We’ve reached that time of year where most sports radio stations across the country prepare for a ratings decline following a strong fall and impressive January. As we’ve learned throughout the years, the NFL is king, and although many stations will recover in April when baseball returns, the NFL Draft unfolds, and the NBA and NHL Playoffs begin, the winter months can be very unforgiving, especially February.
So what do you do?
Well there are plenty of suggestions to consider, and I thought it’d be helpful to remind you of a few critical things as you prepare to deal with a month where the audience mentally disconnects from your show and radio station.
First, it’s important to sell your radio station’s success quarterly and annually. Make sure your advertisers don’t have false expectations entering each month. By letting them know in advance that February is likely to dip, whereas the Fall months are likely to rise, you’re setting realistic and measurable expectations which the client will thank you for. We can pretend that these aren’t realities, and maybe with some luck you’ll avoid a drop in February, but by being honest and realistic, advertisers are more likely to stick with you during the tougher months.
Secondly, meet with your shows and staff and explain to them how the radio station has performed in previous year’s during the first quarter. It’s common for sports stations to have a strong January, a slower February, and make up a little ground in March before seeing a bigger increase in April.
One thing I encourage you to do, be honest with your staff and remind them that no less effort is acceptable, and the goal remains to stay flat or gain ground from January, but it’s also possible that despite cranking out compelling content, and busting their asses, that the ratings could suffer. This has more to do with sports radio fatigue and a lack of football and baseball than anything else. Stress the importance of driving the audience back to one another’s programs, because one additional tune-in could be the difference between a dip and staying afloat.
Since the listening levels are likely to decline in February, this is a good time to encourage your key people to use some vacation time. It allows them to breakaway from the radio station during a time where they may have to dig deeper than usual to find good local content, and it assures you that they’re less likely to hurt the radio station’s momentum later in the year. In many cases, your key people have grinded out the past 6 months covering the NFL, so they’re likely in need of a mental break. This is the perfect time to take one.
The next item I want you to think about, is how you can take advantage of a reduced period of listening. We often toss around the term “think outside the box” in this business, and in February, this is where the great programmers, talent, and brands get ultra-creative and find ways to capture some excitement, even if it’s for an extra day or two.
For example, in Houston, Sports Radio 610 KILT has used the time to invite the audience to get involved and trade their personalities to other dayparts and roles on the radio station. While this won’t lift the radio station’s ratings for an entire month, it’s topical and plays off of the NBA Trade Deadline, and it takes an otherwise slow period, and gives the station some buzz for a week or two.
This becomes fun for the hosts on the air, and for one day out of the year, it gives the audience a different sound of the brand. Some hosts will enjoy the change of pace, others may not depending on which roles they get thrust into, but in either case, the listeners feel empowered and the staff shows they’re willing to play along for the betterment of the audience. In some instances, a chord could be struck between some talent on the air that may come into play one day down the line. That one day of additional listening could also help the station avoid a setback for the month.
If you’ve listened to “Mike and Mike” throughout the years, you’ve likely heard them previously use the week after the Super Bowl to present their awards for the NFL season. That’s a great move because it takes the one subject that has driven audience tune-ins for the past 6 months, and keeps it relevant for an extra 5 days. By encouraging the audience to vote, playing audio clips centered around the key categories, and booking guests who are tied to each individual award, it makes the show interesting, and that’s a smart way to connect during a slow period.
In my personal experiences, this was the month where I’d kick off a major promotion in San Francisco titled “Lucky Break”. The idea behind it was to go town to town auditioning people for a chance to make the cast of 16 for a weekly show where undiscovered talent get a chance to perform in front of judges, audiences, and against top talent and celebrities, with the ultimate prize being a one-year contract to host shows on the radio station.
I decided after three years of doing it that the promotion had run its course at 95.7 The Game, but there’s no question that the buzz for it was excellent, and the audience got behind it. While we dealt with lower ratings in February, our digital performance shot up tremendously. This was another way to take those advertisers who may be looking at spending less on the air, and re-direct their dollars into another area.
We’d launch the off-air auditions right after the Super Bowl and promote them on-air, and after doing 4-5 and gathering our field of 16, we’d hit the air each Wednesday night in March and present different challenges each week to see who had the skills to excel in sports radio. When baseball returned during the first week of April, we’d crown our winner, and they’d start hosting on the weekend and at night as needed.
If you think that damages your brand’s image or puts someone on the air who isn’t ready for it, I’ll leave you with this – I heard that same stuff from many in San Francisco when we rolled out the idea. By the end of it, most of the talent would tell you that they weren’t sure themselves that they could have won the contest. If done right, it presents the cast in a positive light, shows how difficult doing great sports radio can be which inspires others to want to learn more about it, it creates buzz in your city which leads to additional marketing, keeps your advertiser’s dollars tied to a big promotion, and generates some life on your airwaves during a dead listening period.
And if you’re still not convinced, four members from that promotion are still employed by The Game in SF today, and Joe Beningo of WFAN, and Chris Dimino of 680 The Fan were once callers to sports talk shows, and they’ve since gone on to have lengthy careers and build strong brands in the New York and Atlanta areas. All they needed was someone willing to give them a shot – they took care of the rest.
One other idea to consider, is to think about what is happening locally or nationally that has people talking. Is there a way for your brand and personalities to tap into it? Let’s use a national angle for this example.
Whether you’re a Republican or Democrat, you’re familiar with who’s running for President. The debates are dominating local media coverage, and with the election taking place in November, you can be sure that the interest in who will lead the country is only going to intensify.
Whether it’s taking 2 of your key personalities, the entire station’s lineup, local celebrities, callers, or people from the local sports world, creating a debate night over sports issues that are relevant to your audience, is not hard to pull off. With the right amount of pre-promotion, the right venue, the right format, and the right inclusion in your weekday programming, you can create a compelling program that leads to additional buzz before, during, and after the event. It also gives your sales team an extra sellable event, and can help you boost your digital and social media activity.
The key of course is selecting the right people and content, but that’s what good programmers and talent are supposed to do.
If debates aren’t your cup of tea, and you’ve got the rights to a baseball team in your city, or if covering the club is a critical piece of your station’s local programming strategy, maybe this is the time of the year when you send a show or two to spring training to do LIVE shows, feature players on the air, and begin the build for what’s coming your way in April. The teams will appreciate it, and the work you do during the lighter times of the season, can provide benefits to you later in the year when things get more hectic. It’s also another opportunity for clients to be attached to an attractive promotion during a time when they may consider removing their money for a month.
If you aren’t a big baseball station but have strong audience interest in the NFL, especially if your team is going to be picking in the Top 5 of the upcoming NFL Draft, maybe you send a talent or two to the NFL Scouting Combine to do LIVE shows and talk to GM’s, Agents, Head Coaches, and Prospects to ramp up the interest heading into April’s Draft. The NFL interests people year round and the Draft is the highest rated non-sporting event. You can’t go wrong by spending extra time covering it. Again, sponsorships can be customized for your local advertisers.
Lastly, if you have an NBA team in your city and they’re playing lights out (Golden State/Cleveland) or they have a compelling story (LA Lakers-Kobe retiring, Houston Rockets-Dwight Howard Trade Possibility, New York Knicks-Phil Jackson’s Future-Carmelo Possibly Being Traded), this may be the time when you start adding additional programming to increase tune-ins. Maybe you hire a contributor with a strong NBA name to start appearing weekly on your shows. If that’s not enough, maybe you put together two local analysts/former players for a special weekly basketball hour on one of your top shows, or you start producing a weekly, bi-weekly, or even nightly NBA program leading up to the Trade Deadline.
I recognize that some cities may have tougher months than February, especially if they’re markets that function without a baseball team and rely on college sports. In those cases, use this blueprint to help you during your most challenging times. That said, this column should apply to most markets which see their success tied to NFL/MLB/NBA interest.
Whichever you path you choose, the goal is to increase audience interest one day at a time. It’s going to take creativity and additional excitement to bring your listeners back to the dial during the next 6 weeks. If P1 listeners love your brand but need a mental time out in February, and their lack of listening leads to lower ratings and revenue, are you just going to stand by and accept that?
Of course not!
So the real question becomes, what are you going to do to gain their attention and make them want to spend an extra segment or two with your radio station? It’s not an easy task, but those who find a way to get it done, don’t experience the same setbacks that others do – and that’s what separates a good brand from a great brand, especially during the dead zone of February.
Barrett Sports Media To Launch Podcast Network
“We will start with a few new titles later this month, and add a few more in July.”
To run a successful digital content and consulting company in 2022 it’s vital to explore new ways to grow business. There are certain paths that produce a higher return on investment than others, but by being active in multiple spaces, a brand has a stronger chance of staying strong and overcoming challenges when the unexpected occurs. Case in point, the pandemic in 2020.
As much as I love programming and consulting stations to assist with growing their over the air and digital impact, I consider myself first a business owner and strategist. Some have even called me an entrepreneur, and that works too. Just don’t call me a consultant because that’s only half of what I do. I’ve spent a lot of my time building relationships, listening to content, and studying brands and markets to help folks grow their business. Included in my education has been studying website content selection, Google and social media analytics, newsletter data, the event business, and the needs of partners and how to best serve them. As the world of media continues to evolve, I consider it my responsibility to stay informed and ready to pivot whenever it’s deemed necessary. That’s how brands and individuals survive and thrive.
If you look at the world of media today compared to just a decade ago, a lot has changed. It’s no secret during that period that podcasting has enjoyed a surge. Whether you review Edison Research, Jacobs Media, Amplifi Media, Spotify or another group’s results, the story is always the same – digital audio is growing and it’s expected to continue doing so. And that isn’t just related to content. It applies to advertising too. Gordon Borrell, IAB and eMarketer all have done the research to show you where future dollars are expected to move. I still believe it’s smart, valuable and effective for advertisers to market their products on a radio station’s airwaves, but digital is a key piece of the brand buy these days, and it’s not slowing down anytime soon.
Which brings me to today’s announcement.
If you were in New York City in March for our 2022 BSM Summit, you received a program at the show. Inside of one of the pages was a small ad (same image used atop this article) which said “Coming This Summer…The BSM Podcast Network…Stay Tuned For Details.” I had a few people ask ‘when is that happening, and what shows are you planning to create?’ and I kept the answers vague because I didn’t want to box ourselves in. I’ve spent a few months talking to people about joining us to help continue producing quality written content and improve our social media. Included in that process has been talking to members of our team and others on the outside about future opportunities creating podcasts for the Barrett Sports Media brand.
After examining the pluses and minuses, and listening and talking to a number of people, I’m excited to share that we are launching the BSM Podcast Network. We will start with a few new titles later this month, and add a few more in July. Demetri Ravanos will provide oversight of content execution, and assist with production and guest booking needs for selected pods. This is why we’ve been frequently promoting Editor and Social Media jobs with the brand. It’s hard to pursue new opportunities if you don’t have the right support.
The titles that will make up our initial offerings are each different in terms of content, host and presentation. First, we have Media Noise with Demetri Ravanos, which has produced over 75 episodes over the past year and a half. That show will continue in its current form, being released each Friday. Next will be the arrival of The Sports Talkers Podcast with Stephen Strom which will debut on Thursday June 23rd, the day of the NBA Draft. After that, The Producer’s Podcast with Brady Farkas will premiere on Wednesday June 29th. Then as we move into July, two more titles will be added, starting with a new sales focused podcast Seller to Seller with Jeff Caves. The final title to be added to the rotation will be The Jason Barrett Podcast which yours truly will host. The goal is to have five weekly programs distributed through our website and across all podcasting platforms by mid to late July.
I am excited about the creation of each of these podcasts but this won’t be the last of what we do. We’re already working on additional titles for late summer or early fall to ramp up our production to ten weekly shows. Once a few ideas and discussions get flushed out, I’ll have more news to share with you. I may consider adding even more to the mix too at some point. If you have an idea that you think would resonate with media professionals and aspiring broadcasters, email me by clicking here.
One thing I want to point out, this network will focuses exclusively on various areas of the sports media industry. We’ll leave mainstream sports conversations to the rest of the media universe. That’s not a space I’m interested in pursuing. We’ve focused on a niche since arriving on the scene in 2015 and have no plans to waver from it now.
Additionally, you may have noticed that we now refer to our company as ‘Barrett Media’. That’s because we are now involved in both sports and news media. That said, we are branding this as the BSM Podcast Network because the titles and content are sports media related. Maybe there will be a day when we introduce a BNM version of this, but right now, we’ve got to make sure the first one works right before exploring new territory.
Our commitment to delivering original industry news, features and opinions in print form remains unchanged. This is simply an opportunity to grow in an area where we’ve been less active. I know education for industry folks and those interested in entering the business is important. It’s why young people all across the country absorb mountains of debt to receive a college education. As valuable as those campus experiences might be, it’s a different world once you enter the broadcasting business.
What I’d like to remind folks is that we continue to make investments in the way we cover, consult, and discuss the media industry because others invest in us. It’d be easy to stockpile funds and enjoy a few more vacations but I’m not worried about personal wealth. I’m focused on building a brand that does meaningful work by benefitting those who earn a living in the media industry or are interested in one day doing so. As part of that process I’m trying to connect our audience to partners who provide products, services or programs that can benefit them.
Since starting this brand, we’ve written more than 18,000 articles. We now cover two formats and produce more than twenty five pieces of content per day. The opportunity to play a small role in keeping media members and future broadcasters informed is rewarding but we could not pay people to edit, write, and host podcasts here if others didn’t support us. For that I’m extremely grateful to those who do business with us either as a consulting client, website advertiser, Summit partner or through a monthly or annual membership. The only way to get better is to learn from others, and if our access to information, knowledge, relationships and professional opinions helps others and their brands, then that makes what we do worthwhile.
Thanks as always for the continued support. We appreciate that you read our content each day, and hope to be able to earn some of your listenership in the future too.
5 Mistakes To Avoid When Pursuing Media Jobs
“Demetri Ravanos and I have easily done 50-60 calls, and it’s been eye opening to see how many mistakes get made during the hiring process.”
I recently appeared on a podcast, Monetize Media, to discuss the growth of Barrett Media. The conversation covered a lot of ground on business topics including finding your niche, knowing your audience and serving them the right content in the right locations, the evolution of the BSM Summit, and why consulting is a big part of our mix but can’t be the only thing we do.
Having spent nearly seven years growing this brand, I don’t claim to have all the answers. I just know what’s worked for us, and it starts with vision, hard work, consistency, and a willingness to adapt quickly. There are many areas we can be better in whether it’s social media, editing, SEO, sales, finding news, producing creative original content or adding more staff. Though there’s always work to be done and challenges to overcome, when you’re doing something you love and you’re motivated to wake up each day doing it, that to me is success.
But lately there’s one part of the job that I haven’t enjoyed – the hiring process. Fortunately in going through it, I was able to get to know Arky Shea. He’s a good guy, talented writer, and fan of the industry, and I’m thrilled to share that he’s joining us as BSM’s new night time editor. I’ll have a few other announcements to make later this month, but in the meantime, if you’re qualified to be an editor or social media manager, I’m still going through the process to add those two positions to our brand. You can learn more about both jobs by clicking here.
Working for an independent digital brand like ours is different from working for a corporation. You communicate directly with yours truly, and you work remotely on a personal computer, relying on your eyes, ears and the radio, television, and internet to find content. Because our work appears online, you have to enjoy writing, and understand and have a passion for the media industry, the brands who produce daily content, and the people who bring those brands to life. We receive a lot of interest from folks who see the words ‘sports’ and ‘news’ in our brand names and assume they’re going to cover games or political beats. They quickly discover that that’s not what we do nor are we interested in doing it.
If you follow us on social media, have visited our website or receive our newsletters, you’ve likely seen us promoting openings with the brand. I’ve even bought ads on Indeed, and been lucky enough to have a few industry folks share the posts on social. We’re in a good place and trying to make our product better, so to do that, we need more help. But over the past two months, Demetri Ravanos and I have easily done 50-60 calls, and it’s been eye opening to see how many mistakes get made during the hiring process.
Receiving applications from folks who don’t have a firm grasp of what we do is fine. That happens everywhere. Most of the time we weed those out. It’s no different than when a PD gets an application for a top 5 market hosting gig from a retail employee who’s never spoken on a microphone. The likelihood of that person being the right fit for a role without any experience of how to do the job is very slim. What’s been puzzling though is seeing how many folks reach out to express interest in opportunities, only to discover they’re not prepared, not informed or not even interested in the role they’ve applied for.
For instance, one applicant told me on a call ‘I’m not interested in your job but I knew getting you on the phone would be hard, and I figured this would help me introduce myself because I know I’m a great host, and I’d like you to put me on the radar with programmers for future jobs.’ I had another send a cover letter that was addressed to a different company and person, and a few more applied for FT work only to share that they can’t work FT, weren’t interested in the work that was described in the position, didn’t know anything about our brand but needed a gig, were looking for a confidence boost after losing a job or they didn’t have a computer and place to operate.
At first I thought this might be an exclusive issue only we were dealing with. After all, our brand and the work we do is different from what happens inside of a radio or TV station. In some cases, folks may have meant well and intended something differently than what came out. But after talking to a few programmers about some of these things during the past few weeks, I’ve been stunned to hear how many similar horror stories exist. One top programmer told me hiring now is much harder than it was just five years ago.
I was told stories of folks applying for a producer role at a station and declining an offer unless the PD added air time to the position. One person told a hiring manager they couldn’t afford not to hire them because their ratings were tanking. One PD was threatened for not hiring an interested candidate, and another received a resume intended for the competing radio station and boss. I even saw one social example last week of a guy telling a PD to call him because his brand was thin on supporting talent.
Those examples I just shared are bad ideas if you’re looking to work for someone who manages a respected brand. I realize everyone is different, and what clicks with one hiring manager may not with another, but if you have the skills to do a job, I think you’ll put yourself in a better position by avoiding these 5 mistakes below. If you’re looking for other ways to enhance your chances of landing an opportunity, I recommend you click here.
Educate Yourself Before Applying – take some time to read the job description, and make sure it aligns with your skillset and what you’re looking to do professionally before you apply. Review the company’s body of work and the people who work there. Do you think this is a place you’d enjoy being at? Does it look like a job that you’d gain personal and professional fulfillment from? Are you capable of satisfying the job requirements? Could it potentially put you on the path to greater opportunities? If most of those produce a yes, it’s likely a situation to consider.
Proofread Your Email or Cover Letter and Resume – If the first impression you give a hiring manager is that you can’t spell properly, and you address them and their brand by the wrong names, you’re telling them to expect more mistakes if they hire you. Being detail oriented is important in the media business. If this is your introduction to someone and they have a job you’re interested in, you owe it to yourself to go through your materials thoroughly before you press send. If you can have someone else put an extra set of eyes on your introduction to protect you from committing a major blunder even better.
Don’t Waste People’s Time – You’d be annoyed if a company put you through a 3-4 week process only to tell you they didn’t see you as a viable candidate right? Well, it works the other way too. If you’re not seriously interested in the job or you’re going into the process hoping to change the job description later, don’t apply. If the fit isn’t right or the financials don’t work, that’s OK. Express that. People appreciate transparency. Sometimes they may even call you back in the future when other openings become available. But if you think someone is going to help you after you wasted their time or lied to them, trust me, they won’t.
Don’t Talk Like An Expert About Things You Don’t Know – Do you know why a station’s ratings or revenue is down? Are you aware of the company’s goals and if folks on the inside are satisfied or upset? Is the hiring manager someone you know well enough to have a candid professional conversation with? If the answers are no, you’re not helping your case by talking about things you don’t have full knowledge of. You have no idea how the manager you’re talking to has been dealing with the challenges he or she is faced with so don’t pretend you do. Just because someone wrote an article about it and you read it doesn’t mean you’re informed.
Use Social Wisely – Being frustrated that you didn’t get a job is fine. Everyone goes through it. Asking your friends and followers for advice on social of how you could’ve made a better case for yourself is good. That shows you’re trying to learn from the process to be better at it next time. But taking to social to write a book report blasting the hiring manager, their brand, and/or their company over a move that didn’t benefit you just tells them they made the right move by not bringing you in. Chances are, they won’t be calling you in the future either.
Would Local Radio Benefit From Hosting An Annual Upfront?
How many times have you heard this sentence uttered at conferences or in one of the trades; radio has to do a better job of telling its story. Sounds reasonable enough right? After all, your brands and companies stand a better chance of being more consumed and invested in the more that others know about them.
But what specifically about your brand’s story matters to those listening or spending money on it? Which outlets are you supposed to share that news with to grow your listenership and advertising? And who is telling the story? Is it someone who works for your company and has a motive to advance a professional agenda, or someone who’s independent and may point out a few holes in your strategy, execution, and results?
As professionals working in the media business, we’re supposed to be experts in the field of communications. But are we? We’re good at relaying news when it makes us look good or highlights a competitor coming up short. How do we respond though when the story isn’t told the we want it to? Better yet, how many times do sports/news talk brands relay information that isn’t tied to quarterly ratings, revenue or a new contract being signed? We like to celebrate the numbers that matter to us and our teams, but we don’t spend much time thinking about if those numbers matter to the right groups – the audience and the advertisers.
Having covered the sports and news media business for the past seven years, and published nearly eighteen thousand pieces of content, you’d be stunned if you saw how many nuggets of information get sent to us from industry folks looking for publicity vs. having to chase people down for details or read things on social media or listen to or watch shows to promote relevant material. Spoiler alert, most of what we produce comes from digging. There are a handful of outlets and PR folks who are great, and five or six PD’s who do an excellent job consistently promoting news or cool things associated with their brands and people. Some talent are good too at sharing content or tips that our website may have an interest in.
Whether I give the green light to publish the material or not, I appreciate that folks look for ways to keep their brands and shows on everyone’s radar. Brand leaders and marketing directors should be battling daily in my opinion for recognition anywhere and everywhere it’s available. If nobody is talking about your brand then you have to give them a reason to.
I’m writing this column today because I just spent a day in New York City at the Disney Upfront, which was attended by a few thousand advertising professionals. Though I’d have preferred a greater focus on ESPN than what was offered, I understand that a company the size of Disney with so many rich content offerings is going to have to condense things or they’d literally need a full week of Upfronts to cover it all. They’re also trying to reach buyers and advertising professionals who have interests in more than just sports.
What stood out to me while I was in attendance was how much detail went into putting on a show to inform, entertain, and engage advertising professionals. Disney understands the value of telling its story to the right crowd, and they rolled out the heavy hitters for it. There was a strong mix of stars, executives, promotion of upcoming shows, breaking news about network deals, access to the people responsible for bringing advertising to life, and of course, free drinks. It was easy for everyone in the room to gain an understanding of the company’s culture, vision, success, and plans to capture more market share.
As I sat in my seat, I wondered ‘why doesn’t radio do this on a local level‘? I’m not talking about entertaining clients in a suite, having a business dinner for a small group of clients or inviting business owners and agency reps to the office for a rollout of forthcoming plans. I’m talking about creating an annual event that showcases the power of a cluster, the stars who are connected to the company’s various brands, unveiling new shows, promotions and deals, and using the event as a driver to attract more business.
Too often I see our industry rely on things that have worked in the past. We assume that if it worked before there’s no need to reinvent the wheel for the client. Sometimes that’s even true. Maybe the advertiser likes to keep things simple and communicate by phone, email or in-person lunch meetings. Maybe a creative powerpoint presentation is all you need to get them to say yes. If it’s working and you feel that’s the best way forward to close business, continue with that approach. There’s more than one way to reach the finish line.
But I believe that most people like being exposed to fresh ideas, and given a peak behind the curtain. The word ‘new’ excites people. Why do you think Apple introduces a new iPhone each year or two. We lose sight sometimes of how important our brands and people are to those not inside the walls of our offices. We forget that whether a client spends ten thousand or ten million dollars per year with our company, they still like to be entertained. When you allow business people to feel the excitement associated with your brand’s upcoming events, see the presentations on a screen, and hear from and interact with the stars involved in it, you make them feel more special. I think you stand a better chance of closing deals and building stronger relationships that way.
Given that many local clusters have relationships with hotels, theaters, teams, restaurants, etc. there’s no reason you can’t find a central location, and put together an advertiser appreciation day that makes partners feel valued. You don’t have to rent out Pier 36 like Disney or secure the field at a baseball stadium to make a strong impression. We show listeners they’re valued regularly by giving away tickets, cash, fan appreciation parties, etc. and guess what, it works! Yes there are expenses involved putting on events, and no manager wants to hear about spending money without feeling confident they’ll generate a return on investment. That said, taking calculated risks is essential to growing a business. Every day that goes by where you operate with a ‘relying on the past’ mindset, and refuse to invest in growth opportunities, is one that leaves open the door for others to make sure your future is less promising.
There are likely a few examples of groups doing a smaller scaled version of what I’m suggesting. If you’re doing this already, I’d love to hear about it. Hit me up through email at JBarrett@sportsradiopd.com. By and large though, I don’t see a lot of must-see, must-discuss events like this created that lead to a surplus of press, increased relationships, and most importantly, increased sales. Yet it can be done. Judging from some of the feedback I received yesterday talking to people in the room, it makes an impression, and it matters.
I don’t claim to know how many ad agency executives and buyers returned to the office from the Disney Upfront and reached out to sign new advertising deals with the company. What I am confident in is that Disney wouldn’t invest resources in creating this event nor would other national groups like NBC, FOX, CBS, WarnerMedia, etc. if they didn’t feel it was beneficial to their business. Rather than relying on ratings and revenue stories that serve our own interests, maybe we’d help ourselves more by allowing our partners and potential clients to experience what makes our brands special. It works with our listeners, and can work with advertisers too.