Radio Sales Today for Tuesday, April 17, 2012

Tuesday, April 17, 2012 | Edited by Daniel Moores

Frugality Fatigue Spurs Americans to Trade Up
Keywords: Consumer Behavior | Retail Market

Americans are buying more expensive makeup and sandwiches again as Estee Lauder Cos. and Dunkin' Brands Group Inc. get a boost from mid- to high-income customers.

"Frugality fatigue" is driving a rise in retail sales among consumers who've "grown tired of putting off discretionary purchases," said Russell Price, a senior economist at Ameriprise Financial Inc. in Detroit.

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Upcoming Webinar: Consultative Selling of Multi-Media

Join RAB's Brandeis C. Hall and Jon Erdahl, president of 3D MediaVentures, for this informative webinar and learn the power of a consultative selling and marketing mix.

Find out what advertisers expect from radio sales professionals in client meetings, as you explore new CNA questions that correspond to today's changing marketing landscape. You'll come away with a list of recommendations tailored to various advertiser objectives, and a host of proven integrated marketing ideas.

This webinar will be offered on Tuesday, May 8, at 3 PM (Central), and again on Thursday, May 10, at 10 AM (Central). For more information, click here.

Auto Radio Ads Have Greatest Influence Closest to Purchase

Category Update: Healthcare Companies

Baby Boomers: A Burgeoning Customer Market

On the Rise

More Consumers Dining Out on Sandwiches Boosts Category Growth

Is the 'Year of Dragon' Driving a Home Furnishings Boom?
Keywords: Furniture Stores

The Year of the Dragon is considered to be the luckiest of the Chinese lunar years, with many couples rushing to marry or have a child during this auspicious time. But does the year also herald a home furnishings boom?

Perhaps.

Pet Food Shoppers Continue to Buy Premium
Keywords: Pet Supply Stores

The economy does not seem to affect pet food shoppers, who continue to migrate into the higher-preced pet specialty channel, according to U.S. Pet Market Outlook 2012-2013, a report from market research firm Packaged Facts.

Research Quick Hits

Trade-in values on used cars are expected to peak over the next few weeks, according to the National Automobile Dealers Association (NADA) Used Car Guide. To read more

U.S. consumers engage in a variety of eating and drinking behaviors in the morning, with 43% of these occasions consisting of a beverage only. To read more

Hewlett-Packard's PC shipments in the first quarter of 2012 increased almost 7% when compared to first quarter 2011, outpacing every other competitor -- including Apple. To read more

Among major league baseball teams, who has the most loyal fans? Based on Brand Keys' Sports Loyalty Index, the Philadelphia Phillies have the most rabid followers, with the New York Yankees, Boston Red Sox, San Francisco Giants and St. Louis Cardinals rounding out the top five. To read more

Which brands are best-loved by families? According to a study by The Family Room, Oreo ranks number one among food/beverage entries, while Subway is tops among restaurants. To read more

Daily Sales Tip: The Question of Price

Price comments are not price objections. When someone says, "Wow, that's more than what I expected to pay," they are NOT saying they will not buy. You do not even need to respond. However, many sales reps offer to cut price at this point.

Have a quick response to "Do you discount?" How about, "No, that's the price." Or, if they ask, "Can you do any better on price?", say, "That's the price." Simple.

Most good buyers will always ask for a better price because they have nothing to lose. And they often succeed.

Source: Sales trainer/consultant Art Sobczak

Job Postings

ACCOUNT EXECUTIVES, Apex Broadcasting - Destin/Ft. Walton, FL

General Manager/Sales Manager, Ohio Valley Small Market

Senior Account Manager, ARBITRON - Midwest Region




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