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Product + Knowledge + Passion = Revenue

Jason Barrett

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In the radio business, there’s this constant struggle between what matters more – generating revenue, or delivering great programming. Clearly you need both to make a difference, but not all brands experience success in both areas.

Given my background in programming, I’m sure you’re going to be stunned to learn that I lean first towards providing quality programming. However, I’m not one of those people who turns a blind eye to sales, or minimizes the importance of being profitable. Anyone who’s occupied a conference room with me knows that I’m going to defend the integrity of the programming at all costs, but if I reject an idea, I’m likely to counter with “but here’s what I will consider”.

We can play the chicken or the egg game, but in life, listeners have a choice of whether or not to invest their time in a brand. They didn’t turn on your radio station, listen to your podcast, or watch your personality’s video, because they were looking for an advertiser message.

The client didn’t place their ad budget on your radio station because they were concerned with helping your company turn a profit. They did it because you have something of value to offer – access to people!

With that access comes the opportunity to place effective messaging in front of an audience by aligning the advertiser with things that the user considers cool (talent, features, play by play, etc.). But how are you supposed to take advantage of the power you yield, if you don’t fully grasp the vision of the product, and the reasons why it connects?

I’ve been fortunate to work with some great Market Managers during my career. Since entering into business for myself last August, I’ve had the pleasure of meeting many more who truly understand the secret sauce of their radio stations. You can’t measure a brand’s success solely by ratings numbers, and you can’t make investments by only looking at expenses vs. revenue earned. If that were the case, this format wouldn’t have more than seven hundred stations operating in it.

One area today which is drawing larger industry concern is the product knowledge, and interest level, among market managers, and sales leaders. Some of that’s brought on by individual decisions, but most of it is the result of structure, pressure, and inexperience.

Selling sports isn’t easy. You have to use the emotion of a local team, the persona of an on-air talent, and the passion of the audience to create deeper interest. Ratings help, but for most sports radio brands, they’re not going to be the reason that local and national clients spend larger dollars on your station. If numbers are part of the decision making process, music stations will get more respect, because they perform better in the 6+ and Persons 25-54 demos, an area that only a handful of sports talkers do.

If you want to strike a chord with a buyer or client, you need evidence to make them look beyond the ratings sheet, especially if you have a competitor in your market.

Have you ever walked into a meeting with audio clips of your brand and your competitor, and let the client hear why it makes sense to invest more in your brand? If you want to draw an emotional response from the client or buyer, watch their reaction when they hear the way their business is presented. Few advertisers enjoy hearing their commercial run on your competitor’s station during an eight minute commercial break, let alone as the final unit.

You can point out the mistakes on your competitor, but when you do so, you better have your own house in order. The last thing you want to do is highlight how the brand you compete against treats a client, and then have the same issues occurring on your own radio station. If you can show a clear difference of the programming, and how a sponsorship works better on one brand than the other, they’ll give deeper thought to doing more business with you.

Here’s another idea. Have you ever taken a look on social media at the reaction of your audience when your on-air talent says something bold, or the station announces something big? The passion is off the charts, and the response can be overwhelming. I used to conduct quarterly Twitter chats when I programmed 95.7 The Game in San Francisco, and there was never a shortage of activity.

When you can take that emotion, and large sample-size, and put it visually in front of people, the evidence stands out. It tells them that people care, and gives them incentive to want to tap into your audience. It’s even more magnified if a radio station carries a team’s games, or has a weekly call-in arrangement with a popular local athlete.

For example, I negotiated a deal with Buster Posey, and Matt Cain of the San Francisco Giants years ago. Their call-in segments didn’t exactly set the content bar on fire, and their ratings were slightly higher than a few other quarter hours on the station. But, if you called a local advertiser in the Bay Area, and told them you were aligned with Posey and Cain during the Giants championship run, do you think there might have been interest? Of course there was.

When the two players met four contest winners prior to an A’s-Giants rivalry series, those listeners became fans of the radio station for life. If clients receive similar treatment, and are introduced to people that they view as heroes, and see as being a part of something that matters to them personally, they pony up to be connected to it.

Understanding what goes into selling sports radio is more important than ever, and the reality is that many markets feature staffs that have grown up in radio, and are trained on selling spots and dots. They don’t necessarily share an enthusiasm for the programming, and they look at digital and social media sales the way kids today view common core.

To be fair, it’s really difficult to sell all of these things, and be extraordinary at it. It’s even harder when stations have lean sales teams with big revenue expectations.

If sports is a local/direct sell, and your sports station is operating in a top 20 market with three or four sellers, and a group of other reps who are focused on selling other formats but lack an emotional attachment to the brand, you’re going to miss the mark. I don’t believe that every salesperson has to love sports to sell it, but, if they don’t know and love the radio station, the on-air talent, the way the brand connects with the audience, or understand why it’s special, good luck being profitable.

It’s also necessary to have a solid grasp on the assets you have at your disposal. Some programmers prefer to put it on a grid, some lack attention to detail which can make it tough for a seller to navigate thru, and others do neither because they’ll put anything on the air that sales asks of them (even if it weakens the brand) just to gain a client’s business.

In each scenario, success is possible, but I believe you help your own case by making it easier for everyone to follow. Here’s an example of how to lay things out for your sellers. It’s an edited version of an old features booklet I created in 2011 in San Francisco.

In it you’ll find the details of how each feature works, what day/time they occur, and what each sponsorship requirement is. This is helpful to sales teams who are trying to create Powerpoint presentations to place in front of potential clients, and it’s a great way for them to be reminded of how the brand operates, without having to constantly bang on the programmer’s door to get their questions answered.

The original booklet I created had other elements in it, including Raiders play by play, weekly call-ins during football, baseball, and basketball season, digital media opportunities, and something I refer to as “Beachfront Property”. Those assets are the biggest on the radio station. Everything from owning the name of the studio, to sponsoring the phone or text line, to being the featured sponsor of the station’s largest events and promotions.

If you’re charged with managing a sales team, and they have all of those assets to sell, in addition to commercials, web banners, Facebook mentions, and lord knows what else, is it realistic to expect them all to be monetized? I’ll help you answer this one, the answer is no.

Chances are, most of the sales team won’t remember half of the assets on the station because they’re under the gun already trying to sell out commercial inventory. If a station runs twelve to sixteen minutes of commercials each hour, and there are thirteen prime-time hours (M-F 6a-7p), and eighteen weekday hours (M-F 6a-Mid), that means they need to sell between 150-300 spots per day. That’s assuming they’re all :60 seconds in length, which they won’t be.

When you factor in :30 second spots, which are the usual length of most radio commercials, plus :10s and :15s, now that inventory number jumps even higher. And I haven’t even talked about digital, mobile, and social assets, promotions, local and national play by play, big station events, or advertiser demands to create specific opportunities.

The reality is that the radio station’s assets will likely never be fully monetized, and reducing them probably makes more sense. But, the second you tell a sales team that an opportunity is no longer available, all hell breaks loose.

Equally important is for the programming team to understand that just because a feature isn’t sold, doesn’t mean you shouldn’t do it. If it is sold, that also doesn’t mean you deserve an increase in pay. In many cases, the sponsor is given the feature sponsorship as a bonus, to close a bigger inventory deal on the radio station.

This all brings me back to my point about the lack of understanding and interest in sales leaders towards the product, its assets, and the unique qualities that make a radio station great. You can’t take advantage of opportunities if you don’t know how they work. If your focus is on making sure your sellers hit their revenue numbers, and move every unit of commercial inventory, that’s understandable. However, there’s likely going to be less focus placed on product integration, digital/social/mobile assets, and training people which means at some point you’re going to come up short somewhere.

We realize the business world is shifting to the digital space. Just last week ESPN went on offense to try and slow down providers like Netflix, Hulu, and Amazon. Why? Because they see their power reducing, and they know the money is heading in that direction.

Have you seen how Facebook, Google, Twitter, and Apple are performing? Google has grown 17% year to year in Q1, raking in over twenty billion dollars. Twitter is up 36% year to year while generating nearly six hundred million dollars. Facebook has climbed 52% year to year, while turning in more than five billion in the first quarter. Apple has grown by 2% year to year, en route to generating over seventy five billion dollars in the first quarter.

There’s a specific reason why I listed those companies. Three have been in existence for less than twenty years, and one experienced modest success in the 1980’s before falling on hard times. Its resurgence has taken place during the last two decades! Google entered the digital world in 1998, Facebook was born in 2004, and Twitter arrived in 2006. Apple was launched in 1976, but most view 1997-2016 as the time when it’s truly become one of the world’s most dominant companies.

How on earth is it possible that these companies which have enjoyed massive success for only two decades, could overtake the entire radio, print, and television industry for advertising revenue? The media business we grew up in has over a half of a century to put itself in position to be untouchable, yet here we are in 2016, and we’re all using these three platforms to help promote and grow our own businesses. Some would even say that without them we’d be in trouble at reaching our audiences.

Am I not the only one scratching my head, and wondering how that could be possible? Not only did they start their own companies, but they created an entire new media space too. We’ve had access to a megaphone, and a relationship with the auto industry which has given us great accessibility to people, but still couldn’t figure out how to grow revenue the way each of these groups have.

Here’s another scary fact that addresses one of radio’s bigger issues – each of those businesses have been built by someone who bled product first. That’s not always the case in radio.

Before Mark Zuckerberg started worrying about stock prices, and quarterly earnings reports, he was a programmer. He cared first about creating a product that mattered to people, before learning how to become a successful businessman. Here he stands now at 31 years old, listed as one of the top 100 wealthiest people on the planet. He figured out how to give a speech, excite investors, and cut deals with business leaders, but not before understanding every aspect of what made Facebook important.

Apple, was founded by Steve Jobs, who was an inventor with a large focus on product development. Before he spent his energies trying to sell a room full of people on the power of the iPhone, iPad, iPod, and iTunes, he concentrated on making great products that he thought people would use. Once he had a great product to offer, he learned how to market it, sell it, and become the face of the company.

At Twitter, Jack Dorsey led a group of four in bringing the social media network to life. He was a programmer, with a passion for innovation, and that enthusiasm for creating technology has earned him world wide praise. He sits currently in the CEO position, and is tasked with growing the business moving forward. Who better to explain why Twitter matters, and how it can be used to grow a business than the guy who helped create it?

For Google, Sergey Brin, and Larry Page were computer scientists who met at Stanford, and spent all their time in dorm rooms tearing thru computer equipment, and testing out different concepts in order to create the world’s most powerful search engine. By investing their time in developing an idea that they felt could change the world, they did, and in the process became two of the top 20 richest people in the United States.

Teaching someone how to create powerpoints, discuss ROI, lead a meeting, and operate a budget isn’t difficult. But, knowing a brand, creating a vision, selling its value, and producing the right strategy will take you further. Certain leadership skills can be taught, but if your laptop crashes, and it’s just you and the advertiser face to face, can you look them in the eye and make them believe in what you have to offer?

Natural born leaders are built to perform in front of anyone. They can sell their beliefs to any audience because it’s part of who they are. They live and breath their products, and don’t need a phony story, or fancy powerpoint presentation to convince people to invest with them.

I can’t explain why radio programmers don’t warrant deeper consideration to run companies or clusters. If you have the answer, please let me know. Dan Mason had a strong background in programming, and did very well operating CBS Radio. Bruce Gilbert had a great track record when he joined ESPN Radio, and his results at the network speak for themselves. I’m sure there are others out there who can make the same difference.

The point of this isn’t to lessen sales leaders, or suggest that programmers should run the world. It’s to explain the importance of connecting with your products, and understanding why they matter. We can’t operate in a silo, and expect one-trick ponies to be dynamic across multiple platforms. It’s just not realistic.

Today, we expect air talent to be skilled at hosting a radio show, writing a blog, interacting on social media, creating video, and being an advocate for advertisers, so it’s only fair that our revenue generators be proficient at maximizing on-air, online, and on-social sales. Before they can be successful in any of those areas though, they’ve got to familiarize themselves with the assets on their brands, and know why each is special to the audience.

Facebook, Google, Apple, and Twitter took over the media world, and changed the revenue game in less than twenty years. Others will do the same during the next two decades. If we want to avoid becoming the new age dinosaur, we’ve got to excel at creating unique and powerful content that connects with an audience, distributing it across multiple platforms, and having well rounded business leaders who understand how to maximize the assets. Without it, we might as well borrow ESPN’s ad campaign against streaming providers and pray that it works.

Barrett Blogs

California College Students Earn Chance to Win 10 Free Tickets to the 2023 BSM Summit Thanks to Steve Kamer Voiceovers

“In order to win tickets to attend the Summit, students must submit a 2-minute video by email explaining why they’d like to be in attendance and what they hope to learn at the event.”

Jason Barrett

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With a new year comes renewed energy and optimism for the sports media business. Yours truly is looking forward to showcasing the best our business has to offer when we gather the industry in Los Angeles, CA at the 2023 BSM Summit at the Founders Club at the University of Southern California on March 21-22, 2023. Our conference is returning to the west coast for the first time since 2019. We’ve announced some super talented speakers. We’ve got additional things in the works and I plan to make additional announcements in the next few weeks.

People often ask me what the biggest challenge is putting this event together. My answer is always the same, it’s getting people to leave the comfort of their office and spend two days in a room together learning and discussing ways to grow the business. We have great sponsorship support and exceptional people on stage and are fortunate to have a lot of folks already set to attend. Our venue this year has extra space though, so I’m hoping a few more of you make time to join us. If you haven’t bought a ticket or reserved your hotel room, visit BSMSummit.com to make sure you’re all set.

If there’s one thing our industry could get better at it’s opening our minds to new ideas and information. There’s more than one path to success. Just because you’re in good shape today doesn’t mean you will be tomorrow. Building brands, growing audiences, increasing revenue, and examining new opportunities is an ongoing process. There are many shifts along the way. We may not solve every business challenge during our two-days together but you’ll leave the room more connected and informed than when you entered it.

Each year I’ll get two or three emails from folks sharing that they learned more about the industry in two-days at the Summit than they have in ___ years inside of their building. That’s truly gratifying and what I strive to achieve when I put this event together. I remember when conferences like this didn’t exist for format folks and I take the risk and invest the time and resources to create it because I love the sports media industry and believe I can help it thrive. I see great value in gathering professionals to share ideas, information, and meet others who can help them grow their business, and if we do our part, I’m confident some will want to work with us too. That’s how we benefit over the long haul.

But as much as I focus on serving the professional crowd, I also think we have a responsibility to educate young people who are interested, passionate, and taking steps to be a part of our business in the future. The BSM website is visited by hundreds of thousands of people each month and it’s become a valuable resource for folks who enjoy sports radio and television. I think it’s vital to use our platform, influence and two-day event to connect generations and I’m happy to announce that we will once again welcome college students at this year’s Summit.

Most of us who’ve been in this line of work for two or three decades learned the business without podcasts, YouTube, social media, the web or conferences delivering two full days of sessions that taught you more about the business than what’s available inside of a class room. We learned by doing, and hoping we were right. Then we copied others who had success. Some of that still exists, and that’s not a bad thing. But where our business goes in the future is going to be drastically different.

I’d like to see the difference makers in our format remembered for years to come, and practices that have stood the test of time remain valued down the line. Change is inevitable in every business and I’m excited about the road that lies ahead especially some of the technological advancements that are now available or will soon become a bigger part of our industry. I think we can embrace the future while enjoying the present and celebrating the past. The best way to do that is by bringing together everyone who is and is hoping to be a part of the sports media universe.

So here’s two things we’re doing to make sure future broadcasters have an opportunity to learn with us.

First, I want to send a HUGE thank you to Steve Kamer Voiceovers. Thanks to Steve’s generosity, TEN (10) college students will be given FREE tickets to attend the 2023 BSM Summit in March. Steve is a USC graduate (Class of 1985) and he bought the ten tickets to help young people learn about the industry, save money and make valuable connections. When I first received his order, I thought he hit the wrong button. I reached out to tell him a mistake was made and I needed to refund him. That’s when he told me what he wanted to do for students who were pursuing their broadcasting dreams just as we both did years ago. A very classy gesture on his part.

As it pertains to the contest, here’s how it’s going to work.

To win tickets to attend the Summit, students must submit a 2-minute video by email to JBarrett@sportsradiopd.com explaining why they’d like to be in attendance and what they hope to learn at the event. Included in your email should be a list of steps that you’ve taken or are pursuing to explore opportunities in the media industry. If you want to pass along a resume and audio or video clips too to showcase your work and experience, that’s fine as well. BSM will accept submissions until February 17th. The winners will be announced on Friday February 24th.

Helping me select the winners will be an exceptional panel of media executives. Each of these folks below will choose one person to attend our L.A. event. The final two will be picked by Steve Kamer and myself.

  • Scott Shapiro – Senior Vice President, FOX Sports Radio
  • Justin Craig – Senior Program Director, ESPN Radio
  • Jeff Sottolano – Executive Vice President, Programming, Audacy
  • Bruce Gilbert – Senior Vice President of Sports, Cumulus Media & Westwood One
  • Amanda Gifford – Vice President, Content Strategy & Audio, ESPN
  • Jacob Ullman – Senior Vice President, Production and Talent Development, FOX Sports
  • Greg Strassell – Senior Vice President, Programming, Hubbard Radio
  • Scott Sutherland – Executive Vice President, Bonneville International

To qualify for the BSM Summit College Contest, students must be enrolled in college in the state of California, pursuing a degree that involves course work either in radio, television, print or the digital business. Those attending local trade schools with a focus on broadcasting are also welcome to participate. You must be able to take care of your own transportation and/or lodging.

This is a contest I enjoy running. We’ve had great participation during our prior two shows in New York City but haven’t done it before on the west coast. I’m hoping it’s helpful to California students and look forward to hearing from many of them during the next month.

For students who live out of state and wish to attend or those enrolled at local universities who enter the contest but aren’t lucky enough to win one of the ten free tickets from Steve Kamer Voiceovers, we are introducing a special two-day college ticket for just $124.99. You must provide proof that you’re currently in school to take advantage of the offer. This ticket gives you access to all of our sessions inside the Founders Club. College tickets will be limited to forty (40) seats so take advantage of the opportunity before it expires.

The 2023 BSM Summit will feature award ceremonies with Emmis Communication CEO Jeff Smulyan and legendary WFAN program director Mark Chernoff, sessions with influential on-air talent such as Colin Cowherd, Jim Rome, Joy Taylor, and Mina Kimes, big picture business conversations with executives from groups such as Audacy, iHeart, Bonneville, Good Karma Brands, Barstool, The Volume, Omaha Productions and more. For details on tickets and hotel rooms visit BSMsummit.com.

I look forward to seeing you in March in Los Angeles!

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Barrett News Media To Gather The Industry in Nashville in September 2023

“I’ve been lucky enough to play a key role in bringing the sports media industry together on an annual basis, and in 2023 we’re going to attempt to do the same for news/talk media professionals.”

Jason Barrett

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One of the best parts about working in the media business is that you’re afforded an opportunity to use your creativity, take risks, and learn if an audience or advertisers will support your ideas. Sometimes you hit a homerun, other times you strike out, but regardless of the outcome, you keep on swinging.

I’ve tried to do that since launching a digital publishing and radio consulting company in 2015. Fortunately, we’ve delivered more hits than misses.

When I added news media industry coverage to our brand in September 2020, I knew it’d be a huge undertaking. The news/talk format is two and a half times larger than sports, many of its brands are powered by national shows, and the content itself is more personal and divisive. I wanted our focus and attention on news media stories, not politics and news, and though there have been times when the lines got blurred, we’ve tried to be consistent in serving industry professionals relevant content .

What made the move into news media more challenging was that I’d spent less time in it. That meant it’d take longer to find the right writers, and it required putting more time into building relationships, trust, respect, and support. Though we still have more ground to cover, we’ve made nice strides. That was reflected by the participation we received when we rolled out the BNM Top 20 of 2022 the past two weeks. Hopefully you checked out the lists. Demetri Ravanos and I will be hosting a video chat today at 1pm ET on BNM’s Facebook and Twitter accounts, and through Barrett Media’s YouTube page discussing the series, as well as this article.

It’s because of that growing support, trust, and confidence in what we’re doing that I’m taking a risk yet again. I’ve been lucky enough to play a key role in bringing the sports media industry together on an annual basis, and in 2023 we’re going to attempt to do the same for news/talk media professionals.

I am excited to share the news that Barrett News Media will host its first ever BNM Summit on Thursday September 14, 2023 in Nashville, TN. Our one-day conference will take place at Vanderbilt University’s Student Life Center Ballroom. The venue we’ve selected is tremendous and I’m eager to spend a day with news/talk professionals to examine ways to further grow the format and industry.

If you’re wondering why we chose Nashville, here’s why.

First, the city itself is awesome. The access to great restaurants, bars, entertainment, hotels, and famous landmarks is unlimited, and when you’re traveling to a city for a business conference, those things matter. Being in a city that’s easy for folks across the country to get to also doesn’t hurt.

Secondly, a conference is harder to pull off if you can’t involve successful on-air people in it. If you look at Nashville’s growth in the talk media space over the past decade, it’s remarkable. Many notable talents now live and broadcast locally, major brands have created a local footprint in the area, and that opens the door to future possibilities. I have no idea who we’ll include in the show, and I haven’t sent out one request yet because I wanted to keep this quiet until we were sure it made sense. I’m sure we’ll have plenty of interest in participating and I can’t promise we’ll be able to accommodate all requests but if you have interest in being involved, send an email to Jason@BarrettNewsMedia.com.

Third, finding the right venue is always difficult. We looked at a bunch of great venues in Nashville during our vacation this past summer, and when we stepped on to the campus at Vanderbilt University and walked through the SLC Ballroom, we knew it was the right fit. It had the space we needed, the right tech support, access to private parking, a green room for guests, and it was within walking distance of a few hotels, restaurants, and the Parthenon.

As I went through the process of deciding if this event was right for BNM, a few folks I trust mentioned that by creating a Summit for news/media folks, it could create a competitive situation. I don’t see it that way. I view it as a responsibility. I think we need more people coming together to grow the industry rather than trying to tear each other down. I hear this far too often in radio. We worry about what one station is doing rather than strengthening our own brand and preparing to compete with all audio options.

For years I’ve attended conferences hosted by Radio Ink, NAB, Talkers, and Conclave. I’ve even spoken at a few and welcomed folks who operate in the consulting space to speak at my shows. I’ll continue to support those events, read various trade sites, and invite speakers who work in a similar field because they’re good people who care about helping the industry. I believe BNM and BSM add value to the media business through its websites and conferences, and though there may be a detractor or two, I’ll focus on why we’re doing this and who it’s for, and let the chips fall where they may.

I know juggling two conferences in one year is likely going to make me crazy at times, but I welcome the challenge. In the months ahead I’ll start lining up speakers, sponsors, building the conference website, and analyzing every detail to make sure we hold up our end of the bargain and deliver an informative and professionally beneficial event. The news/talk media industry is massive and making sure it stays healthy is critically important. I think we can play a small role in helping the business grow, and I look forward to finding out on September 14th in Nashville at Vanderbilt University.

Hope to see you there!

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Jimmy Powers, Raj Sharan, Matt Berger and John Goforth Added to 2023 BSM Summit Lineup

“BSM is having a special Holiday SALE this week. Individual tickets are reduced to $224.99 until Friday night December 23rd at 11:59pm ET.

Jason Barrett

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In less than a hundred days, the BSM Summit will return to Los Angeles for two-days of networking, learning, laughing, and celebrating. The conference hasn’t been held on the west coast since 2019, and we’re looking forward to returning to the city of angels on March 21-22, 2023, and bringing together sports media professionals at the Founders Club, located inside the Galen Center at the University of Southern California.

For those of you who haven’t purchased your ticket(s) yet, BSM is having a special Holiday SALE this week. From today (Monday) through Friday 11:59pm ET, individual tickets are reduced to $224.99. If you’re planning to come, and want to make sure you’re in the room, take advantage of the extra savings and secure your seat. To buy tickets, reserve your hotel room, and learn more about the Summit’s speakers, click here.

We’ve previously announced twenty one (21) participants who will join us on stage at the 2023 BSM Summit. Today, we’re excited to expand our lineup by welcoming four (4) more additions to March’s industry spectacular.

First, BSM is thrilled to have two accomplished sports radio programmers contributing to the event. Jimmy Powers of 97.1 The Ticket in Detroit will make his Summit debut in L.A.. Fresh off of a Marconi victory earlier this fall, The Ticket’s brand manager will share his insights on the present and future of sports radio on one of our programming panels. Also taking part in that panel will be the leader of 104.3 The Fan in Denver, Raj Sharan. Raj appeared on stage at the 2022 BSM Summit in NYC, and we look forward to having him return to lend his voice to an important sports radio programming discussion.

But programming won’t be the only thing we invest time in out west. Growing a business, more specifically, a digital business will be part of our conference agenda as well.

When it comes to maximizing digital revenue, few brands understand the space better than Barstool Sports. Charged with growing the brand’s revenue is Senior Vice President and Head of Sales Matt Berger, and we’re looking forward to having Matt join us for a conversation that will focus on monetizing digital opportunities. Before joining Barstool, Matt sold for Bleacher Report/House of Highlights. He’s also worked for Warner Brothers and the Walt Disney Company. We’re excited to have him share his wisdom with the room.

Also taking part in our digital sales panel will be John Goforth of Magellan AI. John knows the radio business well from having served previously as a sales manager and salesperson. Since leaving traditional media and joining Magellan AI, John has studied the podcasting advertising space and learned who the top spenders are, who’s making big moves with their podcast advertising budgets, and which publishers are best positioned to benefit. Having his expertise on stage will help many in the room with trying to better understand the digital sales space.

There are other speaker announcements still to come. We have some big things planned, which I’m hoping to reveal in January and February. I want to thank ESPN Radio, FOX Sports, Showtime, and Point to Point Marketing for coming on board as partners of the 2023 BSM Summit. The support we’ve received heading into Los Angeles has been tremendous, and we greatly appreciate it. If you’re looking to be associated with the Summit as an event partner, email Stephanie Eads at Sales@BarrettSportsMedia.com.

That’s all for now, but be sure to take advantage of the Summit Holiday Sale. You have until Friday night December 23rd at 11:59pm ET to take advantage of discounted tickets. Happy Holidays!

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