Thursday, May 3, 2012 | Edited by Daniel Moores
||WSM, Ernest Tubb Record Shop Celebrate 65-Year Advertising Partnership
The year was 1947. Harry Truman was President of the United States, Jackie Robinson played his first game for the Brooklyn Dodgers, test pilot Chuck Yeager broke the sound barrier, and a new house sold for less than $7,000.
The year 1947 -- May 3 to be exact -- also marked the opening of the Ernest Tubb Record Shop in Nashville, and the beginning of a unique business relationship that will celebrate a milestone anniversary today. Sixty-five years ago, the Ernest Tubb Record Shop joined the roster of advertisers on renowned country music radio station WSM 650 AM "The Legend," and has been a fixture on the station's airwaves ever since.
The cornerstone of this partnership is the Ernest Tubb Midnite Jamboree, a Saturday night tradition on WSM. Featuring such beloved country artists as Roy Acuff, Mel Tillis, Lynn Anderson, George Hamilton IV, Skeeter Davis, Boxcar Willie and Ernest Tubb himself, the Jamboree has served as a source of musical enjoyment for its fans each week for the past 65 years. The Ernest Tubb Midnite Jamboree is believed to be the second-longest-running radio show in the world.
"As a kid growing up in Maryland 650 miles away, there were three things in Nashville that were sacred to me: the Grand Ole Opry, WSM radio, and the Ernest Tubb Record Shop," said legendary WSM on-air personality Eddie Stubbs. "I listened to them whenever I could pull WSM in at night, and I started buying records from the shop by mail when I was 14 years old -- 36 years ago."
"I first came to Nashville on a family vacation the summer before my senior year in high school in 1978, and I'll never forget my first visit to the shop," he added. "I'm proud to say that I'm still a regular customer."
Congratulations to the Ernest Tubb Record Shop and WSM 650 "The Legend" on a Hall of Fame-worthy relationship, one that will hopefully last many more years.
Legendary WSM air personality Eddie Stubbs (right) congratulates Steve Bowen, manager of the downtown location of the Ernest Tubb Record Shop in Nashville, on the advertising partnership between WSM and the Ernest Tubb Record Shop that has spanned 65 years.
||Radio's Most Effective Time Management Tool: The Big Order
Roger Utnehmer, President and General Manager of Nicolet Broadcasting and Door County Daily News in Sturgeon Bay, WI, shares how his stations make more money by asking for the big order...and getting it.
Start by identifying prospects with big-ticket sales and large gross profit margins. He detailed how you, too, can increase your revenue during his panel presentation at this year's NAB Show in Las Vegas.
Roger is in a small market, but the concept holds true for any size market. Just move the decimal point in his radio revenue examples. Hear his presentation in this 6-minute video.
(Source: John Potter, VP/Training, RAB)
||Survey: Men Seek Speedy Cars, Women Want Practicality
While there appears to be less of a gender gap in the brand preferences of car buyers, there are still distinct differences in the types of vehicles men prefer -- or fantasize about -- compared with the ones women drive.
According to a survey by TrueCar.com, an auto-industry research and forecasting company, men like fast and flashy vehicles while women tend to be more practical when shopping for a car. The company said its buyer-behavior data are based on more than nine million retail purchases in 2011.
"While gender preferences amongst the buyers of various automotive brands still exist, the gap is narrowing," said TrueCar analyst Jesse Toprak. "The SUV and truck heavy mix of the domestic automakers continue to generate a disproportionate number of male customers, while the exotic brands remain to be the best medicine for a midlife crisis."
TrueCar said female car shoppers tended to buy smaller, more fuel-efficient cars and crossovers while males went for big pickups and SUVs or fast, sporty cars with "curb appeal."
The lists below show the top ten brands and models with the highest male and female purchase ratios:
Top 10 Female Brand Purchases in 2011
Top 10 Male Brand Purchases in 2011
Land Rover, 71.2%
Top 10 Female Purchases in 2011 -- Makes/Models
Volvo S40, 57.9%
Nissan Rogue, 56.9%
Volkswagen Eos, 56.4%
Volkswagen Beetle, 54.6%
Hyundai Tucson, 54.0%
Honda CR-V, 53.4%
Toyota RAV4, 53.0%
Nissan JUKE, 52.7%
Jeep Compass, 52.7%
Nissan Versa, 52.2%
Top 10 Male Purchases in 2011 -- Makes/Models
Porsche 911, 88.2%
GMC Sierra, 87.5%
Ford F-Series, 87.0%
Chevrolet Corvette, 86.9%
Chevrolet Silverado, 86.4%
BMW M3, 85.1%
Audi S4, 84.7%
Audi A8, 84.4%
Cadillac Escalade EXT, 84.3%
Maserati Granturismo, 84.3%
(Source: The Wall Street Journal, 04/24/12)
Daily Sales Tip: A Checklist of Best Practices
Selling is probably the most important contributor to business health, even more important than products and services. It's a difficult art to master. So it pays to develop good mechanisms to support and guide the sales effort. Here are five "Best Practices" that can help sales managers and their staffs:
Create an Ideal Customer Profile
Develop this profile on customers with whom you have had success in the past. Detail not only the facts (demographics, company size, annual revenues, SIC codes), but the qualitative characteristics as well, those elements that represent the value they seek when doing business with your company.
Set Clear Expectations
Give your salespeople clear and quantifiable performance expectations for all stages of the sales process. Don't simply throw a quota and a territory map at them. Tell them you expect them to convert so many leads to suspects, suspects to prospects, prospects to contracts, contracts to repeat business. And follow up with them.
Track Performance and Share the Data
Stop managing your sales force by anecdote, those traditional sales meetings where each salesperson fills up time telling about why this or that deal hasn't closed yet. Instead, focus on collective performance against those expectations you laid out above. Build sales meetings around a review of the data. Now you're dealing with facts.
Work on the Process to Improve Results
If sales are down this month, don't panic. Instead, examine the underlying processes to see where the slowdown occurred and why. Maybe sales are down because there's an operational glitch, or an unexpected trend in the local market.
Give Great Support
Everybody likes nice bosses better than mean bosses, but great sales support means more than that. It means removing obstacles to performance wherever possible, smoothing the way, and leaving people alone when that's appropriate.
Source: Ellen Bristol, president of Bristol Strategy Group