in and hoping against hope that something you’ll like is on. There’s much wider variety to be found on the Web, with thousands of niche programming choices—instead of a mere 30 stations on your FM dial. From the point of view of a person recording a podcast in her garage, it’s a breeze for her to distribute audio content over the Internet, with little in the way of startup costs. Like, for instance, she needn’t erect an enormous radio tower.

Of course, that garage podcaster will suddenly be smacked with huge data costs if her show becomes a hit. For this and other reasons, radio engineer and activist Pete Tridish predicts that terrestrial radio will always have a useful role to play. Tridish got involved with small-scale radio operations out of frustration with the consolidation that happened after that 1996 telecommunications deregulation. He helps engineer over-the-air operations for rural communities, groups of farmworkers, and such, sometimes placing small broadcast towers on the tops of buildings. When I spoke to him, he was about to help establish a station for a Navajo college in Arizona. “Just because we have word processing now doesn’t mean there’s no place for the pencil,” he says, “and just because we have the Internet doesn’t mean there’s no place for radio.”

He suggests a few reasons why terrestrial radio will stick around for a long time:

  • Most of us don’t feel the cost of the data we’re using when we stream online content. But this could be changing. “Half the public still has no idea whatdata metering is,” says Smulyan, “but we find it changes consumption completely when people see what they’re paying for the data they use.”
  • Due to some complex legislation, it can be less onerous to pay artist royalties when you play music over the airwaves than when you send it over the Internet. For this reason, last yearPandora bought an FM station in South Dakota, in an effort to qualify as a terrestrial broadcaster.
  • When the revolution comes, radio will be vital for the propagation of seditious content. It leaves no digital footprints. And the NSA is unlikely to hack into your transistor boom box and track what you listen to.
  • When the zombie apocalypse arrives, radio will save your hide. Anyone with a generator and an antenna can broadcast radio, and everyone listening hears the same key information in real time.

In 2010, NPR’s then-CEO Vivian Schiller prophesied: “Radio towers are going away within 10 years.” Four years later, that pronouncement is looking awfully silly. Radio towers haven’t gone anywhere, as that previously mentioned 91 percent of Americans could tell you. Radio companies still haul in billions of dollars in revenue. Even as terrestrial radio is overshadowed by podcasts and streams, it will continue to hold a place in our media landscape.

Now, if you’ll excuse me, the Eagles just came on. Need to nudge the antenna a bit to get out the crackle. Ah, radio—you give me such a peaceful, easy feeling.

Images from the Los Angeles Auto Show

Mercedes-Maybach S600 Mercedes-Benz President Stephen Cannon Mercedes AMG GT S Mercedes AMG C63 ….and here is what they provided us to share with you: 2016 Mercedes-Maybach S-Class (5) S-Klasse, S 600 Maybach (X 222) 2014 Mercedes AMG GT A popular debut at this year’s LA AUTO SHOW was the refreshed Mazda CX-5 and the all new Mazda CX-3, which has sex appeal in a segment where it normally isn’t found. One drawback is a high load floor cutting into the CX-3’s cargo room. MAZDA6 Mazda CX-3 Cadillac asserted its objective to regain its prominence alongside the German sports leaders in the luxury segment and introduced the ATS-V sports sedan and coupe: Cadillac Cadillac ATS-V Cadillac ATS-V Coupe Other brands observed at the two-day media event include the next generation Ford Explorer, as well as debuts from Toyota, Scion, Volkswagen, and the MOPAR enhanced Dodge Challenger: Ford Explorer  Toyota Dodge Challenger T/A Concept]]>

Direct Response Writing for Success

Writing for Direct Response requires a different approach as compared with regular retail radio advertising that focuses on developing a brand and image. While some of the same key approaches are required for any successful radio campaign, here are some of the essential elements a direct response radio script needs:

  • Speak to the heart of the listener with a clear purpose to solve their problem. From the start, your commercial needs to be about the listener, not the product. How does your product or service provide benefit to them – their needs and desires
  • Present the unique benefits of your product in relation to how it solves the listener’s problem. You may have a product that is similar to your competitor’s, thus you must present a compelling unique characteristic that sets you apart. You can focus attention on a characteristic or benefit that your competitor is not talking about. Competing products may be quite similar, thus the advertiser who communicates a unique benefit will set themselves apart
  • Include a strong offer: A special limited time free trial, discount, risk free incentive, or low introductory price. You must communicate the idea that if people do not respond to your offer immediately, they will pay too much later or miss out. The stronger the offer, the stronger the appeal of your direct response radio copy, and the greater the response you will see
  • Refer back to the benefits of the product later on in the script after drawing in the listener on a personal level after stating the offer.  Repeat the offer in the CTA (Call to Action)
  • Your Call to Action should be focused. A phone number repeated, or a website.  Not both.  Don’t give listeners an option to call or go to a website. The result will be fewer responses.  Listeners should only be given one clear call to act
  • Consider using Vanity 800 numbers and URLs
It’s that simple. Is your message and offer compelling enough for the listener to stop what they are doing and call you now? So, start thinking about what your company is, who you are trying to reach, what gives you an edge, what is your incentive – and then give us a call and we can put together a direct response media campaign structured to succeed!]]>

USA’s Top Voiceover Talent was Don LaFontaine

The voiceover industry’s undisputed star was Don LaFontaine. His legacy remains the aspiration of every voice actor. There was nothing LaFontaine could not do – and he did it across all media – radio, TV, and famously in motion picture trailers – with a grace and ease that drew people to him. He created the domineering style in which movie trailers are performed to this day. Voice actors still enjoy measuring themselves by how well they can imitate Don LaFontaine’s famous line, “In a world where…”

Don LaFontaine’s legacy inspired veteran voice actors Paul Pape and Los Angeles radio veteran, Joe Cipriano (author of “Living On Air”) to create the Don LaFontaine Voiceover Lab, which is part of SAG-AFTRA’s facilities in Los Angeles. It is a state-of-the-art recording facility offering free services to advance the voiceover industry that brings together the professionalism and quality of a commercial recording studio in an educational classroom environment.

About Media Partners Worldwide

Check out some of the radio spots our full-service direct response advertising agency, Media Partners Worldwide (MPW) has recorded with various voiceover artists. We have been a leader in direct response radio advertising since 1997. With pre-negotiated remnant rates and innovative advertising strategies, MPW consistently delivers low-cost, highly targeted campaigns to its clients. To get your Radio Advertising Evaluation and find out how remnant radio will increase cash flow for your business visit MediaPartnersWorldwide.co or call 1-800-579-3031.

Remnant Advertising – Bringing Success at an Affordable Price

Remnant advertising is not a widely used or understood form of media buying. A few years ago a small business and entrepreneurship columnist in USA Today endeavored to explain what remnant advertising is. Here is how he put it: Think about a carpet warehouse. It has all of those large carpet rolls, sure, but it discount tagalso usually has a lot of small rolls piled up, lying around that were cut off from the big rolls. These small rolls are called remnants. Remnants are usually sold at steep discounts.

Well, the same idea often applies to advertising. Media companies rarely sell all of their big advertising space or time. Their unsold ad space or time can often be bought at steep discounts, too. That’s called remnant advertising.

Over the years, I have collected some examples of remnant ads. Though they are now defunct, the song remains the same:

  • The Washington Post – “Remnant rate advertising is sold on a space available basis at 40% off the open black-and-white space rate. Color charges are also discounted at 40% off. Availability of remnant space is at the publisher’s discretion.”

  • Alaska State Vacation Planner – “Let the BIDDING begin for the second annual remnant space ad sale in the Official Alaska State Vacation Planner! Historically, after ad sales close and the directories are laid out, space is filled with Alaska images and/or Alaska facts appropriate to that region. For those businesses that have not purchased a display ad in the Vacation Planner or a remnant ad in last year’s Planner, this is an opportunity to position your business in front of approximately 450,000 high potential visitors as well as on our consumer website at www.travelalaska.com. Take this one-time opportunity to test a display ad at a 75% reduction.”

Here’s the skinny: Advertising time and space can perish if not used. That 30 seconds of TV time allotted for 8:09 pm., if unsold, is lost, forever. So instead of taking a complete loss for unsold airtime or ad space, media outlets will often take far less than their usual retail fees to unload that remnant space.

This means you can buy what is typically expensive media for much, much less than normal. Newspapers, magazines, Internet sites, television, radio, mobile ads and other media sell remnant space. Remnant space advertising is especially good for testing new ads before committing a lot of money to a full campaign.

Often, media companies do not know until their deadlines that they will have unsold ad space. The secret then to using remnant space advertising effectively is being able to buy that time as soon as it becomes available, which is, needless to say, at the last minute. If you can do that — if you can have the money and ad ready to go at a moment’s notice — then big savings can be yours.

Steps to take: If you want to try remnant space advertising, here are the steps to take:

  1. Decide upon the ad: First, create an ad that you can use on a moment’s notice. That means that the ad cannot be time-sensitive (i.e., talking about a sale this Saturday.) But it could be an ad that you want to try out or that has staying power. If it is a commercial, get it ready. If it is a print ad, lay it out. Either way, be ready to go when the bell rings.
  2. Decide on the media: Decide upon which media generally, and which stations or print sources specifically, you want the ad to run.
  3. Make contact: Call the ad rep for the media company and let them know you want to buy their remnant space or time. Remember too, you can choose more than one and wait to see who calls you. Let the reps know that you have both the money and the ad ready to go. Follow up in a month so that they know you are serious, and so they remember your desire.
  4. Monitor the results: Once you run your ad, be sure to monitor the results to see whether 1) the ad pulls, and if 2) remnant advertising works for you.

About Media Partners Worldwide
As a full-service direct response advertising agency, Media Partners Worldwide (MPW) has been a leader in remnant media buying of direct response radio advertising since 1997. With pre-negotiated remnant rates and innovative advertising strategies, MPW consistently delivers low-cost, highly targeted campaigns to its clients. To get your Radio Advertising Evaluation and find out how remnant radio will increase cash flow for your business visit MediaPartnersWorldwide.co or call 1-800-579-3031

What Elements Make Up an Effective Radio Ad?

Radio advertising is an often overlooked avenue to market a product and/or service. Yet it continues to be a tremendous source for cost-effective lead generation, especially now in trying economic times. However, writing radio ads is a learned art form that is only effective when done by experienced professionals. When all is said and done, an ad written by an expert will drive a lower cost-per-lead than would an ad written by an amateur. The first thing to know is that success with any given radio ad campaign is dependent on your ability to trust the writer; give the writer the freedom to do what he/she does best. Here are some elements that will lead to a successful radio campaign.

Drive a Direct Response Running a radio ad certainly creates brand awareness, but an even greater value is found in driving a customer to call your 1-800 number. Then it’s up to your call center to turn leads into conversions. With a great radio spot, customers will not be calling to ask questions, rather to make purchases. This is the art of direct-response advertising; this is the art of writing spots with an effective call to action.

Make an Emotional Connection Emotions are the greatest driving forces for human action. Even our own thoughts are vulnerable to be overcome by strong emotions. Successful advertisers have known this for decades and have been cashing in ever since. If you want someone to act immediately or if you want an ad to be remembered, rousing emotion is imperative.

Choose the Right Creative Approach In order to illicit a direct response, we’ve already discussed how emotions play a significant role. But how is this accomplished? One way is through the script design itself. Creative formats range from testimonials and sole announcer, to story-form and vignette. Remember, the most-effective format for your ad is dependent upon your industry and product/service. Also, make sure to understand why your professional writer chose the particular format, and then trust him/her to execute it.

Consider the Production Value Have you ever seen a good movie that would have been great if they’d invested more money into the production? Or have you seen a dated TV commercial that makes you think poorly of the product? The same goes for radio ads, except you generally only have 30 or 60 seconds to leave a lasting mark. Good writers will set up the scene with sound effects that not only compliment the spoken words, but encourage an emotional response as well. Poor-quality sound effects can distract your audience or even give the entire spot a dated feel to it.

About Media Partners Worldwide
As a full-service direct response advertising agency, Media Partners Worldwide (MPW) has been a leader in direct response radio advertising since 1997. With pre-negotiated remnant rates and innovative advertising strategies, MPW consistently delivers low-cost, highly targeted campaigns to its clients. To get your Radio Advertising Evaluation and find out how remnant radio will increase cash flow for your business visit MediaPartnersWorldwide.co or call 1-800-579-3031

Webinars: Best Practices

You’ve gathered lead information, including email addresses, for hundreds of potential customers. It’s now time to launch various marketing campaigns to capitalize on these leads and develop new revenue streams. Webinars can serve as a great means to educate, entice, and sell your products/services online. Here are a few tips:

Get an experienced speaker

It’s not easy to admit that some people are better suited than others for giving presentations. Bottom line, find someone who’s qualified. Also, avoid awkward pauses and filler words such as, “um,” “ah,” and “er,” as these convey a lack of preparedness and can be increasingly distracting.

Thrill your audience

Incorporate striking visuals and entertain your audience while maintaining a professional demeanor. People have taken time out of their day to watch your presentation, so be creative and engage the audience with compelling content and eye-catching graphics.

Elicit a direct response

Upon the webinar’s completion, make sure your leads know what do to do next. Where do they go to redeem their coupon code, get a complimentary white paper, or purchase your product? Also, have an outreach plan in place to follow up with everyone who sat through the presentation. You should also include a post-webinar survey and gain valuable information about the effectiveness of your presentation. Once you forge an emotional and intellectual connection with your audience, eliciting a direct response should come naturally.

Present at the right time

It’s generally a good idea to schedule the webinar in the middle of the week when most people are not scrambling to catch up with work. If you’re presenting to a national audience, be sure to schedule it later in the afternoon to appeal to all time zones.

Be willing to adapt

It’s important to test new content and tweak your messaging as you present subsequent webinars. After time, you may discover that a later version of your webinar was far more effective at closing leads.

As a full-service direct response advertising agency, Media Partners Worldwide (MPW) provides lead generation for all sizes and types of businesses. With more than 100 years of combined direct response experience, MPW takes a cutting-edge approach to effective, creative copywriting. Established in 1997, MPW is one of the largest purchasers of remnant radio advertising in the world, delivering the most cost-effective alternative to traditional media buying. Specializing in remnant radio, MPW also offers television, online, and social media marketing solutions as well.

For more information about MPW, visit the agency’s website at MediaPartnersWorldwide.co or call 1-800-579-3031.

5 Ineffective Approaches of Traditional Agencies

[vc_row][vc_column][vc_column_text]An article by the CMO of aCommerce agency, discussing the 5 reasons why you should fire your digital agency. Most digital agencies are trying to create branding and exposure via display, social and search, and as such are not suited for e-commerce in the way a direct response oriented agency thinks. Within online advertising, the trend has been a shift towards performance marketing, in other words direct response. This means the goal is not to spend more, but spend better. The article cited 5 elements worth repeating here that represent the increasingly ineffective approach of traditional agencies that should steer you to consider shifting toward an agency like Media Partners Worldwide that focuses on direct response, eCommerce oriented media spend:

  • Inefficient marketing spend that drives volume but not quality traffic
  • Overly focused on social, which does not have a direct ROI, but is more relevant to the consideration part of the purchase funnel process. Direct is more focused on ROI, LTV of a customer, and acquisition costs
  • Lax attitude toward analytics and data analysis
  • Declining need for Don Draper styled branding campaigns (the marketing and communications approach epitomized on AMC’s Mad Men)
  • Focused more on traffic volume as opposed to order volume

[/vc_column_text][/vc_column][/vc_row]