Wednesday, May 2, 2012 | Edited by Daniel Moores
Online Registration Kicks Off Preparations for the 2012 Radio Show

Registration is now available online for the 2012 Radio Show, jointly produced by the Radio Advertising Bureau (RAB) and the National Association of Broadcasters (NAB).

Held at the Hilton Anatole in Dallas September 19-21, the Radio Show will offer a comprehensive conference program featuring industry leaders and an extensive exhibition showcasing the latest technologies that are shaping Radio's future.

The 2012 Radio Show session lineup will focus on topics of importance to radio professionals: sales and marketing, programming, advertising and research, finance, management, technology, professional development and legal and regulatory issues.

The Radio Show opens with remarks from RAB President and CEO Erica Farber and NAB President and CEO Gordon Smith. Show highlights include: Wednesday's Advertiser Keynote and Luncheon, Thursday's Super Sessions and NAB Marconi Radio Awards Dinner & Show, and Friday's Radio Show Luncheon.

The Radio Show's integrated Marketplace is a centrally located destination that will feature must-see exhibits offering the most advanced solutions for the Radio business. The Marketplace, located adjacent to where super sessions will be held, will serve as a hub for a variety of special events and include a networking lounge where conference attendees will have the opportunity to network with key industry partners.

To learn more about the 2012 Radio Show, visit www.radioshowweb.com.
Home Builders' Health Improves

America's biggest home builders are posting the largest gains in sales and new orders in years, fueling speculation that the sector is starting to turn the corner.

Although many builders reported continued losses for the first quarter, the losses are narrowing when compared with earlier quarters and the companies are citing a significant jump in traffic. Builder stocks, which have risen 31% so far this year as measured by the Dow Jones U.S. Home Construction index, advanced further amid last week's news, with every major competitor moving higher.

Meritage Homes Corp., based in Scottsdale, Ariz., said that it incurred a first-quarter loss of $4.8 million, or 15 cents a share, compared with a loss of $6.7 million or 21 cents a share, a year earlier. The company also said the number of home-sale contracts closed during the latest quarter rose 12%, while new orders jumped 36%.

"As buyers realize the market is tightening, we are seeing a greater sense of urgency than we have for quite some time," said Steven J. Hilton, the chief executive of Meritage, which saw the strongest quarterly orders since the second quarter of 2009. "The market has clearly turned in a more positive direction, and we are switching over to offense rather than defense," he added during the company's conference call.

Also last week, PulteGroup Inc., based in Bloomfield Hills, Mich., posted a first-quarter loss of $11.7 million, or three cents a share, compared with a year-earlier loss of $39.5 million, or 10 cents a share. While the builder, one of the nation's largest, saw its closings decline, the company's orders climbed 15%.

Ryland Group Inc., which is based in Westlake Village, Calif., reported a first-quarter loss of $5.1 million, or 11 cents a share, compared with a loss of $19.5 million, or 44 cents a share, a year earlier. Closings increased 25% and orders jumped 46%.

Most home builders are seeing orders increase as buyers leave the sidelines: Of the seven large builders that have reported quarterly results recently, the average order increase has been 24%, according to ISI Homebuilding Research. NVR Inc. recently said its orders increased 31% from the prior year, while D.R. Horton Inc., the nation's largest builder, said its fiscal second-quarter orders climbed 19%.

The healthier quarterly results further boosted shares of publicly traded home builders, all of which have experienced double-digit gains this year as investors bet housing is improving. Ryland was recently trading up 13% on the New York Stock Exchange, while Pulte traded up 10%. Shares of Meritage gained 2.9%.

Builders say April's sales were brisk, leaving the companies optimistic that they will report even stronger quarterly results later this year and giving them enough confidence to raise prices in some markets, including those hit hard by the housing crash.

Some analysts say home builders are benefiting in part from low inventories of existing homes, which are being snapped up by investors and foreign buyers, who often pay cash. That has prompted a number of consumers to start considering new homes.

"While foreclosed or other distressed inventory is certainly still a factor in the market, every day it gets a little older and little more run-down," Pulte CEO Richard Dugas said. "With investors often snapping up the best units available, traditional home buyers are likely seeing the remaining units as less of a compelling alternative."

To be sure, some builders are being cautious and waiting before declaring that the market has finally struck bottom, because conditions could easily weaken again. The foreclosure crisis continues to depress prices, while many deals are being scuttled because buyers can't secure funding for a mortgage.

"We are pleased with the start of 2012," Ryland CEO Larry Nicholson said. "Hopefully, this momentum will continue through the second quarter and give us the operational visibility that has been missing in our industry for so long."

(Source: The Wall Street Journal, 04/30/12)

With new-home sales picking up in 2012, the April issue of "The Pitch" features a special section devoted to Real Estate. Download a copy of "The Pitch" by clicking here.
J.D. Power: Shoppers Switching Auto Insurance

Although auto insurance shopping has reached its lowest point in five years, the percentage of those shoppers who are actually switching has reached its highest rate since 2008, according to the J.D. Power and Associates 2012 U.S. Insurance Shopping Study.

The Hartford ranks highest in customer satisfaction with the auto insurance shopping experience, followed by Liberty Mutual and American Family.

Only 25% of insurance customers indicated they shopped for a new insurer in the past 12 months -- down eight percentage points from 2011, according to the J.D. Power study.

While only one-quarter of auto insurance customers shopped for a new policy, 43% of those shoppers switched their carrier -- the highest rate since the study first began measuring retention in 2008, and an increase of 3 percentage points from 2011.

Although fewer consumers are shopping for insurance, more current customers who do are willing to make a switch based on competitive quotes, said Jeremy Bowler, senior director of the global insurance practice at Westlake Village, Calif.-based J.D. Power and Associates.

"The increase in the proportion of shoppers actually switching suggests that fewer price-checkers are gathering quotes they are less likely to act upon -- perhaps a direct result of the lower typical savings derived from switching, which has decreased from an average of $412 in 2010 to only $359 in the past 12 months," he said.

The study, now in its sixth year, examines consumer shopping and purchasing behaviors and overall satisfaction among buyers who recently purchased insurance across three factors (in order of importance): distribution channel, policy offerings and price.

Customer retention rates are increasing at a time when auto insurance companies are spending more money to entice customers to switch providers. Industry-wide, advertising expenditures increased by 12% in 2011, compared with 2010, according to an analysis of statutory filings data for 2011 performed by Dowling and Partners, LLC.

"The industry spent $5.7 billion on advertising and allowances in 2011, but this increased spend does not appear to have generated a commensurate increase in market churn," Bowler said.

The study indicates that 52% of auto insurance shoppers start their shopping process online, and 73% visit at least one insurer's Web site at some point during their shopping experience. More significantly, 32% of customers solely obtained quotes online, and 34% of all recent shoppers state they would most prefer to purchase their new policy online.

"Shoppers now expect to be able to visit an insurer's Web site and complete their purchase in the same visit," Bowler said. "In most cases, shoppers can compare many policies online and narrow down their search field entirely via this self-service paradigm. From that point, they can then decide if they need to speak with an agent or to continue their online purchase process."

The 2012 U.S. Insurance Shopping Study is based on responses from more than 16,100 shoppers who requested an auto insurance price quote from at least one competitive insurer in the past 12 months and includes more than 50,000 unique insurer evaluations. The study was fielded from January to February 2012.

(Source: Marketing Daily, 04/30/12)

Daily Sales Tip: Keeping It Positive

The old sales axiom that people buy from people they like is true; buying is a very emotional experience. Having a negative attitude makes you less likeable and approachable as a salesperson. Sometimes the biggest sales challenges can be overcome with the proper attitude.

That said, how do you maintain a positive attitude when times are tough? Sure, it's easy to maintain a positive attitude when you're over quota and things are going well; anyone can do this. But a true sales professional maintains a positive attitude despite thier challenges and setbacks. The consummate sales professional knows that maintaining a positive attitude will help him to overcome adversity and achieve his objectives.

Here are 5 simple tips to maintain a positive attitude in difficult times:

1. Don't dwell on your losses. Realize that you will win some and lose some and the next opportunity is around the bend. Dwelling on the past keeps you from living in the present and achieving your goals.

2. Recognize that you bring value to your clients. It's more than your product or service. It's the benefit of doing business with YOU. Help your customers to understand why they should do business with YOU and not someone else.

3. Remember your successes. Realize that you can achieve excellence by repeating positive behaviors and actions. Pay attention to what you did in the past when you experienced success. Harness those behaviors.

4. Avoid time wasters. Don't waste your precious time on naysayers and negative thinking. Associate with those who have similar goals and ambitions. It's amazing what like-minded individuals can achieve when they combine forces.

5. Be genuine. By being genuine and putting others' needs before your own you will benefit from sales. Take the time to genuinely understand your clients' goals, fears and ambitions. It's your job to help them to succeed.

Source: Orion Wolff, Senior Sales Advisor with Landslide Technologies
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