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WSM, Ernest Tubb Record Shop Celebrate 65-Year Advertising Partnership
Keywords: Radio
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. |
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Got a question? Call the Member Benefits Helpline at 800-232-3131 or email memberbenefits@rab.com.
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
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Radio's Most Effective Time Management Tool: The Big Order
Keywords: Radio
 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.< |
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Survey: Men Seek Speedy Cars, Women Want Practicality
Keywords: Automotive
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. |
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Research Quick Hits
TrueCar.com estimates that the average transaction price for light vehicles in April was $30,303, up $1,219, or 4.2 percent, from a year ago but down $445, or 1.4 percent, from last month. To read more
Out of the 40% of hoteliers who have tried flash sale websites, 38% have found them less successful than they had hoped and do not plan to them use again, according to TravelClick. To read more
Powerful shifts in viewing habits continued to distort the market for movies and television shows in home entertainment formats, as video rentals from stores and subscription services collapsed in the first quarter of 2012, according to a report from the Digital Entertainment Group. To read more
Coupon CPG marketers offered U.S. consumers $470 billion of coupon value last year -- a 26% increase over the pre-recession period of 2007. The last three years represent the highest annual volumes of coupons distributed since the pre-recession period, according to NCH Marketing Services. To read more
What are the favorite drinks of happy hour patrons? For women, it's mixed drinks, while men prefer beer. To read more
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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
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