[BC] Sales: proud to be whores

[Mike McCarthy]

In it's prime, WJMK (the former oldies station) ran 14-16 minutes an hour 
during the day and evening dayparts. It was regularly sold out Thursday to 
Saturday and many times during the week as well.  CBS bailed on the format 
because they felt the people older than 45 didn't have the $$ they liked. 
The station did 50% trailing cash flow. If CBS's radio division tanks 
because of Joel Hollender blowing up two of the companies biggest cash 
cows, then that shows just how powerful that format still is today.

I agree with the premise that if you can sell it and not sound oversold, 
then sell it. WGN regularly gets the equivalent of 20 minutes an hour with 
it's carefully placed drops and such. There's a reason they were the first 
$40M billing station in the 80's...aside from the lovable looser Cubs. Most 
satellite formats don't give the local station more than 8 minutes of local 
time. Most stations never sell the 0:10 bumpers...they should.

MM

At 08:43 PM 9/4/2006 -0400, Thomas G. Osenkowsky wrote
> > Talk to the good ones and they will proudly admit to the title, they
> > pay my salary the more whoring the do the better I live.
>
>At one station many years ago, a client sent flowers to one of
>our AE's. Naturally, the receptionist and other AE's read the
>card. "Last night was great, you were great, can't wait till next
>time." or some such. The recipient was engaged and we all
>assumed she got the contract signed late that night or early the
>next morning.......
>
>The GM of one of our stations that plays True Oldies Channel
>told me the Chicago station plays more spots than the format
>allows for and end the stopset with a "We now join the True
>Oldies already in progress" kind of announcement. He was
>critical of that.
>
>My response was that I'd hire them in an instant! Obviously the
>format and sales combination works and kudos to those who can
>sell more than what is allotted.
>
>Tom Osenkowsky, CPBE
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