Wednesday, April 9, 2014

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Hottest Ad Categories in 2014
Keywords: Radio | Advertising Spending

In a panel presentation at the NAB Show in Las Vegas this week, experts in three important categories detailed what is happening now, what to expect in the near future, and tips to sell more Healthcare, Automotive and Political advertising.

(Source: John Potter, SVP/Professional Development, RAB)
Enter to Win Radio Promotion of the Year at the Radio Mercury Awards. Deadline: April 23

Enter your client and/or station promotions into the new Radio Promotion of the Year category. Accepted entry formats include a spot, campaign, program open, live read, innovative unit lengths, remote or live experience, digital campaign (audio and/or visual, dynamic or static), Public Service Announcement or tune-in announcement. Entries can be in English or Spanish.

If you win, you'll take home the $1,500 prize and trophy on June 4 at the 2014 Radio Mercury Awards, the premiere creative competition for radio. Showcase your radio work and be acknowledged on a national stage.

Plus, more than $25,000 in eligible prize categories for radio stations, including $6,000 Radio Station Produced Spot, $6,000 and $3,000 Radio Campaign and $6,000 Integrated Campaign.

Two weeks left to enter. Deadline: April 23.

Go to for entry guidelines and easy online entry.

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In-Store Transactions Lift Overall Convenience Store Sales in 2013
Keywords: Convenience Stores

With in-store sales establishing a new record, overall convenience store revenues totaled $695.5 billion in 2013, down slightly from 2012's figure of $700.3 billion, according to the National Association of Convenience Stores.

In-store sales climbed 2.4% last year to $204.0 billion, while motor fuel sales amounted to $491.5 billion in 2013, down 1.9% from the previous year.

(CSP Daily News, 04/04/14)

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Harley Ready to Unveil Its New, Smaller Bike
Keywords: Motorcycles/All-Terrain Vehicles

Harley-Davidson, one of the most iconic names in the history of American manufacturing, has been known as the producer of some of the motorcycle industry's biggest cruising bikes.

But earlier this year, a bike unlike anything Harley has made in years began rolling off the assembly line. Known as the Street, it's the company's first entirely new product in a decade and its first U.S.-built small bike in almost 50 years.

(Source: Reuters, by James B. Kelleher, 04/07/14)

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Daily Sales Tip: Rushing to Judgment

As a salesperson, you should work to focus all of your attention on your customer and his/her needs. It's all too easy to swoop in to present a solution instead of listening to your customer's complaints and the specifics of his/her situation.

In this rush to cut to the chase, you're in danger of coming across as arrogant, and your customers end up feeling their input is unimportant and unappreciated. This understandable mistake happens for two reasons:

* You want to come off as the "expert" or "hero," showing off all your knowledge by providing the solution before your customer even has a chance to finish her thought.
* You're in a hurry and don't have the time and energy to devote to your customer.

For example, let's say you're about to leave for a week's vacation when a prospective customer calls. He starts to go into a long story about his business and all the problems he's encountered in the last five years. You realize that you have heard his story -- or at least a similar one -- many times before, so you interrupt him to give your answer to his problems. You try to end the call as soon as possible so you can leave for vacation.

In this case, even though you might have given your prospect a good solution, chances are he won't feel satisfied with the conversation. He didn't have an opportunity to tell you about his business, so he feels shortchanged.

What should you have done? Next time, embrace any information your prospect gives you, whether you believe it's valuable or not. If you truly didn't have time to talk at length with this prospect, you should have requested the opportunity to call him back after you returned from vacation. Otherwise, you should have put down your briefcase, closed your office door, and listened to him for as long as he needed.

Remember, even if you hear the story all the time, it is unique and personal for each customer. Instead of interrupting your customer with your standard solution, let him have the floor and explain his problem. Only then can you proceed with the process of finding a solution for whatever ails him.

Source: Paul Cherry, founder of the sales training firm Performance Based Results

Advertising Agency Franchise Owner, Viamark - MA, CT, RI, NH, VT, ME, NY, NJ, PA, DE, NC, SC, TN, GA, FL
Sales Manager, West Virginia Radio Corporation

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