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Mitch Rosen Is Humbled And Rejuvenated

“What I was doing three or four years ago as a PD has changed. Today as a brand manager you just have to be able to be adaptive, go with the changes, be open to ideas and come up with new ideas. You can’t wait for it to come to you.”

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Mitch Rosen has been in the radio game for a long time. He’s spent some 30 years in his home market of Chicago, working for a number of well-known and respected stations including WGN Radio, and ESPN 1000. Rosen has been the program director for 670 The Score, since 2005.

Under his leadership, The Score has become one of the most respected sports stations in the country. Rosen added a second station to his portfolio in the Summer of 2019. In addition to leading the Score, he took on the added responsibility of programming 105.7 The Fan, in Milwaukee. He’s a busy guy, and wouldn’t have it any other way.  

Rosen will be honored at the 2020 BSM Summit in New York next week as the first ever winner of the Mark Chernoff award. 

I recently sat down with him to get his thoughts on winning the prestigious award, what it’s like to program two stations simultaneously and just how competitive the Chicago market is with two sports stations on the air. 

Andy Masur: You were the top guy on the BSM list of major market PD’s and will be the first to receive the Mark Chernoff award. What does that mean to you, having your peers recognize what you do for the format?

Mitch Rosen: It’s very humbling, I’m very honored two-fold. Number one, Mark and I are very good friends in this industry, so, to receive this award named for him is really an incredible feeling. I’ve learned so much from him. I remember about 16 years ago, I started in February of 2005 and Mark interviewed me over the phone for the job at the Score. Ever since then, learning from him and talking to him and still to this day running ideas by him and consulting him on different things, it’s just amazing that I was the one chosen for this award is a great honor.  

This award and honor it’s really not about me, it’s about the people I work with, it’s also about our brand, you know the Score brand was born in January of 1992. I happen to be the one that day in and day out works close with this brand. But it’s about the people, it’s producers, on air talent, people in our digital department, people at Radio.com sports, Entercom, CBS Sports/Westinghouse. So many people touch this brand and oh by the way it’s our audience. Without the listeners of Chicago and folks that listen to our product on the Radio.com app and online every day, you know, I wouldn’t be here. I wouldn’t be overseeing this tremendous brand, so even though my name is on it, it’s all about the Score brand and about people that I work with on a daily basis. 

AM: What are you looking forward to at the BSM Summit?

MR: I always look forward to collaborating with my peers. Also, watching and listening to the great panels. I think the panels Jason has put together this year are incredible and I always look at it as a great learning experience. No matter how long you’ve been in this business when you can absorb knowledge from some of the people that he’s assembled is great. It’s great to see some of my peers that you really only get to see once a year at Jason’s summit, so that’s what I’m really looking forward to, seeing a lot of people in the industry and talking about great ideas. As we know our industry, I feel, changes on a daily, weekly, monthly and yearly basis. To be able share ideas and knowledge is really huge. 

AM: What is the competition like in a crazy sports town like Chicago with 2 sports stations?

MR: This market is unusual, you have two stand-alone AM radio stations in us and WMVP (ESPN 1000) and I think it’s a credit to this Chicago sports market. Both stations do very well. I think at the end of the day when you look at it, I think our station has more listeners throughout the year on a weekly basis. Though, if an outsider said you have two stand-alone AM radio stations that talk sports and on a weekly basis combined you cume sometimes a million and a half people a week that’s pretty impressive. 

We’ve seen the trend of sports stations going to FM around the country and it just hasn’t clicked yet in Chicago. I think it’s a testament to when there’s great content people find you. When you have two great AM stations, and I think both do a good job in terms of content, its not just the AM band anymore. It’s all the different platforms through social media that people find great content and I think that’s how we’ve survived over the years since 1992 and you have to adjust with the times. You can’t sit back and wait for technology to come to you, I think you really have to follow technology and be ahead of the game. We’ve seen that in what we’ve done with live video streaming on a number of our shows and the OTT products and things like that. 

AM: You and Mike Thomas at ESPN 1000 are friends, what’s the dynamic like in competing against him and his station?

MR: He’s a friend, he’s a colleague, he’s someone I respect, but I think he would say the same thing, I wake up every morning and you think how do I get better? How do you get better than your competition? How can you motivate your staff to produce better content every day? 

I also think we compete in a world that isn’t just sports. We live in the demographic of 25-54 year-old persons and obviously our main target is men, so how do we do better than some music stations? We are all fighting for an audience, how do we get more ears on our station, more eyeballs on our digital platforms? That’s what we strive to do every day.  

AM: In a sports market like Chicago, what is the importance placed on having Chicago guys on the air talking Chicago sports?

MR: Everybody knows their city I think better than others. I’m fortunate enough that I was born in the Chicagoland area. I’ve been fortunate to work in this market since 1988. My first job was at WGN radio, first as an intern, then I was hired at WGN shortly after that. I feel it’s important that people that work in this market in sports radio either grew up here, or worked here. 

You look at our lineup from top to bottom, these people have worked here long enough and lived here. I think it’s important that they know the background of Chicago sports, they know the audience, they know geographically where people live and where they come from. They know the passion of Chicago sports, they know what it was like being a fan and they know the teams in this market. Every market is different. I can only speak for Chicago and now a little bit Milwaukee. But for the Chicago market I think it’s vitally important that people live and breathe this throughout their life. That’s how I feel about it.  

AM: How do you view the landscape of sports radio in Chicago and the format in general?

MR: I’m still a believer in live and local. I think in this format specifically. We’re in the opinion business, people always want to talk about live and local sports. People in Chicago want to give their opinion about the Bears. They want to give their opinion about the Cubs and about all local sports teams. I don’t see that going away. 

It’s how you go about figuring out through which platforms, through what different ways you communicate with the audience, those are the type of things that continue to evolve and change. As a programmer you have to be willing to adapt and change. What I was doing three or four years ago as a PD has changed.  Today as a brand manager you just have to be able to be adaptive, go with the changes, be open to ideas and come up with new ideas. You can’t wait for it to come to you. You have to be willing to share things with the staff and be open to feedback and ideas from everybody. That’s how I see it, I think this format is as strong as it ever will be and it’s all about being live and local.    

AM: What do you see as a benefit of having team play-by-play on The Score?

MR: I am a firm believer for a sports radio station to be successful you need to have a team’s play-by-play on your airwaves. It’s a great marketing tool that you can cross promote in play-by-play. It brings in a cumulative audience that helps you market your other day parts. From a sales standpoint it’s a great opportunity to generate revenue with the right business deal. Again, for a sports radio station today in 2020 its imperative that you have a play-by-play property/partnership on your radio station. 

AM: How difficult is it to be effective as a PD in two cities at once, juggling Chicago and now 105.7 the Fan in Milwaukee at the same time?

MR: I love it. You know, traditionally I’m in Milwaukee for a day and a half a week. With modern technology I’m always in touch with the Milwaukee market. I’m fortunate enough that I have great assistance there with Steve “Sparky” Fifer who also is a co-host on our “Wendy’s Big Show” in the afternoons. I have a great staff there, from our morning show to middays and afternoons.

Milwaukee has really become a great sports town. The Packers had success this year, being a game away from the Super Bowl. The Brewers have been competitive in the NL Central and of course the Bucks. They’re probably the best team today in the NBA’s Eastern Conference. It’s fun, it’s only 90 miles from Chicago and to me being in the business a long time, it’s rejuvenated me in terms of something fresh to work with and great people. You combo that and it’s just been a joy to part of that organization. 

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Ryan Clark is Ready for ‘The Pivot’ to Grow with Channing Crowder, Fred Taylor and Fanatics

“We want to be a place where you can just be yourself and you can love yourself and truly tell your story and show people who you are.”

Derek Futterman

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Ryan Clark
Courtesy: The Pivot

Answering a call from Emmy Award-winning producer Alicia Zubikowsi, Ryan Clark learned of a potential new media venture in a niche space. Zubikowski had produced the I Am Athlete podcast for nearly two years, which rapidly proliferated in size, scope and prominence. A financial dispute among the colleagues, however, led to the departures of Channing Crowder and Fred Taylor from the roster, along with Zubikowski, and they branched out on their own to actualize a new vision. After speaking with Zubikowski, Clark met with Crowder virtually and evinced compatibility that compelled him to become involved in the project.

Less than two years later, The Pivot Podcast has quickly amassed notoriety and prestige within sports media. The athlete-driven podcast contains weekly conversations with contemporaries and luminaries alike, to talk sports, music and entertainment. Clark, Crowder and Taylor possess an evident rapport and retains the audience while encouraging prospective listeners to hear the genuine endeavor.

“We felt like there was some synergy there, we thought we could do some good things and we decided to give it a try,” Clark said. “I had already been doing my own podcast that I was funding myself, editing myself and cutting promos myself just because I understood what the space was and I knew that that’s where a lot of media was going, and at the time I didn’t have a partnership or anyone kind of showing me the way, but I was like, ‘These people have already been successful.’”

Since its launch in the winter of 2022, The Pivot Podcast has amassed over 158 million views and 870,000 subscribers on YouTube alone. The show has welcomed guests across a variety of professions, some of whom have included Caleb Williams, Snoop Dogg, Gayle King and Travis Kelce. During its time in circulation, it has made an indelible impact on the landscape and recently agreed to a multi-year partnership with Fanatics.

Through the deal, The Pivot Podcast will feature Fanatics’ verticals surrounding commerce, betting, collectibles and events, and the Fanatics Sportsbook garnering the title of the “official sportsbook” of the show. Additionally, the program will be part of company events such as Fanatics Fest NYC and its annual Super Bowl party.

“Luckily for us, it’s been such a blessing,” Clark said. “Some of the stories we’ve been able to tell, the people we’ve been able to work with and have as guests on the show, and then obviously now having an opportunity to partner with Fanatics and be a part of Michael Rubin’s team and sort of head their media division, especially when you’re speaking of Alicia and what she’ll be able to do, it just makes so much sense.”

Fanatics itself had inked some deals in the sports media space over the last year, including agreements with Bleacher Report and Overtime, but they were largely under the aegis of merchandising and/or live events. The company also hired Ed Hartman as its chief strategy officer in media, trying to discover content that fits various key business sectors. For The Pivot, retaining creative control and autonomy over the content was essential and being involved in other ventures added more value to the proposition.

“To be a part of those things and bringing those things to the world, but also an opportunity to showcase the athletes and entertainers that are part of the Fanatics family – and I think that’s a different and a bigger opportunity than any podcast has ever had with any partnership, and that is why it was important for us to find the right partnership,” Clark said. “And if I’m being honest, our producer has turned down multiple deals saying that she believed that this was the one before this was ever even a thing that Michael Rubin was talking about.”

Reaching this point required hard work, consistency and confidence that The Pivot would ultimately resonate with audiences and establish a rapport in the space. Luckily for Clark, he had a viable fallback plan in that he was working at ESPN as an NFL analyst, a role he had positioned himself to attain while he was still an active player.

During his career, he had worked on 93.7 The Fan hosting a radio show from a hibachi restaurant in Pittsburgh and also appeared on local television. Clark played 13 years in the NFL as a safety and won a Super Bowl championship as a member of the Pittsburgh Steelers in the 2008 season.

Although Clark had been told as a player that he had a chance to thrive in sports media, his formative years in the business broadened his understanding of the landscape and how to achieve success. Upon retiring from the NFL, he signed a multi-year agreement with ESPN to appear on NFL Live, SportsCenter, ESPN Radio shows and additional network programming.

Over the last several years, he has been a consistent part of NFL Live. Clark explained that the show contains underdogs who have crafted chemistry that has coalesced into an on-air product and meaningful friendships. Laura Rutledge, Dan Orlovsky, Marcus Spears, Mina Kimes and Adam Schefter work with Clark and blend their football knowledge and expertise with entertainment.

“I could see how much work they all put into their craft, and I respected that, and then once you get that respect and you start to work together, now you get to know the people,” Clark said. “You get to know about their kids, you get to know about their home life, you get to know about what makes them tick and what makes them themselves, and then we care about each other.”

As members of the show watch NFL games every week, they remain in constant communication through a group chat. Additionally, Clark ensures that he is actively listening to what his colleagues say on the air so he can disseminate informed, substantive opinions that play a part in the overall product.

“The smartest of analysts understand what they have to be on each show based on who they’re working with,” Clark said. “I think you just also have to be versatile enough to do that. You have to know when you’re on NFL Live, that show is so heavy X and O; that show is so heavy, ‘Let’s educate – let’s talk about the things that are important in ball, even if they aren’t the most popular things.’”

Starting last season, Clark was added to Monday Night Countdown as a studio analyst as part of a revamped iteration of the program hosted by Scott Van Pelt. Joining Clark as analysts on the show were his NFL Live colleague Marcus Spears and incumbent analyst Robert Griffin III. While there were some memorable moments both in studio and on site throughout the year though, Clark felt that the show struggled to capture an essence on the air.

“I think the show is just hard because it’s sort of like rolled over the entire infrastructure and changed the people, and it happened so late that I don’t think we ever got an opportunity to find our voices on that show, and we tried to work through that throughout the season,” Clark said. “….I think last year was a learning experience where if I’m being really honest, we did bad TV sometimes, which was new for me because I felt like I haven’t done bad TV in a very long time, and it was embarrassing for me because I put so much time into it.”

Former Philadelphia Eagles center and Super Bowl champion Jason Kelce is joining the show and was formally introduced this week. During a charity golf outing this offseason, Clark had a chance to meet Kelce and learn more about him as a person while also answering questions about ESPN and the sports media business.

“I told him to be himself because being himself is what got him here,” Clark said. “He’s a first-ballot Hall of Famer in my opinion, so he has so much knowledge, experience and wisdom that people will crave, and he can give it to them uniquely with his personality, with his honesty [and] with the openness and vulnerability about who he is. Other than that, he’s going to have to learn.”

Akin to Clark hosting The Pivot and working at ESPN, Kelce hosts the New Heights podcast with his brother, and will now be joining Monday Night Countdown on ESPN. Clark anticipates that Kelce will be a huge addition, referring to him as the “hottest free agent ever,” and hopes to grant him longform chances to express himself on the air. Being on the show for a second season, however, nearly was not a reality for Clark amid an expiring contract at ESPN.

“I was gone,” Clark said. “I wasn’t considering – I was done. Normally they extend your contract until it gets done most times. I was out – my contract had ended.”

Clark took part in discussions with other people in the business, some of which included having his own show and organizations starting networks around him. Throughout the process, he was cognizant about the relationships and memories he had built at ESPN and was appreciative for various personalities speaking up for him, including Mike Greenberg and Stephen A. Smith. In the end, Clark signed a multi-year extension with the network that implemented a raise and additional responsibility while also continuing his other projects.

“Obviously my family is the NFL Live crew,” Clark said. “Scott Van Pelt and I probably share one of the most memorable nights in television when Damar Hamlin went down. And so those relationships were things that I didn’t want to leave unless there was a good enough reason to leave, and I don’t think that’s just money.”

Clark started hosting Inside the NFL last season on The CW, a storied sports franchise that presents highlights, analysis and interviews every week during the NFL season. After spending approximately four decades on HBO and subsequent years on Showtime and Paramount+, the program moved to broadcast television for the first time. Clark conceptualizes his role as a point guard who is able to score when necessary and successfully facilitate his colleagues Jay Cutler, Chad “Ochocinco” Johnson, Chris Long and The Pivot co-host Channing Crowder.

“I think that was the hardest adjustment with Inside the NFL initially was like, ‘Okay, how do I set these guys up for success while still doing something I’m really good at, which is analyzing football?,’” Clark said, “and it’s taken some time to really sort of find a space for it, but I think I did find that on Inside the NFL.”

In working on The Pivot, Clark built relationships organically through conversations surrounding strategy, content creation and lifestyle. One episode in particular that stands out to him is when the show interviewed former NBA forward Michael Beasley where he opened up about his mental health struggles and hardships he has endured throughout his life. Furthermore, he talked about struggling to find the right people and explained that everyone stole from him except his kids. Clark, Crowder and Taylor sympathized with Beasley and offered him assistance, underscoring the unscripted, genuine nature of the show.

“Everybody wants The Rock to be able to come on their show and talk about his battles with depression, but we also want Kevin Hart to be able to come on the show and invite him to nudist camp too,” Clark said. “We want to be a place where you can just be yourself and you can love yourself and truly tell your story and show people who you are. And I don’t necessarily know if it’s distinctive in effort or goal; I think it’s been distinctive in execution, which, in the end, is what we deliver to people.”

Through the new partnership with Fanatics, Clark looks forward to continuing to take part in candid conversations and storytelling on The Pivot while continuing to thrive in his work with ESPN and The CW. As someone who attained a successful NFL career after signing as an undrafted free agent, he maintains a mentality built on an indefatigable work ethic and resolute dedication towards his professional endeavors. Once the show signed the partnership with Fanatics, it had an opportunity to interview Tom Brady, who discussed topics including his experience being the subject of a Netflix roast and the lessons he learned playing in the NFL.

“Not everybody understands Tom Brady, right?,” Clark said. “Who knows that story? Who has ever lived that, ‘I’m the greatest to ever do something’? But everybody has understood what it’s like to struggle; what it’s like to doubt yourself, right? And so we bring them that story, and in bringing them that story, we talk about the things that Fanatics is doing and the ways that they are now moving in the sports world.”

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Christopher ‘Mad Dog’ Russo Making the Most of His Resurgence with the Help of ESPN

Far from a close-minded fuddy-duddy. He is an open-minded observer of sports, one of the greatest of all time.

John Molori

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Screengrab of First Take on ESPN with Chris Russo
Screengrab from ESPN/First Take

The true essence of Christopher ‘Mad Dog’ Russo, Version 2024 can be found in the open to the May 15 edition of First Take on ESPN.

In the aftermath of the Knicks defeating the Pacers in Game 5 of the Eastern Conference Semifinals, superstar showstopper Stephen A. Smith opened the program with an emotionally joyous soliloquy lauding his favorite New York basketball team. Smith was jubilant, ebullient, and thrilled.

The segment ended with Smith walking over to panelists Russo and Kendrick Perkins and hugging them in glee. After the show’s open, the Knick rapture continued, that is, until “Mad Dog” was let out of the kennel.

Russo brought things back down to earth, predicting that Indiana would win Game 6 of the series. He then went through a mental historical timeline of the Knicks choking in playoff games at home. This level of historic context is largely lost on modern sports fans, many of whom believe that nothing existed before LeBron James or Tom Brady.

Russo’s beautiful dose of reality ticked off the jovial Smith but set the discourse on a more levelheaded road. Russo is a talking history book, and let’s face it, not everybody likes history class. The difference, however, is that Christopher Russo lived this history, and indeed, made history himself. A 2022 National Radio Hall of Fame inductee, he has uniquely entertained sports fans for more than four decades, becoming one of the most memorable and imitated personalities ever.

He created Mad Dog Sports Radio on SiriusXM in 2008 and headlines the channel with his popular Mad Dog Unleashed show. In addition, he hosts the daily High Heat program on MLB Network. Still, it is one of Russo’s earliest and most recent gigs that set him apart.

Beginning in 1989 and for the next 19 years, Russo and Mike Francesa hosted the landmark Mike and the Mad Dog afternoon driveshow on WFAN radio in New York. It was a ratings mammoth and ensconced Russo as a stone-cold sports media legend.

I am going to make the case that Russo’s latest incarnation as a First Take Wednesday regular is just as significant. It has exposed a whole new audience to the Russo experience. On a more basic level, it is just really special to see a classic radio guy like Russo welcomed into the most progressive and popular sports talk show on the air right now.

Kudos to Stephen A. Smith for making Russo a regular on his program. You can tell that Smith, author of an historically significant media career himself, truly respects those who came before him and blazed the trail. In fact, to a certain extent, Smith is a media offspring of Russo. They both possess riveting personalities, unquestioned bravery, and on-air dominance. Like or dislike, agree or disagree, these are two men who must be listened to and respected.

With Max Kellerman’s 2021 exit from First Take, I was doubtful as to what would happen to the program. My worst thought was that Smith would bring in a bevy of co-hosts who would bow to his greatness – like Jerry Jones’ Cowboys’ coaching hires since Jimmy Johnson. Thankfully, Smith went in the other direction. Russo has the same cache as Smith, so there is no hero worship. He says what he feels and talks straight – real talk in a colorful and exciting manner.

As the Knicks discussion continued, Smith wanted to tap into Russo’s New York sports sensibilities and emotion asking Russo if he felt Madison Square Garden shaking during the Knicks’ Game 5 win. It didn’t work. Russo responded that at 65 years-old, he has been in the Garden for many big games and then cautioned Smith to take it easy with the Knicks.

He again harkened back to New York’s less than sparkling history in big games and menacingly joked that it is his job to “spoil Stephen A’s fun.” Russo then spectacularly took the air out of the building with an ominous What If asking what the Knicks would do if it came down to a Game 7 and the game was tied with the clock winding down.

Russo is also self-deprecating. When host Molly Qerim asked him for a prediction on the Nuggets-Timberwolves series, Russo said that he predicted that the Bills would blow out the Giants in Super Bowl XXV – the famed Scott Norwood missed field goal game. Qerim, who does an excellent job in controlling Hurricane Christopher, acknowledged the obscure reference.

While Russo has a database of past stats and stars, he is not lost in history. In fact, on this edition of First Take, he made a bold statement that the Nuggets’ Nikola Jokić has the greatest offensive skill set of any center in the history of the NBA. These are not the words of a stodgy curmudgeon whose mind cannot be changed.

Russo is an astute observer of our games. He sees greatness and gives that greatness credit. Far from a close-minded fuddy-duddy. He is an open-minded observer of sports, one of the greatest of all time. His opinions are not to be chided. They are to be listened to and appreciated.

During First Take’s Quick Takes segment, Russo ably put his encyclopedic knowledge to use. The question posed was whether the Celtics or Lakers are the greatest franchise in NBA history. Russo’s analysis was spot on and long overdue. First, he discounted the Minneapolis Lakers’ five titles as part of the pro-Lakers argument. He also cited the Celtics’ overall dominance when the two franchises have met in the NBA Finals over the decades.

Lastly, he remarked that the Celtics have had four eras of greatness: Russell in the 1960s, Havlicek-Cowens in the 1970s, Bird in the 1980s, and Pierce-Garnett in the late 2000s, while the Lakers have only two: Magic-Abdul-Jabbar in the ‘80s and Shaq-Kobe in the 2000s. It was the best analysis of a longtime debate.

In a debate about Bronny James and his NBA hopes, Russo again was the voice of reason giving a very realistic analysis of why he is not a top pro prospect. It is clear that Russo has nothing to prove, nobody to impress, and no apple to polish. He made his bones years ago, and his takes are refreshing and objective.

The cherry on top of Russo’s First Take sundae was his What Are You Mad About? segment. Viewers tuning into this part of the program are no doubt wondering who the hell, and at times, what the hell they are watching. Russo pushes the limits of his angst, heart rate, blood pressure, and decibel level picking apart several news items from the week in sports. At times, he closes his blurbs screaming to the heavens, “May God strike me down!”

In this particular segment, he went off on late NBA playoff start times, the intrigue surrounding the 2024 NFL schedule release, and his distaste towards the vulgar humor in the Tom Brady roast. Russo gets up close to the camera and goes off in a boisterous way. It is simultaneously fantastic and frightening.

In his last piece on the roast, Russo looked into the camera and yelled to Brady, “How stupid can you be!” This is the same question I will pose to anyone who dismisses Russo as an out of touch old guy. This cat is no curmudgeon. He is a killer. Elderly? No, epic. Bygone? How about straight up bad ass. That is Christopher “Mad Dog” Russo, Version 2024.

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How to Renegotiate Your Annual Sports Radio Advertising Contract

Reducing expenses within an annual radio agreement takes a strategic negotiation and budget management approach.

Jeff Caves

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Graphic that shows two people negotiating
Graphic Courtesy: Soject.com

If you are a small to medium-sized business, there is no doubt you are facing rising costs, and making ends meet is a top priority. Sometimes, that means cutting expenses on things you have committed to via contract, like a 2024 annual radio advertising agreement with level monthly payments. You are on the air each month and appreciate the value of advertising consistently. You understand the necessity to maintain a market presence within the budget you laid out last year. You negotiated a win-win contract and are happy with it. However, with your costs spiraling to deliver your services, cost-cutting measures have become critical for financial viability in the long term and better cash flow in the short term. You are now tasked with the need to reduce expenses wherever you can, and your sports radio advertising is next on the list. The station doesn’t want to lessen your committed budget. It’s time for strategic negotiation and decision-making. Here are some effective strategies to accomplish this objective while keeping your annual budget intact:

Pricing and Rates

Initiate negotiations on pricing and rates for ad spots with the radio station. They know where they have more demand than supply and could even make more money by freeing up some of your commercials to be sold to other clients, sometimes at higher rates. This is typically during the weekday drive time periods; you probably got an annual rate for your commitment. If the station is willing, you could move into off-peak nighttime buys or weekends. Off-peak hours typically come at a lower cost and can still reach a substantial audience, enabling you to stretch your budget further. Give the station 30 days to see if they can accomplish this, and if not, go to plan ‘B.’

Longer Commitments

Consider committing to a longer-term contract, like a multi-year agreement, to potentially lower your monthly cash commitment. Maybe you could move off $2,000 per month from July to December and move it to the first six months of 2025. Emphasize your dedication to maintaining a consistent advertising presence over time, which can incentivize the radio station to continue the partnership.

Frequency and Unit Length

If the station allows you to reduce the monthly budget, focus on maximizing frequency by strategically choosing the length of ad units. Instead of running only thirty and sixty-second ads, opt for :15 slots to increase frequency without exceeding your budget. Shorter units are more cost-effective per spot and can deliver well-known messages repeatedly.

Budget Reallocation and Trade

Explore avenues for reallocating funds within your annual budget to optimize expenses. For instance, negotiate a reduction in the monthly budget and allocate the saved funds to months where your cash flow is strongest. Having a payment schedule that matches your cash flow will give you the best chance to meet expenses. Furthermore, explore opportunities for service or trade to offset your monthly bill, leveraging resources you have already paid for that may match up well with what the station needs.

Reducing expenses within an annual radio agreement takes a strategic negotiation and budget management approach. Concentrating on pricing, rates, contract length, frequency, and budget reallocation can keep your station relationship intact, honor your contract, and increase cash flow.

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