How A Sales Manager Can Support Seasoned Reps’ Efforts Best

"Of the different types of Sales Managers, the Maintenance Sales Manager is typically the easiest job of the group," says expert sales training coach Barrett Riddleberger. For him, Maintenance is the key term here. Why? It shows that the Sales Manager maintains an effective sales team and processes that someone else has put into place.

Is Ad-Supported Streaming Ready For Broadcast TV’s Sales Execs?

Among the many streaming-focused reports sent to the Radio + Television Business Report of late is a CordCutting.com study that wonders just how premium-tier, subscription-based streaming services are faring through the COVID-19 pandemic. While streaming surged, did advertisement-based video on demand benefit more? If so, could broadcast TV benefit?
Pile of Money

Five Sure-Fire Ways to Truly Irritate Your Lender

In March 2016, John R. Brooks and Erwin Krasnow penned a Media Information Bureau column that deviated from their common topic of how to find a lender, or ways to work with your lender in tough times. How should a broadcast media owner act if the lender-borrower relationship has failed? Examples of what not to do can be found here, in this encore presentation.

‘Automated, Performance-Based Media Buying’ For Local TV

The company gaining attention for its "cross-screen, multi-touch attribution" across all linear and digital television content has partnered with the cloud-based SaaS platform used for media buying and media planning developed in 2016 by Hudson MX.

Formats … Without the Ratings: Radio Revenue In COVID-19 Times

Longtime Boston-based radio programming consultant Clark Smidt has combed through the April Nielsen Audio ratings results for his home market. There, as in other locales where the PPM is used, cume -- the number of people actively tuning to radio -- has tumbled since the COVID-19 pandemic began. But, Smidt believes ratings are only part of the story radio can tell.

Cultural vs. Multicultural Insights: A Battle Of Meanings

With the right insights, marketers can create solutions for today, and also shape how their media buy looks. In this Media Information Bureau column, brand strategist Whitney Dunlap-Fowler offers her expert analysis of how the right cultural insights can be best used for one's branding needs.

Measuring Offline Marketing Effectiveness In COVID-19 Times

While business has changed significantly over the last two months, one thing remains the same: the need to track behavior as customers weave their way through the buying journey. This, says our guest Media Information Bureau contributor, is an opportunity for broadcast radio and television sales leaders and their AEs.

Benner On Washington: More Tails From Mock Inspection Trails

What sort of advise does Media Information Bureau featured columnist Ken Benner have for broadcast station operators that may want an alternative FCC inspection, which he has specialized in for decades? Here's what he has to say, in this column you'll only see at RBR+TVBR.

Moms: Tech Junkies Through The COVID-19 Pandemic

Nearly three in four U.S. moms agree with the statement that technology has been "essential" during the COVID-19 pandemic. That's a key finding in the just-released "Moms and Media 2020" study conducted by a division of Edison Research. The report includes data from The Infinite Dial series from Edison and Triton Digital.

The Media Sales Organizations Deemed ‘Most Trusted to Deliver on Promises’

How trusted are media sales organizations to consistently and reliably deliver on their promises, whatever those promises may be? The Myers Report from media ecologist Jack Myers has some intriguing answers. For Myers, companies that prioritized trust and reliable ratings delivery are more likely to capture market share in the challenging COVID-19 era and beyond.
Erwin Krasnow

Tips on Selecting and Working with a Media Broker

Many people in the market to sell or buy a broadcast station make use of the expert services of a media broker. Their special knowledge can be extremely beneficial to the client who contracts for their services. Now-retired communications transaction expert Erwin Krasnow takes an in-depth look at just what a contract with a broker should contain in this encore Media Information Bureau column.

A Hollywood Goodbye, With An Unwarranted Swipe At Radio

Financial analyst Michael Nathanson fears that the COVID-19 pandemic has created another period of economic duress, accelerating shifts in consumer and corporate behavior. Now, Nathanson believes that "the fundamental pillars of media," which were starting to crack heading into 2020, are crumbling. This could be a permanent wound ... and likens it to Radio's woes.
Stack of Files

Benner On Washington: Recollections of Broadcast Inspections

The coronavirus-fueled quarantine that Ken and Karen Benner have been enduring these past few weeks has led the alternative broadcast inspectors to shred thousands of documents related to their 25 years of conducting thousands of radio and television compliance reviews. "In the process, we have found enough documentation for hundreds of columns," Ken says.

TV Consumption In A COVID-19 World: What Audiences Say

What can domestic broadcast TV stations learn from worldwide viewer trends since shelter-in-place rules were put in effect across Earth?  A detailed webinar conducted by Kantar's London-based leadership team sheds some light on ways U.S. over-the-air television could further fuel viewer growth and, in turn, get ad dollars revving up once again.

‘As Society Changes So Will Your Marketing Plan’

In this column, GroupM Global President of Business Intelligence Brian Wieser reviews changes relevant to marketers that will occur as the coronavirus crisis evolves. His team specifically considers new ways consumers will spend time, how they will change media consumption and how B2B marketing will evolve.

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